And let's let this breathe for a while.

Yeah, I mean, it's the classic brand versus demand conversation that every company has.

And it's particularly challenging for smaller companies and startups because you have such limited resources where you really want to focus as much effort as you can on the demand side of the business and on capturing what I think about as the in-market demand today, right? Like people who are actively searching for what you do.

who are looking for a product in that area, that's the low hanging fruit.

And of course we need to focus a good chunk of our business there because those are the people who are going to convert the fastest and be the most efficient for us.

But at the end of the day, you know, again, this is much more akin to like how we build a brand in a market.

We have to be thinking about, you know, where do we go from here? And in the future, how do we create a more efficient product? inbound mechanism, a more efficient demand engine, six to 12 to 24 months down the line and create a moat or a competitive advantage against others in our space by creating broader relationships, broader brand awareness than they're able to do and put them in catch-up mode.

Like we got to move on to something else.