Dylan Smith: Yeah. And maybe just to build on that and compare it. Outside of the product, how that show has showed up in some of these customer conversations and impacts. In COVID, we did see a pretty pronounced impact in certain industries as well as the SMB space, where some companies are seeing a real step function change in their business. I would say this environment is very different. In addition to our having a much stronger product to address what customers are looking for, customers are still continuing to spend in IT just with more of a focus on lowering total cost of ownership, driving efficiencies and doing a lot of things that are very aligned with our — especially newer product capabilities, which is why I think you’ve seen less of an impact to our business, even though we’re certainly not immune in this type of environment.
Josh Baer: Great. Thank you.
Operator: Your next question comes from the line of Ittai Kidron of Oppenheimer.
George Iwanyc: Hi. This is George Iwanyc. Thanks for taking my questions. So Aaron, maybe with the tighter scrutiny you’re seeing. Can you maybe give us a bit of a update on Japan and Europe? How much of the demand environment there is FX related versus what you’re seeing from a deal engagement perspective?
Aaron Levie: Yeah. So I think we’re seeing pretty consistent trends, fairly normalized trends across the geo’s. There is there is that kind of macro overlay and dynamic that we face in — for all of our customers where there’s more budget scrutiny, they’re looking to vendors that can help them reduce costs or really focus on their most mission critical areas of investment. And so some of that flows down into our deal cycles as well, certainly. I was just in Japan about three weeks ago, visiting customers, the demand environment there remains, I think, relatively healthy, and in Europe in the summer, visiting customers as well. So I would say, broad based generally still a healthy demand environment with that one overlay of everybody is dealing with the macro environment in different ways.
You’re going to see that budget scrutiny shows up in deals. Sometimes that might be the deal that we thought was bigger, might be a little bit smaller in some segments, that could mean that maybe there’s fewer seats involved. But as you can tell with the numbers, we’re continuing to mitigate that as much as possible and work through it.
George Iwanyc: All right. And then maybe building out what you’re seeing from a competitive standpoint, the churn and win rate commentary is pretty encouraging. Are you seeing price pressure in any markets deal pressure? And/or are you seeing share gains with some of the products?
Aaron Levie: Yeah. I think as we’ve noted, pricing actually has strengthened. So we’re pretty happy about the price per seat. Environment that we’re seeing, and that’s really a result of, again, enterprise plus adding more value within the platform. I really like our competitive position when we’re working with customers being able to highlight the full value of our platform is really getting out of the conversation of one-to-one competition with any particular vendor because the full value of the platform, I think, is showing up in an increasing way. So that’s all super exciting. And we’re still even in advance of things like the launch and rollout of Canvas. So, I’m excited for adding even more differentiation and value that our customers are clamoring for.
George Iwanyc: Thank you.
Aaron Levie: Yes, thanks.
Operator: Your next question comes from the line of Chad Bennett of Craig-Hallum Capital.
