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: Arjun Rohit Bhatia - William Blair & Company L.L.C., Research Division - Analyst
: Congrats on the quarter and glad to hear all the steps you're taking to support the testing efforts. Maybe to start off on the marketing front. I know
you've taken -- you've introduced a handful of accelerators and the Slope acquisition and the Adobe integration. But how should we think about
this audience for -- the marketing audience for Smartsheet? Is this a new user group that you're trying to attract with all these product development
efforts in addition to the project managers and IT apps folks that you have already? Or is this a group that you have a foothold in and you're just
trying to equip them with maybe a more curated solution and more advanced tools?
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MARCH 17, 2020 / 8:30PM, SMAR.N - Q4 2020 Smartsheet Inc Earnings Call
Question: Arjun Rohit Bhatia - William Blair & Company L.L.C., Research Division - Analyst
: Got it. And Jenny, maybe a follow-up for you. Nice to see the uptick in the net dollar retention rate in Q4. Can you just maybe help us stage how --
what we should expect going into 2020? Are you still seeing some of the older cohorts expand? And maybe buy more accelerators and just higher
level, what should we expect on the net dollar retention rate front going into the next fiscal year here?
Question: Brett Anthony Knoblauch - Joh. Berenberg, Gossler & Co. KG, Research Division - Analyst
: Congrats on the good quarter. Regarding your revenue guide, I guess, relative to last year, are you assuming similar contributions from existing
customers and new customers, I guess, or maybe is this year maybe more heavily weighted to existing customers given the macro backdrop?
Question: Brett Anthony Knoblauch - Joh. Berenberg, Gossler & Co. KG, Research Division - Analyst
: Okay. And then if, I guess, the macro backdrop kind of continues to worsen, would you think of kind of reducing the advertising spend to kind of
grow brand awareness, given you would probably see a lower ROI just from kind of IT budgets getting slashed. So I guess, less opportunities for
new business expansion?
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