Brett Tighe: You’re talking about the difference — the change in U.S. versus international revenue?
Alex Henderson: Right.
Brett Tighe: Yes. I mean, look, we had actually a strong quarter in EMEA. And that was actually thankful to — once again, this is — when you think about the macro, this plays — ties into what we’ve been talking about is there’s actually a fair amount of large deals in EMEA and that helped us grow in the quarter, and that’s where you see international revenue being 22% of total, right? There was an FX headwind that hit there. It wasn’t hugely material, but it is starting to hit us a little bit on the revenue side. But really, EMEA had a good quarter. And ultimately, when we’re looking ahead, international continues to be a focus of ours, right? If you think about the three things that we talked about is our main goals this year, one was customer identity, second was federal, the third one was global acceleration, right?
Those things are still in play. We’re still actively working that. You heard in Todd’s script around federal growing 65% year-to-date. And then global acceleration, you can see it in the international numbers. And I just told you, like I said, EMEA had a very good quarter and we had some very large deals there, which we’re really pleased with. But we’re just we’re just at the tip of the iceberg with the international side of the house. There’s so much opportunity out there. We need to focus and continue to make inroads there because — there is — identity is not a U.S. problem, right? It’s a worldwide problem. So, we got to be able to continue to focus there.
Dave Gennarelli: Great. We still have a long queue here. So, I got to ask again to keep it to one question. Josh, over to you at Wolfe.
Josh Tilton: Hey, guys. Thanks for squeezing me in here. I really appreciate the derisked numbers for next year. So thanks for that. Just a simple one for me. When we look at this new guidance, how should we think about your ability to outperform these numbers as we head into next year?
Brett Tighe: Yes. I mean, when we are thinking about the guidance, obviously, you heard me talk about being cautiously optimistic, right? So being prudent in the guidance that we’re giving you today, both on the revenue and the margin side, right? We are still doing our planning process. We are doing the same play we have done for you guys for years. And so, we still got a big quarter ahead of us, right, Q4, biggest quarter of the year, but we are being prudent with everything that’s going on, whether it be the macro, whether it be some of the integration challenges that we’ve had. We see early signs of success, but we are not going to bank on them right now. We are going to be prudent and cautious, like you’ve heard us talk about throughout this call.
Dave Gennarelli: Next up, we will go to Adam Tindle at Raymond James. We can’t hear you, Adam. Adam, you are on mute.
Adam Tindle: There we go. Double mute. I’ll try to be quick here. One for Todd, the key point to generating leverage here that you are talking about or one of the key points is rep tenure, and attrition did improved during Q3. Susan talked about that at Oktane. And she mentioned adding more commission dollars in the pool, as one of the factors that helped to improve attrition. The message today that we are hearing is, understandably a focus on profitability. You’ve got this attractive profitability swing in fiscal ’24. I’m just wondering how do you achieve that profitability swing, while avoiding another attrition surprise that would derail that operating leverage story, especially with the end of the fiscal year coming up. Are there other options beyond the commission pool that would help with that?
