"...but I noticed the pipeline comments are now nowhere near as upbeat as they were recently."
I think you are reading too much into what was or wasn't said about the pipeline. Here is what was said at the results announcement on 20 August.
"We said in June when we announced the Northwestern contract that the pipeline was thestrongest it has ever been both in terms of quantity and quality, and we still believe this to be thecase. Those opportunities that were in the pipeline then, have continued to progress through thesales cycle; we have not lost any. Some of these are looking at more than one product and there arethose that have expressed a preference for Visage in the Cloud, so a good mix of opportunities. Wehave also seen a number of new opportunities emerge even during COVID-19, contrary to whatmost people would have expected so there is strong interest."
Given that they have only converted one opportunity since the remarks quoted above, they would have to have leaked a lot out of the pipe to justify Captain Barnacles' gloomy interpretation. There is no mention in today's announcement of any losses from the pipe.
As of 28 Aug, Gold Sacks are forecasting that the average 7-year contract value would be A$11m and they forecast three wins per year.
With the contract that was announced today being for A$25m for 7-years, they are already 76% of the way to filling the Gold in Sacks' forecast for the contract wins for the FY.
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