[laughs]

Uh, I think that, uh, we're seeing different companies with different sales motions use it slightly differently.

We have companies who have a, a more transactional sales motion or commercial sales where people are kind of short sales cycles, either one call close or a couple of weeks close, and then you can see they arrive really quickly.

'Cause once you get confident, you can get those numbers running.

And then we have customers like SAP or like Oracle where the sales cycle can take like 12 months, right? And then it's more about how do you coach through different sales stages, how do you coach for the different, uh, personas, how do you coach for those different places where it's, uh, m- less trivial in there.

And I'd say also that with this, uh, kind of environment, like- If you're new, then you know that you don't know, and then you're onboarding, you're, you also have the time 'cause you have no quota yet.

You're just all in on learning as fast as you can, and then the adoption is kind of trivial.

Are companies just waking up, or are a lot of them using many tools and they specifically know they need to use something for coaching? Kinda give us a, a, you know, a perspective on that.

of any offering.

Do I buy one platform that does call recording, conversational intelligence, intelligent forecasting, sequencing for SDRs, AI role play, and something else? Or do I buy best of breed and kind of take the best of each category and do my own thing? And then that's consideration number one.

And there's different trends, different companies who care for different things.

There are also different cycles in the maturity of each product.

When you start off, take the condensation intelligence example.

When Gong started off, condensation intelligence was so new, everybody bought Gong.

Right.

What's your take on that?

Like, how are you helping customers today when they're trying to pull all their data sets together and use second nature?

For sure.

So again, we started before AI was cool and started with an AI company.

And my co-founder that came from Facebook, been many years there and kind of led the AI team building there.

We were not shy of being bold and innovative and starting something new.

And I think that that was around role play at the time and how do you speak with the computer and how do you practice things and so on.

I think that right now it's really about bringing everything together and making these exciting things work.

Like, are you guys looking to go beyond where you are with role play? Or like, what does that look like to you?