@ZoeBanjo ; Quality thoughts and very accurate rundown of what enterprise software sales is like. I too have been working in that space for a while. I share your view on what pipeline means. If I had a penny for every $2M deal that I saw was nothing more than thin air.
That said, I think there is an opportunity still with UK trust if you apply the value of previous deals to them. I did some back of the napkin in my deep dive on Alcidion: https://www.goforgrowth.co/p/alcidion-alcasx-deep-dive
Note this is an ambitious assumption, and they could well fall short of this. The next 3 years will tell.
I'll copy the segment here:We could make a few assumptions here to calculate the potential of such a strategy.
1st, let us assume that of the 106 sites above, they can close 20-30 in the near-enough future.
We can 1 land, and 1 expand example:
Land: The East Lancashire Hospitals NHS Trust signs 5 year Miya Flow contract was for $300K ARR,
Expand: the Dartford and Gravesham expand upon existing Miya Precision contract was for $600K of ARR.
So this means 1 potential sites that be reasonably evaluated at $500K ARR (there’s upside potential on both the contracts above).
20-30 sites : $10M in new ARR.
Now, please note my calculation is overly simplistic; I’ve not accounted for services which normally take up 20-30% of the deal size. This is purely back of the napkit to draw high level portrait.
