Statement of work

So you've forged those relationships already, even if there's some account-based roadblocks.

And too many people, I think, shy away from even making the effort to go beyond the deliverable, the QBR, the reports, whatever the SOW says.

And it's just like, maybe we say this at every inflection point in our industry, but But now more than ever, you've got to do that kind of stuff.

And we've said now more than ever a thousand times in the past 25 years, I'm sure.