Gavin Wheeldon

Yes, absolutely.

If somebody's buying $5,000, obviously they're going to get it cheaper than somebody buying $1,000.

Awesome.

You like your math.

All right.

It varies from an hour.

If you've got a very small sale, an hour, a demo, they get it.

When you see the demo, it's one of them jaw-dropping moments.

You can see a physical change in people when they're

realize what they could have in terms of analytics and engagement.

Because if you think as a physical venue owner, you often know nothing about what's happening in that venue.

And we bring the same level of intelligence as Google Analytics.

So that's like a light bulb moment and engagement so that you can engage with people in meaningful ways.

So the sale can be as little as an hour to two years.

And it really does depend on the customer, the complexity, and their appetite for taking on new technologies.

And how are you finding them?

So, we're entirely channel-based.

So, we sell through partners and that includes major telcos like Telstra and Oz and Singtel and other national carriers, CenturyLink in the US and NCR.

They all sell our solution bundled with their own equipment and connectivity.

So, that's the primary means to go to market.