Alex Fink

So if it's not used yet, it probably will be.

Gotcha.

first of all as i mentioned the tactics in ukraine keep changing quite a bit every few months so when we launched the primary product that ukraine was using was larger bombers especially the kind that was active at night and we're using infrared cameras to basically seek out heat signatures and take them out

Right.

So we started from those products, but over time they became less and less useful.

And what you started seeing a lot more of on the battlefield is the use of smaller kamikaze drones, typically eight to ten inch quadcopters that just go and ram the target right and explode upon impact.

So we had to pivot ourselves as well, because it's one thing to just integrate with a new product.

It's another to go and embed ourselves with the unit, see how it's used, figure out how to define the type of missions that commanders in the field want to run as well, etc.

So this is why you're seeing this past transition from smaller revenues on our original type of deployment that declined over time.

And what you're seeing right now with the numbers we have under contract and under MOUs, almost all of it is the new kind of product that we're seeing in Ukraine, smaller type kamikaze drones.

And just for an idea of what the size of that market is, last year alone, Ukraine manufactured 4.7 million of these small drones.

And that's just Ukraine.

We still don't know what 2026 is going to look like.

But obviously we have a long way to grow in this market.

Our market penetration is still not that great.

Most of the stuff that is flown is still flown manually.

We think that can be improved over time.

We have sales teams right now in every continent, right?

It's just the sales cycles are somewhat longer in the West than they are in Ukraine.

In Ukraine, if it flies, it goes, right?