The following is excerpted from the question-and-answer section of the transcript.
(Questions from industry analysts are provided in full, but answers are omitted - download the transcript to see the full question-and-answer session)
Question: Arjun Rohit Bhatia - William Blair & Company L.L.C., Research Division - Analyst
: Perfect. And I will add my congrats on a great quarter. Bill, maybe I want to follow up on your conversation about inflation earlier.
I'm sure you're seeing hosting costs go up, labor costs are increasing. At the same time, right, with your product, you're adding more
value to customers. You've talked about ServiceNow being a deflationary platform and you're innovating. But how do you think
about pricing in this environment for your solution? Is there an opportunity to be more aggressive as you add more value and to try
to maybe offset some of the costs that are increasing on the OpEx side?
Question: Karl Emil Keirstead - UBS Investment Bank, Research Division - Analyst
: Gina, I just wanted to give you a chance to elaborate on the U-shape cRPO trajectory in 2022. And in particular, I just wanted to clarify
the 1- to 2-point sequential headwind to that metric. So does that mean that the 28% guide in 2Q would be maybe 29%, 30%
normalized. And then in 3Q, do you get another 1- to 2-point headwind before you get that acceleration in 4Q? Love any color you
can provide, as I think others on the call would.
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APRIL 27, 2022 / 9:00PM, NOW.N - Q1 2022 ServiceNow Inc Earnings Call
Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst
: Let me call my congratulations on a spectacular quarter. Bill, I think you've got the macro argument pretty well nailed. I'm not going
to ask that question, but I'm curious to get your thoughts as you scale the company to a 15-plus, I noticed the plus after 15. How do
you think about distribution, given that you've run big distribution of big companies before. The customer count of 7,000, 8,000
certainly is very impressive, big deal sizes. As we envision the life beyond 15-plus, what is the go-to-market structure of the company
look like? Are we looking at a 2-tier, 3-tier type distribution, predominantly go-to-market, high-end, channel, SI, et cetera. Help us
envision the future, Bill, to get to your target.
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APRIL 27, 2022 / 9:00PM, NOW.N - Q1 2022 ServiceNow Inc Earnings Call
Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst
: I'm already there. Definitely seeing you there.
Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst
: I can. Absolutely.
Question: Matthew George Hedberg - RBC Capital Markets, Research Division - Analyst
: Bill, really as a follow-up to that last question. You mentioned of observability. You guys recently launched incident management
platform. I think it's really infused with Lightstep and observability. I'm wondering if you can talk about the importance of that
offering? And maybe just double-click again on sort of why you think you're going to win in observability, because it seems like a
huge market opportunity for you guys.
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