Alex Fink

Elsewhere, you have to go through the process.

And right now, the processes are not very nimble in most of these countries.

So this is why you have things in, not backlog, but under contract, right?

but they take a while to realize.

The other thing to consider is that we sell to drone manufacturers or to Prime who then sell to government, right?

So sometimes the moment in which we can realize revenue is not entirely controlled by us.

It occurs when the hardware manufacturer shipped to their end user, to the government.

So even though we already sold software, it's already under contract.

We know we're going to get the money.

We don't know exactly when we will, when the contract gets fulfilled by our customer.

So we are the subcontractor in these relationships.

There's an upside to this, which is that we don't have to deal with most of the headache of government contracting.

Right.

But the downside is I can often tell you how much is under contract.

I cannot tell you exactly when it will be realized.

Correct.

And again, I go back to the Microsoft analogy because it answers 90% of the questions.

It's like Windows selling to Dell, right?

Then when you buy the Dell laptop, then I'm assuming Microsoft has to account for that revenue, right?

So that's exactly what we do.