Hello, friends. Welcome to a tradition unlike any other. This is the RevOps MBA with Brian Kreutz.

Rich, this question is, does field sales ABM not utilize SDRs? Like I said, there's a combination to all of these. These are not hard fast rules. These are just generally kind of, like, industry standards.

And so, they certainly can. Field sales absolutely could have SDRs, especially if there's people in different regions going on-site. There's no reason why an SDR can't qualify something in a region and have the field, you know, field sales rep go see them. Customer dot IO inbound, Chili Piper inbound, I like that.

We work exclusively about outbound. So, good for you, Dominic and Chris. You guys that I'd be really dialed in, to kind of generate that demand.

So let's talk about customer success, go to market models. And so these overlay again. So on the left hand side, we've got community.

One stage is about help desk. So you kind of go to the support channel, support at, you know, pavilion dot com, whatever it is, or just a chat on the website and usually go to an agent and then go from there.

Once you get to the prospected in two stage and the annual contract value goes a bit higher, volume, this really usually means that you've got a customer success manager or account manager, and they'll hold between, I don't know, fifty and two hundred accounts depending on the amount of, interaction they need to have. Then in field sales or ABM, you segment these, and so maybe you segment by industry, maybe you segment by mid market or enterprise, but, really, you're you kinda have specialized people within the customer success team that focus on different segments of your business line. And

then when you get to named accounts, a lot of times you have an internal team dedicated to just that account. And so, for us, I would say we are more of a we're a one stage, sales go to market where all all inbound market go to market, but we're more volume CS go to market. And so you can kinda mix and match these depending on your business and exactly what it is. But, generally, the sale the the customer success go to market has a direct relation to the sales and marketing go to market.