You're right that Hilton in particular is very centrally controlled. Other large franchises have more flexibility. (Starwood is a bit more flexible, for example

You're right that Hilton in particular is very centrally controlled. Other large franchises have more flexibility. (Starwood is a bit more flexible, for example). One of the reasons we've been reluctant to go straight for the top is that, as a new startup, we don't have a lot of credibility yet. We think the odds of one of the headquarters giving the go-ahead at this point is low enough that it would be a distraction to focus on them. There's also the situation, down the road, that a corporate decision-maker recalls us as "We already decided not to use their software. Don't remember why." making it hard to move upward organically. Those fears could be entirely unfounded, though. We are slowly accumulating some references to get us in touch with those corporate-level people, though. Once we have those personal referrals, we'll have a better shot.