I know a lot of people who try to do those types of sales and it doesn't work very well for them yeah it was so we didn't keep doing the sales led strategy over like the entire last four years. We started running ads like pull inbound and we got all of these mid-market companies or large companies even like I think Google came to us through and bound actually that could just sign up with the product and play with it then they would request a demo. The rich get richer. It worked well too because you know  with a lot of the players in the space they were legacy providers they just didn't have the ability to build something that anyone can sign up for