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
: Congrats on the strong finish to the year. Mark, with the customers that are landing with Advance, are you taking a more active
direct sales approach there? Or is that land still largely a self-discovery motion?
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Yes. Yes. Got it. And then, Pete, the follow-up for you would just be around the numbers. So you grew headcount, I know it was like
32% to 33% in fiscal '22. What are your targets for headcount growth this year kind of implicit in the operating loss targets that you
gave us?
Question: Rishi Nitya Jaluria - RBC Capital Markets, Research Division - Analyst
: Wonderful. Nice to see continued momentum in the business. I guess starting out, I wanted to double-click on the investments
incrementally that you're making in driving more market awareness. Can you be a little bit more specific about kind of the areas that
you intend to invest, what you're hoping to drive in terms of market awareness? And is that specific parts within organizations,
specific types of customers? Or is this more broad-based that you're trying to go after? And then I've got a follow-up.
Question: Rishi Nitya Jaluria - RBC Capital Markets, Research Division - Analyst
: All right. Wonderful. That's really helpful. And then just going back to the topic that everyone was talking about on the call, which
is the competitive displacement. Mark, you gave an example of a customer -- or yes, a customer where there was another competitor
and you kind of grew up around them. Is that indicative of what you've seen? And again, I know it's a narrow part of the business,
which is something new that we're hearing about, is that more indicative of it? Or are there actually existing customers where they
-- maybe one department was using a competitor, other departments were using Smartsheet and it was more of a consolidation
and let's do everything on Smartsheet type like?
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