How should leaders evaluate the go, no-go decision here? Where does the partner option fit in? Could collaborating closely with a vendor on their roadmap be a better third way rather than a risky, expensive custom build?

This is where I think I have slightly a weird builder's bias.

Justin, you know I love building things, but just because I build things, I'm probably a little more skeptical about building than somebody who's never had to maintain one.

It's almost absurdly easy to build something that's super impressive now, and genuinely loved that over the last two years because otherwise there was this dependency on how do we build this to even show the demos or the prototypes.

But then there's that one pinnacle of a moment where you show someone a three-day prototype, and everyone goes, "Okay, amazing.

Let's productionize this." And then I'm just thinking, "Okay, what did we actually prove?" We've proved that it can work once under perfect conditions.

We've not proved that we've got a product.

How are they thinking about redesigning workflows? How can this enhance what I can leverage with other customers? And so again, I think it becomes mutually beneficial and reinforcing.