... execute on the GTM side, Joe?

Yeah, I appreciate that question.

Primarily, I think one of the first things we lean into is, like, mapping the universe, and that's really understanding, like, who are your target companies and who your target contacts are.

I come from the customer success world, but still sales is, you know, sales is the number one spot.

It's the number one focus, especially when you're, you know, early stage.

So whatever we could do to start building that motion out in a way that could be scaled.

So when we talk about mapping universe, it's really thinking through who are your ideal accounts and who are the right contacts that fit those accounts.

But like what's the, if that's the first step, what are like, what are the next things that people are then tackling after they have kind of addressed the, we need more from the top of the pipeline?