Deb Noller

So it's a land and expand kind of sales model.

So we will do a 10 building proof of concept and then we'll expand that customer.

So all of our customers are in expansion mode.

Um, we've got at least four customers that are just coming to the end of their proof of concept stage.

So they're in expansion mode.

And then we've got two big banks that are about to start a proof of concept mode.

We've had the things that we've churned, um, mostly things that we wouldn't,

take as a sale today.

So, you know, in the early days you take every sale.

So we took a lot of single buildings and it's very hard for us to add value to a single building.

A single building will have a building manager.

They can wander around.

They can talk to the tenants.

They know what the problems are.

And so it's harder for us to add value in that situation.

Whereas if you're a customer that's got, you know, a thousand retail stores across the US, you literally cannot keep your eye on what's going on across that retail portfolio unless you have access to good analytics.

Sorry, I can't just pull that number off the top of my head.

I don't know.

Sorry.

We have 45 in total, a substantial software development team.