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: Natalie Elena Howe - BofA Securities, Research Division - Analyst
: This is Natalie Howe for Koji. I wanted to ask on the industry solutions with the preset configurations. What sort of customers gravitate towards
that? Is that more for new logos that are looking for a quicker out-of-box solution, or is that an opportunity also for cross-selling within the existing
base?
Question: Natalie Elena Howe - BofA Securities, Research Division - Analyst
: Got it. And then a quick second question. I wanted to ask about your sales and marketing investment. You guys said you were investing more in
your go-to-market [motion] there. As a percent of revenue, sales and marketing seemed to have decreased a bit sequentially, is the investment
Question: Kevin Damien McVeigh - UBS Investment Bank, Research Division - Analyst
: Great. Congratulations on just another really, really strong quarter. Steve you continue to see really, really good progress -- or John, I'm sorry. On
the kind of larger clients, can you give us a sense -- is that new logos or kind of existing clients being pulled up on scale, and is some of that kind
of the benefit from the Microsoft partnership really starting to kind of crystallize -- because it seems like, obviously, as you get more and more
embedded with them that, that that could be another incremental driver.
Question: Kevin Damien McVeigh - UBS Investment Bank, Research Division - Analyst
: Helpful. And then just -- the margins just really, really continue to impress despite what's a pretty dramatic growth in professional services, which
tend to be obviously lower margin. Any thoughts around that and if the professional services continue to scale, is that just even more favorable
indicator of future revenue?
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