It just, I can't scale that for one and B it's probably just not the right North star anyway.

What you're saying is you've got to work with the customer and it's going to be a partnership.

If it's not a partnership, it's not going to work out.

When I was in my New York team, the GM was really good.

We just introduced this target account profile.

So we called the ICP target account profile because I didn't know ICP existed.

So we created this to pick up a profile and the story behind it and how we want to talk to them.

It looked like you had something to add there.

And that typically recovers one to two hours per manager per day.

So I think of this conversation is two things I think we've kind of mentioned but not talked about, which is It's the culture you build, right? You have to be, there's a couple of things to talk about there.

This is A, the leadership and the salespeople have to be coachable.

They have to be willing to take, you know, feedback, you know, positive intent.

I'm not here to diminish you.

I'm not here to yell at you.

I'm here to help you and get better.

Yeah, I'm stealing it.