Eli Gelman - Amdocs Ltd.
Management
So, Ashwin, this is a good question. First of all, the pipeline for new projects is very healthy in all dimensions, in all regions, in many, many dimensions. So we hope to keep the high win rate and win new projects. The last couple of years have been very active on winning projects. So I am mentioning the projects orientation because on one hand it creates pressure and it stretch our delivery organization to the limit and many aspect like this. But on the other hand, this is the foundation for anything else, because usually a successful project leads to other successful projects, and as we are expanding our offering, the potential other project that can come after whatever project we started with. Projects can actually tend to be Managed Services, and we've seen it in several customers in the last couple of years and we put more emphasis on that right now. That's another evolution – natural evolution of projects. And projects, usually when they come to fruition, they don't go to zero. We go from ramp up of the people to some kind of a ongoing support, change request mode and so on so forth, which is usually quite active by itself. So obviously, the level of people have been – will be reduced by, but the revenue stream will continue through an ongoing and change request and others. In most cases, relatively soon after a project comes to fruition and we go to production, we stabilize the organization – the operation, we have the time to discuss further projects. And this further project are not necessarily the one that you have right now in the pipeline because sometime though as a result of a dialog – put forward dialog that we have with our customers and not necessarily the stuff that they have in the bid process and so on so forth. So, all together, we have record high projects, which is challenging on certain aspect of operation and margins short-term and so on so forth. Long term, as I said, these are the true pure muscles of the company and naturally building foundation for growth in the future. If your question alluded to, maybe we can expand the margins further, it's really depends on the pace of new projects comes in. If it was only getting into production and stabilizing it, yes, naturally we could have improved that, but I'm not sure that you want us to be in this position. We want to keep on growing with an additional project and additional transformations. It's just that I'm mentioning it this time because we've committed so many of them that they are worthwhile mentioning.