GB - active deals for me are not names in a database hence I mentioned the leads and opportunities pipeline. I felt that the graph was potentially misrepresenting the sales pipeline.
Agree that some will close and some fall off over time.
XGossipGoat - agree providing hardware isn't a scalable business model. Concern if a customer has to buy, I am guessing servers to run software on them then that may be a potential obstacle for large purchase. A pure SaaS business does have a different valuation equation than that of software that requires either providing or having a customer purchase hardware.
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