Good report, but confirmed a couple of things I had been concerned by.
They essentially confirm in the sales outlook that they have line of sight on the ARR target for FY19, so $6m is easily achievable, likely because they know when they will be rolling old Odotech customers over. They then go onto state that the challenge is maintaining that momentum (they don't mention they won't have these easy wins moving forward) in FY20.
They confirm the migration of Odotech customers has added $1.35m to ARR at 31 Dec, which isn't explained in detail unfortunately. If this is the value added in the last half, which is what this report covers, that suggests they only added $250k in ARR from new customers ($4.6m - $1.35m = $3.25m, with original target to double ARR from $3m to $6m). Now ever to me, that doesn't appear entirely correct, but it is making it difficult to asses how their expanded sales resource is performing.
Overall it is a good report, but it hasn't removed some of the key sales challenges I see moving forward.
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