Why referral programs look different outside of SaaS (and why that’s a good thing)

Also the word of mouth piece. I think word of mouth and our topic last month, driving referral programs was such a hot button issue because one, no one has it systematized. I think it's a great opportunity for us to, you know, sort of non SaaS folks to say, okay, this is what that playbook is. But again, very different. If you listen to that playback, we had different types of companies all saying, well, this is my approach and this is my approach and none were the same. But I do think that things like gifting or doing things a little bit outside of the norm to get in front of our ideal clients, it just gives us a little bit more creative freedom to do things a little bit differently instead of just sort of like the podcast webinar approach. And again, very much depends on what non SaaS organization you're talking about and what vertical they're in. But sometimes because our volume is so much lower, you tend to be looking more towards an ABM play. Even if it's one to many or one to few, it's a little bit more of an ABM play versus a really broad TAM with a lot of demand or a lot of of demand that needs to be created. You're working with a smaller frame of reference. So yeah, I definitely think there's challenges there, but. But it gives us a little bit more freedom and flexibility to be super creative.