We in fact, have it fully integrated into the incident response life cycle and we are using automation and templates to be able to make it super easy to drive this level of communication that you typically want across a broad set of stakeholders. So good, good early signs, but this is something that’s only recently been released.
Kingsley Crane: Okay. Thanks, Howard. Thanks, Jen. Really helpful.
Jennifer Tejada: Thank you.
Operator: Thank you. And next we will hear from Andrew Sherman, go ahead, from TD Cowen.
Andrew Sherman: All right. Thanks. It’s Andrew on for Derrick. Good to see you guys.
Howard Wilson: Good to see you.
Andrew Sherman: Jen, the record number of transactions in both enterprises and commercial is impressive, especially these days. Is there anything reps are doing specifically to drive that velocity? How much of this is expansions versus net new logos? And once the macro does improve, does this give you greater visibility into future expansions?
Jennifer Tejada: I think it’s just a good reinforcement of how important our high velocity land and expand motion is. Our team refers to this as the healthy hustle, making sure that they don’t let the customer drive the pace of the sales cycle that we put ourselves in a position to enable customers to buy what they need, when they need it, and not drag out sales cycles by pushing too far ahead of the demand. And Jeremy Kmet, who’s leading our go-to-market organization, who’s someone frankly, whose transition has gone really well from a go-to-market leadership perspective is, is the person that really architected and mechanized this motion. And we’ve been able to push that high velocity transactional motion further and further up into larger market segments.
And to your point, what that enables us to do is seat opportunities and customers faster move away, let them grow organically, let them work through the deployment, let them see the value, and then come back to them to add on or to capture additional demand, whether it grows organically or because we’ve learned something, see a new use case within the customer. So I think that has served us very well. And like I said, I think the go-to-market organizations also pivoted effectively to going from selling the premier technical solution to selling a solution where automation can truly improve productivity and efficiency in a moment when our customers really need it. So just really proud of the execution there. I think standardizing our go-to-market model has also helped.
So every region is attacking this the same way. It frees up time and creates some streamlining in how our teams build pipeline. And the last thing that I would say is we’ve applied a lot more rigor around multi-product pipeline and multi-product selling. So really helping the salesforce understand the importance of taking multiple products to market, but also being able to work through the narrative and understand the customer problems that we’re solving with an integrated platform. I’d also say retention, retention of reps is higher this year than it was last year, and we’re entering this year with more ramp capacity than we have in the past. So really in a strong position from a go-to-market perspective.
Andrew Sherman: That’s great. Thanks, Jen. One for you, Howard. I’d love to hear a little bit on linearity in the quarter. How did that track and how are your pipeline indicators looking currently? Have you added any extra levels of scrutiny to those metrics? Any color there would be helpful.
Howard Wilson: Yes. So if I look back at Q4, which feels like a lifetime ago right now. Q4 was not an unusual quarter in terms of linearity, but what was different is that we would typically see an end of year flush of customers looking to release budget in some shape or form. And that did not happen this quarter. So it was a bit different. And I think that was just a reflection on the macro. Going into this year, what we are seeing is the fact that we do have strength in terms of our pipeline now is increasingly more oriented around the platform sales, so customers acquiring more than one product or acquiring multiple products in order to deliver on this Operations Cloud. And as Jen mentioned, we’ve entered this quarter with more ramp reps than we’ve had ever before the start of a year, which is a good place to be.
