How to Plant a Seed That Other People Will Get Involved in the Conversation

You don't set an upfront agreement. You know that you're meeting with someone who's going to be an amazing champion, but you also know they're not the full buying committee and the price may scare them. And I think even when we're talking about setting those up next steps at the end of the call, even in the agenda of saying, look, and if we still feel that we've got a good fit then, and giving them the option to opt out early, opt out often. Because really, one of two things is going to happen.