These financials are awful for a software business. Gross margin of 67%, even with pilot costs lumped into Sales&Marketing. If you add these pilot costs to COR, you'd get better numbers manufacturing furniture.

-- 2019 Financials ('000s)

Revenue: 742,555

Cost of Revenue: 242,373

Gross Profit: 500,182

Sales and Marketing: 450,120

-- Sales and Marketing includes pilot costs

"Sales and marketing costs primarily include salaries, stock-based compensation expense, and benefits for personnel involved in executing on pilots and performing other brand building activities, as well as third-party cloud hosting services for our pilots, marketing and sales event-related costs, and allocated overhead. The Company generally charges all such costs to sales and marketing expense in the period incurred."