New external client wins provide validation and just makes it...

New external client wins provide validation and just makes it easier for the HTG sales team to sell to other new external clients

The recent wins over the last 5 weeks achieve that outcome - momentum builds of same

If in the next 8-10 weeks running into Xmas we see an announcement every 5-7 business days of new clients (as we have seen over last 6 weeks) then that will be a great result and prove the pipeline is flowing

It then starts to self fulfil

• The stable of "new" clients expands making it easier and easier to sell to other interested parties
• Those clients run their trial and then logically start expanding the product across their broader activities - growth snowballs
• In parallel the sales team uses all that traction as evidence to sell to open doors and sell to new clients
• Rinse and repeat

It is these new client wins that have turned my sentiment and if that news flow keeps running our patience will IMHO (after undoubtedly a very tough period) be fully rewarded

Good luck to all