Jack Abuhoff: So on the services solutions side, on the AI side, we’re about at the same number that we last shared. We’ve taken down the number quite a bit on the Agility side. And a couple of things went into that decision, first of which was in the beginning of the year, we were having a hard time retaining people very specifically in one of the sales offices that we put up. It was €“ there was a labor shortage. That was pretty well known. We were in Austin, Texas, where a lot of SaaS companies were, and they were overpaying, as far as I’m concerned, for talent. And we didn’t want to play that game. So what we decided and said was, let’s be good stewards of capital. Let’s not play the game of overpaying for talent. Let’s instead work with a smaller number, and we’ve had great success retaining very talented salespeople in others of our offices.
Let’s retain them. Let’s work on it. Let’s build a sales organization that has very much a data-driven approach to sales and to optimizing our customer experience and build from there. And I think that’s proving to be the right decision. As we look out at Agility, and we kind of see what’s going on now, we see new logo booking up 83% year-over-year, our net retention going from the 90s up to 100% now. Significant performance improvement relative to the number of demos that we do that end up in closed sales going from like 18% at the beginning of the year to 33% now. So with that, we will, I believe, see acceleration in growth. And it’s always easier to throw logs on a fire that’s burning strongly. So that’s kind of where we are.
Craig Samuels: Right. So I don’t remember the last numbers that you had. Can you share them for services? Going back in time, I seem to remember, it was like 6 or 7. And on the Agility side, you had a target of 110, and the last numbers I have in the 67 zone. It’s been a little while. Can you actually share the numbers?
Jack Abuhoff: Sure. I think what we said was we had 9 folks, quota-bearing executives in the services solutions area. And then we had a combination of about 90 people, 42 quota-bearing people in Agility and another 37 BDRs. We’ve €“ in Agility, we’ve reshuffled those numbers pretty considerably in terms of the mix and the workflows, and we brought that number down quite a bit. I don’t have the current number to share with you. Happy to do that off the call when I go get that, but we brought that down, and we’re getting the performance off of that smaller cohort which is, at the end of the day, what it’s all about.
Craig Samuels: Right. And then on the 9 service sales reps, I recall from, again, this is probably 2 years ago, the
Jack Abuhoff: Craig, sorry, I think you dropped off.
Operator: One moment, I’ll reconnect Craig.
Jack Abuhoff: Okay.
Operator: Craig, can you hear us?
Craig Samuels: I can hear you. Are you there?
Operator: Okay, your line is live.
Craig Samuels: Not sure what happened, but…
Jack Abuhoff: Yes, Craig, I’m not sure what’s happening.
Craig Samuels: I had asked about the productivity, and I seem to remember about $1.5 million of quota per service AI sales rep. Is that still consistent with where you guys are today? Or has that number gone up or down?
Jack Abuhoff: Yes. So I think we put that out there where they average the €“ in the services and solutions area, the quotas are actually derived from the account assignments. So depending upon the accounts that people are working on there, they can be fairly significantly different from that. They can be much higher than that. And an entry-level person who’s kind of building his account base can be lower than that.
