that. I can turn the switch on and I can just go to my calculator and put zero in for this one and look at what is just the value of that piece. And then there's a whole another can of worms one opens. If we go to a market and we're like, hey. You kn

clean them up a little bit so you're better prepared when you go in to talk to higher level folks and or procurement. And, really, the big deal is understanding their needs. Do they need everything you're bringing, or can you change the offering? And