the business model, page-15

The company has been in the game a long time and they would have a lot history of average consumption usage for each vertical market they address. Armed with this they would be able to calculate the average revenue per user. Then just use this info x it by number of users /tenants at each site x it by various take up %. With this they should be able to give pretty clear cash flows for each site.

Take into account a residential development takes 12 -18 months to complete. In most cases a embedded network needs to be drawn into services drawings and a letter of intent or contract signed . Hardware wouldn’t go in until around 3 months prior to handover of property. depending on the vertical of site it may not take 3 to six months before site is at full occupancy and therefore producing the revenues that reported as contract value