Ann: Quarterly Activities/Appendix 4C Cash Flow Report, page-10

One important point to remember is that most of the customers WSP signs on, will often adopt the technology for a single use case in the first instance. They are not going to sign on for everything and pay all the fees from the get go. They might sign up to use WSP's services for a specific use case, then see the potential benefits in other areas and grow their usage over time.

A lot of revenue growth is generated by existing users, which means that in the short term, the cost of acquiring new customers may look very expensive - but those customers will over time, grow their usage of WSP's offerings.

These numbers are made up, but to illustrate as an example, it might look expensive to spend $5 to acquire someone that is only spending $1 this year. But if we know the churn rate is low, and those customers are likely to be spending $1.50 the following year as they start to use WSP's services more, then $2 the year after, then $2.50 the year after that - the returns start to look extremely attractive doesn't it?

@thunderhead1