You mentioned earlier that they're alone in this market. MSA Safety has bought out a connected device, as they define it, and other players like ISV are trying to launch products. It sounds like, in your eyes, Blackline is the only one doing this properly. Is MSA's product getting better or more competitive with Blackline?

No, we don't have real competition with this solution. MSA tries, and Industrial Scientific also, but it's more complicated with Industrial Scientific. We don't lose any projects against other connected products. If we lose a project where we quoted Blackline, we lose against a standard portable gas detector, not a connected product.

Why do you think that is? What is it about the Blackline product and system that makes it superior? Is it the device, the software, the monitoring, or the whole package that ensures they don't lose deals?

The software? Yes. The device? Yes and no. The device includes the ECM or SIM card within the instruments. The instrument is designed with a SIM card inside, while competitors adapt their products to accommodate a SIM card. This is why I say it's the best solution for connected products in terms of size. The product is compact.