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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