Lenny: I think the classic phrase was no one gets fired for buying Microsoft. I wonder is it Salesforce now that's the default version of that now? April Dunford: Yeah, the original one was IBM. [inaudible 00:30:57] Lenny: I think you're right. Oh, man. April Dunford: Now you totally get fired for buying IBM. I don't know what happens. The other thing you bring up is I think an interesting thing to think about too that really messes people up in these situations is that in B2B, typical purchase process, we have five to seven people involved in making the deal happen and so there's this complexity we don't have a consumer, but a lot of people I think overcomplicate that. In a typical B2B purchase process, we've got someone in that buying team is what we would call the champion. So that person is the person who's been tasked with, hey, pick us the accounting software or pick us the CRM, you figure it out. And so that person is the person that does the initial research, makes the short list, probably sits on the first calls, and then there's all these other people.
So that person is the person who's been tasked with, hey, pick us the accounting software or pick us the CRM, you figure it out.