So Jack, maybe you could give us an idea of what does the architecture look like? How do you put this together? It's SaaS model, on-prem, agents, VMs, or how is it that you just come in and drop in your own stuff or do you work with existing infrastructure the client might already have and just lay your software down?

Yeah, it's a great question.

Again, I think it's one of those where it can really depend on the actual requirements of the environment.

So anytime we're talking OT, we always talk about one of our solutions called site backup.

And as Hannah mentioned, a lot of kind of those key points where we're really kind of valuable in OT environments is consistent across our product suite essentially the differences between the products very much kind of depends on the specifics of the environment so if we take site backup for example it's our centralized network-based solution it's fully on-premises and we support things like offline activation so even if we've got one of these really isolated networks there's no internet connection We can still centrally back up and manage all of those systems.

In terms of where we fit into that environment, a lot of the time people already have the relevant infrastructure.

You've got the storage.

So I don't know if you're seeing more engagement from those SIs and OEMs, but my recommendation to you is to as we're having this conversation as an si is to start knocking down their doors to have these conversations with them right because they're always scared it's like well it's going to price this out it's like you you got to bring value to the table right you want to benefit to the client and just leaving them to decide sometimes especially with smaller manufacturers i get it with the fortune 100s you'd think they would they're act together they don't in a lot of cases but Anyway, but many of them are just looking for somebody to lead them.