John Strosahl: Yes. Ethan, I’ll take that and Ian you can add some color. We’re really benefiting from a very robust replacement market. As we mentioned, one of our larger competitors, when there’s a change in liquidity event and one of those competitors, obviously it creates some uncertainty. And with Apple, you have to continue to innovate at the pace of Apple, and that’s something that we’ve done for 20 years. And I think that that’s benefited us greatly, especially with declarative device management and other features that Apple are producing that we’re supporting. And we have a timeline for all of those things. So it’s been very beneficial to us, as we mentioned in the prepared remarks. But several of our top deals were actually replacement deals as well as those last quarter.
And we’ll continue to lean into that. And is with respect to the other competitors, we see some noise from some smaller competitors, they continue to be noisy. We’re seeing a little bit less of that just given the macro is affecting them and probably more drastically than it’s affecting us given our scale.
Ethan Weeks: Makes sense. And I guess as a follow-up on the security side, talked about 23% of the customer base now on management security. Is there any difference in attach rate you’re seeing between commercial and education? Any color would be helpful there. Thank you.
Ian Goodkind: Yes. I can take that. I mean, just rewind the clock, right? Jamf Safe Internet, still a newer product. We’ve got additional versions that are going to be released, that are focused on things the customer are asking for. And we do think that bodes well for us in 2024. So therefore, the commercial attach rate is actually stronger than that right now. And you saw in our remarks that we talked about now that 23% of our customers are at least using a management and at least one security product. And so that provides us a lot of runway to continue to cross-sell into our current install base.
John Strosahl: And Ethan, one thing I didn’t add on to what you asked about the multi-year component to that. We’re not going to get all of those customers in one-year. There’s a pretty substantial install base out there with our competitive products. So as their renewals come up, we know where they are and we’re talking to them regularly. And so as their renewals come up, we’ll continue to try to persuade them like we have done successfully in this past quarter.
Operator: [Operator Instructions] And our next question comes from the line of Nick Mattiacci from Craig-Hallum. Your question, please.
Nicholas Mattiacci: Hi. This is Nick on for Chad Bennett. Thanks for taking our questions. So John, I think it was around this time last year, you guys were talking about catching up on sales hiring in the year end. Just curious if you could talk about how those new additions are ramping throughout this year, and then as you look into this year’s year-end, how are you thinking about sales additions?
John Strosahl: Yes. Well, sure, Nick. Thanks for the question. And the ramping, I mean, we’ve really leaned into, as I mentioned earlier on the call in the sales enablement side, teaching our reps to lean in with Trusted Access, and that’s both management and security and they’re doing just that. So we’ve seen good ramp there and we’ll continue to evaluate our sales organization, our go-to-market organization in general, and see how we can scale that and scale that profitably. And that’s one of our focuses that we have obviously for next year planning and beyond that we’ll talk about much more at the Investor Day in March.
Nicholas Mattiacci: Got it. And then Ian, maybe if you could talk about some of the underlying trends you are seeing within your net retention rate. Just any color you can provide on the relative trends in that metric for the commercial segment versus education. I mean, I understand that commercial’s probably a higher rate, but are you seeing any more of a stabilization in one of the segments?
