int on boardroom radio , page-19

Sounds like you understand the embedded network market Annemc.
What are your thoughts on the announced contract values?
If say a $3million contract over 5 years is announced is it your understanding that the $value is contracted revenue? ie. If I was looking to buy the business could I be assured that $3 mill would come in over the next 5 years and factor that in to the value of the company? Or is the $value of the contract an estimate.
ie. Could this value fall if prices trended downwards, or tenancy rates were lower than expected, or tenants decided to use a different provider such as Telstra NextG for their data etc.
What I'm trying to determine is whether there is any contracted value (excluding initial hardware sales) or if they are contracts with a potential value?