Operator: And our final question comes from the line of Daniel Jester of BMO Capital Markets.
Daniel Jester : Great. Just on that comment about Beti, Chad, can you update us what percentage of the base has Beti at year-end?
Chad Richison: We’re around 50%. It’s about where we were when we reported in November, as clients go through year-end, there’s different objectives for both them and us as we’re onboarding clients. Beti does require a conversion of process on the side of the client as it is going to change how their employees utilize the system. There’s a detailed conversion type plan that we go through with every current client as they choose how and when to deploy. But we’re continuing to meet out there with our clients. I would also say that your larger clients are deploying it a lot quicker. Current clients are deploying it a lot quicker than what your smaller clients — current clients might be deploying it as a point that I would mention once more all businesses of any size, whether they’re small or large since July of 2021 have been sold and converted into Beti. So we’re really talking about our current client base that we had prior to that.
Daniel Jester : Great. And then just lastly, and you touched on this a couple of times about sort of the upmarket success and opportunities. As I think about sort of how you’re investing to attack those opportunities. Is this strategic, i.e., that you’re devoting more resources specifically because you think there’s more opportunity upmarket? Or is this tactical in which kind of year in and year out, you’re deploying resources and maybe 1 year, you see more opportunities smaller and down market and another you’re seeing more opportunity in the upmarket, so you can be sort of tactical with those sales investments.
Chad Richison: Yes, I’d say it’s a little bit of both. And one thing I’ve been saying for quite some time now, our industry shifted. It shifted to leverage employee usage to help the client. When employees use the product correctly, the client has less exposure and liability around this process, which paying employees, providing them benefits and everything else. I mean that carries some exposure, even how you have an employee applies for a job. And so I believe that all these — the self-service technology has really been helping the client. The reason I say that is this, when it comes to an employee, Jan Smith, whether Jan Smith works at a 30 employee or whether Jan Smith works for a 10,000 employee in regards to how they work with HCM and payroll products it’s substantially the same as far as the needs that Jan has.
So what I would say is we’ve stayed very focused on the employee and an employees and employee regardless of which company they work for. Are there some things that a larger company we just know we’re going to run into that’s going to be different than what we would run into in a company that might have 150 employees? Absolutely, there’s some changes in that. And I would say that’s where more strategy comes into play as well as making tactical moves to make sure that we’re able to provide the back-end experience that they’re looking for. But I will say the more that we’re doing at the employee level, the less you’re having to do on the back end because a lot of the things you’re doing on the back end is to make sure you’re not having issues with the employee data and/or if you do, you’re having to fix it.
