I have heard a lot of different numbers associated with the revenue goals achieved in the last quarter of a security integrator's fiscal year. My own company experience is that we would book about 35 percent of our annual revenue in the fourth quarter. The weakest quarter was typically the first quarter. There are potentially a lot of reasons why sales numbers are higher in the last quarter.
The fourth quarter is the time to put up the numbers. In football, good coaching becomes more important in the fourth quarter than it is at any other point in the game. Good coaches have the ability to motivate their players when the pressure is at its highest and call plays that put them in a position to succeed. But as essential as good coaching is in football, you still have to have coachable players and a good game plan to win.