There are obviously some headwinds on that as well in some cases, especially in the enterprise and especially given Braze’s increased prominence and our track record and the customer reference we have. We do move in and we take out whole opportunities where we’ll be cross channel across a bunch of brands and across a bunch of geographies all at the same time. And as you kind of deploy across multiple geographies in enterprise, that can take a long time. There’s also, as I mentioned before, there are parts of cross-sell and upsell that are — that act more like the business because they involve working with teams. Those are experiencing similar headwinds. And so that — as we mentioned, for new business — and so that can be a kind of a takeaway from that.
So there’s a lot involved there, hopefully, that helps you understand the dynamics that are at play, but it’s certainly a goal of ours to make sure that and this is in line with Start Anywhere, Go Everywhere that we can get customers up and running quickly on early use cases. We get them working with Braze’s vertically integrated data flow and in the Canvas environment. And from that as a springboard, they’re able to quickly and easily move throughout the rest of the brace product and be able to really expand and grow with us very seamlessly over time.
Brian Schwartz: Thank you, Bill. And then the follow-up I have for Isabel. Thank you very much for the transparency on what you’re seeing in terms of contract durations. I wanted to ask about pricing and discounting in the current macro environment, if that’s changing at all compared to recent quarters? And maybe your comments on what you’re seeing, if you’re seeing anything in terms of how your competitors are behaving in terms of pricing if they try to navigate these macro headwinds?
Isabelle Winkles: Yes, absolutely. So we’re continuing to maintain our discipline around discounting. We continue to see ourselves as a premium product, high ROI and that is reflected in our pricing. So do we see the pricing sensitivity out there in the market? Absolutely. But we continue to work with the salespeople and continue to train them to talk about the high ROI that the product delivers and the value sell into the customer. So that is incredibly important for us and it has been a discipline that we have implemented over the last several quarters and years, and will absolutely continue. From a competitive standpoint, I won’t claim to know exactly what’s going on behind the scenes at all of our competitors. But there is likely more pricing pressure on them.
And certainly, for those that are kind of the pre-IPO guys, they are likely looking to kind of build their books right now and they can likely as a nonpublic company is there potentially trying to win on price. It’s probably not the right strategy for the long term, but we’re going to continue to be disciplined.
Operator: Our next question comes from DJ Hynes from Canaccord. Please go ahead.
David Hynes: I’ll ask just one, just given the time, I see a bunch of hands still up. Bill if a customer comes to you and says, “I need to cut costs, which I guess could mean lean out MAUs, narrowing channels, sending fewer messages. What are the levers you can pull to try and preserve contract value? Like what’s the playbook in that scenario?
Bill Magnuson: Yes. So this comes up not just because a customer is looking to cut costs, but sometimes the customers own projections around how their volume growth will transpire over the course of a term might be too high, and so we find them at renewal underpacing utilization and things like that. And so this is something that our sales team is used to work and definitely an aspect of how the business runs with our contracts and the way that we sell entitlements. And so there’s a lot of different levers. In any given your contract term, we’ve — when you look out over the last several years, we’ve added one or two channels every single year. We add new data connectors. We’ve added new predictive capabilities got — there’s a lot of ways that the product surface area has expanded over time.
