What did that look like?

Yeah, so we're talking about a few quarters here of transition.

It doesn't happen overnight.

And the MQL, they were still flowing through to BDRs.

And I think what drove the change to MQA was the amount of wastage that was happening and the frustration happening on both sides of the fence, both on sales and marketing, because there's that...

Classic challenge where you're saying, what's happening to my leads? And then on the other side is that we're not talking to them because the quality is not there and you're wasting my time.

So we had the MQLs running.

What comes to mind first there? And