Anne Raimondi: Yes. On the sales side, in particular, I’ll just add that as we did the restructuring, we were really focused on better aligning our teams with our — where we see growth, which is in enterprise. So, with the softening in SMB due to the macro conditions, we made adjustments there to ensure we could increase efficiency and productivity and really make sure that the team we have here can be set up to be successful. So, some other things in particular, we’re doing are increasing our focus on delivering scaled and efficient programs for those smaller customers sacrificing the quality of their experience. But a lot of the focus is ensuring we’re well staffed for enterprise growth.
Ittai Kidron: Okay. Maybe as a follow-up, Dustin, what is it that you need to see for you to feel comfortable reaccelerating hiring again? Like what is the key KPI that you’re watching for? Because I’m pretty sure, I mean, clearly, you don’t want to be behind, right? So, the tricky part is to try and put your finger on what would be the right thing to look for to get the green light to go ahead a little bit more aggressively. Can you give us some insight as to what it is that you’re looking for to make that decision?
Dustin Moskovitz: Yes, that’s a great question and certainly one top of mind. I think that a lot of what we’re looking at is really macro signal and signal from customers in the conversation. So, Anne talked about some of our best customers, they haven’t depriotized digital transformation, but they do have things a little bit on pause they themselves are, in many cases, are doing risks or just reacting to changing macro landscape for themselves and trying to kind of reevaluate and get their footing again and decide regain confidence to start increasing their deployments. And so to some extent, it will be seeing that happen. So get — having the customers get back into a place of wanting to expand their deployments more rapidly.
And I think in turn, they will be looking to changes in the market, obviously, changes in interest rates and changes in their own customer demand. Now that said, a lot of our customers are still growing. We would have loved to have had even more growth this quarter, but it’s still quite a lot of growth. And so another thing that could happen is just that, that growth continues and we grow into our OpEx footprint and then that would be more of a sort of gradual turn back towards investing and hiring again on our side. And so yes, it might be quite acute or it might be more gradual — and I think in both cases — well, in the first case, it will depend on changes in the macro environment, which I do think could happen quickly, but they might not.
And then in the second case, just the sort of re-evolving of the customer relationships and category growth.
Operator: Thank you. Our next question comes from the line of Alex Zukin with Wolfe Research. Please go ahead.
Allan Verkhovski: This is Allan Verkhovski on for Alex. Thanks for taking the question. Really appreciate the color that you guys provided with the respect to the impacts you’re from the macro. Can you just dive into the trends you saw on a per month basis through November around expansion trends, free-to-paid conversions and just general top of funnel activity, I think that would be really helpful.
Tim Wan: Hey, this is Tim. I would say like where we kind of — we had talked about in Q2 about the macro impact in Europe. And I would say starting kind of in September, maybe middle of September, towards the end of September, we started seeing some of those same trends and same conversations happening the same conversations happening in the US. I think what I’m really encouraged about is like even when we go deep into the data, like one of the things that’s really — that continues to be strong is kind of like if you look at our 500 customer, that revenue base continues to grow at a very healthy clip. You look at our logo retention. Our logo retention is stable, and we still continue to have high NRR even customers that are above 50,000 or 100,000.
But I do think the conversations that we’re seeing, the types of engagement we’re having is while the pipeline isn’t like going away, I think many of our customers are just like taking a beat and saying, ‘Hey, what’s going on in the market, everyone is trying to rightsize their own cost structure, trying to understand their own outlook based on the macro environment.’ But we do expect many of these customers to reengage over the next few months and create opportunity for us.
