Charlie Fritch

And we own 100% of what we built.

So this is an example.

Also, you want to avoid escalating minimum royalties and have a flat minimum royalty, of course, and as low as you can go.

But it all depends on the market and what you're looking at.

Costs of partnering with an ERP, of course, the minimum royalty as an OEM partner.

Revenue split on the ERP revenue.

But the contribution from the ERP and...

One of the key things that we felt was it would give us a lot faster time to market and shorter development time, of course.

An ERP generally has very low churn rate, and that's what we're experiencing.

Far more functionality and integrated ISV community.

So we had lower startup costs, quicker revenue, royalty for ERP replaces the internal development and support costs.

So it's not like we're just paying a royalty.

We're getting something back for the royalty payments in support and continued research and development from the ERP.

We also can drive more internal growth with applications built off of the ERP.

So we also are developing on AWS QuickSight, a business intelligence platform like Tableau or Power BI.

So we have some business intelligence tools that were now just beginning to sell to our same customer base to double potentially triple the annual contract value that we have from each Hotel that we sell this is the complicated mess that one customer sent us that they were using and

which has, it's really about 13 different providers, but even more, higher number than that as far as applications and functionality.

So they had an accounting program, our competitor in the middle.

They were using a business intelligence tool called Profit Sword, a couple of their applications.

They were using a BI platform called SciSense.