PagerDuty Inc Q3 2020 Earnings Call Transcript

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

Question: Matthew George Hedberg - RBC Capital Markets, Research Division - Analyst : Jen, it looks like Dave is a great addition to the team, and it was certainly good to see the growth in large deals. I think that was really impressive, obviously growing a lot faster than even revenue. I'm curious on the sales reps' productivity. Obviously, you noted that they aren't ramping quick enough, but tenured reps are doing better. I'm curious if you can comment on -- with the capacity that you've added, do you have the right mix of newer reps? I guess, secondarily, how quickly do you expect this cohort to ramp under Dave's leadership? And are there any other broader changes that Dave needs to make to really position yourself for this next leg of growth? 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 / 10:00PM, PD.N - Q3 2020 PagerDuty Inc Earnings Call

Question: Matthew George Hedberg - RBC Capital Markets, Research Division - Analyst : That's helpful. And then the digital operation disclosure was super helpful. I'm wondering, can you talk about what happens to spend when a customer moves to more of this platform approach and maybe what the sales cycles look like? I assume this is more of like an upsell like -- or maybe as a new sell into a new account. But curious on kind of the sales cycles for these more broader platform sales versus point-based sales.