Stewart Grierson: Yeah. So Blair, I’m not going to get into the specifics as what we did. I mean there’s lots of things you can do as you run a SaaS service in terms of optimizing your infrastructure costs and operations. And so we, as a team, looked at opportunities, and you saw those results in the current quarter. I signaled 72% to 73% gross margin for Q4 and — so we have a number of initiatives that we’re looking at. Some of them will take investment in order to drive savings further down the road. And so obviously, our goal is to get back to the 75% plus range over time. And so yes, I think we’re going to build up towards that level and evaluate different things that we can do every quarter.
Blair Abernethy: Okay. Great. And one last quick one. Just any FX impact on the top line this quarter of note?
Stewart Grierson: No. We price in U.S. dollars. So obviously, we do have — I mean, obviously, that impacts the cost of the solution for folks internationally, but the dynamic that we could point to having any meaningful impact at this point.
Blair Abernethy: Great. Thank you.
Operator: And our final question comes from the line of Pinjalim Bora with JPMorgan. Please proceed with your question.
Noah Herman: Hey, guys. This is Noah on for Pinjalim. Thanks for taking our questions and congrats on the quarter. Maybe just a quick follow-up on the sales reps. Could you maybe just talk about the rep productivity trend in the third quarter. And how that’s heading into the fourth quarter? Thanks.
Stewart Grierson: Yeah. I’m not going to give specifics, Noah, on the productivity gains. And when we sort of talked about it at our Investor Day, we’re continuing to see, I’ll say, just same levels. of productivity gains for the folks that we’ve been bringing on board. So we’re very encouraged by the results. I feel like we’ve made the right moves in the sales organization to get it moving in a better direction. And we’ll be — obviously, we track this month-to-month and quarter-to-quarter as we move — we expect to be able to drive further games down the line.
Noah Herman: Got it. And then just for a follow-up question. Maybe based on your conversation with CIOs, how do you think the industry growth trends next year? Do you think they’ll take a step down or do you think it will be more resilient?
Ramin Sayar: To be honest, a lot of our CISO CIOs, it’s all over the place. A lot of them are going through that finalization of budgets and planning now. I can tell you there’s still a lot of demand and concern around continued investment in security, which we’re well positioned for, but there’s also the reality of shortage of staff, right? And so back to the MSSP conversation. So that’s one area. The second area is I think the effort around migrating of workloads to the cloud hasn’t slowed down. I think the question really is how do I replace some of the traditional homegrown piecemeal parts that were stitched together with a consolidated platform is some of the conversations that we’re having and leading to some great cross-sells and upsells as well as new opportunities.
Other than that, it comes down to people, process and technology decision as every CIO looks across their portfolio of spend and where they can drive X percent savings. And we think we’re well positioned because we can help them save money as well as continue to innovate and drive agility and growth.
Noah Herman: Got it. Thank you.
Operator: And we have reached the end of the question-and-answer session. I’ll now turn the call back over to management for closing remarks.
