Allan Thygesen: I think our relationship with Salesforce is as strong as ever. We renewed our strategic partnership this summer. I was just over there meeting with one of the senior executives yesterday. It’s a very healthy relationship at every level. And we have probably more — we have certainly a more Salesforce-enabled business than with any other software partner and that includes other very large software companies. So Salesforce has been a trading partner, and they remain that. On the CLM side, yes, they certainly have a contract offering covering out. They previously offered that in their vertical products, and now they’re generalizing it somewhat. I think that the challenge is that the market is moving to a horizontal model by which I mean 2/3 almost of all the CLM RFPs that we see are for cross-functional contract management.
In other words, a single centralized contract management system across, let’s say, procurement front of the house, HR, et cetera. And that will be hard for Salesforce or other even very large companies that are focused on one particular workflow or another. And so I expect that we will continue to collaborate very closely with Salesforce on both the signature side and the CLM side. And I’m not too worried about the sales force contracts piece, but never under estimate Salesforce. They’re a fantastic company and partner.
Patrick Walravens: That’s super helpful. Thank you.
Operator: Thank you. Our next question is from Kirk Materne with Evercore ISI. Please proceed with your question.
Kirk Materne: Yeah, thanks very much. Allan, I was wondering, if you could just double-click a little bit on the international opportunity. You called it out in the prepared remarks. Is that largely sort of PLG-led right now or are you thinking about sort of bringing more direct sales into play over in certain geographies. Can you just give us some sense of how you view that opportunity, given you’re obviously less penetrated outside the US? Thanks.
Allan Thygesen: Yes. It’s actually a full omnichannel thing and it’s very market context specific. So first of all, we have a substantial amount of direct sales teams deployed in some of the major international markets UK, France, Germany, Australia, and we service Canada, obviously, Brazil, a meaningful size team there as well and a spattering of folks in other markets. So historically that was our principal go-to-market model. We’re now really balancing that across direct investment where we can put enough wood behind the arrow and there’s enough return on that investment. And then a combination of a digital motion which we can obviously serve 180 countries that way. And then a partner motion in countries where we — where it makes sense to leave with that.
So you took a smaller developing market, let’s say, it wouldn’t make sense for us to put a direct sales team on the ground, but we wouldn’t be able to fully exploit the opportunity strictly through a digital-only motion. And so I think we have tremendous opportunity on both of those fronts. And we are seeing growth both in our digital channels, where international is growing faster than domestic and in our direct channels where it’s growing faster than domestic. So we’ll continue on that. Just to return to a theme from prior calls, as we looked at prioritization and where we’re really going to put additional investment, both from a direct sales standpoint, but also in all the various supporting functions that are necessary to really have an effective go-to-market motion.
We prioritized investing in Germany and Japan, which were markets that where we had some level of direct sales investment but we hadn’t invested as aggressively in marketing and back-office functions like legal and finance or in product. And so that has been a priority since the spring. And we’re making really good progress in both of those markets. I mentioned last time, we opened our office in Munich. We have an office in Tokyo. We have launched localized products for several of those markets mentioned the Japanese CLM product that we shipped here a couple of months ago, a lot of the identity verification stuff, and more stuff coming here shortly in that realm, very targeted at the EU in general, in Germany, in particular. And so we are investing aggressively I would say in a direct sales motion maybe our top 10 markets globally and then a combination of partner and digital throughout other markets where we can.
There’ll be some very long tail countries where we can only serve with a digital motion, but that’s how we approach it.
Kirk Materne: Perfect. Thank you very much.
Operator: Thank you. Our next question is from Mark Murphy with JPMorgan. Please proceed with your question.
