Jeff Van Rhee: Okay. And then, just curious kind of the overall progression of the quarter as you move through the three months of the quarter. I mean, obviously, pipeline is massive as you’ve called out, but cycles seems like they’re stretching and stretching. Just talk about kind of how you progressed and how the market felt as you moved through the quarter?
Will Marshall: I don’t think we can say anything in particular about how it moved through the quarter, but what I’d just highlight is that we are market making here and a lot of these governments have — that we’re bringing in a new capability to them and they’ve never done this before. And we don’t understand that process fully. As we understand that, we are adapting, and that’s why we’re doing some of those changes to our go-to-market approach. So I just want to emphasize that even civil government, some of which, who have used satellite data before, they’re changing the motion here from buying satellites and building satellites, to buying data. And in many cases, it’s just a totally unique and new data product. And so, they haven’t done this before.
So, both we and they are learning through this. So it’s more about a few bigger deals taking a bit longer and slipping out of the quarter. And we did have that — some of that in Q2. Although I’d point out one of the biggest ones that we had that slipped out the quarter subsequently closed in a few weeks afterwards. So, it’s still happening. But we are learning and understanding and adapting to those purchases.
Jeff Van Rhee: And then, I guess as it relates to — as a follow on to that is, as it relates to the guide, as I look through my numbers, the guide implicit for Q4 for the January ’24 quarter is about $10 million, give or take, below me. I was roughly $68 million, it looks like it’s roughly $58 million, $59 million at the mid-point, give or take, maybe a smidge lower, but close. Can you talk maybe even just to whatever degree you’re willing to put some bands around it? In terms of that, call it, $8 million to $10 million Q4 revenue that went away, what were the drivers? I know you had the mega eight-figure deal that you’ve talked about that pushed out, presumably that’s at play there. But even proportionately, can you talk about what’s pushing out of Q4, kind of the breakdown of what’s pushing out of Q4?
Ashley Fieglein Johnson: Yeah, Jeff. Thanks for the question and I tried to give a little bit of this color in my prepared remarks as we thought about guidance for the rest of the year. Obviously, as we get into the back half of the year, the timing of when deals close really impacts how much revenue we see from that business, especially if you factor in ramp time for new customers. So to take this into account and to avoid coming back again in a quarter and having subsequent changes in a similar way. On the low end of our range, we basically just assume very late timing for the closing of new business. So, very minimal revenue impact of these larger deals. And that’s why you’re seeing so much of an impact on Q4, because obviously, we do have business that we’re continuing to progress and if those do close in Q3 or in early Q4, we would see revenue from them.
So, really what we’re attempting to do is look at what are the major drivers to revenue and how can we take that and — take further timing changes into consideration, whether that’s around very large renewals or very large new business. We’ve got strong line of sight to renewals and I feel very good about that side of the business, as I mentioned. But the timing of new business just continues to be a source of frustration for us. The teams worked really hard through the end of the quarter to try to bring that business in and subsequently driving at least one of those large deals to conclusion in August and getting it over the goal line. But as we thought about the range for revenue for the remainder of the year, it felt prudent to suggest that some of this business continues to push to the right in the same way even as the teams continue to work hard to close them.
Will Marshall: Yeah, let me add. So, we are seeing, as we’ve discussed, the sales cycle still be long this quarter, mainly a few deals slipping out. And a lot of that sales cycle is to do with civil government and defense and intelligence just being longer. But on the positive side, we’ve also said last time that we had some impact on the size of deals coming in smaller, whereas actually we’ve seen that normalize back to what it was before. So that’s a little bit of positive signal there.
Jeff Van Rhee: Got it. Okay. Thank you.
Ashley Fieglein Johnson: Thanks, Jeff.
Operator: Thank you for your question. The next question comes from the line of Ryan Koontz with Needham & Company. You may proceed.
Ryan Koontz: Thanks for the question. Circling back to Sinergise, and I can sense the excitement you guys have for that in lowering friction and customer onboarding. Can you maybe give us a perspective of how Sinergise has sold to date and where they are now versus maybe where you want to take them at a high level in the future relative like 12 to 18 months timeframe, medium term? Thanks.
Will Marshall: Well, I can start actually at a high level. We do see that their platform being utilized by civil government a fair bit. And we in fact even in our partnership prior to the acquisition, we’re working quite regularly with them. I mentioned one other customer that we established this quarter in the UK Rural Payments Agency, and they’re another example of using Sinergise together. And so, we were working on that obviously before close that we’ve seen in a number of deals. But — so civil government is one area, but I don’t know about the historical mixes, and if you want to mention anything about that. They do have a large number of small deals that they’ve done as a self-serve, thousands and thousands of smaller entities. So that was part of the goal of the Sentinel Hub effort that they have. But I don’t know if you’ve got anything Ashley.
Ashley Fieglein Johnson: Yeah, what I would highlight is this is a company that really did not have any type of sales or marketing force. So, a lot was done by a handful of key employees in pursuing RFPs and — on the civil government side, specifically as it related to land monitoring and some of the sustainable agriculture programs in the EU. And we are excited to bring the power of Planet sales force to bear and expanding the reach of those kind of direct sales efforts. Even as also the fact that Sentinel Hub is as popular platform as it is without having had a lot of marketing or any marketing around it. In fact, when we had our Explore Conference earlier in the year and we actually asked how many users in the audience were familiar with it, and a very large number of hands went up.
So, it’s exciting to us again to bring the power of Planet’s platform and sales engine to their capabilities and bringing their capabilities into our customers is very exciting opportunity to grow that business.
Will Marshall: Yeah. Their customers kept on wondering our data in their platform. So, here we saw both of those.
Ryan Koontz: Got it. Yeah, I remember that at the conference. On the — so circling back on the self-service customers, would you say that the vast majority of the revenue is self-service today, and you intend for it to remain that way, or will you build some light touch or some kind of channels to feed that engine? Do you feel like you have work to do on go-to-market for that or you think it’s ready to go to plug into your channels?
Ashley Fieglein Johnson: Yeah. So, we’ve actually been — we signed a partnership with them ahead of actually been signing the acquisition agreement. So, our sales team is familiar with the Sinergise products and solutions, and so there’s a lot of activity already going on. I’d say from a revenue — historical revenue perspective, it’s been a blend of their larger direct business and then the smaller self-service business. And our intention frankly is to ramp both by bringing some of the business that we have that are smaller deals that are more suited to a light-touch approach like Sinergise has had, but also, like I mentioned, bringing the Sinergise solutions into some of our bigger opportunities both on the civil government side and on the enterprise side.
