Brad Reback : That’s great. And then one quick follow-up. I know it’s still really early in sort of the adoption curve across a lot of these newer products. But do you have any appreciable data yet on higher retention rates for customers that are consuming more of these nontraditional HCM products?
Steve Beauchamp: Yes. I would say that higher utilization, both in terms of the number of products that they use and then how much frequency their employees are logging in does translate to higher retention. It is a small difference. Quite frankly, there’s a lot that goes into retention, right? The service elements are really important as well. But overall, we have historically segmented the customers based on utilization and number of products, and we’ve seen the customers who take advantage of the broader suite staying with us a little bit longer.
Operator: Our next question comes from the line of Bryan Bergin with Cowen.
Jared Levine: This is actually Jared Levine on for Bryan. In terms of the demand environment, was there any change in 2Q or through January in terms of the pace of prospective client decision-making.
Steve Beauchamp: Yes. I can start with that, see if anyone else wants to add color. I think we were really happy with our sales results for the first half of the year and into our very busy January selling season. That’s obviously what allowed us to be able to raise the year and so both top-of-funnel activity in the larger end of the market, our core marketplace and even down market has been pretty strong. We definitely are seeing the modern suite the newer capabilities, the video product, community, survey, LMS, all really resonating even in a post-COVID environment where — our clients are dealing with hybrid workforces. They’re dealing with the demand more flexibility. Gen Z continues to grow in the marketplace. And so we would certainly credit to the combination of service and differentiated product as to our success that we’ve had so far.
Jared Levine: Okay. Great. And then in terms of your client conversations, has the ROI and the payback period of your offerings increasingly become a focus with prospective client conversations? And how do you generally view the typical payback period with the average client?
Toby Williams: Yes. I think — so maybe a couple of different points on this. I mean, there’s no doubt that with the type of product, the type of software that we’re offering in the market, there is an appreciable ROI that comes from both modernization and automating what would otherwise be manual tasks for folks. I think though, the core of the value prop that we’re really focused on from a client or from a prospect pitch standpoint is really around the breadth of the platform, focusing on the fact that we do have the most modern platform in the industry and talking to people about what we can deliver from a value proposition standpoint that is certainly with the core of payroll, certainly with the core of the HCM suite, but really getting into all the things that we’re offering that really go beyond the traditional HCM suite, whether that’s things like community or what we’re doing with the modern workforce index as we continue to expand the product set with things like Community Plus, what we’re doing with video surveys and LMS really getting towards engaging with employees and giving clients the ability to engage with their employees in a more modern and differentiated way.
So I think that’s really the core beyond an ROI conversation of how we’re having those types of client or prospect conversations in the market.
Operator: Our next question comes from the line of Terry Tillman with Truist.
