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
: Rick, a two-parter for you on the Deloitte partnership and then a quick follow-up for Kevin. Just on Deloitte, curious what kind of
RFP process went into that. I mean, I know they're a customer, so maybe that was enough for them. But talk a little bit about why
they landed on Dynatrace.
And then part two of the question is just, in your experience, does this make it more or less likely that other SIs will kind of consolidate
and build practices around Dynatrace, right? Like I don't know if they're fast followers in that industry or if they'd actually prefer to
have some sort of differentiated offering? Any thoughts along those lines would be helpful.
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Okay. And then Kevin, the follow-up for you. Can you quantify the tax refund? And then confirm, has that already been received in
fiscal '23?
Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst
: Congrats on a fantastic finish to your fiscal year. Rick, I'm curious to get your perspective on customer conversations. Given that your
customers presumably have labor shortage, supply chain shortage, inflationary pressures, how are they prioritizing Dynatrace? And
what do those ROI conversations look like, especially since you've had 1.5 months or so after the quarter ended? Are there -- is there
any change in the tone of how Dynatrace is being prioritized? And I have a follow-up question for Kevin.
Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst
: Kevin, congratulations on your retirement. I was wondering if I could get your perspective on the quality of the customer base kind
of exposure to unprofitable tech companies, if you will, that is somewhat material -- not your company, for certain other companies
and the risk factors associated with collectibility, ongoing business conditions for certain aspects of your customer base that may
be impacted by the recession.
Maybe we're starting to see some negative effect. But maybe you're more insulated. But any statistics you can throw with respect
to the diversification of your customer base or industry verticals and the quality of their own financials that can give you more
conviction that those pressures are not an issue for you guys.
Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst
: Got it. It's absolutely well appreciated. I was more curious about your customers and their profitability and they're going to renew
contracts. But I think Kevin covered that.
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