“The last two years have been unreal. And not just because of AI, like even before Claude Code came out, our product has gotten so much better. We've been executing. We've been doing our job. And it just doesn't matter. Like the demand for CRM, I think, is definitely declining, is what I'm seeing.”

Well, it also strongly implies if it's kind of weird to be like, I signed up for a CRM trial and I canceled because I don't need a CRM. Like, how many people didn't sign up for the trial in the first place? Yeah. And that's another thing. Our free trial pipeline is down. Our churn is up. Like everything kind of points to not that we're doing anything wrong because a different thing I did in this presentation is I went through our execution since 2020. What did we ship this year? What did we ship this year? And on and on. The last two years have been unreal. And not just because of AI, like even before Claude Code came out, we were our product has gotten so much better. We've been executing. We've been doing our job. And it just doesn't matter. Like the demand for CRM, I think, is definitely declining, is what I'm seeing. Still a major question of like, I could tell a number of stories for why we're going to be fine. Like just because the demand's declining doesn't mean like the fact that we're the cheaper option, the fact that we could do this or that, but like we, the market is…