Now, the other people can't make a deal happen, but they can kill it a thousand ways. So the way this works is your positioning and your pitch needs to really work for the champion, because if it doesn't, you don't even get to talk to anybody else, you don't even get to go near anybody else if you don't make it out of the shortlist and you don't get the deal cooking. But once the deal is cooking it is on you to arm that champion to handle all the objections potentially of all the other groups. So if you're the line of business buyer, let's say you're in the sales department and you're buying a CRM, IT is going to have to get involved at some point, and IT doesn't really care about the value of your CRM, but they do care does it meet the security requirements and does it integrate with the stuff we already have and how much of a pain is this thing going to be to manage, and so we're not actually pitching value to those people, we're just handling objections.
So if you're the line of business buyer, let's say you're in the sales department and you're buying a CRM, IT is going to have to get involved at some point, and IT doesn't really care about the value of your CRM, but they do care does it meet the security requirements and does it integrate with the stuff we already have and how much of a pain is this thing going to be to manage, and so we're not actually pitching value to those people, we're just handling objections.