"And I think, you know, for me, if you're submitting some sort of checklist with 250 or 500 questions in it, I think you're missing the point there. I think it should be, yes, of course, you can talk about workflows and some, but what does that mean for your organization? How are you going to be using that capability? I always think you need to turn it around because we all know we've been in this area for quite some time, but the capabilities are quite similar. Most of the vendors that you're looking at can offer the same things. It's how they do it. But does it meet your way of working and how easy is that for people to actually pick up and look at? I think the most successful criteria that people put forward are, can you show me how you can solve this problem? Or can you tell me how your solution would fix our most pressing pain point? But also, if we want to do this in the future, how can we pivot? Not that I dislike massive RFPs, but I really sometimes wonder, what are you going to do with those different 500 questions at the end of it? How are you going to compare that? We all know that a lot of the times, everyone will just say yes, that they can do it. So I think it's a really difficult thing to take a massive requirement list and present it like that."