A really good point. And, you have to think about budget levels. If you have a product and it is 50k, and you pursue a FOMO strategy, remember that you need to

A really good point. And, you have to think about budget levels. If you have a product and it is 50k, and you pursue a FOMO strategy, remember that you need to convince dozens of people inside the organization that they will miss out. The half life for a FOMO conversation isn't great, one advocate inside the organization might be captivated but when they send the email to the next person, they won't feel it and will sabotage the deal. If you are selling something under $10k, then you can often get one person with budget approval up to $10k to buy it on a whim, and that's much easier. But that actual level is hard to figure out. All that being said, your point feels like it could be restated to say they care a lot more about protecting their jobs. And, it is really strong right now.