Kevin Tawil

And we were effective at doing that over time.

There's a great story of Brett wanting to meet the then CEO of our largest carrier partner.

And he was very strategic about it.

He found out through that CEO's assistant that he liked to work out at five o'clock in the morning whenever he was traveling for these conferences.

So Brett,

who really didn't work out as much before this, started working out at, shockingly, five in the morning.

And he would meet the CEO.

They'd be the only two people in the gym.

They'd be there successive days in a row.

They'd get to talking and know each other.

And that's the start.

It's very creative.

It's thoughtful.

The time he spent to figure that out was critically important.

As important, if not more important, Will, is, okay,

Now that you've got the audience, what do you say?

What do you have to contribute?

And Brett was always prepared.

So he knew how to position our product to make it strategically important to the wireless carriers.

And it was really all about providing an amazing customer service, driving loyalty and reducing churn for them, as well as revenue generation.