While it may not be intuitive, 3dp at this stage of corporate...

While it may not be intuitive, 3dp at this stage of corporate development is not actually trying to land gigantic contracts - they dont have the staff and service staff and account execs to deal with it - they are pursuing the prudent path of working with companies that understand the value of the product for their use case and willing to pay for it (pull vs. push). The modest ACV of new adds are simple deals that close fast with the back office without a bunch of internal contract negotiations or lengthy sign offs. Anyone on this forum with enterprise sales and software experience understands this. Its just a land and expand strategy for building use cases and happy user stories for future market vertical specific sales growth after they raise another round (just following the bread crums from NEA). As a note, I have first hand knowledge of the NEA sales journey as they grew in US. DYOR and accumulate now - we long term holders know we still have years to wait and a few more capital raises to go before there is NEA-like results.

And yes - the UI viewer is just the sales sizzle - the steak is recurring revenue on increasing margins hosting data in the cloud.