Like, what, if you're a CRO right now, what's the most innovative thing in B2B that you're seeing?

Well, I think the most innovative right now is the ability to now start to merge your data and start to get a deeper level of analytics, um, that you just haven't had before.

I mean, when I think about myself j- jumping into, or any new CRO, what do you do for the first 90 days? You go spend a lot of time trying to understand, what did I just walk into? Where do I win? Why do I win? Everybody can figure out, RevOps can tell you who your top reps are, um, but do you really know what a winning sales engagement looks like, and how do I replicate that? Do I really know where the friction points are? And so we spend a lot of time, alwa- always been one of these road warrior, uh, sales leaders, where you spend a lot of time just getting on sales calls, getting in front of customers, talking to your teams in the car, and just trying to really understand, hey, you know, what's working, what's not, what's competition saying, what is the value prop.

That whole ability for an organization to capture, um, the best sales rep, the sales leaders and its best marketing leaders, best product leaders are the ones that anecdotally can connect the dots, right? But it's anecdotal, right, to a great extent, and, and it's all predicated on how many, uh, meetings and sales calls and engagements you can have.

Um, and so it's really hard to keep up with that and to see the, the ch- the changes in trends when a competitor starts doing something or the market starts to shift.

And, and so what technology has always done is compress time, right? You have to be able to move faster.

And while all of the components in your tech stack are doing a tremendous job at doing fit for purpose automation in the sales go-to-market, I mean, it's been some amazing automation, uh, and innovation.

You're, you're helping with that customer.