Jay Chaudhry: Yes. Our customers are not looking for best-of-breed point products. They’re looking for best-of-breed platform with the right architecture. We can tell you if — when you talk to the low end of the market, they can live with some of the solutions that are kind of half way. But, when you talk about Global 2000, these customers are generally pretty savvy. The requirements are complicated. And we believe the best architecture will win in the long term. I gave you an example this time where a large retailer had gone a different way, thinking that a firewall-based architecture work, tried, failed and came back. I expect to see a lot more customers do the same thing. I think we have ample opportunity in the Global 2000 to take our current penetration to a much, much higher level.
Operator: Our next question comes from the line of Peter Levine with Evercore.
Peter Levine: Maybe just to piggyback off an earlier question around upsell versus net new. So, it seems like you’re able to kind of somewhat toggle your sales force to maybe focus more on those back-to-base opportunities. So one, are you changing incentives, comp plans at all to, I guess, better incentivize your sales force to focus more on those back-to-base opportunities? And then second, the ones that you are seeing a better upsell, like what product is having the highest hit rate?
Jay Chaudhry: So, we aren’t really making any special changes to upsell versus new logo. This has been asked to us many times over the years. Do we have a special incentive on new logos? Not really. Our platform is very broad and big. So we really — we want new logos and we want expansion. And expansion — we know that expansion means upsell is a little bit easier than new logos. That’s why you’ve seen some of the upsell numbers going up this quarter as compared to new logos down. We keep on making refinements to our go-to-market structure and model from time to time, but there’s nothing significant we’ve done now to make any changes. I think one of the best things is we have a very good sales organization. Our architecture is very good.
Our deployments are very good. That’s why customers come back and c us. I mean, talking to so many customers, they believe we have the best service, best architecture and best security. That’s why we win. And I think we’ll keep on driving it. But in today’s market, we expect upsell numbers to stay high because it’s a bit easier as compared to a new a logo.
Peter Levine: And then which products are getting the biggest hit rate?
Jay Chaudhry: Oh, sorry. Big product. Yes. So, if you look at almost every Zscaler customer has ZIA. ZPA can be a starting point, but that’s not common. But more and more, if customers are starting with ZIA, ZPA, ZDX, but there’s still a sizable installed base that has ZIA. Now ZIA, ZPA together in the higher end, they will be close to 60% now. That means so many customers have the ZIA, ZPA both. There’s upsell opportunities on ZPA. There’s upsell opportunity within bundles. A lot of these customers have bought business, they moved to transformation. From transformation, there’s a big opportunity for us to sell data protection. Data protection, especially advanced data protection is very much on the mind of large corporations.
