Greg Bentley: Well, I may start on linearity. We had this phenomenon of reduced collections during the quarter, which we sort of didn’t plan on or anticipate, but we found our negotiations were taking us nearly to the end of the quarter because we and the accounts were negotiating considerable increases in consumption and new deposit levels. And in many cases, we have floors and caps to be negotiated and we had many conversions upgrades, I’d say, to E365 that occupied much of the quarter. But it’s a great thing to be working on when you’re working on going digital plans that require more software and software increases. So there was that aspect of linearity. I’ll say one more thing and then turn it over to Nicholas, which is the fourth quarter is not a quarter where we have learned to expect volume €“ consumption volume in E365 to grow much compared to sequential quarters.
And that’s because of holiday. Can we literally charge for application per day, and there are fewer workdays in a fourth quarter each year. So more of the new business this year was of the nature that I described of renegotiated resets and new E365 upgrades when I described the application mix accretion, which never stopped, rather than outright consumption going to the degree, although Nicholas mentioned consumption increased in Europe, in particular Anything further Nicholas on that?
Nicholas Cumins: I will say that the general trend is that we are improving linearity. It is true that in Q4, we had many of these E365 conversions that happened, a little bit late in the quarter. But as we’re converting accounts to E365 and as consumption growth then becomes an important portion of our AR growth that actually contributes to better linearity. Same with Virtuosity as we sell shootout quarter with Virtuosity, the more we sell with Virtuosity, the higher is the percentage of our AR coming from Virtuosity, then the better it’s going to be our linearity. So the overall trend is improving.
Greg Bentley: That it’s the enterprise negotiations that drag out to the end, the SMB and Virtuosity, practitioner sales and so forth are more reliant on steady.
Matthew Broome: Okay. All right. Thanks. And then just curious, how are you approaching hiring in the year ahead? To what extent are you still having sort of success finding sort of qualified civil engineers to build out your E365 program?
Greg Bentley: Nicholas?
Nicholas Cumins: Yes. So in hiring, we see clearly more applicants now to our job openings than we’ve seen before. But we haven’t seen an acceleration of the hiring process still. So we still have a lot of candidates to come in with pretty high expectations when it comes to compensation that we need to then align with what we are able to afford. So we do hope and foresee actually that it will ease out during the year that it will get easier to hire. But right now, I cannot say that it is much easier. They’re definitely more applicate. You could argue that even with more because it is actually slowing down a little bit our recruiting process, but the key message is the following, which is we are hiring, we are definitely hiring, and in order for us to continue to go in order for us to sustain our growth.
Greg Bentley: And most of the engineers we’re hiring, of course Matthew are software engineers, and that’s where the phenomenon Nicholas talked about. You did ask about siblings. So those are important for our success teams, but it isn’t numerically the bulk of our hiring, if you see.
Matthew Broome: No, that makes sense. And then sorry, maybe I’ll just squeeze in one last one. One of your competitors have been talking a lot about seeing a lot of demand in sort of smart water infrastructure. Just curious what you’re seeing in that market, both in terms of fundamentals but also competition?
Greg Bentley: Nicholas?
