For those interested my questions were:Are you able to elaborate...

For those interested my questions were:

Are you able to elaborate on the sales pipeline? Are you able to categorise between "Hot", "Warm" and "Cool" opportunities where hot are likely to be won, warm is where you are have resented your solution and are waiting on a commitment and cool is in the early stages of engagement?

Thanks Kate, can you explain the accounting recognition of sales. It seems that you're recognising sales related expenses at the time they are incurred but revenue is being conservatively recognised in the periods in which service is delivered. Is that right? Just for those interested, my questions, both of which were answered excellently.