Jim Fish: Makes sense. Just as a follow-up to Matt’s earlier question. I mean, how do you see the pipeline of these large opportunities entering the year versus last year? And are there any larger kind of renewal opportunities on the horizon with some customers, understanding you guys typically upsell, cross-sell throughout the life of the contract?
Dominic Phillips: It doesn’t look terribly different than it has in previous years. We feel good about the customer demand. The conversations that we’re having, building off the momentum that we demonstrated in FY ’24 and Q4, and we’ve really kind of nailed down our renewal motion over the last couple of years and that’s driving a lot of success. And so, again, we feel good heading into FY ’25.
Jim Fish: Thanks.
Mike Chang: The next question comes from Daniel Jester with BMO, followed by Kirk Materne with Evercore.
Daniel Jester: Great. Thanks for taking my question. Maybe to follow up on an earlier one in maybe a different way. You highlighted in the prepared remarks, the really big renewal that happened kind of one quarter — really big expansion one quarter after a new customer was signed, and I mean the velocity there is really impressive. Are you seeing actually the speed of that expansion change? Is this a one-off sort of unique case? Is due to sales capacity? Anything that is sort of different in terms of the speed at which you’re able to go and re-attack these customers?
Dominic Phillips: I don’t — I think every sales cycle is different. It really kind of depends on where the customer is and their kind of internal resource is, and how much of the platform or products that they can digest upfront. So, some customers are able to move very, very quickly with deployment, some customers take a more phased rollout approach. And so, we’re not really seeing any differences there. It really comes down to kind of customer readiness and project prioritization.
Daniel Jester: Okay. Great. That’s helpful. And then, to follow up on the sort of comment about construction earlier being a more historically underpenetrated industry vertical, as you look across the verticals today, are there any others that you’d call out where you see potential change in the opportunity or direction of how you think going to see the year progress in 2025? Thanks.
Dominic Phillips: I don’t think so. I mean we usually at our Investor Day will show this ARR mix pie chart by industry vertical, and it’s been pretty consistent. It moves around kind of a few percentage points within individual verticals. But we’re not seeing anything really stand out within one specific vertical that creates more of a catalyst than others. I think we’re very focused on having this horizontal platform of applications that’s really used by many different end markets. And that’s been the case since kind of the founding of the company and I would expect that to be the case going into FY ’25 as well.
Daniel Jester: Okay. Great. Thank you.
Mike Chang: Our last question today comes from Kirk Materne with Evercore.
Kirk Materne: Thanks very much. I’ll echo the congrats on the quarter. Sanjit, I was wondering if you could just comment a little bit on the idea of your platform and as you get up to having customers that have $1 million-plus in ARR, are the people that are accessing the data in the platform expanding beyond the operational — or the operations folks, meaning, I imagine finance wants to look at, I imagine, legal in some cases, want to have access to the data coming of your platform? So, can you just talk about what that means from a longer-term perspective in terms of getting Connected Forms into? I’m just trying to get a sense on — it feels like we’re scratching the surface in terms of where you could go within an organization even outside of operations.
Sanjit Biswas: Yeah. Kirk, we would agree with you. So, in large enterprise customers, there are many different personas who use the system. You’ll have the back-office folks who might be the fleet managers and dispatchers. You will see finance teams using this data to drive everything from tax reporting to carbon reporting and so on. And then, we do have a bunch of other use cases, that we can kind of go through. But like you said, with Connected Forms, we start to expand the horizon of what you can do on the product, it is not necessarily tied to a vehicle. And we’re already seeing that with things like equipment, where we’ve got asset managers in a different sense keeping an eye on asset utilization of construction equipment, that sort of thing. So, I think that’s exactly right in terms of platform expansion and user expansion, and we’re excited to kind of lean into that with new products like forms.
Kirk Materne: That’s really helpful. And Dom, just a quick one to finish up. Obviously, you’ll be adding a lot more sales folks to mix this year. Can you just talk about how — if there’s any changes to the go-to-market, or how are you feeling about those people, just more overlay salespeople just expanding within existing regions? I guess, just the broader question is, any real changes to the go-to-market as we head into fiscal ’25? Thanks.
