your ABM company, you have a topic in here that you did 100 calls.

What did you learn?

Yeah. So I'll give a couple things.

So this is Carrot, which allows you to run personalized, scalable LinkedIn ads.

And what's interesting to me is I would say 90% of the calls.

And most of these are mid-market to enterprise companies.

They're like, we really want to get going on ABM this year. I'm like,

so you guys have been doing anything for? Yeah, we haven't been doing it. It's like, so they're

budgets. They're like, yeah, we're planning to ramp it up, but there just hasn't been like a

good solution out there for ABM. I'm like, but don't you guys pay for some of these solutions out 120 grand a year platform fee plus you have to pay the ad spend on top of it so it's it's

pretty significant right and they're just like everything sucks there so one is everyone starting

a it seems like almost everyone starting an abm motion this year right it's like new the second

thing is most abm companies from what we've seen suck because everyone complains about all the ABM software out there.

And so, and then a lot of the things that they want, it's pretty easy for us to build in, right?

So we're using a lot of these sales calls.

My CTO is on the call as well.

We're using them as customer development calls too.

And so if people start to say the same thing multiple times, that signal for us,

and that helps us prioritize our product roadmap. I would say the fourth thing is people want to

move very, they want to move very quickly. So when you have something that isn't quite out there,

people are just like, dude, can we get started like yesterday? And it's different than an agency type.

And you know, you've had software before, too.

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