Naeem Zafar

So this is a new concept which they are just getting comfortable with and some are not comfortable with.

So sometimes we have to come up with a capex pricing versus a subscription pricing.

See, all of us, 10 years ago, we did not pay for subscription for Dropbox or Netflix or this and that.

We used to just buy something.

Now we are comfortable paying many multiple subscriptions.

That industry, ag industry, is still getting used to it.

So we're a little bit ahead of the curve.

No, no, that's about accurate.

I mean, of course, spread over nothing.

It's all did not happen a single year, but yes.

So it's really building the momentum.

I think the story is about the machine learning and AI-based insights.

The story we're selling is, look, today a grower has a lot of labor picking, fixing, running elevators and co-ops.

Those people are not scientists.

We're dealing with a workforce with a certain education level.

You have to not tell them, show them a chart with a bunch of numbers.

What do they do with this?

Nothing.

But you need actionable insight.

So we are going to deliver something which they don't have today, such as turn on the fan on silo number seven