Asana, Inc. (NYSE:ASAN) Q3 2023 Earnings Call Transcript

Rob Oliver: Okay, great. That’s — yes, that’s helpful. You want to help CIO and CFO avoid the decision to buy shelf ware that their users don’t want when they want you guys. That makes a lot of sense. Tim, glad you’re okay. A follow-up for you. Dustin alluded to marketing budgets earlier and clearly, the marketing budget is a big line item for you guys. As you guys push more into enterprise successfully, albeit with the pause that you guys have talked about here, does that give you more leverage on that line item in terms of less focus on that SMB customer or that freemium branding that maybe you had needed to do earlier on? Thank you.

Dustin Moskovitz: I do think as we move upmarket, we’ll generally get more leverage in the business. Perhaps even more on I don’t agree on marketing, but also on R&D and really across all functions. So that’s a big part of why we’re doing it. But I do think marketing still has a really important role to play in reaching enterprises, including in our existing deployments, I mentioned that we have a lot of organic growth that sometimes the company is holding back, but some of the way that organic growth happens is supported by our marketing efforts as well. So I think we get similar amounts of ROI in enterprise through some of that spend. And then I’d also just point out that the world is a big place, and we have different levels of category maturity and Asana presence in the market in different countries. And so we’ll need to apply marketing dollars in different ways to build that awareness in places where we’re less deployed or less present.

Operator: Thank you. That concludes the question-and-answer session. I would like to pass the conference back to Catherine Buan for any closing remarks.

Catherine Buan: Yes. Just want to thank everyone for joining the call today. I know it’s a busy week, and we really appreciate your time and you’re covering Asana. As always, please feel free to call me if you have any follow-up questions, and we will be out at the various conferences. So we look forward to seeing you on the road. Thanks very much.

Operator: That concludes today’s conference call. I hope you all enjoy the rest of your day. You may now disconnect your lines.