Amit Yoran: Yes. First of all, I’ll start by saying we’re seeing tremendous demand on the cloud security side. At this point, I’d say prior to acquisition, Tenable is already delivering cloud security capability to over 1,000 customers. And so we’re seeing demand. We’re seeing momentum and we continue to invest organically and inorganically in building out those capabilities. Certainly, market leading on the infrastructure’s code side. I think Ermetic is the absolute market leader when it comes to cloud infrastructure and entitlement management. And so to your point earlier, even where other CSPM solutions have been deployed, Ermetic has shown the ability to sell alongside those products with their team functionality. That said, I do believe that we’re going to see a lot of consolidation, both in security and specifically within cloud security because these capabilities really need to be tightly integrated to maximize value for customers, because what you have in the cloud, how it’s configured, how it’s vulnerable, who has access to those assets, what are the permissions and entitlements to those assets, what would it look like if any of those identities or assets were compromised?
I think all of those data points are tightly intertwined both from a security and compliance perspective, and I think that there’s a very natural progression from point products in cloud to unified CNAPP platforms. And I think that’s what you’re hearing from most of the market leading cloud security vendors and certainly what Ermetic is bringing to the table for Tenable.
Roger Boyd: Appreciate the color. Thank you.
Operator: Thank you. Next question comes from the line of Gray Powell with BTIG. Please go ahead.
Gray Powell: Great. Thanks for taking the questions. So yes, maybe just kind of drill in on the Q4 outlook. I’d be curious, are you guys expecting a budget flush this year? And then just on a comparison basis, like how does the environment feel today versus this time last year? Is it better, same or worse in terms of just the visibility that you feel like you have?
Steve Vintz: Yes, in terms of budget flush, there certainly — if you look heading into Q4, we’d expect Q4 to be sequentially higher in terms of CCB on an absolute dollar basis relative to what we’re providing today. So the fourth quarter tends to be seasonally strong for us. It can represent over 30% of our total sales. We do see budget flush. We would expect that in the fourth quarter. We do — we are expecting some of the selling conditions that we experienced in the mid-market to persist. But overall, we feel good about the guidance that we’re giving today. And I think in terms of the comparison to last year, I think it’s fair to say that this is a new budget cycle, a new fiscal year and new logos are tougher to transact in this environment.
But we’re also very pleased to see us demonstrate real momentum, not only with Tenable One, where it’s growing over 100%, and we’re seeing higher selling prices there. But also really strength in large deals. As Amit commented earlier, we had a record number of seven figure deals, also $0.5 million deals and up. So the value that we deliver to our customers continues to grow in terms of importance and it’s resulting in larger deals.
Amit Yoran: Yes, I guess the only other thing I would add to that is less on the macro and more on the competitiveness of product sets, whether it’s on the OT side, our ability to win — compete and win and deliver on cloud security on identity and the unification of these capabilities. Tenable One, the sales and go-to-market teams have never had greater confidence in the products that we’re bringing to the market and our ability to value differentiate from competition. So there’s a lot of cost for optimism.
Gray Powell: Understood. Okay. Thank you very much.
Operator: Thank you. Next question comes from the line of Brian Colley with Stephens Inc. Please go ahead.
Brian Colley: Hi, thanks for taking my questions. So I wanted to drill down on the commentary around the mid-market. Could you just elaborate on whether you saw — was it less new logos in the mid-market? Or was it more related to expansion business? And then is part of this due to increased competition in the mid-market?
