Rick McConnell: On the log management and analytics which is where Grail is really preliminarily focused as a massively parallel processing data lake house. The workloads that customers are looking to deploy are those that observe our observability-oriented workloads. And those are the ones where there’s high analytic requirement. And in particular, that is where Grail really shines most. So that’s where we’re seeing the workloads come to pass and fruition with Grail. They want to essentially reduce cost, improve performance and drastically move to faster near real-time analytics, and that’s what we provide with Grail.
Keith Bachman: Okay, many thanks. Cheers.
Operator: Our next question is from the line of Kamil Mielczarek with William Blair. Please proceed with your question.
Kamil Mielczarek: Good morning, everyone and congrats on cloud results. I just want to follow-up on the new logo adds. I believe they were at an all-time high and I think the strongest sequential growth in 2 years. Can you provide some more detail around some of the specific drivers, whether around new product intros, ledges cycles or the go-to-market strategy that drove this uptick in wins despite a tougher macro environment?
Rick McConnell: Yes. I guess I’ll comment on that. I’ll tell you that we obviously had a range of new logos in our pipeline kind of from a low to a high. And I would say we were prudent in the guide for the third quarter, trying to acknowledge that buying cycles are elongated and in particular, they can be even more elongated for a new customer than someone that is an existing customer. And I think it’s attribute to the value that customers see because in many cases, these customers have already gone through a POC. So they’ve already seen the value of the Dynatrace platform. And so, I think what we saw here was that €“ a couple of things. One, we started to see maybe better close rates than we expected as far as the quarter is concerned.
I also think that there had been some adjustments in the selling model for the company earlier in the year to get a little bit more focus on, I’ll call it, hunting versus farming and I think you’re starting to see some traction as a result of that.
Kamil Mielczarek: That’s helpful. And a quick one on competition, have you seen any changes in the competitive environment whether around increased customer scrutiny on head-to-head deals or in terms of who you are seeing on these deals?
Rick McConnell: No. I mean, if you’re referring to the competitive environment, I’d say the competitive landscape is pretty similar. I mean, our win rates are quite strong, but no real change in kind of the competitive environment, still very competitive environment. And you got to win based on having the best offering. And I think when we go head-to-head we win the majority of the time.
Jim Benson: And I would just add to that, Kamil, that we continue to say that and see that the biggest competitor is DIY over and over and over again. We walk in, we see open source code, we see solutions that were homegrown, internally built, and it really is very consistent with our thesis of moving from data and dashboards and simple displays of red, yellow, green to something much more sophisticated in terms of answers and intelligent automation from that data that these days, we believe, are required to run modern cloud ecosystems.
Kamil Mielczarek: Thanks, really helpful. And thanks for taking my questions.
Operator: Thank you. The next question comes from the line of Joel Fishbein with Truist Securities. Please proceed with your questions.
