IMO customers will want bespoke features prior to signing up to...

IMO customers will want bespoke features prior to signing up to big contracts. Having the cash for R&D will allow them to do this.

I think the customers will also want a partner with strong financials that gives them confidence that they will be around for a long time.

No need to go chasing opportunities. I have held SEN for ages and they managed to buy some garbage and unnecessarily burn lots of shareholder funds.