 And they're taking a lot of risk as they're doing those builds because what happens if you build this thing? You sort of like hope that that next customer that you meet is going to say, yeah, that's actually a good enough product for me. It's better than all the competitor ones. The economics make sense. Yes, I want to buy this, et cetera. When you haven't had a chance to just have like a one-on-one conversation with them, learn about the exact specific things that they need and then build exactly towards that.