I can speak to that a little bit. Back when I was running win loss programs. A lot of my clients were selling like ERP or HCM systems. So these are huge core enterprise products that take a year plus sometimes to evaluate the big dollar values. So reaching out to a decision maker, they've already spent months talking to your salespeople, they're a lot more likely to spend another 30 minutes, 45 minutes with you on the phone doing that interview. Whereas when we did them for some smaller, maybe more nimble sales cycle products, we would often get less responses. And when we did have those interviews, they didn't really provide the depth of insights. We were looking for a lot of repetition, and just like, Yeah, this one was cheaper. And this one had that feature that this other one didn't have. So yeah, I would say it really depends on your product and your sales approach.
