Christian Schwab: Hey good morning. Thanks for taking my question. So, Ed, I’m just wondering if you could go through the puts and takes of upside or potential risk to the 50% guidance for this year. We have supply chain normalizing. We kind of have a mixed geographical situation. We have tremendous shown success in market share gains. And we kind of have a mixed geographical outlook for the year by people other than myself. So, I’m just wondering, as we have a conversation this time next year, what are the one or two things that would make that 15%, 20%, and what would be the one or two things that maybe put it at risk?
Ed Meyercord: Sure. Thanks, Christian. And there, yes, I mentioned, if I go through you mentioned geos, we have considerable strength in Americas the growth was very strong throughout the year in Americas and in Q4, and we see that continuing. And I made the comment on the call earlier, and you’re familiar with this, but again, given our relative market size as a, call it 6%, 7% share player in the industry, there are these large crumbs small share gains for us have a big impact on our financial statements. So it doesn’t take a lot of market share for us to grow our top-line and hit that target that we’ve laid out there. In terms of geos, EMEA is our second largest geo market, and it is very healthy. The challenge for us was specifically in Germany there, and as I mentioned earlier, we’re seeing them start to come out and we’re seeing strengthening in the funnel in the forecast with Germany and then importantly, there’s this run rate business.
And I’ll come back to that in a second. Finally, APAC, we have new leadership and strengthened relationships with distribution as well as channel there. And again, I think if I look at our, the health of our funnel globally relative to what we’re calling, I’d say, we have the strongest funnel in that region today. And so that’s changed pretty quickly. So, we’re very bullish on Asia Pacific, and a sharp rebound, I’d say, at a higher growth rate, I’d say with EMEA. We think the other markets are going to pick up the slack in Germany, and then we’ll see that recover, and then we see continued strength in the U.S. market. One of the things we’re doing is we’re doubling down on our certification investment. We are opening up fairly large opportunities that we haven’t had in the past in the federal space, and also our commitment to certifications are helping out what’s happening in SLED [ph] with state and local governments as they look more and more to federal certs.
So this is providing some wind in our sales and opening up some new opportunities. The run rate business is important to mention, because if we look at run rate, at its peak generating, call it between $15 million to $20 million a quarter, we saw that, cut in half or more with the slowdown of supply chain. So as that returns to normal that’s going to provide us with some tailwinds. And then, we do have, I mentioned some new growth vectors with commercial terms. MSP is really us packaging our existing portfolio and creating a very simple platform, and it’s really about commercial simplicity, and then the strength of our One Network, One Cloud, One Extreme that is got – is generated a lot of interest out there with some of our existing partners, as well as some new partners that are a lot larger than the traditional profile of an Extreme partner.
