Sure. So there's a few factors that we typically look at. Naturally, when you look at pipe, we also look at pipe in the organizations that we're focused on in terms of coverage is an existing client. We look at the pipe connected to events like renewals, for example, because natural Pegasystems, Inc. (NASDAQ:PEGA) Q4 2022 Results Conference Call February 15, 2023 5:00 PM ET Kevin Kumar - Goldman Sachs Steve Enders - Citi Richard Poland - RBC Capital Markets Pinjalim Bora - JP Morgan Steve Koenig - SMBC Nikk ...