Fred Lee: Hey, listen, so actually apologies in advance if you addressed this already. I missed the first part of all. Last quarter you called out the digital operations business accelerated year over year nicely and I was wondering if — I was wondering how the business trended in the quarter and through the first month of this quarter if the shape of the uptake is changeable?
Howard Wilson: Yes, so I can comment on that Fred. In terms of digital operations, right, digital operations skew if you like, is one of the opportunities for customers to acquire additional products. So it’s the add on from our business plan that allows customers to incorporate the event intelligence product amongst some other capabilities, so we continued to see strong demand for that, particularly as customers are trying to — keen to leverage the capabilities of our event intelligence our AIOps solution, which helps them being more efficient and helps them respond more quickly to issues. So this quarter, again, we saw a strong multi-product attach which is, Jen commented in her script that more than 50% of our ARR is coming from customers with two or more products and the product attach is across AIOps and across the process automation piece.
Fred Lee: And just a quick follow-up, do you find that AIOps tend to behave from a demand perspective, more acyclical versus is it a response? Or are they more similar in terms of the pro-cyclicality relative to the environment? Thank you.
Howard Wilson: Yes, so I don’t — I’m not aware of any discernible difference in terms of how the buying behavior changes around that. I think it’s often related to the maturity of the customer. So we have a maturity model that we often discuss with customers that take them from being reactive to being predictive and as companies go through their own journey, the event intelligence AIOps products seem to fit in naturally with that progression. So whether they were ready at that point or aspiring to get to being a level of being proactive, then the Event Intelligence product fits in really well. So, sometimes it’s a function of that more than anything else. Jen, if you have anything to add?
Jennifer Tejada: No, I think you nailed it. It’s more about digital maturity and how an organization is organized, some teams are early adopters of analytics in the flow of a production environment. Others have more of a centralized mindset where they will analyze incidents after they happen and then try and affect learning by integrating AIOps into the core operations platform, it means you can do both. And the product serves at high scale both distributed teams and centralized teams and where we — I think saw some momentum this quarter, was a number of customers that have paid for point solutions in the AIOps space and seeing the value of being able to not only leverage AIOps from an analytics perspective and learning perspective, but being to action on that data and information immediately and inside the same platform without context switching, which is a huge time saver and money saver.
And potentially a way to get to predictive much faster because the idea of AIOps as you’re looking at events and preventing those events storms from becoming major incidents as opposed to just learning from incidents after they happen. So having AIOps incident response and automation all integrated into one platform is one of the things that makes us really unique and drives a lot of value.
Fred Lee: Thank you very much and very nice quarter, especially in this environment.
Jennifer Tejada: Thank you.
Howard Wilson: Thank you, Fred.
Operator: Okay thank you. And next we’re going over to Kingsley Crane with Canaccord Genuity. Kingsley?
Kingsley Crane: Thanks for taking my questions. It seems like the business is holding up really well. So I want to touch on something that everyone has touched on a little bit but record number of expansions in the quarter, they tended to be a little bit smaller. So how is the profile of those expansions changed over the past few quarters thinking about from a seat expansion versus a feature expansion standpoint?
Howard Wilson: Yes, so I can comment on that. To begin with, So what we have seen is that with customers with that change in profile, there has been, if you like a slower uptake of users or seats and the customers are making smaller purchases of seats than what they would ordinarily purchase, we have on the other side, the same customers being eager to adopt incremental products, which then helps them with their digital maturity that we just spoke about. So it’s a little bit of a mix, but I think the beauty of our model is that we allow customers to buy what they need when they need it like you don’t have to sign like a large deal with us that you then drawdown over time. We’ve been able to model supported by self-service regardless of where you are, what kind of size company you are, to acquire the seats or the users that you need, when you need them and we’ve certainly seen customers taking that approach of incremental purchases as they need them.
