RE: The next phaseNice post MayDay. Just a quick comment on "The company offers versatility and expertise to adopters assessing their needs through pilots...but pragmatism may also cause many of those adopters to chose a different supplier once needs are clarified (and perhaps simplified) and ramp-up is engaged." No doubt a "different supplier" could be chosen for "pragmatic" reasons, however, the pilot provider has a foot in the door, assuming, of course the pilot is successful. Not only is risk mitigated by going with the provider of the successful pilot, not only is a learning curve avoided but the hard and softwear that went into the pilot becomes part of the commercial rollout and is not wasted. Depending on the size of the pilot, this could be significant or less so.