Neil Breaux

So within that, underneath it is great retention, great upsell into the existing base, but we've done a really nice job on new logos as well to get the right customer set to grow into over the next three, five, 10 years.

So one that we just released that we're, you know, is not seeing the material revenue upside yet, but we will.

And we're seeing the current bookings occur.

We created, so that example I gave to you around the technician going to Phillips Healthcare's hospital where they install the equipment, right?

We provide the software by which the technician sees on their mobile app and knows what to fix, when to fix and how to fix it, right?

We now created and released a product called Engage where that same functionality, Nathan, it was born out of the pandemic where technicians couldn't safely go to the end site.

We are now given the clinic

the same utilization and the same UI to do a self-help and self-fix the asset versus a technician going out there or route using our collaboration tool to the experts that are remote at Philips to actually do a remote fixing of the actual asset.

One of the things we're doing, and again, Philips is actually deploying this now to their end customer.

So Philips is the customer record.

They'll procure licenses to give to those clinic or hospital staff that could do some of the self-help.

We see that as a big impetus for the company in an area that, again, like you said, we're creating larger wallet share of real need for our customers by developing very innovative solutions, which the R&D team has done a great job doing.

Yeah.

So our model, the reason why you get such resiliency, if you create a great UI, create the right workflow, those technicians, the licenses are procured by Philips Healthcare, the head of service, head of IT as CFO, right?

Not the technician, and we're not a marketplace.

For the most part, complex assets, Nathan, for what it's worth, since you opened that question, and we love this space.

To serve a complex asset, you need a skilled technician to do that.

Most of the time, 80% of the time, that's a badge employee.

20% of the time, by the way, they will train third parties and certify them.

They'll just procure the same sort of licenses from ServiceMax as they would.