represents you. And that competitor will do some things that the customer needs that you don't do. Where those two circles overlap and yours doesn't, that's the value wedge of that vendor. Unique value that that competitor can bring to that customer

And we knew the technology could do that, but just the level of human benefit to that and the benefit they got walking around the organisation with their heads high and being able to contribute to it and not just be a cost. I don't think I would have