ABM is vulnerable to selection bias. Marketing asks reps which accounts to target. Reps tell marketing which ones to target. Typically, those accounts happen to be the ones that are circling the rim; they’re about to close. ABM and marketing help the reps close and ABM gets falsely inflated credit because those deals may have closed anyway.But, if we can use Terminus and ABM to take accounts that we’ve lost and get those back, now it’s a two point swing. Not only are we adding new business and generating revenue for the company, but we’re acquiring it from a lost pool, which is doubly valuable.