This is where a 'partner' should come in. These guys have the tech, not the salesmanship that we know of. We do NOT know where else they've been, and if they are just riding places like Livwell to move this product. Like you said, boots on the ground is needed.
My thought is they don't want that part of it, they want proof of concept, launch, then have someone do the leg work, ie., a buyout.
Just my thoughts.