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 Alan Stotler - William Blair & Company L.L.C., Research Division - Analyst
: First one, I'll just ask one more in the partner channel. Obviously, there's been a lot of news around the partner effort this year and some impacts
from strategic moves in the market, some impacts from the situation here in COVID. But obviously, it seems like, particularly in Q3, there's a lot of
strength in that partner channel that you guys have talked about. So I'd love to just double-click on that, maybe talk about, on one hand, the
pipeline of new partnerships, whether -- the number of new partners or the velocity there. And then maybe also comment on the recovery in the
existing channels that maybe were a little more beaten up in kind of the Q1, Q2 time frame. And then I have a follow-up.
Question: Matthew Alan Stotler - William Blair & Company L.L.C., Research Division - Analyst
: Got it. That's helpful. And then just a quick follow-up in terms of how we're thinking about investments going forward. Obviously, there's a lot that
you're investing in, in terms of the go to market, direct channel, continued innovation in the R&D front. But as we look back through the first 3
quarters of this year, there's clearly been some cost savings from COVID, maybe also some efficiencies that will stick around. So as we think about
the proliferation of a vaccine and kind of moving back to whatever the new normal looks like, how should we be thinking about kind of relative
OpEx levels and where we might see some, I guess, sustainable efficiencies and where we might expect for spending to expand on a percentage
of revenue basis?
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