Scaling and Transformation - What's Next?

Once you understand the customer's mindset and how to approach it, what are the main next steps in your opinion to help lead that early stage into success for planning and getting ready for deployment? I think from our perspective, we like to do proof of value right at the start. And then the transformation really starts to take place because a lot of these customers,. if you take a customer in the water industry, for example, these are water experts. They went to uni or whatever it may have been to make water better. But they didn't study IoT or software orwhatever it may be. So For us, the next step then is to start defining scale, but scale at a base