Correct on the Contracts.
These are lumpy and never perfect in when they fall as customers have different payment plans and cycles.
If you have had experience dealing with US firms it can be problematic for an outsider.
They run to their own agenda with their protocols around budgets and payments.
Need to be patient and work with these businesses / agencies and massage your requirements to meet their year and get on the payment cycle.
Ann: Enterprise Sales & ACV Update, page-96
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