Jeff McCombs

“And just to add on to that, Matt, you noticed that our guidance for Q4, the midpoint is roughly in line with the Q3 actuals on the revenue front. And normally, we would see a bit of seasonal expansion from Q3 to Q4.”

“So with respect to the $10 million to $15 million impact, our guidance reflects some of the softening that we saw happen in Q2, with respect to client acquisition and client retention, particularly, as we noted, in Europe and in SMB.”

“I’d add on the sales front, we are also executing well against our hiring plans. As we indicated before, we expect to double the size of the account executives by end of 2022.”

“Yeah, our investment philosophy with respect to brand marketing is exactly the same as it's been with sales and performance marketing. Our goal is to invest as much as we possibly can, wherever we can get returns that we think are comfortably above our weighted average cost of capital.”

“The Land team continues to perform very well. We indicated that our target productivity levels are roughly 6 deals per rep. They're comfortably exceeding those levels, providing us a ton of confidence that we can invest aggressively behind the opportunity.”