Yeah, it's an interesting question. We all have kind of unique ways of getting to where we end up, and sometimes those change along the way. Um, I started off in a very different career than where I am now. I started off in broadcasting. I joined a radio station right out of high school. In fact, I was still in high school when I started working part time and then kind of turned into, ah career for me after that was in broadcasting and radio and television for about 10 years and everything. Imagine voiceover work and interviews and even covered ah presidential debate at one point, which was a lot of fun. But it gets a lot of interest into all the different things that encompass communication and interacting with people and learning how to read situations. And so from there I used that as a springboard into a sales career. I moved into advertising sales maybe six or seven years ago, and from there used that as a springboard into tech sales, which is where I am now today and get lab as a dev ops consultant

responsibilities for what I do right now is finding connections, finding the people who might be a good fit for our service and seeing doing initial vetting. Right? Seeing if there truly is a need, what that need is and to what degree and then from they are making those early connections, uh, introducing not only myself and the company really trying to be, uh, intentional with my approach finding out what their needs are, Uh, it's a collaborative, uh, kind of interaction when we first talked when were first finding out what the different interests are, and then you kind of hone it in from there and find out what the actual need is. Um, from that point, someone like me would then try to work that deal toward some form of clothes, whether it's passing it on to ah, solution architect or an account manager. And beyond that working hours, uh, it's really a nice environment because you're able Thio really treat your role autonomously and as it is your own business in your own responsibility. So I work. Ah, a little bit in the morning doing initial outreaches set up a number of meetings throughout the afternoon Sometimes I'll take a late evening appointment or scheduled one early in the morning, but for the most part I have a lot of autonomy and getting my schedule.

so I use a lot of prospecting tools to start off with. Lengthen being the big one Lincoln Sales Navigator. And the premium tools are truly a phenomenal way to connect with people so that they don't feel like there just another cog there, another number in your cog, but that you're actually writing something unique to them. Also, we use outreach and a number of other tools to, uh, make connections with people and send them information that we think might be valuable to their particular interest. Other tools that I mean get Lab is built on a Dev ops methodology. So it za source, code management and repo tool that's built on the programming language of Ruby. So, ah, lot of technical people might know that and appreciate that information. Um, other than that it's It's a single application for the entire develops life cycle, so we really build it on things that developers air using now and problems that they're facing in their day to day work.