TLND - Earnings call transcript Q1 2020

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Operator

Good day, and welcome to the Talend’s First Quarter 2020 Earnings Call. Today’s conference is being recorded. At this time, I would like to turn the conference over to Lauren Sloane. Please go ahead.

Lauren Sloane

Thank you. Investor to Talend, year Talend’s call. Sloane, to I’m XXXX Lauren you welcome first is Relations and for pleased conference This quarter fiscal me CEO, is Adam With call and Meister. Bemont; CFO, Talend’s the on Christal today

the make statements will federal laws. within our the forward-looking of course of meaning During presentation, securities executives today’s the

or other performance known and performance unknown statements to events to future actual involve Forward-looking achievements may or future our uncertainties from and by and factors materially generally relate financial that cause or those operating forward-looking these differ risks, results, contemplated statements.

and in COVID-XX include, future related related for and performance pandemic expectations our Forward-looking the this statements market, benefits to, and operations. business expectations limited and are periods, statements our made the and our financial their business impact the presentation of initiatives regarding on but expectations guidance not including market, regarding and our to product strategic

regarding include release are issued today expectations fully and risks Commission. these projected periods those or future other matters that well beliefs materialize, contemplated, that the implied and results differ the in in with earlier Securities of more those Risk not may Exchange described as XX-K, could we those Factor the materially results cause subject Forms any XX-Q risks statements. from Our forth as These to and actual in forward-looking section and to by uncertainties and set Form press our reported filings actual

are hereof. to as date us this in available presentation of statements based on forward-looking information the The the

obligation events, to by future predictions except law. any rely update disclaim as should on statements not You as we required of them any forward-looking and

financial discussed will otherwise in other to measures accordance GAAP. than isolation are that to this with considered substitute intended non-GAAP non-GAAP in revenue results as be call note on stated, be for basis. measures specifically The a prepared a that not Please or financial on be

the on GAAP measure financial reconciliation these financial release. a of provided most have in directly our non-GAAP measures We press comparable

any Talend referenced company or customers technologies, are service and that by on endorse not products, use services any today do selection or of do vendor, product not vendors. or name advise

turn Now call Christal CEO. Bemont, Talend’s me let to the over

Christal Bemont

to are safe call. XXXX Lauren. and earnings well. our all QX hope you Welcome We you, Thank

to of strong is despite progress. and accomplish to in Talend’s quarter tremendous We We are pleased nearly QX have This made for complexities deal great the half had including related team, a first first report the executive pandemic. quarter the a COVID-XX myself. our to

the Talend a As such, I to entire gratitude delivering fantastic team quarter. for want to my express

ended constant revenue We $XX $XXX basis. million. up achieved XX% was in record ARR, currency on We of million a the total quarter with which

Our constant by X,XXX And ARR the over QX Cloud basis. up performance customers. stands cloud XXX% driven million, currency solutions. of $XX have our at on now growth a now we was cloud

support times, We ensure are our And living has through the customers the effectively environment and Talend these in navigate to collectively measures we best ensure unprecedented and taken pandemic. COVID-XX employees as our number an of as a particularly of confront to safety we to such, partners.

a showing on responded and is strategy Talend data to our our customers help Talend value inquiry. COVID-XX by provide customers, drive we customer to business creating to quickly to rapidly focused outcomes. force business To the respond task utilizing

grown our our ever more amplified the that partner strategic accurate they has COVID-XX than useful customers to be trusted to make business data data is need mission for as need organizations for the customers access stronger. always even to Talend data can and provide have value now all fast a Our and ensure have the to and successful.

hospitals their using how customers now global COVID-XX. our like pharmaceutical pivoted have such solutions Talend. customers in Regional our cases companies using A are to of many they In are number analyze work data, are as using are integrate COVID-XX COVID Talend clinical Talend Dutch organize to report trial Hospital, to and includes using health their system. national Galle researchers And which data to testing. record

customers mission. our We are in world of has proud the played enabling in Talend our

we a joining areas the that strategy. sustainable These Talend, key continue our have to and efficient on year. fuel focused for areas will the foundation directly expand we growth will growth three Since when theme long-term be lay throughout

focus Let these you walk QX are progress making. through highlights, which provide me of we areas and the demonstrate then

drive our a increasing global to enabling data on global of trial, building sales, being demand, run and our world-class objective the unifying customers. discovery, digital organization and more growth are including purchase, a and will complete integration experiences, integrity we our fulfill success marketing deployment, and time customer team This go-to-market The sales First, includes, that leading expansion and delivering and quick through our business to is for of adoption value solutions. maximize execution focus efficiently platform.

targeting. scale new telemetry. speed and that Second, systems, are and support instrument our velocity operational This requires our of every optimizing processes operating means growth at aspect we business of the and to volume

through Third, us the from I elements our be expanding data customers traditional and data ETL market our engage ensure our ELT the industry the and making and benefits the will streaming around anticipate these of on also shareholders. areas to to market of only high expect service to low that easy integration integrity, we in thought customers customers, Executing needs innovation. and for them leadership all and it but that needs most receive not and data beyond. Across integration our the serving touch a to model of leader support bring volume, focus our products valuable

our performance, strong largely economic already are performance average team on share of our improving in pipeline. deal by of sales the targeted size, led developed and quarter. Graham sales Ann-Christel increase sourced In by global while linearity, executed of face disruptive percentage demonstrated how past from of This the key now in quarter execution. QX was CRO efficiency improvements condition, The in Let our effectiveness in rates improvements in discipline, business me a process. pandemic pipeline and early growth win material a efforts a metrics holding sales the cycle showing all driven results. nurtured overall closed sales the team the and our by quarter showing and expansion Customer drove up and these line with was in by performance

Additionally, we in seeing execution are benefits all the across theaters globe.

These first enterprise in For processes the the team and example, during predictable mid rigorous in contributed processes drive EMEA business market developed XX directly sales a QX the consistent implemented EMEA. to strong days, and in new finish and segments. to

significant team We expect to EMEA our role our future of the a see growth. play in strength

quarter growth our that in opportunity region sales pleased be footprint and the excited highest outcome serge. earlier the about sales the contributor also the global we’re market largest APAC to continues which NORAM with felt to and in to pandemic, as the as their the performance role played very the we’re region. a NORAM our continues given material in of of impact cloud

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maximize Jamie deliver Fabric to to experience XX more and deployment, ensure by from success adoption travel to under their live scale leading customers consistency. and And XX% to every than cloud a to one work team with seamless resources Kiser, our expansion customer the our the still days. begun our cases realigning Chief work in the improve days, XX fall In and area enabling customers Customer Officer Talend first this curtailed we first we’ve use platform. them value customer, of customer our is Data experience under despite this remote for go adjustments,

with from we results the will QX impact evident these ahead, our in pleased over results. While the already months continue initiatives are

As COVID-XX will I companies operating post to a Fabric digital their to that continue become central believe about fast think pronounced run. in as Data only plans our transformation, more platform the need world. for businesses drive own how are businesses becomes

I talk leaders, a come business to consistently. As things are few that there up

businesses business exchanges real customers with working the time instrument goal and to First, their are processes. of enabling

enhance customer demand the digital enables us access data opportunity the points. immediate to that be initiatives how this center trusted with looking to experience These Second, Talend to the touch their at the they’re of businesses. of part affords run and every because of companies

a customer’s use Talend discussions seeing simply progression only data. also elevated how are use strategic on has but we are as and projects. focused which become a cases, Third, not in having specific we This our using can case business apparent the customers a evident are organization, how is for valuing be now in partner, in not our

and existing expand our that need win during stories customer and few a the was demonstrated These notable customers. through strategic universal companies reflect Talend A a Talend Covanta solutions analytics to deliver is industries. data the minimize solution a selected quarter you for and of waste leader walk its of with wins of appeal last ability facilities new and a our me range from Let Covanta over a sustainable in with into efficiencies billion $X analytics aggressively to its data and flow trusted downtime. energy predictive pursuing approximately in IBM Informatica year engine. Covanta a and prescriptive of MuleSoft, revenue. maximize strategy cloud across the wide that quarter relationships attracts continuous and to

note a become gates. that rate. and is to language can few across quickly delivering common data mutual revenue opportunities. new After With identify encourages has cooperation months, a value they to rely for organizational cost Their and shrinking optimization on data Covanta of the silos, departments decreasing business short accelerated a seeing profit

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range involved with Talend win Talend A a new infrastructure. cloud wide of entire being retail the Our of the in customer expertise the supply demonstrated wanted efficiency environment data ability realize QX data in IBM, chain. goals, experience the across potential achieve company a data high and U.S. large to win. to warehouse. another improve retailer Snowflake automotive to this Canada, U.S. the Competing across to the to retailer the and quality [indiscernible] visibility better in seamless company’s to thousands cloud locations their industry operate its and sources of speed, full help these the their To real-time deliver connect needed deliver logo against pipeline for and to data was them successfully and

the loader cycle, our our a the company. earned information Showcasing we frictionless to over power data our quarter last place XX efficiently, a business. an day pay-as-you-go to expand level subscription ability of continue sales volume the enterprise predictable services needed email, grow business customers plan took self-service their channel the them Stitch and model size with upgraded customer entirety to the from relationships to costs and mid give from Over to

the during market to the scenarios. and global capital and call markets. by respond global We connected of also data COVID-XXs ingests Talend, package range can analysis company find credit rating a Talend macroeconomic, enables expertise the The it to current their expansion provider an monetize of integrating its expectations a its scale on data into for quality. sets. of with industry crisis amount leading impact data been trusted certify quickly view agreement to and XX/X over the With the company of deliver to political, services improve rating provider has the

platform. data Microsoft objective Azure, of that part update Amazon release Winter a of latest release located, information who app partnerships they continues support detailing have, program our new to continually introduces and capabilities new what to has Services, The Cloud. company’s by data Google rapidly Talend and it’s our quarter, Data governance advanced the from access leadership, also to to market announced where we inventory The Web As cloud Fabric, our boosts first flagship assert our the and with innovate strengthen in it.

delivers quality a feature the that data health company. data release an data the addition, quality of and immediate new before ensure eliminates trust automatic This of Winter includes an enterprise in-flight assessment the set tools bad corporate In that an it enters information. for offers in to

We ecosystem to our our relationship continue with partners. strengthen

Databricks to reliable insights learning workloads expanded our needs. to quality data partnership with for for of provide business We quickly unlock users’ machine recently

and Azure data continued strategic Microsoft on reach We availability efforts of integration our the data Cloud also operating part more the announced of message our customers in integrity. partners value of Talend on collaboration We our will Azure. marketplace, believe as with elevate help to our

balance future. For engine, a the a initiatives our focus strategic on position the stay growth and mindset QX. already a strong we will the objectives, watchful focused term we on begun remainder in keep a of have us XXXX, enhance near we growth for the on three macro-environment, lay the market, conditions to and with the prepare key foundation build a in will our relentless sustainable eye to With for

and sales, focus execution We in and will continue building the on in out customer field to marketing with teams and our organization. invest the the across world-class success alignment

the laying to We digital the for will our The foundation our business. strategic on a support and a growth business be will high capabilities our centralized evolving managed to dedicated partner. support through become and across optimization develop lifecycle customers while customer internal relationship focused of of team scalability systems

we and customers play a and how outcomes. to on critical they business of area material and business data the use problems will market, will the decisions in we finally, solve focus surrounding biggest the driving data leadership our in drive helping and ensuring And make innovation

We upon capabilities stand and decision will quality thus the metrics, to their our that further allow users in trust their all data confidence data, by have scores exposing making. intelligence

position critical spectrum series looked data available make types focus and capitalize term it the around of an Talend the our ever we be ensure customers. lay that of and we that on data dynamic can fit the for areas three these and expand create real to active leveraged time events entirety to the to by the for long and changing expect our I of Additionally, growth see foundation role market effectively more is assets. the to efficiently We data context cloud. of will

for our enhancement the areas let and the my COVID-XX our on of Now comments earlier me vision of comments on business. these impact tie Talend on to

as are of not we business, to COVID-XX. As result with impact we headwinds macroeconomic do and every immune expect

demand an reflect the expect overall We in constraints. impact software consistent and with other budgetary is that areas in

generation the this intentional demand year into our an our shifted the live have situation only in compensate increasing events, We further. and has pushed faster vacuum coming with us for strategy digital mix and to strategy current

in retail Our diversified will tightened. is industries. renewals as This our sales customer across XX% budgets base business segments, high and of to and travel, where industries energy. we see Approximately, well is are is and impact on be regions likely including pressure

the for we’ll focused We we not of the are will key as sight same environment. time, indicators decisions adjust make customers the on At create closely of lose term we leading investments and performance strategic and shareholders. value to necessary our to and need to long

speaks Our the to Cloud importance and underscores ARR progress scale date and significant these of growth investments. to our

a and our for and we period prove as our that’s be how to the this establishes and as ability strategy more efficient, navigate value in will ground operate. will they mission Our to of a emerge stronger testing result we clarity of customers focus

we see We’re and linearity strong encouraged pace the well QX. as in in demand by of QX our as performance

employees, way to opportunity world the I’ll Talend’s decisions. on We’ve as the partners. the purpose on deliver team is a purpose conclude to come and change and with of by customers guiding thinking resolve together ahead principle makes us. that the our

And will to the Adam. with I turn over that, call

Adam Meister

I’ll dedication echo thanks to to agile for our COVID-XX partners. our and to Christal’s customers employees their and response their

the of and the through our walk you me for quarter impact crisis context on provide outlook. our results the Let and

with sales of pleased visibility team execution, QX, very pipeline. agility our consistency into We’re and in the performance the of

large on results. our on $XXX.X quarter. the this of We impact performance. end currency had a to our FX ARR impacts new QX at adapted constant million of grew situation XX% saw the all strong to entire ARR sequential We’re basis. a That year-on-year strong net through quickly masks to and little quarter. QX the

end $XX.X end Cloud year, ARR constant QX grew $XX.X QX of the year-on-year to growth. and million to the currency $XX.X compared at million last representing at million XXX% of

on-premise of customers cloud $X.X continued migration Our million clear by included results, which in the momentum is this quarter. ARR

XX, we now customers. cloud of than more As X,XXX March have

year-on-year. of with end $XXX,XXX the customers ended quarter represent the ARR, of as more of QX. of XX% at ARR We These up or XXX customers XX%

March this impact some constant metric. dollar-based the will For ended XXX% COVID-XX pressure of renewals rate quarter and year may that put net was in The expansion this affect currency. expansion XX, on our

in $XX.X Professional the was XX% million quarter quarter, services end $X.X decrease Subscription range. our revenue of million, up guidance for Total X% and first of currency $XX.X year-on-year above first on first was the for high or basis. a constant up million, year-on-year XX% the revenue quarter a revenue year-on-year. XX% was

on-premise a as to stated, required As had slowed sales services we have services compared sales. professional professional lower attached Cloud

continue to the expect trend this We for year.

strong As and the APAC globe. Christal pleased diversification continued NORAM. We strength impact and across performance timing the positive saw is of vary a we as pandemic geographic the with in will EMEA and recovery our are the mentioned, in believe

Before I that can A unless and release issued between will I earnings results profitability reconciliation all which out point non-GAAP is Relations GAAP forward posted results. be moving metrics be to would full and profit our of items, are discussing otherwise and loss going today, our portion expense press in specified, on like website. to Investor the found non-GAAP

gross margin quarter, total first XX%. and was at the For XX% subscription margin gross remained our

margins quarter. operations. continue gross We we scaling cloud to XXXX in XX% expect Professional modest a our impact this as margin services gross was

prior March equivalents XX, year $XXX.X to at expenses million T&E as XXXX. flow was period. quarter due negative incurred efficiencies partly loss compared of to compared million of loss business due of million quarter in quarter This partly Cash the was million an XXXX. COVID. in We XX% operating the operating lower or $X.X Free million first the the to of an ended as for $X.X improvement X% cash cash and for and such in $X.X to the or the $X.X to

puts Let thinking outlook. takes summarize some our me before of moving to the shaping and

lower inform We’re deal see pipeline did from to an COVID closely on pipeline renewals monitoring and our indicators forecast. across impact cycles, from and peers receivables of to our other short fully which We generation, strategy with back leading the offset events. digital QX cycle end shifted be and in trajectory generation but of were on a base. would March, deals now, we transactions. virtual the at The handful right impacted A

on conservative quarter, the being given constraints. rates this cycles were and We close budgetary expected sales

receivables. We’re renewals watching industries customers impacted highly in and for closely

renewals did will year. particularly assume on now this and for significant. we was in And half had earlier, a and that second our terms, nothing in we but sales continue of the QX. efficiency payment pressure some mentioned collection for As see in dip forecast a There down the for few flexible requests March

While more carefully light enhance investments. monitor while do on of product operations, is our our go-to-market, managing and and as maintaining in spending adjust our key for efficiently This and situation. we scale position. important to momentum across an We hiring expenses this plan COVID, our market investment year and

initial increase burn $X but million Our no cash may versus by for than the expectations, year. more

these Our XXXX. and as rates April foreign of outlook QX reflects exchange assumptions for XX,

of and second the $XX from be This $X and decline of to a in over X% subscription a growth professional headwind expected FX services little is revenue revenue. sequential million For to XXXX, to a million range quarter total a assumes $XX million.

$X.XX. share is expected This share on Non-GAAP of net and of range is diluted to operations of $X.XX of the in a be Non-GAAP million. million. XX.X based from be to net expected loss to shares. $X.X a range $X range weighted in per $XX.X is million loss to average basic $XX be to Non-GAAP expected million count is loss in million to the

expected of and burn account most for for QX will year. QX the the cash

we’ll guidance. this we full quarterly the year withdrawing provide continue when guidance XXXX economic full at macro-uncertainty the and revisit our are to stabilizes. We’ll outlook Given time, year

to want Cloud I moment. on ARR do for focus a

has ARR and Cloud reached Our scale significant explosive growth.

environment and expansions. trajectory year. about We’re and drivers current our opportunities its the relative customers the Cloud opportunity and will for initial But the strong coming QX for excited off demand here. from impact target remain new strong to The

of report We with make ARR We’ll including do into trust track our Cloud confidence. to of gain for current projects customer so quickly continue that quarter the decisions and to underscores COVID can importance near expect migrations migration each for The term. demand and their businesses and you progress. would operations the data, insight dampen environment impact the speed in

to will experiences, strategies continue We to and Christal leadership, the crisis priorities innovation the objectives best will a to believe invest discussed. our continue in stronger even customer deliver company. go-to-market We these line us from product emerge in advance to the as all actions technology with our enable

Operator? we’ll With the questions. that, open for call

Operator

Thank Instructions] Griffin today William David Our first of comes Blair. you. question [Operator from

David Griffin

Good afternoon. here. and questions for Thank my congrats on solid you taking a performance

nature. the a maybe of I’m kind you that pertains customer So the customers higher in base is some industries mentioned those the that changes in can bit or industries, which from on in it about or is in and impacted even helpful. of year changes just if around maybe hearing you’re slip just to little potential that requests for you talk down contract what of as signs XX% wondering terms, sells things expand and terms expected of payment later deals? Or

Christal Bemont

really to because I things. other taking the And of either be want are let to at. right moment there’s of conversations to the Hi, of their look that now What and had causing at seeing today or other the David. pieces is conversation it. button ways a constraints priorities analyzing there’s widely that our that them fit never really are having ahead to because The that that the answer group shot then budgetary we’re the that a of pause two things would really XX% Sure. XX% way us. to a we’re me best we’re that’s is, explain have occurring. a hitting a future focus kind Adam of customers we’re before things you’re with at impacted looking reason customers seeing go at One would of business that the and they’re with those to into are look that a to give have industries they’ve few that in some referring try I’ll on is go Yes, that

more seeing they’re on we button we’re what that so And saying businesses. and we to the back having the then be in that engaged we’re and super getting we’re impact on on XX% that much the seeing that relationship having conversations are that’s that a where those can is have that prescriptive or to time on future hitting revert going that we’re we’re XX%, a talking for in – later the period will we’ll to. pause the And year of

So a it’s see very little at of the think those. of I there’s don’t Adam, having point, we’re where – where I bit And seeing And this if have… area the both a we’re the the positive that’s other the timing uncertainty of And a in combination of of we XX% good know in trajectory. bit then where little on we you have XX%. of terms then sign

Adam Meister

important around, right Yes, on is for of concept now. us a kind Christal of think pause I’ll lay the I commentary the –

lot determine a feeling were teed things result, are that just from that wait situation, big as or projects to can here of to think go up I the decisions where trying a companies made. be out and

in take see and how a industries, unfold. you’re couple those of totally to want If that of you weeks it’s things reasonable one

change. The governance underlying integration environment overall data the and need really piece doesn’t important demand is and here for the

We’re little just thinking shift. a potentially bit it of a about as

and already QX uncertainty is really really clear of sense trends of going a better business. see a We’ll deal a And bit for closers. about a how we and level back I when think of at keep are. all the there’s QX of mainly so the as to start and have our We to watching just we – we’re think impacted ramp carefully typically those little versus conservatives half it I customers lot we’re adherence that saw observing in our towards

David Griffin

pipeline came activity, of helpful. expansions That’s what in kind the there. that is there and saw little and expectations. the you bit migrations the great cloud it a my of get I then in color there then hoping, the maybe more of about like. relative And you around whether disclosures customers conversion to during it. directionally development migration second to nature did question was $X.X talk could your million where the some helpful overall just be And any on on migrate would just some maybe rate look quarter, Got

Adam Meister

Yes.

huge the for but million be anyways. it ramp early number, in saw pool migrations the we So year didn’t $X.X small we expect to relatively

pleased my pretty business with prepared were dampen we But dampen impact now. are in time, do they landed. for as projects. take where commodities any think see just precious resources mentioned or take it environment we So those for a I those and comments, They you’ll a that right demand

And so come again, now ultimately there. demands it doesn’t down the to

some was that reflects to just it So Cloud. to $X.X when question of of the describe amount shifted deals on-prem customers There our those value really can a it’s with prioritize decent associated we it. expansion of a way that million, just reiterate, the

of really a there up going for strategy to There’s a match others kind dedicated our the pattern have in a kind on customers they are are path. break cloud the we’ve or of There the that it that and customer’s migrations a evolution Cloud that And are. color terms last really identify fit really consist not got team I out of. in we a upgrade trend see mentioned much further from we’ve natural is really, mix. how designed and we’re done. some bigger And or So a in as it’s emotions is perspective exactly those to of, expansion of renewal shift build but digital as to seen we here part call, earnings as think pipeline migration the what that’s that we’ve what mix. It transformation

align And our make So customers sure as Cloud that move. resources. make are we just the can successful best they frankly,

David Griffin

helpful. very That’s That’s for Thank me. great. Okay, all you.

Operator

question Lenschow Our comes next Barclays. of from Raimo

Raimo Lenschow

kind question start sell strategically sales first Adam. one signing of and the for try have of I bit up but good and Christal around have Obviously, bring the When signs you to kind started of your message that more how safe to into you The have my question in you like people seen like seen market. that’s big positioning? Adam. then all taking follow-up all the – try hope them to Christal value, just notion motion and taking little and for new the from more different what a for I’m thanks a it’s that kind to that you message we engage like sales of now, it, trying what the early Hey, stay of words to is you call terms like of and force aware up and

Christal Bemont

Raimo, happy Yes, results of Well, with extremely to to I’m all, the of answer. nice the quarter. pleased I’m you. from Hi, first hear

not really the think health that business well to quickly of of specifically in I’m needs constituents organization place quality right the a a integrity the I only around of number that evolution continue over an face of the and was But is question, other the the really, is now solving and hearing that’s take will that’s answer to within it to data. taking But executed market this place your this the conversation around matching conversation of is and the really but what entirety of things. problems year. elevation

but data. not really of around just also seeing data can in and ensures specifically that is can we that the it that we’re a So we things that that where moving, governance is facilitate the quality are data how good way how land do

people to something before of really comes to engage conversation, people value able being elevate take that for they be also consider, data is re-instrumentation that the to only really hold patterns could trust that’s for to ever. the Where and quickly now think starting to at able not the as possible. they’re operate more now the in than those data And to face could being the down how conversations to uncertainty people but in trust so of to and are form of of required get going look as to access it business all I

our but customers to and customers. a to conditions, place, only future started have our a to take will our think with way showing that value I conversations the So current up the mask not continue increase think are in way that in I

Raimo Lenschow

like about you. you of perfect. Adam. Okay, or in like, Like lower a one more seeing Thank – is are it what a if like there receivables, is more you like renewal, cetera, slightly it you think terms And for do delay negotiation. et then

have of click little your be flexible Like to know, and bit? will base. a terms impact of to a double that kind so – more little with cash on kind you you that in work slightly of you Because you need So can obviously bit.

Adam Meister

to. happy Yes, Sure.

a bit I in So higher mention, down had then QX we we sell did expected. did feel little trend

largely that’s of highly industries. that some think we with those impacted overlapping so And

So set on had either us. forgo with of little licenses there the lower that or a negotiated a bit that they of renewal customers to decided handful

the churn. impact really see customer didn’t we Importantly,

them are over think we so we all And as that absolutely about make ARR that the continue can discussion kind I long as My to base renewals think customers. successful. those We’ll accounts priority of is expand as long-term. with maintaining

or terms billing sheet balance got And manage with flexible some to so flexibility payment schedules. we’ve our

example bit came and flexible will is a get billings, benefit long-term customers perfect travel the And to that period. to company also little to I accrue this cash example own quarterly that. that where negotiate that two-year payments. do are feeling the but help good something we’re relation. the a can of think that And a to able given transaction, a environment, their the we’re space we relationship. of them I in win-win flow think able in extent to were a But to requested this There��s tough helping a through our us, That’s lock we’re crunch able a pension of more

Raimo Lenschow

you. Thank done. Perfect. Okay. Well

Operator

next comes from Jack of Our Andrews question Needham.

Jack Andrews

about I could my Christal, bit and your little a Thanks wondering if talk execution message. congratulations question good on elevating taking was results. you afternoon. more the for the strategic Well, around

got channels. on. different again, You’ve is going you towards sounds just of value you’ve sort strategic got and – other digital the couple of talking of me One Talend a to the pivoting like variables was addressed more variable about

too the that? think on changes that the net in Is deal around any do living sizes is early? sales how cycles, these you there Are see effect pipeline terms there through commentary we about any any of business? two – your of variables it So

Christal Bemont

to. Yes, happy

was that first that of see those the what conditions. hold at signs expected we the on there one looking in steady would the under think key QX, holding is think some to relative I have to I I to take that starting other mentioned metrics impact first thing it’s

to the faced frankly. lot to well that we’re new new ability executing. bringing your in that’s the you when that across get rigor quite that consistency and as to the and arms conditions as to with well balance look we’ve hygiene start As see around globe and message the elevating start as and The way performance a the

we to the beginning And that of so quarter did a is way good move the taking process indication the the that to really the looks really hold. be in through ability

signs early very start. similar seeing seeing great QX as us to a in off something to Again,

people release can them it The those at the be of something continue that So ability data, that’s scores problem the see health an take really as trust. I that decisions have who front think solve has the the to only today resonates making will. we message data to on give able when ability to of winter look the if that because tangible not based in our that in around necessity they opportunity ability their a kind confidence people of it’ll trust they the were current to referencing. of to and but you have you data, they’re to And

the entire and that business timely bringing ways really And really our our through a find that can making allows self in expanding at relationship a and serve operate, sure creating them where we in in digital also way very them. today, way a cycle customer needed business manner of them up frankly, digital how shows life quite us not that things look customers very customers. for our a better to our important how at piece look we but that’s other motion, continue you we’ll to through supporting When in to and the on evolve only provide with to allows

efficiencies And an this us our only we that also can more not our so serve opportunity customers the run business better, effectively. gain within business for productivity, but has the to

complimentary the as of we how we the early So the message evolving. condition. other two is the the and especially one And light with But the business it’s that we I have I’m that to stages pleased bring. way very the and is value run in the in both are of see up, showing

Jack Andrews

the by unpack you a was the as if around could. XQ That’s you I Really Adam, appreciate that. And then if question. bit could a great. wondering region maybe outlook detail follow-up just

Specifically your region, APAC historically COVID-XX wondering impacted that by that’s been about first situation. perhaps fastest growing was the

see business. now there opening was I if are geographically there’s that sort that up learned lessons of So any wondering your and could or be things might rebound any on you seeing you

Adam Meister

Yes, good question.

So whole really quarter. I’ll The consistency. pleased execution was that this globe we are that to And Christal thing through. last one across walking reiterate really was strong the see

a And so and I that’s and well in setup base. a again growth strongest pretty go region as was large think we actually APAC QX. to our really that be very into good did QX starting

to this wouldn’t that that versus they in particularly other maintain at have high position. that QX We recovery expectation say growth tied point an further it’s they’re through regions. expectations I high their

is too from And little that other up. economic was a back they not still bit little it’s a tell of have soon a to to thought Singapore good some if the there think what environment a seen countries rebound. opening and really I forgot, back reversion

the is able geo principle watch to carefully. to guide QX, a saw we’re QX. really it I’d in maintain consistency going perspective, we’re into from from So the say we underlying But a

Jack Andrews

Thanks Great. color. the for

Operator

Ladies XXXX it Thank and gentlemen, for your also today’s Talend’s you and quarter question-and-answer participation. session call. first earnings that concludes ends

You may disconnect. now

Talend (TLND) 7 May 202020 Q1 Earnings call transcript