Could you talk about customer sales cycles? This is a hardware-driven business, not a recurring revenue business, and it is very cyclical. How does it work? Currently, there is a lot of customer interest at the top of the funnel. They seem excited, but it is not translating to orders or revenues. I am trying to understand if and when that top-of-the-funnel interest will translate.

For new business, from the time it enters the funnel to closing the deal, it typically takes three to six months on average. For government customers, it could take six to eight months. The supply chain also played a role; when it slows down, our lead times for products can extend significantly. This can lead customers to choose competitors or different directions altogether. We have encountered this a few times. The tariffs were a temporary setback, causing some customers to back out to avoid paying them. However, these are temporary issues and not indicative of our lead times or cycle times.

Could you discuss some of the operational constraints, as they seemed to be a significant challenge during your tenure?

Finding the right talent for engineering is also a factor. Having enough of the correct disciplines within the company is crucial to meet demand. The products at Acculogic, as much as someone might say they're standard, are rarely all standard. There's a lot of custom pieces in any of the systems sold, with at least 50% to 60% being fairly customized. This requires significant engineering resources.