Ann: FY20 Results Commentary, page-23

ARR to cash flow road map from a friend who is head of sales at an SaaS start up, current val A$50M:

1. ARR = contract signed / deal closed
2. +60-90 days onboarding = live ARR = revenue
3. +90 days payment terms = cash flow

an equivalent for dubber, based on a large enterprise deal, may be:

1. ARR = contract signed / deal closed
2. +150 days onboarding (factoring in a longer onboarding process) = live ARR = revenue
3. +120 days payment terms (factoring in large telcos being slow to pay, or covid delays, or both) = cash flow

9 month delay. triangulates reasonably to previous analysis on this thread