Once a deal has been qualified, we try to outline the political landscape of a company. We're looking for who's my champ, who are my influencers, who are my people that are problems that we need to overcome. So we'll make an org chart, and based on that, there's kind of a coding of who each person represents, because we target field operations, marketing, and then obviously the sales leadership area.
Sean Sampson, Global Sales Enablement at InsideSales.com