Adastra21 Dec 2015 11:39
OK I will respond to your points and add one or two. First and foremost the market reaction to the 'significant' contract win. Basically there is no reaction. MM's have simply stretched the spread but the true mid price is roughly where it was close Friday. That tells you what you need to know. The contract is certainly not significant in financial terms. After you strip out what appears to be some kind of one off implementation payment the annual sum is £44k, similar to what I estimate CERT to be. I assume each client will be allocated one analyst. I would estimate these specialists are paid between £50-80k pa. No margin yet is there? They need multiple clients at these contract values per analyst to even start to think about actually producing a profit margin. And I haven't included other employer costs, or office rental and other overheads. I believe their go to market strategy is to significantly undercut the competition as they are new entrants. So these contracts are 'loss leaders' to gain credence.
I do agree with you over some points, for example the poaching of Qinetiq people. That can't be ignored Mind you you can bet that came at a price ie.offering better packages.
I was personally disappointed that we have heard nothing about Principia initiative at all since it was announced. You say 'we know it is being rolled out to a wider audience'. That's the point, we don't know! They haven't told us anything.
BYOD - yes this another thing Mr Blamire has dangled out in front of investors. We'll see. I think that on its own would require significant investment. Nice story but where's the cash to invest?
It is true that a larger ad hoc resilience contract could land any time but I would remind you we've been hearing that since mid 2013! it is clear now that Cyber contracts will not individually be 'in the millions'. They need to scale up the operation with multiples of clients to get close to break even and it will take time.
So I return to my original reason for exiting, and nothing has yet changed there. It's about cash. I've never said this hasn't got potential. I believe it has. But short, and perhaps medium term, they have to build up the client base. I am 90% confident a placing is coming now. It will have to be at a discount to the current price. Probably 5/6p if you're lucky. There will be a better opportunity to reinvest after they have strengthened their balance sheet AND started to deliver in terms of sugnificant revenue growth.
One other thing, you say they are not 'loudly promising the impossible'. That's ironic because they've actually been loudly promising what I thought WAS POSSIBLE and then failing to deliver! There is now a clear credibility gap and the market will take a lot more convincing after previous over promising and under delivering.