Sanjit Biswas: Thank you. This is Sanjit. I will take the first part. So from an ROI perspective, it’s absolutely a strong case. We have multiple opportunities to provide value to our customers on the safety side when it comes to helping exonerate drivers from accidents or even reduced risk to avoid accidents in the first place. That’s really compelling. And for these large scale complex physical operations customers, it can save them millions of dollars on a yearly basis. Similarly, for fuel, it’s the same story, coaching drivers to operate a little more fuel efficiently and then optimizing the assets and the workloads and the routes to be fuel efficient can save these customers millions of dollars a year. So that ROI case is really strong.
And that pipeline conversion remains strong, in spite of what Dominic mentioned, where there is a bit of elongation on the sales cycle. So I think we feel good that we have got a compelling value proposition. The win rates continue to be stable. And it’s a very, very large market. We are talking about tens of millions of commercial vehicles here in the U.S. even more in Western Europe. So I think just in terms of our core market and our core value proposition, the ROI is there and customers are very much tuned for this as they think of ways to save money in this environment.
Dominic Phillips: And Keith, it’s Dominic. I will answer the second part. I think, for the large deals, Q4 is typically our largest net new ACV quarter in terms of seasonality. So that definitely played a role in this. But we have been making investments in the enterprise segment or large customer segment for many years now and we are starting to find the yield on some of those investments. We have made a lot of investments in R&D, so making sure that the platform is enterprise grade, building the required integrations, as we talked about on average, these customers are using six integrations now up from four that it’s got the right scalability and flexibility and security all built into the product or big time investments that we have made for these large customers.
And then we have made a lot of sales investments as well. The go-to-market motion is very different than mid-market. The sales cycles can be a lot longer. And we have made a lot of investments there to go along with the R&D investments. And we are now starting to see some real consistent results out of the largest customers.
Keith Weiss: Excellent. Thank you, guys.
Mike Chang: Great. Thanks, Keith. Our next question comes from Matt Pfau, William Blair followed by Alex Zukin at Wolfe. Matt, are you there? Okay, let’s keep moving. So our next question, let’s go to Alex Zukin at Wolfe.
Alex Zukin: Hey, guys. Can you hear me okay?
Mike Chang: Yes, Alex.
Alex Zukin: Yes. Congrats on another excellent quarter. I guess one thing that struck me Sanjit from both the letter and the script your comments about the insurance opportunity were really interesting. And I just want to unpack that a little bit to understand about how much that could become almost a channel opportunity or a partner opportunity for Samsara almost like a force multiplier. Maybe just talk to us about the current go-to-market with that €“ with that industry, with that channel? And is this an area that you can partner with in the future to kind of force multiplier?
