So what are some of the practical consequences to how people should be managing their pipelines now?

Well, we'll maybe step back a little bit to think about what we're trying to do rather than the techniques and the tools we've used to do them.

So some of the performance marketing crutches that we've used that have really come out in the past 10 years where we're using inbound marketing to get people in, get them cookied so that we can follow them through and keep pestering them.

That's right.

That's changing.

You saw that HubSpot renamed their conference.

It's no longer inbound because that's disappearing.

Do you hear any of that sort of fear on the buying side, even as that may be an advantage to buyers long term?