Boiler controls specialist Sabien Technology Group Plc (LON:SNT) hit its target of 35 pilot installations in its last financial year and remains confident in can raise this to 40 in the current twelve months.
A change in its sales policy means Sabien now takes the £20,000 upfront cost of installing one of its boiler optimisation systems itself.
It is confident however that once a customer takes a pilot and sees the cost savings generated it will recoup the money and more.
The policy change affected revenues in the year to June and they fell to £0.9mln from £1.74mln, though were better in the second half as traction built. Annual losses were £1.62mln (£0.57mln).
Sabien said the sales pipeline was worth £12mln at the end of June and chief executive Alan O’Brien is upbeat.
"2016 was a year of transition resulting from the review of the Group's sales strategy and sales processes,” he said.
“The main targets for the Group were to achieve 35 pilot installations in the year and to grow the sales pipeline and I am pleased that both these were achieved.
“We will now be looking to build on these achievements in the new financial year and are looking to run a total of 40 pilots in the UK, Europe and the USA."