Its a SaaS model, not entirely sure you understand the concept
Yes the size of the account is not humongous but considering the company is just starting to accelerate its commercial roll out this is a good start.
No customer is going to go all out and implement it across the company, they are going to experiment it within a subset of their divisions and if it works great then they will roll out across the rest. A $100k a year account could turn into a multi-million a year account if the tech is good.
Also 12-15 deals in a quarter to break even? In the short term yes, I am not expecting them to break even for at least a year or two. If they can attract a few keystone reordering clients I will be happy as this will expose the tech and show that its customers see a benefit in the tech.
SaaS business model means revenue is recurring every year if clients are happy, no need to constantly keep making deals after you reach a certain level of sustainance.
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