GITNUXSOFTWARE ADVICE
SalesTop 10 Best Sales Cycle Software of 2026
Ranked comparison of sales cycle software for sales teams, including Salesforce Sales Cloud, HubSpot Sales Hub, and Microsoft Dynamics 365.
How we ranked these tools
Core product claims cross-referenced against official documentation, changelogs, and independent technical reviews.
Analyzed video reviews and hundreds of written evaluations to capture real-world user experiences with each tool.
AI persona simulations modeled how different user types would experience each tool across common use cases and workflows.
Final rankings reviewed and approved by our editorial team with authority to override AI-generated scores based on domain expertise.
Score: Features 40% · Ease 30% · Value 30%
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Close is the best fit for inside sales teams that need fast activity-to-deal tracking in one CRM while Clari works better when revenue leaders prioritize deal visibility and guided sales-cycle execution tied to CRM opportunity movement.
Editor’s top 3 picks
Three quick recommendations before you dive into the full comparison below — each one leads on a different dimension.
Close
Built-in call and email activity capture that rolls into deal timelines for consistent follow-ups.
Built for fits when mid-market teams need fast sales execution and activity-to-deal tracking..
Clari
Editor pickMutual action plan and close plan workflows generate structured next steps from CRM opportunity context.
Built for fits when revenue teams want deal visibility and guided execution tied to CRM opportunity movement..
Zoho CRM
Editor pickZoho Flow connects CRM events to multi-step approvals and cross-system actions without writing code for every integration.
Built for fits when RevOps needs configurable sales workflows with API and webhook integration control..
Comparison Table
Close
SMBCRM designed for inside sales teams with built-in calling and email to accelerate the sales cycle.
Built-in call and email activity capture that rolls into deal timelines for consistent follow-ups.
Close centers on opportunity-centric workflows that track tasks, outcomes, and follow-ups tied to specific deals. Sales reps can log calls and notes, run multi-step email sequences, and keep activity capture consistent across teams. Reporting covers pipeline stages and revenue motion, with filters that support day-to-day pipeline hygiene checks.
A tradeoff appears when enterprise CRM governance requirements are strict, since deeper CRM-native customization and data modeling controls are more limited than full CRM platforms. Close fits teams that want sales execution speed, standardized sequences, and clean activity-to-deal history without building every workflow inside a separate CRM.
- +Activity capture creates deal history automatically during execution
- +Sequence playbooks run from within the deal and contact context
- +Pipeline reporting ties stage movement to rep activity
- +Team permission controls reduce accidental workflow edits
- –Advanced CRM data modeling needs may require external CRM
- –Custom workflow automation can feel constrained beyond core rules
Outbound sales teams
Run sequences from deal records
Fewer missed follow-ups
Sales operations teams
Standardize next steps per stage
Cleaner pipeline hygiene
Show 2 more scenarios
Closing and account managers
Track multi-threading signals in notes
Better internal coordination
Managers review deal activity and notes to understand stakeholder involvement before handoff.
RevOps reporting owners
Monitor pipeline movement by rep
Improved forecasting accuracy
Dashboards highlight stage transitions alongside activity patterns across teams.
Best for: Fits when mid-market teams need fast sales execution and activity-to-deal tracking.
Clari
enterpriseRevenue operations platform providing sales cycle forecasting, pipeline inspection, and deal inspection.
Mutual action plan and close plan workflows generate structured next steps from CRM opportunity context.
Clari works best when the sales team already records opportunity context in Salesforce or Microsoft Dynamics and needs a consistent view of whether deals are moving for the right reasons. The product pulls deal information from the CRM and overlays activity and engagement signals to highlight stalled opportunities and missing steps. It also supports sales engagement workflows like cadence nudges and playbook-guided next actions, with reporting that maps deal status to field execution.
A key tradeoff is that Clari’s outcomes depend on clean CRM hygiene and disciplined activity capture, because missing fields or infrequent updates reduce signal quality. Clari fits teams running defined sales plays and stage transition expectations, where deal owners need guided next steps and leaders need repeatable forecast inputs.
- +Deal risk and next steps summarize across CRM records and seller activity
- +Playbook and close plan workflows standardize execution without custom code
- +Forecast views explain which deals stalled and why based on activity signals
- +Integration with common CRMs keeps teams in their existing opportunity objects
- –Signal quality degrades when opportunity fields or activity are inconsistently recorded
- –Admins must maintain workflow configuration to match evolving sales stages
- –Some deal-level details require careful mapping between CRM and Clari views
Sales operations teams
Standardize deal execution across regions
More consistent pipeline progress
Sales managers
Prioritize at-risk deals weekly
Faster deal rescue actions
Show 1 more scenario
Revenue leadership
Improve forecast confidence with visibility
Higher forecasting accuracy
Leadership uses deal movement reporting to compare predicted outcomes against execution signals.
Best for: Fits when revenue teams want deal visibility and guided execution tied to CRM opportunity movement.
Zoho CRM
SMBCRM with pipeline management, sales cycle automation, and forecasting across deal stages.
Zoho Flow connects CRM events to multi-step approvals and cross-system actions without writing code for every integration.
Zoho CRM covers the sales cycle end-to-end with lead capture, lead routing rules, opportunity stages, and activity capture that ties calls, emails, and tasks to accounts and deals. The system’s automation center supports conditional workflow rules that can update fields, assign owners, create tasks, and trigger notifications based on record changes. Extensibility options include REST API access, webhook triggers, and integration paths through Zoho Flow, which helps map CRM events into other business processes. Admin controls include RBAC at the role level and audit log visibility to review key record actions across users.
A key tradeoff is that deeper customization often requires careful configuration of modules, fields, and automation rules to avoid overlapping triggers. Zoho CRM fits teams that want sales cycle execution plus process automation in one place and that can dedicate RevOps effort to standardize record data and ownership logic. It is a strong fit when integrations need to react to CRM events through APIs and webhooks, rather than relying only on screen-based workflows.
- +Workflow rules can assign owners and update fields from record changes
- +REST APIs and webhooks support event-driven CRM integrations
- +RBAC plus audit logs support permission control and traceability
- +Zoho Flow reduces custom integration code for multi-step automations
- –Complex workflows can become difficult to reason about without naming conventions
- –Some advanced front-office experiences rely on add-ons or partner integrations
- –Reporting setup can require more configuration than in simpler CRMs
- –Automation limits and concurrency behavior can constrain high-throughput bulk updates
RevOps teams
Automate deal hygiene and ownership changes
Cleaner pipeline records
Sales operations managers
Standardize stage updates across teams
Faster stage progression
Show 2 more scenarios
Engineering and RevTech
Build event-driven CRM integrations
Reduced manual data entry
REST API access and webhooks support near-real-time synchronization with internal systems.
Regional sales leaders
Control access to accounts and deals
Better governance coverage
Role-based access controls limit visibility while audit logs show who changed what and when.
Best for: Fits when RevOps needs configurable sales workflows with API and webhook integration control.
Pipedrive
SMBPipeline-centric CRM built specifically around visual sales cycle stage management.
Custom pipeline stages with configurable deal progression actions drive consistent follow-up behavior across reps.
Pipedrive positions sales cycle management around a visual pipeline and stage-driven deal tracking rather than deep CRM customization. Deal management includes activity capture, built-in communication logging, and configurable automation for lead routing and follow-up tasks.
The system supports quote-to-cash handoff via integrations and workflow automation, with an API for extending the data and process model. It also provides reporting for sales performance and process consistency across teams.
- +Pipeline-first UI makes deal stage transitions and next steps easy to maintain
- +Automation rules handle lead routing and deal follow-ups without custom code
- +Activity logging helps keep engagement history attached to each deal
- +API and integrations support workflow extensions beyond the core CRM fields
- –Advanced governance needs careful configuration of permissions and processes
- –Some sales-cycle workflows require add-ons or external systems for full coverage
- –Forecasting depends heavily on disciplined stage definitions by the team
- –Multi-team coordination can feel limited without tailored routing and roles
Best for: Fits when sales teams need pipeline-driven deal tracking with automation and an API for extensions.
Gong
enterpriseRevenue intelligence platform analyzing sales cycle conversations to surface deal risk and stage progression signals.
Gong surfaces coaching guidance inside recorded-call context using conversation insights linked back to deal records.
Gong runs an AI-driven sales engagement layer that captures calls, surfaces risks, and turns talk tracks into coaching cues. It connects to CRM records for activity capture and ties recorded conversations back to the right opportunity and deal context.
Gong also provides deal intelligence workflows that support deal stage transitions using evidence from conversations and follow-ups. Administration centers on user access controls and audit visibility for recording and insights usage across sales teams.
- +AI call summaries map coaching signals to CRM opportunities
- +Playback and insights reduce time to understand meeting context
- +Conversation analytics supports repeatable playbook refinement
- +Admin controls for recording access and workspace governance
- –Best results depend on consistent CRM activity linkage discipline
- –Deep reporting requires active configuration and content governance
Best for: Fits when enterprise sales teams need call intelligence tied to CRM records for coaching and pipeline feedback.
Apollo.io
SMBSales intelligence and engagement platform combining prospecting data with sales cycle outreach sequences.
Built-in prospect list building tied to automated sequences for continued outreach state without leaving the workflow.
Apollo.io blends prospect database enrichment with outbound execution inside one sales engagement workflow. Lead list building can be driven by firmographics and contact filters, then exported or synced into common CRM objects for downstream pipeline work.
Automation covers tasks, sequences, and activity logging across outreach steps, which reduces manual updates when reps move leads through stages. For sales cycle execution, Apollo.io’s value centers on connecting prospecting inputs to repeatable sequence playbooks and CRM activity capture.
- +Large prospect search with contact and company enrichment to seed outreach lists
- +Sequence and task automation that keeps outreach steps tied to tracked activities
- +CRM syncing for contacts and activities to reduce manual logging work
- +Workflow controls for targeting and reusing lists across repeated outreach motions
- –Data quality depends on enrichment coverage and may require cleanup for accuracy
- –Deep CRM-native reporting can lag behind specialized CRM sales modules
- –Advanced qualification logic needs careful workflow design to stay consistent
- –Admin governance and permissioning take setup discipline to avoid list sprawl
Best for: Fits when teams need prospecting plus outbound execution linked to CRM activity capture.
Freshsales
SMBCRM with deal pipeline management, sales sequences, and AI-driven deal scoring across the sales cycle.
Built-in lead scoring plus workflow automation that triggers routing and task creation from contact and lead activity signals.
Freshsales pairs CRM lead and deal tracking with built-in automation based on scoring and workflow rules. Lead and contact records support behavioral signals, and the system routes activity into structured fields for later reporting.
Deal stages and pipeline views are configured to match sales process expectations, with reminders tied to record events. The product also integrates externally via an API for extending activity capture and synchronizing objects across systems.
- +Lead scoring and automation rules reduce manual triage work.
- +Deal stage workflows map directly to the configured pipeline.
- +API supports syncing CRM records with external systems.
- +Activity capture stays attached to leads and contacts for context.
- –Complex qualification like MEDDPICC requires customization and strict process training.
- –Workflow branching can require careful setup to avoid conflicting rules.
- –Advanced sales engagement coverage depends on integrations rather than native modules.
- –Reporting for cross-object deal drivers takes configuration to stay accurate.
Best for: Fits when sales teams need CRM-native pipeline control with scoring-driven routing.
Yesware
SMBSales engagement tool tracking email activity and managing outreach campaigns within the sales cycle.
Opportunity-aware email tracking and scheduled meetings that write engagement activity back to CRM records for consistent pipeline hygiene.
Yesware adds a sales engagement layer on top of CRM records, with email tracking, templates, and meeting scheduling that map back to opportunities. It focuses on activity capture and sequence playbooks that tie follow-ups to deal context inside Salesforce.
Administration centers on connector configuration and user-level controls for tracking and template permissions. The result is tighter workflow automation for outbound reps than standalone CRM-only activity logging.
- +Tight Salesforce activity capture from tracked emails and calendar events
- +Sequence playbooks keep follow-ups aligned with opportunity context
- +Email templates reduce repeat work during deal-specific outreach
- +Meeting scheduling links activity back to the right CRM record
- –Automation depth depends on Salesforce integration and configuration
- –Advanced governance needs extra discipline around template and tracking settings
- –Quote-to-cash handoff workflows require external systems integration
- –Reporting is strongest for engagement signals rather than full win-loss attribution
Best for: Fits when Salesforce sales teams need tracked engagement workflows tied to opportunities without building custom automation.
Nutshell
SMBCRM with visual pipeline management and sales cycle reporting for small teams.
Stage-to-task automation that triggers follow-up tasks from deal stage transitions using built-in templates.
Nutshell manages a sales pipeline with deal stages, tasks, and email activity captured against each opportunity record. It differentiates through a lightweight workflow builder that generates follow-up tasks from stage moves and templates, which supports practical sales cycle automation without custom development.
Nutshell also centralizes reporting for pipeline health and rep activity so teams can monitor lead-to-deal progress and bottlenecks over time. The sales engagement surface focuses on sequences and repeatable email workflows tied to opportunities and contacts rather than heavyweight CPQ or quote generation.
- +Stage-based task automation turns deal movements into consistent follow-ups
- +Opportunity-centric email and activity history reduces manual logging work
- +Sales reporting ties pipeline status to rep activity and conversion trends
- +Visual pipeline setup supports faster onboarding for small sales teams
- –Limited depth for advanced lead routing and multi-criteria deal assignment
- –Workflow automation stays mostly within Nutshell objects, reducing cross-system breadth
- –API and extension options lag behind enterprise CRM ecosystems
- –Complex governance controls for large orgs are harder to model at scale
Best for: Fits when small to mid-size teams need pipeline-linked automation and reporting without heavy CRM customization.
VanillaSoft
vertical specialistQueue-based sales engagement platform optimizing lead routing and follow-up timing across the sales cycle.
Guided sales playbooks that enforce required deal steps tied to stage progression and next actions.
VanillaSoft targets sales teams that run structured sales methodologies with configurable stage gates and guided next steps. It centers on lead routing rules, deal stage transitions, and activity capture to keep pipeline hygiene consistent across reps.
The system supports quote-to-cash handoff workflows and sales playbooks, which helps standardize deal execution from first touch through close. Integration depth depends on how CRM, email, and telephony data are connected to its workflow engine and automation hooks.
- +Configurable lead routing rules keep ownership consistent across territories
- +Deal stage transitions can be tied to required fields for stage gate control
- +Sales playbooks standardize multi-step deal execution across reps
- +Quote-to-cash workflow coverage supports end-to-end deal tracking
- –Deeper customization can require more admin configuration than CRM-native tools
- –CRM reporting and forecasting coverage may lag specialized forecasting workflows
- –Activity capture depends on connected data sources and event mappings
- –Extensibility for edge workflows can be limited without approved integrations
Best for: Fits when a team needs methodology-driven workflows and stage gate discipline across reps.
Conclusion
After evaluating 10 sales, Close stands out as our overall top pick — it scored highest across our combined criteria of features, ease of use, and value, which is why it sits at #1 in the rankings above.
Use the comparison table and detailed reviews above to validate the fit against your own requirements before committing to a tool.
How to Choose the Right sales cycle software
Sales cycle software helps sales teams move deals forward with activity capture, stage-linked workflows, and guided next steps tied to CRM opportunity context. This guide covers Close, Clari, Zoho CRM, Pipedrive, Gong, Apollo.io, Freshsales, Yesware, Nutshell, and VanillaSoft.
The standout differentiators across these tools show up in integration depth, automation reach, and the degree of admin governance needed to keep deal timelines consistent. Close pairs built-in call and email activity capture with deal-timeline rollups, while Clari generates structured mutual action plan and close plan workflows from CRM opportunity movement.
Sales cycle software for opportunity execution, stage gates, and follow-up automation
Sales cycle software records seller activities and ties them to opportunities so teams can automate follow-ups, enforce deal steps, and keep pipeline hygiene consistent. It typically also supports deal stage transitions and guided execution with playbooks that run from deal or contact context.
Close is built around activity capture that rolls into deal timelines, which reduces manual logging during execution. Clari focuses on structured next steps that come from mutual action plan and close plan workflows derived from CRM opportunity context, then summarizes deal risk and next steps across CRM records and seller activity.
Sales cycle workflow automation, activity capture, and admin governance controls
Sales cycle software only improves execution when it captures seller actions and writes them back to opportunity context during the work, not after the fact. Close records call and email activity and rolls it into deal timelines so reps see their history mapped to the deal they are moving.
Workflow automation matters when it converts CRM opportunity movement into structured next steps that reduce ambiguity for the seller and the deal owner. Clari uses mutual action plan and close plan workflows that generate structured next steps from CRM opportunity movement, while VanillaSoft enforces guided sales playbooks tied to stage progression and required deal steps.
Built-in activity capture tied to deal context
Close ties call and email activity capture into deal timelines so follow-ups stay consistent during execution. Yesware writes tracked email and scheduled meeting engagement activity back to CRM opportunity context for pipeline hygiene.
Deal-stage linked workflows and next-step generation
Clari generates structured next steps through mutual action plan and close plan workflows derived from CRM opportunity movement. Nutshell triggers stage-to-task automation that turns deal stage transitions into follow-up tasks using built-in templates.
Pipeline-stage transitions with automation rules for follow-up behavior
Pipedrive uses custom pipeline stages with configurable deal progression actions so teams drive consistent follow-up behavior across reps. Freshsales maps deal stage workflows directly to the configured pipeline so routing and tasks align to the pipeline setup.
API and event-driven integration surfaces for workflow control
Zoho CRM pairs Zoho Flow with REST APIs and webhooks so CRM events can trigger multi-step approvals and cross-system actions. Zoho Flow supports event-driven workflow integration control without writing separate code for every automation path.
Governance through workflow configuration, permissions discipline, and auditability requirements
Pipedrive requires careful configuration of permissions and processes for advanced governance and consistent automation behavior. Clari depends on workflow configuration that matches evolving sales stages so admins can maintain deal-stage alignment.
Call intelligence linked back to opportunity records for coaching feedback loops
Gong links conversation insights and AI call summaries to CRM opportunities so coaching signals map to pipeline context. This design reduces the time to understand meeting intent when CRM activity linkage is kept consistent.
Choose sales cycle software by automation philosophy, integration control, and governance overhead
Sales cycle software selection breaks down by how it builds execution structure from CRM data. Close emphasizes activity capture rolling into deal timelines, while Clari emphasizes structured next steps generated from mutual action plan and close plan workflows.
The right choice also depends on integration control depth. Zoho CRM plus Zoho Flow uses REST APIs and webhooks for event-driven automation control, while Pipedrive and Freshsales focus more on pipeline-first UI and CRM-native workflow behavior with less emphasis on cross-system orchestration.
Pick activity-to-deal mapping when reps must log work during execution
Select Close when the sales process needs call and email activity capture that automatically rolls into deal timelines so follow-ups are tied to the active opportunity. Select Yesware when Salesforce teams need tracked engagement activity and scheduled meeting writeback to CRM opportunity records without building custom automation flows.
Pick guided deal plans when the team needs structured next steps from opportunity movement
Select Clari when mutual action plan and close plan workflows must generate structured next steps from CRM opportunity movement and summarize deal risk with seller activity. Select VanillaSoft when stage gate discipline must enforce required deal steps and next actions through guided playbooks tied to stage progression.
Pick pipeline-first stage transitions when automation must be understandable and editable by sales ops
Select Pipedrive when custom pipeline stages with configurable deal progression actions should drive consistent follow-up behavior without deep workflow coding. Select Freshsales when deal stage workflows must map directly to a configured pipeline and trigger routing and task creation from contact and lead activity signals.
Pick event-driven workflow orchestration when RevOps needs cross-system approvals and actions
Select Zoho CRM with Zoho Flow when CRM events must trigger multi-step approvals and cross-system actions using REST APIs and webhooks. Use this option when automation must be controlled through event-driven workflow rules rather than only in the CRM UI.
Pick call-intelligence linkage when coaching and pipeline feedback depend on meeting content
Select Gong when teams need conversation insights and AI call summaries tied back to deal records so coaching guidance appears inside recorded-call context. This path works best when CRM activity linkage is maintained so insights map to the correct opportunity context.
Pick outbound-orchestration features when outreach lists and sequences must stay tied to tracked activities
Select Apollo.io when prospect list building and automated sequences must continue outreach state inside the workflow with contact and company enrichment. Select Close when outbound activity capture must roll into deal timelines so outreach behavior and deal execution stay in one history trail.
Who sales cycle software fits best across sales teams, RevOps, and enterprise coaching
Sales cycle software fits teams that need seller actions mapped to opportunity records so that next steps and deal timelines reflect what actually happened. Close suits mid-market execution where activity capture must automatically roll into deal timelines.
It also fits teams that need deal-plan structure and consistent execution across stages. Clari supports guided next-step generation from mutual action plan and close plan workflows, while Freshsales and Pipedrive focus on pipeline-first stage transitions and automation rules for routing and follow-up.
Mid-market sales teams running high-touch follow-up
Close provides built-in call and email activity capture that rolls into deal timelines so reps can keep follow-ups aligned to the active opportunity history.
Revenue operations teams standardizing deal execution
Zoho CRM with Zoho Flow supports configurable sales workflows with REST APIs and webhooks so RevOps can orchestrate multi-step approvals and cross-system actions from CRM events.
Enterprise sales orgs where coaching depends on meeting context tied to pipeline
Gong links AI call summaries and conversation insights to CRM opportunities so coaching guidance can be reviewed in the same recorded-call context that supports deal decisions.
Sales leadership requiring guided next steps tied to CRM opportunity movement
Clari generates structured mutual action plan and close plan workflows that produce next steps from CRM opportunity movement and summarize deal risk and seller activity.
Sales teams that manage pipeline transitions as the primary control point
Pipedrive offers a pipeline-first UI with custom pipeline stages and configurable deal progression actions so stage transitions drive follow-up behavior across reps.
Common implementation mistakes that break sales cycle workflows
Sales cycle automation fails when opportunity fields and activities are not consistently recorded, because many workflow engines compute next steps from that movement. Clari’s signal quality degrades when opportunity fields or activity are inconsistently recorded, which creates incorrect mutual action plan and close plan outputs.
Workflow configuration can also drift when teams treat stage definitions as informal. Freshsales requires strict process training for MEDDPICC-style qualification and needs careful branching setup to avoid conflicting rules, while Pipedrive requires governance discipline around permissions and processes for advanced configuration.
Letting CRM opportunity fields and activity linkage become inconsistent
Clari relies on consistent opportunity field values and activity recording so deal risk and next-step summaries reflect real execution, and inconsistent data leads to misleading guidance.
Overbuilding complex workflow branching without naming conventions and governance
Zoho CRM workflows can become difficult to reason about when complex steps are created without clear naming conventions for rules, owners, and approval paths.
Configuring stage gates without aligning workflow rules to the pipeline definition
Pipedrive and Freshsales can both produce incorrect follow-up behavior when deal stage transitions do not match the configured automation rules, so stage gate changes require coordinated updates.
Assuming call intelligence will work without CRM discipline
Gong delivers best results when CRM activity linkage discipline is maintained, since conversation insights only map correctly when the meeting context is tied back to the correct opportunity record.
Trying to handle cross-system approvals and actions with only CRM-local automation
Nutshell workflow automation stays mostly within Nutshell objects, so teams needing cross-system approvals usually need an orchestration surface like Zoho Flow with REST APIs and webhooks.
How We Selected and Ranked These Tools
We evaluated Close, Clari, Zoho CRM, Pipedrive, Gong, Apollo.io, Freshsales, Yesware, Nutshell, and VanillaSoft against workflow automation coverage, activity capture to opportunity context, and admin governance depth. Features accounted for 40% of the score, ease accounted for 30% of the score, and value accounted for 30% of the score across recorded-call intelligence, stage-to-task execution, and guided next-step generation.
Close ranked first because built-in call and email activity capture rolls into deal timelines and because Sequence playbooks run from within deal and contact context. Clari ranked highest among guided deal execution tools due to mutual action plan and Close plan workflows that generate structured next steps from CRM opportunity movement.
Frequently Asked Questions About sales cycle software
How do Close and Nutshell automate next steps from activity and stage changes?
Which tools provide structured mutual action plan and close plan workflows from CRM opportunity context?
How do Zoho CRM and Freshsales handle lead scoring and workflow-driven routing?
When does Gong tie conversation insights to deal stage transitions instead of only call logging?
What breaks if a sales team relies on Apollo.io for outbound automation but expects deep CRM stage gate enforcement?
How do API and integration options differ between Pipedrive, Zoho CRM, and Yesware?
Which tools support RBAC and audit trails for admin governance in sales execution workflows?
How do Pipedrive and VanillaSoft differ in pipeline consistency controls for multi-rep execution?
When does a team prefer a sales engagement layer like Yesware or Gong over CRM-native activity capture alone?
Tools reviewed
Primary sources checked during evaluation.
Referenced in the comparison table and product reviews above.
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