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: William Kingsley Crane - Joh. Berenberg, Gossler & Co. KG, Research Division - Analyst
: Congrats on the quarter. First one would be the excellent traction with partner ecosystem integrations. A number of companies,
CloudFlare, Freshworks, Symphony, are you seeing any particular areas that you have the most traction or that's surprising you the
most?
Question: William Kingsley Crane - Joh. Berenberg, Gossler & Co. KG, Research Division - Analyst
: That's really encouraging. And then one quick follow-up would be really encouraging to hear the strength in the largest enterprises.
In this segment, are you hearing anything new? Is it that win rates are improving against competitors like OpsGenie? Or is it really
Question: Matthew Alan Stotler - William Blair & Company L.L.C., Research Division - Analyst
: Yes. Matt Stotler, William Blair. I guess first to start off, you guys have highlighted some, I guess, use case-specific solutions recently,
including customer service, cloud operations, business response. Obviously, some of these are still relatively early innings, but would
love to maybe get some thoughts on early interest from customers, how meaningful do you think these could be over time?
Question: Matthew Alan Stotler - William Blair & Company L.L.C., Research Division - Analyst
: Right. Right. That's helpful. And then just a quick follow-up. You gave some commentary around the new pricing model. Obviously,
it sounds like the early response to the freemium structure has been positive. Can you talk about kind of looking forward, any
mechanisms that you have in place to start converting those freemium customers or how you think about kind of making those free
users into paying customers?
Question: Matthew George Hedberg - RBC Capital Markets, Research Division - Analyst
: Jen, obviously, hearing you talk about an inflection point and confidence and momentum continuing. It's really great to hear. It
seems to me like it's a combination of just perhaps better buying but also better execution. And I know Dave has been there now
for a while. Could you talk about the specifics on like what you can control versus the environment? Because it almost feels to me
like you feel better about both aspects. But even if COVID cases spike, your ability to execute seems higher as well. I'm just sort of
curious on Dave's contributions thus far.
Question: Matthew George Hedberg - RBC Capital Markets, Research Division - Analyst
: That is really, really great to hear. And then I guess, on the Q2 -- on your last call, Q2 call, you noted you closed one of your largest
enterprise deals ever in August. You maybe addressed it in the prepared remarks. I wasn't quite certain if you hit on that particular
customer. If you did or maybe if you didn't, could you maybe shine a little bit more light on that use case? And I don't know if there's
any way to scope out what sort of magnitude of a deal that might be. Certainly a great data point.
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