The Value Path - Apr 9, 2026

[00:04] **Sales pipeline discussion** Joshua Oakes: Hey, Chris, uh, thanks for coming to this uh, our sales one-on-one here. Um, could you just give me a quick rundown of the high-value deals in your pipeline right now?

[00:27] **Screen sharing and deal evaluation** Chris Carolan: Uh, sure. Uh, is it okay if I, you know, share, share my screen, so that we can look at this together? Joshua Oakes: Yeah, that'd be great. Chris Carolan: Um, hold on. Joshua Oakes: Hold on, you're working for deals. I can see here a couple of them look like they need a decision maker. How um how do how do which ones are like what's the most important one? How do how do I see that? Chris Carolan: Um, well, usually, you know, I'm going to lean towards the this one is $120,000. Uh, that's what that one's worth. So I'm always worried about, uh, you know, got a family to feed. So we want to bring those ones in. Joshua Oakes: I'll help you. Chris Carolan: Uh, that high dollar amount. Joshua Oakes: Sure. Um, the uh, manufacturing is um, you know, that's that's a great segment. Like we love to serve those customers. Obviously, of course. Um, but I see two in here. Um, the AI Readiness, uh, which is um, you know, it's going to project to close in August. Um, that's our number one priority for this quarter, that line of business. And, um, Revenue Architecture, uh, that one's, you know, that's going to close in a month. Uh, that one's in commit. Um, and uh, that uh, Financial Brightline is a, is a target account, right? Like we've been talking about Brightline for, I mean, you know, we targeted them in Q4 of last year, right? So, Chris Carolan: Hasn't, hasn't been that long? Joshua Oakes: Uh, I mean, you know, doesn't feel like it with the holidays and everything. Chris Carolan: Yeah, I guess it's everything's moving so fast right now. Joshua Oakes: Um, so, uh, I mean, maybe click into Brightline Financial. Um, I just want maybe like do we have that designated as, is high priority? Um, is, uh, no, priority field is empty. Okay. Um, uh, well, look, you know, could you give me a favor and just like set that to high priority and, and the maybe same thing for Cascadia and, and focus on those? Chris Carolan: Yeah. Joshua Oakes: Um, for the rest of the month. Cool. Um, great. Well, good meeting. Uh, you know, let's talking a week. Let me know if you need anything in the meantime. Chris Carolan: All right. Joshua Oakes: Um, so, I'm not a great appearing sales guy. Chris Carolan: [inaudible] Yeah. [inaudible] Joshua Oakes: I'm not either. Um, the so uh we just touched on several kind of important aspects of running the customer acquisition side of a business, right? Um, and you zoomed in on revenue, you know, we had to deal with a large amount in the pipeline. Um, exceeded the, you know, next closest by 30%. Um, and that is obviously key to keeping a business operating. But also that a company has uh, I don't want to say non-revenue priorities, but maybe revenue supporting priorities, um, that can be pretty uh, diverse. If you're being polite or all over the place, or you know, strategically aligned with what they're doing. And keeping eyes on that in the in the pipeline, both literally being able to look at your pipeline and know where do I need to be focused? And figuratively with reporting visibility in other places in the CRM and in the business is super important, right? The I don't know how many sales orgs you've interacted with, but uh, they seem too often get questions from sales leaders or exacts or stakeholders across the organization that have additional needs or priorities. Asking questions that take reps away from their work that are critical for the business to have answered, right? Like if um, if the supply side of the business or the service side of the business needs to forecast or know like, hey, how many of our AI Readiness um, how many AI Readiness deals are we going to projecting to close this month? They should be able to get that answer from the CRM, not from asking the sales leader who needs to ask their reps and then can provide an answer. Um and uh those all of these things are typically not or not best served by having a single property for each possible dimension, um on a deal uh and then trying to get the reps to know to like, uh, check these nine things off because these are the things that we need to be able to do to uh know what's going on. That's never going to happen. A lot of that stuff isn't automatable or um is managed somewhere else in HubSpot and getting it onto a deal would require automation to twittle one of those nine properties, right? Like we talked about target accounts. That's a feature in HubSpot. And if we want to surface in reports or uh record view or a pipeline view, hey, this deal is associated with the target account. We don't want to set up also a is target account checkbox on a deal and uh have a workflow check that off when it um when the deal is associated with a target account or have to burn Breeze credits to have Breeze do it for us, right? So uh, these are great opportunities to come in and consolidate complexity using deal tags. Chris Carolan: Right. Joshua Oakes: And and what's coming to mind, um this is definitely where like the architecture like once you decide, you have to decide that you want somebody to have this kind of view, I think. Um, and you're kind of moving complexity to the right spot where the team doesn't have to feel it. But the complexity is handled in a way that it creates simple, simple views for quick understanding and in ways that's like what we just did to label those high priority, right? Like I can't, like I just refreshed my page, there's nothing on here signaling that these uh these two are high priority. Um, even though I just made that change, right? And then the other thing that comes to mind is often the disconnect between marketing and sales comes down to strategic priorities like for the organization. Joshua Oakes: Yes. Chris Carolan: Right? And when you're asking a team, and this is for an active client right now, there's a disconnect between what the what the plan has been for lead scoring, right? And the marketing team wants to like capture all these different facets, but then you have the sales leader who's at like, yeah, that that doesn't matter. Like, like stop worrying about that part. Like we don't care if there's activity over there because that's not of a focus of the business right now. Joshua Oakes: Right. Chris Carolan: Right? Joshua Oakes: Yeah, and those, those are um, those are both fantastic uh illustrations of the of this complexity issue. The the strategic alignments, the strategic priorities change hopefully quarterly, right? You have some that last a year or longer and you have some that last a quarter. Um, maybe you have some that last a month. Like if uh strategy typically takes longer to execute than a month. That's more like a project than a strategy necessarily. And so um, the if those things change, do you uh you want to like re-architect your CRM on a quarterly basis or every time you have a new strategic priority or or initiative going on, you're going to add a bunch of dropdowns across everything to be like, yes, this company is involved or yes, this product is or is not a strategic priority for this quarter, right? Kind of thing. Chris Carolan: Yeah. Joshua Oakes: And This is where like you let sales, it's for like the right kind of sales energy where you want them participating at this level can go in the wrong direction because they're just like, okay, we're going to use this high, we're going to use this priority like functionality or we can just add this new target market field because that's what we're targeting. Joshua Oakes: Right. Chris Carolan: And then next quarter comes along, we'll just ask RevOps, you know, RevOps, anybody who's looks like this, they're they might be high priority right now, but if they are, can you make sure to change them all to low priority because we don't we're not targeting them any. Joshua Oakes: Right, yeah, exactly. And the it's an area where um uh one of the things that I like to say to clients is the opposite of what most internal leaders say, you know, they say, don't bring me problems, bring me solutions. And I say, don't bring me solutions, bring me your problem because your um job is not to try to figure out how to implement something in in the systems that we use. Let me figure out how to connect your problem to the uh the larger strategic priorities and things that we're focuses initiatives and then roll it into implementation, right? Don't get bogged down on like, oh, we need a dropdown for this or that even though like priority high, medium, low, um dropdown is, it's a great way for a rep to be like, this is a deal that is high priority to me for whatever reason because I see right, like they're on the cusp of uh really accelerating this, you know, this decision because of X, right? All of these things that are hard to systematize. Um that's not great for the examples that we've given here, right? Of like, hey, RevOps, can you like toggle all um, you know, uh businesses in the Northwest to high priority because um, we need to uh, we got to get that, um, territory back up to to pacing to goal, right? Chris Carolan: [inaudible] Joshua Oakes: mess. But Right, we could build a workflow and then if zip codes are here. Chris Carolan: All right. Right. Oh, bunch of these don't have zip codes and they have multiple locations. And so like is it if headquarters is in the northeast but they have a facility in the northwest, does that count? Oh, let me ask. No, it doesn't, right? And then it's been four weeks and uh EOKU is in two weeks and it's like, well, great, that didn't help, right? Chris Carolan: And then the salesperson is there like it's it's good, I got it on my spreadsheet. Joshua Oakes: Okay. Chris Carolan: I I've been having calls this whole time while you guys are trying to figure out. Joshua Oakes: Right. Yeah. And like RevOps, bless them, they want to help but they never can and they always ask me all these questions I don't want to deal with, like I have calls to make. Um and uh throw on top of that like the the the team alignment, right? They need different things in different places. Doing this with deal tags, which we'll get to here in a second, um gives us like both power and flexibility to address these things. But the little role play we did there at the top of the call, the the the thing that I love hearing from clients is, can you show me, right? And and it's really painful if it's like, can you show me how to, you know, like send a marketing email? It's like, oh, it's not really painful. Clients, I love you. It's just like, okay, yes, like transactional like, okay, here you click here, you click here. But it's like, oh, can you show me all of all of our, can you show me all the deals associated with target um target accounts? Oh boy, can I. That's great, right? Because the the you've got to elicit those and I promise every company has 50 requests like that that they've just buried and forgotten about and they deal with because they tried to figure it out for themselves and couldn't or um asked their, you know, admin and uh gave up after like a bunch of questions back and forth via Slack or whatever and it's like they sent me a list or they asked Breeze and Breeze gives them a bullet list and it's like, no, I want need to see it all the time. Um and uh the every single one of those things is a request to make the CRM work how they work and how the company works. And oh my gosh, if that isn't the secret to getting the machine running effectively. Chris Carolan: Yeah. Joshua Oakes: Yeah. Joshua Oakes: And like the difference between those questions like, can you show me how versus, can you show me? Joshua Oakes: Right. Chris Carolan: Like, right? Like the how is naturally like again, I say it in almost every content now, like you have to stay away from the tool-based conversations. And when somebody's asking how, it's guaranteed to be like tool-based. And when so then it turns into this possibility of you're focused on the the how and the why because it's like, oh, why do we have to do it like that? It's like, well, we're in HubSpot and it works like this. Instead, if it's the what and the where, like show me what? Like show me this thing. I just need to see this and I need to know where to go to see it. Like if that's you can capture that. Then it's like, okay, I hear you. Let me let me build that out or let me design that so that it's going to be like surprise, it's going to be in the same space like you're used to, you used to go and we're not going to ask you to open up five different tabs, which is what they're used to, which is why they start where they start usually. Joshua Oakes: Yeah. Chris Carolan: Right? Joshua Oakes: Yep. And people love, you know, uh I'm really needling people today. People love to talk about the difference between like, well, this is RevOps or AI Ops versus just being a CRM admin. And those are true. Who cares thing? Everybody relax. Um, but the it's the difference between being like an order taker and being somebody who is like co-creating, participating in creating value with the business or the client, which is the like, hey, how do I see or where do I um or how do I do how do I send marketing email? Those have like discrete finite answers. You go to marketing, you go to email, there's your emails, right? Um, and being able to ask to to turn that conversation into I'm trying to accomplish outcome, what's the best way to do it? And also, like those are two different conversations and then there's a there's a like even deeper thread of that second conversation where you push past outcome of like, oh, I'm trying to send a marketing email to all customers who existing customers who then had a new opportunity last quarter that went to close lost, right? Um, that's an outcome. And you can push that even harder to say like, right, but but what are you trying to do? Accomplish? And sometimes what you're trying to accomplish is like my boss told me to do it. I don't know. It's like not it's not going to work, right? Chris Carolan: All right. Joshua Oakes: When do we talk to the boss? Chris Carolan: Right. Joshua Oakes: Or it's like, okay, we'll I'll help you. Look, we'll let's check this off the list for sure, but we now know that this isn't something we need to operationalize. It's a one off. Or there maybe there is actually a metric, a business outcome associated with that and we can walk from that goal back to well, is that the best way to accomplish it, right? Like if the the fixed mindset of like, oh well, we send an email out and a certain number even to existing customers of those end up converting to an opportunity and whatever. So if they're like we're we're trying to we're trying to get back on pace to a revenue goal um within, you know, and it's a um, it's an existing business revenue goal. It's like, okay, let's great. We'll send an email, whatever. But like let's talk about if we should be doing something else in addition to or instead of that and how we put together a total solution for what we're trying to accomplish here, not just like, you know, uh load up the bow and like shoot an arrow, shoot an arrow, shoot an arrow and like maybe, you know, one might might hit the target. Like let's take a little bit more of a measured approach here. Um now we're really ranting. Chris Carolan: So speaking of deal tags. Joshua Oakes: Getting away from deal tags. Um, so let's talk about how to come back and and um focus all of that complexity on what a high priority or high value deal looks like. So um, we're going to go into pipeline settings again and our goal here is to be able to represent on using a deal tag on deals in a pipeline um a priority status like that. So uh once again, we are looking at our deal tags, but instead of just be able to add from here, you have to click manage opportunity in our UI because it's been renamed, that would say manage deal tags if you had a default name for that object. Um HubSpot, please stop making that two clicks. And go ahead and add a tag. We're going to create from scratch again. So uh first thing we need to do is uh decide a name. I typically um I'm giving away my secrets here. I usually start this conversation by saying with to clients, we need to identify high-value deals in the pipeline because uh that um uh tricks them into thinking like, oh, we're going to like make it really easy to spot deals with a an amount above a certain threshold. Um and so I will often like uh put high high value or like value uh prefaced with like a up arrow emoji or something like that. Um but we are going to use uh so you can use whatever label, you know, priority is one if you can actually um get away with people admitting from the beginning that um uh there is a it makes sense to have visibility into um deals that are not just considered high value because of amount. And then light green will read a lot easier with these new saturated tag colors, which I do love. Um and you can constrain it to pipeline. We don't need to for our demo. Um for description, you know, just something human readable that makes sense. Uh, this deal meets one of our um uh definitions of high value. And and if you uh want to maintain it or whatever, you can enumerate them there, but this is one of those areas where often times a good name obviates the need for the description. And so let's go ahead and add filters. Now, this is where we encode all of that complexity. So go ahead and add a filter and we'll add a couple, we'll put a couple of like no brainers on here. Um, and so we're on the opportunity/deal object. So go ahead and pull, yep, opportunity priorities. And let's throw amount. It's right there at the top of the list. just for the sake of argument. let's say amount is greater than 100,000. If that uh and obviously this is um uh pipeline business product dependent. Um, but uh having a tag that surfaces among other things, like, hey, this is in the kind of top band of our expected revenue and so if we are, you know, reverse engineering from if it's end of quarter and somebody's asking like, look, what deals do we need to push over the line? You know, you're there's going to be a spotlight shined on all the ones that are in your top band, right? Um, so now we're going to add some of our other conditions. Uh, so hit uh hit an or condition there. And to go properties again and we haven't discussed this one yet, but this is a a classic um assuming that we manage this well, search for probability and let's put deal probability um greater than or equal to 90% because we do not want to drop the ball on these. Chris Carolan: [inaudible] on the goal line. Joshua Oakes: Yes. Um, and now uh add another or clause and we're going to go property opportunities again and we're going to hit our priority property that we used earlier. So that shortcut. Chris Carolan: Yeah. shortcut, right? So like the and this doing this promotes that property on every deal to the rep's best friend, right? Like uh, and I I can hear your objections. Some people are going to use it. That's fine. Some people are going to put every single one to high, that's fine too, right? Uh, the more powerful the tool it is, the more dangerous it is to hurt yourself, but when they look at their pipeline or do a one-on-one with their sales leader, and they're like, why is every single deal in your pipeline a high priority? And they're like, well, because I want to close them all. Chris Carolan: Yeah. Joshua Oakes: It It'll be okay. It'll work itself out. Chris Carolan: [inaudible] is good, folks. Joshua Oakes: Right. Chris Carolan: [inaudible] if, because if you don't do this, then they just go around the system and start creating their own lists so that they, they are clear on what their priorities is. Joshua Oakes: Right. Chris Carolan: [inaudible] Joshua Oakes: Yeah, or they just ignore the high priority tag because they can't use it to put everything in, right? The whole point of this is it combines both of those things. Chris Carolan: Yeah. Joshua Oakes: Um all right, so let's add another clause. And um we need a company association from our dropdown at the top of the list. We are, this is our we're going to go for target account. And so account properties and is target account. There you go. Target account is equal to true. So now if the company is associated and uh they are designated as a target account, it will get it. And uh let's go add um we talked about, we talked about product and industry. So let's add those as well. And this is, now we're getting into an example of where these are clauses. Company again is what you need. Um, we're getting into the case here of of um industry. And so like let's say for Q2, whatever, what did we say? Um, finance uh so search for finance. Let's say finance is a um, is a Q2 priority. So we add this to the um deal tag. And then if next quarter, it's something else, then you come in and change this, right? And all of the financial services drop off and all of the new industry come on. Unless they've been right. Unless they have the revenue or high priority set already, then they remain high priority, right? This is that's why we're designing it this way. And for the let's do the last one. Um, we need a um line item. So we're going to go back to our filter lists or you can go there, I think. Um, the uh, I never do it that way. Chris Carolan: [inaudible] you never could. Joshua Oakes: We're looking for SKU real yes. Can we use, can we do SKU there? Um, I do deals associated with a line item because then you add the line item. Yeah, so that looks like it produces the same clause. Um, so SKU contains the your SKUs are um, Chris Carolan: [inaudible] Joshua Oakes: uh, just add boot camp. All caps is how it is in your in your portal. I think these are not case sensitive, but heaven knows. Um, all right, so and change the dropdown to contains. All right. And then uh go ahead and finish out our um, you've got to know the, yeah. So go ahead and finish out your tag creation. Chris Carolan: And so we see uh an example at the top here. Joshua Oakes: Yep. Review your clauses. Chris Carolan: Yeah. Chris Carolan: And again, just to kind of reiterate, uh, like these three. I mean honestly, this is the only one that's most to guarantee to being like rely to have to have a value set every time, yeah. Chris Carolan: [inaudible] yeah. Yeah, any any portal you go into is a starting point uh that it's going to exist. Um and the team probably relies on it in some capacity. Uh, but then like like you said, like do your probabilities actually matter? Joshua Oakes: Right. Chris Carolan: [inaudible] and you you, the nice thing about deal probabilities is you get some of that for free if they haven't configure, you know, done anything to their pipeline. So you can squeeze a little bit of extra juice out of that and if they have been thoughtful about their priorities and or the reps set those priorities, it works even better. Chris Carolan: Yeah. Chris Carolan: And uh, and I'm having an ongoing conversation with Riley Powell about when you're trying to encode complexity like into the CRM, um, into scores or the things that try to simplify the complexity underneath it. Joshua Oakes: Right. Chris Carolan: Right? Like how good does the data need to be? And my argument is like if because chances are the data is not good. Um, but doing this for the first time with all these factors will help teams very quickly start to be like, oh, this doesn't make any sense, right? Because it's showing this and it's not the industry that we want. But like creating these different variables that let you play with, you know, how these things show up because I know um that like there's only one um, you know, financial services here. There's we picked one industry. Joshua Oakes: Right. Chris Carolan: Right? And if it doesn't show up, like if it doesn't get highlighted or the one that I want to see doesn't show up and or more get highlighted than was expected, it's not an all or nothing thing. And now we can be like, okay, why did that happen? Oh, this thing's not associated or this thing isn't labeled right. And it's it's a a much safer place to have a conversation about what needs to be cleaned up instead of like oh, our like we just need to start over and we just need to get clean to make any of this work, right? Joshua Oakes: Yeah, and and some of that is like they they have no um, admins, all of us like we know the system so in depth, we know what's possible, what's not possible, what's easy, what's hard. And our the people that we serve in our clients and organizations kind of do, but they have a different job to do. They have a different, they have different things taking up their mental and emotional space throughout the day. And some people love to know all of the, you know, sales, I've met sales reps who love to know all little ins and outs and what it can do for them and how it can streamline it, make it better and sometimes they just want to fiddle all the knobs. But um if you have no idea what's possible and then you get deal tags in your pipeline that um opens the door for people to um to have more agency in how these tools work for them, right? Like, oh, I had no idea that I had no idea this was possible. Why is this one high priority? Before they were like, uh I just like whichever one I get an email from, I go work that deal right now and then I make sure I call everybody every week or whatever their process is. But seeing a high priority deal tag on a deal and then wondering like, well, wait a minute, why is that one high priority? Can either be presenting them with capabilities they didn't know that could be there or exposes a area to iterate for the system to be more valuable, right? Oh, that company their industry is wrong. Is industry the best field even that we should use? That's a like enrichment thing. We have our other property that we use for like that breaks financial services down. So like, can we do that? Wouldn't that be great? Like, yeah, let's talk about how we can make that work. So, I snuck a couple of deal tags in on you while you weren't looking to add additional um dimensions to this. But we can see here, um now we can see that um Brightline is both a high-value deal and um is a target account, right? Um, and so like having some of these the critical permanent dimensions, right? Like if you're using target accounts, if that makes sense for your organization, what that shouldn't be is a field visible on the company that nobody sees but gets set somehow and not surface other places. So we in most cases want both a, this is high value and it's a target account because those represent two distinct motions. And maybe it's a high value only because it's a target account, but uh both of those things need to be true because we're going to use this in other places, we're going to use it in reports, we can use it in automations, we can use it filtering lists, filtering index views, etc. Chris Carolan: Yeah. Joshua Oakes: And like the key is like the reps don't want to deal with any of those places that you just said like the the tools and like how did we get to here? Like because that's what I see when working with technical admins that get really excited about the solution that's come up with. Like we go, we say they're saying things like deal tags and filters and like like let's look at the six different filters that we put in to make this work for you like instead. Joshua Oakes: Right. Chris Carolan: Now we can have so sometimes I say like explaining HubSpot without explaining HubSpot, right? Like we're using words here that they are using in the in their daily activity, right? Decision maker, target account, I value, right? Joshua Oakes: Yes. Chris Carolan: And we're inside of HubSpot, but you you're not explaining HubSpot, you're explaining the process and and how their day wants to go, right? Joshua Oakes: Right. Joshua Oakes: Yes, and and and these are we're we're one to keep removed with the examples that we are using. But like we are trying to align how we are helping them and how the system works to support them with what they are trying to accomplish, right? In this case, like I need to be able to focus on the deals that are the most important and I need to know things about the deals in a split second when I am jumping in, right? A lot of these, you know, a good rep is going to know that Brightline has the decision maker involved. And uh maybe they might remember like, oh, Atlas, right? Like he's, oh, it was two weeks ago, like, what was it? He's uh it was Spring Break. Oh, his kid broke his leg. That's what it was, right? They they were they were they were rock climbing and and so I got to deal with that. Um, a lot of these are we're not trying to like a decision maker is probably not going to get associated with a deal when a rep's not looking, right? Unless there it's a split or whatever. But um these are as much about um the split second of purple target account is on that right. That is reminding me, not telling me what's going on with that deal, right? That that's the advantage of it not be being buried and a, being buried in property and B, being buried in property that I have to drill in to look at and see that I have to read the values, right? I get a split second, you know, it takes me 0.1 seconds to understand, I just see the purple tag in that shape and I am reminded about what's going on in that deal. And you can see our other high priority deal that we talked about at the top of the call, Cascadia is um identified as a high value deal, uh, not because it's the highest dollar amount, but because it um it's got got the boot camp. Our boot camp uh product is line item is associated with that deal. If you go ahead and open that up, you will see it, but I think everybody probably believes us. Um it was set to priority high. Uh do we have a line items in the preview configure? There it is. AI skills boot camp is associated with it, right? Chris Carolan: Yeah. Joshua Oakes: So all of this stuff, right? Um gives how would you know? Let me ask it this way. How would you know which items in your pipeline have a given line item associated with it if you had more than four deals and uh and your company uses products and line items, right? Like that boot camp might be on like let's just say you're working 50 deals at once, which is not uncommon. Um and that boot camp is on 20, 25, 30. And you get a directive of like, hey, for the rest of the quarter, let's push the boot camp, you know, and we can we'll, you know, some we'll we'll uh we'll reduce we'll reduce it to zero if they we'll refund the boot camp amount if they go on to sign on for a retainer or something. Stuff happens all the time. Um, okay, great. Uh how do I hey RevOps, you know, then RevOps Slack lights up like a uh, like a uh, a fall carnival of all the reps being like, hey, how do I find all of my deals that have boot camp on them, right? Uh, instead of trying to remember or page through or open. Chris Carolan: And if you're if you're not using deal tags, what's the first go to of RevOps when they ask that question? Joshua Oakes: Um uh probably uh you I would guess depending on the person. I would guess that they either go to a segment or they go to a report uh or if they um or they create a uh index page view of deals that is from segment of deal has line item associated. and all of those things then at the end of the quarter are things that you have to remember to clean up if you do. Chris Carolan: Right. Chris Carolan: Yeah. And it's an additional place that's now in a different context. Like the the point is that we need to see it inside of the context of the rest of the the rest of my work day. Joshua Oakes: Right. Chris Carolan: [inaudible] Joshua Oakes: And hopefully without making it a lot of work for me every time, right? Like every time I go it's like, oh, I got to go click, I got to add the add the view, whatever that means and then I got to go click into it every time I'm going back through and making calls or whatever, right? Chris Carolan: Yeah. Chris Carolan: Yeah. Chris Carolan: Um or or you've like like, hey John, this is how you create your own views. So whenever you want stuff like that, right? And then we complain we're revops and like, God, they just created 100 views and they're not use any of them. Joshua Oakes: Right. Chris Carolan: Right. Joshua Oakes: Right. And there there's uh my deals, my deals-1, my deals-2, my deals-3. Um, or, you know, like the uh everybody have some empathy for your users and I've been there, I know it's so hard. But, you know, it's like, oh, I want to I want to uh, I want to play