Jake Titeleman: That is very helpful. And then just for the follow-up, can you talk about the momentum that you’re seeing with partners? Are you starting to see meaningful interest and pipeline coming from that channel? And maybe Isabel can touch on how this can help with S&M leverage over the long term.
Bill Magnuson: Yes. So our partner ecosystem goes — is fairly broad. And so I’ll speak specifically to the global systems integrators in response to this question because I think — it’s been a topic over the last few quarters, and it’s certainly one that we’re really excited about, both for the long-term leverage that you mentioned through sales and marketing efficiency as well as through the pipeline contributions and also just the opportunity to work with a lot of brands that are — that work with GSIs and without those relationships, those that was — those were opportunities that we were never previously really able to access. And so what we’ve seen over the last 18 months has been an incredible increase in the amount of mind share that we have across the major global systems integrators and the big agency holding companies.
The opportunity for Braze to really go into those organizations, establish joint business propositions with them. We’re certifying a large number of the consultants and the integrators and the staff that those companies have on hand. And many of them are really looking ahead during this period of macroeconomic uncertainty to really figure out when demand comes roaring back, what are what are the investments they’re making today to make sure that they’re prepared for tomorrow. I think that when we look across our experience with the GSIs through 2020, even in the early part of 2021, that they were all overcommitted even relative to the staff that they could put on projects since they didn’t have the room necessarily to be making forward-looking investments in new technologies.
And we were often squeezed out to our detriment because they had pre-existing relationships with the legacy marketing clouds. What we’ve really seen over the last year, especially, is that sentiment shifting enormously. The — as brands have really led the way, as Braze has continued to move and penetrate deeper and deeper into our global strategic accounts and into our enterprise footprint, it’s become very clear that this is the next generation that our partners should be ready to be trained for into service to their customers and to their future customers as well. And so that incentive alignment and the momentum that exists there is absolutely tremendous. I think that those types of opportunities are not immune to the same new business headwinds that we in the prepared remarks.
But we’re seeing a lot of really amazing early signs of pipeline generation there. And ultimately, we believe that as the environment comes back to normal, that we will have made an enormous amount of progress mind share and literal bench strength that is trained and ready to sell on bras, which will ultimately help us with our efficiencies in the long run.
Isabelle Winkles: And so just to follow up on your specific question on sort of the impact that we’re seeing. We absolutely still think that this is going to be a key driver increased leverage out of the sales and marketing organization. However, as Bill said, between the macro environment and sort of other dynamics, we are still very much in the early days of this. So — we look forward to providing sort of more updates as this continues to play out. We continue to be really excited about the leverage and the opportunity that this will present. But I wouldn’t look for — with the macroeconomic environment that we’re seeing around us, I wouldn’t look for specific direct financial impact in the near term.
