DOMO - Earnings call transcript Q3 2020

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Operator

Welcome to Domo, Third Quarter FY ‘20 Earnings Conference Call.

And with that, I’ll hand it over to Peter Lowry, Domo's Vice President of Investor Relations.

Peter Lowry

Good afternoon and welcome.

On the call today we have Josh James, our Founder and CEO; Bruce Felt, our CFO; and Julie Kehoe, our Chief Communications Officer.

Julie will lead off with the safe harbor statements and then on to the call. Julie?

Julie Kehoe

Pete. Thanks

webcast. was Investor market website, related Relations call also release posted and where to after this is the on federal in section being our issued business press forward-looking closed the is this call under Our include made statements a Statements of projections, are statements our of and expectations new variety initiatives plans and for subject for our assumptions. securities laws, the expectations sales including go-to-market condition. our statements These financial to about financial and uncertainties and strategy, our risks, business our

on discussion For Report and Annual refer important SEC, XX-Q. and statements. our our filed these in that Form contain differ results a information other documents the filed recently in Report on of risk and please Form risks and with cause from documents release identify our may actual forward-looking materially most to XX-K to uncertainties, particular These filed and recent contained factors press those today's most we our Quarterly

In measures press addition Domo's earnings operations should the release today's GAAP are These or measures our will most of in which for discussing results. as reconciliation be isolation supplemental to considered measures, to our measure. non-GAAP a useful a in our a revenue as discuss from tables we directly the Please not and of substitute will financial addition, non-GAAP in for be non-GAAP non-GAAP call comparable Other refer GAAP of otherwise stated, to measures believe than results unless we during basis. on performance. financial we

Josh. to over it hand me let that, With Josh?

Josh James

a deals. excited large posted report call driven increase thanks XX% in and were closing increase for subscription a flow. that including increase revenue, revenue today. Hello cash billings in everyone Well, us sales joining you, and execution, enterprise results we total and on in solid Julie. year-over-year These in by better-than-expected a XX% core QX the to I'm Thank

within in in the ACV $X two company of that wins as some closed deals we minute, deals just were of deals any in of five had of in and the new an about lose six an large top remain talk a pipeline. longer QX didn't I competition; history. not close greater logo sales about the in $XXX,XXX, QX they slipped more our pipeline largest QX, which We but a cycle. We that having to closed in Three over large of these ACV five dollars. the them or others will than million from in the QX, did the are half deals

in reducing once cash in very we remain balance I'm the to cash cash-flow meaningful ahead pleased positive committed we a Coming position that progress make with of on our our able achieving are guidance, again to sheet. burn. our

QX our for Enterprise of of spot rate segment. and was gross retention our bright approximately XX% Another above XX%

well fact above XX%. In

As higher deals, our to and strategic customers renewal use believe multiyear opportunity to rates. we commit our we achieve an more products continue ways have even more to in

continue we changes unique seen competitive market. have to environment position believe haven't and any adverse the the we in We in a

value people into connect business record really their in Domo consistently scale as data with on easiest of leverage at data, do cloud are who data. We way from rely of had BI actionable where data provide dark sources before. Customers insights turning to the to access and never them time. and to brought and most refer cloud the Domo’s to secure drive being thousands They quickest, business hundreds

new and existing expand business platform and this on model to customers. our feedback Customer and new continues to will help be think pricing positive, we with land

headed incremental steady. by like our and encouraged corporate divisions, the be to investments pipeline continues business retention there enterprise QX. are corporate We Our made and into

growing & believe promote is of as current out it decided As SVP it faster. Accordingly Tickle, Dean served we EMEA to that grow Ian even can this but has to we transitioning overall will To our GM CRO X.X Germeyer, look who be we Revenue Officer. our business, for well, end to last Chief years the quarter.

ability from and believe EMEA, headquarters. Ian business will in and an the settled demonstrated other U.S. successfully additional is growth has to initiatives we an the that be place. Ian our enterprise large to moved already rapidly has our deals. through Domo grow to and particularly operating We put in Ian accelerant

all leadership by and sales is respected operations. managing the day-to-day sales the actively He's

for joined For organization provider, managed a as you Ian, from he he He Oracle's where those an of who don't business. EMEA. RightNow, served CRM before VP Oracle joining much Domo Cloud of larger know enterprise

Dean his this for thank we'd change, like contributions. to With

Enterprise. he our Chief Customer While Success strong to as to our motion, able customer client well and our Kowalski, North were Marion in improve of retention as hires team, here was services we and particular America the make Pam GM Jim Officer,

but provide deals execution remain focused it. I do, me closed, against some am and the enterprise We I'll I our on on opportunity before enterprise continuing that with are the resources large QX. add thrilled color we Next, comment very in let to

successfully We provide we segment. business scale, marketing to that the at users can platform information and need can capture a most value the the have they by enterprise

is but quarters, cause quarterly priority. on deals results, Creating quarter. large last enterprise some our seen focus close demonstrated sales as few enterprise large can more in a predictable new variability this remains we've in by As working enterprise we continued the our did business cycles the

I $X more business than seller like is retail XX,XXX distributor a other is highlight Coca-Cola XX of and than producer, is more The states. to across beverages to first deal locations associates X,XXX new Swire and revenue logo and with that a with a transaction Swire would billion Coca-Cola.

the data our through business insights relationships proves After Domo POC and think associates This the selling they win We engaged effectively. how deliver BI this that executive help the serve can cloud Swire scale Domo demonstrate seeing of in time. a of in in more sources. meet at multiple its to power record their rapid managers’ getting again Domo. quick demonstrating Proof-of-Concepts of Domo region, value chose leverage highlights better to POCs time-to-value and could from needs or team the their better

Second, this aftermarket in sales closed new used deals auto-parts These over weekly real-time for companies, performance against to and companies logo two $XXX,XXX the the monitor operations, Domo quarter ARR. daily, monthly both of objectives measuring we and service. of retail

large share scale with like data annual, company for our This history. is The selected tens new consisting of the media logo a This seven-figure, deal customer in partners. conglomerate. a community highlight last very thousands was of and company large, one I’d largest their Domo very of deals with technology new-logo of and ability to to

our Everywhere While data of proving Solution, tools, none again this could can the record once Domo customer Domo that time. had deliver provide flexibility in leverage platform legacy and at BI scale our and cloud scale

to the accounts, encouraged expansions. they by are logo products, additional customers our upsells use addition large new receiving and we are In value as adding evidenced by

examples companies. world's as one healthcare One beauty aftermarket, Fortune of Group, include and Domo, auto UnitedHealth Others expand services Boys, the L'Oreal. continues use as these cosmetics customer company, largest of and largest the its to well diversified company, Pep is a of which parts XX

partnerships time while and to on helps big and primarily quarter PLCs, which and on new plays logos. at which and same our outlined quickly, with land with focus Last helps focused transactions. with we us larger logos customers initiatives go-to-market, and three facilitating which rapid These free to a more close working expanding new the to initiatives with increased logos on new upsells, our new sales also expansion focused repeatable focus trials is also are

partnership our can on believe update significantly and an our effectiveness initiatives provide me of that the let efficiency enhance First, we go-to-market.

and for wide reasons. several uniquely partner a as providers choice We application of infrastructure to are positioned a of variety

to of recently partnership value with data. which new business and One their for easily partners securely users their scale announced unlocked deliver reason and application to of a quickly, ability our into new hands the is empowers our deliver customers. real-time multiple accounts An example data insights Square. help from Domo is with is this at and easily to Square business value merchants Square Square

to is Demo’s matter Azure unique or it AWS, ability reason where or as with to their such data customers no GCP. host Another where prefer work lives data,

more of a other us time-to-value customers from achieve speed differentiates at than connectors pre-built collection native Our helps solutions. that XXXX

reason it this line of matters to allows processes. because any is business The business automate their

as data this customers Snowflake. ecosystem Through bring or capabilities warehouse. Service Domo’s manage attractive a help are their iPaaS Snowflake’s recently cloud Dome partnership to more An can cloud into and For to data Integration data example announced more pipe their into respective partnership Platform data with is our this solution their an partners, customers use clouds. of

in data partnership deliver and Our from by tracking their partners data. shipping to third amounts payload, is conditions solution increase we help week example providing massive Reinvent. trucks more of customers One to etcetera. like assets allow AWS that the at get reason they with is customers announced leverage It the and delivers ability for end-to-end an our value comprehensive this systems. Verizon and IoT AWS their as temperature, other our Together, a attract of containers, to such critical location view contents, we asset to

which through content, more our specific facilitate sales messaging go-to-market a sales repeatable focused and program. fine-tune focused initiative developed second pilot are quite Our them well. plays, is plans to new We've and progressing

customer a are sales broader encouraged the is program our out and this meaningful creating. While by we conversations they are rolled to activity just being segment team, of

Our on increased focus last is free trials rapid proof-of-concepts. initiative our and

haven't. features sales who the higher Domo those to quicker, while who get our product product a of actively way. our usage a to We've increase in that Domo more scalable pipeline their continue We in more see introduced users and recently new rate into use significantly product than at customers buy

higher customer and we leverage time. because love are to at it cloud we I lead demonstrates record of expect how POCs, engagement, conversion scale may improved indications showing the to Early rates. our deliver use which BI

provides execute. XX% towards excited proud for I same at delivering seeing cash to focus ever on as by our more I'm At our excited cloud and customer follow subscription financial incomparable are and flow to better the time, I'm the in they of unwavering product, breakeven. the scale team I'm an success. We're see growth standing that continued keep growth results their in future. leverage the expect with to time, and record positioned progression love innovation and revenue BI than our we

it Bruce. over turn to that, And Bruce. I’ll with

Bruce Felt

Thank metrics. QX We're pleased to guided deliver that exceeded of all you, Josh. our

quarter full-year now guidance. followed the by XXXX Let me fiscal quarter's providing performance, review fourth and

including As Josh solid driven QX closing by mentioned, execution, deals. was enterprise large strong sales our

to We see sales in average productivity. pleased are a enterprise deal in force enterprise sizes and increase significant

continues enterprise XXX% over also saw which We increase net an from rate for in revenue last groups. retention be to our quarter, all

and business improving contracts. improved growth visibility our rates, retention recurring through in We multiyear more revenue, and are

versus subscription new grew revenue improving revenue improved services driven subscription Our XX% of by year-over-year rates. and an by mix retention

Our rate XX% approximately for our was XX% segment. gross Enterprise and above retention

We multiyear compared majority, Remaining now RPO last This of year. have the compared and under to over same to be QX has obligations of recognized. at contracts obligations billed at year. the end of revenue XX% QX, under customers last our or unbilled to yet to XX% our the includes contract performance remaining quarter performance grow drove end XX% the that

revenue QX subscription XX% the represented XX%, performance. compared revenue to of total $XX.X North was revenue quarter in international of total QX, the America million, in XX% a XX% primarily of revenue, because increase revenue of year-over-year strong represented

of XX% XX.X%, three revenue out effectively term. last our year. better as certain continue points gross believe of software additional utilizing we was to We can through long from margin gross planned time, to optimize that obtain services subscription margins QX XX.X% the of over the finding get and more continuing cost subscription than We our our we in leverage percentage in datacenter Our subscription to platform. over Domo manage efficiencies, to operations runs up

the quarter last even increased improve XX year, services effectively to gross margin from effect our though Including expenses In points point XX.X%, total to year. last just of from costs X% basis last was by increased by compared in revenue managing a third year. while operating quarter improvement the allowed XX% us our increased percentage by XXX revenue QX of operating business, margin net year-over-year. same XX.X% The

average Our shares per share net million net This basic loss was is was based and $X.XX. $XX.X diluted. on million weighted and outstanding loss $XX.X

positive of sheet, now short-term a believe XX more equivalents is our cash an investments to flow us we position. million, October Turning to allow $XXX to sufficient balance and than of cash, had amount we achieve cash approximately as

offsetting of Our share from a cash was of an in financing prior The flow GAAP cash in million a no adjusted flow flow X.X of statement compared our million over balance. the net employee section operations Adjusted from year. plan. amount improvement from section with GAAP our amount purchases as our amount used cash net excludes in and operations flow $X.X purchase XX% quarter the cash an stock our on cash is of prior under included million, $XX.X to operations cash positive reduction in negative and QX our QX effect

in Now expect to discuss ’XX. QX we year and what fiscal

QX expect $XX approximately of We billings million.

We be QX. $XXX QX million. on expenses fiscal approximately are planning up billings to our our guidance from raising operating to ‘XX be We're

the For operating still ‘XX. down from year, be we our slightly year to expect expenses fiscal

and in QX million. to expect are used operations million We improving our guidance adjusted approximately approximately full-year cash $XX of $XX

Now, the formal guidance.

to to million. the year expect GAAP For the $XX of be we fiscal fourth revenue quarter ‘XX $XX of in million range

and This assumes basic million diluted. non-GAAP net share expect average loss outstanding of basic $X.XX. We and to shares XX.X weighted diluted $X.XX per

year expect million million, of of XX% be $XXX.X representing growth revenue For year-over-year fiscal now GAAP in the to XX%. we to range to full the ‘XX $XXX.X

basic This to net non-GAAP and diluted loss expect We XX.X per weighted shares assumes and outstanding diluted. million average share, $X.XX $X.XX. basic

well-positioned fiscal we're deliver closing, go all on to for and initiatives against year. our all we guidance guidance our new next exceeded we We us put will are pleased position to the a business push In the we in QX continue strong of to into we gave metrics. as believe QX the

With we'll call open for the questions. for questions. call please open that, the up Operator,

Operator

question Instructions] the Stanley. Sanjit line [Operator Morgan Singh Our comes from first of from

line Your is open.

Sanjit Singh

Josh get questions sense quarter. really half ten growing trend from the pipeline, of that led did the more the that for upside quarter? of quarter? of you overall both you it and your perspective balance know of deals the the the taking as a sort a nice how to to that for you about wanted progressed congrats in I Was How closing did well closing, sub-deals, Josh. see quarter this closing Thank and those, how as Bruce those

Josh James

and well pretty trending nicely. is everything Yeah,

deals obviously we different our I sections some the almost our in in then new of gave QX, nice that all a in weren't to think in upside expected that business QX, growth that we ones the expected in different and we so the of geographies close from and saw close and QX in that numbers. close of close also us to that did enterprise saw

Sanjit Singh

POC commercial business. of for POCs last it just commercial these think Where getting growth. driver become some reinvigorating in investments the And commercial how quarter you segment the noted material the initiatives of follow-up, sales traction higher you then to that team to actually sort a know drive and are do of as of I take in before newer playbooks will and starts priority terms on the we that a and driving long of

Josh James

well. the place. the business product business sales plays executives focus now think it's We we're have certainly into growing which is right and of enterprise in think some there in putting I the both that and that our corporate we upside in the size is about business, in more from the of of the equal business then enterprise Well, terms they the are and

business, If opportunity quite enterprise and time enough a so you look think just we outsized at our actually have for business. for where probably some logos into starts at and going we our by enterprise focus certainly big the to relationships accounts we upselling those them, that's and have grow

prepared perform, in continuing said their job do to and and they business. well, grow business us Jeff mentioned continues and and remarks before, as his is the for are Skousen team, well growing and the business like growing they great is to corporate multiyear But as we and there we a

business we're retention very contracts seeing relationships like in with relationships enterprise our businesses than well, both our more know with your and for now half are so good interest customers, multiyear are You as across of businesses us.

Sanjit Singh

a you, of Josh. sense. makes ton Thank Great,

Josh James

Thank you.

Operator

Pat Our question line next JMP of comes from Securities. from the Walravens

open. is line Your

Pat Walravens

feel couple Oh one biggest organization Bruce that What what then the do great! big And quarters, the over guys. sort the last is after. Josh, biggest noise. picture still to congratulations Hey have you learned is let you learn? I Thank feel they that background need ask your the you, you and and me forgive has sort thing you and for do of of like thing of

Josh James

we've The transcripts. and definitely this meets and are needs learned you with their of the that talk big know our we're a big that is biggest thing we enough they relationships is have earnings in product that customers that seeing enterprises, letting us good names them about

and here needs, can needs us been buying internally doing do excited inside rewarding customers them the these more opportunities product customer. do a with these actually are unique something get those been the more We we meet know customers. everyone really from and so and and we And our exciting one are and for really things and it's us are have solutions that for I can to and very that as have They bring for realize for no we really of organization they see. we that more solution think that's us providing else some

So we investments we and that from we scale that them the hear over to in provide thing that that can made they've business the do at the you cloud be again, it consistently is really do record leverage, and over have, to leverage can that at see and able is it that to time. intelligence that it it's really fun

can normal some do minutes would've second. we taken do six in would've taken weeks, of that can months, that we in Something or weeks,

that's thing for exciting right us now. the that's think I So

Pat Walravens

can can about you when we what give cash-flow might perspective and year Bruce And how you next should about you think us or give us else positive? some hit

Bruce Felt

QX the on call. will we next year Well, address

Josh you other right street, we're enough will have feet being All even now next So articulate of than next now. that we think just more a the value to that up, doing lot you know making help in really things us year these proposition on nothing sure initiatives right the more – brought know about we be year. said

any So yeah, give on can't guidance question? that part you yet your the I of second and

Josh James

appreciate question. we the But

Bruce Felt

Yeah.

Pat Walravens

do part you when we positive second going The to are want you're waiting? us still was cash tell to flow be guys or

Bruce Felt

We actually date driver that right of aren't just, an not and get a the what and we think possible here? It's bank. be we the of to discussion if cash it, continue to have that aggressive believe not cash this be And the providing want we will and will do it's business we that need we more tell, really without what to certain that flow does still the so get to do can to with pursuing in driver, the will positive jeopardizing positive we we cash because today business; commitment position our if flow ongoing is what time the be for is however, we the think there. in part not it and

to quarter. but is dialogue every have date, we today you But saying a make building cushion to decision goes we can make a performance we're have that we're I do be just because to like we that we hopefully this, that as then obvious every just and had, as more we decision think on we have we're it the easily think have and this even point, think comfortable going the quarter to more I and get to going positive what every will quarter, time and as becomes more point we are I we give think the

Pat Walravens

Okay, great, and congrats again.

Josh James

lot. a Thanks

Operator

Derrick Our open. Cowen comes line Your line Co., question with the of and is next from Wood

Derrick Wood

to making those still lots guess and those pipeline? on on roughly year-on-year like maybe just are you that deals is off XX pipeline, about refilling larger coming how in in a close Thanks, the feeling they the five your you're about guess are that job are feeling there deals, of pipeline. How of I quarter sounds and ask I big rates wanted but and with you the obviously flat I sure billings drilling it's QX and guys! nice

Bruce Felt

– we've that I of lot think pipeline so so, spending on been build. time Yes a

pipeline the base, targeted at same so at more initiatives definitions have expand, are know the analytics Building customer strong. lands that to We more the not building the the all pipeline new the can these count. and you that so rigor quality we and that we the but on build, and and behind really higher the And and of time even only stages all put and does very – continue all is extremely that together continue you think customer build does to rigorous it. it

many And ends we're know and They are customers providing you you big for solutions then reviews, doing we're the quarter there, in deals, kind with the largest slipped and they there groups know of complex on world, in What that in go continue of that many sometimes that are but all we one frankly happening many are know they know cases. some unpredictable, are stated they cases is, the last institutions progress. we in they last they still Well, interested to that current of the are quarter. approvals, and there. are what those because large makes you ones a it very through are dozens up

new to carryover not that. deals only quarter, from for about will So this a nurture was and us. the happen, cases not quarter liked did time, they promising highly we We're closed on in closed so confident and continue to deals but of and of of only the QX that What that's couple them, really in because came time and I close. eventually some early did ahead want close, they cases

because they size still still deals. at are building It's of the that's that us. big unpredictable a for pipeline, nature are new We're

on we expect know the cautious the So still and certainly to out out you the I what deals. enterprise business should of of think have big we in continue to be run short

for the us how this about what better all and competitive in seems the be for never obvious things transactions right everything and getting given that and and in offering it given much good never the more ability have the really long think us given our given script. have that been in the market But we've pointing before. done do think we in frankly seen the need just more environment data we in to initiatives unique to space, is, given we touched we direction, the the in the is But ought to things have to run happen we

a So point feel just view, everybody was play good. because end, why from of to in that's competitive the way this years, quarters looking That's think we for that really we future very why will know positive us. and you are and invested we forward the really, in out in a us

Derrick Wood

Great maybe technology signed a bit you more color you Bruce, go-to-market maybe that even standpoint? guys a both value you it light joint and and and standpoint Snowflake. little a Josh distribution a from help on and with shed can from a partnership how sales just partnership customer Could

Josh James

Yeah Heglar is Chief Business got our our and we've Jay who manages partners. Officer and ecosystem

his definitely a So making we're definitely of solve have the of questions answering dance customers’ of lot a needs and a yet, and ecosystem girl that but terms the filling yet, been encouraging but in on signs we're and the have ecosystem floor numbers preface their saying, really in lot excited don't by people on they there's for the other and about progress Jay we're I'll it and add just see we it in into that, him it I'll in but team their how lot holes since let go-to-market focused of we're the needs. prettiest not

lot So there. of we're out synergies seeing a

that you Jay question? answer to want do

Jay Heglar

the for thanks and Derrick question. Hey Yeah.

to enterprise don't do interesting Domo of partnership world's is hot line out really the does which and services is Snowflake interesting, hands what they the start is technologies some and now. all all in to that ups, and of business also business there it to the celebrated satisfy needs. provide So because really put data compliment then are But what data, is right They but Snowflake medium-size that alike. connect the well, these end-users

but introducing their it we for the as to helped And well just customer them, where our have, to value to them Snowflake that’s warehouse. not where unique new to acquisition, cloud current so expand help audience we great easier relationships data logo also making as help a for to to by partnership us, bring a with on-ramp

Derrick Wood

Congrats Thanks, Great! guys.

Josh James

Thank you.

Bruce Felt

Thank you.

Operator

last of from Our the question Lowe comes Jennifer UBS. from line

open. Your line is

Jennifer Lowe

know question Great, we've off really Maybe we a following Sanjit’s the through bit, year, thank you. I moved if strong. at on you little how look started

rapidly, adding see the was growth XX% we result back QX. are in sales about little bit the a QX enterprise the very deferred in talking You force. corporate side, focus of very into sort heads talked we on deals, now strong about more this as reinvesting sales and a

And you Do context should but little good getting seeing actually you're to are you back put a line think trend, in around the terms back sort is so where, that year what be this look of potentially of might trend marketplace back to started where organization. we just more feeling to and you – higher. trying you or the and are and when not you trend I'm at only all you in moving and relative to the that starting sales is than QX where out to what you thought do were adding you really heads add the into

Josh James

would the that takes I still ramp familiar patch and definitely to and We've investments are period made and made relative embolden in and pulled [ph] we time become and helps back reps it seen builder are not investments those made standing. with investments say investments. the to like up It's then then of trend performance a investments Yeah, – investments reps. us. to into the we've and We've we've made

in in up And reps so we're will of that course the we over of that to continue about increase number up are months, are there XX% the last XX and QX.

system. more there, what's get built weren't a just and So just we efficient that wanted performance lot and as as given to feel continue out see capacity a to of we opportunity like the to We be of year-ago the either, seeing. the into we’ve efficiencies capacity we're

We had that marketing in performance. months sales last over our efficiencies XX in we've seen marketing efficiencies seeing we've relative the spend, are expense improve, the to

lot things last a definitely helps by right that. encouraged reinforce So of now, we're this and quarter

more is deals to for customer there think in cross-sells opportunity in multimillion-dollar when have there's a really how months are fact big within there be deals lot that's and we're and coming. and out talking hopefully big I are now to customers many enterprise what's think going paying base, us about that a XX we're there and our current find Yes, we from an us, because that I upsells place

to able many enterprise-based, to have. how going at look look we're we say, And logos our

bucks and be to year several out that paying that the that extrapolate amount. all we us Now of million a XX paying these are us should

I think to, have the we're to leading to that we POCs the headed, for we're the up leadership think in and John been spot. and where what with and we're good going be a Miller me I sales that's that's and helping, has going the plays that helping get

Jennifer Lowe

me one more just and Okay, from that on front.

sort discussion So just slipped. I last there was a that quarter the deals interesting, significant of around thought it of number was

we big [ph]. a in of quite but it's applies changes a the up sourced type either of of working got different sort than is quarter like like then quarter. – things through of of the made exercising in tightened those, that in of much and it bit know them this bit you seemed process Some are more still the elephant to process, opportunity the quarter that about seems where closed kind And talked being and that that their I you the yet the that sort way and Playbooks little a

mandate of look curious, enterprise might go just particularly versus field that have the at the closed QX salespeople, or the strong Are in deal seem or bit in just side what processes defining a out your the they because a I'm and more like tightly a tightly, different a as in was it more sourced and managing doesn't of those slipped you out type after deals tenure bit. But going contract. pretty

ones have So little deals in versus predict. that the I'm QX to proved the and difficult more are just QX, closed curious how in sourced a looked which might

Josh James

and dotted be and better that to are understanding different need and big buy what and getting improving. I You know on the how be to I that the organization think need bring and through the those off things, we're cadence pipe of all think crossed parts need deals is at so T’s to that I’s the to

a numbers. the plan on deals there, have to through number in more come that certain are feel more The those can comfortable of that those the going and we we

I like So and going improvements, we're but the in big predict exactly and lumpy definitely and to are around – enough when it's we're yet. seeing not those seeing to we're also – able they're all all improvements think things have to deals be lumpiness close not said to we transcript

but we lumpiness, our feel still there, might we we way sales good feel see we're about that definitely customers. good about that those prospects, have So really about interacting the with really reps the some good feel

don't they the into back show new side million where you meeting $XXX,XXX the you base organization. sales The finance or have about needs go finance us $X.X using what you go help contract and to for are finance up play a with everyone team you and present we instance relationship end customers customer us our the there just on they the we with that's and in on may of us and all plays, marketing deals, sales go finance side that and help our definitely or with for the that in $XXX,XXX of

also sales customer of So that's using our plays definitely upsells, where by current into back we're those base. big some these getting is

Jennifer Lowe

Okay, great. Thank you.

Josh James

Jennifer. Thanks

Operator

any have questions continue. line. the don't Presenters, you We may on

Peter Lowry

we dialogue to call. with Yeah, and that’s look on with for point to being forward that, everybody the on. end from the We the thank call this want the you of

much. So thank you very

Operator

today's conference. day. Have Ladies and you concludes a wonderful for joining. Thank this gentlemen,

You disconnect. may all

Domo (DOMO) 5 Dec 192020 Q3 Earnings call transcript