How do they wind up getting the right education? Does it create a lot of uncertainty for then to just say, "The heck with this. I don't want to do this'?" (Part 2 of 2)

In the past three months, since the beginning of the year, [we've seen] a trend where every customer used to be a proof of concept; now we see customers saying "Give me an SLA. Here's my 300 sites. I want them done over the next three months, but I want it out if it doesn’t work, so let's go."

So, I see there's a kind of cut to the chase, all of a sudden.

I'm not really sure what the genesis of that is … Ultimately it just comes down to price savings. I mean, they're all looking to get more bandwidth for less cost, and not get fired.