Why Does It Matter in Pre Sales?

In theory there's roles like SDR right so someone visits the website and this the go to a webinar and they say I'm broadly interested in the solution that you guys do. That comes through as a as a lead sales person will typically then qualify that lead normally. Why does it matter for us that we actually understand qualification and what do we do about it? Well, I've felt the impact of the answer to your question I don't quite quite quite significantly because depends where the responsibility has historically laid or how pre sales teams have been able to push back on qualified deals. One of my think is that many people once it's qualified in they just assume it's in forever. And