Enterprise Sales Updates, page-6

Exactly right - patience is the word.

The target customers are all large organisations. The decision to even trial Pointerra is a big one, and will require investment of time, resources and patience from both the prospect customer and Pointerra sales team. Equally the decision to commit to move from trial to implementation will not happen until the trial takes its course. The fact that this latter step is starting to happen can only be positive.

In the longer term, if the installations in early-adopter customers are successful, these customers will become reference sites for others in their industries, and there's every reason to expect uptake will accelerate.