Honeywell, to a lesser extent, but MSA Safety and Industrial Scientific are going after this market to differing degrees. You can argue whether they are really committed or just paying lip service. Maybe Honeywell is not a good example because they don't innovate; they simply buy businesses, so they are more likely to buy Blackline. But if someone like MSA Safety or Industrial Scientific decides to aggressively pursue this and spend a significant amount of money, where do you see Blackline's moat around this business? How hard would it be for someone else to replicate what they have done, and which attributes do you think are the most difficult to replicate?

Blackline Safety, because we had the connectivity and all that technology sorted out before we added gas detection, ended up solving a lot of the big technical challenges ahead of that. The gas detection was something we had done before, and it was easier to add that than to add connectivity. I think that is where the struggle continues. They also have to defend their existing markets with non-connected products, which I think is strategically a bit of a challenge within the organization.

Honeywell, to a lesser extent, but MSA Safety and Industrial Scientific are going after this market to differing degrees. You can argue whether they are really committed or just paying lip service. Maybe Honeywell is not a good example because they don't innovate; they simply buy businesses, so they are more likely to buy Blackline. But if someone like MSA Safety or Industrial Scientific decides to aggressively pursue this and spend a significant amount of money, where do you see Blackline's moat around this business? How hard would it be for someone else to replicate what they have done, and which attributes do you think are the most difficult to replicate?

We don't have those problems. I think they will underestimate the lift of that connectivity side of it and possibly also underestimate the opportunity on the value add for the customers.