Smartsheet Inc. (NYSE:SMAR) Q4 2023 Earnings Call Transcript

George Kurosawa: Got it. That’s helpful. And then one quick follow-up on the margin guidance and your sales and marketing spend. I just wanted to kind of understand if there are any kind of KPIs that you would see that might lead you to sort of turn on that investment flow? Or is this kind of all sort of according to plan and regardless of what you see in the macro side, you’re kind of going forward with this is ramped sales force that you have today? Thank you.

Pete Godbole: I think, George, our model is based on sort of reading the signals and seeing what comes out. So I would describe it to you is, if we see a macro opportunity, as long as the ROI, the payback is there, we will continue to invest, which sort of provides the stability and op margins, but allows us to accelerate revenue on one side of it. We will do the same thing with, for example, things we generate internally, we see something that has legs and it’s driving to good ROIs. We will continue to invest behind it. That’s the approach we’re taking.

Operator: At this time, I will now turn the call back over to Mr. Aaron Turner.

Aaron Turner: Great. Thanks, everyone, for joining us this quarter and we’ll talk to you again next quarter.

Operator: Ladies and gentlemen, thank you for participating. This concludes today’s conference call. You may now disconnect.