John Strosahl: Yes. Luke, I’ll take it. What we don’t see as a direct correlation between Apple’s quarterly shipments of devices versus our impact, but – versus impact to us. But we do see that when it’s over a period of trailing 12 months, for example, because it has an influence on the install base or the uplift basically. And when companies are hiring, they’re offering their employees a choice. Many of them are offering choice, and more and more are offering their choice, as I mentioned in the prepared remarks. Fletcher Previn, when they ask their people at Cisco, two-thirds of those employees that were asked the question chose the Mac. So when we see that refresh cycle come, we’re actually seeing – even if it’s a refresh cycle of a PC, we’re seeing more of those PCs being replaced by the Apple devices and that’s good for Jamf.
And one of the reasons that happens, we like to think is because we help organizations succeed with Apple, and our sole purpose here is to make sure that we help those organizations be able to accept those devices and make it easier to manage within and secure within the organization. And so we’ll see that over a trailing period, and we believe that more and more people, more and more employees are choosing the Apple device, which benefits our potential install base.
Luke Morison: Got it. That’s great. And then maybe a follow-up, with such a large portion of Apple’s devices outside the U.S., can you talk a bit about what needs to happen internationally to more effectively capture that opportunity? Is there anything fundamentally different about those markets maybe from a compliance or regulatory standpoint, or is it more about just getting the right sales and marketing infrastructure in place?
John Strosahl: Well, first and foremost, it’s partnering very closely with Apple in those investments and I’m very much aligned with their geographic leaders across Asia and Europe personally. And as they expanded those, these are not brand new markets to Jamf and for, in fact, we have a legal entity in India, and Apple has said that’s an area that they’re expanding. We have a legal entity in Japan and a number of employees there. So none of this is brand new to us. It’s more figuring out how to amplify that and scale that in those local markets. So we’re obviously across Europe and many countries across Europe, as well as Asia and also in Australia and India as well. There’s fundamental differences in every market. I’ve learned that from my days living and working outside the United States.
But as long as we’re partnering closely with Apple, we’re working with our local reseller channels, again, a bigger percentage of our business comes from the channel outside the United States than it does inside the United States. And that’s by design. We really leverage those local partners to help us get into those areas along with working very closely with Apple. So there’s nothing that we – that is drastically different than what we’re doing today. We just need to work on scaling that and doing so profitably as we mentioned in the prepared remarks.
Operator: [Operator Instructions] And our next question comes from the line of Rob Owens from Piper Sandler. Your question, please.
Ethan Weeks: Hi. Thanks for taking my question. This is Ethan on for Rob. I want to go back to some of the comments about the favorable competitive environment. You guys are seeing right now. Seems like an important driver of new device adds given the hiring pressures some industries are seeing. I guess the question is, how long do you think this kind of environment lasts? Is this something that stays throughout 2024? Is this kind of a multi-year tailwind as you think about customers coming up for new on multi-year contracts with competitors? Thank you.
