Lumine Group: Nokia's Device and Service Management Acquisition

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And then these products, I'm just trying to get an idea of how, when you mentioned how sticky certain things were. So maybe talk about how critical or important Motive was to its customers. Like, it's not something you can just do without or casually rip out, you know?

I think these companies are obviously focused on avoiding risk. It's quite risky to replace a major system. For example, at AT&T, the group that oversaw the product was called Tech Dev. It was very bureaucratic there, and they had what they called their core key platforms. SMP was considered one of those. It was so critical that it received the highest level of monitoring, maintenance, and support. Additionally, if a new group wanted to implement service orchestration or automate workflows, they had to try using our platform first and prove that it didn't work for their business purposes before they could purchase new competing software or build something from scratch. In that way, it was process-wise sticky. You can imagine that if this platform is integrated into mobile apps, used by technicians who are trained and comfortable with it, and relied upon by support agents to assist customers, replacing all of that would be quite difficult. On the device management side, you have all the data and history to maintain. Migrating that to a different platform would be an incredibly difficult and risky exercise.

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