Rudy Kessinger: Okay. And then, I guess, I want to be clear, one thing that you said you do expect growth to accelerate sequentially throughout the year. And so does that mean improving year-over-year growth in Q2 versus Q1, Q3 versus Q2, so on and so forth? And could you just maybe — some of these new wins, are these all kind of 6-figure-a-year revenue opportunities? Is the big 3 banks just the initial use cases? Like is that — does that push them into a 7-figure-a-year customer like the other large banks that you have? I mean, just what — and where should growth accelerate to by the end of the year?
Bryan Lewis: Look, I think that looking at that large bank, this should be just like all of our other large banks because there’s the same use cases, the same need. It’s just a matter of how fast do they get up and running. And again, they’re going to start with everything digital and their mobile apps and then roll everything into in branch in 2025. I think one of the things that we’re doing as part of our strategy is not chasing the whales is something we’re always seeing, and they take a really, really long time. But we’re also through our channel partners. And also, now with the simplicity of our tools to be able to integrate them, particularly in the digital world, we’re certainly making sure the sales team has gone after the singles and doubles as well.
So I expect to see that we’ll bring in $50,000 to $75,000 kind of deals with more frequency because they’re easy to bring up, while at the same time, continuing to grow the existing clients, adding some of the folks that should be 7-figure kind of deals. So a combination of things that we’re hoping for brings in a way less lumpiness to the revenue growth, make sure that we continue to land the big giant deals that are, I think, really important and prove how good we are, and at the same time, making sure the sales guys are bringing in stuff so that they make commissions and they’re happy and they stay. So that’s the whole point of getting the marketing right, the messaging right, more people to know who we are because I still say it, people think that everybody is the same doing ID validation, and we’re not.
And when they see how different we are, things move quickly. Always from the business side, we still have to go through all the InfoSec and those types of things. But it moves quickly when people realize what we can do that really nobody else can do, in our opinion, and they want us. So I think a combination of things are going to put us all across the board this year and the size of the deals that we’re bringing in. It used to be very big and sort of very small. Now we’re making sure that we get that mid-range as well.
Operator: Our next question comes from the line of Jeff Van Rhee with Craig-Hallum.
Jeff Van Rhee: Several here, maybe one to follow on Rudy there. In terms of the new signings, maybe you could just give us a swag of the ACV of contracts that are signed but not yet implemented as of Q4. Even a ballpark, put them all together, the majors that you mentioned, putting aside any churn or anything else, just the incremental value of the signs that you have in hand in ink. Can you give us a ballpark of that?
Bryan Lewis: What I’d be worried about is giving a number without having a better idea of whether they’re going to go live because that seems to impact things. We certainly plan on giving — so 2024 guidance on our next call is where we kind of expect to end out the year. So what I would say is I am very comfortable with what the ACV that I’ve seen just — and I’ll also say that my sales team only seems to sell smaller buckets to people that become very much bigger buckets. So it’s always, in my mind, an underestimation of what the ACV could really be. I’m comfortable with it in terms of what it means for growth for the year and where people — where consensus has some things. I’m very happy and comfortable with what I have seen signed and what I expect to be signed.
Jeff Van Rhee: Okay. Got it. And then maybe back to the scan reductions of 15% to 25% and then maybe accelerating a bit. How do you think about ’24? And what do you anticipate in terms of scan volume trends? And maybe just a little bit about what’s going on in those retailers. Not a lot of retail — well, there are some, but I mean, as a group, certainly not putting down 20% on the revenue line. So maybe you can parse that just a little bit. How much of that is due to your retailers closing doors versus just reduced economic activity versus potentially just people somehow finding a way around your solutions? Just maybe parse that to the dry you can and how you think about it.
Bryan Lewis: If I’m looking at the stores that are down — the retailers that are down the most, they’re the ones that you’re reading about because either they sort of lost their branding and people maybe didn’t want to — it just didn’t make sense to them anymore or they’re shutting down their stores and then looking at that. So what I’m seeing where they’re down is mostly — those large amounts is mostly those types of things. I think, again, retailers that kind of lost their way that we’ve all been reading about for a while. If I look across the rest of them, there are certain stores I think that have it right, and they’re up but they’re smaller. So their up doesn’t offset the down. But overall, looking at it, we take the big guys out, people are fairly neutral or slightly up.
So anywhere from 95% to 102% of where they were this time last year. So I think that there is definitely some folks who are thinking about, hey, should I be spending money now as well as — I think that’s what we’re seeing partially, but I think a lot of it is really just retailers who lost their way.
