The operating leverage in sales and marketing is a result of more efficient customer acquisition and more rapid scaling of our customers through our three-phase business model and reductions in travel and office expenses.

Nov 16, 2020 / CFO / receipt, needs a key / Dave Gold, CFO | earnings call 2020-11-16 | transcript 97c68758-82fe-41de-aaa5-76367235dc69 | chars 16630-16851 | segment 16

As delivery and maintenance of our platforms have become more automated, we are realizing greater efficiencies in developing new features and functionality across each of our core platforms, including the modularization effort Sean discussed, allowing us to reap savings in areas such as travel and related IT expenses.

Nov 16, 2020 / CFO / receipt, needs a key / Dave Gold, CFO | earnings call 2020-11-16 | transcript 97c68758-82fe-41de-aaa5-76367235dc69 | chars 17125-17444 | segment 17