How to Optimize the Pre Sales Process to Accelerate the Proof of Value

A big part of it is like the demo capabilities but also how we're doing our evaluations. We only had like three sales reps before this year and so it was very like flying by the seat of our pants just trying to adapt in real time. But what we need to do is optimize that process to like set expectations with the customer, like, like accelerate the proof of value that kind of keep it on track.