Right.

And when you look at that, that's a big area of cost.

It's also a big driver of the overall revenue performance for those vendors.

It's not the consultative sale, it's programs and territories and a lot of expense going into travel and entertainment and marketing.

All those things, again, areas that a little change in the efficiency, leveraging AI and the capabilities that some of the vendors are promoting themselves to their clients.

And you can get a pretty dramatic impact in terms of disconnecting headcount growth from revenue growth.

Really, overall, here is actually a bigger multiplier impact for the vendor results so far.

Alan, just to pivot from Telco and what's happening there to cloud and software space, but specifically around the business model disruption, like how much are you seeing, you know, how much is Microsoft or AWS's business model been disrupted because of their own adoption of AI?