Steven Mah: Great. Thanks for taking the questions. Can you give us an update on the time lines on the rapid sterility offering? It’s been in beta testing for some time now. And then also have you been getting any early inbounds on the rapid sterility offering from either new or existing customers? And can you discuss the impact on how you think about your sales funnel in 2024.
Robert Spignesi: Yes, Steve, thanks for the question. It’s Rob. So we have not given a time line on rapid sterility. We have mentioned in the past couple of calls that we’re increasing our focus on commercialization. So we’ll let — that should be a bit of an indicator of kind of how we’re tracking through the development process. Development has gone well. We’re incredibly encouraged in what we’re seeing as far as our internally generated data, feedback from our beta customer and it’s given us the confidence to focus increasingly on commercialization activities. As I mentioned, we’ll have a more significant and robust update for everyone next quarter. And we’ll be excited for that discussion. With regard to inbounds, we’re not commercially — it’s not being commercially marketed currently.
So clearly, there is interest in a rapid sterility offering. We’ve done meaningful voice of customer work and believe we have the right features and benefits and value proposition that this market is looking for all under the umbrella and ages of our Growth Direct System with data integrity and full automation. So we’re very excited about the commercial potential for the system. But again, we haven’t been marketing it, and we’re not in that mode right now, but more to follow as we move through time here.
Steven Mah: Okay. Yes. Great. Thanks for the color. A question actually for Sean now. On the ASPs, it looks like they’ve normalized in Q3 versus Q2. Maybe you can discuss some of the trends there. And then a question maybe for Rob. Do you expect to have to give multi — some — either promotions or discounts. Is that going to be part of your sales and marketing strategy?
Sean Wirtjes: Yes. Hi, Steve, it’s Sean. Are you talking about systems specifically?
Steven Mah: Yes.
Sean Wirtjes: Yes. So I think — and this may lead to Rob’s question, so he’ll have comments, too. Yes. So I think we — I wouldn’t necessarily tie it directly to multisystem deals, but we obviously look at strategic customers. There are times that we will do certain things for specific customers from a pricing standpoint to either get them on board, kind of get them on the team. That happens with some variability, so that can impact how ASPs move from quarter-to-quarter. So I would say that’s clearly not the norm. We’re happy overall with where we are in ASPs this year. And our expectation is we’re going to continue to look at opportunities to move them up as we go forward.
Robert Spignesi: Yes, Steve. So I think as in many markets with the higher the volume opportunity, the price will be an area of focus. And one of the elements of our business is moving through as we become a larger and larger piece of enterprise discussions and enterprise rollouts especially in big pharma. We will engage with the procurement teams and have those discussions about price and volume. So that’s in the ordinary course. As Sean touched on, we’re — we watch ASPs carefully, and we’re happy with where we are and where we’re trending with them. And we always endeavor to make sure we’re getting paid for the value that we provide. But certainly with larger enterprise rollouts, the pricing is going to be a bit different than a smaller one-off sale for sure.
Steven Mah: Okay. Great. Thanks. That’s helpful. And if I can sneak one last question. You guys talked a lot about your marketing activities with your demo labs in Germany and in Massachusetts. When I look at the — your sales and marketing spend, it looks to be relatively flat from 2022. How should we think about sales and marketing OpEx going forward? Is it going to be sort of a steady state? Or is that going to be increasing? Thank you.
