Unidentified Participant: Okay. Thank you.
Operator: Thank you. Next question is from the line of Jeff Silber with BMO. Your line is now open.
Jeffrey Silber: Thanks so much. You talked about moderating the hiring of sales force, but you’re still going to make some investments. I’m just curious, given what’s going on in the market, especially in the real estate area. Is it easier to find salespeople than it was maybe six to 12 months ago?
Scott Wheeler: Yes, I would think so. Yes, we — on a number of elements. One is that we’ve been through a large hiring stage. And so our own processes and ability to identify the right candidates has increased. I think the candidate pools that are seeing tightening up in other sectors and reductions in staff and other sectors are helping us find good quality candidates. And anyone that’s selling digital products can be effective for our sales forces on the information side. And then, we’re getting better at not only the Canada identification, but then the onboarding and the training and the coaching as we bring in these cohorts. So starting from the market side, all the way through the pipeline, it’s getting easier. And so adding another, let’s say, 100 folks in 2023 versus the 300 we added last year seems like a layup for us now, but there’s still a lot of work to do to onboard and make sure all of the 300 are getting to be productive and contributing members to that strong revenue growth and then to replace the ones that inevitably, there are some that won’t be able to pass that hurdle and we’ll know that within about six months and then we replace and move on.
We’re definitely in a place where we can be selective, and we definitely are a place where we’re able to meet our hiring goals. And it’s not just on the sales side, it’s in the software development side. It’s in the research side. It’s in — throughout the company, we’re seeing it’s much easier to hire now. At the same time, we’re retaining people simultaneously. So that’s a good place to be in because we are able to put together the absolute highest quality team that you’d want to put together with the ability to hire and the ability to retain right now.
Jeffrey Silber: Okay. I appreciate the color. Thanks.
Operator: Thank you. Next question is from the line of Stephanie Moore with Jefferies. Your line is now open.
Stephanie Moore: Hi. Good evening. Thank you for the question. I wanted to actually just — I wanted to touch on €“ it might be helpful to hear what you’re seeing maybe from some of your end customers, what you’re seeing in terms of customer sales cycles, if that has changed at all as the year progressed and into this year. Thanks.
Andrew Florance: I think that the sales cycle in Apartments.com has gotten faster as the markets eroded. I think that the sales cycle and CoStar is a mix because you’re selling to so many different sectors when you’re selling into lenders or to big corporate users, that tends to be a more deliberate longer sales cycle process. The ownership side is similar on the LoopNet side. I think that it’s not so much about sales cycle. It’s more about it takes about six to nine months before the LoopNet salespeople really get their sea legs and understand digital marketing and commercial real estate. So it’s more of a ramp-up thing, but the sales cycle itself in that — in LoopNet, I think, is pretty fast. So we’re not seeing anything in the — the only place we’re seeing something change fundamentally in sales cycle as apartments and it’s shortening.
Stephanie Moore: Understood. Thank you so much.
Operator: Thank you. Your next question is from the line of Joe Goodwin with JMP. Your line is now open.
