Remo Canessa: No, it’s not multiple years, it’s shorter than that. Also kind of related to what are we thinking of ramps in Q3 and the second half, similar to what we saw in Q2. Again, as we talked about, dealers are getting bigger, buying more of our platform. It is a very — it’s a strategic buy for large companies. Regarding the architectures that are out there today, I mean companies understand. They understand that they’ve got a problem. And for that, these ramps do help us. I would expect it to continue about the same pace in Q3 and Q4.
Operator: Our next question comes from the line of Matt Hedberg with RBC.
Matt Hedberg: I just wanted to ask about linearity. It sounded like in your prepared remarks that January was worse than December. I’m curious, do those trends continue into February, i.e., was February worse than January? And is there any way to quantify sort of the impact of the deals that pushed out of the quarter?
Remo Canessa: Yes. I mean, some deals certainly pushed into February. And February — but again, some of the deals that we thought we’d do in January came through in February. Regarding linearity, overall linearity was actually better in Q2 versus Q1. But that’s also a function of the elongation of the deals. So, that’s why its linearity is better. Going forward, I would expect back-end loaded linearity as we’ve seen the last few quarters. I really don’t see that changing.
Operator: Our next question comes from the line of Mike Walkley with Canaccord.
Mike Walkley: Remo, I guess, with new customer pipeline taking longer to close, it seems like upsell is going to be maybe even greater mix over the intermediate term. Can you share with us maybe how that mix changes over the implied guidance for the remainder of the fiscal year?
Remo Canessa: Yes. That’s a great question. If you recall in Q1, it was about 50-50.
Jay Chaudhry: That’s right.
Remo Canessa: And we said, we felt on — for the year, it’s going to go more in the 60-40 upsell versus new. In Q2, it was about 35% new and 65% upsell. From my perspective, I think for this year, I think 60-40 is still the right metric to think about, 60% upsell and 40% new.
Operator: Our next question comes from the line of Keith Bachman with BMO.
Keith Bachman: I wanted to ask about — if you look at the phase deals and/or just the general economic backdrop, is there a change in pricing? In other words, are more customers asking for a release in terms of pricing? And related to that, Remo, I know you talked about the billings and you’re assuming some more conservative or things can get worse. But if I look at the billings guide, if in fact, billings are down 9% sequentially in the April quarter, in order to make the annual guide the sequential growth in July quarter is 50% or higher, and that’s roughly equal to or above the sequential growth for the last three years. So, I’m just struggling a little bit to understand why the billings guide, we should think there’s basically some room, if you will, when I look at the Q4. It just seems like you’re asking a lot for Q4.
