Tiger Tyagarajan: So I’ll start off and I’ll talk to you. I’ll turn it over to BK at the end of it. So it will expand at a normal cadence throughout the year based on the historical patterns, right? So it will expand also as we have the revenue that will earn in on the growth that we have in the business as we’re projecting. But yeah, you’re right. We’re holding our dollar fixed costs relatively constant. And what we’re doing with those additional monies is we’re putting it into the business quite notably in terms of investments that are staged throughout the year.
BK Kalra: And what I’ll add, Ashwin, and thanks so much for your comments earlier. Yes, we are investing to grow. And we always have. Are we infusing more? The answer is yes. But as we go along, we will inform more about — as I understand, as I listen from clients, I will inform you more about our thesis. But clearly, we are wanting to invest to make sure that growth stacks up at or above market rates.
Ashwin Shirvaikar: And BK, that’s sort of where I wanted to go with my next question. You mentioned that you have on your schedule meeting 100 plus clients in the first 100 days. That period obviously started already. You’ve met a number of clients. Could you share maybe some granularity, what sorts of commentary you are getting back from the clients with regards to your capabilities where you might need to incrementally invest and perhaps even thoughts on M&A?
BK Kalra: Great question again. So look, I’ll say three comments, Ashwin. Point number one, more broadly, clients still are seeing the uncertain environment and that’s what you see in our macro comments that Mike alluded to. Point number one. Point number two, very quickly, every conversation certainly has componentry of Data and AI, which wasn’t the case just six months ago, eight months ago. And therefore, a lot of conversation is about transforming them, front-to-back transformation, and thinking about, hey, how do we generate value, not just in a particular function, but across the Board in the sectors we operate in? And I think we have demonstrated to them in many number of ways. You take an example of a recent press release that we did for Advantage Solutions, where we announced a partnership with Advantage Solutions, a leading provider of sales and marketing services in consumer goods space.
And we are delivering to our front-to-back solution along with Salesforce, our AI-led decisioning process for them and it is one of the larger deals that we announced recently. So conversations like these are taking shape in a more significant way. And like Mike earlier alluded to, we are constantly looking in our pipeline from an M&A standpoint to purchase our capabilities while staying disciplined on the various pieces of M&A, as well as integrating them. But really exciting time for us. We believe we are ahead in the AI conversations and really feel excited about our capabilities and the ones that we are going to build.
Ashwin Shirvaikar: Thank you. All the best.
BK Kalra: Thank you.
Operator: Thank you. And one moment as we move on to our next question. And our next question is going to come from the line of Bryan Bergin with TD Cowen. Your line is open. Please go ahead.
Bryan Bergin: Hi. Thank you, and Tiger and BK, congrats again. My first question, BK, I appreciate the details you shared here on the sales simplification and the DTA leadership consolidation. Those really seem to center more on driving consistent growth execution. So I wanted to ask you about your view on the cost side of the equation. I understand you’ve got growth investments you’re going to lean into here. But are there any structural changes in the organization you may also be considering to improve profitability?
BK Kalra: Thanks, Bryan. So look, I think, I’ll answer that in two parts, and Mike, feel free to chime in. Point number one, are we constantly focused on improving profitability? The answer is yes, yes, yes. You see that in 2023 and you see that consistently over the last five years, six years, seven years, year-on-year and you see the cadence improving. So we have acute focus on improving profitability while clearly investing to grow and ramping our topline growth. Point number one. Point number two, as we go through the cycle, we will constantly evaluate how to invest our dollars. And also, at least for this year, we are thinking if we are able to grow better, we want to stay in the range so that we are investing to grow.
Mike Weiner: Yeah. I’m going to parse into the two things, right? BK hit it really well when you talk about what we’re trying to do in the 2024 guide about reinvesting in our business. But one of BK’s mantras in the organization is, we are an AI first company, right? So what does that mean? He is pushing every functional area, my own included in finance, on how we can adopt AI solutions embedded in our own organization that will drive cost efficiencies, as well as production efficiencies, and we can be our own test cases for that. So I can foresee ourselves in the future years being able to leverage that from a productivity and cost perspective. But for 2024, we’re going to take all of those efficiencies that we’re having and we’re just at the beginning of many of them, and we’re looking to plow a lot of them into it and we have a laundry list of investments to execute on, all really supporting our capabilities that will ultimately result in an increased level of sales.
