Lets just let them 'productise' their tech with this project, and then look at other markets. Ross raised a very good point which I would suggest more or less answers your question - about companies not wanting to sign on for an 8-12 month project scoping/pricing/engineering exercise compared with a proven turnkey solution of known price & output. They need to be absolutely focussed on successfully completing their current project, which is the impression I get from the webinar.
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Lets just let them 'productise' their tech with this project,...
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