DocuSign Inc Q3 2019 Earnings Call Transcript

The following is excerpted from the question-and-answer section of the transcript.

Question: Aleksandr J. Zukin - RBC Capital Markets, Research Division - Analyst : So maybe just the first one. If I look at the Negotiate product that you announced at Dreamforce, maybe what's the opportunity set within your customer base? How big could that opportunity be to sell Negotiate in? And then is there an opportunity to announce something similar with some of your other partners like SAP? And I've got a quick follow-up. without the prior written consent of Thomson Reuters. 'Thomson Reuters' and the Thomson Reuters logo are registered trademarks of Thomson Reuters and its affiliated companies. DECEMBER 05, 2019 / 9:30PM, DOCU.OQ - Q3 2019 DocuSign Inc Earnings Call

Question: Aleksandr J. Zukin - RBC Capital Markets, Research Division - Analyst : Perfect. And then, Mike, just a question on the favorite topic of billings. Obviously, different quarters, kind of different dynamics with both pushes and pulls of deals or durations. Anything that you'd comment on, either as a headwind or a tailwind, for billings in the quarter? And then how should we think about kind of as you look at next quarter with the guidance, any factors that we should consider from prior periods impacting there as well?

Question: Sui Ying Cheong - BofA Merrill Lynch, Research Division - Analyst : This is actually Jacqueline Cheong on for Kash, and congratulations on the quarter. I noticed that sales efficiency, as measured by sales and marketing over incremental revenues, have been in the 1.9 to 2.0 range for some time. And this quarter, you guys actually improved significantly to 1.7. So can you talk a bit about what caused the improvement? without the prior written consent of Thomson Reuters. 'Thomson Reuters' and the Thomson Reuters logo are registered trademarks of Thomson Reuters and its affiliated companies. DECEMBER 05, 2019 / 9:30PM, DOCU.OQ - Q3 2019 DocuSign Inc Earnings Call