A hostage situation is the right way to frame it. That's how a lot of these buyers feel. They feel that they're locked into their current vendors. 

And these vendors were innovators back in the day you know as we saw an on-prem to cloud shift, companies like salesforce and workday and service now were really the innovators of their day. 

But now so many of their customers feel like they don't have an alternative. They don't have another provider in the market. especially a provider that is AI native and is bringing these technologies into their products much, much faster. 

And while we're seeing so much activity and noise around a SaaS apocalypse, we're not seeing real displacement in other systems of record. 

We're not seeing it in HRIS and CRM with Workday and Salesforce, but we are seeing it with ServiceNow. 

We feel like we are the first of what we think will be many AI native challengers that are coming in and disrupting these existing legacy platforms.