Thomas Swidarski
Analyst · Wedbush
I think it's the later, Gil. I think it's the fact that there is so much uncertainty out there. And kind of the environment is changing as they speak. They see... there's no reason to do something that could push back three months or six months wait, unless they are in the midst of something that it's absolutely critical. So, certainly the regional business for us is still continuing along as the matter of the pace, as the matter of the kind of the movement to deposit automation. And as we sit now, there are certain institutions that have moved out down the deposit automation path. And we've got credit units, you've got small banks, you've got other regional banks that have moved down that path, and they'll continue to finish that. But a lot of the rest, I would call the vast majority are kind of in a wait-and-see mode. And the conversations we're having with them, even the good conversations on integrated services, I mean we had a $15 million contract with a customer and two weeks later they get acquired by someone else, and so that whole thing comes into question and the timing of that comes in the question. So, you're seeing a lot of that uncertainty out there. And especially as we move into the integrated services space, we make great progress this year in the United States, I mean the total contract value was up by 55 million, 100 new customer kind of environment, which is great for the long-term. These are long process decisions that go high up the food chain there, because they're changing the way they operate and take cost out of their system, but it requires executive approval. And I've just seen a lot of executives right now being very hesitant to pull the trigger on some these. But, again I think we're positioned well with that, we have got patience in that regard, because half of our revenue comes on the service side, we've made tremendous improvements relative to the service margin. So, we're willing to be very patient and work with them in this regard, because they got a lot of confidence in them, so we're going to continue to focus and grow our service margin and that's half of the revenue stream, but the product side, the visibility there in the regional bank space has been as cloudy as I have seen in 20 years.