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 a great quarter and a great end to the year. Mark, maybe this first one is probably for you. But you mentioned in your
prepared remarks a little bit on the evolution of the solution strategy, and I was just wondering if you can maybe expand for us a
little bit what the changes you are making to the solutions are and how -- maybe how should we think about the impact that will
have on your pricing strategy for some of those accelerators and other value-based capabilities.
Question: Arjun Rohit Bhatia - William Blair & Company L.L.C., Research Division - Analyst
: Got it. That's very helpful. And then, Pete, maybe one for you, a little bit of an open-ended question. But after being in the CFO seat
for 90 days now, it would be great if you can share with us some of your early observations about the business overall as a newer
member of the leadership team. And then from a financial perspective, I know you mentioned the licensed user disclosure change,
but be curious if we should expect any other changes in disclosures going forward.
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Congrats on a strong finish to the year. Mark, I want to kind of build on Scott's last question, right? If I think back a couple of quarters
ago, it seemed to me like the transactional business was really healthy. The enterprise stayed fairly strong. But there was kind of a
blip with expansion of customers in the middle, right? And I think the numbers would suggest you're seeing some recovery in Q4.
But I just want to ask explicitly about kind of what you're seeing with that expansion business in the middle customer cohort. And
if it is, in fact, getting better, what -- was it just time and recovery? Or is there something that you did to kind of affect change there?
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Yes. Yes. Makes sense. And then maybe a decent segue. So like where are the other opportunities that you think you could verticalize
by function, right? I mean, obviously, Brandfolder has been a huge success in marketing, and you guys have done some stuff
organically in that area. Like where else do you have a concentration of users inside of large organizations that would make sense
for kind of more vertically tailored efforts?
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