Mark Schappel: Great. Thank you, that’s all for me.
Operator: Our next question is from Parker Lane with Stifel. Please proceed with your question.
Parker Lane: Hi, guys. Thanks for taking the questions. And congrats on the strong results here. Brett, multi-location is an area you’ve talked about as an intriguing growth driver of this business. And I know you’ve discussed some innovation you’re bringing there. But curious if you can talk a little bit about go-to-market there and how that differs from the single location or traditional approach that you’ve had?
Brett White: Sure. So, we have a different team, a totally separate sales team that focuses exclusively on multi-location. Not surprisingly, multi-location is a longer sales cycle. And so really, the trick there is to make sure that you have got the product to support that market. And then once the product gets there, then going out and either developing or further nurturing the pipeline. And I think we have got, as I mentioned, our new kind of next-gen user experience, we are rolling that out to select customers this month, and we will be getting feedback there. So, kind of the first half of the year, I have been talking about how we have been working on multi-location products, and we expect that the second half to start dropping some releases that were meaningful.
And so that’s starting to happen. And we are very excited about that. So, as these products roll out, we get traction, we get good feedback from the customers. We make any tweaks we need to, then we can really lean into demand gen and the go-to-market activities on the multi side. And also, I mentioned that we had just signed an agreement to integrate quite deeply with the Dentrix Ascend platform. That’s their cloud version of their practice management software, and it’s particularly focused on multi-location. So, that’s very exciting for us as well. So, I think we are kind of steady course and speed on building the product and then developing the pipeline for our multi-location business. And I think we are in a good place there.
Parker Lane: Got it. And one for you, Alan. You have accelerated three straight quarters now. At the same time, you are not far away from breakeven in terms of absolute dollars. I know you are not guiding to ‘24, but how should we think about that pace of margin expansion, the achievements of breakeven on a sustainable basis? Is that something that we should expect next year?
Alan Taylor: We will continue to see margin expansion. We have said in the past, Parker, that will – longer term, Weave is a 75% gross margin company. The trajectory that we are on, you can count on that continuing, although the rate may slow a little bit just because we are balancing our strong desire to grow with our absolute commitment as well to move towards profitability. And so we will continue to balance that with a preference for growth, and that’s the way that we are looking at 2024.
Parker Lane: Understood. Appreciate the color there. Thanks.
Operator: Our next question is from Michael Funk with Bank of America. Please proceed with your question.
Michael Funk: Hi. Thanks for the questions. So, I appreciate the comments you made on increased demand from in-person and digital events. I also know you put a lot of effort into the sales force revamp. So, any additional color on sales force productivity? How the newer salespeople have ramped up and how that’s contributing to gross additions?
Brett White: Sure. So, this is Brett. We have made really significant progress. And this is, I think – kudos to the sales leadership team and the model that they have put in place. The time to – for sale, the time to ramp for sales reps today, I think is about half or maybe a little bit less than half than it was, say, a year ago, which is what gave us the confidence to start adding sales capacity starting at the end of last quarter and then throughout this quarter. So, in individual efficiency, the sales organization is getting more efficient. But when you add new reps that are not yet ramped, the aggregate efficiency kind of stays flattish. But they are really executing well. And pretty much all of the sales metrics individually, based on ramp reps, has improved pretty much every quarter. Alan, would you add anything there?
