Maggie Nolan: Hi. Thank you and congrats. Great to see that revenue guidance out there for the next year here, thinking about that sales ramp, it’s going to be a nice tailwind for you in the second half of the year. I’m curious, if those new additions are going to be close to fully ramped or productive at that time, or is this something that we could see, continue to be a tailwind into 2024?
Manuel Senderos: Yeah. I mean, — first of all, thanks, Maggie, — thanks for coming. Yeah. We onboarded most of that team early January of this year, so they will become productive and some of them are already becoming productive, by the second half, that’s where we see the biggest push. We’re already seeing it in pipeline buildup, a significant pipeline buildup and significant visibility into that second half. So we’re pretty happy about that. And for sure, that will have a good tailwind into 2024 because we will have the full year benefit of that increased sales team. And as well, obviously, we will continue to hire at a slower pace, salespeople throughout each quarter as we meet certain thresholds, we have decided that we will continue to expand the sales team. So yes, we’re really focused on driving accelerating growth.
Maggie Nolan: That’s helpful. Thanks. And then, you just mentioned you’re going to continue to invest there. So when you think about margin expansion. I know you’re expecting gross margin expansion from your efforts in digital and the geo mix, but what about at the operating level? Are you able to drive some leverage there overtime? And what is your outlook for that?
Manuel Senderos: Yeah. I mean — so again, Maggie, thank you very much for the question. So as you saw in the guidance, we’re expecting strong gross margin improvement, and hopefully, we can do — we can continue to drive that and the goal is on the gross margin side to get to closer to that 40% quickly. On SG&A because we have made investments towards the end of this year and especially at the beginning of this year, a lot of that getting sort of recognized at the beginning of this year. You still see year-over-year, SG&A as a percent of revenue improvement this year. But that being said, SG&A as a percent of revenue will still be mid, call it, mid-high-20%, but there is an opportunity to bring it down to closer to 20% very quickly, right?
Also, as our overall delivery infrastructure, capacity infrastructure and sales infrastructure, all the core investments are now done, right? Now the investments from here are more linear to our growth. And this is where, along with size, you start driving efficiencies in SG&A. So our long-term goal is to bring that or hopefully, you know near-term goal in the next few years is to bring that SG&A as a percent of revenue closer and closer to that 20%, while we drive our gross margins to closer and closer to the 40%.
Maggie Nolan: Thanks, Amit. Thanks, Manuel.
Operator: And we’ll go next now to Ernesto Gonzalez at Morgan Stanley.
Ernesto Gonzalez: Hi, Manuel, Amit, Mariana. Thank you so much for taking our question. It’s one. Have you seen any shift in the type of projects that times are demanding, for example, more focused on cost efficiency projects? And does this have any impact on pricing and margins?
Amit Singh: Hi, Ernesto. Thanks for joining us. So no, we haven’t seen projects on efficiency — focused on efficiency. We believe we are playing with the right type of projects where we add high value added and more about the front office, more about making the customer more competitive about making them stand out. And that’s where we’re focusing our team and we’re looking for problems to solve in that area. What we have seen, which is interesting is some companies in the US, which typically were doing most of the work onshore with a lot of scarcity in the talent pool and really high wages in the US that we’ve seen large companies at least two financial services companies come to us to shift a lot of that workforce into Latin America.
But it is still focused on doing high-end work for the front part of the bank, but they are now open to moving and shifting what they traditionally have been done only in the US and now they’re open to do it in Latin America. So you can call it maybe they are — they will gain some cost efficiencies, but the nature of the project is a competitive advantage for the bank.
Ernesto Gonzalez:
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Operator: Thank you. And it appears we have no further questions this afternoon. Mr. Senderos, I’ll turn things back to you for any closing comments.
Manuel Senderos: Well, thank you very much. So I really appreciate everybody participating and appreciate the questions and the time. I hope we answered most of them, and we were clear. So thanks, everyone.
Operator: Thank you, Mr. Senderos. Ladies and gentlemen, thank you, and thank you for joining the AgileThought fourth quarter and full year 2020 financial results conference call. I like thank you so much for joining us and wish you all a great remainder of your day. Bye-bye.
