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I'm going to talk about startups first startups it's all about okay what is our messaging who we going after and getting as much traction as quickly as we possibly can the danger with the startup approach is that you're just out there it's almost a it's the quantity game right you're just trying to call as many people as you can possibly call and trip over opportunities and that type of thing with that which I is a valid approach because you need to that said we just need to make sure that as a start-up we're learning from all that activity that we're doing so we're making fifty dollars a day 60 dials a 70 dials a day you know we got two or three poor reps that are just we're just wailing over the head maker say making these phone calls we just need to make sure that all that intelligence all all the potential intelligence isn't wasted so that we can learn from it and start to hone in on what our messaging is who our real target market is where do we know who do we resonate would do it is its CFO is that like our message is that CEO is it like our message is that this type of company isn't that type of company what dictates a qualified lead in that will evolve as you figure that out we just need to make sure the biggest recommendation for startups is have some sort of system in place whatever it is so that we're learning from all that activity as you go to kind of a mid-stage company or a little bit more mature company now you're talking about figuring out a little bit more of the quality game how do you start to okay you know at first we just it was a wild wild west we could call into any part of the country anywhere anyone and so you know now but now we got ten reps now we got 20 reps now we have challenges with territories and all that other stuff so I'm going to put a big if in here if up until the mid stage we've been good about keeping the the integrity of our database and keeping quality information in because at the end of the day garbage in garbage out everybody knows that and that's actually one of the big problems with mid-stage companies is they get to a point where they've dumped so much crap into their CRM they have so much information that they just don't even want to do with and now they're spinning their wheels trying to figure out how to make sense of it all so if we've done a good job up till dad point of making sense of that information now it's about segmenting that information and starting to get reps to special I how you're going to segment it out are you going to do it by industry are you going to do it by territory those are the challenges and they're pretty significant challenges but hopefully you have you at least have had the intelligence now to understand that these industries are really great these industries aren't this is where we really are really strong and this is where were weak so based on that intelligence getting up to that point we can now start to be a little bit more targeted with the quality of the message so net-net early-stage quantity but learn from it mid to late-stage quality and start to segment and bucket things into categories so that we can start to be much more targeted with our approach