Rob Oliver: Andres, one for you to start. Just any color you could provide, on ACBs and I know you guys have been making a concerted effort over the last year or two as part of this go-to-market change to really bring those down to more of a land and expand motion. And it seems to be working, but would love to know where you guys are with that relative to kind of your thought of getting down to that 200,000 level? And then I had a quick follow-up.
Andres Reiner: Yes, Rob. Great question. I’m glad you asked. From an average sale, we’re now in that average of 200,000. We really are excited about that and I think that’s why we really like the results in Q4 because our average continues to be in that zone. We did have record deals in Q4. We are seeing the motion of the land realize and expand strategy really play out. We wanted to build that consistency scaling model and we’re getting better and better. We’re not done. There’s work that we need to do to continue to improve, but we’re seeing that play out. Our ASP has remained fairly consistent and we’re seeing this is the right ASP that we expect in this year as well.
Rob Oliver: And then, Stefan, for you, I guess I’m going to ask the guidance question a different way and limited to subscription and subscription ARR guide. You’re loud and clear about the conservatism relative to how you guys have visibility in the first half versus the second half and totally get that. Just be curious to know maybe what sort of macro or industry factors you guys have factored into that number. It was a bit below our number and just say for example with travel, it really seems like after a period of not seeing spend or you’re starting to see that spend come back. Has that been factored forward on the B2B side and then what sort of macro industry thoughts you have relative to that guidance any color would be helpful.
Stefan Schulz: Yes, Rob. I would say kind of expanding on a comment I made on the last question. Really, a lot of what’s happening from a worldwide perspective, especially with the Ukraine and Russia and Palestine and Israel and how that escalation is taking place and the impact that it’s having on some airlines. There are some airlines that are feeling the impact of that whether they’ve lost routes they can take or they haven’t diverted because they can’t go over certain airspace, especially in Europe and in the Middle East and Far East for that matter. While that hasn’t directly impacted us to date, it is something that, we see could have its potential down the road. I would also say there’s still a little nervous about the impact of inflation or whether we’re out of the wood’s year.
They’re an honor and that certainly was a part of our thinking as well. The last thing I would say is, when we look at the year, our first half of the year versus our second half of the year, we historically have a very strong second half of the year. And so we did take a little bit of the macro factors and apply that to the second half of the year, probably a little more so, which has a bigger impact on subscription ARR to your point and that is certainly factored into our guidance ranges. Hopefully that helps. Is there anything else we can help you there, or Andres, you have anything to add?
Andres Reiner: Yes. Maybe the only thing that I will add is, look, we’re pleased where we started to guide for the year. We’re guiding two Rule of 17, coming off of a Rule 14. If you look at historically, the way that we guide, it has not changed. You can go look a year ago, two years ago. We never want to let down and we want to make sure we’re guiding based on the same approach every year. So we’re pleased where we are. We’re not seeing any impact in terms of deal delays, if anything. We’re seeing our sales cycles are improving, our rep productivity is improving, or deal growth is improving. So we’re not seeing any effect across any industry at this point, but we have to be cognizant with what we’re hearing from other companies reporting about concerns in the economy.
So, we want to make sure we’re setting the right expectations, but sitting here at the very beginning of the year got into a rule of 17. We’re really pleased with that and really excited about executing towards the year.
Operator: Our next question comes from Parker Lane with Stifel.
Parker Lane: Hi, guys. Thanks for taking the question. Congrats on the quarter and the improvement in the rule of 40. Stefan, staying on that rule of 40, I think your expectations for 2026 are around 16% to 21% growth and with the benefit of this guide for next year. I was wondering if you can help characterize what the path looks like from 2024 to 2026 and what’s the two or three things that you guys need to do most in order to achieve that target for ’26?
Stefan Schulz: Yes. So that’s a great question. And as we look out from a, to your point going from the 10% guide that we had for 24% going into the 16% to 21%, there’s a couple of things that are going to play on that. One, we want to continue to leverage the land, realize and expand motion that we’ve had. We’ve been very happy with what’s going on in the last couple of years. That’s going to have to be a motion that we continue to execute upon. I don’t think it’s going to change anytime soon people’s willingness to spend money on large ticket items. And so being able to get in, sell a value and then go back and expand on that the next month or next quarter later, I think it’s going to continue to be a very important part of what we’re doing.
