Anja Soderstrom: Okay, thank you. And I understand that you are cutting some of your workforce, but how does that help the sales team, are you still hiring and expanding there or are you just taking a step now and focusing on what you have?
Nate Swan: Yes, so from a sales force perspective, we are definitely focused on hiring the sales . We were up approximately 11% last year, so a double-digit growth in the salesforce as George noted. We’ve got a record number of quota-carrying reps coming into this year, and our plan is to expand quite double-digits more like mid-single digit rates and we’re really looking very hard at productivity enhancements as we go through the year, in-line with our planned growth.
Anja Soderstrom: Okay, thank you. That was from me.
George Colony: So the question — it didn’t really – under the reduction in force really did not impact the quota-carrying adjust not at all.
Anja Soderstrom: Okay, thank you.
George Colony: Thank you, Anja.
Operator: Thank you. And I show our next question comes from the line of Vincent Colicchio from Barrington. Please go ahead.
Vincent Colicchio: Yes, thanks for taking my questions. George, could you give us more color on the complexities involved in the transitions. I suppose, some things that had happened that were unexpected. Any color would help?
George Colony: Yes. We decided when we launched Forrester Decisions that we would continue likely products on for — going to end up in three years. And the complexity is primarily, as I mentioned in my remarks that, this complexity was really around the smaller tech vendors, and their — they were not as prone to make the transition as we had predicted and put in our models. So it’s really our intention that you have to appreciate the problems in the tech industry generally, as in terms of funding and also venture money because much tighter is the Europe, as the Europe pushed onwards. So that’s my answer, Carrie even give you another answer that’s the primary complexity that we saw in 2022. You have answer here?
Carrie Johnson: No, I had the same answer. Although the goal and the design of Forrester Decisions needs to go a bit higher in both our target audience and target customer base, in terms of places where we would have the opportunity to sell the new products, and also cross-sell and enrich on that existing products. So we did expect some long vendor churn as a result of that, but I think the macroeconomic conditions contributed more to some of the complexity than we expected.
George Colony: I think the good news is that many of the large tech vendors are more than 50% migrated to Forrester Decisions and those are actually very complex conversations with the — you can imagine the Microsoft’s of the world, who have been buying from us, using our research in a certain way and now Forrester Decisions is a little bit, 50-degree pivot there. But the good news on that those conversations are going well, and we’re — again we’re 50% through those.
Vincent Colicchio: And when you — I assume you’re trying to attract new clients obviously with the FD approach, so to speak, so, are you seeing — did you hit your expectations in the quarter of signing up new FD clients, what does that look like?
Carrie Johnson: Sure. It’s Carrie. We did, I mean, as you suspect the majority of Forrester Decisions sales do come from our existing base, that’s by design, but we’re very pleased with our new business results over half of our new business bookings in the year or to the new platform. Very pleased with that progress as well. So we’re happy with both new business and the renewable side of it.
