Rob Heiser

It just depends on the size of their ecosystem.

So we spend a lot of time in terms of both developing the relationships.

That's an important aspect of this industry.

You know, the financial services industry is a very small, especially financial technology.

There's only, you know, so many players in the space and in creating those strong relationships is important.

And so, you know,

if, if, if they have two or 300 banks as a, as a, as, as their customer base, that's a, that's a really critical, important relationship for us.

So, um, we'll, we'll go all out.

We've spent a lot of time building the relationship, traveling and investing in it.

And then post, you know, uh, that relationship is, we want to keep that relationship super strong.

So it's both investing and co-investing in marketing and go to market with them.

And so, um,

It's critical for us to have those relationships.

And the acquisition, there are typically long sales cycles for us.

How long?

Uh, probably from a partner perspective to get all the way from a meeting to, you know, them signing up, it's probably about nine months.

Okay.

Yeah, I think from what we spend today, I would tell you we're probably spending three to six months depending on – and I would say legal is a big part of that.

These are large institutions that a lot of this will go out from our outside counsel.

And so these are large agreements typically when you're talking about compliance and compliance.