Amanda Long: Sure, so I can talk a little bit about that. So we have a, and I think it’s important to note first, right, this is actually not a new capability for us, we have a pretty mature and long standing cyber competency. But the area that I was referring to, that I talked about at the beginning of the call, is really in and around part of our business that we’re seeing mature pretty quickly, which is that spacecraft solutions, so not only being able to do to not realistic reverse engineering work and vulnerability analysis on componentry. But also to be able to do simulation, right and modeling associated with potential, whether it be offensive or defensive security postures and monitor that. Now on an on-going basis, some of the things that we’re seeing as well is that, as we all know, right, cybersecurity continues to be one of the great challenges for a wide variety of industries as we go through the fourth industrial revolution.
A lot of these systems and sets of hardware were just not set up with the level of rigor, right, that is going to be needed as the threat landscape continues to mature. And so we’re doing more and more work in what I would describe as kind of vulnerability assessments as a service. There is a large platform manufacturer that we’ve worked with on that and we’re seeing additional chances. But the area where I guess I want to kind of focus and educate around is that we have a pretty unique competency and being able to do end to end reverse engineering and full scope, vulnerability work. That is not something I have seen in a lot of other companies all the way through the process of being able to actually work with physical hardware new extraction analysis.
So I hope that’s helpful. But that is where we have some superpowers.
Param Singh: If you compete with, like traditional defense contractors, or cybersecurity companies would be more often displacement for you in this vertical?
Amanda Long: It’s a good question. I think, in in the face that we work in, right. So particularly focused, if I focus first on the face press solution, right, that’s a pretty distinct solution that we have a partner, red wire around, right that we’re doing that work. And as it relates to some of the kind of broader vulnerability work that I mentioned, in the reverse engineering work, I would say we do see a level of competition from both sides. Most of the — this is pretty kind of special superpower services work to and requires pretty highly talented and skilled individuals who live along the technology pipeline that we’re using for it. So we do see some competition in the kind of more traditional contractor world too. Does that answer your question?
Param Singh: Yes, absolutely. That’s really helpful. Thank you. Maybe one last. The commercial revenue, I know you haven’t broken down, but previously, big issue, some are outlined, the percentage of revenue that would come from commercial, that would increase over time? Is that some sort of guideline or number embedded in your 2023 guide? Now, as you think you can add 10% would be coming from commercial, is that a better number of different understanding trajectory for that piece of the business?
Amanda Long: It’s a great question. So we, we continue to see the commercial business show promise, right, our pipeline is great, right, we’re continuing to see that grow. We have not broken it out specifically. Because we’re still kind of below that 10% threshold for us. But I think 2023 is going to be a great year for it.
Param Singh: And then, just on the on the margin front. I’m looking at a number that seems like you’re seeing the margins gross margins was lower or maybe you can give me some clarity why that’s taking a little bit of pressure here?
Julie Peffer: Yes, actually, let me take that one for you, Mandy. I would say honestly, any what you saw in Q4 was pretty close to what we’ve been running slightly below what we’ve run all year. The anomaly is the year-over-year comparison. And last year, there was a kind of a onetime year-to-date catch up that happened in Q4 that caused the sandy margins to look a little bit out of sync with everything else in the fourth quarter of last year. So when you look at the comparison, it looks odd. But I think what you see in Q4, although right at that 2021 level is what we consistently ran through the C&E segments.
Param Singh: Got it. Okay, that’s really helpful. Thank you so much. And then at what level of revenue you think, you could probably get an EBITDA breakeven.
Julie Peffer: It’s a great question. But I mean, our guidance is, that we’re going to, basically our target is between 155 and 170 on revenue. And we think that that will be really aligned with our guidance of negative single digit negatives in millions EBITDA. We’re going to do everything we can to continue to focus on our cost structure and be very diligent and how we can take costs out and focus on that where we can, but we’re not going to, we’re not going to do the wrong thing. We’re going to make sure we have enough investment opportunities so we can take advantage of this really unique opportunity in our lifecycle where we can make those investments as necessary. So, I think that’s where we need to be right now. And that’s, that’s our guidance for the year.
Param Singh: Got it. Thank you so much, guys. I’ll get back in line.
Julie Peffer: Thank you.
Operator: Our next question comes from the line of Vivek Balani with Northland Capital. Please proceed with your question.
Unidentified Analyst: Hi, I’m Vivek on for Mike Lattimore. I have three questions. The first one is — hi. Yes, my first question is how many salespeople do you have? And do you expect them to grow this year?
Amanda Long: Yes, I was going to say I just I want to make sure I heard the question right. Are you asking him how many salespeople we have?
Unidentified Analyst: Yes.
