What if We Don't Have Capabilities?

The process that I've got is we start with a discussion around competitive alternatives. If we didn't exist, what would customers use? And there's two groups of alternatives. There's whatever status quo is in the account. And I got a win against that. Now, if you ask sales, they don't consider that competition even though we lose 40% of our deals to status quo. We have so many companies. They're like, oh, we lost it to no decision. It's like, well, that's it means you lost it. You still lost it. Yeah. Right. That means you lost to the intern."