Richard Danforth: The importance of it is, it’s a new vertical for us for our SaaS products. We hadn’t been in the utility market, we now are. And how many utilities there are just here in the United States. So it’s a great opportunity for further expansion of our SaaS products.
Martin Yang: Got it. Thank you very much.
Richard Danforth: Thank you.
Operator: Okay. Our next question comes from Chris Tuttle with Blue Caterpillar. Please state your question.
Unidentified Analyst: Yes, I had a couple of questions. Thanks guys for taking them. Just one thing, you talked about sales productivity, and I wanted to ask in the coming fiscal year, do you expect to be able to increase quotas to be able to get higher yield from your existing sales staff?
Richard Danforth: Yes. They already have those quotas.
Unidentified Analyst: Okay. My next question is just on competition. It’s been a few quarters now that you guys have been kind of on a roll able to replace some competition in your core areas. And I’m wondering, have you seen any kind of reaction from those competitors either in terms of pricing or different tactics, or is it just a case where they’re €“ you’re still below the radar and they haven’t really felt the need to respond yet?
Richard Danforth: The sale cycles are typically long, so seeing a reaction is delayed. I would €“ I would argue that we are definitely on their radar screen for certain. We’re definitely winning, winning more, winning a higher percentage and that’s all our mass communication software, a GEM product line. In the evacuation SaaS product we enjoy a position that we’re the only provider of that right now, and I’ll highlight this again but the cross-selling and up-selling of mass communication software integrating the evacuation software and then also into the integrated Mass Notification System. We saw a lot, as I mentioned in our remarks 13 counties in California alone that were able to up-sell and no other company can do that.
Unidentified Analyst: Got it. And my last question for now is just a little bit longer term we’ve seen some interesting things happening in the prediction of some of these natural disasters, particularly in California on the earthquake side, and disaster planning is a well worn area that that people have to engage in. And I’m just wondering what €“ what kind of thoughts do you have and what expectations might investors have around partnerships that you all might look to forge in kind of a disaster planning, more forward looking kind of area where getting in front of these things can be a major help in saving lives and making things turn out better?
Richard Danforth: Yes. We have several partnerships in place now. I think you’ll see; I know you’ll see some additions of significant providers that will also be on our platform. And you’ll also see that at least here in the state of California we have an initiative going with the ShakeAlert system. So I think we’ll continue to grow on that.
Unidentified Analyst: Okay. Well, great. Thanks a lot guys, and congratulations.
Richard Danforth: Thank you.
Operator: Okay. And our next question comes from William Bremer with Vanquish Capital. Please state your question.
William Bremer: Yes. Hi, good evening Richard, Dennis.
Richard Danforth: Hi there.
