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: Matthew George Hedberg - RBC Capital Markets, Research Division - Analyst
: And I'll offer my congrats, again. This is certainly not an easy environment. You guys are doing well. John, on the call, you noted
cloud system integrators are becoming more important, which is really good to hear and similar to what we've picked up in our
checks. Can you remind us what percentage of deals are either partner influence or maybe even partner-led? And perhaps where
that mix might go in several years?
Question: Matthew George Hedberg - RBC Capital Markets, Research Division - Analyst
: That's great. And then I wanted to -- it didn't come up today, but I know it came up at Analyst Day, but I want to circle back on your
intent to enter the application security market. It makes a lot of sense as, I think, especially given Smartscape and your Davis technology.
Can you talk a bit more about this opportunity? I assume customers are asking for this from you. And maybe remind us again about
the timing of the launch here.
Question: Jennifer Alexandra Swanson Lowe - UBS Investment Bank, Research Division - Analyst
: This is Jen Lowe from UBS. Great. So I wanted to ask a little bit about the demand environment and, in particular, John, at the outset,
you talked about this growing consensus that digital transformation is necessary and only more so in the current environment. But
sometimes in our field work, we pick up that companies are conceptually on board, but maybe a little reluctant to commit to very
big transformational projects in an uncertain time.
So it's on their road map, but maybe not actually happening today. It's more next year. I'm just curious in that commentary, what
nuances you're hearing in terms of those projects starting today versus being on the road map, but maybe more 2021 business for
when things get a little clearer on the macro outlook.
Question: Jennifer Alexandra Swanson Lowe - UBS Investment Bank, Research Division - Analyst
: Great. Maybe one more for me. We've seen some of the other players around the observability space, adjust their pricing or announce
new pricing plans or focus on plans that are really designed to make it easier to bring in data at a low price point and get away from
kind of a host-based model.
I'm curious if that's something that you're hearing from customers that they're asking for. Anything, you think, might be on your
road map at some point?
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Congrats on the results. John, just one for me. So one of the questions I get from investors is they try and make sense of the competitive
landscape, is whether it's easier to expand from APM to infrastructure or from infrastructure to APM, right? And given your model,
I know how you'll answer the question, but maybe if you could just talk about why you think that's the case.
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