Todd Johnson

We're dealing with very complex.

It's an orchestration between physicians and hospital administration.

That's exactly right.

And again, fortunately, the economics of the marketplace are improving.

The interesting thing about this is when I reflect back on Salar and venture folks and people that are in this space understand that the enterprise sales cycles, the health systems can be 12 to 18 months.

Our cycle times now are about six to seven months, which is, it still sucks.

On the 120 ACB?

On the 120 ACB.

That's great.

But it's a hell of a lot better than I've been able to perform with other businesses and that I think is typically happening.

And we chalk that up to there's strong market demand for these tools right now.

Yeah.

So, you know, it's really largely the sales expense overhead.

And again, there's sort of variability.

If you're dealing with a very prestigious academic medical center, we might be on site four or five times to get that thing.

Yeah.

I mean, we'd love about a $10,000 price of acquisition.

Um, again, we have a strong degree of variability there.

I honestly believe that with this marketplace, it's hard to push things after.

In other words, there's so many competing priorities within these organizations that you have to find the ones that are ready, that have the urgency.