I initially just brushed it off as the same contracts were still in trial but hadn't been converted yet, but you're right, it could be that they've dropped the conversion rate and have a new poc's ongoing. The conversion rate would have had to have fallen off a cliff between last quarter to now though so i imagine thats a pretty unlikely scenario, maybe its the longer turnaround for the state wide school systems as you mention.
Would be great if you could let us know how management respond to you on this one!
I initially just brushed it off as the same contracts were still...
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