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Smartsheet Inc (SMAR) Q2 2020 Earnings Call Transcript

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Smartsheet Inc (NYSE: SMAR)
Q2 2020 Earnings Call
Sep 4, 2019, 4:30 p.m. ET

Contents:

  • Prepared Remarks
  • Questions and Answers
  • Call Participants

Prepared Remarks:

Operator

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. All lines have been placed on mute to prevent any background noise. After the speakers' remarks, there will be a question-and-answer session. [Operator Instructions] Thank you. I'll now turn the conference over to Aaron Turner, Head of Investor Relations.

Aaron Turner -- Head of Investor Relations

Thank you, Chris. Good afternoon and welcome, everyone to Smartsheet 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 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 of -- 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 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 US GAAP financials, we will discuss certain non-GAAP financial measures. Reconciliation to the most directly comparable US 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.

Mark Mader -- Chief Executive Officer

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, enable teams and businesses of all sizes to move faster, address significant challenges and drive innovation.

We 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 in 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, healthcare and media.

For example, Syngenta, a Swiss-based biotech company, wanted to connect workers at 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 reporting of observed safety issues and increased transparency of information from the field to corporate leaders.

Providence Medical Group, a healthcare 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 new 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 30th through October 3rd, 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 our national advertising campaign that we kicked off this morning, with a full page ad in the 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?

Jennifer Ceran -- Chief Financial Officer

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 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 a third of which we obtained via the 10000ft acquisition, to end the quarter with over 82,000 domain-based customers. Second quarter non-GAAP operating loss was $10.8 million as we continue 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 raise 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 sales 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 are 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 margin to come down toward 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 began 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 realize some scale and saw increased capitalization of internal use software.

We continue 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 plans.

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 multi-year 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 net 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 UK 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.

Questions and Answers:

Operator

[Operator Instructions] Your first question is from Bhavan Suri with William Blair. Your line is open.

Bhavan Suri -- William Blair -- Analyst

Hey, guys. Thanks for taking my question and nice job. The dollar retention rate is 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 [Indecipherable] customers for some time? And I got a quick follow-up.

Mark Mader -- Chief Executive Officer

Hey, Bhavan. I think the Accelerators are really serving -- 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 seven Accelerators we have, these are common issues that we see, 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 on-board.

Now, as I've said in prior calls, whether they choose to deploy the accelerator or go with a non-accelerator-based approach that education in that grounding has served as very well to get people onside. 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 signal where the new business reps are feeling comfortable when presenting those.

Bhavan Suri -- William Blair -- Analyst

Great. That's really helpful. 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. Thank you.

Jennifer Ceran -- Chief Financial Officer

Yeah. 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-US 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 revenue throughout the year. And it's based on an 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 and it wasn't anything to have significant impact, but several basis points based on the fact that the math is creating a headwind there.

Bhavan Suri -- William Blair -- Analyst

Got it. Helpful. Thank you, guys. Nice job. Thanks for taking my questions.

Mark Mader -- Chief Executive Officer

Thank you.

Operator

Your next question comes from John DiFucci with Jefferies. Your line is open.

John DiFucci -- Jefferies -- Analyst

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

Jennifer Ceran -- Chief Financial Officer

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

John DiFucci -- Jefferies -- Analyst

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

Jennifer Ceran -- Chief Financial Officer

21% of our revenue this quarter was from international.

John DiFucci -- Jefferies -- Analyst

Okay, OK, great. And I guess just on the -- 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 accelerators have been bought. But -- so should we continue to see you're at seven 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 the come? I'm not sure if you want to pre-announce them, but maybe talk about some areas that might be interesting?

Gene Farrell -- Chief Product Officer

Yeah, hi, John. Thanks for the question. Yeah, as you stated, we have seven today. We continue to develop new accelerators based on where we see customer signal. And my team would shoot me if I gave away the announcements that we're likely willing to -- 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 talk about after the ENGAGE conference.

John DiFucci -- Jefferies -- Analyst

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

Gene Farrell -- Chief Product Officer

Thanks. John.

Operator

Your next question is from Stan Zlotsky with Morgan Stanley. Your line is open.

Stan Zlotsky -- Morgan Stanley -- Analyst

Hey, guys. Thank you so much for taking my question. And again, nice job on the quarter. So from my end, looking at 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 in as much as accelerators having amazing adoption, how do you think about what that does to your pro services growth as we go back out to this year and potentially into next year? And I have a quick follow-up.

Jennifer Ceran -- Chief Financial Officer

Yeah, OK. Hi, 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% in Q1, we were at 10% in Q2 and I would continue with that guidance. There's no change. Pro services is 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 you know, as we create new solutions in this area, I would expect that we could see that trend continue.

Stan Zlotsky -- Morgan Stanley -- Analyst

Got it. Thank you. And just a quick follow-up. What was the inorganic contribution in the quarter from the acquisition of 10000ft?

Jennifer Ceran -- Chief Financial Officer

Yeah. We're not breaking out 10000ft 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 10000ft to generate $2 million of revenue and $4 million in billings for the full year, so over three quarters. And I would tell you that, they're performing well and they kind of met our expectations for the quarter.

Stan Zlotsky -- Morgan Stanley -- Analyst

Okay, perfect. Thank you so much.

Operator

Your next question is from Richard Davis with Canaccord. Your line is open.

Richard Davis -- Canaccord -- Analyst

Hey, thanks. 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 that using Excel? And you guys have kind of found those vendors out or are we even -- or is that just so far lay as it 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 thinking about these Venn diagrams. Thanks.

Mark Mader -- Chief Executive Officer

Hi, Richard. What I'm -- what I'm hearing from -- I had a really interesting conversation with the CEO week before last and he was on a mission to help his large scale mega cap company go from 13 providers in one category down to three. So the charter wasn't to -- to jettison or bounce out 12 of the 13, but to try and get efficiencies by being a little bit more choice full. 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 -- 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.

Richard Davis -- Canaccord -- Analyst

Got it. Thank you very much.

Mark Mader -- Chief Executive Officer

Yeah.

Operator

Your next question is from Terry Tillman with SunTrust. Your line is open.

Terry Tillman -- SunTrust -- Analyst

Hey, 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 like advertising, I know you have a new CMO, but maybe you could pinpoint some of the other areas where there's incremental investment. And then how do we -- when we're talking to investors, what are some of the proof points of 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 K [Phonetic] per your customers, just a little bit more about the investment and then how we watch the metrics around that. And I had a follow-up. Thank you.

Mark Mader -- Chief Executive Officer

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 are composite in the UK 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 had 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 UK, I would say we were more -- we approached the UK in a more phased manner. First we said we were 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 the structure looks like and we're going to be more assertive in getting that group in place quickly. Jenny?

Jennifer Ceran -- Chief Financial Officer

Yeah. 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 saw a jump up in sales and marketing and that was driven heavily by our ENGAGE conference. Several million of incremental investment there. 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 it and we still feel like there's room to make incremental investments.

Terry Tillman -- SunTrust -- Analyst

Okay. And I technically view that as just one question, even though it's two parts. Could I ask a second question, a follow-up.

Mark Mader -- Chief Executive Officer

Yeah, sure, Terry.

Terry Tillman -- SunTrust -- Analyst

Right. I don't know why I asked you if I could ask you a question. So anyways, Jenny, you gave a perspective on billing. You also had a couple of years now this 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's education, networking, etc. And just kind of unleash all the new innovation, but as you've done this a couple years in a row, like how much are you banking on actually getting a lot of new sales activity coming out of it? Thank you.

Jennifer Ceran -- Chief Financial Officer

Well, it's definitely a lead generation opportunity we get to engage with customers, there's 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, when we do feel like there's a good return from ENGAGE.

Operator

Your next question comes from Ittai Kidron with Oppenheimer. Your line is open.

Ittai Kidron -- Oppenheimer -- Analyst

Hi, guys. Good quarter. I guess a couple for me. First, Mark, I guess I'm trying to kind of look at the pattern of -- 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 does not change, what is changing in that business? Or perhaps maybe you could talk about what you are not happy with during the quarter.

Mark Mader -- Chief Executive Officer

Yeah, I think it's over the course of 13 years, Ittai. If you'd 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 two 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 one. 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 customers to buy something 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 is another one. We had given multiple progress reports in past quarterly reports. I would have loved that to have been a 90-day process. We are 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 and be disappointed with the length of time it takes to execute those. But again, these are opportunities, right? So those are two 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.

Ittai Kidron -- Oppenheimer -- Analyst

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. But 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.

Jennifer Ceran -- Chief Financial Officer

Yeah, 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 six months. So to the extent that happens faster, you should expect our subscription gross margin to tick down percentage.

Ittai Kidron -- Oppenheimer -- Analyst

Just to clarify that, are you all -- are you already in that process or you'll start it in six months? I'm a bit confused.

Jennifer Ceran -- Chief Financial Officer

We've already started it, but we re 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.

Ittai Kidron -- Oppenheimer -- Analyst

Got it. Okay. Thank you very much. Good luck, guys.

Gene Farrell -- Chief Product Officer

Thanks.

Jennifer Ceran -- Chief Financial Officer

Thanks.

Mark Mader -- Chief Executive Officer

Thank you.

Operator

Your next question is from Scott Berg with Needham. Your line is open.

Scott Berg -- Needham -- Analyst

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

Mark Mader -- Chief Executive Officer

Yeah, I think what I first thought 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 where we're starting on this process now. We do have, I would say, a very, very small percentage of our revenue today, 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 RFP process. We have not gone through that process yet to closer. 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 successfully utilizing our product, it's -- there's really no evidence to draw from.

Scott Berg -- Needham -- Analyst

Got it. Helpful. Then a quick follow-up for Jenny on free cash flow. I get the additional investments this year given the success. How much [Indecipherable] '21. I believe you've discussed being roughly cash flow neutral for the year at fiscal '21. Are you still holding that expectation? True, or does that maybe change?

Jennifer Ceran -- Chief Financial Officer

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've still got another five 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 quarters.

Scott Berg -- Needham -- Analyst

Got it. Thanks again. Congrats on a good quarter.

Mark Mader -- Chief Executive Officer

Thanks.

Operator

Your next question is from Mark Murphy with JPMorgan. Your line is open.

Pinjalim Bora -- JPMorgan -- Analyst

Hey, guys. This is Pinjalim on behalf of Mark. Thanks for taking our questions and congrats on the quarter. Going back to the tepid [Phonetic] capability based offerings, could you talk about the uptick of Control Center and Dynamic View? How those are doing? And then those two along with accelerators, where do you see the most opportunity among those three? And the third part of that lovely question is what is the average ASP that you're realizing from these products today?

Mark Mader -- Chief Executive Officer

You packed a lot in there. So control center dynamic view and data uploader are three areas in addition to Excel -- are the three -- are the three premium products in addition to accelerator is it kind of make up the bundle of 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 -- we don't breakout ASP for each of our -- for our premium-based offerings, I would tell you that it varies pretty widely across that portfolio. Based on the size of the -- the size of that solution we're building for the customer.

Pinjalim Bora -- JPMorgan -- Analyst

Okay. And is it fair to say that a control center may be being the oldest is the largest among those all of us?

Mark Mader -- Chief Executive Officer

Yes. Yeah, control center has been around and it's the largest of -- it represents the largest revenue of that group.

Pinjalim Bora -- JPMorgan -- Analyst

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

Jennifer Ceran -- Chief Financial Officer

Yeah. So last quarter I mentioned that our lost 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 40 basis point improvement in total loss rate for the quarter.

Pinjalim Bora -- JPMorgan -- Analyst

Excellent. Thank you so much.

Operator

Your next question is from Alex Zukin with RBC. Your line is open.

Alex Zukin -- RBC -- Analyst

Hi guys, thanks for taking my question and congrats on a solid report. I guess maybe just first on the dollar-based net expansion metric, another great posting at 134%. What's the right way to think about that for the back half of this year? Is this kind of the right balance? Do you see it ticking up? Or is it at the right range at this point?

Jennifer Ceran -- Chief Financial Officer

Yeah. Hey, Alex. Look, 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.

Alex Zukin -- RBC -- Analyst

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

Mark Mader -- Chief Executive Officer

One thing I like to remind our employees is low hanging fruit still needs to be picked, and when it's falling 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 hardly do those really, really well? So the UK, we learn 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 UK holding it together as we face people in and out. And it's -- 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 learn and apply more effectively next time around. I talked about that in the context of acquisitions. I'm talking about in the context of new territory presence. And the federal is no different, right. So as we go to deploying our sales professions who are dedicated to that space as we learn how to best respond to inquiries, how to respond to authentic inquiries versus increase where 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 need to look a little different than someone else? Do they 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 roadmap, it's not just improving certain things. Getting into new markets, it brings stuff to market for which there is a need that other people don't have. I love that unions. So that's my number one. Hopefully you come ENGAGE, you can learn about some of it.

Alex Zukin -- RBC -- Analyst

Thank you, guys. Appreciate it.

Mark Mader -- Chief Executive Officer

Thanks.

Operator

Your next question is from Steve Koenig. with Wedbush Securities. Your line is open.

Steve Koenig -- Wedbush Securities -- Analyst

Hi, Smartsheet. Thanks for taking my question. So one quick one and one follow-up. When -- your subscription revenue hardly decelerated at all. Very impressive results. You did mention you had the hard ProServe comp, and we don't really care about ProServe revenue. It's an enabler. It's not a strategic driver of the business. But -- 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 ProServe, are you looking at that to decelerate in the future at a greater pace? It is not as important to you all, you know. What is that? What is that revenue enable for you?

Jennifer Ceran -- Chief Financial Officer

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

Mark Mader -- Chief Executive Officer

I think one thing to add that, 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.

Steve Koenig -- Wedbush Securities -- Analyst

Got it. Thanks, 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?

Jennifer Ceran -- Chief Financial Officer

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 product and hope that we will continue to see growth in that front.

Steve Koenig -- Wedbush Securities -- Analyst

Terrific. Great. Well, thanks and congrats on a good quarter.

Mark Mader -- Chief Executive Officer

Thank you.

Gene Farrell -- Chief Product Officer

Thanks.

Operator

Our last question is from Stephen McWilliams with Stephens, Inc. Your line is open.

Stephen McWilliams -- Stephens, Inc. -- Analyst

Hi, guys, thanks for squeezing me in. 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 compare to prior quarter?

Jennifer Ceran -- Chief Financial Officer

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 key control center and just a few other things. So it's definitely up.

Mark Mader -- Chief Executive Officer

Yeah, I think as we look at the penetration of capabilities based price into our customer base that now exceeds 80,000. 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 know 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.

Aaron Turner -- Head of Investor Relations

And Ryan, this is Aaron. The only thing I would add is for data points, in Q4, we referenced 700 unique customers buying capabilities, one 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.

Stephen McWilliams -- Stephens, Inc. -- Analyst

Perfect. And then previously mentioned 90% of your product roadmap 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 any recent enhancements from an AI standpoint on the platform.

Mark Mader -- Chief Executive Officer

Yes. So I would say, so we still base 90% of our roadmap 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 there a lot of very specific use cases that kind of create any kind of central tendency. We see really broad use of smart sheet 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 [Indecipherable] within their organizations. So dashboards are growing very rapidly and are kind of a key area of value. And then you'll see some things that we're going to be announcing in 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 say I think it's fairly broad based. And then I forgot the last part of your question was the last.

Stephen McWilliams -- Stephens, Inc. -- Analyst

Just...

Mark Mader -- Chief Executive Officer

I'm 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 in many cases. We'll do it. We'll actually perform those configurations for them. And so I'd say we're still super early. That technology is still really emerging. And so but we're very committed to ensuring that we're leveraging those technologies to make our platform better for customers.

Stephen McWilliams -- Stephens, Inc. -- Analyst

Perfect. Thanks for the detail. And thanks much for taking my question.

Mark Mader -- Chief Executive Officer

Great, Thanks.

Operator

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

Aaron Turner -- Head of Investor Relations

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.

Operator

[Operator Closing Remarks]

Duration: 48 minutes

Call participants:

Aaron Turner -- Head of Investor Relations

Mark Mader -- Chief Executive Officer

Jennifer Ceran -- Chief Financial Officer

Gene Farrell -- Chief Product Officer

Bhavan Suri -- William Blair -- Analyst

John DiFucci -- Jefferies -- Analyst

Stan Zlotsky -- Morgan Stanley -- Analyst

Richard Davis -- Canaccord -- Analyst

Terry Tillman -- SunTrust -- Analyst

Ittai Kidron -- Oppenheimer -- Analyst

Scott Berg -- Needham -- Analyst

Pinjalim Bora -- JPMorgan -- Analyst

Alex Zukin -- RBC -- Analyst

Steve Koenig -- Wedbush Securities -- Analyst

Stephen McWilliams -- Stephens, Inc. -- Analyst

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