Koji Ikeda : Hey, guys. Hey, Thanks for taking the question. I wanted to ask you a question on kind of the sales disruption out there. And just wanted to be sure, it’s — you called out macro a bunch of times. And I wanted to be sure that it’s not a competitive aspect too. There sure is a lot of noise out there from analytics competitors and the LLM vendors out there. So you did call out macro, but not a lot from the competitive. I just wanted to kind of get your thoughts on the competition? And is that maybe filling a factor into the elongated sales and push cycles? Thank you.
Paula Hansen : Hi, Koji, it’s Paula. I’ll take that one. We don’t feel it’s competitive. Our customers are still really highly engaged in our discussions relative to their analytics maturity. We still saw high levels of renewals and expansions within those renewals. We aren’t really hearing anything that suggests a shift in the competitive dynamic. No change to the number of RFPs out in the market. That’s always been a small percentage of our volume. So it feels fairly consistent competitively quarter-on-quarter, and really, it’s just adjusting to the macro and doubling down on our execution.
Mark Anderson: Yes. I’ll also say, Koji, the four of us here travel a lot and visit with the customers. And so our customer perspective is based on face-to-face oftentimes, sometimes computer screen to computer screen interaction with customers, and we’re hearing that they want help and they’re in a rush to digitally transform, but they just can’t wave a magic on. And I think, in particular, some of the deals that we worked on that ended up pushing that were in attached to a renewal. Some of these deals will just happen in another couple of quarters. There’ll still be big numbers because customers really need to automate and digitize.
Suresh Vittal: Koji, the product telemetry also — this is Suresh. The product elementary also shows a high degree of engagement with the platform. Over 70% of our customers activate within the first 30 days. Over 65% automate workflows. We’ve doubled the number of customers connecting to different — multiple databases inside of Workflow. Mark talked in the prepared remarks about engagement with our generative — new generative AI capabilities. We saw about 35% of our Auto Insights customers using our generative AI capability. So, we continue to see a high degree of engagement with the platform with the kinds of workflows we help them build and execute against.
Koji Ikeda: Got it. And just one follow-up maybe for Kevin. Looking at the framework here, the 2023 framework and beyond into — the 2020 framework that you presented at the Investor Day, you did mention operating margins are somewhat 10% to 20% ARR growth. And Kevin, I did appreciate the comment on the five points of margin expansion — or five points plus a margin expansion for 2024. But what about beyond that? And just really thinking about if the demand environment has changed and that 20% plus ARR growth is not achievable, should we still assume that you guys are going to push forward and try and achieve that operating margin target for 2028, or maybe does that get pushed out by several years?
Kevin Rubin: Yes. Thanks, Koji. So, I appreciate you calling out my comments in the prepared remarks. So, look, we still believe very confidently that this is a very large opportunity, the TAM is large, and we have a very low penetration into a very large opportunity. So, what we’re seeing here in the intermediate term is what it is, and we’re guiding to an acceleration in the profitability framework as a result. But over the longer term, we would expect that as growth resumes, that we would be in that three to four points of leverage that we talked to at the Investor Day. But if not, then you should expect us to continue to appropriately balance growth and profitability as a result.
Koji Ikeda: Thanks Kevin. Thank you for taking the questions.
Kevin Rubin: Thanks, Koji
Mark Anderson: Thanks, Koji.
