“And going forward, we kind of expect similar elongation of sales cycles.”

In context

“Rick McConnell (CEO): That’s a great question. So, I would tell you that the linearity for our business actually kind of came in roughly in line with what we thought when we started the quarter. So I’d say, no real change. I will – having said that, I will say that, as we mentioned in our prepared remarks, that there is no doubt that the current macroeconomic environment has certainly resulted in more budget scrutiny, and therefore, kind of sales cycles are certainly elongated, but I would say, not materially different than they were in the second quarter. And so, our linearity kind of came in line with what we thought. And going forward, we kind of expect similar elongation of sales cycles. I will say that the demand environment is quite healthy. Our pipeline is healthy. I think our coverage is healthy. I actually think that now that we’ve been dealing with this for a few quarters, our sales team is much better at kind of responding and forecasting the business. And so, we have pretty good visibility and pretty good comfort kind of in our guide.”