Operator: And we will take our next question from the line of Jay Vleeschhouwer with Griffin Securities. Please go ahead.
Jay Vleeschhouwer: Thank you. Good evening. David, for you first, when we spoke at MAX on the subject of monetization, you alluded to Adobe’s plans for new pricing and packaging, and you alluded to that this evening. But there was a third ingredient that you also alluded to at the time, which was segmentation, which sounded to me like something that you have success with back in the pre-CC days. And so is this something that you could talk about in terms of your returning to the segmentation techniques of the past that work rather well for the company? And then for Anil, it’s interesting to hear the reference to your competition with single product companies. That’s not a new phenomenon, of course. You have had multi-solution DX portfolio for some time.
So, would you say, therefore that the wins or magnitude of the wins against single product competitors is more pronounced now? It’s a larger part of the DX business? And would you say that the investments that you have evidently been making over the last year in consulting capacity has been a critical enabling ingredient for the growth you are now seeing in DX?
David Wadhwani: Yes. So, starting with the DME side, Jay, for broad understanding, what we talked about at Adobe MAX was this recognition that since we introduced Creative Cloud 10 years or 11 years ago, we have now a much more comprehensive set of capabilities all the way from a freemium model with Adobe Express, all the way to our high-end creative cloud offerings, but also additional capabilities and packages beyond that like Substance and like Frame and like Stock that allow people to go beyond what they can do with the core creative products. The second thing that, in addition to that expansion that’s happened is that as we have been driving more with DDAM and more with product-led growth, we are starting to automatically segment customers, not necessarily today in terms of what they buy, but how they experience the products that they are using already.
And so what that leads to is an opportunity. And then going back to all the levers that we have for ongoing growth, there is the opportunity to start segmenting them earlier in the purchase flow into offers and offers that meet their needs and optimize the value to the price in a way that benefits our customers and of course also benefits Adobe. So, you can expect to see us continuing to play with everything from how we get new users, how we up-sell users, how we retain them, new businesses we bring in, but also pricing and packaging to your point.
Shantanu Narayen: And just to punctuate that maybe a little bit, Jay. I mean the reality is that we actually have different pricing for different devices today, which is completely different. We have web-based pricing for people who come and experience this as a result of a web search that they have made more successfully through Acrobat Web, for example. And so if the question is when we have had things like design collection or web collection or video collection, I mean the reality is the CCO laps, which actually had a really good quarter, is perceived by people to be the new sort of table stakes for what is happening in creative, and we think that that’s a great offering. And as David said, I mean whether it’s Stock or whether it is Substance and our 3D offerings, what we are doing there, those are really perceived to be the differential offerings that are personalized.
And for a Photoshop customer, how do we get them to use one of these other offerings. So, I think we have done a really good job on that particular front.
