Will Marshall: Yes. The second question?
Jason Gursky: Look, I know you’ve added a lot of — yeah, I do. I know you’ve added a lot of headcounts in CSM, headcount — So sales headcount CSM, headcount I’m just kind of curious how accurate you all have been in the past in forecasting out this kind of activity and given the growth that you’ve all seen whether the accuracy is not as robust as it has been in the past. Just trying to get an understanding of whether this is truly a market seeing or if this is a result of potentially some growing pains as you all are bringing in onboarding a lot of new people, and you’re all trying to figure out the right process to be able to get the visibility that you need to appropriately manage the business.
Ashley Fieglein Johnson: I mean I think that’s a fair question. We had a lot of activity going on in Q1, we had our Explore conference which was phenomenal, we had our sales kickoff. We had to really phenomenal International Conference at Munich Security and Davos, all of that led to as Will referenced really strong pipeline. I think our best ever as a company and significantly above our historical averages. So, all of that was pointing to a lot of great activity going on. And I think to your question is, is some of this now is a lot for the team to be processing, we have a lot of new people that we were onboarding and so is some of that factoring into the delays in getting the deals closed. I think, in general, the important thing is, one, just great signals from the market, so having the pipeline.
Two, we remain very confident in our team’s ability to close it. But to your point we want to make sure that we’re factoring in, whether it’s a macroeconomic environment or to your point, new people on forecasting, we want to make sure that we’re factoring in just some data points we saw coming out of Q1 into how we’re thinking about the rest of the year. So, that we don’t run into this kind of situation in future quarters.
Jason Gursky: Okay, great. Thank you.
Operator: Thank you, Mr. Gursky. Our next question is from Mike Latimore with Northland. You may proceed.
Mike Latimore: Yes, thanks very much. Just on the OpEx changes you’re planning this year. Can you just give a little more detail there across the board? And then I guess in the midst of that, what is the thought on to sales headcount growth this year?
Will Marshall: Well, maybe I can talk to the former and actually can do a little bit to that. Overall, we are prioritizing to high-ROI business areas as we sort of mentioned in our remarks. On the go-to-market side, what that really means is that it’s a bit of streamlining and focusing a high ROI business areas in terms of geographies, vertical markets, higher ROI products, moving some of the long tail smaller deals to our partners and to our platform hence the Sinergise acquisition. On the product side, I don’t know if you saw Planet Explore conference and what we announced there, but we really talked about focusing — refocusing on the key products that we spoke about there, there are plenty of variables, Pelican, AI. And in other areas, we made a number of beds on the smaller side, some of which have clear near-term ROI, that there is a bit further off and we’ll be focusing more on the former less on the latter given the situation.
Ashley do you want to take the second?
