Ann: Enterprise Sales & ACV Update, page-17

I disagree with the 5 quarter lag

Their definition of ACV is: customers that are paying or have committed to pay for (or subscribe for) the use of Pointerra’s cloud platform

If we take their ACV example from 31st Jan this year of USD 14.4m, that calculation has to be based on either clients that are paying or are committed to pay.
If they are paying then it comes through in cashflow, so the only explanation I have is that Pointerra are making some judgement on the client use case (because there is no lock in contract/term or formal commitment), and that usage is either not panning out as expected, or is taking much longer to implement and Pointerra are not reviewing & revising their ACV assumptions often enough.

As I mentioned, their ACV at Apr21 was USD7.9m (~AUD10.8m), but we did not even get that much in cash for FY2022 (even if we include the 2.5m receivable).

It seems inconceivable to me that if we agree to onboard a client in Jan 22 , we are only expecting them to spend any money 15 mths down the track (i.e. in Apr23); in fact even if that is the case, how can we then claim any ACV for that client in Jan22 when realistically they should only be part of ACV in FY2023 (from Apr).