And any other things that you feel like people come up against, like, you know, objections and how to navigate around that?

Oh yeah, my favorite objection, I think that throughout the whole career, my favorite objection was always the price.

And what I have learned is it's never about the price.

No matter how low the price is, somebody will always brag about the price.

So you need to create a proper battle cards for the team.

You need to create a proper value proposition while you're different from everybody on the market.

And specifically in folder release, it's been a challenge for a while because we do have a technology for everything that we do.

But talk about it from your perspective, what you've seen in the past, what things have validated for you that it's about emotion and not necessarily the price.