Presentations/Webinars/Podcasts/Media, page-627

No problems and thanks for 2T3D explanation. I have not heard that before. Yes I've learn't something new.

Some one said to me ' show me your marketing plan and I'll show you your profits'.

The way I look at forecasts for this 'unicorn' is around sales and rate of growth achieved or not. What are sales growing at QOQ + YOY? If a miss - why? This company is all about sales and sales growth. Let's say on average each front line technical sales person is responsible for ACV ~ US$1.0m (that's an average - some more - some less). The key is adding more front liners that that either join or they buy (eg Airovant), the more aligned ACV growth is. Take FY22 forecasts with a US ACV $21m across Sales Rev, Gross Profit, EBITDA and NPAT there's a material change from FY21.

Yes patience is needed.