Ann: Appendix 4C - quarterly, page-21

I think you will find the full sentence was "The Company enters 2019 with record levels of trial customers, submitted proposals and pending contract awards"!!

Worth being clear on that point and the other content that effectively reminds everyone that they now have proof points (ie: case studies) which illustrate the return on investment to potential customers, slowly the sales cycle into conversion will keep getting quicker and quicker. 

Most positive thing out of the whole quarterly for me - new US sales resource started on 21st January. Randy doing a good job and sure he identified and hired a capable sales person to help deliver revenue growth.