Harry Stebbings

And I will pay you per request, per resolution.

And I will pay you per request, per resolution.

And it forces a whole load of things.

And it forces a whole load of things.

It's obvious, whatever it is, a bucket resolution.

It's obvious, whatever it is, a bucket resolution.

But to make that happen, you've got to be in the resolution path.

But to make that happen, you've got to be in the resolution path.

In other words, what percentage of the time is the software set up to solve the answer versus maybe the customer decides, I'm not going to have the software do that.

In other words, what percentage of the time is the software set up to solve the answer versus maybe the customer decides, I'm not going to have the software do that.

You've got to be there as the vendor pushing that, hey, I can solve your problems.

You've got to be there as the vendor pushing that, hey, I can solve your problems.

And then you've got to get the answer right.

And then you've got to get the answer right.

And if you do those things, you get money.

And if you do those things, you get money.

And I think what Enercom did was they aligned around that was how value was created.

And I think what Enercom did was they aligned around that was how value was created.

You saw it in Owen's numbers that he blogged of just... And it is really increasing gap revenue.

You saw it in Owen's numbers that he blogged of just... And it is really increasing gap revenue.