Nima Ghamsari: Thanks Amir. We’re exiting this quarter focused on maximizing the value we deliver to our customers and optimizing our business to be a lasting partner for them for the future. I am incredibly proud of the progress we’ve made on our 2023 priorities and the execution towards our profitability goals. We’re even more excited about the opportunities ahead of us and I look forward to sharing the evolution of these priorities with you all early next year. As a preview, you can expect to see the same effort on capital stewardship, innovation, and operating leverage that you saw from us this year to continue to stay in focus in 2024. While the outlook for origination mortgages may be uncertain, we continue to build our business to excel throughout any macroeconomic cycle and we’ll continue to optimize our model to allow us to emerge through the cycle as a stronger organization. With that thank you again for joining. Bryan, we are now ready for questions .
A – Bryan Michaleski: Thank you, Nima and Amir for your remarks. We’ll now turn to the Q&A portion of the call. [Operator Instructions] Our first question comes from David Unger from Wells Fargo. David, please go ahead.
David Unger: Hi. Can you hear me?
Nima Ghamsari: We can hear you?
David Unger: Okay. Thanks. Appreciate the time today guys. So as we look ahead to 2024, I just wanted to think through a couple of things. First, I wanted to focus on head count planning seeing some great progress in terms of OpEx saves. Particularly, I just had to learn about the go-to-market team and the focus there in terms of cross-selling strategy et cetera I’ll start that question. Thank you.
Nima Ghamsari: Yeah. David is that a question about head count or does our overall strategy and where we’re focusing next year on the main market side?
David Unger: Head count planning, I know we’ve seen sales across the different lines, but the go-to-market team has been doing a great job and particularly interested in that strategy in sales and marketing.
Nima Ghamsari: Yeah. It’s a good question. Just to step back a little bit, in vertical software companies like Blend almost all of our success has begotten by other success. And so the first job of the go-to-market team is actually to ensure success of existing customers because those customers end up becoming the references for other banks and lenders to sign up with Blend. And whenever you release a new solution like Blend Income or Blend Close or consumer banking product, they become the first ones to want to sign up for it. So first and foremost, go-to-market is always around how do we make sure our customers are getting a lot of return on investment, are really successful and we have a great relationship with them. And then it’s looking for opportunities to help grow and improve their business.
And it could be the next product from blend that we’re offering or could be market feedback they’re giving to us. And so we’ve kind of designed our go-to-market team around making existing customers extremely successful, turning those in the case studies, turning those into upselling growth. And I think that’s the same formula we’re going to do for the next end number of years. As long as we have more product growth ahead of us, which we think we do that’s the same formula do going forward and 2024 will be no exception.
David Unger: Okay. Great. Thanks. And then obviously, the mortgage market is challenged. But just looking at the MB forecast it looks like hopefully this is the trough year. Just wondering the pipeline trends you’re seeing with banking customers looking into next year? Thanks.
Nima Ghamsari: Actually, I mentioned that we have 60 opportunities in my prepared remarks that are in flight right now. It does range the full spectrum of IMBs to mortgage companies to credit unions to banks homebuilders. But I’d say the majority of where people are looking to transform is in the deposits and consumer loan space in the bank. And so we’re seeing opportunity across the board. That’s where we see the most opportunity. Deposit growth is so important for banks and credit unions right now given the market. And so that’s where we’re getting a lot of the primary revenue growth for next year.
David Unger: Thanks, Nima.
Operator: Our next question comes from Dylan Becker from William Blair. Dylan, your line is unmute. Please ask your question.
