How did you re-organize your sales organization to deal with this challenge?
From a sales perspective, we have both sales reps and principals engaged in those opportunities. So a principal will tend to be an SME (subject matter expert), a thought leader who can guide and steer the project in conjunction with the customers. The traditional sales model can be a little bit different in that maybe a sales rep is still owning that relationship, but they're working in part with a principal and of course the team delivering the solution. So it's a little bit of a different engagement. But the value we're able to create – we already see strong results from that.