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So when we go into a large hardware bid, there is usually a services component that is part of that. So as we enter these deals, we tend to talk about the capabilities and what else needs to be done, and from there the bid might expand beyond hardware to the services.
因此，当我们进入一个大型硬件竞标时，通常会有一个服务组件参与其中。因此，当我们进入这些交易时，我们倾向于谈论功能和其他需要做的事情，然后出价可能会从硬件扩展到服务。