Patrick Goepel: Yeah, Rich. Good question. Around the marketplace, there will be — how we look at it, in general is, as you think about kind of the needs of employees and employers, one of the example that we recently announced, Earned Wage Access, which if somebody is punching in and they don’t get paid for two or three weeks, giving them access to money that they work prior to receive. We think it’s going to be probably an everyday occurrence or won’t be seasonal. W-2s, for example, with the Intuit and with the H&R Block primarily, it will be around a first quarter kind of revenue initiatives. So we kind of contemplated that in our guidance. I think you will see more announcements throughout the year of marketplace. When I look at the Equifax deal it took from announcement, I believe, in April to August 31, it took us somewhere around six months to get started.
So we’re still in the early days. We think we have a lot of potential. We’re probably not as refined yet to have the seasonality of the marketplace. But we will give guidance each quarter throughout the year. And what we see in the first quarter, we feel real comfortable with.
Richard Baldry: Okay. My second one, the you talk a bit about the sales team you have to start this year? Maybe contrast it to last year in terms of tenure, capacity or the pipelines they have, how they’ve been able to build those and this sort of to give us an idea of how that strength in organic can continue on the sort of per employee per month baseline business? Thanks.
Patrick Goepel: Yeah. No, I appreciate it, Rich. And I’m going to give a shout out and we’ll get them on a future earnings call. But El Goldstein, our President has done just a wonderful job of really building out the sales team and really adding kind of an art and a science, and we just came off about a month ago, our sales kickoff meeting. But really enthused. I think the biggest difference is, one, just by numbers. We’re close to 90 sales reps now. And there’s sales reps we want, and they want us and we’re excited about. I think the retention of the sales force this year and they’re having success that second and third year of tenure leads to big productivity improvements. Obviously, some of the products in the bag, I alluded to tax filing and ERT — ERTC processing, HR compliance, the marketplace we’ve gotten some big kind of productivity gains based on those areas.
So when I refer year-over-year, to me, it’s the tenure of the sales force, more products in the bag, more technology enhancements. And then, as I look for pipeline where we had a really strong fourth quarter and pipeline is not slowing down. We’ll have difficult compares compared to the previous year, but we have a lot of momentum going on in the sales organization.
John Pence: Yeah. And I would add, Rich, just one other thing. You’ll see it in our IR deck, and we’re going to be out at different conferences over the next few months. But I think it’s a pretty big refresh in terms of the way we’re kind of explaining the business. I think it’s we’ve been prophesizing it, but we’ve got it now kind of better in the deck. I mean we’re not just a traditional ECM sericite anymore. I think we’re trying to obviously continue to do that, but really, really start to talk about biz dev and some of these different opportunities that add revenue streams. So if you take a — take a look at it, we’re happy to follow up with you and talk about that deck, but we spent some lease of time kind of really rebuilding the story. So I think that — if you focus on that, that might also help.
Richard Baldry: Great. Thanks. Congrats again.
John Pence: Yeah. Thanks, Rich.
Operator: Thank you. And our next question comes from Eric Martinuzzi from Lake Street Capital Markets. Your line is now open.
