What would you say are the most common breakdowns that you see between the handoff between marketing and sales?

Yeah, I mean, I always kind of joke that like really the easy part of marketing is running the event or getting the lead.

The hard part of marketing is getting sales to engage with it and follow up with it and stay on top of it the way you'd want them to.

And so for us, we found a couple of things that work really well for like really supporting that handoff.

So one, we eat our own dog food at Highspot.

So Highspot is a sales enablement platform.

So every lead we deliver on the back end, we use Marketo.

So then our last question, but if you were advising a marketing leader, one of your peers, who's also trying to build a predictable pipeline engine at the moment, what's the first thing you'd tell them to focus on?