Don't discount the 'small customer' contracts value. The last two lines make interesting reading.
BMT generally believe that upselling across their product suite is a strength.
"A small customer, defined as below USD$300,000 in contract value will carry a annuallicense fee of USD$32,000 per annum for the use of Rippledown Expert. In these casesAbbott will introduce the client to BMT who will then have the ability to upsell theRippledown Auditor product. Any Auditor products licenses will be retained by BMTfor 90% with 10% distribution fee to Abbott. An average Auditor license sold by BMTcurrent is approximately $200,000 per annum."
News: BMT Beamtree Agrees New Global Contract With Abbott, page-9
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