Burt Podbere: I’ll take the second part, Tal. So, first, on pricing, what I can comment on is that a couple of things. So one is, we see that discounting is consistent with Q2. We didn’t see any change there. There were no additional escalations, to George and I, for outsized discounting on deals. Number two is, we’ve seen ASPs be consistent. So — and that drives the point home about just our overall platform play and our ability to sell value. And I think that enterprise sales cycles increased a bit in Q2, and Q3 was consistent with that level. So I think that, when you think about linearity, to the second part of your question, I think that’s how I think about that. We did talk about on — for pricing anyway. When we do talk about net new ARR, I did talk about in the prepared remarks about how we think about up to 10% headwinds going into Q4 from Q3, and that’s just to coincide with some of the headwind activity that we saw accelerated at the end of this quarter.
So that’s how we think about that.
Operator: Thank you. And our next question comes from the line of John DiFucci with Guggenheim.
John DiFucci: Thanks for taking my question. You said in the prepared remarks — you talked about large customers pursuing multiphase subscriptions. Just maybe if we can dig into that a little bit. How long do you expect that ramp period to be? And do you have commitments for the ramp parts of the deal or just verbal intentions?
Burt Podbere: Thanks, John. So I’ll take the second part first. So we do have commitments from those deals. They’re signed deals. Just that when we think about structure, we have this phase start date with respect to the subscriptions. So that’s how we think about those multiphase deals. And then, I think that, when we think about those multiphase deals and the patterns that we’ve seen, I think that we’re going to see something consistent with what we’ve seen in Q3. I think that more of those larger enterprise deals, they’re going to sign those deals. They’re going to look at their budgets. So they’re going to look at their OpEx, and they’re going to say, okay, well, this makes sense if we turn it on at this point, which could be a date post the quarter end. But the deals then — I think the most important part about your question is that, the deals are locked in, and that’s what we saw in Q3, and we anticipate that in Q4.
Operator: Thank you. And our next question comes from the line of Brad Zelnick with Deutsche Bank.
Brad Zelnick: Well, great. Thank you so much for fitting me in, guys. Burt, your comment saying that you expect no budget flush this Q4 is like telling a kid Santa Claus isn’t coming for Christmas. And I think you guys are the only ones explicitly saying this, and I’m guessing it’s because you’re being more prudent and maybe more transparent than others. But I’m also wondering how much of it is pipeline versus conversion rate assumptions that inform your perspective. And I guess, maybe asked a little bit differently, how is your forecast methodology adapting to the environment and the assumptions that you’re inputting into it in Q4? Thanks.
Burt Podbere: Yeah. So really, I want to attack that question from the standpoint of €“ it starts from the fact that, we did see record pipeline again going into the quarter. So I think it goes back to what we’ve seen this quarter both on the SMB and in the enterprise space. I think we’re going to see the consistent themes that the macro is driving. I think we’re going to see the SMB space. We’re going to see deals continue to be pushed out. And on the enterprise, we’re going to see more multiphase deals. So that’s how I think about the quarter. And I guess the one thing that I want to add is that it is important that we are continuing to drive top of the funnel. And we’ve got a lot of programs that are focused in on that, and it’s just going to be one of those things that we have to just overcome the macro.
