Sanjit Singh: Understood. And then a follow-up question, maybe for Daniel or Ashim, it’s about cloud and that sort of 650, which is by math, north of 40% of total ARR, which sort of means that you guys are going to cross the CASM eventually relatively soon to become a majority cloud company. As you think through some of the things that are coming online with some of the Gen AI initiatives and the co-pilot initiatives that you have, if those start to gain traction, does that come through the cloud line and essentially that’s where we’re going to one way to sort of track your Gen AI traction by the mix of cloud steadily increasing? Or just how do we think about the cloud mix evolving from here as you drive the platform story?
Ashim Gupta: Yes. I would say all of our new offerings, we have a cloud-first mentality in terms of that, and many of the offerings start with the cloud. So of course, that means that the cloud mix as we continue to scale, we feel optimistic will continue on the same trend that is there. I do want to remind everybody, we have a hybrid kind of cloud environment. So from a SaaS headwind standpoint, I would look at that as not impacted by that mix shifting as we move up that area. So from that perspective, we feel very confident about the direction of cloud overall.
Sanjit Singh: Appreciate the thoughts Ashim. Thank you.
Operator: Thank you. Our next question comes from the line of Bryan Bergin with TD Cowen. Please proceed with your question.
Bryan Bergin: Hey guys, good afternoon. Thank you. So I appreciate the document understanding at that point and the test traction, test suite traction you mentioned. I’m curious if you could comment more on the mix of deal wins you may have signed in 4Q with clients attaching the full platform or maybe the mix of the pipeline where you see clients pursuing that holistic approach. Any further commentary you could share there?
Rob Enslin: Yes, Bryan, I think I mentioned 65 out of 100 of our top deals had some sort of the platform attached to those deals. So that kind of showcases. I think if you look at our deals above $1 million, I think that will tell you a story there. We also had — we more than doubled our deals above $5 million, which will tell a story around the platform as well. And I think those are proof points around where we are with the platform. Also, the messaging around the GSIs, the partners, that’s where the platform becomes even more important. In my discussions, though, I was in Saudi Arabia, we are met with numerous of the financial institutions and insurance companies and many of the Kingdom of Saudi government officials. I mean they actually recognize the platform and the relevance of the platform.
And actual fact, one of the largest banks in Saudi are just — was about to sign with a competitor for RPA. And after they saw the platform, changed their mind completely, almost on the spot and we’re seeing more and more of that kind of interaction with customers. So in my discussions with customers, I’m extremely positive in how we are enabling them to do digital transformation faster. We’re enabling them to get value quicker and the most important thing, they’re getting speed into what they want to do in their businesses to change their business without having to touch many of their systems, they can get the value. And many of the comments I made was around NorthStar and how we did that — how are we doing that.
Bryan Bergin: Okay. Very clear. And then just on the demand front. So I understand — I appreciate the variable comment there. Can you talk maybe more about as you going through 1Q and as you’re planning for the year? Or what you may be seeing by region or verticals, those have been maybe more aggressively leaning in versus those that are more cautious?
Rob Enslin: Yes, look, we feel — when you look at the region, we feel really good about our continued strength in North America and continuing to drive where we’ve been focused on. I don’t think public sector is a region, but I would say — if you look at public sector, vertically what we’re doing in the U.K., the Scottish government, the U.S. federal environment, super, super positive results. And I would say you can extrapolate that globally. We have both — we have a solution that is really applicable in markets that are concerned about sovereignty. You take the French for instance where we’re able to deploy in a cloud-based model, to their liking, the deployment model of choice. So that’s hugely beneficial. We like what we saw in Japan.
We continue to see significant progress in Europe. Our leadership there is really strengthened, and they are delivering consistently every quarter. And when you deliver consistently, you can start really attacking growth and drive growth. And so we see an opportunity for AI environment, combined with the platform to markedly change the trajectory in the future.
Bryan Bergin: Thank you.
Operator: Thank you. [Operator Instructions] Our next question comes from the line of Keith Bachman with BMO Capital Markets.
Keith Bachman: Many thanks and terrific results. I will in the spirit of keep my question to one. Rob, I wanted to come back on what you’re just talking about with Bryan. You mentioned 65 of the top 100 deals had some element of platform. I wonder if you could expand the answer a bit, but just talk a little bit about what the penetration is versus your installed base? Because I would think there’s a lot of room for opportunities there. And any difference that you could highlight, say, on DBNR or gross retention or size of deals for those customers that are adopting some element, not necessarily the full element but some element of the platform versus those that are not. Many thanks.
