I've been reading some of the news related to HS and many deals they sign add in the neighbourhood of $100K to ARR.  I also looked through the company's presentation and noticed it says they expect to get from $4M ARR to $8M ARR.  Press releases suggest a contract signing occurs once or twice a month with an average increase in ARR of about $100K.  Is one to expect that the company has deals in the $18M pipeline that are substanially bigger than the deals that have already been announced such as a $6-$7M/5 year deal (as an example) that would result in $1M+ addition to the ARR?  Otherwise, the company will need to announce a lot of $500K/5 yr deals to reach the $8M ARR.