I think there were large macro factors going on at the end of last year - the usual Q4 B2B services slump because of the Christmas holidays, but the usual Q4 "sign for next year to use this year's budget" didn't materialize from what I could see. Combo of recession fears and inflation challenges, and in the tech sector especially a lot of layoffs or fear of that. 2023 planning seemed like it was delayed in January/February. I've also seen what David mentioned, about longer sales cycles and more desire to negotiate on terms and pricing.