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: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Congrats on the strong results. Mark, I want to ask if you've seen any change kind of in the percent of use cases that lean more towards workflow
automation versus maybe project management or collaboration. And I realize that most of your deployments have kind of flavors of both, but I'm
wondering if COVID has in any way kind of accelerated interest in automation.
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Yes, yes, okay. And then, Jenny, just a quick follow-up on the numbers. I wasn't sure if I caught the comment, but do you think we've seen the nadir
in net dollar retention in this quarter?
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Yes, yes, okay. Congrats to you, Jenny. Thanks for all your help. And Pete, welcome.
Pete Godbole
Thank you. Thank you very much.
Question: Arjun Rohit Bhatia - William Blair & Company L.L.C., Research Division - Analyst
: Jenny, I'll echo my congrats to you. It's been great working with you over the past few years. And Pete, look forward to working with you over the
next few.
Maybe first one for Mark. It seems that you're on pace to add in excess of 2 million total users to your platform this year. When we look at that free
collaborator base, can you just maybe give us a sense for how that impacts your long-term growth prospects? And if we dig in maybe a level deeper,
how should we think about the time that it typically takes those free users to convert to paid, whether it's a matter of quarters or years, just how
should we think -- we be thinking about that?
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DECEMBER 07, 2020 / 9:30PM, SMAR.N - Q3 2021 Smartsheet Inc Earnings Call
Question: Arjun Rohit Bhatia - William Blair & Company L.L.C., Research Division - Analyst
: Got it. And then maybe one thing, if I can touch on the -- you created some great solutions for the marketing department. And now you're layering
in Brandfolder. How should we be thinking about the go-to-market motion? Is that still very much that same self-serve, land and expand? Or does
Brandfolder and some of the organic work that you've done there allow you to do direct outreach to CMOs and maybe try to sell that -- sell those
marketing solutions a little bit more top down?
Question: Arjun Rohit Bhatia - William Blair & Company L.L.C., Research Division - Analyst
: Perfect. Thank you very much, and congrats on the quarter.
Question: Pinjalim Bora - JPMorgan Chase & Co, Research Division - Analyst
: This is Pinjalim on behalf of Mark. Congrats on the quarter. And Jenny, great working with you. I'm sad to see you go. And Pete, welcome.
Mark, just one question on Work Apps. You had talked about Bridge last time, and Work Apps seems something new. Help us understand maybe
with an example, what can customers build on Work Apps today? What -- and what is the vision maybe 3 to 4 years from now? And do you expect
Work Apps and Bridge maybe to help alleviate the churn on an aggregate basis even more?
Question: Pinjalim Bora - JPMorgan Chase & Co, Research Division - Analyst
: Super helpful to understand that. And Jenny, just one housekeeping. Did you give the mix for the capability-based offering as a percentage of
subscription revenue?
Question: Brett Anthony Knoblauch - Joh. Berenberg, Gossler & Co. KG, Research Division - Analyst
: First, I just want to say good luck and best wishes to you, Jenny. And congrats to Pete. I Look forward to working with you.
I was just wondering if you could provide an update to total user count, and maybe how many user came from Brandfolder? I know you said it's
maybe not like a user-based model.
And then just as a follow-up, 47% RPO growth was very strong. Could you break that out organically?
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DECEMBER 07, 2020 / 9:30PM, SMAR.N - Q3 2021 Smartsheet Inc Earnings Call
Question: Brett Anthony Knoblauch - Joh. Berenberg, Gossler & Co. KG, Research Division - Analyst
: And then just on RPO growth?
Question: Brett Anthony Knoblauch - Joh. Berenberg, Gossler & Co. KG, Research Division - Analyst
: I was asking organic growth from an RPO standpoint. How much came from Brandfolder?
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