Tony Boor: And Rob, this is Tony. We’ve got – we’ve had an intense focus on renewal and customer satisfaction and obviously, have made big investments on that side of the business over the last few years. And the nice thing we’re seeing thus far is renewal rates have been improving, inclusive of the price initiatives that we’ve rolled out. So that’s where we’ll keep a very close eye as we’d expect to see as pressure potential on discounting with price increases and then renewal rates are the two key focus areas as we watch those over the coming year.
Rob Oliver: Okay. Okay. Great. Yeah, thanks for that color, Tony, Mike. Really appreciate it. Very helpful. My other question, Mike, is for you around EVERFI. You called out in your prepared remarks that large deal, I think you said it was the largest deal, some 6 and 7 figure ARR deals, really exciting. I mean I know street was excited when you guys made that acquisition, there were some kind of speed bumps along the way. Can you just give us an idea of where we are now with EVERFI in terms of how you feel about kind of the business relative to your expectations? And then any more color on that deal would be helpful. Was that an existing Blackbaud account? Was in – is there a cross-sell potential? Maybe talk a little bit about that deal. Thanks, guys.
Mike Gianoni: Yes, sure. So EVERFI throughout the year last year, we had some higher attrition, call it, the first half of the year in sales. That’s all settled down. The sales team has settled in, much lower attrition on that team. We’ve closed some nice deals in the back half of the year with EVERFI, we announced a few of them, like one main financial and center for audit quality. For example, the deal I referenced in my prepared remarks was a – a lot of our customers don’t like to name them, so we don’t. But that deal I referenced was a multi 7-figure ARR contract. So the substantial deal that they closed with a customer. The pipeline looks good in building in Q4 and Q1 and this year. We’ve done a great job on integration there as well.
So we’ve really integrated well with the departments and in functions that we wanted to translate into – took out a lot of cost, given our scale. It’s had really good progress. Tom was driving that, the founder. We integrated the VERACROSS business because we’re selling to the same customer base. So I’d say rough start to the front half of the year, pipeline building, close some good deals in the back half of the year last year and a pretty good pipeline outlook this year as well.
Rob Oliver: Great. Very helpful. Thank you, guys. Appreciate it.
Mike Gianoni: Thanks, Rob.
Operator: Thank you. Next question is coming from Kirk Materne from Evercore ISI. Your line is now live.
Kirk Materne: Yeah. Thanks very much. Mike, can you just talk a little bit more in detail about just sort of the bookings strength that you noted in the fourth quarter, anything in particular in that product wise? Can you give us a little bit more color on that start? Thanks.
Mike Gianoni: Yeah, sure. We saw good bookings year last year. VERFI again slower, but them aside, the rest of the Blackbaud business, we exceeded our original sales quota for the year, finishing up the year, really strong fourth quarter, so across the product portfolio, pretty strong. And we beat the original number we set in our budget in January of ’22. So we feel really good about how the year ended up. We consolidated global sales under Dave Benjamin, who reports to me and is driving our consolidated go-to-market. Pipeline looks good this year. So we feel really good about much lower attrition in sales, really solid leadership team, beating the full year number last year. We didn’t see a slowdown in bookings, and we see a good pipeline starting off the year this year.
