Ann: Enterprise Sales & ACV Update, page-62

Utility businesses tend to be pretty quiet early in the calendar year with Christmas, Easter etc and also tend to make decisions quite slowly after rigorous testing and approvals. I can say that the majority of utilities in Australia (and likely the world) are moving towards digital asset management and I think Pointerra is in the right place at the right time provided they can get their foot in the door first. Sales people who understand the industry, it's problems and how Pointerra can solve those problems is key. Utility contracts will be slow and bumpy but of high value. Once a utility signs up for a service its unlikely to make a change for often decades. Drones, 3D mapping/LiDAR/Imagery, Machine learning and Non-Destructive testing will be the future of infrastructure inspections. At this stage its still predominantly done using ground based field inspectors and aircraft (Small planes and Helicopters). I work for one of the largest Utilities in Australia. I think their marketplace will give more consistent growth once up and running. I bought another 20,000 shares today. I can see the vast opportunities for this business.