Thanks! It's a mixture of all of these things, to be honest. We had visibility into and in the industry due to our work with maritime security, as well as the benefit of being in an uncontested space (vessel operations intelligence) which was in crisis.

However, our first customers were inbound, from the demos we uploaded explaining how CRY4 could help with security and operations. So it's likely all of these things combined - we've worked to understand what drove initial adoption, but as we become more established we're seeing that these drivers shift into different things. What's driving leads today, I think may not be these things exactly.

Congrats on the launch! Looks like an awesome product

What do you find your customers care about the most? Security, cost savings, UI? It seems like a pretty old-tech industry that you're digitalizing, so I'm curious about what the pull is from their side

It's a mix really: all of them care about the cost savings, but the UI and the opportunity to digitize and connect different parts of the business have also been strong drivers.

First-generation software has been around just long enough in maritime that a lot of organisations are feeling the pain from having multiple solutions that don't connect and are starting to show their age.