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the partnership strategy was for every different vertical we're gonna go in to find the people that that that understood knew about the vertical knew how to apply our technology in a way to delight their customer hi there my Cossack CEO X why is it interactive I'm a Mars incubator kind of graduate and I mentored the founder Institute as well here in Toronto and I'm often called upon to get my insight on partnerships and negotiations so I'll tell you a little bit of about our story but I kind of want to cover some of these items because I find they come across a lot in the one-to-one discussions that I have so give me an overview who we are talk about why we chose licensing right at a gate and then talk about some of these these concepts so exercise interactive we have a sensor technology for touchless 3d and gesture control that we license to manufacturers who want to put it into their products so this means that we don't actually have a product but we rely heavily on partnerships or other companies to put our technology into their products our pitch is very simple at you know add touchless and gesture control to your product for the cost of a cup of regular coffee and we chose the licensing business model because it's very scalable so my co-founder and I he's a mathematician from Waterloo had this kind of shared vision years ago we got together he's X Nortel he left Nortel developed the technology kind of in his basement far ahead of his time and then we looked at and said okay this is this has got legs but but we're not you know we're not hardware guys we don't make actual sensors but we developed this sensor technology using off-the-shelf components so the best strategy for us is going to be to find manufacturer who can then take our methods and implement them in their products so we had the choice of going you know so how do we organize ourselves so this is you know you can you can keep your your IP and your your you know have trade secrets and then in encapsulate those in technology and sell it off or you can go down the the patenting route which is what we did so in a patent is essentially a recipe for somebody who is adequately skilled in the art to reproduce the invention so we started down this path and it's a long path and we had sister well I had to kind of go out and start convincing companies to you know that our technology was valid that that they should start forming partnerships with us and put their techno our technology in the products before the patents were even issued so you know we could this technology could be applied in a lot of different verticals so the business development philosophy at the beginning was...