. Can the software include value that may not be on the financials yet (like a major deal penned but not fulfilled).

Yes - this would be identical to elevating the 2018 results to reflect the "deal not yet penned". Buyer and seller would rightfully consider the impact of a deal not yet penned - but not necessarily at 100% of expected revenues or profits, i.e. should be based on probability (say 50%) and timing (the farther into the future, the less the increment).