Sales and marketing have increased from 10.8% of revenue to 12.7%, mostly due to the increased number of quota-carrying sales reps and timing of trade shows and other expenses, which tend to be higher during the first half of the year.

Jul 24, 2023 / CFO / receipt, needs a key / Dave Wood, CFO | earnings call 2023-07-24 | transcript 2aa65da3-a66a-42da-8f68-424f2b45be5b | chars 14887-15122 | segment 15

Costs such as travel and trade show expenses are also beginning to come back into the business, especially here in the US post-COVID.

Oct 26, 2021 / CFO / receipt, needs a key / Dave Wood, CFO | earnings call 2021-10-26 | transcript ac2b9dea-c962-4130-b5d8-1a02a6e23969 | chars 17978-18111 | segment 18