Phil
There may be another benefit of the multi-year contract in
some cases, when you sell to public organizations.
They have two independent lines of budgets, for CAPEX and
OPEX; it's often impossible to move money from one to the
other.
By going multi-years they could keep the expenses in the
CAPEX budget and "amortize" it over 3 or more years.
I have seen this problem often in Europe over the last
months.
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