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Edited Transcript of SMAR.N earnings conference call or presentation 4-Sep-19 8:30pm GMT

Q2 2020 Smartsheet Inc Earnings Call

BELLEVUE Sep 6, 2019 (Thomson StreetEvents) -- Edited Transcript of Smartsheet Inc earnings conference call or presentation Wednesday, September 4, 2019 at 8:30:00pm GMT

TEXT version of Transcript

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Corporate Participants

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* Aaron Turner

Smartsheet Inc. - Senior Director of IR

* Jennifer E. Ceran

Smartsheet Inc. - CFO & Treasurer

* Mark P. Mader

Smartsheet Inc. - President, CEO & Director

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Conference Call Participants

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* Aleksandr J. Zukin

RBC Capital Markets, LLC, Research Division - Analyst

* Bhavanmit Singh Suri

William Blair & Company L.L.C., Research Division - Partner & Co-Group Head of Technology, Media and Communications

* Ittai Kidron

Oppenheimer & Co. Inc., Research Division - MD

* John Stephen DiFucci

Jefferies LLC, Research Division - Equity Analyst

* Pinjalim Bora

JP Morgan Chase & Co, Research Division - Analyst

* Richard Hugh Davis

Canaccord Genuity Corp., Research Division - MD & Analyst

* Ryan Patrick MacWilliams

Stephens Inc., Research Division - Senior Research Associate

* Scott Randolph Berg

Needham & Company, LLC, Research Division - Senior Analyst

* Stan Zlotsky

Morgan Stanley, Research Division - VP

* Terrell Frederick Tillman

SunTrust Robinson Humphrey, Inc., Research Division - Research Analyst

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Presentation

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Operator [1]

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Good afternoon. My name is Chris, and I'll be your conference operator today. At this time, I would like to welcome everyone to the Smartsheet Second Quarter Fiscal 2020 Earnings Conference Call. (Operator Instructions) I'll now turn the conference over to Aaron Turner, Head of Investor Relations.

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Aaron Turner, Smartsheet Inc. - Senior Director of IR [2]

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Thank you, Chris. Good afternoon, and welcome, everyone, to Smartsheet's Second Quarter of Fiscal Year 2020 Earnings Call. We will be discussing the results announced in our press release issued after the market closed today. With me today are Smartsheet's CEO, Mark Mader; our CFO, Jennifer Ceran. Our Chief Product Officer, Gene Farrell, will also be available during the Q&A.

Today's call is being webcast and will also be available for replay on our Investor Relations website at investors.smartsheet.com. There is a slide presentation that accompanies Jennifer's prepared remarks, which can be viewed in the Events section of our Investor Relations website.

During this call, we will make forward-looking statements within the meaning of the federal securities laws. We have based these forward-looking statements largely on our current expectations and projections about future events and financial trends. These forward-looking statements are subject to a number of risks and other factors, including, but not limited to, those described in our SEC filings available on our Investor Relations website and on the SEC website at www.sec.gov. Although we believe that the expectations reflected in the forward-looking statements are reasonable, our actual results may differ materially and adversely.

All forward-looking statements made during this call are based on information available to us as of today, and we do not assume any obligation to update these statements as a result of new information or future events, except as required by law.

In addition to the U.S. GAAP financials, we will discuss certain non-GAAP financial measures. A reconciliation to the most directly comparable U.S. GAAP measure is available in the presentation that accompanies this call, which can also be found on our Investor Relations website.

With that, let me turn the call over to Mark.

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Mark P. Mader, Smartsheet Inc. - President, CEO & Director [3]

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Thanks, Aaron. Good afternoon, everyone, and thank you for joining us for today's call.

We delivered another strong quarter by executing our strategy of providing high-value solutions for enterprises, expanding Smartsheet's presence in new and existing customers and driving international growth. Our platform designed to accelerate individual and enterprise achievement enabled teams and businesses of all sizes to move faster, address significant challenges and drive innovation.

We've posted revenue of $64.6 million in Q2, representing year-over-year growth of 53%, and our annualized average contract value or ACV per domain-based customer grew 48% year-over-year to $2,972. The total number of all Smartsheet users across paid and collaborators is now over 5.4 million. Expansion within our base during the quarter included 46 companies increasing their annual recurring revenue or ARR by more than $50,000 and 13 customers increasing their ARR by more than $100,000.

Notable expansions occurred at customers such as Olympus Corporation, a global leader in electronics and optics; U-Haul, the moving equipment and storage rental company; and VCCP, a global creative and marketing firm serving some of the world's largest brands. Many of those expansions were driven by a record 750 unique customers that bought one or more capability-based products in Q2, with July seeing record bookings for our Accelerator offerings.

In conversations with customers this quarter, I was repeatedly reminded of Smartsheet's mission-critical role in their businesses. From tracking clinical trials intended to eradicate global diseases, to managing the remodeling and reopening of hundreds of restaurants globally, I heard how Smartsheet is driving high-value automation and workflow consistency in areas such as project management, research and development, health care and media.

For example, Syngenta, a Swiss-based biotech company, wanted to connect workers with research labs, testing farms and product manufacturing facilities in more than 90 countries to ensure rapid and accurate decision-making and reporting across the organization. With Smartsheet, research and field teams now use mobile devices and tablets to share information and images quickly, allowing for real-time decisions about the next stages of their agricultural experiments, more frequent recording of observed safety issues and increased transparency of information from the field to corporate leaders.

Providence Medical Group, a health care organization with 60 clinics throughout Oregon and Southern Washington, leverages Smartsheet to intake document and track clinic managers at the stations of compliance with constantly evolving medical practices and mandated patient care requirements. Smartsheet's cross-platform accessibility enables caregivers to input and access information from any device in any clinic location.

And Crain Communications, a multi-industry publishing conglomerate, sought to implement a centralized work execution platform across its 24 brands, including Ad Age, Autoweek and regional business publications. By provisioning Smartsheet and implementing our Control Center and Dynamic View products, Crain is able to build scalable, automated workflows that reduce time to market and duplicative work and increase visibility for both internal stakeholders and third-party vendors.

Fueling these team and organizational achievements and Smartsheet wins is a strong pipeline of product innovation. We're making significant investments focused on delivering a platform and the infrastructure required to support that platform that anyone can use to move faster, meet challenges and achieve more.

For example, the latest enhancements to our automated workflows enable users to automate multiple actions and scenarios in a single workflow. This includes the ability to automate approvals with multiple stakeholders or to create a recurring workflow using a time-based schedule. By enabling users to automate more sophisticated work processes, Smartsheet helps organizations save time and maintain data consistency.

In mid-August, we announced that Smartsheet Gov had received full FedRAMP authorization. Now that we are authorized in the FedRAMP marketplace, we look forward to the chance to expand the use of Smartsheet among federal employees as they seek to modernize workflows and processes, drive the effectiveness and pace of intra- and inter-agency collaboration and to deliver better experiences for citizens.

We look forward to unveiling additional product offerings at our third Annual ENGAGE Global Customer Conference, September 30 through October 3. With registrations on track to outpace last year's total of 2,500, ENGAGE '19 is set to be even bigger and better, and we look forward to seeing many of you there.

Before I turn it over to Jenny, I want to share a few thoughts on a national advertising campaign that we kicked off this morning with a full-page ad and a print edition of the Wall Street Journal.

As you see the ads in the coming months across many different channels, you'll note that we are heavily focused on a message of achievement for both individuals and for companies of all sizes. It's time that the world hears about all that Smartsheet has to offer, and I look forward to us telling that story more broadly.

To close, I'm pleased with our performance thus far in fiscal year '20 and remain ever mindful of the degree to which we are an important part of our customers' businesses.

Thank you to the Smartsheet team for your support of our customers and of one another. Thanks also to our customers, partners and shareholders for your confidence in our service and in the future of our business.

Jenny?

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Jennifer E. Ceran, Smartsheet Inc. - CFO & Treasurer [4]

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Thank you, Mark, and welcome, everyone.

As Mark mentioned, our second quarter revenue came in at $64.6 million, up 53% versus a year ago. Billings came in at $79.5 million, up 52% versus a year ago. Our dollar-based net retention rate was 134% and our average ACV per domain-based customer grew 48% year-over-year.

We also added approximately 1,900 net new logos, a little over 1/3 of which we obtained via the 10,000ft acquisition, to end the quarter with over 82,000 domain-based customers.

Second quarter non-GAAP operating loss was $10.8 million, as we continued to make investments in our platform and go-to-market capabilities. And non-GAAP net loss per share was $0.08. Operating cash flow was negative $2.7 million and free cash flow was negative $7.3 million. And we ended the quarter with cash and short-term investments of $561 million, which includes $380 million from our equity raised in June.

Let me dive more into the revenue for the quarter.

Of our $64.6 million in total revenue, subscription revenue was $58.3 million, a 56% increase versus a year ago. Services revenue came in at $6.3 million, up 29% versus a year ago and represented 10% of total revenue. The services revenue growth rate was tempered by the lapping of a large consulting engagement in Q2 of last year and by our ongoing sale of Accelerators, which attach with a lower services component.

Let me move on to metrics.

We continue to see strong growth in our larger customers. 7,673 customers now pay us $5,000 or more per year. 635 now pay us $50,000 or more per year, and 226 now pay us $100,000 or more per year. These customer segments grew year-over-year by 55%, 113% and 128%, respectively, and now represent approximately 70%, 31% and 20% of total ACV.

As mentioned earlier, our average ACV per domain-based customer increased to $2,972 for the quarter. And our dollar-based net retention rate was 134%, consistent with the prior quarter and 3 percentage points above the same quarter a year ago.

Next, I'll provide color on the rest of our income statement and a few highlights from our balance sheet. Unless otherwise stated, all references to our expenses and operating results are on a non-GAAP basis and they're reconciled to our GAAP results in the earnings release and presentation that was posted before the call.

In the second quarter, overall gross margin was 82%. Subscription gross margin was 88%, flat with the prior and year-ago quarters. As we make incremental investments in our infrastructure and migrate more of our services to the public cloud, we expect our overall gross margins to come down towards our long-term target overall margins of 78% to 80%. Professional Services margin was 31%, which was in line with prior quarters.

Turning to operating expenses.

General and administrative costs in the second quarter were $9.5 million, representing 15% of total revenue, 1 percentage point below the prior quarter and 2 points below the year-ago quarter as we begin to show scale.

Research and development was $18.9 million or 29% of total revenue, a decrease of 3 percentage points from the prior quarter and 2 percentage points from the year-ago quarter, as we realized some scale and saw increased capitalization of internal-use software. We continued to invest on our product capabilities and added a record number of new developers to the team this quarter.

Finally, sales and marketing expense was $35.7 million or 55% of revenue versus 59% of revenue in the prior quarter and 54% in the year-ago quarter. We expect our sales and marketing as a percentage of total revenue to increase in the back half of this year as we hold our third annual ENGAGE conference in October, launch a brand advertising campaign and add more reps to support our global expansion plan.

Turning to operating loss and free cash flow.

Operating loss was $10.8 million, representing a negative operating margin of 17%. Approximately 70% of our total expenses were headcount-related, and we ended the quarter with over 1,350 employees.

Free cash flow was negative $7.3 million, which includes CapEx spend, capitalized internal-use software and principal payments on leases totaling 7% of revenue.

Now turning to billings.

Our second quarter billings were $79.5 million, up 52% versus a year ago. Approximately 90% of our subscription billings were annual, with 9% monthly. Quarterly and multiyear billings represented about 1% of the total.

I'll now provide our guidance for the third quarter and the full year fiscal year 2020.

For the third quarter, we expect total revenue of $69 million to $70 million, representing year-over-year growth of 47% to 49%. We expect non-GAAP operating loss to come in between $23 million and $22 million and non-GAAP net loss per share to be between $0.19 and $0.18 based on weighted average shares outstanding of 116.5 million. We also expect our free cash flow in Q3 to be up to negative $4 million. Both our operating loss and free cash flow reflect expenses related to our ENGAGE conference, brand advertising and market expansion plans.

For the full fiscal year, we expect total revenue to be in the range of $265 million to $268 million, representing growth of 49% to 51%. We expect non-GAAP operating loss to be between $70 million and $66 million and non-GAAP loss per share of between $0.58 and $0.54 for the year based on approximately 112.5 million weighted average shares outstanding. We expect billings to be in the range of $320 million to $324 million for the full fiscal year, representing growth of 48% to 50% versus last year. And for modeling purposes, please assume historical trends for quarterly billings for the remaining quarters.

Regarding free cash flow, our success extending Smartsheet's presence into new markets such as the U.K. has given us the confidence to invest faster in our international expansion and accelerate our migration to the public cloud. Accordingly, we are increasing our full year free cash flow guidance by negative $5 million to a total of negative $25 million for the year.

With that, we will now turn it back to the operator to take your questions.

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Questions and Answers

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Operator [1]

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(Operator Instructions) And your first question is from Bhavan Suri with William Blair.

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Bhavanmit Singh Suri, William Blair & Company L.L.C., Research Division - Partner & Co-Group Head of Technology, Media and Communications [2]

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Nice job. The dollar retention rate was just amazing. I guess I want to touch maybe first for Mark here. You look at these Accelerators, and those capability-based solutions are contributing nicely to the results. I guess help us understand how customers decide to adopt these. And then are you seeing new customers land with these solutions? Or is it something that's adopted by more advanced Smartsheet users after being customers for some time? And I got a quick follow-up.

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Mark P. Mader, Smartsheet Inc. - President, CEO & Director [3]

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Hey, Bhavan. I think the Accelerators are really serving a nice role in helping people understand how to deploy Smartsheet to solve something that matters within their business. So when you look at the 7 Accelerators we have, these are common issues that we see -- a challenge that we see across business. And rather than choosing a platform which requires configuration to achieve an outcome, they can choose something which is more turnkey, where they can say we want to take an M&A Accelerator or we want to do a joint selling Accelerator. And it's a great way to onboard.

Now as I've said in prior calls, whether they choose to deploy their Accelerator or go with a non-Accelerator-based approach, that education and that grounding has served us very well to get people on side. When we look at whether it's influencing new and expansion business, we have sold Accelerators into both. Given the distribution of our sales reps being overweighted to expansion, clearly, that group has an advantage because we have many more quota-carrying reps there, but we are starting to see a signal where the new business reps are feeling comfortable in presenting those.

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Bhavanmit Singh Suri, William Blair & Company L.L.C., Research Division - Partner & Co-Group Head of Technology, Media and Communications [4]

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Great. That's really helpful. And then a quick follow-up for Jenny. Jenny, given sort of the mix of the business globally, I'd love to understand if you saw any currency impact this quarter. And if you could quantify what that was in the numbers and what you might have modeled into guidance, given sort of we've seen some pretty big currency moves globally.

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Jennifer E. Ceran, Smartsheet Inc. - CFO & Treasurer [5]

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Yes. Hey, Bhavan. So currency is still relatively small for us compared to some other companies. We bill roughly 7% of our subscription billings are in non-U. S. dollars. If you look at the impact, however, in Q2, because there has been a relatively big move, we did see a headwind of roughly $300,000 on our billings because we invoice at the current spot rate, and that's basically what goes into our billings number.

On the revenue side, it was minimal impact just because of how we allocate revenues throughout the year and it's based on a historical rate. One of the things we did notice though, on dollar net retention rate, we did see a little bit of a headwind there. It wasn't anything to -- it wasn't a significant impact, but several basis points based on the fact that the math is creating a headwind there.

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Operator [6]

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Your next question comes from John DiFucci with Jefferies.

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John Stephen DiFucci, Jefferies LLC, Research Division - Equity Analyst [7]

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I'm sorry I was having some telephone technology issues here. So hopefully, you didn't hit these issues, but these questions. I guess to follow up on both Bhavan's questions. First, the international business. I think last quarter, Jenny, you said you had 11 salespeople in the U.K. Can you give us, I don't know, any other data that are on international? And how that's doing, either as far as your presence there or even -- I'm not -- I did get cut off a couple of times, but if you've given the revenue that's come from international, that'd be great, too.

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Jennifer E. Ceran, Smartsheet Inc. - CFO & Treasurer [8]

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Right. Well, so we started the year with 15 folks in the U.K. and we now have 30, and nearly half of them are quota-carrying reps. And we are planning to invest more in the U.K. this year because, for the first half of the year, in terms of our internal targets, the U.K. team has exceeded those expectations. So we feel really good about their performance to date and investing more in that business.

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John Stephen DiFucci, Jefferies LLC, Research Division - Equity Analyst [9]

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Okay. Great. Okay. And have you given -- did you say anything about what kind of contribution? Realizing you had international business prior to even putting people in the U.K. But can you -- did you give that information about how much business came internationally this quarter?

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Jennifer E. Ceran, Smartsheet Inc. - CFO & Treasurer [10]

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The 21% of our revenue this quarter was from international.

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John Stephen DiFucci, Jefferies LLC, Research Division - Equity Analyst [11]

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Okay. Okay. Great. And I guess just on the Accelerators, and maybe, Gene, if you can talk to this, or Mark. This sounds really interesting, right? And it sounds like it's actually spurring business even if the Accelerator isn't bought. But -- so should we continue to see -- you're at 7 now, I think Mark said. Should we continue to see other areas? Is there anything -- any other Accelerators you can talk about that are on to come? I'm not sure if you want to pre-announce them, but maybe talk about some areas that might be interesting.

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Mark P. Mader, Smartsheet Inc. - President, CEO & Director [12]

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Yes. John, thanks for the question. Yes. As you stated, we have 7 today. We continue to develop new Accelerators based on where we see customers signal. And my team would shoot me if I gave away the upcoming announcements that we're likely willing to -- or we're going to be planning to make at the ENGAGE conference at the end of the month. But I would tell you that we continue to look at areas where we think we can bring customers more out-of-the-box solutions to solve meaningful problems for their business. And I think that we'll have more to talk about after the ENGAGE conference.

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John Stephen DiFucci, Jefferies LLC, Research Division - Equity Analyst [13]

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Okay. We can wait a month. I look forward to it, and nice job here. It's great to see a company actually continue at the same kind of momentum that you've been at now for since over a year.

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Mark P. Mader, Smartsheet Inc. - President, CEO & Director [14]

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Thanks, John.

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Operator [15]

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Your next question is from Stan Zlotsky with Morgan Stanley.

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Stan Zlotsky, Morgan Stanley, Research Division - VP [16]

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Nice job on the quarter. So from my end, look, it certainly sounds like Accelerators are doing very well. How are you thinking about Accelerators? And what kind of contribution that could have to your financials as we go into the back half of the year? And as much as Accelerators having amazing adoption, how do you think about what that does to your Pro Services growth as we go back half of this year and potentially into next year? And I have a quick follow-up.

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Jennifer E. Ceran, Smartsheet Inc. - CFO & Treasurer [17]

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Yes. Okay. Stan, this is Jenny. Well, with respect to the second part of your question, in terms of our Pro Services growth, we guided 9% to 11% at Q1. We were at 10% in Q2, and I would continue with that guidance. There's no change. Pro Services, it's still really important to us. It's just priced differently than it was a year ago.

Then with respect to the first question around Accelerators and their contribution, we're seeing our capabilities-based products increase as a percentage of total subscription revenue. So last quarter, it was 9%. This quarter, it was 10%. And as we create new solutions in this area, I would expect that we could see that trend continue.

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Stan Zlotsky, Morgan Stanley, Research Division - VP [18]

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Got it. And just a quick follow-up. What was the inorganic contribution in the quarter from the acquisition of 10,000ft?

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Jennifer E. Ceran, Smartsheet Inc. - CFO & Treasurer [19]

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Yes. So we're not breaking out 10,000ft as it's really not material to the overall results. But what I can remind you of is, last quarter, we said that we expected 10,000ft to generate $2 million of revenue and $4 million in billings for the full year, so over 3 quarters. And I would tell you that they're performing well and they kind of met our expectations for the quarter.

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Operator [20]

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Your next question is from Richard Davis with Canaccord.

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Richard Hugh Davis, Canaccord Genuity Corp., Research Division - MD & Analyst [21]

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Mark, you're kind of a student of the evolution of markets and things like that. And I'm wondering, I know we're right at the foothills in this space, but are you -- have you seen any evidence inside some of your companies where they may have had multiple vendors beyond using an Excel and you guys have kind of bounced those vendors out? Or are we even -- or is that just so far away, as in like years, before that's really an issue? I'm just trying to think about how this market's evolving and stuff because, as you know, there's other companies in different swim lanes, and I'm just trying to think about these Venn diagrams.

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Mark P. Mader, Smartsheet Inc. - President, CEO & Director [22]

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Richard, what I'm hearing from -- I had a really interesting conversation with a CEO a week before last. And he was on a mission to help his large-scale mega cap company go from 13 providers in 1 category down to 3. So the charter wasn't to jettison or bounce out 12 of the 13, but to try and get efficiencies by being a little bit more choiceful. So I would say, what -- did it surprise me to learn that one of our largest customers had over 4,000 apps they had deployed? That did surprise me. That's a lot of apps. And I do think people's intent is to really put energy behind the ones that are working best for them.

I think in terms of the flight to sort of find a single that works for everything in every category, that's not what we're seeing today. So I think because the user preferences and desires and needs are being incorporated into buy decisions and renewal decisions, there's a very healthy balance right now between the business units and IT. But I do think that over time, people's intent is to not have sprawl. But again, I don't think the pendulum is going to swing back to having a single provider within each category for these large companies.

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Operator [23]

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Your next question is from Terry Tillman with SunTrust.

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Terrell Frederick Tillman, SunTrust Robinson Humphrey, Inc., Research Division - Research Analyst [24]

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Mark, Jenny and Aaron, sorry for a horrible cold here. But I guess the first question just relates to it sounds like sales and marketing investments are ramping in the second half maybe even more than we expected. I think part of it is like advertising. I know you have a new CMO. But maybe you could pinpoint some of the other areas where there's incremental investments. And then how do we -- when we're talking to investors, what are some of the proof points or ROI you would see next year, which I'm assuming that's when you'd see benefits, whether it's just net new customers or $100,000 per year customers? Just a little bit more about the investments and then how we watch the metrics around that. And I had a follow-up.

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Mark P. Mader, Smartsheet Inc. - President, CEO & Director [25]

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Thanks, Terry. I'll take the first half of that and Jenny will take the second. In terms of the investments that are incremental, we knew when we brought Anna into our team that we were going to be deploying campaign dollars in the second half of this year. What we have been pleased to see is how our team, our composite in the U.K. has come together and clarity around quota-carrying reps, customer success, support, how that whole group is gelling. We now want to pull our Asia Pac investment forward, and we feel like we're organizationally ready to do that. Heading into the year, we really anticipated that not hitting in FY '20. So I think one of the things that's slightly different about how we're going to approach that than what we did in the U.K., I would say we were more -- we approached the U.K. in a more phased manner. First, we said we're going to have a sales leader, then some quota-carrying reps. And over the course of quite a few months, we built that composite. We now have confidence in what that structure looks like and we're going to be more assertive in getting that group in place quickly. Jenny?

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Jennifer E. Ceran, Smartsheet Inc. - CFO & Treasurer [26]

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Yes. And with respect to sales and marketing kind of in the back half, if you kind of look at what happened last year between Q2 and Q3, you saw a jump up in sales and marketing, and that was driven heavily by our ENGAGE conference. It's several million dollars of incremental investment there. Now on top of that, we've got expansion into these international markets. We've got brand advertising. So I think the increase in sales and marketing as a percentage of revenue into Q3 will be more pronounced than what you saw a year ago.

And in terms of return on our investments, we continue to monitor LTV to CAC payback, magic number. And we look at these every quarter. And right now, we still feel really good about them. We still feel like there's room to make incremental investments.

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Terrell Frederick Tillman, SunTrust Robinson Humphrey, Inc., Research Division - Research Analyst [27]

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Okay. And then -- and I technically view that as just one question even though it's 2 parts. Can I ask a second question just to follow up?

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Mark P. Mader, Smartsheet Inc. - President, CEO & Director [28]

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Yes. Sure, Terry.

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Terrell Frederick Tillman, SunTrust Robinson Humphrey, Inc., Research Division - Research Analyst [29]

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All right. I don't know why I asked you if I could ask a question. So anyways, Jenny you gave a perspective on billing. You also had a couple of years now of just great ENGAGE conference. What I'm curious about is, what are you baking into in terms of potential sales activity? I know part of it is education, networking, et cetera, and just kind of unleash all the new innovation. But as you've done this a couple of years in a row, like how much are you banking on actually getting a lot of new sales activity coming out of it?

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Jennifer E. Ceran, Smartsheet Inc. - CFO & Treasurer [30]

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Well, it's definitely a lead-generation opportunity. We get to engage with customers. There's a business that's done. And so we factor our best estimates of what that might look like for Q3 and Q4. Without going into too much detail of what it is, we do feel like there's a good return from ENGAGE.

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Operator [31]

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Your next question comes from Ittai Kidron with Oppenheimer.

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Ittai Kidron, Oppenheimer & Co. Inc., Research Division - MD [32]

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Good quarter. I guess a couple from me. First, Mark, I guess I'm trying to kind of look at the pattern of your results over the past few quarters and can't help seeing that the magnitude of the beat over the top range of your guidance is shrinking and shrinking from one quarter to another. And under the assumption that the methodology by which you give guidance has not changed, what is changing in that business? Or perhaps maybe you can talk about what you were not happy with during the quarter.

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Mark P. Mader, Smartsheet Inc. - President, CEO & Director [33]

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Yes. I think -- so over the course of 13 years, Ittai, if you would wake me up at 2:00 in the morning, I would say I want most things sooner than we get them, right, on almost all dimensions. So this will be a nice long answer for you.

So we did 2 acquisitions in the first half of the year. The team -- the way in which those teams, those team members have folded into our community has been really strong. I would have loved to have, on a product integration side, had those day 1. So you do the acquisition. The next day, you come in the office and the parts are fully integrated. And we're excited about showing our customer base at ENGAGE some of the progress on that front. But that is something where, as we go to market, we want to have sort of a hand-in-glove unified offering across all those dimensions. So that is one that we're pushing on very hard. And only until you embark on that work do you really understand what's entailed. And we believe that details matter. So the difference between shipping something out to market quickly and putting jazz hands around and telling your customers advising them that's not ready, that's not how we run our business. So that's one very specific thing, which as we look at additional acquisitions over time, we're going to apply those learnings and further refine our models.

FedRAMP's another one. We had given multiple progress reports in the past quarterly reports. I would have loved that to have been a 90-day process. We're one of the fastest companies ever through that process in just about a year. That seems like an eternity to me. And now we have earned the right to engage on RFP processes with federal agencies. I will probably again be disappointed with the length of time it takes to execute those. But again, these are opportunities, right?

So those are 2 concrete things which I would say represent new opportunities that simply needs some time to bake. And unfortunately, I don't get to control all the variables there, but I'm very excited about both of those fronts.

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Ittai Kidron, Oppenheimer & Co. Inc., Research Division - MD [34]

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Excellent. And then as a follow-up. Jenny, you've talked about how you expect the gross margins to kind of drift down over time. What is it that really we need to see from a revenue standpoint or some sort of scale standpoint that will actually make you get there? Because you seem to be doing far better than your long-term target for a long time and you're holding it quite steady.

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Jennifer E. Ceran, Smartsheet Inc. - CFO & Treasurer [35]

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Yes. I think that relates predominantly to the timing of our migration to the cloud. And as we mentioned on the call that we are accelerating that migration. Originally, we were thinking 18 months. And now we're thinking more like 6 months. So to the extent that, that happens faster, you should expect our subscription gross margin to tick down percentage...

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Ittai Kidron, Oppenheimer & Co. Inc., Research Division - MD [36]

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Just to clarify that. Are you already in that process or you'll start it in 6 months? I'm a bit confused.

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Jennifer E. Ceran, Smartsheet Inc. - CFO & Treasurer [37]

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We've already started it, but we were taking a much slower process. And now we have decided we're going to accelerate that, and so we'll start seeing more cloud-based expenses versus the depreciation that we have on equipment. There could be some overlap which will bring that down a bit.

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Operator [38]

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Your next question is from Scott Berg with Needham.

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Scott Randolph Berg, Needham & Company, LLC, Research Division - Senior Analyst [39]

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Congrats on a good quarter. Mark, I wanted to expand on the FedRAMP opportunity. Just to start, I guess, is can you remind us how much of your business comes from federal in general right now? My guess it's really, really small. But how should we view this opportunity in terms of what your longer-term opportunity looks like here?

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Mark P. Mader, Smartsheet Inc. - President, CEO & Director [40]

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Yes. I think we know what our efforts got over the years from people who've sold into the agencies is that there is no formulaic playbook that works for all companies equally. So I am, in many respects, an experiential learner, and we're starting on this process now.

We do have, I would say, a very, very small percentage of our revenue today in low, low, low single digits comes from this world today. The degree to which people make decisions on somewhat of a tactical, temporary authorization to operate approach is different than a full-on agency RP process. We have not gone through that process yet to closure. So as we understand that, we will have a greater sense for the magnitude of the opportunity.

What we do know is that agencies have real needs. What we do know is that it's a very small number of vendors who are authorized to sell to them. So I like that dynamic. But until we start posting wins and we start seeing agencies successful at utilizing our product, it's -- there's really no evidence to draw from.

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Scott Randolph Berg, Needham & Company, LLC, Research Division - Senior Analyst [41]

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Got it. Helpful. And then a quick follow-up for Jenny on free cash flow. I get the additional investments this year, given the success. How about your view on '21? I believe you discussed being roughly cash flow neutral for the year in fiscal '21. Are you still holding that expectation true? Or does that maybe change?

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Jennifer E. Ceran, Smartsheet Inc. - CFO & Treasurer [42]

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Well, to your point, we are very mindful of our path to profitability, but at the same time, we're looking at growth opportunities that are pretty significant and investments that we may want to make related to those. So we're finishing off this year. We still got another 5 months to go. We're kicking off our planning process kind of as we speak right now, and I'll give everyone an update when we guide for the next year in a couple of quarters.

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Operator [43]

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Your next question is from Mark Murphy with JPMorgan.

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Pinjalim Bora, JP Morgan Chase & Co, Research Division - Analyst [44]

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This is Pinjalim on behalf of Mark. Congrats on the quarter. Going back to the capability-based offerings, could you talk about the uptake of Control Center and the Dynamic View? How those are doing? And then those 2, along with Accelerators, where do you see the most opportunity among those 3? And the third part of that lovely question is what is the average ASP that you're realizing from these products today?

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Mark P. Mader, Smartsheet Inc. - President, CEO & Director [45]

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You packed a lot in there. So Control Center, Dynamic View and Data Uploader are 3 areas in addition to -- are the 3 premium products in addition to Accelerators that kind of make up the bundle of where most of the demand is. I would actually tell you that all of those are quite healthy. Data Uploader has probably been the one that's the fastest-growing for us. And while we don't break out ASP for each of our -- for our premium-based offerings, I would tell you, it varies pretty widely across that portfolio based on the size of the solution we're building for the customer.

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Pinjalim Bora, JP Morgan Chase & Co, Research Division - Analyst [46]

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Okay. And then is it fair to say that Control Center maybe being the oldest is the largest among all of those?

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Mark P. Mader, Smartsheet Inc. - President, CEO & Director [47]

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Yes. Yes, Control Center has been around the longest, and it's the largest -- it represents the largest revenue of that group.

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Pinjalim Bora, JP Morgan Chase & Co, Research Division - Analyst [48]

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Understood. Okay. And Jenny, the dollar-based net retention, obviously, has been holding up pretty steadily. That's good to see. Is there any improvement in the gross retention or churn you can call out there?

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Jennifer E. Ceran, Smartsheet Inc. - CFO & Treasurer [49]

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Yes. So last quarter, I mentioned that our loss rate was above 9%, but rounded down to 9%. This quarter, it's below 9%, but it rounds up to 9% still. So we have a 40 basis point improvement in total loss rate for the quarter.

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Operator [50]

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Your next question is from Alex Zukin with RBC.

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Aleksandr J. Zukin, RBC Capital Markets, LLC, Research Division - Analyst [51]

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Congrats on a solid report. I guess maybe just first, on the dollar-based net expansion metric, another great posting at 1 34. What's the right way to think about that for the back half of this year? Is this kind of the right balance? Should -- do you see it ticking up? Or is it at the right range at this point?

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Jennifer E. Ceran, Smartsheet Inc. - CFO & Treasurer [52]

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Alex, nice to be working with you again. On the net retention rate, we are modeling high 20s by the end of the fiscal year. So high 120 percentages. We don't typically bring it up. That would be very aggressive on -- and very -- but it is -- we're very happy with the number.

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Aleksandr J. Zukin, RBC Capital Markets, LLC, Research Division - Analyst [53]

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Perfect. And then maybe for Mark. Can you -- it seems like you got a lot of growth opportunities ahead of you and you're investing ahead of that growth. So maybe can you stack rank by maybe your enthusiasm level? Or where do you see the lowest hanging fruit between the U.K., APAC and federal? And where do you feel like you're still under-investing from that perspective?

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Mark P. Mader, Smartsheet Inc. - President, CEO & Director [54]

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Yes. One thing I'd like to remind our employees as low-hanging fruit still needs to be picked. And when it's fallen on the ground, it's typically rotted. So each of these things takes effort. And I think the thing that we're organizationally focused on right now, there are such a plethora of things to pursue. But the things you pursue, how do you do those really, really well? So in the U.K., we learned some lessons in terms of what we're going to be applying to our next region. We will be deploying people differently to the next region. The team did a heroic effort in the U.K., holding it together as we phased people in and out. And it's -- again, we're going to apply that.

So I think it is -- in terms of excitement, I get excited about things that we have learned and apply it more effectively next time around. I talked about that in the context of acquisitions. I talked about that in the context of new territory presence. And federal is no different, right? So as we go to deploying our sales professionals, we're dedicated to that space. As we learn how to best respond to inquiries, how to respond to authentic inquiries versus inquiries, whether they're just sort of kicking the tires, we will learn from that as well.

The things that I'm most excited about, at the core of it, we're a software company. We build stuff. We build stuff that people should love. And I am fired up for ENGAGE. I'm fired up that we're going to be bringing stuff to market that is differentiated. So I mean it's one thing to talk about, are you better than someone else? Do you look a little bit different than someone else? Do you like the sound of your offering better? No. If you have stuff that is not possible elsewhere, that is a very concrete thing to talk about with people in a sales call. I love those things. So as we think about our road map, it's not just improving certain things, getting into new markets. It's bringing stuff to market for which there's a need that other people don't have. I love that union. So that's my #1. Hopefully, you come to ENGAGE and you can learn about some of it.

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Operator [55]

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Your next question is from Steve Koenig with Wedbush Securities.

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Unidentified Analyst, [56]

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It's [Mark Shade]. So one quick one and one follow-up. The -- when -- your subscription revenue hardly decelerated at all. Very impressive results. You did mention you had the hard Pro Serv comp. And we don't really care about Pro Serv revenue. It's an enabler. It's not a strategic driver of the business, but it does get mixed up -- mixed in when people look at headline results. So I'm curious on, how should people kind of think about or model out Pro Serv? Are you looking at that to decelerate in the future at a greater pace? It's just not as important to you all. What does that revenue enable for you?

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Jennifer E. Ceran, Smartsheet Inc. - CFO & Treasurer [57]

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Yes. So my expectation -- or our expectation rather is that services revenue will continue to be a very important part of our business on -- and we're guiding the year to 9% to 11%. So it won't necessarily decelerate more. I think if you just, within your modeling, take somewhere between 9% to 11% of your total revenue, that will be consistent with what we're looking at internally with our business.

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Mark P. Mader, Smartsheet Inc. - President, CEO & Director [58]

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Yes. I think one thing to add to that. When we think about Professional Services, it's one part configuration and deployment assistance, another part is training and enablement. And that part of services is alive and well. We're adding capacity to all aspects of Professional Services. And I don't think -- we don't foresee a slowdown on that type of investment at all from our customers.

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Unidentified Analyst, [59]

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Got it. I appreciate that. And apologies if I'm duplicating a question. I did get on the call late. But the one follow-up I would have would be, your domain-based customer acquisition activity was very good even on an organic basis. Maybe could you comment a little bit on what drove that and how we should think about that going forward?

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Jennifer E. Ceran, Smartsheet Inc. - CFO & Treasurer [60]

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Well, I mean it's the same motions that we've been doing every quarter. We just saw a few more domains this quarter join on -- sign up for Smartsheet. And we're going to continue to invest in awareness of our products on -- and hope that we will continue to see growth in that front.

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Operator [61]

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Our last question is from Ryan MacWilliams with Stephens Inc.

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Ryan Patrick MacWilliams, Stephens Inc., Research Division - Senior Research Associate [62]

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On your data point, that 750 unique customers bought one or more capability products in the quarter. How should we think about this maybe on a year-over-year basis or compared to a prior quarter?

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Jennifer E. Ceran, Smartsheet Inc. - CFO & Treasurer [63]

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Well, certainly, it's more. I don't have the exact data point from a year ago, but you think about, Accelerators have been around for about a year now. Dynamic View has been around for about a year now. Prior to that, we had Smartsheet Control Center and just a few other things. So it's definitely up.

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Mark P. Mader, Smartsheet Inc. - President, CEO & Director [64]

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Yes. I think as we look at the penetration of capabilities-based products into our customer base that now exceeds 80,000, a very -- we need to be reminded that a very small percentage of our customers have bought them to date. So as we think about how we package them, how we bundle them, how we price them, what we develop next, we think it's still again very early innings on this front. But we were pleased to see that we have evidence now of some customers buying multiple capabilities from us. So we apply those learnings. And hopefully, we again see that pattern as being an important complement to the standard license.

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Aaron Turner, Smartsheet Inc. - Senior Director of IR [65]

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And Ryan, this is Aaron. The only thing I would add is, for data points in Q4, we referenced 700 unique customers buying capabilities 1 or more in the quarter. And this quarter, we're reporting 750. So if you're looking for concrete data points, those are the ones I would point to.

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Ryan Patrick MacWilliams, Stephens Inc., Research Division - Senior Research Associate [66]

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Perfect. And you previously mentioned that 90% of your product road map comes from customer feedback. What things are customers asking for? Maybe you're seeing any particular interest from a particular industry. And have there been recent enhancements from an AI standpoint on the platform?

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Mark P. Mader, Smartsheet Inc. - President, CEO & Director [67]

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Yes. So I would say we still base 90% of our road map on customer feedback and we have a number of different mechanisms we use to drive that, and that's critically important. I would say that we don't see a lot of very specific use cases that kind of create any kind of central tendency. We see really broad uses of Smartsheet across a number of different functions and industries. What we do find though is customers are looking for things that make the platform do more work for them, whether that's things like automation, which we've invested in pretty aggressively, things that make it easier to get real-time insights into what's happening in work or the status of work within the organization. So dashboards are growing very rapidly and kind of a key area of value. And then you'll see some things that we're going to be announcing at ENGAGE some capabilities that we think are differentiated and really addressing some customer needs that we've been hearing for a while. And so I think it's fairly broad-based.

And then I forgot the last part of your question. What's the last?

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Ryan Patrick MacWilliams, Stephens Inc., Research Division - Senior Research Associate [68]

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Just any enhancement.

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Mark P. Mader, Smartsheet Inc. - President, CEO & Director [69]

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Sorry. Thank you. I was reminded. AI. Yes. I would say that we believe that AI and ML are going to be important underpinnings to where many or almost most end-user applications are going to be over the next 10 years. And so we are continuing to invest in building our AI capabilities. And you'll start to see some of our user capabilities powered by AI, things like how we prioritize notifications for users, how we suggest ways for users to configure their work that will just make it easier. And in many cases, we'll do -- we'll actually perform those configurations for them. And so I'd say we're still super early though. The technology is still really emerging. And so we're very committed to ensuring that we're leveraging those technologies to make our platform better for customers.

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Operator [70]

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This does conclude the Q&A period. I will now turn it back to Aaron Turner for any closing remarks.

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Aaron Turner, Smartsheet Inc. - Senior Director of IR [71]

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Great. Well, thank you all for joining us today. We look forward to speaking with you again next quarter and hopefully seeing many of you at ENGAGE.

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Operator [72]

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This concludes today's conference call. You may now disconnect.