They will want to convert those pilots into revenue paying customers. We do not know the state of the server products when they were introduced nor what Wave has had to do in response to the customers. Also whether the pilots were for a small portion of the client (lets say 200 seats) so there was no revenue to get intitially. Lets face it - the status of that work is a deep mystery but the curtain could be pulled back at any moment.
Steven said that he would commence in the 10's of thousands before the 100's of thousands. Therefore I would anticipate them having supplied between 10 and 20,000 only for end Q4 - which was only for Nov & December as far as sales are concerned - giving revenues of some $20k.
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