Appian Corp Q3 2021 Earnings Call Transcript

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

Question: Arjun Rohit Bhatia - William Blair & Company L.L.C., Research Division - Analyst : Hello? Can you hear me now?

Question: Arjun Rohit Bhatia - William Blair & Company L.L.C., Research Division - Analyst : Sorry. This is Arjun on for Bhavan. Sorry about the technical difficulties there. Maybe to start off with, Matt, I know you talked about becoming a change engine. Can you maybe just -- I understand how the technology will play into that. What else do you need to do to help your -- to help guide your customers to become more agile? Is there anything that you need to do from a change management perspective, from a process perspective that will help them really guide -- help guide them through this journey outside of just providing them the workflow, the process mining, et cetera? How do you think about that aspect of it?

Question: Arjun Rohit Bhatia - William Blair & Company L.L.C., Research Division - Analyst : Understood. Very helpful. And then I would love to hear maybe just some commentary on what you're seeing in the pipeline. I know the guidance does imply a little bit of a step down in growth. We saw a bit of a sequential tick down in net retention. Can you just talk about how customer expansions are trending? What you're seeing in terms of Q4 demand, both from a net new perspective and expansion front? That would be super helpful. REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. NOVEMBER 04, 2021 / 8:30PM, APPN.OQ - Q3 2021 Appian Corp Earnings Call

Question: Arjun Rohit Bhatia - William Blair & Company L.L.C., Research Division - Analyst : We can't go without that. Last one for me and then I'll cede the floor. The -- it sounded like international was having a great quarter. Is there anything you're seeing that's different about international markets, either in terms of they're coming -- whether they're coming a little bit later to the low-code investment cycle? Or are there specific investments that you've made in the partner channel and the go-to-market motion that we're now starting to see the international motion get going and have some strong quarters here?

Question: William Kingsley Crane - Joh. Berenberg, Gossler & Co. KG, Research Division - Analyst : So with some of your newer offerings like RPA and process mining, do you feel like your customers are constrained in terms of adopting those? And then how much are you funneling that enthusiasm for those products into the workflow management side of things? REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. NOVEMBER 04, 2021 / 8:30PM, APPN.OQ - Q3 2021 Appian Corp Earnings Call

Question: William Kingsley Crane - Joh. Berenberg, Gossler & Co. KG, Research Division - Analyst : That's good to hear. Makes perfect sense. So would you still say that for some customers, they could be using process mining, RPA and workflow management all from Appian and that could be sufficient?