So If You Remember Maybe A Year

So if you remember, maybe a year ago, there was a study that came out about how enterprise AI tools are failing at adoption. 70%? Yeah. What's the number? You know, it's come up in every interview that I've been in. And the reason they were failing was because they demoed really well. But at the end of the day, like you were just giving someone, it's the equivalent of like, if you, someone gives you the keys to a Ferrari, it's not like you're going to get the actual value of a Ferrari out of it unless you're a race car driver. Sometimes if you've driven a Prius all of your life and I give you the keys to a Ferrari, you're still going to drive it like a Prius. It's the enablement to teach you how to drive the Ferrari that will actually make you get the value out of it. So even our sales motion has to match that outcome-based deliverable or that outcome-based pricing, which is you have to actually enable these folks.