Serenity Alpha
haskaomni/serenity-skill
Translate market-moving news into investable alpha hypotheses by mapping observed demand changes to revenue lines, supply chains, small-cap financial elasticity, market misclassification, validation…
Help users build a robust enterprise sales engine by mastering founder-led discovery, navigating complex procurement cycles, and designing products that meet organizational governance needs.
Install Enterprise Sales Motion
$ npx skills add RefoundAI/lenny-skills --skill enterprise-sales-motion -a claude-codeProject install by default; add -g for ~/.claude/skills/.
$ gh skill install RefoundAI/lenny-skills enterprise-sales-motion --agent claude-codeProject scope by default; add --scope user for a personal install. Needs GitHub CLI 2.90.0 or later (public preview).
$ git clone --depth 1 https://github.com/RefoundAI/lenny-skills.git skills-src && mkdir -p .claude/skills && cp -r skills-src/skills/enterprise-sales-motion .claude/skills/enterprise-sales-motion && rm -rf skills-srcUse ~/.claude/skills/ instead of .claude/skills for a personal install. The folder must contain SKILL.md.
Claude Code skills documentation · loads skills from .claude/skills/
Install the "enterprise-sales-motion" agent skill from https://github.com/RefoundAI/lenny-skills/tree/main/skills/enterprise-sales-motion into .claude/skills/enterprise-sales-motion/ in this project. Copy the whole folder (SKILL.md and every file beside it), keep the folder name "enterprise-sales-motion", then confirm the skill loads.Claude Code copies the folder itself, the same result as the manual copy. Check what it changed before you commit it.
$skill-installer install https://github.com/RefoundAI/lenny-skills/tree/main/skills/enterprise-sales-motionType this inside Codex. $skill-installer <name> installs a curated skill from openai/skills. The installer writes to $CODEX_HOME/skills (default ~/.codex/skills). Restart Codex if the skill does not show up.
$ npx skills add RefoundAI/lenny-skills --skill enterprise-sales-motion -a codexProject install goes to .agents/skills/; add -g for ~/.codex/skills/.
$ gh skill install RefoundAI/lenny-skills enterprise-sales-motion --agent codexProject scope by default (.agents/skills/); add --scope user for a personal install.
$ git clone --depth 1 https://github.com/RefoundAI/lenny-skills.git skills-src && mkdir -p .agents/skills && cp -r skills-src/skills/enterprise-sales-motion .agents/skills/enterprise-sales-motion && rm -rf skills-srcUse ~/.agents/skills/ instead of .agents/skills for a personal install.
Codex skills documentation · loads skills from .agents/skills/
Install the "enterprise-sales-motion" agent skill from https://github.com/RefoundAI/lenny-skills/tree/main/skills/enterprise-sales-motion into .agents/skills/enterprise-sales-motion/ in this project. Copy the whole folder (SKILL.md and every file beside it), keep the folder name "enterprise-sales-motion", then confirm the skill loads.Codex copies the folder itself, the same result as the manual copy. Check what it changed before you commit it.
$ npx skills add RefoundAI/lenny-skills --skill enterprise-sales-motion -a cursorProject install goes to .agents/skills/; add -g for ~/.cursor/skills/.
$ gh skill install RefoundAI/lenny-skills enterprise-sales-motion --agent cursorProject scope by default (.agents/skills/); add --scope user for a personal install.
$ git clone --depth 1 https://github.com/RefoundAI/lenny-skills.git skills-src && mkdir -p .cursor/skills && cp -r skills-src/skills/enterprise-sales-motion .cursor/skills/enterprise-sales-motion && rm -rf skills-srcUse ~/.cursor/skills/ instead of .cursor/skills for a personal install.
Cursor skills documentation · loads skills from .cursor/skills/, .agents/skills/, .claude/skills/, .codex/skills/
Install the "enterprise-sales-motion" agent skill from https://github.com/RefoundAI/lenny-skills/tree/main/skills/enterprise-sales-motion into .cursor/skills/enterprise-sales-motion/ in this project. Copy the whole folder (SKILL.md and every file beside it), keep the folder name "enterprise-sales-motion", then confirm the skill loads.Cursor copies the folder itself, the same result as the manual copy. Check what it changed before you commit it.
$ gemini skills install https://github.com/RefoundAI/lenny-skills.git --path skills/enterprise-sales-motion--scope user (default) or --scope workspace; --path is the subfolder of the repo that holds the skill; --consent skips the security confirmation prompt.
$ npx skills add RefoundAI/lenny-skills --skill enterprise-sales-motion -a gemini-cliProject install goes to .agents/skills/; add -g for ~/.gemini/skills/.
$ gh skill install RefoundAI/lenny-skills enterprise-sales-motion --agent gemini-cliProject scope by default (.agents/skills/); add --scope user for a personal install.
$ git clone --depth 1 https://github.com/RefoundAI/lenny-skills.git skills-src && mkdir -p .gemini/skills && cp -r skills-src/skills/enterprise-sales-motion .gemini/skills/enterprise-sales-motion && rm -rf skills-srcUse ~/.gemini/skills/ instead of .gemini/skills for a personal install, then run /skills reload.
Gemini CLI skills documentation · loads skills from .gemini/skills/, .agents/skills/
Install the "enterprise-sales-motion" agent skill from https://github.com/RefoundAI/lenny-skills/tree/main/skills/enterprise-sales-motion into .gemini/skills/enterprise-sales-motion/ in this project. Copy the whole folder (SKILL.md and every file beside it), keep the folder name "enterprise-sales-motion", then confirm the skill loads.Gemini CLI copies the folder itself, the same result as the manual copy. Check what it changed before you commit it.
$ gh skill install RefoundAI/lenny-skills enterprise-sales-motionInstalls for Copilot at project scope by default; add --scope user for a personal install. Preview a skill first with gh skill preview. Needs GitHub CLI 2.90.0 or later (public preview).
$ npx skills add RefoundAI/lenny-skills --skill enterprise-sales-motion -a github-copilotProject install goes to .agents/skills/; add -g for ~/.copilot/skills/.
$ git clone --depth 1 https://github.com/RefoundAI/lenny-skills.git skills-src && mkdir -p .github/skills && cp -r skills-src/skills/enterprise-sales-motion .github/skills/enterprise-sales-motion && rm -rf skills-srcUse ~/.copilot/skills/ instead of .github/skills for a personal install. Commit .github/skills so cloud agent and code review can use it.
GitHub Copilot skills documentation · loads skills from .github/skills/, .claude/skills/, .agents/skills/
Install the "enterprise-sales-motion" agent skill from https://github.com/RefoundAI/lenny-skills/tree/main/skills/enterprise-sales-motion into .github/skills/enterprise-sales-motion/ in this project. Copy the whole folder (SKILL.md and every file beside it), keep the folder name "enterprise-sales-motion", then confirm the skill loads.GitHub Copilot copies the folder itself, the same result as the manual copy. Check what it changed before you commit it.
$ npx skills add RefoundAI/lenny-skills --skill enterprise-sales-motion -a opencodeOpenCode documents no install command of its own. Project install goes to .agents/skills/; add -g for ~/.config/opencode/skills/.
$ gh skill install RefoundAI/lenny-skills enterprise-sales-motion --agent opencodeProject scope by default (.agents/skills/); add --scope user for a personal install.
$ git clone --depth 1 https://github.com/RefoundAI/lenny-skills.git skills-src && mkdir -p .opencode/skills && cp -r skills-src/skills/enterprise-sales-motion .opencode/skills/enterprise-sales-motion && rm -rf skills-srcUse ~/.config/opencode/skills/ instead of .opencode/skills for a personal install.
OpenCode skills documentation · loads skills from .opencode/skills/, .claude/skills/, .agents/skills/
Install the "enterprise-sales-motion" agent skill from https://github.com/RefoundAI/lenny-skills/tree/main/skills/enterprise-sales-motion into .opencode/skills/enterprise-sales-motion/ in this project. Copy the whole folder (SKILL.md and every file beside it), keep the folder name "enterprise-sales-motion", then confirm the skill loads.OpenCode copies the folder itself, the same result as the manual copy. Check what it changed before you commit it.
Facts
- Skill name
enterprise-sales-motion- GitHub stars
- 1.4k
- Token cost
- ~1.9k tokens
- SKILL.md length
- 1,139 words
- Files
- 3 (incl. references)
- Skills in repo
- 76
- Repo updated
- First seen
- Licence
- MIT
At a glance
Help users build a robust enterprise sales engine by mastering founder-led discovery, navigating complex procurement cycles, and designing products that meet organizational governance needs.
- Works in 4 steps: Assess sales readiness - Determine if… → Refine the sales pitch - Move from… → Hire the right team - Identify when to… → …
- Tasks that involve Vendor and procurement management
- SKILL.md covers How to Help, Core Principles, Templates & Frameworks and Questions to Help Users, plus 3 more sections
- Instructions only: no scripts, shell commands, URLs or credentials in SKILL.md
What it does
Enterprise Sales Motion is an agent skill from RefoundAI/lenny-skills. Help users build a robust enterprise sales engine by mastering founder-led discovery, navigating complex procurement cycles, and designing products that meet organizational governance needs.
Its SKILL.md is about 1.9k tokens, which your agent loads only when the skill is triggered. The skill folder holds 3 other files, including reference files (for example `references/artifacts.md` and `references/guest-insights.md`).
It sits in Business, Finance & HR, covering Vendor and procurement management. The repository describes itself as: 86 product management skills from Lenny's Podcast for Claude Code and AI agents. Hiring, user research, strategy, shipping, and more. The licence is MIT.
When your agent uses it
- Tasks that involve Vendor and procurement management
Example prompts
- “/enterprise-sales-motion”
Workflow steps
4 steps, taken from the first numbered list in SKILL.md.
- Assess sales readiness - Determine if your product is ready for enterprise buyers by evaluating governance and security features.
- Refine the sales pitch - Move from feature walkthroughs to insight-led narratives that address buyer fear and business risk.
- Hire the right team - Identify when to hire your first sales reps and how to onboard them using leading activity indicators.
- Map the buying journey - Navigate the complexities of procurement, legal, and multi-stakeholder decision-making units.
What it can do on your machine
Read from SKILL.md and the folder at commit 13598cc. It shows what the files ask for, not the result of running them.
Tool permissions
Pre-approves nothing: there is no allowed-tools line, so your agent's usual permission prompts apply.
From allowed-tools in the SKILL.md frontmatter.
Runs code
No scripts in the folder and no shell commands in SKILL.md.
From the folder's file list and the shell code blocks in SKILL.md.
Network
No URLs in SKILL.md.
From URLs in SKILL.md, links to its own repository left out.
Credentials
Names no API keys, tokens, secrets or passwords.
From names ending in _API_KEY, _TOKEN, _SECRET, _KEY or _PASSWORD in SKILL.md.
Context cost
Enterprise Sales Motion loads about 1.9k tokens when it runs, and up to ~18k if it reads all its reference files. Until then it costs about 54 tokens; SKILL.md has 1,139 words of instructions outside code blocks.
Estimates: characters ÷ 4, the usual rule of thumb; real counts depend on the model's tokenizer. Scripts and assets cost tokens only if the agent reads them.
Safety
Auto-check passed
The automated check found no risky patterns in SKILL.md.
Automated static check — not a guarantee. Review scripts before installing. It scans the text of SKILL.md for risky patterns (piping downloads into a shell, reading credential files, hidden Unicode, destructive commands); files beside SKILL.md are not scanned.
SKILL.md
The full file from RefoundAI/lenny-skills at commit 13598cc, republished under its MIT licence (© RefoundAI). 1,139 words, ~1,926 tokens.
Download SKILL.mdSave it as
.claude/skills/enterprise-sales-motion/SKILL.md (or your agent's skills folder). This skill also uses 2 other files; get the full folder from GitHub.- name
- enterprise-sales-motion
- description
- Help users build a robust enterprise sales engine by mastering founder-led discovery, navigating complex procurement cycles, and designing products that meet organizational governance needs.
Mastering Enterprise Sales Motion
Transition from founder-led sales to a repeatable, scalable enterprise engine.
Help the user with mastering enterprise sales motion using insights from 16 guests and posts across Lenny's Podcast and Newsletter.
How to Help
- Assess sales readiness - Determine if your product is ready for enterprise buyers by evaluating governance and security features.
- Refine the sales pitch - Move from feature walkthroughs to insight-led narratives that address buyer fear and business risk.
- Hire the right team - Identify when to hire your first sales reps and how to onboard them using leading activity indicators.
- Map the buying journey - Navigate the complexities of procurement, legal, and multi-stakeholder decision-making units.
Core Principles
Adopt a dual-track product focus
Aparna Chennapragada: "In consumer, you're kind of like, 'Oh, we have a playbook for make the product work or make the feature work and make it delightful,' but I think in the enterprise, you almost have... Every time you think you have one use case, you have really two, which is how do you make sure that the feature works well and there's governance of the feature."
Every feature must satisfy two use cases: the functional user experience for delight and the organizational governance requirements for compliance.
Shift from vision to repeatable solutions
Geoffrey Moore: "So in other words, they're on the same side. After the chasm, they say, 'I'm not sure about that, but we need what you have.' So transitioning from, 'We believe what you believe,' which is how you sell to visionaries to, 'We need what you have,' which is how you sell to pragmatists. That's the shift."
Transition your narrative from selling a shared vision to providing a concrete, repeatable solution that solves specific problems for pragmatic buyers.
Treat GTM with product-level design
Jeanne Grosser: "The experience that you have of being sold to will increasingly actually differentiate a company and drive buying decisions if products are only different at the merchant. And so then you really want to create a customer buying journey that feels like very unique experiences."
Orchestrate every customer-facing function with the same level of intentional design and unique journey mapping as your core product.
Validate with twenty unaffiliated customers
Jason M Lemkin: "I think as soon as you've got those 10 customers and more than 20% of your time is booked up with customers, you need leverage. You need leverage."
Founders should personally close at least 10 to 20 customers who have no previous affiliation before seeking to hire sales help.
Lead discovery calls with vulnerability
Jen Abel: "You need to be vulnerable. I would be very open and honest with where you are. Hey, I'm an early stage startup. We have a lot to learn. Can we kind of gain your insight into how this problem is manifesting on your side?"
Lower a prospect's guard by honestly acknowledging your startup status, encouraging them to share deeper pain points.
Solve for the fear of failure
Matt Dixon: "They're not afraid of missing out, they're afraid of messing up. Dialing up the FOMO backfires 87% of the time."
Identify if a customer is hesitating due to the 'fear of messing up' (FOMU) rather than a lack of urgency, and provide safety nets to mitigate that risk.
Preserve the critical feedback loop
Pete Kazanjy: "This is why Steve Blank always talks about startups can't get to scale without firing their first VP of sales, it's oftentimes because they skip that step, and so the founder's like, "Hey, man, I'm going to pour a little bit of sales on this, hire some sales leader or whatever, some sort of seller, and outsource this." You really just can't do that, not for the first couple dozen customers, it's just not tenable. You lose that feedback loop, you lose the learnings of whether or not your message fits the market, all that sort of stuff."
Lead the sales process personally for the first few dozen customers to ensure the loop between market feedback and product development remains unbroken.
Show full SKILL.md (468 more words)Show less
Templates & Frameworks
- MEDDIC Sales Methodology (SEO keywords, career ladders, backlog tools, copywriting, OnlyFans, AMA with Pete Kazanjy and much more) - A deal qualification framework for large enterprise sales with complex, multi-stakeholder deals.
- Enterprise Feature Readiness Checklist (Varun Parmar) - A checklist of enterprise requirements that every feature team references early in development to ensure enterprise needs are baked in from the start
- New Rep Ramp Timeline with Leading Indicators (Pete Kazanjy) - A month-by-month framework for evaluating whether a new sales hire is on track, using stage-appropriate leading indicators rather than waiting for closed revenu
- Give-to-Get Discount Framework (How to make an impact in your first 90 days) - A structured approach to ensuring your company gets something in return every time it offers a sales discount
- Go-To-Market Motion Matrix (Bret Taylor) - A framework for selecting the right sales motion based on the product and buyer.
- Modern Salesperson as Consultant Reframe (SEO keywords, career ladders, backlog tools, copywriting, OnlyFans, AMA with Pete Kazanjy and much more) - A mental model for introverts approaching sales — reframing sales as consultative work rather than extroverted persuasion.
- Sales Comp Plan Aligned to Retention (Sahil Mansuri) - A modern sales compensation structure that rewards customer quality and retention rather than just new business closed, including kickers for renewals, tracking
- Sales Motion as Source Code (Pete Kazanjy) - A mental model for treating your sales process like software — run small cohorts, observe what breaks, update the 'code' (slides, scripts, objection handling),
See references/artifacts.md for the full list with details.
Questions to Help Users
- "How many unaffiliated customers have you personally closed so far?"
- "Does your product roadmap include 'unsexy' features like SSO, SOC 2, and specialized invoicing?"
- "Who is the actual signatory with signing authority for this deal, and where do they sit in the organization?"
- "Are you still relying on FOMO tactics, or are you addressing the buyer's fear of making a bad choice?"
- "Is your sales pitch a feature walkthrough or an insight-led diagnosis of the buyer's business risk?"
- "Are you tracking leading indicators like meeting volume and pipeline creation for new sales hires?"
Common Mistakes to Flag
- Hiring a sales leader too early - It breaks the vital feedback loop between the market and the product team that only founders can effectively navigate.
- Leading with product demos - Pragmatic enterprise buyers need a thorough diagnosis of their specific pain points before they care about your features.
- Ignoring organizational governance - Failing to account for security and administrative needs will stall deals even if the end-users love the product.
- Relying on FOMO over FOMU - Enterprise deals are more often lost to the buyer's fear of failure than to a lack of urgency or competitive pressure.
Deep Dive
For all 34 sourced insights from 16 guests, see references/guest-insights.md
Related Skills
- Launch Planning
- Plg Sales Integration
- First B2B Customers
- Marketing Org And Stack
© RefoundAI, MIT. Rendered from Markdown: HTML in the file is shown as text, images as links, and headings moved down two levels. Raw file
Files
SKILL.md and 2 other files (references) in skills/enterprise-sales-motion of RefoundAI/lenny-skills.
- SKILL.md
- references/artifacts.md
- references/guest-insights.md
Open the folder on GitHubat commit 13598cc
Compare with similar skills
Enterprise Sales Motion next to the 5 skills that share the most tags, products or categories with it. Stars are the repository's; “used in” counts other GitHub owners with a copy.
| Skill | Stars | Used in | Tokens | Auto-check | Licence | Repo updated |
|---|---|---|---|---|---|---|
| Enterprise Sales Motion this skillRefoundAI/lenny-skills | 1.4k | — | ~1.9k | Automated safety check: Pass | MIT | |
| Serenity Alphahaskaomni/serenity-skill | 633 | — | ~2.6k | Automated safety check: Pass | MIT | |
| Scorecard Matrixpnp/sharepoint-skills | 133 | — | ~1.9k | Automated safety check: Pass | MIT | |
| Oma Imagefirst-fluke/oh-my-agent | 1.3k | — | ~2k | Automated safety check: Pass | MIT | |
| Buyer Job Intent Analysiselvisun/newsjack | 1.5k | — | ~1.4k | Automated safety check: Pass | MIT | |
| Master Builderibuilder/massing | 122 | — | ~2.6k | Automated safety check: Pass | MIT |
Similar skills
Scorecard Matrix
pnp/sharepoint-skills
Generates a polished, self-contained HTML heatmap scorecard — a weighted comparison matrix where entities (rows) are scored across dimensions (columns), with computed totals, rank badges, and a…
Oma Image
first-fluke/oh-my-agent
Generate raster images or reference-guided variations through the OMA image CLI.
Buyer Job Intent Analysis
elvisun/newsjack
Recover source-bound buyer jobs, struggling moments, desired progress, forces, workarounds, information acts, journey states, criteria, constraints, roles, locales, and authentic language.
Master Builder
ibuilder/massing
Reason like a master builder — one mind holding an entire built-asset project from raw land through design, construction, handover, operations, and disposition, anywhere in the world.
Energy Procurement
affaan-m/ECC
Procure electricity and natural gas for commercial and industrial facilities: tariff and rate-schedule optimization, demand-charge mitigation, supplier RFPs, fixed/index/block-and-index hedging…
More from RefoundAI/lenny-skills
All 76 skills in this repoCustomer Interviews
RefoundAI/lenny-skills
Help users conduct high-impact customer interviews that move beyond surface-level feature requests to identify root emotional frustrations and specific causal triggers.
Time Energy Management
RefoundAI/lenny-skills
Help users master their personal output by shifting from reactive scheduling to intentional energy management, internal trigger mastery, and proactive boundary setting.
User Onboarding Activation
RefoundAI/lenny-skills
Help users reach their first moment of core value by optimizing the first-run experience, removing friction, and aligning product design with psychological triggers.
Acquisition Channels
RefoundAI/lenny-skills
Help users identify unique distribution advantages and master the lifecycle of acquisition channels to build a sustainable engine for growth and retention.
AI Assisted Prototyping
RefoundAI/lenny-skills
Help users build functional product prototypes from natural language or visual mocks using AI coding tools.
AI Evals
RefoundAI/lenny-skills
Help users build robust infrastructure for measuring, monitoring, and iterating on AI product performance using human, code-based, and LLM-as-a-judge methodologies.
Related
Categories
Questions about Enterprise Sales Motion
What does Enterprise Sales Motion do?
Help users build a robust enterprise sales engine by mastering founder-led discovery, navigating complex procurement cycles, and designing products that meet organizational governance needs. Enterprise Sales Motion is an agent skill from RefoundAI/lenny-skills. Help users build a robust enterprise sales engine by mastering founder-led discovery, navigating complex procurement cycles, and designing products that meet organizational governance needs.
When should I use Enterprise Sales Motion?
Enterprise Sales Motion fits situations like: tasks that involve Vendor and procurement management.
How do I install Enterprise Sales Motion in Claude Code?
Run `npx skills add RefoundAI/lenny-skills --skill enterprise-sales-motion -a claude-code`. Or copy the skill folder (skills/enterprise-sales-motion in RefoundAI/lenny-skills) into .claude/skills/enterprise-sales-motion in your project. Claude Code loads it when a task matches its description.
How do I install Enterprise Sales Motion in Codex?
Run `npx skills add RefoundAI/lenny-skills --skill enterprise-sales-motion -a codex`. Or copy the skill folder (skills/enterprise-sales-motion in RefoundAI/lenny-skills) into .agents/skills/enterprise-sales-motion in your project. Codex loads it when a task matches its description.
Can I use Enterprise Sales Motion in Cursor, Gemini CLI or GitHub Copilot?
Cursor, Gemini CLI, GitHub Copilot and OpenCode also load SKILL.md folders. With the skills CLI, run `npx skills add RefoundAI/lenny-skills --skill enterprise-sales-motion -a cursor` (or -a gemini-cli, github-copilot or opencode for the others). To copy it by hand, put the folder in .cursor/skills/enterprise-sales-motion, .gemini/skills/enterprise-sales-motion, .github/skills/enterprise-sales-motion and .opencode/skills/enterprise-sales-motion in your project.
What does Enterprise Sales Motion need to run?
SKILL.md names no scripts, command-line tools or credentials: Enterprise Sales Motion is instructions for the agent only.
Does Enterprise Sales Motion access the network?
SKILL.md contains no URLs. Any network use would come from the scripts or tools the agent runs. This is read from the text; nothing was executed.
Is Enterprise Sales Motion safe to install?
Our automated static check of SKILL.md found no risky patterns, such as piping downloads into a shell, reading credential files or hidden Unicode. It is not a guarantee. Review the folder before installing.
What licence does Enterprise Sales Motion use?
Enterprise Sales Motion is published under the MIT licence (the repository's licence). It allows redistribution, so the full SKILL.md is shown on this page.
How many tokens does Enterprise Sales Motion use?
About 1.9k tokens (SKILL.md is roughly 7.7k characters). Agents keep only the skill's name and description in context until a task matches; then they load SKILL.md in full. Its references folder adds about 16k tokens, read only when the agent opens those files.
What are the alternatives to Enterprise Sales Motion?
Skills that share tags, products or a category with Enterprise Sales Motion: Serenity Alpha (haskaomni/serenity-skill, 633 stars), Scorecard Matrix (pnp/sharepoint-skills, 133 stars), Oma Image (first-fluke/oh-my-agent, 1.3k stars) and Buyer Job Intent Analysis (elvisun/newsjack, 1.5k stars). The comparison table on this page puts their stars, adoption, token cost, safety result and licence side by side.
Who maintains Enterprise Sales Motion?
RefoundAI (a GitHub organization) maintains it in RefoundAI/lenny-skills, which has 1,382 GitHub stars. The repository holds 76 skills in this directory. The repository was last updated on July 16, 2026.
Source: RefoundAI/lenny-skills on GitHub. Facts on this page come from the repository at the commit we read; the author's words are quoted as theirs.