Dr. Schall described the continued positive results of the most recent field tests of SR Corp's product. He was deeply concerned about selecting the company's first set of target customers:
This will be a critical step in our success because we need to utilize our initial customers as references for future sales. We also need knowledgeable customers, or else we will never get past the first installation. At the same time, we must try to avoid becoming entan- gled and delayed by the red tape of the bureaucratic organizations of some of these customers, such a a mutual fund company or a telephone company. Time is of the essence.