We also have best practices that address how we approach expense management to optimize flexibility while increasing selling capacity.

May 6, 2025 / CEO / receipt, needs a key / Gene Hall, CEO | earnings call 2025-05-06 | transcript 19f20261-0ad2-4649-8567-422151124d6f | chars 6969-7103 | segment 7

And I guess the factors that come to mind on the negative side would be, is T&E expense assumed to be fully normalized and GTS sales headcount growth, I think is probably assumed to be accelerating as the year unfolds.

Feb 8, 2022 / CEO / receipt, needs a key / Gene Hall, CEO | earnings call 2022-02-08 | transcript f9af5ddf-545b-4c60-a05f-46e037edf537 | chars 25800-26018 | segment 26

And you mentioned a lot of the various puts and takes that lead into that range, T&E being one of them, facilities being one of them, the speed at which we can hire and bring people on board being one of them.

Feb 8, 2022 / CEO / receipt, needs a key / Gene Hall, CEO | earnings call 2022-02-08 | transcript f9af5ddf-545b-4c60-a05f-46e037edf537 | chars 26597-26806 | segment 27

But I do think that will continue to ramp over the course of the year, and I think T&E will continue to ramp over the course of the year as well.

Feb 8, 2022 / CEO / receipt, needs a key / Gene Hall, CEO | earnings call 2022-02-08 | transcript f9af5ddf-545b-4c60-a05f-46e037edf537 | chars 30856-31001 | segment 31

And so we did have plans to have more travel and that hasn't panned out given the situation in the world.

Aug 3, 2021 / CEO / receipt, needs a key / Gene Hall, CEO | earnings call 2021-08-03 | transcript 57e04542-cf27-43de-a468-5949c1900adf | chars 22631-22736 | segment 23