Todd McElhatton: Yeah. Like I said, there’s just ebb and flow every quarter. You might have, you know, pull-ins at one point during a quarter. We might have something with terms that are different. So, you know, there really isn’t a whole lot of, you know, consistency on that number. And that’s really one of the reasons that we’ve gone to giving the ARR number, so people can model off of that.
Chad Bennett: Okay. And then maybe one quick follow-up. Just I know on last quarter, I think, Tien, you talked about, you know, new logos and maybe Todd also. I think they were up like 35% last quarter and sales cycles decreased. I think you talked about maybe sales cycles continuing to be down. But just any — and I think you also talked about, you know, a resumption of volume growth also last quarter. Any color into those items and then I’ll hop off. Thank you.
Tien Tzuo: Yeah. And clearly, maybe what you’re asking, maybe asking many companies is, hey, as companies as a whole, are we seeing things turning around? Are we seeing, you know, things stabilize, the economy coming around? I would say, look, we’re probably experiencing the same thing that every other company is experiencing, but we want to be certainly very conservative. You know, we do see a lot of — more optimism in our customer base. That certainly led to, you know, these longer-term contracts and some of the things that we try to talk about as color on the call. But, you know, I think there’s still enough unknowns out there in the marketplace that we would want to be muted in our optimism.
Chad Bennett: Got it. Thank you.
Todd McElhatton: I guess the only other color that I would add to Tien’s is, you know, one of the things we said at the beginning of this year was we are going to have the agility to land both smaller lands that would have the ability to expand over time. Still going after those same enterprise customers that had a good runway in front of them. And we did that and we actually saw the number of new logos is up year-over-year. So that feels like that is working well. In addition, you know, you heard we had two deals over $1 million. What was it? Seven deals over 500K. So in addition to landing some things at a smaller space, we also had some nice media deals.
Chad Bennett: Good to hear.
Tien Tzuo: That’s important. You can see that’s a key part of what we say we do for our customers, right? We allow our customers to give their customers flexibility in how they engage, and certainly, you know, we use our own technology to do the same for ourselves as well.
Chad Bennett: Thanks so much.
Tien Tzuo: Thanks, Chad.
Operator: Your next question comes from the line of Joshua Reilly from Needham & Company. Please go ahead.
Joshua Reilly: All right. Thanks for taking my questions here. Another kind of question on the set up for the pipeline here for Q4. How do you foresee the linearity shaking up in terms of will the month of January be critical to hitting the 12% ARR guide? Or do you have some visibility of deals closing here in November and December, which could take some pressure off that month of January?
Robbie Traube: I think overall, Josh, hi. It’s Robbie. I think one of the big pieces there is, you know, I think pipeline for us grew quarter-over-quarter really well. I think as we look especially also on our partner side of it, I think that there’s really a good view in terms of that higher quality pipeline that we saw in Q3 has been very, very good for us and that led some of those new business win rates.
Tien Tzuo: But I guess, Josh, you know, I’m not sure that I’m seeing anything different than what we usually do on linearity. As you know, pretty much every enterprise software company certainly sees, you know, a skewing to the back end of the quarter. And, you know, ever since I’ve been in this business, it’s always been that way, and I would expect it would be this way again this quarter.
Joshua Reilly: Got it. That’s helpful. And then just what are you seeing in terms of some of your, you know, obviously, we know tech is your largest vertical. Are you seeing some better trends with some of the B2C tech customers versus some of the B2B? It seems like some of these B2C subscription services are doing a little bit better here. Are you seeing less of a volume kind of headwind from those customers?
Tien Tzuo: I think the big news that we’re seeing across B2C and B2B, and we tried to allude to that on the call is, look, when markets slow down, you know, competition certainly increases. People are chasing the same pie versus a growing pie. And we do see when you look at the entire market space, our customers and other companies, that there could be a shakeout, right? There could be a shakeout where, hey, you know, which streaming services are you going to drop? Which newspaper subscription are you going to drop? Which SaaS company are you going to drop? And so what we’re busy working with our customers on is, look, the best companies that are the ones that can hold on to their customers, give their customers choice. And that’s a key part of our technology.
