and if I may add..why does ACX capitalise development costs of...

and if I may add..why does ACX capitalise development costs of $15.3 in 2017 and $9.2m in 2016 rather than expense them like any other well managed software company such as IRI?

...and continuing from the above, why are short term and long term management incentives based on EBITDA growth i.e) bullshit earnings with unexpensed development costs?

The amount of money spent on sales and marketing shows me that the onboarding process is not so simple, and that the clients need a lot of hand holding, convincing and teaching. Compare that to WTC - another SAAS company and how much they spend on sales & marketing? WTC = 11.5% of revenue vs 37.5% for ACX