What everyone gets wrong about partnerships

Everybody goes in thinking, you know, they need to go in and work with Deloitte. They need to go partner with Accenture. That's going to be the thing that unlocks everything. They have like all the biggest customers. And this is the trap that exists inside of partnerships today. If you have a low ACV, you know, the partner types that you need to work with are very different than if you have a high ACV. And I like to say we're in the business of saving time because so many of those relationships, like Everyone puts months' worth of work into it. There's legal, there's cost, like it's so challenging to set up. You go into the board meeting, everyone throws high fives, and it's the last you ever hear about it. And what matters more is that you're really deliberate in determining who wants to work with you. And that starts with collecting data.