Operator: Our next question comes from the line of Josh Riley with Needham and Company.
Josh Reilly: Nice job on getting these ERTC deals through. We’ve discussed this a little bit, but maybe could we get some more details on how the pipeline is shaping up for the rest of the year on the ERTC processing deals. And obviously the guidance doesn’t include much for Q3 or Q4 there. And then along with that, can we get some — are there any proof points or commentary you can share with us about how the ERTC deals have been leading to cross-selling of other Asure solutions?
Pat Goepel: I think, first of all, from ERTC solutions, we have bundled with HR compliance and payroll and have some pretty good attach rates. Probably number one is HR compliance, second is payroll. So that’s been very, very strong. When we look at guidance for the rest of the year, we anticipate that ERTC backlog will turn into revenue and maybe not as fast to pace the second quarter, but we’ll still be there. And we talked a little bit about ‘24 and we’ll have more color next quarter. As far as kind of our ability to execute, what I’m really excited about is now that we’ve connected small business owners to government programs and access to capital, the Secure Act 2.0 where you have multiple states now requiring 401(k) plans, and we sit on that data so we can tell if they’re compliant or not.
We then have — give them not only the ability to set up 401(k)s but also allow them to get government credits on the matching and the matching of funds. So there again, we’re not only helping them be compliant but we’re also helping them get access to money to start the program to be compliant. So that’s a very strong trend. There’s other tax credits that our tax engine can process on behalf of small businesses. So we’ll keep connecting there. So we have a multi-year strategy around this. We’re just getting going. Clearly, ERTC in the second quarter, probably over-exceeded expectations a bit. But the way we’re setting this up, we’re early, early innings to a multi-year growth plan.
John Pence: Well, I was going to add one thing too, just in terms of the mechanics. We don’t have a lot of ERTC that sits and languishes, right. Because of the nature of our engine and what we’ve built, we’re very efficient. So once we’ve got it to the closing, it turns around pretty quick in terms of our ability to process on behalf of the client. So that’s one of the things, I think our advantage is once they get into the funnel, they go through it pretty quick.
Joshua Reilly: And then on the digital marketing that you mentioned that you’re doing a little bit more of now. What exactly are you doing differently there maybe and any proof points there on what that’s been driving for you guys?
Pat Goepel: Yes, a couple of things. First of all, our HR study that we announced that’s an example of our thought leadership. And even though we have a study here and a survey and then we linked small business success with best-in-class HR practices, by the way, we can offer that, that gives us content for almost a year and it allows us to have the messaging. And then when you think back before ‘23 here, our investment in SalesLoft, Salesforce, ZoomInfo, it gives us content, it gives us repeatable marketing. So now it’s best-in-class content management. We also do some other MQL marketing or digital marketing based on keywords, et cetera. But we’re driving people to have engagement with Asure. The other day we had a sales kind of quarter two in review and the average customer in some cases is engaging with us 6, 7, 8 times where they’re looking and consuming our content and then making decisions to go with us around a program.
