Value-First Commerce - Mar 18, 2026

[00:00] **Introduction** Chris Carolan: Good afternoon, LinkedIn friends, Value First Nation. Welcome to another episode of Value First RevOps with Zach Hauken. How you doing, man? It's been a little bit. Zach Hauken: Good. Chris Carolan: Yeah, a little bit, you know. We uh, we were sick last week. You know, it got us. The viral virus got us. Zach Hauken: Yeah. That's that. Chris Carolan: But uh, it was good, you know. It uh, gave me a much needed break I guess from uh, you know, the the normal day to day. Um, so but we're good. We're back in action. We're excited to talk to you. We missed, I think uh, we missed a week or so and and uh, yeah, we're going to be talking about uh, some fun stuff today. Chris Carolan: Yeah, uh, that's why I love talking to you. You're always looking at the bright side of of things even like that. And uh, we're going to try to find some bright side today uh, with this this uh, concept of unified revenue view. Um, I've had a lot of fun making unified customer view, you know, real for people. Um, and having it just do some amazing things in terms of aligning teams in a way that I've never seen before and and just making conversations easier, clearer, decision making gets easier, all these things, right? Zach Hauken: Mhm. Chris Carolan: And we started, so I've been doing the series um with with Clement and Casey. Uh, we did six weeks on the unified customer view going through this playbook. And we're starting doing the unified revenue view, um, and got into the playbook yesterday and like I was like, I got to talk to Zach about this situation because it's not looking good. Um, so and then so today I'm prepping and like there's a post from Claude like just by like, you know, look at the series and then go look at unified revenue view and just make a post, right? Literally, this is how like I just want to read it. Like it's so good. Like your CEO asks, what's our commercial health right now? Uh, how long does it take to answer that question? In most organizations, the honest answer is days, maybe a week because sales has pipeline data, finance has accounting data, delivery has fulfillment data, support has renewal signals and none of these systems are talking to each other. So, someone opens a spreadsheet, pulls numbers from four tools, makes educated guesses about what actually is committed versus what's optimistic and the CEO gets a number that everyone in the room knows isn't quite right, right? That's not a revenue view, that's a revenue guess. A unified revenue view means everyone making commercial decisions sees the same truth, not optimistic pipeline, not backward looking accounting, relationship based commercial reality from first signal through renewal. Sales sees usage patterns before the expansion conversation. Delivery seals sees deal commitments before they start work. Finance seals sees deal progression as it happens and success sees the original promises that were made. And the part that nobody talks about most RevOps teams build pipeline visibility and stop. Uh, they configure deals, maybe quotes. It's almost like this chat was listening to the conversation between Casey and Clement, right? Because deals, I'm going to show this to you like on a playbook after this. Zach Hauken: Yeah, I can't wait. I can't wait to to get defensive about this but like with like a good explanation. Chris Carolan: Right? So they configure deals. Zach Hauken: Yeah. Chris Carolan: Maybe quotes. But orders, invoices, payments. Zach Hauken: Yep. Chris Carolan: Line items tracking what was actually delivered. That's where the real commercial intelligence lives. And that's exactly where most implementations go dark. Zach Hauken: Yeah. Chris Carolan: And and to be fair, uh, the SAS has not made it easy to get to this kind of view. and that's why we're so excited because in Hubspot now, you can get, like we said from first signal through renewal, we can create this level of visibility right now. Zach Hauken: Mhm. Chris Carolan: Uh, but today we're going to talk about, you know, the guches in the middle and, you know, we will show you some light at the end of the table, at the end of the tunnel I promise. But Zach, what are your thoughts? Zach Hauken: All right. So it's you know, as you're saying this, I'm thinking about like the different levels of readiness, I guess, or um, the the approach that different companies and organizations take to this this problem. You mentioned like, you know, we develop up to the deal closed one or lost and then it kind of that's it, right? And then things disappear into this other ERP or QuickBooks or whatever system we're going to use. And that scenario that you talked about is like, you know, that's the everyday. Sometimes, right, you have like, you know, well not okay, you have a couple different types I guess of of organizations in in terms of like I said, their readiness, their willingness to change and how they approach this problem. Some of them recognize right away that there is value to connecting the systems and the efficiencies that we gain as a team, as an organization, how it can help improve our internal experience, how it helps improve the customer experience and leads to growth, right? And they recognize that hey, when we connect all this data and we start getting it all into this one nice system that we can leverage all this unstructured data and we can use all these awesome AI tools and we can do all this stuff, right? It's like they they have a vision of how it can work and it aligns really well with how we want it to work as a hubspot partner. And then you have clients who are kind of at the other end of that spectrum. And they don't have the leadership team that has that same vision. Uh, they typically tend to operate in silos as an organization. Like they have like kind of more systemic problems, I think. Like it's cultural in a lot of ways. Um, and you can paint this picture of this unified data view and all the benefits that it provides but actually getting there and getting the right buy in from the right people and like, you know, the willingness to change, you know, you know, maybe we we're entering the information over here today, but let's enter it over here now in Hubspot and have it flow this way instead of, you know, back in. Right? Or at least just again, acknowledging the value in these things and that's where that's where it ends at closed one or closed lost. Chris Carolan: Yeah. And again, like this is where there's so much opportunity in Hubspot right now and it's not about replacing other systems. Uh, no. Because far and away like um, and as we talk about this, I'm just going to like lead with this like because this quote to cash piece. Zach Hauken: Yeah. Chris Carolan: Right? And why RevOps hasn't owned all of it, right? It's like the first step like understanding that if you don't own the ERP data or the accounting data or whatever like finishes this view, like you got to know how to have this conversation or else you're never getting like. Zach Hauken: You're going to be. Chris Carolan: The conversation ends it. Zach Hauken: The conversation ends at bookings. Chris Carolan: Right. PO received. Zach Hauken: Right. Chris Carolan: But when you look at, if anybody looks up like the natural definition of revenue operations, it goes until there's like revenue. Like until you get revenue, right? Zach Hauken: Yeah. Chris Carolan: Yet since it comes from like this RevOps concept like from SAS, like you always do it's like focus on marketing and sales and then we'll figure that out and then, right? So, um, like so to prepare you for this conversation of of trying to do things in Hubspot that people just they naturally don't think about it, being a Hubspot role or if they look at AI or ask anybody else in the free world, like why would you do that in Hubspot? That's not what what Hubspot's for. So this categorization of data. Because what we need to do to get the unified revenue view and view, right? We're trying to create visibility so that it could be communicated to anybody looking at it or anybody who needs an email about it and notification, whatever, right? And by the way this when you need to send an invoice to 10 people, this is what communicating, you know, revenue data looks like. Uh, like three categories. We need to communicate data, we need to manage data and we need to create data. As we talk about the kind of data we want to communicate, it doesn't mean we're going to manage or create the data in Hubspot, especially when it relates into to accounting, like keep that shit like over there. Zach Hauken: We're just, we're just trying to just, just show you what it is in relation to all these other things and how you can look at, you know, trends and come up with your own conclusions about stuff and it's all in one place. Chris Carolan: Right. And like, it's fun because we've been in these conversations, right? We know how to talk to these parts of the organization and what to say and what to never say, right? Or else you just lost the chance to have Hubspot be involved like altogether. Um, and like, the story I like to share before we before we hit this like in 2021, right? Like payment links came out. And in the organization I was in, sales kept telling me like, man, we're trying to sell these $200,000 instruments and uh, I got to do these quotes, which are just as hard as the big stuff for like $600 like parts. Zach Hauken: Mhm. Chris Carolan: And they know, and this is like a team of five. Everyone telling me in their own way we lose money on this thing every single time. Zach Hauken: Oh God, I've had of those conversations. Yep. Chris Carolan: Right? And so then I'm in Hubspot and I'm not like at this point, I didn't even know, I didn't have RevOps as a language, right? I'm just supposed to make it easier to buy from us and Right. Make the experience better, right? I see payment links and I'm hearing this story and I have a good relationship with the CFO, which is like step one. Zach Hauken: Yep. Chris Carolan: Right? But then what I have to do is say, look, we all know this is true. Like we need to solve for this. We should solve for this if we're being like responsible. Uh, and but what we're going to do because it's not like a it's not like the process is designed to be easier, so that means we can't just use whatever payment system we want, like we're going to use Stripe because it's easy to set up. So, you get these agreements. And then you say at the end of the month, that means your your accounting person, they're going to take 10 minutes to reconcile this other account. Right? Right? 10 minutes to save time and money from the sales team. Zach Hauken: Yep. Chris Carolan: That we're, we're saying we're trying, so this is a goal. Can we take 10 minutes? Right? That's how I delivered it, so I got approval. Zach Hauken: Yep. Chris Carolan: Right? If you just say, hey, we need to set up this other this other like cash mechanism and there's going to be a different bank account involved, like, no. Get out of here, right? You never have a chance. So as we go through this, like this is why there's so much opportunity, but we don't see a lot of people in the ecosystem that can have that kind of nuanced conversation, right? So, what I discovered yesterday and why I'm so excited about this because it's just such a, I'm sorry folks, there's a process and you know, while I try to, interesting conversation between like standardization and customization, like every business is different, yep. But if you don't follow this flow, like the fact that it makes conversations harder, like it, it turns into like, well you just didn't execute it. Well, it's not that the, it's not that it's not possible or that it's not the right thing to be doing. So if we start with a unified customer review, right? Like you cannot track commercial progression without the relationship context of who they are, where they are in the journey, how much they've purchased with you, how much they should be purchasing, like all that starts to tie in. Zach Hauken: Can you blow it up a little bit? Chris Carolan: Yeah. There you go. And I can tell you Zach, when I first started building this out, I was like, maybe I'm going to have to start with a unified revenue view sometimes because that's everybody wants that really bad, right? And this is how we get them on board and sometimes we're trying to like, you know, trick the sales team into using, like trying something different, right? But honestly, the unified customer view has been working so well in terms of just immediately getting everybody on the same page, we don't have to risk this part. Right? Because what we don't want to do like we mentioned at the jump. Like putting a number together, especially forecast that everybody immediately knows is like, um, I don't know. That feels, I don't know if that Zach, how did you get that number? Zach Hauken: Like. Chris Carolan: Yeah. That number looks like it's Like where's it, there's an x There's a There's a million dollar difference between your number and my number. What what is, you know, what's the difference? Chris Carolan: Right. And then they pull this spreadsheet out like bam. And it's, and it's dead on accurate. They just didn't have it in the system. And like we cannot do that because it just breaks trust and now everybody's like, okay, we'll just keep track of spreadsheets because this is too hard, right? Forcing like unified customer views start to just, just naturally start to collect this, this context, right? And so it starts out fairly simple, right? If you've got your unified customer view foundation and we've got contact object configured, you know, and value path properties or life cycle stages, right? Company object, some kind of health understanding, right? From your customer base. Um, associations between contacts and companies. Mhm. Chris Carolan: Of course. Zach Hauken: Sure. Chris Carolan: And um, more and more leaning less on parent child and primary and moving to billing and shipping accounting accounts receivable, like those kinds of labels, right? Yes, folks, we can do all that in Hubspot. Zach Hauken: Yeah. Chris Carolan: And parent child is still, you know, still relevant, but it's like it's not just the, that's not the only association that you can make. Chris Carolan: Right. Um, and teams actively using this this customer view, right? So we're already exposing the concept of like, like um, customer lifetime value and what did they order last time or like usually the things that you want in the unified customer view side of things. Um, whether you're in sales or success, right? And then like we move down here that yesterday. Uh, I was like, uh oh. Uh, what we've already said is that one of these seven things is usually in Hubspot. Right? Zach Hauken: Number one right there, existing deal pipeline stages documented. Chris Carolan: And it always floored me like when I got my second role, um, like working as like inside sales and uh, you know, marketing like consultant. Like one of my first things was like, all right, we're setting up Hubspot. And the first thing I did was I took a mishmash quoting process where there was like manufacturer reps and like seven different ones we're quoting seven different ways and it took me a month to bring them into Hubspot and do quoting. I still to this day, it's tough to hear that people use sales hub and do not do the quoting there. Right? So, don't be surprised when we say like deal pipeline stages, probably documented to some extent, right? Like at least in the system and there's stages, but the rest of these things, right? Not only is it not done in Hubspot, the like we've said before, RevOps being in charge of this, right? Can be, can be hard to find, right? Zach Hauken: And also you know, why why are people not doing some of these things, right? Like you talked about quotes. Like, I think Hubspot quotes are great. They're not perfect, but they're pretty great. You know? But they're, they're great for you know, this portion. Then like if you're over here, you know, and you have that more complex, you know, more engineered solution and you got to get into that costing kind of component and stuff like that, right? It's like, Hubspot can, you know, help you with all of these things, but there's more steps to the process. There's more time that, you know, you need we need to commit to to solving for this thing. And it's going to cost more, right? To get this thing fixed, but then when you come out of it the other end where it's like, okay, I have an opportunity and I was able to add my line items, and generate my quote, right? Or we incorporated like more of a CPQ process in there and I'm able to get my quote and then boom, get that out to the client or the prospect, get it signed, move it, you know, move it, move it down to the next step of the process and have it all connected nicely and working well. It's like, I did it all on platform. You know, I didn't have to log into another quoting tool or another, you know, spreadsheet or another template. I didn't have to, right? It was just, I didn't have to, I didn't have to manually type up every line item and every little thing, right? Um, and that's, you know, I, that's that's there there are some big challenges there with like because there are a lot of other layers to this in terms of other systems and tools and IT and teams that get involved. And, you know, like I have some clients who are just like, yep, we want to bring it all in the Hubspot, like we want to start with Hubspot, end with Hubspot, you know, we have obviously these other systems. We know, we want them to talk to each other, and we want things, you know, and then there are other folks who are like, you know, we're, we're, we've committed to building this other thing. And and that, you know, that train has left the station. So you're going to incorporate that into Hubspot somehow. Chris Carolan: Yep. Zach Hauken: And it's it doesn't solve the problem. You know? Chris Carolan: Right. It's not an insurmountable problem though anymore. This is why. Zach Hauken: It's a lot easier to like handle these things now but but yeah, it there are like there are these other things that kind of just, you know, throw the wrenches in the gears and now you have to say, okay, this is what we got to work with. You know? We can't do this you know, this this utopian kind of Hubspot, you know, there is then that that that reality thing kicks in sometimes too. Chris Carolan: Yeah. Yeah, for sure. And this is where like just the concept, when you can make it like an outcome, like a unified view just helps dramatically. And here's an example, like this invoice payment process. Documented, right? Just to get this stuff on paper, right? Like to bring the right people in the room who actually know what the process is that are never going to touch Hubspot, probably. But we need the data. We need to understand the process to understand what data we need and when we can get it and all these things, right? Zach Hauken: Mhm. Chris Carolan: And when you can start these projects with the concept of unified revenue view or unified customer view agreed to and you get everybody, right? Like accounting they're sending invoices to customers. So that's like customer facing if you want people to pay you, right? And they love what happens when this, when you start to communicate better with people that you want money from. They, they pay more, they pay faster. There's less collections, right? Zach Hauken: Yep. Chris Carolan: And so being willing to say, hey leader, right? Unified customer view. You, you want that, right? Like unified revenue view, you want that. All right. Everybody who's impacted by those things, we need at least one conversation. Zach Hauken: Yep. Chris Carolan: To the beginning, right? So then when we get to the end, the difference between, hey, accounting, we really need to get that invoicing data into Hubspot because sales wants it, they would like to see it, you know, a lot of times they're asked for it. So can we just. Zach Hauken: This is this is how it helps them. Chris Carolan: Right. Because the outcome is, can we get that data into Hubspot? Like, there's like, yeah, tell me what you need. Zach Hauken: Yeah. Because you guys have already aligned on like this is important, right? This is, this is, you know, we've given this thing a name, you know, and that we have an initiative here where we've all bought into the value that this will bring to the organization, that it'll bring to our customers, that it'll bring to our employees, you know, all the hard work was in those early conversations to get everybody to say, oh, you know what? This is actually worthwhile. And if we do it right together as a team, we all come out of this on the other end with a better lifestyle. Like it's like we're coming here every day. Every day, we come into the job and then we bitch and moan about this tool not working or this thing not, you know, it's like, imagine if we could just remove a lot of, like all that. You know? It's like, I come in, everything's here. I'm all connected. I have visibility into what marketing's doing, like I'm a sales guy, let's say, right? I have visibility into what marketing's doing, I have visibility into what the rest of the sales team is doing, I have visibility into what's going on in the finance. I have bookings data, I have sales data, you know, I have all that right here. Now leave me the hell alone, let me go sell. You know? I, but, but I, but, but the normal scenario is I spent, you know, 20% of my day just hunting that shit down. Chris Carolan: Right. And like this is what we've all agreed to as a team because I'm the account manager too. Yeah. And so the customers used to asking me, I can't find the email or I didn't wasn't copied in or whatever, right? Now I got to call you guys. Nobody likes that motion. Zach Hauken: Yep. Chris Carolan: Right? And this is the difference, like this kind of thing, like having trouble getting there comes from saying like making it about Hubspot complete versus making the unified revenue view complete because most of the people I talk to and this is why like the the concept of quick wins is just such a trap because they're like, all right, we'll talk to accounting later. We just really need to get this part in and then we'll have everything super clear and then we'll talk to accounting and they're just going to get it. Nope. That's not how it works. If you start with them in the beginning and then you come back and say, hey accounting. Zach Hauken: Now we're ready for you. Chris Carolan: Remember how we agreed as a team that we want a unified revenue view and that includes invoice data. You remember that? Yeah? Zach Hauken: It's your turn. Chris Carolan: Right? So we're we're ready now. And so can you just tell us how we're going to, can you help us learn how we're going to get that data into Hubspot? Not why it needs to be in Hubspot. Zach Hauken: Already talked about that. Chris Carolan: Exactly. And it means just everything to approach it from this perspective. And unfortunately, folks, all of these seven bullets. Like you got, they're all connected and you have to find a way to to, uh, you know, touch them like that because you're not in charge of order fulfillment, you're not in charge of invoicing. Like especially in SAS, like sometimes SAS like recurring revenue is somehow like responsibility of a completely different team, right? Zach Hauken: Yeah. Chris Carolan: Product catalog and pricing being owned by engineering or the product team, right? Zach Hauken: Like every every team has something to gain. Like when you want, when you look at this unified customer view, this unified data view, even if you don't have a Hubspot license, right? It's like, everybody has, I think something to gain from this in some way shape or form because even like in the finance example, right? Okay, you're maybe maybe you're not even using Hubspot really. Or maybe one person on your team is. The rest of the team, you know, it's like but but but you being able to put the data that is then you know, you know, uh, now in into the the view of a sales rep who can now do that, uh, you know, use that to sell more, navigate a a difficult conversation better, or maybe just not even have to pick up the phone to call you and ask you about something, right? Which is just like so critical. It's like, I don't want to ask anybody. It should be right here. Where, it's where is it? It should be right in front of me. Um, you know, then there are those downstream kind of implications for that, right? There is a domino effect. It, it, it, you know, it impacts everybody else around you too. And and then like again, so you're all helping each other in some way to keep that data connected because you all benefit from it in some way. Some maybe a little bit more than others, but then you roll all that up and it's like, now, now the organization benefits from this. It's not just this one person or this one team. It's like, now our company actually is using this engine, you know, properly. Chris Carolan: Yeah. No, it's it's so hard to measure like the benefits because there's just so much like of this just gray area of bullshit that gets in the way of progress. Because like you're forced to talk about the tools specifically at some point and as soon as you go there, it's like, well, that's my tool. I'm responsible for that. Why are you talking like I'm going to name it this way. And the fact is, folks, this is where it's so counter to the way that everything's been taught. Like the idea of single source of truth and system of record. Like the whole system is the system of record. And if I've got sales needing to see true data because if they don't see that, they are calling you and it might cost them like the next conversation if they don't have the right data because they're, they've already called you a couple times this week and everybody's annoyed and they're like, maybe I'll wait till next week so I'll wait for the next one, right? Like the data needs to be where it needs to be. Like to support the user at that moment. And one of the values of AI is it's easier to build that stuff. It's easier to maintain it. So just because it has to be in two places at once doesn't mean you're doing it wrong. You might find some best practices that tell you that, but that's just not the truth. Zach Hauken: No, no, I mean it's like if you think about it like well you sales and finance as the, as the you know, as the as the example again, you know, sales would live in Hubspot and do everything that they need to do in Hubspot ideally. Finance doesn't need to live in Hubspot, but they need Hubspot data. Just like sales isn't going to live in the ERP, but they need ERP data. And so it's like just getting that that that unified data view, but the the the data resides in multiple systems, it's just the same. It's just, you know, it's aligned. It's not, uh, it's the it's this number in Hubspot and this number in this other system and then we got to get the spreadsheets out. Chris Carolan: Yeah. And like so much of that because you and again, this is the value of getting people on the unified view page and just talking about that. Like you got to try everything in your power to make it not about the systems and the tools that you're using because like we get it. It has to be named a certain way in the ERP, in accounting for deals, for the sales team, for people to understand what they're looking at. And very often, that's a different name that needs to be seen and guess what, folks, it's never been easier to transform the name into what it needs to be by the time that it gets there. And as long as we're talking about tools, and again, this is from experience of of the reason that we cannot connect the ERP and and salesforce back in that day, like like the real conversation with CIO is because the names don't match. Right? That's why we can't connect these two primary systems of data be like and that's not okay. Like any choice anymore. So when we bring it out of the tools, we can get people to say, well, I need it to look like this and here's why and then the process, this is what the process should look like as a business, not as so we can use these tools. Zach Hauken: Right. Chris Carolan: Because the tools are they're great, folks. Hubspot and lots of other tools. They can do whatever we need them to do, right? So if we can get the conversation around, okay, what needs, if invoicing data needs to be in the unified revenue view, let's talk about how, right? And it is helping people unravel this baggage and another example I like to use is QuickBooks, right? Zach Hauken: Mhm. Chris Carolan: Like QuickBooks is built for accounting, not communication, right? So when a client tells you, can you send it to five, these five people, right? it has to happen manually. Zach Hauken: Yeah. Chris Carolan: Because QuickBooks only allows. Zach Hauken: This just happened to me like yesterday. Client was I'm like, hey, are you the right person for me to send these invoices to? She's like, yeah, I am, but can you also send them to, you know, Nick. And I'm like, I can, but it's a manual step for me to do that because my accounting software only lets me put one contact in there and then I can trigger an email, but then I have to enter another email in there to do it, right? And I have to do it every month and I don't want to, I'm going to forget. I don't want to do that, you know? So how do, you know, how do you set it up so I can send it to, right? So. Chris Carolan: Use. Zach Hauken: You use yeah, use the system that's designed to do that. And that's where like if you can when you can speak plainly like that. Like we we put all these words in the way of being able to speak plain language with the person in accounting. Like if you can start to use say, well, we need to send it to these five people, right? Can we do that in QuickBooks? No, we can't. Okay, that means we have to do it in Hubspot. If we have to do it there, what needs to happen to allow for that? Zach Hauken: Right. Chris Carolan: Right? And it's like, it's okay to move the data over here because now we can do that. And then it's within a month, the collections they go down and then all of a sudden you got like accounting is your best friend. Zach Hauken: Mhm. Chris Carolan: Right? But it's been so interesting to learn how to unravel that QuickBooks best practices. Like as the the number one accounting software for like ever. Yeah. Like you have you have to be ready to say, I understand like this is probably how you think it's supposed to go because this is way it's always gone. But this is what's possible like over here, right? And start to speak like and just very plain language about what, you know, each of these individuals like care about. Zach Hauken: Mhm. Chris Carolan: Right? And it it takes some understanding. That's where I like do my best work is helping people understand like how to give these different groups the language they need, right? To understand um and using language like unified revenue view, like you don't have to explain those words. Right. Chris Carolan: Usually. And you can just build on top of that the different words instead of like uh, you know, SQL and pipeline forecasting and like just all these words that don't mean anything to the people outside of, you know, marketing and sales. Zach Hauken: Sure. Chris Carolan: Right? Um, and it's just been a lot of fun this year, like it feels like, you know, cracking the code a little bit, right? But and and like people are getting on board, right? Zach Hauken: Yeah, I see it more understand. Chris Carolan: It's not easy when you look at this list, right? Zach Hauken: Yeah, I see I see more and more, you know, requests, you know, over the last three years, it's, you know, gone from just to help me fix this clunky process to this we want to add a lot of value to the company by being able to see this data and leverage this data in Hubspot because it it allows us to gain all these efficiencies and improve, you know, this rate by x and that rate by y and you know, I had a client recently that was like, you know, we we'll sell a, you know, we'll sell a service, uh, and I'd say we, you know, we book it for like a million dollars. And then that's great, we can see a million dollars there, but then that comes, you know, that million dollars now is like, we have to go execute and and now we need all these we have to have all these projects that we actually invoice against that kind of a It's almost like a blanket order, right? But it's really it's like this is like our. And so now it's like we're, we're we're spending all this time, you know, reconciling like, okay, we have a million dollar PO here, but like we haven't done any work against it yet. How do we bring that together? Right? And uh, it was like, well, you know, you have this order object in Hubspot that you can nest underneath a deal and you know, you have your million dollar deal and then every time you have an order that comes in for $10,000, you know, we can do a run a calculation and you can see, okay, we have $700,000 left to open, you know