Was it one security company I talked to? They will go out and look and say, do they have a security site? What is that security site like? Who powers it? Do they have all the different things? Or can we come on in and teach them something different? And I feel like if you can literally have the AI going out and doing that research, on a target account by target account basis, it can make you so much better in terms of which ones you target, how you reach out to them, all of that stuff.

Exactly.

Can you have a meaningful conversation with the right person at the right time? Because what, the three to 5% of buyers are in buying mode now.

How do we affect the next quarter and the quarter after that and keep pushing that forward? I think one of the challenges too around like GCME and the way that it's typically executed on the top of funnel is that it's looked at as being in a silo, right? It's not, right? You have multiple go-to-market motions running at any given point in time.

How do you drive the influence from one to the next to the next to the next? Like, it's funny, I was just talking to a friend of mine about this.

We run five plays at Polaris.

Community, events, partner, inbound and outbound.

Mm-hmm.