David Steinberg: Well, just to answer your first question, we traditionally see a seasonally slower quarter in the first quarter from the fourth quarter and that is reflected in our guidance, even though we feel very comfortable with the guidance we put out and like a lot of companies we are trying to over index on being conservative in the world today, because you know there’s a lot of turbulence going on. But the truth of the matter is, if you look at the last number of years of this company, seasonally, Q4 is very, very strong, and then you come into Q1 where you are resetting a little bit that. But at the middle of our range, I believe we projected a 19% growth rate year-over-year for the first quarter and continue to feel like we have been conservative. Chris, do you want to answer the second question?
Chris Greiner: Yeah. In fact, on slide 17, on the earnings supplemental, you will see that we laid out the three-year average revenue linearity and guidance by quarters. But to David’s point, that’s also where you see the seasonality show up.
David Steinberg: He asked about the use cases as well?
Chris Greiner: And use cases, I mean, we mentioned, all of our growing double-digits. Acquire and grow are growing the fastest both at about equal rates above the company’s growth rate. What was interesting is, this is now the second quarter in a row where we have added many more scaled customers that are using more than one use case. We are now almost at 50, we are 46, but that’s a 39% improvement year-over-year and that in the last quarter also grew in the 30. So that’s a big incremental opportunity for us. It’s incremental Zeta 2025. All the ARPU expansion in Zeta 2025 modeled off of channel expansion. So our continued inroads here is only incremental upside. Next question?
Ryan MacWilliams: Yeah. With more channels, you guys got me interested in talking about the accelerating replacement opportunity for the legacy marketing cloud. I mean, this is a pretty big opportunity. Since you previously called out, there’s like 10,000 customers that could potentially be scaled data customers. Are this legacy marketing cloud customers typically on a contract length of like three years or five years? Just trying to get to what the yearly opportunity could be of US$36 billion then?
David Steinberg: They are almost all on three years. And you see effectively a third of them come up every year. The big question is how do we, and quite frankly, I think, it’s one of the things we did best last year was, how do we begin to get far more shots at the basket, right? So we have always said we close a disproportionate percentage of the RFPs or engagements we get invited to participate in. The big question was how did we grow that number at the top of the funnel? So what did we do? We have built a whole new sales motion with a great team focused on lead generation. We were named — we are in the far right-hand upper corner of the Forester report for marketing automation companies. We were named top five in the world by multiple sources for CDPs. Zeta Live was an absolute blowout with over 7000 attendees either in person or online and we look forward to seeing everybody again this year.
We just sent out the save the date. And that has materially increased the number of RFPs we are seeing, which allows us to get more bites at the apple. So if you think of them as three-year contracts, you are talking about every year about 33% come up.
Chris Greiner: Thanks, Ryan.
Ryan MacWilliams: Thanks.
Chris Greiner: Operator, next question.
Operator: Our next question comes from Ryan MacDonald of Needham. Please go ahead.
