Jarie Bolander

Absolutely, yeah.

Yeah, yeah, yeah.

Wow.

That's why they need what we're doing to make sure that they know where it is and that it's not too hot or too cold.

So what are they paying for that?

So we have a monthly subscription.

Each sensor that we place to monitor is $25 per month per sensor, and that includes the full platform.

Since it's an enterprise sale and there's a level of redundancy and sophistication, you have to provide a pretty robust service because they're depending on it to make sure that their samples don't spoil.

So we actually started launching sales at the beginning of this year, so January, February timeframe.

We've been working on the platform for the last two years.

Wow.

Yeah, so sales are pretty good, I mean, for what we're doing right now and where we've started in the industry.

We've got three labs that are our customers right now.

We've got seven more, what are called, in trials.

So I'm sure some of your SaaS guys are like, oh, yeah, 30-day trial.

Well, we have to do that with our sensors because everyone likes to try before they buy.

Hardware expense, right?

Yeah, a little bit of hardware expense.

And then we've got about 22 more in the immediate pipeline.

And these are all customers that we've talked with and kind of understand what we're doing.