Mark Mader: Hi, Brent. I think one of the things that I was looking for in the quarter was how the conversion of pipeline that extended in the previous quarter played out. So one of the things that was really encouraging to see was, in business that did extend last quarter, a lot of that business converted this quarter. And when I look at our net sequential adds on over $50, 000, $100,000, we saw really healthy numbers. We added 138, over $100,000 customers. We added over 240 over $50,000. So it’s really pleased to see that. So we continue to see strength there. I think the expectation from customers is priority on what one’s presenting to them and how it connects to value. Are you helping me identify new sources of revenue?
Are you helping me retained my existing ones? Are you helping to drive savings? To something I just spoke to in my remarks, spoke to that ability to help customers expand or drive savings and that remains very much alive and well. I think the — going into the year, I feel like we have a sales team which is probably the most ramp team we have had, heading into a year. So I think that will continue to yield nicely on that part of our business. Now, as we make investments in our product, I’m also as motivated to continue to drive that product-led growth piece, which builds the — all the future growers. So there — we do talk about enterprise a lot, but I think there’s also some really favorable things coming out this year, which helped lay that foundation for future growth.
Pete?
Pete Godbole: Sure. And then, the second part of your question, we did see more macroeconomic sort of what I call pressure in Europe. That’s one part of it. But between the customer base over year, we saw really good success with our larger enterprise customers. We probably saw a little more pressure with our SMB and smaller ARR customers, so that’s a little bit of texture and where we saw it.
Brent Thill: Thank you.
Operator: Your next question is from the line of Josh Baer with Morgan Stanley. Your line is open.
Sophie Lee: Hi, this is Sophie Lee on for Josh Baer. I’m wondering if you saw any benefits of vendor consolidation? And if you saw any customers consolidating to the Smartsheet platform? If you can also highlight any customer conversations that changed meaningfully in the past quarter and some of the outcome of that discussion?
Mark Mader: I think on the consolidation front, Sophie, we’re seeing, it’s quite common when we have a multi — $100,000, multimillion dollar opportunity that there is presence of others in the environment. I think where we benefit is, we have very commonly presence within multiple nodes of the business. We remain, I think really grateful for those high conversion rates in the situations. I spoke to one of those in the biopharma space this year, which was a bake-off, where we were able to demonstrate the value and they move quite quickly. That is going to be a very large account for us over the next 10 years. So I would say the number of times there is that formal RFP, really high diligence bake-off, those are still pretty few and far between, but they typically happen on the accounts that really matter. So we definitely put energy into those when they do come about.
Sophie Lee: Okay, great, thank you so much.
Mark Mader: Thanks, Sophie.
Operator: Your next question is from the line of Alex Zukin with Wolfe Research. Your line is open.
