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: Peter Marc Levine - Evercore ISI Institutional Equities, Research Division - Analyst
: I appreciate the color on the -- I think, the upsells you called out for Q4, the $220 million deals. But maybe can you provide a little bit of color on
what the top of the funnel looks like for net new deals and what those conversations look like today versus, call it, 6 or 12 months ago?
Question: Peter Marc Levine - Evercore ISI Institutional Equities, Research Division - Analyst
: Yes. On the demand side, because if I -- I believe that the $220 million deals you highlighted on the call, those are upsells. So curious to know what
net new -- kind of net new customers coming in on the top of the funnel? Like how is that building as we kind of enter calendar '23? So again, just
curious to know what those conversations look like? And if you can show any metrics in terms of pipeline demand, OpEx over last year? Just curious
to know what the environment for new deals coming into the door looks like.
Question: Peter Marc Levine - Evercore ISI Institutional Equities, Research Division - Analyst
: And then maybe just 2 quick follow-ons. One, could you share or provide any color on what net retention looks like? And then second is, can you
share kind of the competitive landscape, the pipeline that you're building today? Is it -- are you seeing new entrants into this market or customers
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APRIL 11, 2023 / 12:30PM, CGNT.OQ - Q4 2023 Cognyte Software Ltd Earnings Call
conducting longer RFPs or is it more of like a budget-related macro issue that's kind of hoping -- or just not hoping, but maybe taking some of the
sales cycles longer?
Question: Peter Marc Levine - Evercore ISI Institutional Equities, Research Division - Analyst
: And then the question on net retention?
Question: Peter Marc Levine - Evercore ISI Institutional Equities, Research Division - Analyst
: Actually the last part was just on the net retention side.
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