The Importance of Communication in Building a New Product

We were always focusing our efforts on the outcomes that we are trying to establish for them in the next particular contract. But then we had a very great transparent and trusting relationship obviously built up over time because we kept delivering for them. There's no services kind of arrangement. They're helping us get other customers. We, and if you think about our eventual go-to-market process, a lot of our customers have been through referrals as people see what we've done and what we're able to do for customers.