Mark, I bet that speaks to you, you know, with a career in sales.

Oh, yeah.

No, I feel very strongly about this one.

You know, I've experienced and teams have experienced, I bet we've all experienced on this podcast that we get excited about the shiny new tool because it's going to solve anything.

And we've had multiple tools throughout our careers that have been that solution.

And the question that I push on is, what's the actual business problem here that we're trying to get better at? Is it that our customer conversations aren't focused enough on their true need? Is it that there are three people that all heard three different versions of the story? Where AI can jump in is it can really genuinely improve that customer insight so that the conversation can be anchored in, what are the actual needs that the customers have? And that can lead to better questions.

It only works if we begin with the problem.

Mark, what do you have to add to this?