Ethan Bruck: This is Ethan Bruck on for Alex Zukin. So I just want to ask you, you called out a lot of success in more complex industries like financial services, health care, life science, public sector. I was just curious, how much of these more strategic discussions with larger customers is kind of the pull around people looking to explore more with AI versus the push from some of just the better go-to-market execution you’ve spoken about? And then as we think about guidance, I just want to double click on Mark’s question. I’m just curious like based on all what you’re seeing with demand and just on execution standpoint, like what’s giving confidence in that guide for the net new ARR for fiscal 2025, the puts and takes whether it’s around large customer momentum, more success in certain verticals? Just anything you can share there?
Rob Enslin: Yes. So let me start off and say, look, there’s no doubt there’s better execution, right? There’s no doubt that’s what we said we wanted to achieve better execution. And we also wanted to make certain that the platform was relevant for C-level executives. And there’s no doubt that the whole AI movement that’s happened in the past 12 months, all of those pieces together has helped UiPath move forward in a dramatically better way. And we’ll continue to do that. The reason why our AI story resonates not only with the automation folks and the AI folks is because we’re able to showcase how you take a solution like it and use generative AI and improve the performance of test manual testing multiple times, including when you take — as I said, in the Kingdom of Saudi Arabia, when they look at the invoice and they’re looking at English and Arabic, and we’re able to take both of those in their language and able to actually use automation, AI-based automation to decipher it and uncovered if and when it’s only 75% visible, we’re able to actually almost get it 100%.
Customers are absolutely blown. Then they look at the opportunity. What else is out there? What else can you do for us? We’ve got all of these opportunities and what we see is pretty exciting for us. And then it’s a question of how long will it take to deliver it. And that’s where we — the creativity of automation together with AI delivers what I’ve always said, customers need speed and agility to deliver results that they need to date.
Ashim Gupta: And I would just say from the guidance perspective, a lot of our confidence comes to actually based on what Rob is saying and what we’re seeing in the market. We always guide to what’s in front of us. So we look at our pipeline, we look at kind of the business, how the business is progressing. And we had a really great year last year, and we feel like we have continued momentum going into this year, and so we feel good about our guide.
Ethan Bruck: Thank you.
Kelsey Turcotte: That will be our final question.
Operator: Thank you. Our next question comes from the line of Ari Terjanian with Cleveland Research Company. Please proceed with your question.
Ari Terjanian: Hi guys, thanks for taking the question and congrats on the strong end of the year. I want to keep on the AI topic. I’d love to hear any updates around how you’re seeing customers leverage the UiPath platform to build their own custom Gen AI applications. And similarly, to the extent that AI is helping bend the curve make business automation easier to adopt, curious if this can finally really speed up the deployment and lower the need of extensive services to adopt your guys’ platform. Thank you.
Daniel Dines: Yes, I can give you an interesting example that we are seeing in health care provider. We help them with building a RAG-based search, which is like retrieval augmented generative AI. And imagine patient that has to fill out a formula. And then it goes to — it converts into a claim and it has to match with a certain type of procedure. So this is the — that was one type of example that we are seeing, and there are many others in this regard. And I think it proves, again, the point that generative AI combined with specialized AI is really helping us to go more towards automating end-to-end processes. And that is really — in the end, it results in a much better value for our customers
Rob Enslin: Okay. I think that — with that, that’s the last question. Thank you, everybody, for joining us. We really appreciate you taking the time, and thank you again.
Operator: This concludes today’s teleconference. You may disconnect your lines at this time. Thank you for your participation.
