Okay that makes sense.

Do you see more pushback in specific industries? I did some quote/purchasing automation work in food mfg a decade ago, and those guys were super difficult to work with. Very opaque, guarded, old-school industry.

I've seen different industries. CPG, mfg, and others are very old school still. Logistics moves so fast. I think it's due to how frequent feedback loops are that puts pressure on players to adopt to new tools.