Can you point to some examples with actual numbers? You seem to be implying that unforeseen and unannounced deals ("coming out of left field") were of similar size to the well known "didn't quite deliver the amount of revenue expected" deals like NAW, CBA, Amazon. I don't know that getting the a Pepsi delivery contract in Oman or something is necessarily front-page news that balances out the disappointment of what happened with their much-hyped early deals.
GSW doing moderate amounts of business with smallish companies isn't necessarily coverage-worthy. Apparently the AFR is biased when they don't put on a ticker-tape parade because GSW managed to sign up a $200K/quarter deal (notably, while still setting money on fire).
"Didn't quite deliver the amount of revenue expected" is a ... interesting way of putting deals like NA Williams.
As far as I can tell, the only surprising deals that generated more substantially more revenue than expected are ones that resulted from GSW just going out and buying companies like Logo, Scheduling+, and DBP. Given their widening losses, not all surprises are good surprises.
The tides are turning, page-154
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