Asana Inc (ASAN) 2024 Q3 法說會逐字稿

Thank you for standing by, and welcome to Asana's third-quarter fiscal year 2024 earnings conference call. (Operator Instructions) I would now like to hand the call over to Catherine Buan, Head of Investor Relations. Please, go ahead.

感謝您的耐心等待，歡迎參加 Asana 2024 財年第三季財報電話會議。 （操作員指示）我現在想將電話轉給投資者關係主管 Catherine Buan。請繼續。

Good afternoon, and thank you for joining us on today's conference call to discuss the financial results for Asana's third quarter fiscal 2024. With me on today's call are Dustin Moskovitz, Asana's Co-Founder and CEO; Anne Raimondi, our Chief Operating Officer and Head of Business; and Tim Wan, our Chief Financial Officer.

下午好，感謝您參加今天的電話會議，討論Asana 2024 財年第三季度的財務業績。與我一起參加今天電話會議的有Asana 聯合創始人兼首席執行官達斯汀·莫斯科維茨(Dustin Moskovitz )； Anne Raimondi，我們的營運長兼業務主管；以及我們的財務長 Tim Wan。

Today's call will include forward-looking statements, including statements regarding our expectations for free cash flow, our financial outlook, strategic plans, market position, and growth opportunities. Forward-looking statements involve risks, uncertainties, and assumptions that may cause our actual results to be materially different from those expressed or implied by the forward-looking statements. Please refer to our filings with the SEC, including our most recent annual report on Form 10-K and quarterly report on Form 10-Q for additional information on risks, uncertainties, and assumptions that may cause actual results to differ materially from those set forth in such statements.

今天的電話會議將包括前瞻性聲明，包括有關我們對自由現金流的預期、財務前景、策略計劃、市場地位和成長機會的聲明。前瞻性陳述涉及風險、不確定性和假設，可能導致我們的實際結果與前瞻性陳述明示或暗示的結果有重大差異。請參閱我們向SEC 提交的文件，包括我們最新的10-K 表年度報告和10-Q 表季度報告，以了解可能導致實際結果與所載結果存在重大差異的風險、不確定性和假設的更多資訊在這樣的聲明中。

In addition, during today's call, we will discuss non-GAAP financial measures. These non-GAAP financial measures are in addition to and not a substitute for or superior to measures of financial performance prepared in accordance with GAAP. Reconciliations between GAAP and non-GAAP financial measures and a discussion of the limitations of using non-GAAP measures versus their closest GAAP equivalents are available in our earnings release, which is posted on our investor relations webpage at investors.asana.com. And with that, I'd like to turn the call over to Dustin.

此外，在今天的電話會議中，我們將討論非公認會計準則財務指標。這些非公認會計原則財務指標是根據公認會計原則編制的財務績效指標的補充，而不是替代或優於這些指標。我們的收益報告中提供了GAAP 和非GAAP 財務指標之間的對賬，以及使用非GAAP 指標與其最接近的GAAP 同等指標的局限性的討論，該報告發佈在我們的投資者關係網頁Investors.asana .com 上。說到這裡，我想把電話轉給達斯汀。

Thank you, Catherine, and thank you all for joining us on the call today. In Q3, we beat our top and bottom-line expectations again and continue to build on our leadership in the enterprise. Q3 revenues grew 18% year-over-year, and non-GAAP operating loss margins were 5.9%, an improvement of over 30 percentage points versus the year-ago period. Topline growth was led by our continued success in the enterprise. Revenues from our core customers, or those spending $5,000 or more on an annualized basis, grew 20%, and revenue from our enterprise customers grew at an even faster clip.

謝謝凱瑟琳，也謝謝大家今天加入我們的電話會議。在第三季度，我們再次超越了我們的收入和利潤預期，並繼續鞏固我們在企業中的領導地位。第三季營收年增 18%，非 GAAP 營運虧損率為 5.9%，比去年同期提高了 30 個百分點以上。我們在企業中的持續成功帶動了營收的成長。來自核心客戶（即年化支出 5,000 美元或以上的客戶）的收入成長了 20%，來自企業客戶的收入成長速度更快。

Dollar-based net retention rate from customers spending $100,000 or more on an annualized basis, which we view as an indicator of traction among enterprise customers, came in at over 120%, greater than the dollar-based net retention rate for our overall customer base.

年化支出 10 萬美元或以上的客戶的美元淨保留率超過 120%，我們將其視為企業客戶吸引力的指標，高於我們整體客戶群的美元淨保留率。

As you can see, our investments in the enterprise are beginning to pay off as we further our partnerships with some of the largest companies across major industries. While the macroeconomic headwinds continue, especially impacting business in our renewal base, we're seeing signs of stabilization in new business. Overall, awareness and demand for work management continues to expand. Across our total customer base, we're at over 3 million paid seats, showing increasing adoption of Asana worldwide.

正如您所看到的，隨著我們與主要行業中一些最大的公司進一步加強合作關係，我們對企業的投資開始獲得回報。儘管宏觀經濟逆風持續，尤其是影響我們續訂基地的業務，但我們看到新業務穩定的跡象。整體而言，人們對工作管理的認知和需求不斷擴大。在我們的總客戶群中，我們擁有超過 300 萬個付費席位，這表明 Asana 在全球範圍內的採用率不斷提高。

From an operational standpoint, we've made great progress on improving our non-GAAP operating margins. On a nine-month basis, margins improved 34 percentage points year-over-year. We expect improvement in non-GAAP operating margin year-over-year for the full year, as we focus on operational efficiency and growth, which Tim will talk about more.

從營運角度來看，我們在提高非公認會計準則營運利潤率方面取得了巨大進展。過去 9 個月的利潤率年增了 34 個百分點。我們預計全年非公認會計準則營業利潤率將比去年同期有所改善，因為我們專注於營運效率和成長，而蒂姆將對此進行更多討論。

This year is an important transition period for us. In the past year, we've optimized our investments across our organization, making substantial year-over-year improvements in our margins each quarter. We've brought on board enterprise software veterans to lead our go-to-market strategy and execution. And we're embarking on a new product cycle of innovation on our industry-leading platform, leveraging AI.

今年對我們來說是一個重要的過渡時期。在過去的一年裡，我們優化了整個組織的投資，每個季度的利潤率都比去年同期大幅提高。我們聘請了企業軟體資深人士來領導我們的上市策略和執行。我們正在業界領先的平台上利用人工智慧，開啟新的產品創新週期。

With that, let me turn to our progress on the product side. So, what have we announced? In early October, we rolled out: smart summaries to identify action items and highlights from conversations, tasks, and comments; smart editor to write clear, more compelling responses that strike the right tone; and smart fields to organize projects with auto-generated custom fields.

接下來，讓我談談我們在產品方面的進展。那麼，我們宣布了什麼？十月初，我們推出了： 智慧摘要，用於識別對話、任務和評論中的行動項目和亮點；聰明的編輯可以寫出清晰、更有說服力、語氣恰當的回應；和智慧型字段，用於使用自動生成的自訂字段來組織專案。

We also started rolling out two more features in November. First, smart answers to get timely answers and insights about projects, identify blockers, and determine next steps. And second, smart status to identify blind spots, open questions, and roadblocks with automatic status updates.

我們也在 11 月開始推出另外兩項功能。首先，智慧答案可以及時獲得有關項目的答案和見解、識別阻礙因素並確定後續步驟。其次，智慧狀態可透過自動狀態更新來識別盲點、懸而未決的問題和障礙。

We've had great early feedback from beta customers. Tens of thousands of users are learning our AI-powered features. One of the most popular has been smart summaries that not only helps you identify action items and highlights from conversations, tasks, and comments, but also automatically generates subtasks. This allows for more flexibility and much greater productivity.

我們從測試版客戶那裡得到了很好的早期回饋。數以萬計的用戶正在學習我們的人工智慧功能。其中最受歡迎的一種是智慧摘要，它不僅可以幫助您從對話、任務和評論中識別操作項目和亮點，還可以自動產生子任務。這允許更大的靈活性和更高的生產力。

One of our beta customers specifically liked smart status. They told us that they currently spend two to two and a half hours every other week reading context to do this manually. They added, I'm especially excited to see you roll this out at the portfolio level. And I'm excited about that too, because it's going to powerfully amplify the value you get from connecting work across levels in the Asana work graph, without requiring any additional work from customers.

我們的一位測試版客戶特別喜歡智慧狀態。他們告訴我們，他們目前每隔一周花兩到兩個半小時閱讀上下文來手動執行此操作。他們補充說，我特別高興看到您在投資組合層面推出這項舉措。我也對此感到興奮，因為它將極大地放大您從 Asana 工作圖中跨層級連結工作中獲得的價值，而不需要客戶進行任何額外的工作。

In contrast to some other approaches, we focused on integrating AI into existing user workflows to maximize their value, like creating a new project, building out the details of a task, including suggesting subtasks, or writing a new status summary for a project. And customers are really excited about some of our upcoming roadmap that uses all our work graph context to intelligently orchestrate work, like helping predict the time required for tasks so that they can more easily plan and manage their work.

與其他一些方法相比，我們專注於將人工智慧整合到現有的使用者工作流程中，以最大化其價值，例如創建新專案、建置任務的詳細資訊（包括建議子任務）或為專案編寫新的狀態摘要。客戶對我們即將推出的一些路線圖感到非常興奮，該路線圖使用我們所有的工作圖上下文來聰明地編排工作，例如幫助預測任務所需的時間，以便他們可以更輕鬆地規劃和管理他們的工作。

The interest and momentum when it comes to Asana and AI is growing. As you know, we had successful customer events in New York City and London last quarter with our Work Innovation Summit, focused on AI and the future of work. We expect to continue the marketing momentum into next year. As we shared the Work Innovation Summit and our Investor Day, the way we've engineered our products with AI is more than a co-pilot for individuals. We see it as both co-pilot and air traffic control for entire organizations.

人們對體式和人工智慧的興趣和勢頭正在增長。如您所知，上季度我們在紐約和倫敦舉辦了成功的客戶活動，舉辦了工作創新高峰會，重點是人工智慧和未來工作。我們預計明年將繼續保持行銷動能。當我們分享工作創新高峰會和投資者日時，我們用人工智慧設計產品的方式不僅僅是個人的副駕駛。我們將其視為整個組織的副駕駛和空中交通管制。

The work graph serves as a shared map, powering Asana Intelligence, helping to align human intention with AI guidance as they work together to achieve a customer's goals. Unlike tools that are narrowly focused on individuals or specific teams and use cases, Asana maps the relationships across the entire company, between individuals, teams, and the work they're trying to achieve, ensuring you get reliable, accurate, and trusted generative output. Simply asking open-end questions about all of the training data used to train a foundation model yields results that aren't as useful, leading to hallucinations that decrease trust in adoption of AI.

工作圖作為共享地圖，為 Asana Intelligence 提供動力，幫助將人類意圖與人工智慧指導結合起來，共同實現客戶的目標。與狹隘地專注於個人或特定團隊和用例的工具不同，Asana 繪製了整個公司、個人、團隊及其想要實現的工作之間的關係，確保您獲得可靠、準確且值得信賴的生成輸出。簡單地詢問用於訓練基礎模型的所有訓練資料的開放式問題會產生不那麼有用的結果，從而導致幻覺，從而降低對人工智慧採用的信任。

With Asana, AI amplifies the power of connecting our customers' work to their business goals, allowing them to accomplish things within the right context. This is a highly differentiated capability that customers are very excited about, and the summit attendees reported an aha moment on the value of the work graph when seeing our AI demos.

借助 Asana，人工智慧增強了將客戶的工作與其業務目標聯繫起來的力量，使他們能夠在正確的環境中完成任務。這是一個高度差異化的功能，客戶對此感到非常興奮，而峰會與會者在看到我們的人工智慧演示時對工作圖的價值表示了驚嘆。

We also recently hosted an Asana Intelligence training event with over 1,500 people from leading organizations in industries such as media, transportation, education, food and beverage, and, of course, tech, illustrating how broad interest in Asana Intelligence is growing. Notably, we're also seeing adoption of Asana within leading AI companies like Anthropic, OpenAI, and Alignment Research Center.

我們最近還舉辦了一場Asana Intelligence 培訓活動，參與者超過1,500 人，他們來自媒體、交通、教育、食品和飲料，當然還有科技等行業的領先組織，這表明人們對Asana Intelligence 的廣泛興趣與日俱增。值得注意的是，我們也看到 Anthropic、OpenAI 和 Alignment Research Center 等領先人工智慧公司也採用了 Asana。

Our new packaging strategy, introduced at our Investor Day in October and launched less than a month ago, will further adoption of AI and help on-ramp customers to our advanced and enterprise tiers. Early feedback from the Salesforce was that customers are excited to learn about our multiple enterprise offerings.

我們在 10 月的投資者日推出並在不到一個月前推出的新包裝策略將進一步採用人工智慧，並幫助客戶進入我們的高階層和企業層。 Salesforce 的早期回饋是，客戶很高興了解我們的多種企業產品。

In closing, I'm more excited than ever about the potential of Asana and where we can go with the platform and capabilities. For example, it's even more amazing to work with our own R&D team right now. I'll have an idea for something LLMs might do in a product, and very often, a couple weeks later, they'll come back and say they've got a working version, it was easier to build than they expected, and the output is more impressive than they predicted it would be.

最後，我對 Asana 的潛力以及我們可以利用該平台和功能實現的目標感到比以往任何時候都更加興奮。例如，現在與我們自己的研發團隊合作就更令人驚訝了。我會對法學碩士可能在產品中做的事情有一個想法，通常，幾週後，他們會回來說他們已經有了一個工作版本，它比他們預期的更容易構建，並且產出比他們預期的更令人印象深刻。

Everything we're focused on today is in the service of enterprise growth, building pipeline, retention, and C-level customer engagement. And now I'll turn it over to Anne.

我們今天關注的一切都是為了企業發展、建立管道、保留和 C 級客戶參與。現在我將把它交給安妮。

Thanks, Dustin. In Q3, we continue to be impacted by macroeconomic headwinds. Deal cycles continue to be longer, and budgets continue to be a significant factor. However, as Dustin mentioned, we're beginning to see signs of stabilization, especially for new business, which includes expansion. We still need to work through some of the original headwinds that are impacting larger customers.

謝謝，達斯汀。第三季度，我們繼續受到宏觀經濟不利因素的影響。交易週期持續延長，預算仍是重要因素。然而，正如達斯汀所提到的，我們開始看到穩定的跡象，特別是對於新業務，其中包括擴張。我們仍然需要克服一些影響大客戶的原始阻力。

Geographically, we saw bright spots in Asia, especially Japan, and Europe this quarter. As an example, Asana was particularly strong with high-profile retail and consumer product goods companies this quarter.

從地理上看，本季我們在亞洲（尤其是日本）和歐洲看到了亮點。例如，Asana 本季在知名零售和消費品公司中表現尤為強勁。

Our pipeline continues to build, especially with the success of events such as our Work Innovation Summit in New York City and London in October. Revenue from our top two product tiers grew over 25% in Q3. As we continue to roll out new packaging that was shared at Investor Day, we expect to see new customers, in particular, accelerate their journey into our premium tiers to utilize our most unique enterprise capabilities.

我們的管道不斷擴大，特別是隨著 10 月在紐約和倫敦舉辦的工作創新高峰會等活動的成功舉辦。第三季度，我們前兩個產品層的營收成長了 25% 以上。隨著我們繼續推出在投資者日分享的新包裝，我們尤其希望看到新客戶加速他們進入我們的高端市場，以利用我們最獨特的企業能力。

Enterprise customers representing organizations with over 2,000 employees continue to be our fastest-growing customer cohort. Executives are planning long-term and looking to partner with one strategic partner, and we believe this is driving multi-year commitments for us.

代表擁有超過 2,000 名員工的組織的企業客戶仍然是我們成長最快的客戶群。高階主管正在製定長期計劃，並尋求與一個策略合作夥伴合作，我們相信這正在推動我們的多年承諾。

Our enterprise customers are asking us about AI and automations in Asana. For example, customers we're meeting with through our executive briefing program are excited about the roll-up of status reports using Asana's AI features. Currently, writing project status might take hours, but with AI, each report can be written in just a few minutes while never missing an important detail, leaving employees and executives with more time for more valuable work. Also, Asana Plus AI helps organizations ramp usage where change management may otherwise be a factor. We believe our AI roadmap and our new packaging will help to further drive adoption.

我們的企業客戶向我們詢問 Asana 中的人工智慧和自動化。例如，我們透過執行簡報計畫會見的客戶對使用 Asana 的 AI 功能匯總狀態報告感到興奮。目前，編寫專案狀態可能需要幾個小時，但藉助人工智慧，每份報告只需幾分鐘即可編寫完成，同時不會遺漏任何重要細節，從而使員工和管理人員有更多時間進行更有價值的工作。此外，Asana Plus AI 還可以幫助組織提高使用率，否則變更管理可能會成為一個因素。我們相信我們的人工智慧路線圖和新包裝將有助於進一步推動採用。

We're seeing new business broadly across several diverse industries, healthcare, financial services, media, transportation, manufacturing, among many others. Within media, customers rely on Asana to manage their core business processes, such as developing on-air creative, managing production workflows, and sourcing new talent on our platform. Paramount Global, a leading global media and entertainment company, has been a customer of ours for a few years now and expanded their use of Asana to all their employees this quarter. And we had another large media conglomerate, DirecTV, that had a significant expansion this quarter.

我們看到新業務廣泛分佈在醫療保健、金融服務、媒體、運輸、製造業等多個不同行業。在媒體領域，客戶依靠 Asana 來管理其核心業務流程，例如開發直播創意、管理製作工作流程以及在我們的平台上尋找新人才。 Paramount Global 是一家全球領先的媒體和娛樂公司，多年來一直是我們的客戶，並在本季度將 Asana 的使用範圍擴大到了所有員工。我們還有另一家大型媒體集團 DirecTV，該集團本季實現了大幅擴張。

We're seeing continued growth within the healthcare and biotech vertical this quarter. For example, Norton Healthcare, who we have talked about in the past, increased their commitment with Asana this quarter. They use Asana to onboard hundreds of new physician providers to their vast hospital and healthcare system. Additionally, another healthcare provider that serves over 100 million people around the world expanded their use of Asana. Departments that serve their clinical programs, as well as marketing and financial operations, rely on Asana to automate work, manage strategic projects, enable seamless collaboration across teams, and facilitate executive reporting so they can increase operating efficiency to drive better patient outcomes.

我們看到本季醫療保健和生物技術垂直領域持續成長。例如，我們過去討論過的 Norton Healthcare 在本季增加了對 Asana 的承諾。他們使用 Asana 為他們龐大的醫院和醫療保健系統招募了數百名新的醫生提供者。此外，另一家為全球超過 1 億人提供服務的醫療保健提供者擴大了 Asana 的使用範圍。為其臨床專案以及行銷和財務營運提供服務的部門依靠 Asana 實現工作自動化、管理策略專案、實現團隊之間的無縫協作以及促進執行報告，從而提高營運效率，從而改善患者治療效果。

And we continue to expand in other industries. A global transportation and food delivery marketplace company expanded their use of Asana in a multi-year early renewal deal. Our robust analytics capabilities, JIRA data sync integration, and product roadmap, including AI capabilities, were key factors for this win. Our enterprise solution is a strategic application for the company and is used cross-functionally by many departments for everything from business strategy planning to product development to account management.

我們繼續在其他行業擴張。一家全球運輸和食品配送市場公司透過多年提前續約協議擴大了 Asana 的使用範圍。我們強大的分析能力、JIRA 資料同步整合和產品路線圖（包括 AI 功能）是這場勝利的關鍵因素。我們的企業解決方案是公司的策略應用程序，被許多部門跨職能使用，用於從業務策略規劃到產品開發再到客戶管理的各個方面。

One of the largest hospitality companies in the world, headquartered in France, chose Asana in a multi-year land deal for their global marketing, communications, and e-commerce departments. A global 2,000 retail company with over 1,000 store locations expanded their use of Asana and upgraded to our enterprise solution to manage the openings and maintenance of their metro stores, as well as their quarterly planning workflow.

總部位於法國的世界上最大的酒店公司之一在多年土地協議中選擇了 Asana 為其全球行銷、傳播和電子商務部門提供服務。一家擁有 1,000 多個商店的全球 2,000 家零售公司擴大了 Asana 的使用範圍，並升級到我們的企業解決方案，以管理其都市商店的開業和維護以及季度規劃工作流程。

And some of the most influential leaders in tech are expanding. Following the momentum from Q2, we expanded significantly with a large, high-profile enterprise software company. This is a good leading indicator that when tech recovers, it could be a tailwind for us.

科技領域一些最有影響力的領導者正在擴張。繼第二季的勢頭之後，我們與一家大型、知名的企業軟體公司一起大幅擴張。這是一個很好的領先指標，表明當科技復甦時，它可能會成為我們的順風車。

In summary, we are seeing more multi-year deals up both sequentially and year over year, winning on vendor consolidation decisions, and are continuing to diversify our enterprise success across more industries. But we still have more work to do.

總而言之，我們看到更多多年期交易的連續和逐年增加，贏得了供應商整合決策，並繼續在更多行業實現企業成功的多元化。但我們還有更多工作要做。

Looking to Q4 and the beginning of next year, we continue to focus on building pipeline for new enterprise ARR with targeted events and executive meetings around the world. Improving expansion rates through customer success programs and strategic initiatives, such as the introduction of AI in our new product tiers. Enhancing our professional services offerings, which will deepen our partnerships with our most strategic accounts, and increasing adoption of our differentiated enterprise capabilities.

展望第四季和明年初，我們將繼續專注於為新企業 ARR 建立管道，在世界各地舉辦有針對性的活動和高階主管會議。透過客戶成功規劃和策略舉措提高擴張率，例如在我們的新產品層中引入人工智慧。增強我們的專業服務產品，這將加深我們與最具策略性的客戶的合作夥伴關係，並更多地採用我們的差異化企業能力。

And with that, I'll hand it over to Tim.

這樣，我就把它交給提姆了。

Thank you, Anne. While I'm pleased with our high-level results, some of the underlying drivers were not as strong as we had hoped. As Anne mentioned, we continue to see headwinds from a macro standpoint, which continues to impact our dollar-based net retention rates. We also have more work to do as we develop our enterprise go-to-market muscle and continue transitioning upmarket. By the same token, I am proud of the efforts the team has put in to manage costs and improve efficiency. We continue to make substantial progress on improving our operating margins.

謝謝你，安妮。雖然我對我們的高水準結果感到滿意，但一些潛在的驅動因素並不像我們希望的那麼強大。正如安妮所提到的，從宏觀角度來看，我們繼續看到不利因素，這繼續影響我們以美元為基礎的淨保留率。在增強企業市場實力並持續轉型為高端市場的過程中，我們還有更多工作要做。同樣，我為團隊在管理成本和提高效率方面所做的努力感到自豪。我們持續在提高營業利潤率方面取得實質進展。

On to our Q3 results. Q3 revenues came in at $166.5 million, up 18% year over year. We have 21,346 core customers, or customers spending $5,000 or more on an annualized basis. Revenue from core customers grew 20% year over year. This cohort represented 74% of our revenues in Q3, up from 73% in the year-ago quarter.

關於我們第三季的結果。第三季營收為 1.665 億美元，年增 18%。我們擁有 21,346 名核心客戶，即年支出 5,000 美元或以上的客戶。核心客戶營收年增20%。該群體占我們第三季營收的 74%，高於去年同期的 73%。

We have 580 customers spending $100,000 or more on an annualized basis, and this customer cohort grew 18% year over year. As a reminder, we define these customer cohorts based on annualized GAAP revenues in a given quarter.

我們有 580 名客戶每年花費 10 萬美元或更多，而該客戶群年增 18%。提醒一下，我們根據給定季度的年化 GAAP 收入來定義這些客戶群。

Our dollar-based net retention rates were lower, mainly driven by seat adjustments. Our overall dollar-based net retention rates was over 100%. Our dollar-based net retention rate for our core customer was over 105%. And customers spending $100,000 or more, our dollar-based net retention rate was over 120%. As a reminder, our dollar-based net retention rate is a trailing four-quarter average calculation and thus lagging indicator.

我們以美元計算的淨保留率較低，主要是由於席位調整。我們以美元計算的總體淨保留率超過 100%。我們的核心客戶以美元計算的淨保留率超過 105%。對於消費 10 萬美元或以上的客戶，我們以美元計算的淨保留率超過 120%。提醒一下，我們以美元為基礎的淨保留率是追蹤四個季度的平均計算結果，因此是落後指標。

We continue to see stable local churn rates overall and low churn in our largest accounts. However, companies remain mindful of the near-term economic challenges. I'll speak specifically to our outlook regarding this in a moment.

我們繼續看到整體本地客戶流失率穩定，並且我們最大的客戶的客戶流失率較低。然而，企業仍關注近期的經濟挑戰。稍後我將具體談談我們對此的看法。

As I turn to expense items and profitability, I would like to point out that I'll be discussing non-GAAP results in the balance of my remarks. Gross margins came in at 90.6%. Research and development was $51.2 million or 31% of revenue, an improvement from 36% a year ago. Sales and marketing was $82.6 million or 50% of revenue, an improvement from 70% a year ago. G&A was $26.9 million or 16% of revenues, an improvement from 22% a year ago.

當我談到費用項目和盈利能力時，我想指出，我將在發言的其餘部分討論非公認會計原則的結果。毛利率為 90.6%。研發費用為 5,120 萬美元，佔收入的 31%，比一年前的 36% 有所提高。銷售和行銷收入為 8,260 萬美元，佔收入的 50%，比一年前的 70% 有所提高。 G&A 為 2,690 萬美元，佔收入的 16%，比一年前的 22% 有所提高。

Operating loss was $9.8 million and our operating loss margin was 6%, representing a 31%-point margin improvement versus a year ago. The improvement in our operating margin demonstrates our ability to take a balanced approach to growth and profitability. Net loss was $8.2 million and our net loss per share was $0.04.

營業虧損為 980 萬美元，營業虧損率為 6%，利潤率比一年前提高了 31%。我們營業利潤率的提高表明我們有能力採取平衡的方法來實現成長和獲利。淨虧損為 820 萬美元，每股淨虧損為 0.04 美元。

Moving on to our balance sheet and cash flow. Cash and marketable securities at the end of Q3 were approximately $530 million. Our remaining performance obligations, or RPO, was $335.1 million, up 23% from the year-ago quarter. We expect 85% of our RPO will be recognized over the next 12 months.

繼續我們的資產負債表和現金流。第三季末的現金和有價證券約為 5.3 億美元。我們的剩餘履約義務 (RPO) 為 3.351 億美元，比去年同期成長 23%。我們預計 85% 的 RPO 將在未來 12 個月內得到確認。

The current portion of RPO grew 21% from a year-ago quarter. Our total ending Q3 deferred revenue was $255.4 million, up 19% year over year. Our free cash flow is defined as net cash from operating activities, less cash used in property and equipment and capitalized software costs, excluding non-recurrent items such as costs related to restructuring.

目前 RPO 部分較去年同期成長 21%。我們第三季末的遞延收入總額為 2.554 億美元，較去年同期成長 19%。我們的自由現金流量定義為經營活動產生的淨現金減去財產和設備所用現金以及資本化軟體成本，不包括與重組相關的成本等非經常性項目。

Q3 free cash flow was negative $11.5 million, or negative 7% on a margin basis, an improvement from negative 34% from the year ago quarter. On a year-to-date basis, our free cash flow was negative $13.4 million, approximately $120 million improvement from the same year ago period.

第三季自由現金流為負 1,150 萬美元，按利潤率計算為負 7%，較去年同期的負 34% 有所改善。年初至今，我們的自由現金流為負 1,340 萬美元，比去年同期減少了約 1.2 億美元。

Moving to guidance for Q4 fiscal 2024, we expect revenues of $167 million to $168 million, representing growth of 11% to 12% year over year. We expect non-GAAP loss from operations of $23 million to $21 million, representing an operating margin of negative 13% at the midpoint of guidance, a measurable improvement from the same year-ago period. And we expect net loss per share of $0.10 to $0.09, assuming basic and diluted weighted average shares outstanding of approximately $223 million.

轉向 2024 財年第四季的指導，我們預計營收為 1.67 億至 1.68 億美元，年增 11% 至 12%。我們預期非 GAAP 營運虧損為 2,300 萬美元至 2,100 萬美元，相當於指導中位數的營運利潤率為負 13%，較去年同期有顯著改善。假設基本和稀釋加權平均流通股約為 2.23 億美元，我們預期每股淨虧損為 0.10 至 0.09 美元。

For the full fiscal year 2024, we expect revenue to be in the range of $648.5 million to $649.5 million, representing a growth rate of 19% year over year. We expect non-GAAP loss from operations of $66 million to $64 million, representing an operating margin of negative 10% at the midpoint of guidance, an improvement from negative 38% in fiscal 2023. And we expect net loss per share of $0.27 to $0.26, assuming basic and diluted weighted average shares outstanding of approximately $219 million.

對於 2024 年整個財年，我們預計營收將在 6.485 億美元至 6.495 億美元之間，年成長率為 19%。我們預期非GAAP 營運虧損為6,600 萬美元至6,400 萬美元，相當於指引中位數的營業利潤率為負10%，較2023 財年的負38% 有所改善。我們預期每股淨虧損為0.27 美元至0.26 美元，假設已發行基本股和稀釋加權平均股約為 2.19 億美元。

Our guidance assumed that there is no change in the current macroeconomic environment. We expect our overall dollar-based net retention rate to remain above 100% for the year. We continue to believe dollar-based net retention rate should bottom in Q1 at plus or minus 100% when a number of large deals from the previous year renewal.

我們的指導假設當前宏觀經濟環境沒有改變。我們預計今年以美元計算的整體淨保留率將保持在 100% 以上。我們仍然認為，當上一年的大量交易續約時，以美元計算的淨保留率應在第一季觸底，在正負 100% 左右。

In addition, the leadership changes we have made in our sales organization will take time to manifest. We are committed to maintaining a disciplined and balanced approach to optimizing costs and improving efficiency and profitability. We will continue to invest in the future growth opportunities like AI, which we expect will drive long-term value. We remain committed to delivering positive free cash flow by the end of calendar 2024.

此外，我們在銷售組織中所做的領導層變動需要時間才能反映出來。我們致力於保持嚴格且平衡的方法來優化成本並提高效率和獲利能力。我們將繼續投資人工智慧等未來成長機會，我們預計這將推動長期價值。我們仍然致力於在 2024 年底前實現正的自由現金流。

As we work towards reaching free cash flow, we are encouraged by the progress we've made, and I'm optimistic about our future. Over the next 18 to 24 months, we anticipate incremental growth will be driven by expansion from our core customers, which will be a tailwind to our NRR. Our focus on moving upmarket, so moving more of our customers to the $100,000 spend levels, and our new packaging, which will help with more lands, improve adoption, and new expansion. And with that, I'll turn it back to the operator for questions.

當我們努力實現自由現金流時，我們對所取得的進展感到鼓舞，並且我對我們的未來感到樂觀。在未來 18 至 24 個月內，我們預計增量成長將由核心客戶的擴張推動，這將成為我們的 NRR 的推動力。我們專注於向高端市場進軍，從而讓更多客戶達到 10 萬美元的消費水平，而我們的新包裝將有助於獲得更多土地、提高採用率和新的擴張。然後，我會將其轉回給接線員詢問問題。

(Operator Instructions) Josh Baer, Morgan Stanley.

（操作員指示）喬許貝爾（Josh Baer），摩根士丹利。

Great, thank you very much for the question. Wanted to talk about the shift upmarket and focus on the enterprise, and just wondering where you think you are, what inning as far as the investments in product go to market, just thinking through the packaging strategy, leadership changes, Tim, that you just referenced, and anything else as far as initiatives and focus there?

太好了，非常感謝你的提問。想談談向高端市場的轉變和對企業的關注，只是想知道你認為自己在哪裡，產品投資進入市場的階段是什麼，只是考慮包裝策略，領導層變化，蒂姆，你只是提到的，還有其他什麼倡議和重點嗎？

Hey, Josh, this is Anne. Thanks for your question. Yeah, I think we're feeling good about the investments that we've been making to go upmarket. You called out a couple of different things, so I'll address those. We're really excited that all of our key leadership roles across go to market are now filled, and these leaders have been adding great talent to the team where we've needed additional enterprise expertise.

嘿，喬什，這是安妮。謝謝你的提問。是的，我認為我們對進軍高端市場的投資感覺良好。您提出了一些不同的問題，所以我將解決這些問題。我們非常興奮的是，我們在進入市場方面的所有關鍵領導角色現在都已填補，這些領導者一直在為我們需要額外企業專業知識的團隊增添優秀人才。

We have more ramp reps and reps with greater tenure than this time last year, so we're feeling good about that as well. And we'll continue to invest appropriately to support growth in priority markets so we can reach and serve customers well.

與去年同期相比，我們有更多的斜坡代表和任期更長的代表，因此我們對此也感覺良好。我們將繼續進行適當投資，以支持優先市場的成長，以便我們能夠更好地接觸和服務客戶。

On packaging, we're seeing really early positive feedback and interest from customers. In particular, customers really appreciate our approach to providing AI in every paid plan. That's clearly tied to value and supported by our guiding principles for AI.

在包裝方面，我們很早就看到了客戶的正面回饋和興趣。特別是，客戶非常欣賞我們在每個付費方案中提供人工智慧的方法。這顯然與價值相關，並得到我們的人工智慧指導原則的支持。

We've only been fully rolled out now for a few weeks, but with two enterprise plans now available, we're already seeing dozens of customer migrations up to those packages that include additional investment in Asana. So we're excited about that, excited about the quality of the sales conversations with executives, and greater velocity in helping these customers choose the right strategic plans for both value and growth. So more to do, but excited about the investments that we've been making both in go to market, the team, and product, and our plans are starting to have good traction.

我們現在才全面推出幾週，但現在有兩個企業計劃可用，我們已經看到數十個客戶遷移到這些套餐，其中包括對 Asana 的額外投資。因此，我們對此感到興奮，對與高階主管的銷售對話的品質以及更快地幫助這些客戶選擇正確的價值和成長策略計畫感到興奮。要做的事情還有很多，但對我們在市場、團隊和產品方面所做的投資感到興奮，我們的計劃開始產生良好的吸引力。

Great. Thank you. And a quick one for Tim just on the target for positive free cash flow. Just wanted to confirm, is that, you know, without regard to the macro, meaning if it gets better, worse, stays the same, you know, no matter what the growth trajectory is, we're still looking for positive free cash flow by the end of '24?

偉大的。謝謝。對提姆來說，這是一個快速的目標，目標是獲得正的自由現金流。只是想確認一下，你知道，不考慮宏觀因素，這意味著情況是否變得更好、更糟、保持不變，你知道，無論增長軌跡如何，我們仍在尋找正的自由現金流到24 年底？

Yeah. I mean, I think we kind of said, you know, our outlook hasn't really changed. Things haven't gotten noticeably better nor noticeably worse. So we're still committed to delivering free cash flow by the end of calendar '24.

是的。我的意思是，我認為我們有點說，你知道，我們的觀點並沒有真正改變。情況並沒有明顯好轉，也沒有明顯惡化。因此，我們仍然致力於在 24 月底之前提供自由現金流。

Great. Thank you.

偉大的。謝謝。

Thanks, Josh.

謝謝，喬許。

Alex Zukin, Wolfe Research.

亞歷克斯祖金，沃爾夫研究中心。

Hey, guys, thanks for taking the question. So maybe just two for me. One on the thus far in the renewals that you're seeing in some of your largest customers, it seems like you're pretty confident about that NRR cropping at 100 plus or minus. So what has kind of been some of that dynamic or activity or maybe just give us a sense for the visibility that you have there? What you've seen play out today? You mentioned some of the larger deals, but what's happening on renewal with a competitive environment? And then just a quick follow up for Tim.

嘿，夥計們，謝謝你提出問題。所以也許對我來說只有兩個。到目前為止，您在一些最大的客戶中看到的續訂情況之一，您似乎對 NRR 達到 100 上下非常有信心。那麼，這種動態或活動是什麼樣的，或者只是讓我們了解你們在那裡的知名度？你今天看到了什麼？您提到了一些較大的交易，但是在競爭環境下續約方面發生了什麼？然後是蒂姆的快速跟進。

Hey, Alex, it's Tim. So I think what we're seeing is obviously we have pretty good line of sight in terms of the utilization of many of our large accounts. What I would say is similar to what we shared at the on the investor day, most of the most of the net retention rate is impacted by seat adjustment or seat reductions, primarily from companies that either had a layoff at this time last year and their renewal is up and they're just readjusting their own footprint. So I feel like we have we know which companies are likely going to renew. We know their utilization. So we have a pretty good handle in terms of what the outlook will look like. Obviously, there's always there can always be surprises, but I think we feel pretty confident about the current line of sight.

嘿，亞歷克斯，我是提姆。因此，我認為我們所看到的顯然是，我們在許多大型帳戶的利用率方面擁有相當好的視野。我想說的是，與我們在投資者日分享的內容類似，大部分淨保留率受到席位調整或席位減少的影響，主要來自去年此時裁員的公司以及他們的公司。更新已經開始，他們只是在重新調整自己的足跡。所以我覺得我們已經知道哪些公司可能會續約。我們知道它們的利用率。因此，我們對前景有很好的把握。顯然，驚喜總是存在的，但我認為我們對當前的視線非常有信心。

Perfect. And then just maybe on the CRPO balance, it was down sequentially. Was that, again, a result of that heightened downselling pressure and any way to think about CRPO for Q4 and kind of how to tie that with where we are at a high level for growth next year?

完美的。然後也許在 CRPO 餘額上，它會連續下降。這是否又是由於降價壓力加大以及如何考慮第四季度的 CRPO 以及如何將其與我們明年的高增長水平聯繫起來的結果？

Yeah, I mean, I think we, you know, I think from an RPO or CRPO perspective, it did grow, I want to say, 21% on a year-over-year basis. And there's some there's certainly some lumpiness in terms of some of the shape of the deals. I would say the RPO number is also impacted kind of by the renewals. And that's kind of what we've been seeing pressure on in terms of the business.

是的，我的意思是，我認為我們，你知道，我認為從 RPO 或 CRPO 的角度來看，我想說，它確實同比增長了 21%。就某些交易的形式而言，肯定存在一些不穩定性。我想說的是，RPO 數字也會受到續約的影響。這就是我們一直看到的業務壓力。

Okay, great. Thanks, guys.

好的，太好了。多謝你們。

Taylor McGinnis, UBS.

泰勒‧麥金尼斯，瑞銀集團。

Yeah. Hi, thanks so much for taking my question. So maybe first, could you give us a sense of the growth or NRR expansion activity outside of the impacted verticals like tech and where you're seeing the most rationalization or optimization activity? Just perhaps it could help give some visibility to the growth we could see coming on the other side of these type of renewal activity.

是的。您好，非常感謝您提出我的問題。首先，您能否讓我們了解科技等受影響垂直產業以外的成長或 NRR 擴張活動，以及您在哪些領域看到了最多的合理化或優化活動？也許它可以幫助我們了解此類更新活動另一面的成長。

Yeah, I don't know. I don't know if we share this on the call on this call or the call earlier, but I think we did make a comment in the past that what we've seen is that like if you segment our business across tech versus non-tech, that the non-tech sector is actually growing faster than our tech business. And most of the pressure that we've seen on both the renewals and expansion is coming from the tech. Many of the customer logos and stories that Anne highlighted, such as health care and media, those are non-tech businesses, and I think we're really encouraged by the footprint.

是的，我不知道。我不知道我們是否在這次電話會議或之前的電話會議上分享了這一點，但我認為我們過去確實發表過評論，我們所看到的是，如果你將我們的業務劃分為技術領域和非技術領域。科技，非科技業的成長速度實際上比我們的科技業務更快。我們在更新和擴張方面看到的大部分壓力都來自技術。安妮強調的許多客戶徽標和故事，例如醫療保健和媒體，這些都是非科技業務，我認為我們的足跡確實受到了鼓舞。

Now, the other thing that's also, you know, the other positive that I would want to point out is that where we've had new leaders for about a year, you know, in regions for about a year, we've seen better performance out of those reps and out of those geographies. So I'm really encouraged by what we see in Asia and some early signs from Europe as well. So I think we're encouraged both by the regions and the non-tech sectors that we've gained foothold in.

現在，另一件事，我想指出的另一件積極的事情是，我們已經有了新的領導人大約一年，你知道，在各地區大約一年，我們看到了更好的情況這些代表和這些地區的表現。因此，我們在亞洲看到的情況以及歐洲的一些早期跡象讓我感到非常鼓舞。因此，我認為我們對我們已經立足的地區和非科技領域感到鼓舞。

Perfect. And then my second question is going off of Alex's question that he asked earlier. So if you look at billings and bookings growth the last, like, two quarters, I think it's been in the low teens. So how should we think about those metrics being leading indicators as we think about growth going forward? And then as we look into 4Q and 1Q, is there any additional color you can provide on what the renewal bases look like in those quarters? And if there's anything to keep in mind from, you know, one to the next and how that might compare to what we've seen more recently?

完美的。然後我的第二個問題是亞歷克斯之前問的問題。因此，如果你看看過去兩個季度的帳單和預訂成長，我認為它一直在十幾歲左右。那麼，當我們考慮未來的成長時，我們應該如何看待這些指標作為領先指標？然後，當我們研究第四季度和第一季時，您是否可以提供有關這些季度更新基礎的任何其他資訊？如果有什麼需要記住的，你知道，從一個到另一個，這與我們最近看到的情況相比如何？

Yeah, I mean, I think at this point we're not giving fiscal year '25 guidance. But what I would encourage you all to think about is just like we want to be, you know, stay as conservative as possible until we have more line of sight into the new year and how the year will shape up. So but we'll provide an update, you know, on our Q4 earnings call.

是的，我的意思是，我認為目前我們還沒有給出 25 財年的指導。但我鼓勵大家思考的是，我們希望盡可能保持保守，直到我們對新的一年以及這一年將如何發展有更多的了解。所以，我們將在第四季的財報電話會議上提供最新情況。

Thank you.

謝謝。

Pat Walravens, JMP Security.

Pat Walravens，JMP 安全部門。

Oh, great. Thank you very much. Dustin, I'm going to go really big picture here. Do you think the changes in the governance at OpenAI is bad for the future of humanity?

哦，太好了。非常感謝。達斯汀，我要在這裡進行大局觀。您認為 OpenAI 治理的改變對人類的未來不利嗎？

Yeah, that is really big picture.

是的，這確實是一個大畫面。

I know. I have one for Tim after, but I'm going to start with that.

我知道。之後我給蒂姆準備了一份，但我將從它開始。

I mean, honestly, I sort of don't feel like we know what the changes to the governance of OpenAI are. My understanding is they have a temporary board whose goal is to create a new governance structure and elect a new board. And, you know, I think we'll have to judge it based on that. I do want to maybe just like echo some of the comments I've seen from smarter pundits, though, of like, you know, I don't think I ever really thought that trying to govern the private companies to act differently was going to be, you know, the thing that that most de-risked problems with AI. And I really think it just underscores the need to solve it with higher level regulation rather than governance structures.

我的意思是，老實說，我覺得我們不知道 OpenAI 的治理發生了哪些變化。我的理解是他們有一個臨時董事會，目標是創建新的治理結構並選舉新董事會。而且，你知道，我認為我們必須據此來判斷。我確實想回應我從更聰明的專家那裡看到的一些評論，但是，你知道，我認為我從來沒有真正想過嘗試管理私營公司以不同的方式行事會你知道，這是最能降低人工智能問題風險的事情。我真的認為這只是強調需要透過更高層級的監管而不是治理結構來解決這個問題。

Yeah, agreed. And then, Tim, much more practically. In your script, you commented that some of the underlying drivers were not as strong as we'd hoped. I mean, I think you've touched on some of that, but can you just sort of summarize what you're referring to there?

是的，同意。然後，提姆，更實際一些。在您的腳本中，您評論說一些潛在的驅動因素並不像我們希望的那麼強大。我的意思是，我認為您已經談到了其中的一些內容，但是您能否總結一下您所指的內容？

Yeah, I would say two things. I think like we're still seeing pressure on renewals. So I think there is compression kind of in our net expansion rate. That's one. And I do think we'll lap those by the end of Q1, primarily because we do like if you kind of look back at layoffs in tech. There were a number of large companies that were still doing layoffs at the beginning of Q1. And I think once we kind of get through that period, I think, you know, we'll have some more tailwinds in our NRR.

是的，我想說兩件事。我認為我們仍然面臨續約壓力。所以我認為我們的淨擴張率有壓縮。這是一個。我確實認為我們會在第一季末完成這些工作，主要是因為我們確實喜歡回顧科技業的裁員情況。一季度初仍有多家大公司仍在裁員。我認為，一旦我們度過了那個時期，我想，我們的 NRR 將會有更多的順風車。

The other piece, obviously, is I think like the regions that I spoke about that are performing, you know, EMEA and APAC, those have been nice surprises. But I think we still have more work to do in America.

顯然，另一件事是我認為就像我談到的正在表現的地區一樣，歐洲、中東和非洲和亞太地區，這些都是很好的驚喜。但我認為我們在美國還有更多工作要做。

I just want to add, too, since layoffs have been in the news again recently, but just by the numbers, I think it's just important to put them in context of the proportion. So like the cycle we're seeing now from some of the recent announcements, if you just add it up, all up, it's about one tenth or less than what we saw a year ago. So those are still headwinds with those specific customers. But it's not nearly the same as what we're sort of, you know, trying to lap and cycle out of the numbers.

我還想補充一點，因為最近裁員再次出現在新聞中，但僅從數字來看，我認為將其與比例放在一起非常重要。因此，就像我們現在從最近的一些公告中看到的周期一樣，如果你把它加起來，全部加起來，大約是我們一年前看到的十分之一或更少。因此，對於那些特定客戶來說，這些仍然是阻力。但這與我們試圖從數字中圈出和循環的方式幾乎不一樣。

Okay, great. Thank you.

好的，太好了。謝謝。

George Kurosawa, Citi.

喬治·黑澤明，花旗銀行。

Thanks for taking the question. I'm on for Steve. You talked about stabilization in new business. I'm wondering if you just double click a little bit into, you know, what you're seeing there, any color on what metrics seem to be improving.

感謝您提出問題。我是為了史蒂夫。您談到了新業務的穩定。我想知道你是否只需雙擊一下，你知道，你在那裡看到了什麼，任何關於哪些指標似乎正在改善的顏色。

Yeah, just in terms of new bookings that we're seeing and the consistency that we've seen over the last two, three quarters, I feel like especially in some of the geographies that I mentioned, both from a predictable standpoint, from a pipeline standpoint and from a closed standpoint, I think those have been really encouraging. You know, I would say if we were sitting here last year, we were seeing deceleration in bookings. But sitting here today, it's much more stable. And I think that's a sign and that we're optimistic that we build our bookings, you know, our new bookings up from this level.

是的，就我們看到的新預訂量以及過去兩個、三個季度我們看到的一致性而言，我覺得特別是在我提到的一些地區，無論是從可預測的角度來看，還是從管道的角度和封閉的角度來看，我認為這些確實令人鼓舞。你知道，我想說，如果我們去年坐在這裡，我們會看到預訂量下降。但今天坐在這裡，卻安穩多了。我認為這是一個跡象，我們對我們的預訂量感到樂觀，你知道，我們的新預訂量將從這個水平上升。

Got it. Super helpful. And, you know, I think during the analyst day, you know, I talked a lot about some of the execution improvements in EMEA and then trying to replicate that success in the US. Sounds like EMEA is still doing pretty well, but maybe just an update on how those changes to the US go-to-market organization are going and when you expect to see some improvements.

知道了。超有幫助。而且，你知道，我想在分析師日期間，你知道，我談論了很多關於歐洲、中東和非洲地區的執行改進，然後試圖在美國複製這種成功。聽起來歐洲、中東和非洲地區的表現仍然相當不錯，但也許只是關於美國上市組織的這些變化的進展情況以及您預計何時會看到一些改進的最新信息。

Thank you. Yeah, George, it's Anne. I'll answer that. It's been great to have Ed on board a full quarter. Things that we're seeing him do, both in America and around the world, are, you know, continuing to create a really strong culture of winning, especially upmarket, driving a lot of operational rigor across the team. He's also been instilling, you know, a culture and a discipline of building strong executive relationships with customers. So that's been great to see.

謝謝。是的，喬治，是安妮。我會回答這個問題。埃德在整個季度的工作真是太好了。我們看到他在美國和世界各地所做的事情，你知道，繼續創造一種真正強大的獲勝文化，特別是在高端市場，在整個團隊中推動嚴格的營運。你知道，他也一直在灌輸一種與客戶建立牢固的執行關係的文化和紀律。很高興看到這一點。

And then just a tight partnership with our global marketing organization. So the executive events we mentioned, getting our customers together with one another to share innovative work management practices. All of that, I think, is improving performance and we'll see that pay off in the coming quarters. But it's been, you know, and then we'll have more to share. But as he's been working really close with the AMR team, I think we're also seeing some great momentum there.

然後與我們的全球行銷組織建立緊密的合作夥伴關係。因此，我們提到的高階主管活動，讓我們的客戶彼此聚集在一起，分享創新的工作管理實踐。我認為，所有這些都在提高績效，我們將在未來幾季看到回報。但你知道，事情已經過去了，然後我們將有更多內容可以分享。但由於他一直與 AMR 團隊密切合作，我認為我們也看到了一些巨大的勢頭。

Awesome. Thanks for taking the questions.

驚人的。感謝您提出問題。

Rishi Jaluria, RBC Capital Markets.

Rishi Jaluria，加拿大皇家銀行資本市場。

Hi, this is Chris Fountain on for Rishi Jaluria. Thanks for taking the question. So I realize the new packaging strategy only went into effect back in November, but just wondering if you could expand a little bit more on the feedback you've heard so far.

大家好，我是 Rishi Jaluria 的 Chris Fountain。感謝您提出問題。因此，我意識到新的包裝策略在 11 月才開始生效，但只是想知道您是否可以對迄今為止聽到的反饋進行更多擴展。

Sure. Hey, Chris, I think the feedback that we're hearing both from our field who are having conversations with our customers, our renewals team, our customer success team and from customers directly themselves is they do really appreciate how we've made AI very accessible in the product in every paid plan. I think that is something that differentiates our approach to AI, AI designed directly into the workflows that employees and leaders are using.

當然。嘿，克里斯，我認為我們從與我們的客戶、我們的續訂團隊、我們的客戶成功團隊以及客戶直接對話的領域中聽到的反饋是，他們確實非常欣賞我們如何使人工智慧變得非常重要在每個付費計劃的產品中均可存取。我認為這是我們的人工智慧方法的獨特之處，而人工智慧直接設計到員工和領導者正在使用的工作流程中。

So that's actually brought forward some renewal conversations in some cases. We've been, as I mentioned earlier, just pleasantly surprised to see just the level of engagement, even though we're only a couple of weeks out in terms of customers choosing to move to our enterprise package. And now that we've got two of those choices, I think there's also more robust conversations that we can have with customers who are interested in those features and functionality. But we anticipate we'll continue to share more with you and have more updates in the next quarter. But the first few weeks have been really positive.

因此，在某些情況下，這實際上引發了一些更新對話。正如我之前提到的，我們對參與度感到驚喜，儘管距離客戶選擇遷移到我們的企業套餐只有幾週的時間。現在我們有了其中兩個選擇，我認為我們也可以與對這些特性和功能感興趣的客戶進行更強有力的對話。但我們預計我們將在下個季度繼續與您分享更多資訊並提供更多更新。但最初幾週的情況非常積極。

Great. Thank you.

偉大的。謝謝。

Brent Thill, Jefferies.

布倫特·希爾，杰弗里斯。

Dustin, you put together this public plan to buy 30 million shares by the end of December. I think the last filing had you close to 9 million. So a long way to go. Can you just talk at a high level of, you know, how you're thinking about this? Kind of, you know, the plan's only 30% filled. How do you think about that trajectory and in the shape of that plan?

達斯汀，您制定了在 12 月底之前購買 3000 萬股股票的公開計劃。我認為上次提交的數據接近 900 萬。所以還有很長的路要走。你能從高層次談談你是如何看待這個問題的嗎？有點，你知道，該計劃只完成了 30%。您如何看待這個軌跡和計劃的形式？

Yeah. So I'll just confirm the 10b5-1 is still filed. And gosh, when did we originally file it? March? Okay. So all I can say is, like, the way I thought about that trajectory was locked in in March. And I had to try and forecast the future in a really volatile market. And so I did the best I could. And now things are playing out. But, yeah, that's basically all I can say about it at this point.

是的。所以我只是確認 10b5-1 仍然已歸檔。天哪，我們最初是什麼時候提交的？行進？好的。所以我只能說，我對這個軌跡的看法是在三月鎖定的。我必須在一個非常動蕩的市場中嘗試預測未來。所以我盡了最大努力。現在事情正在發生。但是，是的，這基本上就是我現在能說的全部。

Okay, that's great. And Tim, just to follow up on the renewal, kind of when you expect that to get more base underneath it. I mean, is there in the next couple of quarters, is there an event or something that happens that you think you'll get a better basing on the renewals? Or how do you how do you think about that specifically?

好的，太好了。提姆，只是為了跟進更新，當你希望它能在其下面獲得更多基礎時。我的意思是，在接下來的幾個季度裡，是否有任何事件或事情發生，您認為根據續約您會得到更好的結果？還是你具體是怎麼看待這個問題的？

Yeah, I mean, I think when we look at the renewals that we have coming up and the companies that were impacted, you know, at some point this year due to layoff and looking at their utilization, we feel like we have a pretty good handle and plan and understand what that renewal will look like. So, you know, I think we have line of sight. You know, there's always surprises, but I feel like we have a pretty good handle in terms of lapping the difficult comps that we'll have probably by the end of Q1.

是的，我的意思是，我認為當我們看到即將到來的續約和受到影響的公司時，你知道，今年某個時候由於裁員並查看他們的利用率，我們覺得我們有一個相當好的處理、規劃並了解更新會是什麼樣子。所以，你知道，我認為我們有視線。你知道，總是有驚喜，但我覺得我們在應對第一季末可能遇到的困難比賽方面有很好的把握。

Great, thank you.

太好了謝謝。

Thanks.

謝謝。

Jason Celino, KeyBank Capital Markets.

Jason Celino，KeyBank 資本市場。

Great, thanks for taking our question. This is actually Devin on for Jason today. Wanted to ask about the early renewal deal that you called out. I believe this is the second quarter you're seeing this trend. I'm assuming this is customer driven, but any other details you can share, you know, what the reasons are from the customer side and are you expecting more of these early renewals happening in the coming quarters? Yeah.

太好了，感謝您提出我們的問題。這實際上是德文今天為傑森做的。想詢問一下您提出的提前續約協議。我相信這是您看到這一趨勢的第二季度。我假設這是客戶驅動的，但您可以分享任何其他細節，您知道，客戶方面的原因是什麼，您是否期望在未來幾個季度發生更多這些早期續訂？是的。

Hey, Devin. So in that case that we mentioned, it's a global transportation and food delivery company, which I actually happen to be a very loyal customer of. But we'd been talking to them about just strategically all the use cases where they wanted to expand. And so what we really saw is both the combination of our AI features, the investments that we had made in scalability and security, and their business priorities and needs really just resulted in early renewal so that they could, again, roll out much more quickly.

嘿，德文。因此，就我們提到的情況而言，它是一家全球運輸和食品配送公司，而我實際上恰好是其非常忠實的客戶。但我們一直在戰略上與他們討論他們想要擴展的所有用例。因此，我們真正看到的是我們的人工智慧功能、我們在可擴展性和安全性方面所做的投資以及他們的業務優先級和需求的結合，這確實導致了早期更新，以便他們能夠再次更快地推出。

Do we anticipate seeing more of those? I think it's still early, but I do think with the conversations our teams are having with customers with our new plans, those could create opportunities for customers to early renew. But again, we'll have more of that to share, you know, as we have more traction with the new plans. But again, early conversations are driving, you know, good velocity in helping customers choose the right options for them as they plan for growth over the next year.

我們預計會看到更多這樣的情況嗎？我認為現在還為時過早，但我確實認為，透過我們的團隊與客戶就我們的新計劃進行的對話，這些可以為客戶提前續訂創造機會。但同樣，我們將有更多的內容可以分享，你知道，因為我們對新計劃有更多的吸引力。但同樣，您知道，早期對話正在推動快速幫助客戶在計劃明年的成長時選擇正確的選擇。

That's helpful. And then maybe just one quick one. I just want to ask about the 4Q revenue guide. I think at the midpoint, you're sort of assuming a decel in sequential growth. Is that just mainly conservatism or any other reasons there would be helpful? Thanks.

這很有幫助。然後也許只是一個快速的。我只是想問一下4Q收入指引。我認為在中間點，你有點假設連續成長減速。這主要是保守主義還是有其他有幫助的原因？謝謝。

Yeah. I mean, I think the forecast is kind of based on our current, you know, what we're seeing in the business right now. And, you know, hopefully, you know, over the last, you know, probably since we've been public, hopefully we've, you know, been in a position where we've overdelivered. And, you know, we try to do the best that we can on the forecast.

是的。我的意思是，我認為預測是基於我們目前在業務中看到的情況。而且，你知道，希望你知道，在過去，你知道，可能自從我們公開以來，希望我們已經處於超額交付的位置。而且，你知道，我們盡力在預測中做到最好。

Thank you. I would now like to turn the conference back to Catherine Buan for closing remarks. Madam.

謝謝。現在我想請凱瑟琳‧布安 (Catherine Buan) 致閉幕詞。女士。

Thank you. And we just want to thank you again for joining us today. We know that earnings is a very busy season for you. We appreciate your time and we look forward to seeing you on the road this month and in January. Thank you.

謝謝。我們只想再次感謝您今天加入我們。我們知道，獲利對您來說是一個非常忙碌的季節。感謝您抽出寶貴的時間，我們期待本月和一月在路上見到您。謝謝。

This concludes today's conference call. Thank you for participating. You may now disconnect.

今天的電話會議到此結束。感謝您的參與。您現在可以斷開連線。