we experience difficulty in forecasting our revenues accurately because the length of our sales cycles makes it difficult for us to predict the quarter in which sales will occur. in addition, our selling approach is complex as we look to sell multiple products and services across our customers’ organizations. this makes forecasting of revenues in any given period more difficult. as a result of our sales approach and lengthening sales cycles, revenues and operating results may vary significantly from period to period. for example, the sales cycle for our products typically ranges from 60 days to 18 months. customers are often cautious in making decisions to acquire our products because purchasing our products typically involves a significant commitment of capital and may involve shifts by the customer to a new software and/or hardware platform or changes in the customer’s operational procedures. this may cause customers, particularly those experiencing financial stress, to make purchasing decisions more cautiously. delays in completing sales can arise while customers complete their internal procedures to approve large capital expenditures and test and accept our applications. consequently, we face difficulty predicting the quarter in which sales to expected customers will occur and experience fluctuations in our revenues and operating results. if we are unable to accurately forecast our revenues, our stock price could be adversely affected.