Swami, I've been in this (IT infrastructure) business for decades. Deals in this space (in spite of a sense of urgency) frequently take a year or more to be proposed/budgeted/contracted/implemented and often only then meet criteria to be recognized for revenue. And with the as-a-service model the recurring charges (for successful solutions) snowball from there.
Which is to say, wait for sales proof at your peril. Significant players have already made that call very straightforward for me.
Macquarie Telecom, page-14
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