- What are the key factors currently causing the extension of the PoC phase for customers?
Is it investment processes, internal decision-making, or standards/certification?
- How do you see new Bluetooth features (e.g., more accurate distance measurement) affecting customer decision-making?
- How active a role are the new channel partners already playing in customer projects?
- How far along are industrial/logistics customers in Japan in moving from proof-of-concept to the next phase?
- When a customer moves into production use, how significantly does the typical account size grow compared to the PoC phase?
- What concrete factor currently provides customers with the final assurance to move from a pilot to an investment decision?
- What is the role of the IP business in the company at the moment, and how do you see it evolving in the future?
- How large are the companies typically in your customer base — are we talking about globally significant players?