Nutanix, Inc. (NASDAQ:NTNX) Q2 2023 Earnings Call Transcript

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Rajiv Ramaswami: Yes. I’ll talk about two of those, and I’ll let Rukmini comment on FX. But first of all, we are focusing on higher quality, higher ASP new logos, more so than new logo comp. So we want to make sure that when we get — when we put our efforts to go winning a new logo, we make the count, right, much more so and provides us a bigger deal, drives up our sales productivity and also provides more expansion opportunities. So that’s been our focus more so than the new logo count. The new logo count shows up in terms of what it is. It’s more of a result rather than a number that we are trying to focus on in terms of trying to hit a new logo target. The second thing I would say is, our — we are very much holding up our prices, right? Unit prices have remained very stable, and they’re not going down in any way. And then the third part of it, in terms of FX, Rukmini, perhaps you can comment.

Rukmini Sivaraman: Yes. So Ruplu, your question, I think, was that given that we denominate all of our transaction in U.S. dollars, is it effectively a price increase? Which it is in some parts of the world, right, where the dollar has strengthened. And so what we’re seeing is, this is anecdotal, right? In some cases, we’ve seen it sort of put some pressure on the timing of some transactions, especially in the emerging markets. But overall, I think to Rajiv’s point, our unit economics and our overall pricing is in a good place. And so we haven’t seen a sort of significant or systematic impact on that from any of these drivers.

Ruplu Bhattacharya: Okay. If I can sneak one quick one in backlog was very high coming into this fiscal year. Did you also reduce backlog in the quarter? And what’s the expectation for backlog for the rest of the year?

Rukmini Sivaraman: Thank you for the question, Ruplu. So on backlog, yes, you’re right. When we entered this fiscal year at the end of July, we did say that we had record levels of backlog, and we expect during the course of the year to use that backlog over time to get to a more normalized level by the end of the year. We did use some backlog in Q2 in line with our expectations, and again, we expect that we will continue to consume that over the course of the rest of this year.

Operator: Our next question comes from the line of George Wang with Barclays.

George Wang: Congrats on the quarter. Just maybe you can, Rajiv, kind of unpack kind of service provider channel, any kind of update you have. Last quarter, you talked about the SP channel as a new sort of area to kind of land new customers. So just curious if you have any kind of updates on this?

Rajiv Ramaswami: Yes, I think, George, we are certainly very excited about that route to market because we are relatively new in terms of our using this route to market for us. So it’s a growing business opportunity for us. Last quarter, we said, the largest deal in the quarter was done through that SP channel. And it’s still — we’re still in the very early stages in that innings there, and we continue to build up our service provider partners. We’re trying to enhance the product capabilities to provide a very as broad an offering as possible. So we have — so it’s a continued — it’s a journey, and it’s going to take us multiple quarters for it to start becoming a significant chunk of our business. Right now, it’s still a small portion of our overall business.

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