Model N, Inc.

we've built and brought to market, particularly things around 340B, state price transparency management, just to name a couple. And that has actually really helped us perfect and improve upon our cross-sell upsell motions in the customer base. And in some cases, we've seen SaaS transitions actually drive incremental usage and incremental product. um footprint in an account and in other cases the sas transition has been the catalyst to set up a multi-year roadmap with that customer to consume other products as they get live and in the cloud and then are in a better position to take new products got it and then just as a quick follow-up the comments in the prepared remarks about kind of sales cycle and you know i think up into this point you've been

mostly immune in terms of some more macro disruptions and headwinds, and just was looking for a little bit more context maybe around just the breadth of what you're seeing out there. Is it certain customers or anything else you'd call out in terms of how you're factoring in the macro to your outlook?

Yeah, I'll take that one as well, Craig. So, you know, obviously on every public earnings call these days and probably for the last couple quarters, companies are getting asked about the macro. And so for me, I wanted to just proactively address that topic. And I think the best way to maybe add a little bit more color for you is to talk a little bit about each of the verticals. And we feel that life sciences continues to be very healthy. It's been shown a lot of resilience through the pandemic and through the current cycle that we're in. You know, some of the things I hear from customers and industry people there are we've got this trifecta of compliance issues our customers are dealing with between the Inflation Reduction Act, state price transparency rules, 340B, etc., And so that vertical in particular, we feel, which is 85% of our revenue, is pretty resilient. You know, we did see high tech become a little more cautious in the first half of the year and, you know, heard customers saying, hey, we need to go through additional deal approvals to get a project launched. And, you know, we've heard that on and off throughout the last couple years, but it did seem that high-tech buyers in general had a little more conservatism in the first half of this year. You know, that said, we do, even in high-tech, we do see some nice green shoots, particularly in semiconductor companies that are benefiting from the semiconductor backlog, companies that are developing new innovative products that are in high demand. So, Again, us commenting on it was really to take the question proactively because we know it's getting asked of every company today and just wanted to proactively provide some color.