Terry Tillman: Yes, congrats from me on the quarterly results, first of all. I guess, Rob, maybe the first question is, maybe I’m pretty simple here. But NorthStar roadmaps seem like a no brainer, like how much of your customer base [indiscernible] your larger enterprises. Have you actually unleashed the NorthStar roadmaps on? And the second part of my first question is, I’m hearing a lot from you about full platform adoption. Have you done anything with product or packaging to create less inertia to move all in with the platform and then add a follow-up for Ashim.
Rob Enslin: Sure. Great questions. So I would say, we are doing a lot around pricing and packaging, and obviously pricing, packaging and solutions. And it’s a constant upgrade, I would say of that. But you got to be very careful about how you actually bring that into the market. And we’re focused on really simplifying SKUs and so making it very simple for customers to purchase. And also make it simple for customers to mix and match solution sets with AI units or bots in a way that’s very simple, so that they can actually expand with less friction and we are doing significantly more of that. NorthStar is a combination of a great value based tool that has to be connected to the C-suite. You have to have sellers that are able to communicate and as we enable our organization more and we get more references, we are able to scale more and continue to scale the organization, so there’s still plenty opportunity for us to continue driving that and continue to work on NorthStar with organizations.
Terry Tillman: That’s great. Thank you for that, Rob. And I guess, Ashim, in terms of all the work on the go-to-market side this year, is there potentially a further drift in NRR? Could it actually improve from here? I mean, it’s already best-in-class. I’m just kind of curious how you could see NRR trends potentially with more of the harvesting of all this work on the go-to-market side. Thank you.
Ashim Gupta: I just say we continue to be pleased with where we are and how we’re executing and we’re going to look forward to closing out fourth quarter and we’ll provide more updates next year.
Operator: Our next question comes from the line of Fred Havemeyer. Please proceed — with Macquarie. Please proceed with your question.
Fred Havemeyer: Hey, thank you very much. And I’d also like to congratulate you on a very strong quarter. I wanted to focus once again on generative AI. But firstly, looking at your product to see it being integrated throughout your portfolio and your suite, I’m looking forward to [indiscernible] what you can do there. But I wanted to take a, I guess a bigger picture, look at the longer term outlook of the market considering some of the impressive results [indiscernible] autonomous agents using for example, like GPT, for blending vision texts, et cetera. I’m curious, considering that UiPath has recently been one of the original autonomous agent companies with your attended and unattended RPA, how do you think about the market evolution over time with [indiscernible] or agents like functionality being built using generative AI now?
Daniel Dines: Well, I think that direction in the market that we are seeing right now, around autonomous agents prove a bit — our approach that always said that AI plus automation is the thing that drives the biggest outcomes for our customers. Actually, this is what we are seeing a lot of our customers after the initial, a little bit of a pause around how AI is going to help me with my automation, they realize that they need powerful automation platform in order to harvest the power of AI. And going forward on a longer term basis with UiPath are in one of the best positions to build the next generation foundational models that understand processes, tasks, screens and documents, the type of multimodal that is built in, in order to drive automation. So it’s — to me, it’s clear that the world is going into that direction. And again, we are really in a very good position to take advantage of it.
Rob Enslin: Thank you for that. I’m looking forward to having an intern as a service to be able to help out autonomously and everything. I hope also just related to the topic here of generative AI, I’ve consistently heard feedback about the difficulty of organizing one’s own data within an enterprise in a way that’s useful. And so I’m curious what you’re hearing from your customers about how they’re beginning to and attempting to approach their own generative AI strategies and whether UiPath’s automation platform is really able to help customers more holistically across the board with generative AI.
Daniel Dines: Yes, actually, this is one of the major use cases where automation is used right now in order to fine train customer [indiscernible] were even specialized AI. And it’s frankly one of the hot discussion points with our partners around the world. We had interesting discussions in Japan and in the U.S with companies like Accenture, were Deloitte that are very interested in to how they can leverage automation to cleanse the data and to accelerate custom training of [indiscernible] and specialized AI.
Operator: Our next question comes from the line of Siti Panigrahi with Mizuho. Please proceed with your question.
Siti Panigrahi: Thank you. So it’s good to see this net new ARR bounce back. So are you speak with your customer? What do you think the enterprise spending train would be next year in terms of priority for automation spending?
Rob Enslin: Yes, I mean, we’ve done — we’ve looked at different analysts, different markets and many analysts will tell you that they see cloud or [indiscernible] data and cyber and automation is the key trends in terms of spending next year. But I would caution and say, customers are, as I said early on are very thoughtful in how they want to spend, where they want to spend and where — how they’re going to fund it, which benefits us and benefits us in the way that we actually approach customers. I don’t see a significant change in that spending. I do think that customers are going to look to see how AI and AI automation and Gen AI can help them drive more efficiency and deeper levels of efficiency in the organization and look at different models when it comes to customers and our customers, how they communicate with customers, how they drive customer journeys as well.
And we are focused on helping our customers with that approach in a deep way. Also connecting meaningful inputs and outputs in companies around documents and social communication emails into this process in order to drive real process orchestration at a different level.
Siti Panigrahi: Thank you. And, Ashim, a follow-up. If I capture your total customer count, it seems like it does come down this quarter. But you guys also had a pretty good — on your enterprise segment spending. So wondering like, was there anything different you saw in different segments, like small versus mid to large segment?
