Time series leads to things that what I talked about is application-driven analytics where people want to be able to get meaningful insights of their business, automates human decision-making into applications. So those use cases are getting more and more popular with customers. But then we have still a lot of the classic bread and butter use cases that customers are using us for. And in terms of sales productivity, what I would say is it’s really a function of their — the quality of their pipeline and how quickly they can add new workloads to our platform and how quickly we can acquire new customers. So we’re really focused, and the sales leadership team is very, very focused on both things, acquiring new customers and acquiring these workloads.
It’s less about is one workload providing a better ROI than other? It’s really a function of the customers’ requirements and what they’re most interested and focused on.
Michael Gordon : And Phil, just to the cohort part of your question, it really — it’s probably easiest to think about in the context of when you bring a new customer on, and you think about the changes that we made a few years ago and how that drove incremental velocity. We’ve continued to see good and consistent behavior with those cohorts. I would just remind you and call out that those changes and where sort of the bulk of the customer adds come from is more in the mid-market, right? And so those tend to be spending less than the average direct sales customer. And so it’s just important to keep that in mind as people are building their models and thinking about the long-term impact of that.
Phil Winslow : Congrats again. Really awesome.
Dev Ittycheria : Thanks, Phil.
Michael Gordon : Thank you.
Operator: One moment for our question. And it comes from the line of Jason Ader with William Blair.
Jason Ader : So how do you interpret the bounce back, especially mid-market European enterprise when seemingly macro is getting worse? And I have a follow-up.
Michael Gordon : Yes. So the first thing I’d say, with Jason is it really relates to the underlying usage of the application, right? If you think about sort of what drives consumption within Atlas, I think that’s the critical thing. And so when you think about the usage, we’re seeing stronger underlying usage. We were always in a growth environment. What we saw in Q2 was slower growth in the mid-market and in Europe. Those rebounded again, not all the way back to historic levels, but improved levels relative to Q2. Part of our thought process, which we shared in the prepared remarks, is that we believe it’s a bit of an emerging seasonal trend, which particularly relates to sort of people coming back from summer vacations and things of that because you’ll recall in our September call, we talked about August being in line with what we’ve seen in Q2.
And so that sort of suggests the improvement that we saw in September and October. We saw that same dynamic in the year ago period. And while we only have a couple of years that are COVID affected where we’ve got Atlas at scale, that’s kind of our best current working theory. But we can see it in terms of the underlying usage of the applications. The other thing I’d say more broadly from a macro standpoint that I think is impressive, is on the new business side. We continue to win there. We continue to have our value prop resonate. We haven’t seen sort of those increasing deal cycles and other things like that, that others have seen. We obviously are monitoring the situation closely, but we’ve been really pleased from that standpoint.
Jason Ader : Great. And then one quick follow-up for you, Dev, just on cloud marketplaces. Is that something that you guys are going to be able to talk about in terms of, I don’t know, any metrics, growth rates, percentage of business going through cloud marketplaces? Because it does seem like, broadly speaking, more third-party software is going through these marketplaces, and it seems like that’s a really good thing at a lot of levels.
Dev Ittycheria : Yes, I’m not sure that we’re going to be sharing like quarterly stats on how things are going, but we definitely provide color. I think what — the fact that across all three hyperscalers, customers can go to their consoles and be able to sign up for Atlas is a meaningful thing. It gives us an access to a whole new customer base that we may not have direct relationship with, and also speaks to the popularity of customers wanting to use MongoDB in the cloud. And so I think those two things have really driven that. There’s not many companies who can say that they are on the consoles of all three hyperscalers.
Operator: One moment for our next question. That comes from the line of Tyler Radke with Citi.
Tyler Radke : I wanted to ask you first about the EA performance. Obviously, a really strong number on pretty tough comps. As we think about Q4, it looks like you’re guiding Q4 to be flat sequentially from Q3, which in the last two years you’ve kind of guided up 7% last year and 4%. Is there something you’re seeing in terms of timing on the EA business that would drive a sub-seasonal guide for Q4? Or maybe you’re just layering in more macro conservatism given the environment out there? But if you could just kind of unpack your view on the EA business and overall outlook in Q4.
