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
: My congrats as well on your new role. Looking forward to working with you. Steve, I think what stood out to me is that the success is not just in
the base, but it's net new customers, new to franchise. That said, I'm wondering, could you talk -- and obviously, you've had a lot of success on the
cloud side. Could you talk, though, about just how you think about operating in a hybrid environment, right? Because clearly, we sort of have 1
foot on both sides at this point. But your success in the cloud is interesting. And obviously, I think what what's getting all the attention. But the
hybrid approach, just talk about how well positioned you're there, you see there relative to competition.
Question: Matthew George Hedberg - RBC Capital Markets, Research Division - Analyst
: That makes a ton of sense. And then I guess, obviously, you're investing a bit more now in front of the opportunity given the success on the cloud
side. How do you think about the go-to-market focus? Are you bringing in a new set of reps, a little bit more or a different skill set than maybe
previously? Just how do you sort of continue to leverage the products that have obviously had a lot of investments with -- continuing to kind of
Question: Matthew George Hedberg - RBC Capital Markets, Research Division - Analyst
: Congrats on the results base.
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