Exactly. But this first one is so much more important than those...

Exactly. But this first one is so much more important than those that come after.

No orders... skeptical you can commercially translate your tech/know how.

Once off... ok, maybe they can do it. But who knows at what cost or if the customer is happy?

Agreement to supply multiple after seeing results of first order? That is special. Repeat customer = happy customer.

This means things worked on a tech scale (including safety etc), timeframes were acceptable, could fit into existing procedure. This means, as you say, that the next and the next will keep on coming in. Floodgates, open.