Great analysis, welcome to AVA. One thing you didn't mention is that this is a really long term product - once a customer installs it, they plan to use it for decades and will probably use it in other facilities in the future. The nature of the high value locations AVA is managing risk for means they have budgets and a security requirement to upgrade the products.
An under-appreciated aspect of the Indian deal is it is a licensing deal, so software - which is much more profitable and scaleable than hardware.
The customer base is blue chip, they won the Prime Minister's Export award. The technology protects Kirribilli House.
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