probably used 7% of ARR because it sounds bigger than saying
" We made a $21k/m ($252k/year) sale",
when you see $21k/m you realise that it doesn't cover a lot of head count to execute it. would be very slim margins.
going to need quite a few more sales like this to cover their declining vendor revenue AND their burn.
Ann: 3-year enterprise contract with NRW Holdings, page-3
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