Yeah, so my background. So like Rachel mentioned, I used to work at call rail, same place as Rachel. And in that role, I ran revenue operations, which was sales operations, marketing operations, and a little bit of post sales operations as well. Now I work at a different company. And I'm actually not in operations. I'm actually running, customer advocacy marketing. And I have a comms function related to analyst relations. So I've been on kind of both sides of the house in this particular scenario, which I just realized as I was sitting here. Um, but I think what's, what's interesting and something that was really useful at Cargill, and was thinking through how do we want to get customers to upsell or cross sale and what kind of mechanisms do we have in place, as an I'll call them signals for signals to help us identify when a customer is ready or close to getting ready. And what we ended up doing there is we had a couple of different ways to identify those signals. Of course, in your particular organization, it may be different but identifying where are those goals right, what do we want? Gonna try to achieve with our customers revenue wise and then backing into how do we get there. And then, of course, tweaking and testing the model over time, because I'll be the first to say, and Rachel knows this, when we went out of the gate with our scoring model, it wasn't perfect, it had imperfections, we had to make adjustments on a regular basis, and it took time to really figure it out. Because a lot of companies focus a lot on bringing in new business, even the company I'm at right now, there's a lot of heavy focus on new business, but a current state of the market, right, you can make a lot of good revenue from your existing customers and trying to get them to buy more. So what we did is we said, Okay, we have customers that are performing certain kinds of actions within our application. And if they do certain things, we believe that they want to buy, let's say, another product. In our case, I think that one at the time was called LEAD Center, one of our other products. And because they are having certain kind of usage patterns within our application, we know that they're getting close to having a compelling need to buy this thing. So based on those signals that we had identified, then it was from a piping perspective, and this is where you'd have to work with your ops team. How do we actually get that those signals and connect them into things that marketing can use. And what I mean by that is, let's say your marketing automation systems, so you can send emails, something may be in the application so that you can fire off messages and notifications to get people to do certain things. And then once those things were stitched together, then saying, Okay, how are we going to score like Rachel was talking about? How are we going to score these different signals that these people are doing these customers to know when we think they're hot? Versus they're warm? Versus they're just like playing around? And we had different categories? So we had some signals, almost like when you think about new business with a free trial? Those are very clear, right? If there's somebody doing a free trial, they're pretty interested. Oh, sorry. Sue, okay. Great. Um, if they're, if they're doing a free trial with new business, you know, okay, I think they want to try the product. Right? So what is that thing that's happening for a customer that, you know, oh, yeah, they're ready to buy this new thing? I think that should be considered a marketing or a Yeah, marketing qualified customer. That was the term that we used. That is not, I'd say, one at one. At the time, that wasn't like a standard thing. MQL is like very standard, right? And QC was what we used. And that's what we called it. So a marketing qualified customer. So there were certain signals that were automatically in Qc is just like, when you think about new business, a free trial is typically considered an MQL. Right? And then we had other buckets of actions, like, someone has downloaded this piece of content, they have done this thing in our community, they have done this one other thing. And when I add those three things together, that then gets me to an M QC. And we call that an engagement, marketing qualified customer, versus the hand raising marketing qualified customer. So that's how we kind of broke up those two things. And then like I said, we had exactly EA and QC versus H and QC. Right? Like not trying to give you acronym soup, but that that's what we call those things. And then over time, it was okay. Are the hand raiser marketing qualified customers? are they performing as we expected? Are we actually getting revenue from from them? Are the engagement marketing qualified customers, are they actually resulting in revenue and what I'm talking a lot about right now is kind of the the upfront marketing work and the piping. But then on the other side, you have to have that sales component. So the sellers know what to do with these customers when they get them. And without that, you may have all of this movement, right, and all of these good indicators, but no one to catch them on the other side. And it's usually super clear with new business and then with the customer side of the house, it's usually creating like a new function, right? So a new sales team that handles just the these types of customers these types of leads, if you will, right, but they're not the formal sense of or the traditional sense of a lead. And and then those sellers have to then give back feedback to marketing like, hey, these ones were great or you know, these ones were awful. versus just Oh, whatever marketing sends me isn't any good, right? Because sometimes we can can step back kind of like negative talk, right. And then over time, like I said, adjusting, because especially with the engagement, marketing, qualified customers, which is the ones that are based on basically behavior, those kinds of behaviors, they're going to change depending on what content you have what's most meaningful, what's going on outside, in the actual market. So I'm going to stop there, I feel like I talked a lot, and then ask if anyone has questions.