And I think they’re at the point where at least in – calendar Q4, fiscal Q3, we saw customers stop, pause and say. We routinely see a budget flush. You see sort of are we using what we purchased from a storage point of view, from a cloud provisioning point of view, from a capacity point of view. And I think there was a little pause there. So I – we think that the demand and the future for data protection continues to be top of mind to customers – in my conversation, I don’t see that in any way being less of a priority. What I think customers are doing is like most companies at this point with the macro where it is, it’s like where are we with what we’ve already committed to? Are we using it right? Are we well covered, and there’s a little bit of that look and see going on.
I think things will, as Gary said, come back to where things were shortly. But on the second part of your question, I’ll let Gary take – I’ll let Gary take that, on – I guess on how we’ll be factoring some of that into our….
Gary Merrill: Yes, yes. So Howard, how we thought about factoring that into our Q4, our outlook for Q4 assumes that the dynamics that we saw, especially a little bit of the uptick we saw in the Americas quarter-on-quarter continues at those levels. So from a close rate perspective, we assume roughly similar close rate projections. And now we’re focused on the pipeline we have in front of us for Q4 and making sure we do the inspection to basically ensure that we have the ability to close it and exceed our expectations.
Howard Ma: Okay, thanks Gary. My follow-up for you is that – I mean the total ARR 80% constant currency growth – that held pretty strong, right? And that implies that both subscription and services were pretty strong. But can you help us reconcile that with total revenue growth of only 1% and the 5% constant currency decline and soften products? And specifically, I mean, does that mean that the license shortfall was weighted more right like the difference really is licensed. So was that weighted more towards perpetual or in subscription license, you called out the lower contract duration, like were there any other factors that would have impacted subscription license? So really just trying to reconcile – because the overall business with ARR?
Gary Merrill: That’s fair. So ARR continues to be very strong, as you see at that 18% year-over-year growth. The biggest contributor to our ARR 18% is Metallic. So Metallic becomes the biggest contributor, which has no in-period recognition on our P&L. That will help us as we move forward. So when you look back at reconciling the software revenue results tied to ARR, it comes down to basically a handful of large IT transformational projects. We talk frequently here I mean Sanjay just stated about maybe a little bit of a slowing and a pause on optimization. We still did over 200 of those large deals. So we’re still seeing great momentum in that space. It comes down to about a $10 million population that drove the shortfall. And many of our larger IT enterprise transformational projects or multiyear transactions, right? So the impact of that is actually 3x when you look at it on an in-period recognition.
Sanjay Mirchandani: Yes and again, coming back to the earlier part of your question, Howard. It’s – a lot of the low-hanging fruit of the lifted shift workloads are done or customers feel like they’ve gotten through that. Now it’s the tougher workload, the mission-critical workloads. It’s the stuff that runs the business day-to-day that you have to be more cautious about and it takes more time. So I think in many conversations we have with customers, they’re sort of working through that and those are obviously more complicated and take longer.
Howard Ma: Okay, this is really helpful color guys. Thank you so much.
Sanjay Mirchandani: Welcome.
