I think the problem may be that we’re not communicating the mistakes clearly enough.
In this case, one of our big points is that the incumbent waited too long to communicate with underwriters and therefore gets poor results because the underwriters run out of time. I think the prospect figures, “Yeah, but the results aren’t that bad” or “Yeah, but that’s just how it is.” They don’t really understand the impact of the failure, so it’s not a big enough deal for them.
