We mentioned AstraZeneca being an important partner with whom we started on the deployment side. So, post market approval of PARP inhibitors, and now we are working with them on the discovery aspects, leveraging on the data we’ve gathered in particular in the context of the DEEP-Lung-IV study, but as well as the algorithms we developed in that context. And just to give you some tendencies right now, Tejas, in pharma, we are engaging with the top 20 pharma in the world, and the trends we see and the appetite for SOPHiA are very much related to our decentralized operating model, our multimodal capabilities, and one thing that we have not yet disclosed, I would say intensively, but on which we are working, which are liquid biopsy capabilities, such as what we are doing with MSK-ACCESS, but as well MRD testing.
So on top of what we highlighted to you in terms of guidance, indeed, we may have positive news from the pharma side that could increase our revenue growth in 2023 and beyond.
Tejas Savant: I know you’ve called out FX and some pandemic normalization on the churn and the net dollar retention metrics, but how did LTV to CAC look for 2022? Still trending above 3x or so? Ross, I think you mentioned something about sort of strategic decision to let smaller price sensitive accounts churn. Is that now largely done? Or do you expect to do more of that over the course of 2023?
Jurgi Camblong: Before I let Ross answer to you on those specific metrics, indeed, it’s the opportunity for me as well to remind that we had a strong growth in Q4 despite actually challenges with FX, even that most of our revenue is being borne in currencies which are not dollar and that we report our results in dollar. So, on Q4 2022, on a reported basis, we grow 22% versus Q4 2021. Excluding COVID analysis and excluding constant currency, we actually grow 44% in Q4 2022 versus Q4 2021. Right? So, strong growth. And to your point, these FX headwinds are as well indirectly affecting some of our metrics like MDR and so on because they are being done on reported bases and not on constant currency.
Ross Muken: On the other two metrics, so LTP to CAC, that was around 4 times for the year, so still well above €“ that’s signaling to us as well that those were €“ obviously, keeping our customers, we’re growing them effectively, and our cost of acquisition, which is obviously important as we think about path to profitability, remains quite attractive. We actually recently added a new head of marketing from outside, actually, from the technology space. And I’m pretty excited about what he could bring to the table as well to be able to accelerate particularly on the land. I think there €“ obviously, there’s still a lot of places, particularly in NorAm, but also in other parts of the world where there’s quite a lot of opportunity. So, again, we’re really looking for sustainable growth. And that’s a sign that we’re still doing that in quite a healthy way.
Tejas Savant: And the customer churn? The deliberate customer churn, Ross, any thoughts on that? Is that sort of done now?
Ross Muken: I would say, for the most part, right, so some of that is related to COVID. So, if you think about some of the small customers that started in next gen sequencing, so they use a grant to get a sequencer, they began in COVID, and had hoped to transition to oncology or rare disease or others, some of them didn’t make it, I would say. Or some of them weren’t able to shift. And so, ultimately, there, we obviously allowed some of them to leave. And then, you can also think of areas like Turkey which we’ve called out, which has obviously been a pretty challenged specific country and region for us, where there was pricing in that country that just for us, fundamentally, didn’t make sense relative to the long term of the business.