I worked in a small engineering firm, one of our clients was a big one (10k+ employees). The contract took 2 years to negotiate, with them constantly changing requirements from their side (because they have 10 moving parts that they have to fit together). All we could do was accomodate the new specification/design documents and hope we could clinch it in the next monthly customer call. The customer engagement guys were swearing everytime they get off the call.

Today we have a long term relationship with that customer because we worked with them through thick and thin to accomodate them, and I'm sure by the end of it, POET will be able to secure a long term relationship with this NA partner.

Just part of the process.