Pete Godbole: I think, you look at the segments that come out for us, which are very strong in that new user, etcetera. We launched essentially a lot of new activities with customers and what we’re seeing is, our largest customers that come in from the largest companies, new nodes within companies coming forward, they seem to be really resonating with our product and what they are hearing is capabilities can be launched early. We still do deals with Advance with surprises sometimes us internally but says, it’s a new customer, they start with Advance. That somebody deciding that they don’t want, the primitive as they get started, they just wanted to start with what gets them the lift in productivity that they need.
Jacob Roberge: Okay, great. and then, would love to just touch on what you’re seeing in the market from a competitive perspective. It seems like some of your competitors are calling out some headwinds and undergoing some fairly large risks, while you’re obviously continue to execute pretty well. Have you started seeing any competitive benefits in the pipeline as a result of those changes?
Pete Godbole: So what we are seeing is, two things happening. First is, the market for hiring talent has obviously gotten better, which is — macro statement about everything we’ve done, And then, the one thing we are finding is on the marketing side, the competition for a lead or ad word, et-cetera, is proving to be easier. The cost is dropping over there. So we’re benefiting on those two fronts.
Mark Mader: I think in terms of the teams in our pursuit, the larger opportunities that we pursue, where we have established footprints, those are very rarely highly contested. It’s really us demonstrating value and seeking greater investment from our client. It’s pretty rare that at one of our large existing customers that’s growing quickly, that they are in the process of reconsidering — considering a platform change. So it’s — we really haven’t seen that manifest or the median sales cycle for us.
Jacob Roberge: Great, thanks for taking my questions and congrats again on the great results.
Pete Godbole: Thank you.
Mark Mader: Thanks.
Operator: Your final question comes from the line of Steve Enders with Citi. Your line is open.
George Kurosawa: Hi, this is George on for Steve. Thanks for taking my questions, squeezing me in. I guess, on the macro, if you could just discuss the degree of linearity you saw through the quarter? It sounds like things may be progressively got worse on the conversion rates and sales cycles. So, just any comments there. And then, what you’ve seen in February and March so far? Thank you.
Pete Godbole: So, as we looked at the quarter and how it played out, the builds through the quarter — some element of what I call degradation, which took place between November moving into December and January that you could describe as the elements I described before. The macro degradation was a function of like elongated sales cycles and what I call some degradation to close rates that we saw. We saw that play out as we progressed through the quarter. So that’s the first part of it. What have we observed so-far in February? I think we’ve got off to a February start, which is consistent with the first month of the quarter. But essentially the trend we expected to have continue, which is a part of our guide is built-out. We have seen the close rates and what I call, sales cycles, not sort of improved the state sort of marginally a tad bit, sort of worse than they have. So that’s how this plays out.
