Koji Ikeda: Mike, hey, Tony. Thanks for taking the questions. I had a question, just wanted to go back to the workforce kind of reduction rebalance news for this morning. Just wanted to fully understand exactly what you meant. You – I jot it down 14% headcount reduction. Is that the right numbers to just kind of use the 3,600 total employees reported in the K and 14% less, is that right? And then when you think about reallocating our resources, you did say that your sales capacity is fully staffed. So are you thinking about maybe moving some other people into sales capacity going forward? And how are you thinking about hiring this year from a timing perspective? Just trying to get a sense of the overall workforce capacity today and where it’s going over the next 12 months?
Mike Gianoni: Yeah, sure. So what you’re seeing is we’re getting a lot more scale and efficiency in the business. That 14% is from the last year. So it’s Q3 of last year to now is the 14%. And those numbers that you mentioned are right on. So we’ve had some reductions kind of across the Board. Our onetime services revenue, as you know, is a much smaller percentage of total and that revenue has been falling. We’ve taken on some partners that do implementations and onetime services for us. So we’ve needed less resources there with less hours. We also focused on span of control and layers and things like that throughout the year. We had some really good integration with EVERFI with corporate functions and a few other areas. Some areas we’ve added like in engineering, our attrition is way down.
And then go forward, we’ll continue to add if we have some attrition in areas like sales. We don’t plan on reducing in customer facing roles like that. So we’re just at a point where we’re able to get a lot more efficiency out of the business. Four less data centers to manage for colos The build on AWS and Azure is getting pretty big for us, but those are single kind of data center environment platforms, and so it’s less complex, having four less colo data centers. So I would look at it as a combination of bringing in VERFI reduction in data centers, getting more scale and efficiency out of the business, and we’re able to make that happen and continue growing the business as we plan to.
Koji Ikeda: Got it. Thanks, Mike. And just thinking about kind of 2023 here, looking at your target verticals you got a bunch. And I wanted to ask you the question of which verticals are you maybe most excited as contributors to growth for 2023 versus others that you may view as particularly more challenged this year?
Mike Gianoni: Yeah. We – if I just look at last year’s bookings, we were pretty strong across the board. And remember, we sell to a lot of verticals, but we have a lot of products that go across the verticals, the same products, right. So we have our core fundraising solutions and transaction systems, fundraising CRM platforms, online digital fundraising platforms and some others that are sold to all those verticals outside of the corporate marketplace. So we’ve had a pretty strong product portfolio representation in our bookings last year. We’re not overly concerned about any vertical. There’s still a big need in our space for modern cloud solutions. There’s still a lot of white space out there. And we’ve got some pretty good cross-sell opportunities in areas like K-12, in the corporate impact space between YourCause and EVERFI related to cross-sell.
