Sales and marketing expense for Q4 was 10 million compared to 9.4 million in Q4 2022. The increase was mainly due to increased staff and associated expenses. Compared to Q3, sales and marketing expense increased by 9%, based on headcount and year-end incentive compensation. For the full year sales and marketing expense of 37 million compared to 31 million in 2022, the increase of 21% was driven by higher headcount and associated expenses, as well as increased travel.

Feb 28, 2024 / CFO / receipt, needs a key / Jeff Porges, CFO | earnings call 2024-02-28 | transcript 6bb3f3a5-ecc7-44a0-b0f0-e364a717660e | chars 15838-16309 | segment 16

Travel and lease expenses have also increased, and we expect quarterly G&A to be relatively stable through the balance of 2023.

May 4, 2023 / CFO / receipt, needs a key / Jeff Porges, CFO | earnings call 2023-05-04 | transcript 24cb78e6-ebf1-4687-b840-6cbcc2e8691e | chars 10651-10778 | segment 11

The increase was mainly due to higher staffing and increases in associated expenses as travel resumed compared to 2021.

Feb 28, 2023 / CFO / receipt, needs a key / Jeff Porges, CFO | earnings call 2023-02-28 | transcript 73ca6163-cfae-4c4e-bcfe-7ad6636acaa4 | chars 9696-9815 | segment 9

Travel costs have also increased compared to 2021.

Feb 28, 2023 / CFO / receipt, needs a key / Jeff Porges, CFO | earnings call 2023-02-28 | transcript 73ca6163-cfae-4c4e-bcfe-7ad6636acaa4 | chars 13417-13467 | segment 13