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
: First of all, congrats on the results. And Jill, we'll obviously miss working with you. Congrats on the retirement, and Ian we look forward to working
with you as well. Maybe I'll start. A lot of good things in the quarter, and I think that's reflected in the results and the guidance. But Jill, you did talk
about some elongated sales cycles. Wonder if you could provide a bit more color there. When did that -- was there anything unique with it? Maybe
when it started to happen? Was it more on the commercial side versus education side?
Question: Matthew George Hedberg - RBC Capital Markets, Research Division - Analyst
: That makes sense. And then maybe one for John. To see the success in security cross-sell is really, really exciting. Can you talk about sort of what's
driving that? I mean I think a lot of us feel like security is one of the more durable aspects of IT spend, especially in times of economic challenges.
But is there anything unique with what's driving sort of the strong accelerated attach there?
Question: Matthew Alan Stotler - William Blair & Company L.L.C., Research Division - Analyst
: Jill, we're going to miss you, obviously, it's been great working with you. And Ian, excited to get to know you better. I think the first question here
would just be on the international opportunity and kind of your efforts there. More on the commercial side. Obviously, you talked a lot about the
opportunities and what's been going on in the education side. As you look at kind of the pipeline there and obviously, just going on with the macro,
I'd love to just kind of get your feel of how that's progressing going forward? And whether there is any sort of maybe kind of the same elongation
that you're seeing broadly and then how that plays into your expectations for contribution from those markets going forward?
Question: Matthew Alan Stotler - William Blair & Company L.L.C., Research Division - Analyst
: Got you. That's helpful. And then one on the -- you obviously have fundamentals, which went GA earlier this year. You've also talked about the
business plan package in prior years and quarters. Would love to just get some color on how you think buying patterns at customers are going to
evolve over time, right? The land-and-expand motion has clearly been strong. But do you expect that at some point you're going to see kind of
the buying behavior move more over to favoring these bundles? And how does that change your view of kind of what that land-and-expand
motion looks like on a longer-term basis?
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