The qualifier is that in true enterprise, you can do proserv deals to ramp them to full size, and you can sell roadmap pretty hard because a lot of the time the

The qualifier is that in true enterprise, you can do proserv deals to ramp them to full size, and you can sell roadmap pretty hard because a lot of the time the decision and the implementation happen in different quarters or years. So it definitely does honour their process to let them know something is coming if they're making a 5-10 year decision and something is only a few months out. You definitely have to follow through, though.