The brand new customers still just take time, right? Like we’re looking at, I don’t know what it is exactly, but three months to six months, right? So there is just a process to convince people and so on. But if you have a relationship with online and you have a joint steering committee and you’re meeting every quarter. And you can kind of boot up a new deal under your existing legal agreement. It’s just a decision to spend money. — right? When we do a new deal, by gosh, right, it’s a whole it’s all the negotiations, right? So we like to get that kind of umbrella deal in place and then it makes things on average faster, but you kind of see a bimodal depending on whether it’s a current or a new customer on timing?
Mark Massaro: Great. I look forward to ferments and I’ll see you next month.
Jason Kelly: Yeah. Please do come out. Yeah. It’s going to be a good one.
Anna Marie Wagner: Thanks, Mark. All right. Gaurav, I’ve opened up your line. Go ahead.
Unidentified Participant: Hey. How is it going? I hopped in a little late, so apologies if these were covered. Just two quick ones for me. First, it looks like bulk of the new 2022 programs were AgBio and pharma. It seems like this will remain the case in the near term in terms of those 2 end markets really comprising the most of the new programs. Are there any attractive relatively untapped end markets to look for that can creep in more materially and contribute to new cell programs in the midterm?
Jason Kelly: Great question. I don’t know. I mean this is one of these things where I think we benefit from being a platform that we don’t have to be too certain of where that’s going to be. Like if you were acquiring the clock 3 or 4 years ago when we actually did that Cronos deal like, I remember Canada was made legal in Canada and suddenly like biotech for cannabinoids was on fire. And there was a lot of interest start-up companies, 18 things happening. And we could just flex into that even back then, right? And now we’re substantially more flexible than we were three or four years ago to move to where the action is. So I have like my personal thoughts probably, but like to some degree, it doesn’t matter, right? Like what I’d rather make and go able to do is go wherever it is, and then we just watch, right?
We don’t have to try to predict it. But I do think you’re seeing at least on the like as a consequence of COVID, you are seeing countries wanting to shore up critical infrastructure like onshore or like I think it’s called like, I don’t know, whatever, friendly country shore basically — and it’s changing where certain activities, like, for example, API manufacturing is done. So you might see opportunities in API manufacturing that just weren’t there a couple of years ago, not because of like particularly on the economics, but because countries are putting their foot on the scale to make sure they have access to critical drugs in the event of a more polarized world, as one example I could think of.
Unidentified Participant: Got it. Thank you. And then just a last one, just a quick one for me. It seems like — I think it was on Slide 20, right? Of that $200 million of milestones or potential milestones between 2021 and 2020 that you guys racked up in terms of the pipeline. Have any of that been realized? Or is it still early days?
