Yep.

Okay.

Yep.

And then the last metric here is just your MQL to SQL conversion rate.

What percentage of marketing qualified leads turned into a sales qualified lead? Okay.

And I'd say like a sales qualified lead is also somebody you don't necessarily have to talk to, right? Like you might talk to them like in that first initial conversation, but you know, like, oh yeah, geographically it did it.

Like it could be a really quick kind of turnaround where it comes in, sales looks at it and be like, yep, that's a good fit.

Okay.