Richard Baldry: Thanks. So getting back to the partnership idea, as you are scaling up now and driving so much more revenue per client, how about the opportunities to partner with non-traditional players, like, the agencies themselves who, I think, they are battling for mindshare and the ability to do targeting versus the larger players like Google or Facebook. Is there we — we saw them talking on a panel at your user conference, are there ways for those to really expand into a deeper partnership to go-to-market with? Thanks.
David Steinberg: First of all, thank you, Rich. Yeah. I mean it was not a coincidence. We had the Presidents of the largest U.S. holding companies at Zeta Live this year. We see the agencies as our partners. And we have, for quite some time, the difference is what’s changed is, the elimination of Apple’s IDFA rippled through the efficacy and modeling of most of the agencies’ ability to focus on social media. And at the same time, I think, you have got a big contingent in the agency world that are very nervous about pricing power from Google and they are looking for alternative partners to scale with as it relates to that. So we have made our living direct to enterprise, it’s still the vast majority of our revenue. Even when we partner with an agency, we have a deep and very meaningful relationship with the underlying client.
It’s not like the agency just as here go forth and conquer. It’s we come in together as partners to that enterprise and we work lockstep. It is a very exciting growth opportunity for Zeta. It’s something we are spending a tremendous amount of time on. And I would say that the time I have personally invested into this segment of our business has been bearing some fruit, which we think could bear additional fruit going forward. Also I will point out, we did mention, we have 300% growth in our CTV business. There’s a lot of linear TV that’s going to move from linear to CTV over the next few years that today sits in the control of the agency holding corporations. So we feel we are very well positioned to partner with them and help them to do a better job for their clients in lockstep.
Richard Baldry: And last one for me would be, you walk through how the headcount leverage has been pretty extraordinary over the past few years in terms of its slower pace of growth and revenue growth. Do you have any concern that if the topline keeps growing as fast that does that you could end up a little stressed on the service delivery side and maybe that’s a way to talk about how much of what you do is automated versus high touch? Thanks.
Chris Greiner: I think you hit on a really good point. I mean, our customers use and love our AI and we are using the automation inside the company has become more efficient. So I think that’s part of A of why we feel comfortable with what we are adding in terms of capacity for the requirements we have for our customers. The second though is, we have an impressive global footprint. So while total headcount over the last three years has only grown 5%, U.S. grew too, our global centers primarily in India and Prague have grown 7%. That gives us, not just tremendous operating leverage, but we have very skilled long-tenured leaders at those locations that have built an amazing culture and we can very quickly ramp up in resources. David, you and Steve ever built it, you should
David Steinberg: Yeah.
Chris Greiner: well know that.
