Alan Stewart: Sure. Yes, this is Alan. So it’s a great question. I mean we haven’t increased our actual prices for about 3 years. That was when we went from $65,000 to $70,000 a mile. So going from $70,000 to around $75,000 is appropriate for us to do right now. As Ralph mentioned, that was for tier for larger cities, the ones that we would call Tier 1, 2 and 3, we do believe it is still important for us to keep the Tier 4 and Tier 5, which are very small cities, normally only doing 1 to 2 miles at a price where they currently are. So I think overall, we continue to have price increases several hundred thousand dollars a year because those that are even paying less than the MSRP right now, get a 3% to 5% increase in those cases per year to the get to the MSRP. Now those that are even at the MSRP will be getting a little price increases. So it’s all good in terms of actually helping us grow the revenue and all that flows down to the bottom line as well.
Operator: Our next question comes from of William Blair.
Unidentified Analyst: First, can you add any color on the demand you’re seeing for bundled sales and demand for larger state level deals?
Ralph Clark: You want to take that Alan.
Alan Stewart: Sure. So I think the one thing that we know for now is that in terms of bundled sales that we have, we’re essentially just going with ShotSpotter the only product, we started doing bundling just this year really. We’re already seeing some increase in terms of the customers that are interested, not just one. Our sales team, their commission schedules are set up to do additional things related to bundling. So it’s positive for them, positive for the customers. we’re seeing some customers that are not only asking for 1 or even 2. Some of them are asking for 3 of our products. So that’s something that we have focused on. And in fact, even with SafePointe, although it’s generally a different TAM and additional things that Ralph mentioned in terms of commercial type customers, a lot of those, the ones that we have right now, police agencies, municipalities have relationships or have needs that need SafePointe as well.
So we do expect that bundling is going to be very positive for us and extending us certainly throughout ’24 and into the future.
Unidentified Analyst: And then one more for me. Did you see any further elongation of sales cycles in the quarter? And any additional information you can share on funding and budgets you’re seeing from customers?
Ralph Clark: Yes. So this is Ralph. I mean so we’re continuing to see a nice cadence of deal kind of pull through. It feels like the environment is very constructive. I mean we have a bit of a positive trifecta, if you will. The funding environment is very strong. Unfortunately, there’s a real measurable uptick around crime, violent crime in particular, that is now becoming increasingly vocalized I would say, by residents in the community. And at least with respect to ShotSpotter specifically, I’ll speak to that because I imagine that’s really the line of question that you have. We continue to really dominate the space. So we don’t deal with a lot of kind of competitive friction in our marketplace when someone decides that they want to do a kind of large-scale acoustic gunshot detection for a police department or city, we’re kind of the only game in town in many respects.
I mean we saw that with respect to the RFP we responded to in Puerto Rico that we’re showing up as the only bidder. And in certain situations where it isn’t sole source, and there’s an RFP, if there’s another bidder, we’re typically winning those. So we’re pretty encouraged by the sales cycles and the increased, I would say, pipeline deployment. I’ll just quickly add to that. We should not underestimate the power of NPS in the way as a company we lean in on Net Promoter Score because, in fact, a lot of our sales motion is generated from the strong referenceability that we have in the marketplace, where effectively, our customers are selling new customers because they’re saying, look, we’ve had a positive experience with this technology and the company providing this technology, you should try it too.
