Drew Spaventa: Yes, I think it’s exactly what we said. I mean we put the first five out really at the very end of Q4. So there was a tremendous amount of learnings as we got back from the holidays to process. And then there were improvements that we wanted to make across the board. So it was kind of slowing down for the first part of the quarter and implementing some of those improvements. And as we think about kind of the ongoing nature of those continued learnings and putting additional systems out, it’s just going to be a slower moderated deployment for the first half of the year, and then really putting the gas down in the second half. It’s — there’s nothing more to it. It’s really just taking learnings, applying them and improving the entirety of the experience of building an instrument, deploying it and getting customers up and running.
Daniel Brennan: And is it more on the building? Or is it more like when you place a box in the customer’s hands, is it like they’re taking longer to ramp it, and they need to be instructed on how to use it? Or just what’s — like any specific examples about, like, what it is these learnings are focused on?
Drew Spaventa: Yes, I don’t think we want to get into specifics. It really is broadly kind of everything. There’s different parts to bringing a complex instrument up internally. There’s still improvements we want there, there’s improvements on the installation and customer bring up. And then there’s also improvements on the system itself. We have F3 in early access right now that’s more broadly becoming available in the quarter. We have system upgrades and software upgrades in process. So there’s upgrades across the board that we’re applying, rolling in and thinking about how we want to time different improvements or upgrades and processes or systems with the next wave of the systems.
Daniel Brennan: Got it. Okay. That’s helpful. So the ASP, should we be using something in the 250 range or below versus were we using something higher? Like what’s the right way to think about the ASP going forward for the G4?
Dalen Meeter: Yes. Hey, Dan, this is Dalen. ASPs were actually in line with kind of where we were expecting them to be. I think from a revenue standpoint, you have a couple of things happening. For the first three systems here that got accepted, we gave some consumable credits and extended warranty. And from a revenue recognition perspective, the value of those kind of credits gets carved off, deferred and will be recognized in the subsequent period. So ASPs were about in line with where we thought they’d be. There was some discounting kind of for, I guess, the early part of the launch here. We would expect that to change and become a little bit more favorable for us here as just the system gets more established in the market.
But really, it’s kind of those two things impacting kind of the revenue side of things. From a COGS standpoint, if you look at margin, there was a little bit of higher cost associated with kind of that white glove shipment, installation and additional training service. So kind of all combined, those are kind of things impacting ASP and margin.
Daniel Brennan: Great. And then the funnel well into the triple digits. Any color on, again, like what constitutes the funnel? And I mean it’s a big number. Just again, you’re not going to give the specifics on all of the details, but just how do we think about that funnel?