Rick Booth: There’s a seasonality effect, particularly in the small amount of professional services that we do have in our model. We completed a number of significant analytics projects for large pharma companies in the fourth quarter and we don’t expect that to recur in the first quarter. That’s a pretty consistent year-over-year trend within the Analytical Wizards business that we acquired last year.
David Grossman: Got it, okay. And then just one last thing, Rick. I didn’t catch the cRPO number that you gave. Do you mind repeating that?
Rick Booth: Yes. The cRPO number was — let’s see. Yes, cRPO, $183.5 million, up 18% year-over-year.
David Grossman: Got it. All right, great. Thanks again.
Rick Booth: Thank you.
Operator: Thank you. Our next question comes from the line of Craig Hettenbach from Morgan Stanley. Please go ahead.
Craig Hettenbach: Yes, thanks. Question for Robert. Just you talked about as some of the sales cycles have lengthened out, can you comment on if deals aren’t closing in the quarter, are you seeing them in the subsequent quarter? And as part of that, you also mentioned sales is adapting to this environment. Anything in particular that you’re finding successful in terms of their ability to manage through some of the macro?
Robert Musslewhite: Yes, thanks for the question, Craig. On your first question, I think — sorry, I know I forgot the first part of your question. I was about to answer the second part. Remind me the first part, Craig?
Craig Hettenbach: Yes, just the deals that have taken longer. Are they–
Robert Musslewhite: Yes, yes, the push deals. What salespeople always tell you is when it pushes, it’s coming in next quarter and I think experience would show that sometimes that doesn’t happen. So, when things push, we do get a lot of them back and we actually track a push deals list each month and each quarter that goes forward and then we re-project a month that it’s supposed to close and we’ve done pretty well on those. So, what we’ve kind of seen is a lengthening of the sales cycle but still being able to pull some of those through when the decision really is a push. I think what ends up happening sometimes is you kind of hear back from your team that it’s a push, but a push is a nice way of a client saying no, and so some of those don’t come through.
But in general, we have pipelines bigger than they’ve ever been. We do really look at those and apply consistent standards and take it out of the pipeline if it’s not going to be something that closes. And even with that pipeline cleansing, we still feel really good. So, that’s why we know we have the confidence that with a little bit of macro improvement, I’d expect the cycles to shorten again and to really start pulling that stuff through at the pace we had seen in the past before some of this macro impact. On the sales improvements, these are tactics that as the environment change, we’ve really pushed our teams to adopt across the board. And I’d highlight a couple of them. One is just deeper account planning. And that’s been really helpful and we’ve seen it yield a lot of benefits where we’ve started to do a better job of, take life sciences, where we have a lot of different solutions for clients.
