Randy Rasmussen: Yeah. And they’re like — they’ve all these hidden fees and stuff. It’s crazy. It’s crazy times.
Jessica Tassan: Got it. So does that mean we’re going to see more of this payback mix change over time as you get more attraction in that hospital side of the world?
Chaim Indig: I mean, Stephanie, I would say the reason we pointed this out is, if you remember, I mean, historically, we’ve talked about that percentage going down. And in fact, it’s holding in and was slightly up, Randy, right?
Randy Rasmussen: Yeah. It’s been fairly constant. Yeah, it is slightly up.
Chaim Indig: And we did think it would just go down as we enter the enterprise.
Stephanie Davis: All right. I’ll look for more of that hospital mix going forward. Thanks, guys. Wait, quick comments. Do you have anything on the EBITDA raised by less than the beat? Anything to read through there, just conservatism?
Balaji Gandhi: I mean one thing to think about is that our fiscal year-end goes into January. So one of the things that raises from expense is the employer taxes that we have to pay. That’s a significant bump up in the quarter-over-quarter just as we go into the — one month of our fiscal year is in a new calendar. So the basically, social security taxes and resets.
Stephanie Davis: Understood. Thank you.
Chaim Indig: Taxes are important.
Operator: Your next question comes from the line of Glen Santangelo with Jefferies. Your line is now open.
Glen Santangelo: Okay. Thanks for taking my question. Hey, Chaim, I want to dig in on this average number of client growth. If I look at the year in totality, in the first quarter you grew 33%, then you grew 40% and now you’re growing 42% this quarter. I just wanted to get a sense for you as to what’s driving that acceleration? Because it seems like a lot of other companies, not necessarily in your sector, but just more broadly, are starting to feel the effect of a difficult environment. Your numbers are accelerating here. And I’m kind of curious, is there anything going on here with respect to increased promotion activity or is it productivity from the recent hires or maybe anything shifting in the competitive landscape? What do you think is sort of driving that acceleration?
Chaim Indig: Well, look, so first and foremost, it’s the key, right? It’s — we’ve got a great product that offers a phenomenal amount of value, and in good times and bad people are looking for value. And we’re — and we provide it. We show it. Like there’s phenomenal ROI when you choose free drug. And so when there is — when people are looking at tightening budgets, they look for things that help them drive their business. That’s one. Second, the team has just executed really, really well. And I wouldn’t just say it’s the sales team, which is freaking done amazing. It’s been our SCRs who have, like, just been crushing it. It’s our implementation organization, it’s our CSM organization and it’s our product organization. I think it’s — the company is really just doing really — like, as a team, we’re doing really well.
And I just can’t say enough about it. Now we did pull it up. And so like I was wondering if people are going to ask a question because I do listen to what other people say, and I read the papers. And so I asked the team, I’m like how — and we watch it on a — and because I do watch it on a monthly basis, how our opportunity to close rates have been, and have we seen — because we’ve been — we actually do watch that metric. So Balaji, how’s…
