The business was originally established as a joint venture between the two main shareholding companies for a 6 month trail period to market test the potential for introducing ruggedised computers into the UK market. This period was successful enough to persuade the firms to formalise the arrangement. Main challenges have been in persuading companies that there is a difference between the cost and the value of products. Also, initially, balancing the need to engage in long term arrangements with large defence and government bodies where sales may be 3-4 years away with the need to develop shorter term cashflow enhancing relationships with smaller customers. The last main issue was in establishing trust with potential customers that the products could perform as described.