James Foster: Yes. I appreciate the question, Brad. We have sales kickoff in 48 hours. And so we’re using that as the foundation as we do every year to reenable, reestablish the position, re-anchor any of our pricing changes that we have. We’re using that as a meaningful catalyst to accelerate the revenue synergies for the acquisition of IDX this year. We did, however, see some nice, what I’d call, early synergies in Q4 that we mentioned. The release of this new PII disruption service capability in our platform was a meaningful win from multiple customer opportunities in Q4. I think we were positively surprised at how fast those deals move through the pipeline and the traction and the demand that we saw from those customers.
And those were just small single-digit percentages of the total net new customers we acquired in Q4. And so I think our saturation of opportunity is really just looking at a couple of points of our total customer base. There’s a lot of opportunity, upside and white space that we anticipate tackling this year with the team from IDX and the technologies that are in our platform now.
Brad Reback: That’s great. And then, Tim, you had mentioned some seasonality on expenses. How about helping us with seasonality on cash flow?
Tim Bender: Sure. I mean I think typical for the ZeroFox in our history, I know it’s a short history for you guys but Q1 has always been our most challenged quarter from a cash flow standpoint and wouldn’t expect that this year would be different but just like the expense flow, cash flow tends to perform throughout the year and getting better each quarter and we would expect that to happen again this year.
Operator: The next question comes from Yi Fu Lee with Cantor.
Yi Lee: Congrats on the strong finish, Foster and Tim, of course as a public company. A couple of questions for Foster or Tim. Starting with the IDX, I was wondering if you guys could give us some updates on revenue synergy generations from the platform, upsell, cross-sell? I know, Foster, you mentioned about a deal — a joint deal between ZeroFox and IDX, the media company. Wonder if you could double-click on that one for us on cross-sell revenue synergies?
James Foster: Good morning, Yi. For better or worse, in terms of revenue synergies, I think it was minimal in Q4. We are excited to see, what I call, feature demand within the platform that accelerated sales cycles but for me to say that just because of that feature alone, we won those net deals would probably be doing our platform a disservice as a whole. Where I see revenue synergies really manifesting itself here this fiscal year will be an overall pipeline and demand generation improvement. We are seeing consistent trends from Q4, although we’re being mindful of what this year could bring in terms of the macro. And then outside of that, we mentioned as we were getting ready to go public, the very small overlap in customers that we had as an organization.
Let me put on record, it was about 5% or less total customers that overlap between the 2 organizations which by definition leaves us a lot of upside for cross-sell and upsell this year. And that’s something that we think about when we talk about our X factor is top of mind for performance. And a quick math would lead you to believe that if you look at our subscription ARR, any meaningful improvement in cross-sell, upsell would see an incremental accelerated growth rate there for ARR.
Yi Lee: That makes sense, Foster. And then on the multi 6-figure deal, we understand ZeroFox is coming from a platform play. I was wondering, you mentioned about — what type of solutions did you ? How long is the deal cycle? Was the customer concerned with the cost? They want to lower their TCO, total cost of ownership, that’s why they went to ZeroFox. Can you give us more color on that multi-6-figure within deal ?
