Of that three million, how much do you think is lone worker, roughly?

Lone workers, strictly, I would suggest is probably around 15%, maybe 20% if you go really high on it. You look at a lot of electrical utilities as an example in that market; those are absolutely addressable markets. There's a lot of threat in that utility market. In my current role, I'm seeing it a lot because I'm dealing with utilities right now. They're seeing people being threatened by customers and random people in the market. The lone worker piece is definitely becoming more of a focus in the U.S. because it's mandated. In Canada, it's legislated that you must have a lone worker program, which automatically gives you a massive base for lone workers—massive relative to Canada's population of 35 to 40 million.

This leads to our next question, which is about understanding the advantage Blackline Safety has. It's about the device, connectivity, software, monitoring, and service. One question we're trying to answer is, if MSA or Honeywell International continue to target this market, what's to stop them from closing the gap and overtaking Blackline Safety? What is the sustainable advantage that allows Blackline Safety to continue succeeding in the long term?

Blackline can perform at a high level on emergency response systems (ERS), which other companies haven't developed to the point of being industry leaders. In the ERS world, a malfunctioning gas detector can cause major problems. Even with contracts in place to protect against system failures, lives are at stake, and real-time protection is crucial. Blackline's confidence and monitoring platform are key, but their approach to connectivity, combining cellular and satellite, is critical. They've developed the IP and code to maximize these technologies. When competing against ISC or MSA, Blackline's stability and connectivity were unmatched. I'm not an engineer, so I can't explain why, but they maintained connections where others couldn't. They didn't have satellite capabilities, which is essential in the upstream and midstream worlds. Without connectivity, you can't have a lone worker platform. It's as simple as that.