Chad Cooper: Next question from Peter Levine from Evercore. Can you give a little bit more detail on the sale of the consumer business? How do you value it? And who would be the ideal buyer?
John Collins: Yes. Peter, I think we’ll have to wait for the PR on the eventual transaction, which, as I said in my prepared remarks, we expect later this month. I can say in terms of how it’s valued, clearly, a multiple of EBITDA is the way that, that works, and you’ll see more details soon.
Chad Cooper: Follow-up question from Peter. What gives you the confidence that you’ll see an inflection point in Q2? And what are you factoring in for macro headwinds for fiscal ’23?
Robert LoCascio: We took a pretty conservative approach to bookings and retention rates to create the model and then to get to a cost structure that we could guide to. So I think we feel like there’s upside from here. It’s going to be interesting. On the macro side, obviously, we deal with the enterprise. And the enterprise has slowed down, but they’re holding budgets. Like Q4 normally for us is a very big quarter because people, they want to spend the money that they had in their budgets. And this year, they didn’t, they kept it. However, what’s going on with the strategy and what’s going on with all the stuff on AI, it’s an open field right now. I said we’ve done — it’s like 200 demos we’ve created already. We just had a packed event.
Our largest customer is in the U.K. and it was a packed house. We had — we did an online seminar, 600 people showed up. So there’s a lot of action right now because the enterprise wants to use this to automate a bunch of, obviously, business processes that they have. Whether it’s customer care, HR, I feel like it’s kind of an open season for demand right now.
Chad Cooper: Follow-up question from Zach Cummins. Can you speak to the current sales capacity and plans to reorient the go-to-market motion in the coming year?
John Collins: I’ll start. And Rob, maybe you could — I’ll pass to you to say something about pods and how we’re thinking about bringing our technology team closer to customers. So just high level, in terms of quota capacity, we will end the first quarter with approximately 115 quota carriers. So a slight increase over the prior quarter.
Robert LoCascio: And then we’ve taken our — we have a base business of 100 of our largest customers, which is — I think it’s a very high percentage of our revenue. And now we created this thing called , which are pods led by product heads led by the guy who — co-founder of BotCentral. And now they — we’ve invited in those 100 customers to come into the pods, and these are engineering and product lines. And I think it’s going to change the game. The one thing I’ve not liked about B2B sales motions and service motions is you have a lot of layers connecting with the customers who are not always product or engineering people. And they’re very important as in I think getting new business, opening up new opportunities, but they’re also dealing with what we call account management.
