Just given some of the comments last quarter about the 50% improvement in sales productivity of ramped reps, was there anything specific that changed over the last three months outside of just the reduction of in-person events?

Mar 8, 2022 / receipt, needs a key / Elizabeth, other | earnings call 2022-03-08 | transcript 846dd0d2-8ffd-4b91-b1dd-0003c11248c7 | chars 33949-34176 | segment 35

I know at some point you'll get back to traveling and doing a lot more in-person, you know, customer visits among your sales force. Is there a chance to see some of that sales marketing leverage erode, or should we sort of look to gradual leverage there?

Sep 2, 2021 / receipt, needs a key / Steve Cakebread, CFO | earnings call 2021-09-02 | transcript 45b0f2e4-3a29-463b-b133-df7096daa4ad | chars 18591-18845 | segment 18

Compared to the year-ago quarter, the primary drivers of our operating expense decreases continue to be leverage on our employee costs, reduced spend on travel events.

Jun 3, 2021 / receipt, needs a key / Steve Cakebread, CFO | earnings call 2021-06-03 | transcript d91712f4-de68-4803-9291-0db0e6d8a1a3 | chars 13444-13611 | segment 13

Compared to the year-ago quarter, the primary drivers of operating expense decreases were leverage on employee costs, reduced spend on travel and events, and increased productivity.

Mar 3, 2021 / receipt, needs a key / Steve Cakebread, CFO | earnings call 2021-03-03 | transcript 991c95dd-303b-4843-814e-6b7c2a398cc1 | chars 12782-12963 | segment 12

We reduced spend on travel and events and significantly improved overall operational efficiencies.

Dec 3, 2020 / receipt, needs a key / Steve Capebred, CFO | earnings call 2020-12-03 | transcript 19604cda-044d-43a3-9307-4a7725dc3447 | chars 16384-16482 | segment 16

The other there, yeah, obviously, the travel is at close to zero, if not zero.

Dec 3, 2020 / receipt, needs a key / Steve, CEO | earnings call 2020-12-03 | transcript 19604cda-044d-43a3-9307-4a7725dc3447 | chars 30665-30743 | segment 31

Producing Opex Efficiency

ir_statement / Sep 16, 2026 / receipt

Represents the midpoint of our Adj. EBITDA guidance range of $103 - $105M as of June 3, 2025.

ir_statement / Sep 16, 2026 / receipt

Projected FY’26* $103.0 to $105.0

ir_statement / Sep 16, 2026 / receipt

Fund internal R&D priorities and go-to-market initiatives

ir_statement / Sep 16, 2026 / receipt

Non-GAAP sales and marketing as a % of revenue 29 % 42 %

ir_statement / Sep 16, 2026 / receipt

Producing Opex Efficiency

ir_statement / Sep 16, 2026 / receipt

Represents the midpoint of our Adj. EBITDA guidance range of $103 - $105M as of June 3, 2025.

ir_statement / Sep 16, 2026 / receipt

Projected FY’26* $103.0 to $105.0

ir_statement / Sep 16, 2026 / receipt

Fund internal R&D priorities and go-to-market initiatives

ir_statement / Sep 16, 2026 / receipt

Sales and marketing 36,209 43,254

ir_statement / Sep 16, 2026 / receipt

Non-GAAP sales and marketing as a % of revenue 29 % 42 %

ir_statement / Sep 16, 2026 / receipt

Producing Opex Efficiency

ir_statement / Sep 16, 2026 / receipt