Ann: US Energy Utility Sector Update, page-22

Have to disagree, guo.

The type of company/organisation that uses Pointerra3D isn't the type to try to find a platform by searching Google.

Pointerra is active across six major industry verticals in the US and now globally, with consistently growing QonQ sales and multiple active POCs.

Ian has repeatedly said that, "Pointerra3D continues to evolve as a “must-have” platform for the US energy utility sector, with existing customers advocating adoption of the Company’s digital twin solution amongst peer utilities, which is expected to drive further growth in platform deployment and ACV across Pointerra’s largest customer sector. The Company expects that this customer advocacy will result in lower cost of customer acquisition and subsequently higher profitability per sale as the business continues to scale across the sector."

He has also stated that, "Pointerra is experiencing a similar development path in AEC to that witnessed in the Utilities sector... and that in Transport and Rail the Company expects a similar convergence of customers as witnessed in the Utility sector."

Furthermore that, "The Company has also learned that Pointerra’s proprietary 3D data technology is attractive to specialist sector solution providers, and experienced growth in companies seeking to partner with Pointerra during the quarter.

The last comment isn't about pure customers - it's about other specialist platform solution providers recognizing Pointerra's superior technical attributes, wanting to partner with them and incorporate Pointerra into their own offerings.

There is no more powerful sales and marketing tool than customer advocacy the result of proven performance.

I don't think Ian is losing any sleep over the size of their existing and potential client list, the addressable market and how fast it's all growing.

Perhaps the biggest problem is managing growth. Managing growth is a critical skill in any company, let alone one as high-growth company as Pointerra.

It's a nice problem to have and in that respect, OMO, Ian is doing a great job.