Possibly, but they are actually being directly passed to me from another organization's pipeline. So they are already paying customers and my services become a

Possibly, but they are actually being directly passed to me from another organization's pipeline. So they are already paying customers and my services become an add-on to their bill rather then a separate bill. Regardless, I have to prepare for the chance that every last one becomes a paying customer. Not optimistically, but pessimistically :).