In addition, the key points I take out of the announcement is...

In addition, the key points I take out of the announcement is that :
- the contract and roll out is following completion of a successful pilot conducted in early 2016. This indicates there can be approx a year between pilot and go ahead, which is useful to know and not surprising, some will be quicker, some slower. Perhaps quicker over time as early adopters pave the way.
- approx 3 months to complete roll out of the infrastructure following green light on contract.
Therefor, assuming that increased marketing effort has increased take up of pilot projects (which i expect is not a small decision for both parties as it requires capex), we should see an increase in the rate of contracts going forward.
I share this because I have been trying to gain a better understanding of their marketing to pilot to conversion rate.