The Pandemic and How It Affects Your Sales

The scheduling software space is a big enough pie that you would have been super happy to be the number two player in that space. So we always had to explain on too many layers and then since then in the beginning it was just the messaging was not clear enough of what we are really offering. And it also made the user base or our target customer base a little smaller because we were really trying to find those users that needed all three features instead of just focusing on the big market opportunity at that time. If you just said we are scheduling software, wouldn't you have lost 100 out of 100 deals? Like if you don't give someone a point of differentiation, wouldn't they just by default