David Coman: Yes, I would say that we’re being very intentional in our push towards Metasite as we believe that it offers the greatest level of differentiation for the company, and we’re seeing the greatest amount of demand for it. As we continue to move forward, we expect that to continue to be the primary vehicle for both pipeline bookings and ultimately backlog.
Christine Rains: Great, that’s really helpful, then just a couple short ones. What is the sort of implied cadence on the top and bottom line for your 2023 guide, and then if you’ve disclosed, can you talk about your renewal rate from existing customers and how this has been trending over the last couple quarters? Thanks.
Mike Zaranek: Yes, so in terms of the revenue guide, in our current plan we’re expecting more revenues in the second half of ’23 versus the first half, and just to put some context around that, that’s in excess of 25% higher in the second half versus the first half from a revenue perspective.
Operator: Thank you. The next question is from the line of Charles Rhyee with TD Cowen. Please proceed with your questions.
Charles Rhyee: Yes, thanks for taking the question. David and Mike, you mentioned, David, in the prepared comments about some new hires to help kind of kick start the sales efforts more. Can you just go over those again – I kind of missed a little bit, but also below that, what’s the mandate for additional hires in the sales force?
David Coman: Yes, so the new hires on the commercial front, we brought in a new head of inside sales and growth accounts and a new head of real world evidence. The inside sales and growth accounts, that’s being really intentional to identify and generate leads and close deals amongst customers that we don’t have a relationship with today. The head of real world evidence we brought in, I mentioned in the earnings call last quarter that I thought that that was a good opportunity for us and somewhat untouched, and so with the new head of real world evidence, I think that opens up the door for us for long term follow-up studies and we think we can close more of those. In regards to existing customers, we’ve shifted the business development organization to be very specific around mining the current relationships that we have, so that’s both amongst pharma and CRO partners which we continue to build relationships with.
Charles Rhyee: And beyond that, what’s the plans for adding to the bus-dev team? How many bus-dev reps do you have currently? I remember at one point, I think you were sort of in the teens. If you can just remind me of where we’re at and what’s in the guide, and obviously you’re taking costs down but what is your assumption for adding to that team as you move through the year, now that you have two new heads of groups?
David Coman: We don’t expect to expand that team dramatically as the year goes on. I think that we’ve got a solid team in place. It’s really more about taking the people that we do have and organizing them in the right way so we can be very intentional with demand generation, identifying new opportunities, mining those opportunities, and solutioning those opportunities ultimately to improve the win rates that we bring in. I think that’s the key for us, is to ensure that we are solutioning properly to make it clear what we’re offering, why Science 37 is differentiated and better, and closing more deals.
Charles Rhyee: Got it, and maybe last question for Mike, you mentioned to remember that in the first quarter, bonuses go out for qualified employees. Obviously you’re indicating if we’re going to model EBITDA loss, there’s an extra amount in the first quarter; but from a revenue perspective, any kind of directional guidance you can provide in terms of how we should think about rev rec, I know that to an earlier question, but maybe to the cadence that we should think about as we go through at least the first part of the year?
