Joseph Griffith: Yeah, I think a few different pieces there, Dan. Yes, we did reference to stepping up throughout the year, we see some continued pressures here in Q1 and Q2 on placements on the device side, both with kind of our ZipChip and REBEL devices, but also the timing of some of the new product adoption and placements on MAVERICK and MAVEN, especially with MAVERICK as we start to get the evaluations out there with the customers. It may take a few weeks. We’re excited by some of the conversations we’re having with MAVERICK, but the timing is probably Q3 and back half. So seeing some of that accelerated growth as we go throughout the year, more in the back half on the bioprocessing of products is assumed in the $52 million to $54 million range.
Daniel Arias: Okay. And then just on the handheld side and the funnel that you highlighted, what are you looking at in terms of a mix of bigger enterprise deals versus smaller ones, 10 to 20 system deals? Just trying to think about how the order book could build if we put it in sort of baseball context and think about triples and home runs versus singles.
Kevin Knopp: Yeah, I think, Dan, it’s a good mix. I mean, when we think of our funnel, we think of it as the smaller opportunities called pilots. We’ve got a hundred plus units in that stage of the funnel and that’s across 16 accounts up a bit from 2022 and then our enterprise accounts has expanded about 25%, so those are the larger deal opportunities that you spoke of that that could be those 50 unit large or an addition to a previous large opportunity. What I think it’s been really great to see is that, while we’re always going to be dependent on some larger opportunities for a given year, we’re also seeing more diversity in the pipeline develop. That’s across the state and local accounts where you might see opportunities now that aren’t just a single unit, but could be a high handful or a bit more in some unique cases.
But then internationally, we’ve seen us progress from about 20% of sales last year outside of North America, and — sorry, for 2022, and then for 2023, about 25% of sales. And importantly, if you dig into that a little bit more, we’re just seeing that diversity in the size of those opportunities, seeing more larger opportunities develop outside North America as well. So I think we’ve got a healthy mix there, but we are dependent on large deals as well.
Daniel Arias: Okay. Thanks so much.
Operator: Our next question is from Jacob Johnson from Stephens. Please go ahead.
Jacob Johnson: Hey, thanks. Good morning, guys. Maybe starting with a question on the cell and gene therapy side, I’m just curious, you’ve got two partnerships, Terumo is using MAVEN, Cellares is using MAVERICK. I’m just curious why they’re using different instruments, maybe it’s different unit operations, but I’m curious about that. And then maybe two, as we think about that market, how do you think of the opportunity for MAVEN versus MAVERICK, kind of the greater opportunity in cell and gene therapies?
Kevin Knopp: Yes, I’d be happy to cover that. I was super excited to announce another collaboration there with the leading cell therapy developer and manufacturing Cellares, being very integrated and bringing them in line monitoring of some of these key cell culture parameters and lots of potential we believe in that space and getting designed in and partnered or co-marketed or otherwise connected to these leading innovators in the space, including Cellares and Terumo and others we’re working on, but we haven’t yet announced. We’re super excited about that. As you know, there’s a lot happening in the field at this time, and we believe we’re bringing a strong value proposition across our set of products, including for our online and in-line connected where you’re doing real time monitoring without the risk of sampling and with reduced labor.
And that benefit allows for immediate corrective action and maintain sample integrity and reduce risk contamination. So lots of value there. In the case of MAVERICK, really looking to be compatible with their cell shuttle system and be fully integrated and be a scalable platform forum. Obviously it’s quite an automation product that they’re developing there. And MAVERICK with its scalability of today, a couple of key process analytes, but also some attributes. And then they open backend for people to do their own modeling and machine learning and other algorithm development on it. It’s a broad set of capabilities, but the price point is different than MAVEN. The price point is more in the $100,000 versus in the $25,000, $30,000 range for our MAVEN.
So MAVEN brings the glucose and lactate measure maybe more direct and applicable to a lower CapEx deployment where this could be more mated with that. So I think it also brings those same attributes, but it’s more enzymatic based and it’s just a compliment across that portfolio. So I think there’s a lot of good things there that are being developed. We’re also, of course, continuing our efforts on our REBEL development. We are continuing to make sure that we’re throttling and managing our R&D expenses, but we’ve also made great progress there over the last years as part of that portfolio build out. And REBEL and its future versions, including the online version, are very important to us. We’re not currently planning to launch our online-capable REBEL this year, in the year 2024, because we really want to meet the market where it’s at.
We do have online capabilities of REBEL connected in our in-house fire reactors and fermenters, and we’ve been selectively showcasing that to customers, and some of those customers are seeking to engage and put it in their labs for 2024. But we really do feel that with MAVEN and MAVERICK and that broader set of products, we have everything we need in place with near-term opportunities, and we are being selective with our R&D, and we’re a little more focused on the incremental rather than next generation advancements for 2024. But lots of continuous progress across the products with REBEL included and the 2024 model of the REBEL is definitely a more capable and broader machine that addresses just analytics, data analysis, more than our first incarnation.
So we’ll keep that up.
Jacob Johnson: Thanks for that Kevin. You managed to answer my plain follow-up. So maybe go to a different direction then. Joe, when you talked about the gross margin outlook this year, I heard you mentioned kind of pricing as part of that. Maybe here’s kind of your thoughts on how you’re thinking about pricing this year?
