Frank Lucier — I think to me, the biggest differentiator really is the combination of modern look, feel, design, UI, UX, and then the power you can get from the insights that you get out of the system. And to me, if you don't have adoption and have a tool that people enjoy being in, you're constantly fighting an uphill battle.

When you have a solution that you release to a team who is energetically embracing it, then it's easy from there, right? Then you just have to do, run the right plays, create the right programmatic elements, create a really good process for your team, and people want to do it in a solution.

Planhat really works well with what a CSM is doing every day anyway, right? So it's modern architecture. It allows a CSM to have a customer meeting, update a record, put a tag on it, do things that feel very intuitive and easy, and then all of that can be pulled into reporting so we can really understand how activities are leading to outcomes from a management perspective.

And then we're able to easily connect with other data sources to create more predictive reporting that helps us understand the nature of what's happening within our business. And how we can get ahead of things is we're on a journey from being pretty reactive to trying to be as proactive as possible at leveraging Planhat to the tilt to get to that proactive level within our business. And so to me, that's the biggest differentiator. It's why we bought Planhat and we're really seeing that be delivered through the product since implementation.