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: Nicholas William Altmann - Scotiabank Global Banking and Markets, Research Division - Analyst
: I wanted to ask a quick clarification question on the 22% sales achievement growth on a year-over-year basis. Is that quota attainment? Is that net
new ACV? Can you just maybe comment on what you mean by that 22% number?
Question: Nicholas William Altmann - Scotiabank Global Banking and Markets, Research Division - Analyst
: And is that on a ACV basis?
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AUGUST 29, 2023 / 8:30PM, NCNO.OQ - Q2 2024 nCino Inc Earnings Call
Question: Nicholas William Altmann - Scotiabank Global Banking and Markets, Research Division - Analyst
: Okay. Okay. And then I guess my second question is, I think you had mentioned 60% of the bookings in the quarter were cross-sells I guess when
you look at the pipeline for the second half, how much of the pipeline is sort of net new versus existing? And then just as a follow-up, you mentioned
50% of the pipeline is for products outside of commercial lending. So can you maybe just talk about whether retail and SMB is acting more of a
front door in terms of your pipeline? Or are these sort of more expansion-oriented deals?
Question: Adam Charles Bergere - BofA Securities, Research Division - Analyst
: So how is the balance between the focus for new logos versus expansion deals changed this year so far? And how are you thinking about that
balance on a go-forward basis with liquidity crisis and everything there?
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AUGUST 29, 2023 / 8:30PM, NCNO.OQ - Q2 2024 nCino Inc Earnings Call
Question: Adam Charles Bergere - BofA Securities, Research Division - Analyst
: Got it. And then between kind of your go-to-market motion for domestic versus international, is it fairly consistent between the 2 as well in terms
of new logos versus expansion?
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