Carl Eschenbach: Yes, sure. So yes, we — one of the things we really like about our business model is what we describe as both the diversity and the durability of our business. From a diversity perspective, we’re still landing a significant portion of our business on net new deals, which is really exciting to see. And when you land net new deals, what that provides you is a platform to sell back into your customer base, and we have two different selling motions there. In this quarter when we had a really balanced performance across selling back to the customer base and landing net new — and that’s a motion that we’re going to keep leaning into. And by the way, we talked about FINS when we’re adding FINS sellers, we’re separating them into selling net new FINS and back into the customer base.
So this motion is clearly working for us. As it relates to macro, maybe I’ll just do a high level and then ask Doug to chime in and see what he’s seeing since he’s with customers daily. Nothing has changed over the last few quarters. And because of that, we continue to perform quite well because I think our sales force is very skilled at navigating the extra scrutiny they’re going to get. As well as they’re doing really well at understanding the sales process and their closing deals and they’re getting them across the finish line. That’s both a tribute to our sales force globally, but I also think it comes back to the strong value proposition we’re providing customers as we continue to be the platform they’re choosing to support both their people and their finances, their two most precious assets.
So it’s a combination of good execution, understanding the sales cycle and us continuing to have a strong value proposition for our customers and prospects. And I’ll ask Doug to call or add any additional color on the macro.
Doug Robinson: Yes. Thank you, Carl, and nice to talk to you, Brad. From a macro perspective, you asked the question whether it shows up in one area or the other, I think you meant between HCM or FINS, and I’d say not really. I think it’s fair to say that the extra scrutiny is on any dollar spent in corporate America or across the globe is getting that scrutiny. So it is sort of across the board. I would say perhaps more pronounced, I don’t know if scrutiny is the right way to describe it in net new versus customer base, which is why the customer base has been such an important part of our motion over the last two years at the company. Which was your first question around expand. So in that motion, we really sort of see two key things.
One is this notion of create and close or what we call speed SKUs or speed solutions. So just to highlight there, Peakon planning, talent optimization, those tend to go quick time to value and tend to be really strong in quarter sort of create opportunities and close. But at the same time, we have our customers or the customer base doing larger, what I would describe as more strategic enterprise type agreements. We talked about the expansions across Airbus, Lloyds Bank, Lowe’s, 7-Eleven this quarter. Those are already big customers committed to the platform but have taken on an even more strategic approach with us as they look to consolidate vendors and standardize on our platform.
Brad Sills: Wonderful to hear. Thank you so much.
Operator: Our next question comes from the line of Kirk Materne with Evercore. Please proceed with your question.
Kirk Materne: Thank you very much. And I’ll echo the welcome to Zane. Good to hear from you again. Carl, I was wondering if you could just double-click a little bit on international. And what you’re seeing in that region, maybe across some of the products. And I was wondering if you could also just talk about the investments that you’re making today and sort of the opportunity for those to kind of come to fruition from a bookings perspective next year? I guess just a little bit more color on international would be helpful.
Carl Eschenbach: Yes. So I’ll talk specifically about EMEA, which both Doug and I already mentioned — but this is an area that we — I think you are aware, over the last couple of quarters, we’ve shared that we brought in a lot of new leadership across the region, both in the U.K. at the entire EMEA level. In dock in France. So we’ve really built out their leadership team there, and they’re actually bringing in more and more talent underneath them, and it is starting to clearly pay dividends. We are seeing early signs of solid pipeline build that’s much more predictable than we’ve seen in the past. We see more predictability in the business, because they have their arms around it. And they are selling both HCM and FINS successfully.
The other thing we’re seeing, which is a little bit of replication from what we’re seeing here in the U.S., as you know, the EMEA market as a whole is very much a medium enterprise business. And they’re doing really well at selling full platforms into the EMEA market where customers see the true value of combining both HCM and financials and again, wrapping planning around it for that full platform sale. So we definitely are seeing the momentum there. And we do have some big competitors in our backyard there, but when we look at our competitive win rates across the market, including in the backyard of some of our big competitors, our competitive win rates are holding up, our discounts are holding up. So they’re really executing well and taking a really strong approach to the market.
