Matt Vanvliet: And then I guess as you’re looking at kind of the year plus ahead as we go into the fourth quarter here planning for fiscal ’25, how should we think about headcount growth and maybe more specifically headcount growth in the go-to-market organization? Do you need to add overlay teams or any kind of sales specialist around the applied AI feature set? So how should we think about sort of go-to-market headcount more broadly?
David Morton: Yes. I think we’ll continue to be very thoughtful about our productivity, our cost of acquisition. We’re not really looking to add any more overlays into the support of applied AI per se. You know, we’ve got really good coverage today across each of the verticals that we serve as well as the naming conventions of how we look at whether it be named accounts and or the long tail of opportunities. And so my point being is, yes, there’ll be some investments as we continue to invest for growth as we have this year, but it’s not going to be out in front of revenue or any other metric.
Operator: The next question comes from Brian Schwartz with Oppenheimer and Company.
Ari Friedman: Hey, this is Ari Friedman sitting in for Brian Schwartz. Thanks for taking my question. I was wondering if you could double click on the AI and monetization. I was wondering is the budget for like the AI queues and AI type of products net new budget like that is being created internally at these companies? Or do you have to like displace some sort of other IT budget or software budget in order to sell it? Thanks.
John Hall: Thanks, Ari. I think the answer is both of those things. There are firms who through their innovation initiative, have decided that the innovation they want to invest in is AI based, which you would expect. But they absolutely do have AI budgets in many other firms, and that’s exciting. As well, I think the AI capabilities are increasingly key differentiators across all of the traditional business application categories in these markets that we’ve served and others have served for a long time. And so the ability to bring a coherent, integrated, industry specific recipe for applied AI, generative AI to these firms. I think it’s increasingly going to be a critical differentiator on win rates and trust of the firms that they’re really buying into a modern environment.
So we’re committed to both. We want to go help the firms who are really trying to push AI into new areas and discover the best applications of this new potential technology for the specific industry solutions, blueprints, workflows for the professionals in a way that other companies we think don’t have the industry expertise to really do for this market as well. And in addition, we want to make sure that our whole platform is market leading and competitive because we really understand how to use applied AI to maintain our competitive advantage generally and continue to be the innovators in the space. So we’re going to do both.
Operator: This concludes our question-and-answer session. I would now like to turn it over to John Hall for closing remarks.
John Hall: Okay. Well, thank you everyone. We appreciate your attention and your questions. We have a great Q3 behind us. We’re very proud of our accomplishments, and we’re excited about what’s coming next. Thank you for your time, and we’ll look forward to talking to you all again next quarter.
Operator: Thank you again for participation in today’s conference. This does conclude the program. You may now disconnect.
