Operator: And our next question comes from Rachel from William Blair.
Unidentified Analyst: I was curious as to what you’re seeing in terms of the competitive landscape? I know Salesforce just recently announced their customer data cloud, Genie and then Twilio Engage is now generally available. So just curious if there’s any changes as to who you’re running into and if there’s been any impact on win rates?
Bill Magnuson: Yes. I think amongst the more established players in the space and the legacy marketing clouds. We haven’t seen much difference over the last several quarters, even as they’ve made new product announcements. And I’m not going to speak too much to those specific competitors. But I think that when you look at the pace of product innovation in Braves and just the pace of customer pickup of new use cases and how we continue to advance our customer community. Then all those things come together to create a really robust offering that’s really current with the skill sets that people have that’s allowing them to really take advantage of the new investments that they’re making in their data ecosystems and the new skill sets that they’re investing in within their own teams.
When we look across the legacy marketing cloud space and some of the — some of the other fast follower, even start-up competitors that we have. We just don’t see the same level product vision. We don’t see the same level of R&D investment and they’re built on architectures that are antiquated for the environment that we’re trying to operate in. And so even as we continue to see like our legacy market cloud competitors try to overlay their older marketing cloud software platforms new shiny things that are meant to be able to more tightly integrate them together or what have you. The foundations of those products are still the same and so they still continue to have the same issues. And as we continue to push forward, we certainly respect a lot of the kind of incumbent and scale advantages that they have within the market, and those are really important for us to navigate.
But from a product R&D standpoint, I feel really good about where we are positioned relative to the competition, especially when you look at just the velocity of what we’re — what we are actively announcing and releasing.
Operator: And our final question will come from Yun Kim from Loop Capital. Please go ahead.
Yun Kim: All right. So I’ll make a quick last one here. new customer add in the quarter was much healthier than last quarter. Was there any specific change to the go-to-market to better execute on the new customer acquisition front, maybe anything on the product bundling that you are doing to entice new customers? Just want to get a better understanding of new customer add in the quarter?
Bill Magnuson: Yes. So I’ll first clarify that the new pricing and packaging that we’re experimenting with is part of Start Anywhere, Go Everywhere didn’t have a big impact in the quarter — so it’s something that we’re piloting with a small set of account executives and we’re excited to see that play a bigger role into next year, but you didn’t see that in Q3 specifically. And then in terms of net new customer adds, I think that, as we’ve mentioned before, the pipeline is very robust and healthy. We’ve been seeing a lot of great new opportunities showing up, both inbound as well as a lot of our outbound execution, paired with the resumption of in-person events and a lot of other really exciting things that have happened in the pipeline.
And you saw that translate into a healthy number of net new customer adds in Q3. Obviously, part of that is also tied to the work that we’re doing from a sales productivity investment standpoint getting our new account executives up and running more quickly, helping our more tenured account executives, navigate landscape, more adeptly, and those things have helped with that new customer adds as well. But we also, as we mentioned in the prepared remarks, we’re seeing those new business headwinds. And so it’s been a difficult environment to fully predict exactly where metrics like that are going to land in a given quarter.
Operator: This concludes the Q&A. Thank you all for your questions. I’ll pass back to Bill for closing remarks.
Bill Magnuson: I just want to thank everyone for your continued support. Thanks for joining us today and for the great questions after the prepared remarks, and we will see you again next quarter.
