00:12:02yeah, no, totally, um, so the, the migration thing, that took way longer than we, than we wanted, honestly, but, yeah.
00:12:41so like if I actually, if I look at last year, right, um, our three biggest, our three biggest contracts, like every single one of them kind of started because something, something broke. like visibly, in front of a customer, you know? and nobody really budgets for this stuff in, in March or whatever, but the second it fails publicly the money just, it kind of shows up. like overnight. every time.Marked · the thesis, under the filler
00:13:15right, and, um, procurement kind of pushed back on, on the timeline there a bit, so.
00:13:58and honestly? like I, I used to love that, the, the whole rescue thing, you know, you parachute in, you're the hero, they love you for, what, a quarter maybe? but then we, we actually pulled the, the renewal numbers and it's, it's kind of the opposite? like the boring quarter, that, that's actually the product, I think. people just don't, they don't wanna buy it until they've had the bad one.Marked · the walk-back, in his words
00:14:30anyway, um, sorry, where, where did we land on the, the pilot scope again?
00:15:09I keep, I keep telling the team, like, show me a, a quiet quarter and I'll show you a renewal that just kind of happens, like, without anybody even scheduling a meeting about it, you know?Marked · the closer, tightened later