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[Music] most sas products require some upfront work to make an implementation successful for us that new work or the work that needed to be done was getting content from word documents powerpoint slides other systems into proposify initially we were doing this work for free for our larger customers because it had to be done to make them successful along the way we realized that we could start charging for this work so before we had professional services we actually had a really big opportunity come through the door and one of the prerequisites is that they wanted us to do some template design for them and so i had sort of ensured that along the way that although it wasnt something we had formally we would we would sort of make it happen for them unfortunately we had to come back and and let them know that we couldnt fulfill those professional services um that i said we could and so they ended up walking away and so we had to lose a pretty big logo and opportunity at that time because