So

similar functions or, you know, like so VP of sales and VP of CMO or CMO, marketing director, marketing leaders, you know what I mean? Like, yeah, very

much within the marketing function. So CMO went down and I guess leadership within marketing. So head of demand generation, marketing director, CMO, and then sometimes, you know, again, depending on the size, or if we just can't get through to the top, you know, maybe we'll go to a marketing manager who does a little of the strategic work there as

well. So you've cut it in half. And then what, how did you change the messaging? So you've cut the outreach volume in half, right? So you're talking about 20 a day, we're down to 10 a day. What are the messages being delivered through sales engagement platform? Yeah. Yeah. What's the change of variation in the messaging?

The biggest was we focused entirely on, well, not entirely, it was this personas involved as well, but the biggest, the biggest change was really about what we knew about their industry. So instead of doing mass outreach, we go, these are problems that we're solving and we're going to sort of reverse engineer it to your words. We used their lingo, the words that they've given us around the specific challenges they're having. For example, we started substituting information around, you know, having issues with engaging customers to healthcare professionals. And we understand that it's difficult to approach healthcare professionals because of the way that they work and they need, they prefer more on demand, a way to take in information. You know, there's pharma sales reps, currently see two to three HCPs a week, whereas we can, you know, using an on demand strategy, we're able to, a day, sorry, using our strategy, we're able to engage, you know, 150 plus. So started using their language, using language that we knew that they cared about, talking about our customers customers and what that means to them and having that flow through and understanding, this is your world. We know what your dashboard looks like. We've seen them from from other, some from our customers. So this is going to affect how your dashboards can look and it's going to affect your day to day. So that was the biggest change was just getting, you know, laser focused on what our customers cared about and how it impacts our customers customers.