Transcript

So in general, like we don't target like personas, we target use cases. And so you try to target what we call the intent. And so it's somebody looking for like, you know, like a punch this tool or like a field scheduling tool or stuff like that. Like those are the keywords that really drive, that really drive the type of profile. And then once you have those people, then you figure out whether they're the right just customers for you. So it's really like just kind of like. You're casting a wide net and then the net is very effective at selecting the people that we should talk to. So we don't, especially at the start, we didn't talk to everyone that signed up on the product. We would talk to very minor subset of people, like maybe like 1015% of people.