Okay, that makes sense. Now, regarding the scheduling products, as an example, how would you describe the ideal customer in North America for that product?

The underground market was a growth area, but very challenging in North America due to competition. Deswik, as you might know, dominates the market for underground planning and scheduling. RPMGlobal entered the underground planning and scheduling solution space two to three years late, making it difficult to displace incumbents. While we offered built-in workflows that reduced consulting costs, many customers preferred sticking with familiar tools. Our ideal customer profile in the underground sector would have been greenfield projects, new engineers without loyalty to Deswik, or customers frustrated with high consulting costs seeking simpler workflows, albeit at a premium.

Let's focus on that then.

For underground operations, the most compelling aspect for our customers is reducing the variability between planning and execution. The biggest challenge is that very smart engineers create a plan using software and then hand it over to operations with the expectation that it will be executed flawlessly. However, the operations team goes underground and discovers that the heading hasn't been screened or bolted, rendering the plan useless.