a third point… if there’s any non-trivial change required for a trial, the buyer must have a decent amount of conviction that:
a) the product will work
b) the product meets an unmet need
c) the product will be commercially viable
d) the product can be more broadly rolled out
e) the vendor meets their DD requirements
They’re not bothering otherwise.
Ann: Investor Presentation - April 2022, page-45
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