Chaim Indig: And we’re selling them and getting them to use, have a phenomenal amount of value from a lot of our new products. So I think it’s expand the footprint, but it’s also upsell and cross-sell, but I like to think about it as providing way more value.
Daniel Grosslight: Yeah. So you’re not weighted to the acute care setting for 4Q?
Chaim Indig: No.
Daniel Grosslight: Okay. Got it. Okay. What are your competitors in the life sciences advertising space noted last quarter that there was some weakness recently around pharma companies potentially cutting back on digital ad spend amid a pending recession? Obviously, you didn’t see that this quarter, but I’m curious what your conversations with the pharma companies have been like. And if you expect to see some cutbacks next fiscal quarter in the advertising spend given a pending recession.
Chaim Indig: I can’t comment about other companies. I can’t comment about our amazing team and the work that they’ve been doing with our life sciences clients. The feedback I’m getting is like things — they’re working really hard. We’re in the selling season, but I — look, I frankly think we have a bunch of areas where there’s significant competition for the inventory. And I think that the life sciences team has just been doing a phenomenal job of working with our clients and demonstrating phenomenal ROIs, which has allowed us to continue to grow. It’s not a question of like just the macroeconomics. It’s a question of, are we providing phenomenal value to all of our clients? And our life sciences organization has just done a great job of working with clients and demonstrating the lift and value of our platform. So we’re doing well.
Daniel Grosslight: Okay. Congrats on the quarter. Thank you.
Operator: Your next question comes from the line of John Ransom with Raymond James. Your line is now open.
John Ransom: Hi, there. Just stepping back when you guys decided to step on the accelerator last year and spend money to make money, if you will. What — now that we’re a year or so into this, what has surprised you, both good and bad? And what does not surprise you?
Chaim Indig: I don’t think we have enough time on this call, Mr. Ransom, for all the things that have surprised me and…
John Ransom: You got to do better than — you really have to do better than that. That’s all I got so far.
Chaim Indig: I think I have been — I think what’s been very interesting to watch from our vantage point is that our execution has been generally to plan. But I think I’ve been very pleasantly surprised on as we’ve executed the number and the amount of feedback and trust we’ve gotten from our investors and our employees. And that — as we continue to execute, the, like, size of relief we often get — and I think the thing that’s been very nice as we’ve gone through it is the support we’ve gotten from the investor community, and I really do appreciate that and from all of you on this call. I think that, that’s been — I don’t know if I comment that a surprise or not, but it’s been a — this has been — it was a very significant investment that we made. And obviously, we’re still in the middle of that journey, and we’re starting to show material improvements and success in that journey, but I’ve been very pleasantly surprised at the support we got.
John Ransom: All right. So you’re — just to kind of go one more level on to that, do you think the R&D step-up or the sales step-up has been more — and what has you learned from really accelerating your pace of that, adding new salespeople? Did you end up having to get more churn on the back end of that or have you proven that you can add more salespeople at scale and not have a diminishing return from the additional people that you added?
