... capacity to host it at that moment, and after some time, their interest fades. Genius! Best of luck to you guys. Comment from Dima Ivanouski(@dzmitry_ivanouski): @dmitry_zakharov_ai , this pattern is exactly what we saw at PandaDoc. When we pushed smaller segments to self-serve, it wasn't because they weren't ready to buy - it was because the cost of a human sales motion couldn't justify the ACV. The demand was real. The process just killed ... ... maria_anosova  This is exactly why we started building Naoma and why our investors at Ultra VC and Sparkle Ventures backed the bet. That moment you described is where most pipeline quietly dies. Not lost to a competitor