Appian Corp Q4 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 : Yes. Congrats guys on a great quarter and a great end to the year. I wanted to start with the 7-figure customers that you disclosed in the slide deck. It seemed like you added, I think, 20 new customers in that $1 million-plus cohort, which is more than double the adds that you had last year in this cohort. So I was hoping you could just maybe unwrap for us the expansion drivers that are getting customers to be that larger size? Is it more apps that customers are building on Appian, more modules, more complexity? Or is it just the partners that are helping customers scale their Appian deployments?

Question: Arjun Rohit Bhatia - William Blair & Company L.L.C., Research Division - Analyst : Perfect. That's very helpful. And I know that we've been talking about this holistic platform that you're building or have built at this point with low-code, RPA and process mining. And we've talked about that value proposition quite a bit. I'm just curious where are customers in understanding what you've built by bringing all of these components together in one place? Are you still educating customers? And for those that have adopted and have deployed all 3 of these, what's the early feedback you're hearing from them as opposed to the alternative approach would be to maybe stitch together these parts through several different vendors?