I mean, there is some additional marketing that happens in social media and on the website of a retailer’s e-commerce site, but from the majority of these subscriptions are consumer subscription is going to be sold in stores. So, what we are realizing it does take a little bit longer from once the client signs the contract until they have all their ducks in a row to launch. But we’ve been focusing on getting our larger retailers. So, we haven’t necessarily focused on our largest MSOs yet because we want a little bit more time to prove out what we’re seeing from subscriptions, but we are definitely moving upmarket in terms of the prospects that we’re calling on the clients that are signing contracts and the programs that are launching. The two programs that are launching in the next couple of weeks have consumer databases that are much larger than the ones that we have in place.
So, — and we have more on the docket that are coming through in the next couple of months. So, again, we believe that in 2024, we’re going to see substantial revenue growth in subscriptions. We’ve been pretty conservative in our projections as we thought about them for next year, but we believe that there’s a really substantial opportunity there as we start getting larger clients interested in running these programs.
Scott Fortune: Got it. Thank you for the detail. I will jump back in the queue.
Operator: Thank you. Please standby for our next question. Our next question comes from the line of Casey Ryan with WestPark Capital. Your line is open.
Casey Ryan: Thank you. Good afternoon everybody. So, I’m wondering if you can give a little clarity or color about with some of the customer weakness as a geographic enough to call out? Or do you say it’s just national and sort of consistent across states? I mean we are impacted, right, by certain states, maybe contributing more to the market currently. And sort of what do we make of newer states that are seeing sort of good activity. Do you also see that — like we’re seeing good activity in states that have come online and doing well — and that kind of thing? But I’m curious if you could add a geographic layer to the commentary?
Jeff Harris: Yes, sure. So, I think in terms of the customers that we believe are struggling and struggling financially and struggling to be able to meet their financial commitments. Yes, I wouldn’t say it’s completely concentrated in a few states, but you are definitely seeing states like California, states like Colorado that have retailers that seem to be struggling more. You are not necessarily seeing the same struggles in the Northeast. And on the East side — in the Eastern half of the Mississippi, you’re seeing more of it on the West, and you’re seeing it more from the more mature markets that have been around for a while, where there are just a lot of stores and there are struggles in those geographical markets. But I would say California is a market that we’re seeing it, I would say, Colorado is another market that we’re seeing it.
To a lesser extent, we’re seeing Oregon and to a lesser extent, that we’re seeing Washington. But I would say it’s primarily focused on states that have been around for longer that have a larger group of retailers that are competing with each other and on the West Coast. So, on that, we’re seeing that in terms of states that seem to be doing well, where we seem to be — New Mexico seems to be doing very well. We’re seeing a nice pickup in activity there. We’re seeing a nice pickup of activity in Missouri. So, some of the newer states that are coming online, stores seem to be well-funded, and we seem to be doing well both from a customer acquisition standpoint, but a customer retention standpoint as well.
