When you look at an account like an SMB with 300 people, or a mid-market with around 2,000 employees, how much would Smartsheet typically cover? How did that work?

That's a good question. From a new business perspective, it was generally one team within one department or one single business unit. If it was a strategic evaluation, it was probably an entire business unit within an organization. However, if it was a smaller evaluation, it was probably just for a team within a business unit within an organization. This is from the new business perspective. Once those accounts become more established and they move over to our client development side, the use of Smartsheet could potentially expand to 60% to 70% of the organization using it in some capacity.

Did you feel that competition played a role? Did you start seeing more of Monday, for example?

Monday was a common competitor when I was involved in strategic evaluations. Whenever we were evaluated for something that was core to Smartsheet, like project management at scale and standardizing project management, we had an 85% to 90% win rate for those larger evaluations, despite our product being more expensive than Monday's.