What's the Next Step?

Armon: At what point when you're trying to understand if this is something even worth partnering on or solving on, I guess at what point do you feel like you've done enough discovery such that you can propose some sort of potential solution? Doug: I'm going to break this up into two pieces. There's next step and then there's why us, right? So if I'm selling to you, Armon, I want to know first and foremost, why you think changing away from your current state makes sense. That's step number one. Step number two, we're not even there yet, is why do it now versus waiting?"