Well said, especially about the pipeline.I was in tech sales in the U.S. and Europe. It is totally different in the military market.
The military writes a spec and then releases an RFI soliciting potential bidders. It evaluates the responses and then issues an RFP to selected bidder, Procurement officers evaluate the responses and award the contract and go into contract negotiations on Ts and Cs and delivery schedule. It is a highly regimented process and strictly controlled and monitored.
Some here seem to think that sales has dropped the ball because they are not "closing"deals". As described above the process has little to no room for sales to expedite closing a deal. There are no drinks, dinners or golf games (it's prohibited).
It's obvious that most here are clueless about marketing, sales and the military procurement process.
DRO Price at posting:
$1.42 Sentiment: Buy Disclosure: Held
(20min delay)