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: Andrew Lodovico DeGasperi - Joh. Berenberg, Gossler & Co. KG, Research Division - Analyst
: Just on the framework for the full year guidance, I was just wondering, are you assuming any worsening conditions in the back half of the year?
And maybe could you also discuss whether in terms of the customer metrics, has churn in any way meaningfully increased? Or has it stayed steady?
And I have a follow-up.
Question: Andrew Lodovico DeGasperi - Joh. Berenberg, Gossler & Co. KG, Research Division - Analyst
: Great. And then maybe, Dustin, in terms of your investment, I was just wondering if the size of it itself makes sense, I guess, to build a buffer to get
to free cash flow-positive. But are we expecting to see you to continue to invest here from time to time in Asana going forward?
Question: Pinjalim Bora - JPMorgan Chase & Co, Research Division - Analyst
: Dustin, you're obviously seeing really great traction in the large customer front. Over 80% of Fortune 100 is a solid number. But your peers -- some
of your peers also claim similar kind of a mix or higher. How do you -- so clearly, a lot of CWM players probably coexist in a number of these very
large accounts. How do you think about the opportunity within these accounts over time? How do you see this kind of game play out?
Question: Pinjalim Bora - JPMorgan Chase & Co, Research Division - Analyst
: Understood. And as you move towards cash flow breakeven at the end of -- or by the end of calendar '24, how are you thinking about building the
indirect channel? How important would that be for this to reach kind of this goal as you especially slow down hiring? Maybe help us understand
the portion of bookings coming from channel -- indirect channel today versus what it might be in the next 2 years.
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