Ann: Macquarie Australia Conference, page-7

The competitive environment for relevance is unchanged with us and Lionbridge AI the key providers.

• We don’t see unusual pressure on pricing. Our customers want a good deal and they negotiate well, but they will pay for quality and reliability and our reputation is strong in these areas.

• We don’t see a shift to insourcing. Our customers run small-scale experiments with internal resources before shifting to external specialist providers such as us for at-scale production volumes of data. There are a handful of exceptions for reasons including confidentiality, but these have been known to us for a while and we haven’t seen an increase in this area.

• We don’t see meaningful changes in AI development techniques. AI models have and will continue to rely on a range of techniques to operate properly in the real world and hence high-quality labelled training data will continue to be a requirement for AI development. Unsupervised and self-supervised machine learning techniques are complementary to other techniques including supervised learning and using pre-trained models via transfer learning.

• Our customers continue to be in competition with each other. They are chasing supremacy and becoming more independent. This has and will continue to impact their product roadmaps and near-term data requirements.