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 James Coss - JP Morgan Chase & Co, Research Division - Analyst
: This is Matt Coss on behalf of Mark Murphy. Are you guys still on track with your fiscal '20 plans for quota-carrying reps, and particularly, on track
to have 30 enterprise account reps by the end of this year?
Question: Matthew James Coss - JP Morgan Chase & Co, Research Division - Analyst
: Okay. And I know currency exposure is pretty small for you guys, but did that in any way impact revenue or billings headwinds or present any
revenue or billing headwinds?
Question: Matthew James Coss - JP Morgan Chase & Co, Research Division - Analyst
: Okay. Finally, I know when you look at the percentage of new logos with more than 50 employees, how is that trending versus prior periods? And
are you getting to a point where maybe the majority of your new logos might have, let's say, more than 60 or more than 70 employees?
Question: Aleksandr J. Zukin - RBC Capital Markets, Research Division - Analyst
: So Mark, maybe first one for you. As you look at some of the incremental investments that we've kind of touched on, I think in both the script and
in the Q&A that you guys have made this year, what's the right way to stack rank kind of the biggest growth catalysts as you look out to next year
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between maybe federal, expanding the -- continuing expansion of the product suite, the investment internationally? What's the right way, in your
mind, to kind of stack rank those?
Question: Aleksandr J. Zukin - RBC Capital Markets, Research Division - Analyst
: Perfect. And then maybe just broadly around M&A. Is there appetite for larger M&A? And the current thought process and generally, strategically,
how you think about M&A for -- over the next kind of 12 to 18 months?
Question: Aleksandr J. Zukin - RBC Capital Markets, Research Division - Analyst
: Perfect. And Jenny, maybe just if I could sneak one on dollar-based net expansion. Kind of -- I guess are you surprised that you've been able to
maintain that rate consistently? And what's the right way for us to think about the progression there? Is it something that you expect to kind of
naturally start to go down over some near-term period or is that something that could be sustained for quite some time?
Question: Brett Anthony Knoblauch - Joh. Berenberg, Gossler & Co. KG, Research Division - Analyst
: Thanks for taking my questions, the first of which is on maybe as you launch more accelerators that solve more problems and develop more of a
platform per se, are you seeing maybe a change in the competition you were seeing at all? And then just a following question on maybe what's
driving the ACV growth and maybe the mix? Is it maybe 70% from customers that's increasing their contract value through expanding licenses or
maybe 30% coming from customers with larger initial contracts are coming onboard?
Question: Brett Anthony Knoblauch - Joh. Berenberg, Gossler & Co. KG, Research Division - Analyst
: Okay. And then maybe just one more. You guys launched 10 accelerators over the last year, give or take. How do you expect the same pace of
development over next year, maybe 3 years?
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