The Power of Being the Market Leader

If all you did was count website impressions and signups, you would miss the real value here. That the real value here is we're running our core business. We are in thousands of sales cycles each quarter. And if we have the reputation of being the leader and it's visible, it's undeniable out in the marketplace, we force the buyer, if they're leaning towards our competitor, we force them to acknowledge that they're buying number two or number three or number four. Right. And nobody wants to do that. Nobody wants to know who the market leader is and then buy someone else. Because you have to have so much confidence in your decision. Why am I bucking the trend? Why am I seeing something other people don't see? And so if we give them pause and say, why am I doing this? Why am I not going with the market leader? It's going to shift their perception and their decision making process. And it will absolutely result in us winning a higher percentage of those deals we're in and the deals that we were going to lose, it's more likely to shift those to no decision. Right. And we'll have another chance, another bite at the apple in the future when that person dusts themselves off and is ready to rethink about a purchase process. Sam.