Jonathan Palmer

What's an example of that for a person like myself who doesn't have a very strong math background?

No, it makes a ton of sense.

Thanks for that analogy.

Very clear.

So I guess what did you have to build?

What was the first pilot program that you did or first product that you came out with?

So the unlock there was not trying to go in and sell them a service, you know, that changes their workflow tomorrow.

Right.

But really to build that product.

build that set of solutions on top and show that it has an ROI.

And so what sort of ROI were you seeing in those early test cases?

Yeah, straight to the bottom line, right?

That's right.

So when a customer comes to you now and says, I wanna implement a smarter solution,

you know, do you have to customize it for them?

I mean, how much, what does a sales cycle look like?

You know, how does implementation work?

Can you just walk me through maybe the broader process?

No, well said.

Maybe just segueing here, because I got in the weeds a little bit on the products and service.