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
: This is Matt Hedberg on for Richie. Nice to see continued leverage on the sales and marketing line. If I think about the kind of top line outperformance
you had in the quarter in accelerating revenue, can you talk about are you revising your expectations on quota-carrying sales capacity hires? And
then maybe more broadly, just talk about the competitive market for talent acquisition and sales capacity.
Question: Matthew George Hedberg - RBC Capital Markets, Research Division - Analyst
: Got you. That's helpful. And then one more for us on guidance. It looks like 4Q guidance implied -- kind of implies a bit of a deceleration there. Can
you just talk about your assumptions on the full year guide?
Question: Matthew George Hedberg - RBC Capital Markets, Research Division - Analyst
: Congrats on the quarter.
Question: Andrew Lodovico DeGasperi - Joh. Berenberg, Gossler & Co. KG, Research Division - Analyst
: First, I guess, on international. I know you addressed the mix outside the U.S. So I was just wondering, how is that expansion plan trending? You've
launched that channel program earlier this year. Just if you could elaborate on that and maybe provide us an update on how that's going?
Question: Andrew Lodovico DeGasperi - Joh. Berenberg, Gossler & Co. KG, Research Division - Analyst
: That's helpful. And then maybe on -- I'm seeing the noncurrent deferred inching up over the last few quarters. I was just wondering, should we be
seeing more multiyear agreements coming through as you expand upmarket, so to speak?
Question: Matthew James Coss - JPMorgan Chase & Co, Research Division - Analyst
: This is Matt Coss on behalf of Mark Murphy. In all of your sales and marketing activities, in which areas do you think you're seeing the best ROI
conversion? And are there any areas among sales and marketing spending that lend themselves, or that might lend themselves to greater efficiency
in the near term?
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