What is material?, page-6

Contract vs SME:
IMO it depends on the services performed by GSW and level of integration with IMS, Delivery Order information, big data etc.

For an SME with no integration, 30 free day trial is easy. DL the app, sign in, 30 free days.

Enterprise customers (defined by level of integration) will vary. I'd say anyone putting and pulling information from your back end needs to sign a contract. I would make them anyway.

Materiality:
No hard and fixed rule. based on impact to P&L, reputation, SP etc. IMO - 10% impact on revenue is material, 1% impact on revenue is immaterial (depending on size of revenue, GP, NP etc).
But if Amazon was 0.1% of revenue and GSW was using them as a marketing tool (ie - Amazon uses us, you should too), then I would consider this material given the name and nature of the business.


Lots of grey area with materiality - especially considering the quality and quantity of partnerships signed subsequently