John Pagliuca: Sure. Jason, John here. So compared to COVID, there’s some similarities, and I’ll touch on those and tease out some of the differences. So in COVID, what we saw is that MSPs were logging into our platform at 2 times the rate they were before COVID. And that really spoke to how mission-critical our platform is to these MSPs and helping them because that created a spike in helping them effectively push their small, medium enterprises into that remote work environment, into that digital kind of evolution that we speak to. And financially from the business, we saw an uptick in strong demand from data protection and security as MSPs prepared their customers for that new world. During COVID, we saw a slowdown in new customer acquisition.
Our MSPs, whether they be N-able MSPs or MSPs broadly speaking focused on their customer base and not on new platform changes, right? They didn’t have the time for that. Compared now to the environment that we’re in, we continue to see really strong demand for our data protection and security services. And as we mentioned in the prepared remarks, relatively speaking, security spend is a resilient part of the industry. So we continue to see a strong demand, both in data protection and security. But unlike COVID, where MSPs didn’t have the time to look at new platforms, we’re seeing MSPs look at new RMM platform. So we’re — compared to COVID, we’re doing much better from an NCA point of view as it relates to both platforms. And we mentioned in the prepared remarks N-sight.
We repackaged N-sight in 2022 from a pricing and packaging, but more importantly, from a user experience point of view to help these MSPs become more efficient. And as a result, you saw that strong uptick in that cohort that I mentioned where we’re landing much more customers in that lower end than we did last year. So relative to COVID, I would say, NCA is stronger, and our cross-sell motion is as strong as it was in COVID. And the retention piece is stronger than what it was at COVID. And COVID, we saw maybe a little bit on the low end of the market some atrophy there where folks might have just been going out of business, and we’re not really seeing that. As we mentioned in our prepared remarks, gross retention is stronger. As it relates to geo, while we said demand was strong across all service areas, nothing really to call out from a geography point of view as well.
We continue to perform well in our Asia Pac. And Asia Pac for us is primarily Australia and New Zealand, and in our European markets as well. So nothing really to call out as a differentiator. It’s been pretty consistent both quarter-over-quarter and year-over-year. As it relates to Q4, it was strong and pointing up and to the right.
Jason Ader: Great, great. And then just as an unrelated follow-up, how do we think about the threat from Microsoft Intune to your RMM business? And to just the RMM category as a whole, it just seems like Microsoft is well positioned there. They’re getting a tremendous amount of adoption of Intune across the market. I don’t know specifically if there’s something about it that wouldn’t be well suited for MSPs. But how do we think just over the next like three to five years about the potential threat from Intune?
