Ann: Enterprise Sales Update, page-10

Hi Jaluma.
I would assume ARPS for Pointerra to be on the low side as the customer starts their paid service. Firstly it is a great strategy to allow through trials to imbed the customer workflow into their business which is recognised by a paying customer. Secondly nearmap IMO is a much more mature business and can demand higher fees, someday Pointerra will also have this opportunity.

I think acquiring early paid customers at a discount is sensible to get momentum and understand how to fine tune the product to the different industries and customer needs.

Pointerra are starting off a small base and demonstrating how their product helps the customer to new potential customers.

These announcements are a great validation of that and I expect increased uptake by new customers over the next 6 months.