So how do you find a way to negotiate with companies to make that sort of deal possible?

So there's two key pieces here that we try to focus on.

Your buyer has to be hungry for this outcome and has to believe that they cannot do it without you.

And so the reality you have to recognize you're always as strong as your bot.

Know your best alternatives to negotiated agreement.

And if they think, hey, I just need to go hire one person or I can go find 50 companies who could do this.

There's it's very, very difficult to create an outcome based deal there.

Is there anything you can share about that particular interaction around the outcomes?