Olivia, she described the cross-functional politics inside the customer.

And I think from the end user side as well, I don't want to pick too much on the channel because it seems like what I'm doing now.

But I also think that there's a dynamic where the physical access control, and especially if we're talking maybe in corporate or in university, physical access control is such a different conversation from every other conversation, every other use case, every other touchpoint.

I think hospitality is a good example where it really is pretty much just access control.

versus these other environments that you especially look at where there's so many different use cases, but the conversations are very pointed.

And I think that that causes a lot of that pain as well, where if you're telling the story of, hey, we're replacing your key, the value might not be as clear to that physical access team.

But then when you say, hey, and it can also do this and this and imagine they're out of the possible and this, sure, that sounds great.

So are we early or are we wrong?