>>live from Seattle, Washington. It's the key nude covering Smartsheet engaged 2019. Brought to you by smartsheet. >>Welcome back, everyone to the cubes. Live coverage of smartsheet engaged here in Seattle, Washington. I'm your host along with my co host, Jeff Rick. We're joined by Jean Farrell. He is the CPO of smartsheet. Thanks for coming on the show. >>Thanks for being here. >>Great to be here here last year and even bigger and better. You moved out of the hotel and convention center. That gets something. Did >>we did, We were. We have almost 4000 strong this year and we're super excited. We've been looking forward to this for a while. So >>So this is the third, the third annual conference yet. Just tell us a little bit. Let's let's open it up by telling our viewers a little bit about what this means to you, how big the show is. Give us a few stats. >>Yeah, well, you know, we ran our first customer conference, our first engaged really three years ago in in Bellevue at a conference center attached to a hotel that's right next to our headquarters, which is so super convenient, and I think we had 5 700 people there, and it was a great start andan. Last year we doubled in size and we actually outgrew the facility in Bellevue on. So when we planned for this year, we said, You know, let's go Big way felt this momentum building. We had such great feedback from customers what they learned and what they came away and could do after coming to engage that we felt we could. We were ready to kind of take it to a big stage. And so it was really exciting. I spent before joining Smartsheet two and half years ago. I spent five years that Amazon Web service is, and I was fortunate enough to be there when they did their first reinvent in Las Vegas, and it was roughly 5000 people, and I had a very interesting deja vu moment walking into the main auditorium here yesterday, Andi, it just brought back all the memories of Oh my gosh, this is like the size of remain so in three years we should be. Roughly 25,000 will be >>in Vegas >>today, up on the main stage. A lot of great new product announcements I want it, I want you to sort of break it down for our viewers. He started talking about how you really served three core customers and these new product announcements are really targeted. Each of these >>Yeah, we kind of broke it out. And what we find >>your way, sir? Customers of all sizes. So from startups, toe, medium sized businesses to large enterprise and within almost every one of those customers, we really see three distinct user groups really work force, which is at the core kind of where we started the I T teams, which many times there to support the workforce but also drive a lot of their own work clothes. And then the business decision makers. Folks that are really looking at, How do I drive overall organizational effectiveness and improve efficiency? And so what we tried to do was make sure we were delivering a set of capabilities for everybody on DSO for the workforce. We announced a bunch of new capabilities. Probably the highlight was our new conversations in context, which we're really excited about. It's gonna enable ah, whole new level of collaboration and engagement within the platform, and >>it was really >>grounded in customer feedback. That said they wanted the ability to actually interact in the context of their work and too many times what they were forced to do is they would have a question and they would have to go send an email or they go send a chat and then the response is disconnected. So it just wasn't as efficient. That could be. So we took that signal and work very closely with customers to design the new experience. So really excited about those those capabilities. We launched new forms, capabilities and multi select dropped down a lot of things that our customers are really excited around. From the workforce perspective on the I t front, we've introduced a ton of new things all year. The two big announcements today were around our accelerator for GDP are which it actually affects almost anybody that does business with an EU citizen. So a lot of folks don't really connect the dots ago. I'm in. You know, I'm in Redmond, Oregon. Why do I need to comply with GDP? Are well, if you sell the anybody in the you need to figure that out, um, and and then, um beyond GDP are. We talked about our federal offering on our new govcloud, which is really key for government agencies but also all the contractors to support government agencies. And so a lot of our customers are very interested in that. And then the final piece was really business leaders. Andi talked there about new enhancements to control center. Do it really let it scale and move across the organization roll ups, ability to do multi tier on then. Importantly, we talked about the new content collaboration capability, which is which is a really big it integrates are our slope technology. So marketing and other types of, uh, disciplines can use content collaboration in their work. I'd be remiss if I didn't mention 10,000 feet. >>So lots to talk about a lot. But you clearly, this is the customers, right? Because I think it was at the pasting. Widgets between Dashboard was a standing ovation. It's amazing the power of copy and paste when you can pull that work, you know, it's it's what the people want. It's funny you say that I am constantly >>amazed with that. The things that when you saw little problems that unlock all sorts of new use cases and many times that cheer you here is because customers have been trying to work around those problems, right? So multi select Drop Down is a great example where they had to do all sorts of gyrations in how they configure their work to support multiple selections. And so now we've made that much more elegant for them, and they're like, ecstatic because they no longer have to invest that time and >>I can't >>let you go. >>Wow, Is that all it took? I would sooner. It is a lot of times right, the simple things that have the huge, a huge improvement in kind of getting away from this repetitive work, which is under the theme we keep hearing over and over and over again. >>No, that's absolute. That's absolutely true. And it is really little things can have a big impact or Or or the analogy I sometimes will use is if you're creating a puzzle or if you have kids and you've ever built, you know, the X wing fighter set. If you're missing a few pieces, it's just not the same, right It just right. You can't kind of complete the work and so sometimes just completing that play for customers, giving them that that last piece they need to really go in power. Their workflow is is really cute. >>And I also think because we're living at a time where we have way demand so much from technology in our personal lives, and it delivers most for most. For the most part, our lives are pretty seamless and the way we can order things from anywhere. And so when we have, when we deal with these little aggravations at work, it's just that much more so. One of the things you said on the main stage is that customers are not shy about telling you what they want. So I want to hear from you how you solicit feedback and your process for making these changes for >>way actually, have >>we actually have a bunch of different mechanisms? We used to listen a customer, and I actually call it customer signal because it comes from a lot of different places. Way have kind of foundation. Aly we have a process actually called enhancement request. So many of our customers can go in our community and actually submit a form and say I really want you to build this Andi, That's very intentional, like there's no confusion, and usually they're very straightforward. But beyond that, we also we have the community in general. So we monitor that we get feedback on on kind of a freefall flowing forum where they give us feedback. We have user groups that this year will due north of 40 user groups around the world, where we bring collections of customers together, many time hosted at different customer locations, and customs will talk and share best practices and give us feedback on things that they'd like to see. I spend a ton of time out in the field with customers just visiting with them, talking about their use cases, helping themselves problems on and importantly, we have AH product advisory Council and a customer advisory board. And these air both specific groups of customer smaller groups that we've recruited and we actually use them tow, consult with us very closely to give us kind of overall direction. And then probably the most valuable feedback once we know where we want to go is once we start building, we have a private beta program, and then what we call an early adopter program. Both of those enroll customers in interacting with things were building before they're launched. And that gives us a chance to get real time feedback into what they like. What? They don't know what we need to improve. And sometimes the product will stay in in that private beta phase for longer than we expected, because the signal we get requires that we make changes. So we think that's really important to make sure we actually hit the mark. Because if you if you're on, if you're not satisfied, customer need or solving a problem, >>they're not gonna buy. What's the point? You're >>surely gonna get a lot of customers signal here at >>engaged over the next couple of Absolutely. And they're absolutely not shy. Every time I'm running some, it's like, Oh, we love this. And here's the 10 things I want that exactly. >>Thank you so much for coming on the Cubans. Pleasure having you >>my pleasure. Thanks for having me. And thanks for being here. It engaged. Thanks >>for having us. Great. >>I'm Rebecca Knight for Jeff. Rick, You are watching the cube. Stay tuned

(upbeat music) >> Live from Bellevue, Washington, it's The Cube! Covering Smartsheet ENGAGE 18. Brought to you by, Smartsheet. >> Welcome back to the Cube's continuing coverage of Smartsheet ENGAGED 2018, their second now annual event, our first one here. I'm Lisa Martin with Jeff Frick and Jeff and I are pleased to be joined right off the keynote stage, the SVP product Gene Farrell. Gene, welcome to the Cube! >> Well, thanks for having me. I'm thrilled to be here today. >> So, packed house, this event has doubled in size from your first one last year. It's about a couple thousand people here representing 1100 companies from 20 countries and you had a really cool interactive keynote this morning where you clearly showed very, I thought, organically how much Smartsheet is collaborating with your customers to drive the innovation of Smartsheet technology. Tell us a little about some of those enhancements and how you got the crowd to burst into applause at least three times. >> Well, I, thank you, I would tell you that Smartsheet, our whole product development process is driven by the customer. 95% of what we decided to build in our roadmap is grounded in customer feedback. And so, for us anytime we can engage with customers to learn not just what do they want, but what is the problem they're trying to solve. And that's really the art of great product management is going beyond just the suggestion to how are you going to use it? How does this help your business? Because, many times there's a better way to do it than what they come up with. And so, for us, coming to this ENGAGE conference, I think we announced over 20 new capabilities that are going to be available either now or in the next couple of months. And it was really easy to know we were going to get that applause because they pretty much told us what to build. So, we looked really smart but it's actually we're just listening. And so today we launched a number of great things like multi sign to, new automations, multi-step workflow, bunch of new connectors, a really cool dashboard widget for all sorts of web content. And we just can't wait to see how customers use it. >> It's pretty interesting when you're up there because we see this at a lot of little shows, when they're just getting started and, I'll still call you guys one of the little shows, where kind of the intimacy is so much tighter and really the knowledge sharing is very, very different than when you go to a big giant show that's got tens and tens of thousands of people. And you can feel that it was palatable, I thought that was pretty brave of Mark to walk out into the crowd and stick a microphone in somebody's face, the guy responded and he had an answer to the question of the way Smartsheet has helped him and I think he had two other people. But, what's really critical, we talked about automation a lot and processes a lot but it's the scale of the simple that becomes a big challenge and that's something that squarely right in your guys' roadmap. >> Well, it's definitely what we focus on and one of the things we have as a value as a company is being authentic. And for us, regardless of however big we get we know it's important to show up and be, you know, the best of who we are and engage with our customers in a real and authentic way and so, I think that really helps us have that connection and I hope when we're a billion dollar plus revenue company that we have that same feeling. And this conference hopefully will grow to tens of thousands but I think staying grounded in customers is just critically important. And I think how we differ from maybe some other folks in the technology space is we really focus on that every day user. How do we provide practical innovation that has the power they need without all the complexity that turns them off or scares them? And that's not, it's something that nobody else really focuses on and you hear a lot from technical companies about their powerful new innovation and these great breakthrough ideas but too many times it's engineers building for technically minded folks. And we've just chosen to go after a different group. >> I'm just curious how the people usually come into Smartsheet because, you know, the workflow space and, you know, there's just so many things out there that are all about the new way to work and you know, competing for my screen that I'm working on the majority of the time. So, I'm just curious where do people find you? How do they usually enter? 'Cause you got a pretty broad suite of applications and you integrate with a lot of different desktop tools so what's kind of that process do you see? >> I would say it's probably two primary ways. First is, we still have over a 100 thousand people every month that show up at our door and sign up for a free trial. Because they're looking for a better solution. They've been living hand to mouth with email and spreadsheets and they're just kind of overwhelmed by the velocity of work that's happening, the pace of change, and the old way isn't working for them anymore. And so, a big part of how people find Smartsheet is just they go out on the internet and say I'm looking for a better way to be more effective or I'm looking for a new way to manage a workflow or a project. The other way, and about 40% of our new customers that sign up for licenses come through our collaboration model. And it's actually kind of unique for us at Smartsheet. When you buy a Smartsheet license you are entitled to share your work with an unlimited number of collaborators both inside and outside your company. And those collaborators can view the work but also participate in the process. They can update sheets, they can provide input to the flow, and they actually get to engage and be part of that. And what we find is when people see the power of how other people manage and they participate they realize, hey, I want to use this for some of my work. >> So, it's not read-only? They can actually engage in my project that I've invited them to participate in? >> Absolutely, and the great they for you as the license owner is you never have to worry, hey, I want to share this with Sue. Does she have a license? Or do I have to go let her know ahead of time? You can share freely and not worry about people being able to participate. >> Well you have a big pipeline 'cause I was reading over the weekend that there's about 650,000 active individual users but about 3 million collaborators. >> Absolutely, yeah. >> Is that a differentiator for Smartsheet in terms of enabling that waterfall of demand generation? >> Well, we certainly think it's unique, right? There's lots of folks that kind of go down the free tier path. Where they say I'm going to give you all the capabilities in a free tier but I'm going to try and ratchet it down so you run into these pay walls at every turn where you then have to kind of license the organization wall to wall. And we just feel that doesn't really work for us. For us, we think it's important that anybody that's creating value in Smartsheet should have to pay for the value that they're using it to go create things with. But, the people that they enroll in that process, until they actually are creating their own stuff they should be able to participate for free. We think it really fits nicely with how modern work is evolving with a lot of teams and frankly a lot of teams across organizations. So, interesting fact is almost 40% of sharing in Smartsheet is with people that are outside of the company sharing. So, if you're sharing with all those folks in different companies and working across different organizations, trying to figure out who has what licenses and how to do things is just going to be a nightmare. So we want to make that just completely frictionless. >> So one of the things that is interesting about Smartsheet is that this is designed for the business user. You know, whether you're in sales, IT, finance, engineering, lot of different use cases you talked about kind of the breadth earlier, Jeff. Walk me through, if I'm at a large enterprise organization and I need to launch an omnichannel marketing campaign, but I use email, I use Slack, we got SalesForce, CRM. Maybe some of my, maybe I'm going to be collaborating with a different function that's using a competitive solution. How do you help me, I need to mange this campaign and I need to launch and I need to measure it. How do you help me connect my Slack, my teammates that aren't using it, that are on email. You're smiling big, walk us through that, what does that integration look like? >> Well, I think the first thing to remember is we really focus on the 60% of work that's unstructured and dynamic. So, this is the work that's constantly changing, and many times left to the business user to figure out how to get things done. And we recognize that in managing that unstructured work there are kind of different tools for different parts of the job, right? Just like if you go to any good mechanic's toolbox he's got more than just a hammer in there. And so for the business user they need messaging tools, like Slack or email to communicate. They create new content with document tools, whether it's G-Suite or O365. When they bridge the old world to the new world in the cloud they need file, sync, and share. People still have files, ironically, that sit on desktops and so they need to able to manage those in the cloud. None of those solutions is going to go away. You still need those for different things. Where we play is really helping people manage the what, when, and by whom. How do you actually execute the work? And today there's not a great platform to do that outside of Smartsheet. And so what we try do then is work seamlessly with all the tools that they're using today. So, to answer your question. If you're a Slack user, to get started with integrating Slack with Smartsheet it's as simple as from Slack, turning on the Smartsheet bot. That Smartsheet bot that enables you to receive signal directly from Smartsheet into Slack on update requests, notifications, approval requests that you can then action without ever leaving Slack. You can actually approve an invoice, you can update a Smartsheet directly from that Slack channel. It's the same type of integrations with file, sync, and share where you can attach documents from a Dropbox, or a Onedrive or a Box directly to a row or a sheet. And have a connection to the other work. >> So you're not driving the user back to do everything through the Smartsheet app, I can share things through Slack but I can also be right in Slack having a conversation with a teammate, >> Absolutely. >> And share everything through that directly. >> Absolutely. In fact, our integrations with our messaging platform, which is a core part of our strategy to kind of support how people work today in these modern platforms, really involves two types of integration. There's a channel integration. So, let's so you have a group of folks that are collaborating on some work, you've got a common sheet that you're using to actually manage the details of how you're going to get stuff done and then you have a Slack channel set up for them to engage, communicate, make decisions, collaborate. You can actually send signal directly from that sheet into the channel where everybody sees it in real time. >> What about mobile? >> Totally, works on mobile and on desktop. And then we actually have the bot, intelligent bot based integrations that are more personal. So, that's really your signal and the actions that you need to take. So, we're trying to really cover all bases and how teams want to engage with messaging. >> Just curious, as you've been rolling this out for a couple years, some of the crazier applications that you had no idea that people would use. This application for this type of use case, you can share us a funny, some great stories. >> There's certainly a broad array of use cases and there's a lot of times when you'll hear about a story and then you're like, well, yeah, I guess Smartsheet would be pretty good for that one. But, I would tell you, the ones that to me I get most excited about are the situations where the customer needs to do something really quickly because they're reacting to a signal or something that's happening in the market. And, so, one of the ones that I thought was really cool was actually last year's hurricanes, with Harvey and Irma. One of our large customers, Starbucks, actually used Smartsheet as a tool to connect with their teams and then manage the recovery. And, what they realized going in was they're team members are going to be on the ground in these areas that have been devastated by the hurricane. And they're not going to have internet connectivity, they're probably not going to have power, they got to reach them through mobile. And so they set up a really simple process where every morning they pushed a mobile form in Smartsheet to all of their crew members in those markets. And, the first thing they asked them was, are you okay, do you need help. And then once they knew that they were alright they then said, hey, are you available to work? Your store's going to be re-opening we want to know if you can work? And then with the managers they would poll on what's the state of the physical location and can we actually get open and start serving this community that's been devastated by this disaster? They literally came up with that idea and deployed in a couple of days. And they were getting, if you talk to their CEO, he would tell that he was getting reports every day on the status of who was available and how things were coming together. And then, the funny part of that is, they actually then were able to use that same Smartsheet mobile app to capture all the damage in store and my understanding was it was the first time they were actually able to get full recovery on insurance claims after an event like that. >> Oh, wow, alright. >> That's not really funny but a I really love that. >> Very impactful. >> But it's super important. But so we'll lighten it up a little bit before we let you go. In a prior life, your worked at Coca-Cola. >> I did. >> And you worked on the Freestyle. And for those who aren't familiar, Freestyle is the really cool vending machine when you go to McDonald's or Wendy's or whatever with all the push buttons. And what I find so interesting about Freestyle, it comes up at all the tech conferences. It was really a digital transformation of brown sugar water >> Absolutely. >> Into a phenomenal data stream that provided all types of transformational stories. I wonder if you can tell us a little bit about that story and add a little color 'cause I think it's just a fantastic example of digital transformation of something that probably most people didn't think was possible. >> Sure, oh no, I'd be happy to. It's one of my favorite stories to tell, actually. It was an amazing six year run for me and really what got me into wanting to be in product. I had spent the first half of my career at Coke really in Sales, Marketing and General Management. And, the Freestyle opportunity really came up because our engineering team at Coke had come up with an idea that was really designed to save money on the supply chain. They thought, let's take the water out of all these, the syrup that we ship all over the country and we can make a lot lighter and we'll save all this money. >> All kinds of benefits from not drying the water out. >> And our leadership looked at that and said, hey, we think there might be something more here. And so, the President of the Food Service division at the time invited me to come back to Atlanta and he showed me this prototype and he said, we're not really sure what this is going to be but we want to put a business leader on this to see if there's something here. He said, it can be three months or three years, you never know. So I uprooted my family from Seattle, moved back to Atlanta kind of a little bit on a whim. Like, we could've been over. And the funny thing is he said, there's lots of jobs in Atlanta. What he didn't say was there's lots of jobs at Coke in Atlanta. So, I'm not sure if he was trying to tell me something. But what was really fun about that was that Coke took a completely different approach. For a 125 year old company, completely different approach to innovation than what they traditionally would've done. Which would've been, hey, let's give it to the innovation group. Let's have senior meetings every three months to decide what to do next. >> Kick out new Coke and that didn't work out very well. >> Yeah, well, kick out new Coke. But what they did was they empowered a small team. I basically ran like a little startup. I reported to a board, I had no line reporting and we kept it totally confidential. We isolated the team away from the rest of the organization and we were allowed to just go run. And my board gave us everything we needed as far as resources and money. And we started with the consumer. And we said, hey, what is it that, if we could transform drinking soda away from home what would that look like? And what we found was people wanted a lot more variety than what they were getting at that time. Used to be six choices, right? Five of them brown, one of them caffeine-free, one of them diet, no caffeine-free diet, I mean it was just like we were missing the boat, right? If you went to a 7-11 there's 3,000 choices. You go to McDonald's, six. And so they wanted a lot more choice and they wanted to be able to pour the drink themselves. And so we thought that was a really powerful insight. What was interesting about that is they didn't trust the kid behind the counter to get it right. Which, I think is kind of ironic but at the end of the day, we invented the technology around this idea of providing almost unlimited choice and really rolling the consumer in the process of creation and it was amazing. When we delivered that to our end users we saw 50% increases in volume, remember this is a brand that's growing 2%, 3%. >> Super mature market. >> Yeah, super mature market, complete game changer. And it really unleashed this sense of creativity with consumers around what's possible, right, on the drink side. Now, on the business side, what was transformative for the company was that this was a completely wired experience. And it had had to be, frankly, to pull off delivering a 125 different choices in a restaurant. You got to arm that customer with lots of information about what do they need, how to configure, how to service. And so those machines were all connected. And they provided tons of great data on what consumption was happening inside the restaurant. But, also air logs on the equipment, how everything was performing and so it really led to a completely rethinking. How do you actually manage a network of connected devices? And it was kind of funny because we were really kind of pre-cloud. >> Pre-cloud, pre IoT. >> When we first started we had the machines called home every night using a wireless modem. We actually started, we did a contract with a IT service provider to provide servers to actually house the data. And we did this contract, oh these will hold you for three years. Within a month we were running out of server capacity because all of the data we were getting. And so it was really, it was super, super fun and we iterated that I spent six years on that and really it was one of the coolest experiences of my life. >> Probably one of the most relatable digital transformation stories and you guys are also doing that at Smartsheet. Gene, I wish we had more time. Thank you so much for stopping by the Cube and one of the things I like that you said in the beginning, and we'll leave it with this, is that Smartsheet is authentic. I think authenticity is contagious. So, thank you for your time. >> Well, thanks for having me, it's a pleasure. >> Thanks. >> And for Jeff Frick, I'm Lisa Martin. You're watching the Cube live from Smartsheet ENGAGE in Bellevue, Washington. Stick around, Jeff, and I'll be right back with our next guest. (upbeat music)

>> Live from Bellevue, Washington. It's theCUBE, covering Smartsheet Engage '18. Brought to you by Smartsheet. >> Hi, welcome to theCUBE. We are live at Smartsheet Engage 2018. Our first time here, I'm Lisa Martin with Jeff Frick. Jeff, it's great to be paired back up with you again. >> Yeah, it's been a little while, great to see you, Lisa. >> It has, you too. So this is the second annual Smartsheet Engage. There's about a couple thousand people here. Double last year and they shared. We just got in from the keynote and they shared some interesting things. First of all, they IPOed just about four or five months ago. I think April 2018. They have presence in 190 countries. They have 75,000 customers. They've got users in half the Fortune 500. 90% of the Fortune 100. And a lot of momentum. What are some of the things that you're excited to learn about Smartsheet today? >> You know, I think it's kind of an interesting story. There's so many components of a lot of different work applications and we go to so many shows. We hear about a new way to work from IBM. One of my favorite lines of the year was actually from Google Cloud where you want to empower people to actually be, as you wrote it down, make judgements instead of drudgery. And these guys are all about that, but it's a little bit confusing 'cause they integrate with a lot of the other type of applications that people interact with at work. The big mentions of the Microsoft Suite, of 365, of Slack and some of those other tools. So what Smartsheet's tryin' to do is really roll those all up under kind of a unified view, parts of project management, parts of task management, a lot of pieces to really add that top level management. So I think it's a little bit of an interesting message. It's a lot of bits and pieces. We're used to that with theCUBE. We have three brands, so I kind of get it. So I'm lookin' forward to learning more about really how they kind of parse that out. >> I am as well 'cause you mention a number of other solutions who they both compete with, Microsoft Teams, JIRA under Atlassian. They also partner with them. And I'm curios to see an example and we've got three customers of theirs on the show today, Jeff. I'm interested to see that in action. If I am at an enterprise, and I am running a marketing project and I want to use Smartsheets, but I also need Slack for messaging, email for communication. I've got maybe another team I'm collaborating with that's using a different workflow automation platform. How does it actually work together? One of the interesting things, when CEO Mark Mader who's our first guest today, was with you in the studio in Palo Alto just a couple months ago, he was talking about the genesis of Smartsheet. And I also saw him say this in a press release when their IPO occurred back in April and said a lot of people, critics, in the very beginning 12 years ago said, you guys are nuts to go base this new technology, this new SaaS platform off of a spreadsheet model. But something interesting that he said is that, that's a construct that 400-500 million people understand. So this is another interesting element to me is that this is technology that's not, you don't have to know how to code or even what an API is. This is for the business users, the lines of business, IT, marketing, engineering, the facilities management. So it's really, it's got a broad spectrum of use cases that I'm also interested in hearing about today. >> It's funny on the worksheet as kind of a construct because we hear that all the time. Especially at all of our big data shows, right? Worksheets in Excel is still used by a lot of people for a significant amount of work. So people are familiar with it and they know how it works. I think they'll have to change that a little bit as they grow a little bit beyond that. Still a lot of conversation about rows and it sounded very spreadsheet centric in the keynote. And I think that'll evolve, but I think what's the most important thing, what I'm excited about, I say this time and time again. We go to so many shows, right? Everyone is struggling to find innovation. To me the answer is, one of the answers is kind of simple. You get more people, more access to more data with more tools to manipulate that data. And then most importantly, the power to do something about it. This was all about empowerment, empowerment, empowerment. Letting people, give 'em the information and then let them actually do something with it. That is so significant and it's kind of interesting. They had a Stephen Covey quote up on their as well that's kind of a similar thing. Taking it to the next step which is that's how you keep people happy, that's how you keep people engaged. Again, less drudgery, more judgment. Let them feel like they can actually make a difference versus just pushin' buttons and movin' paper along. >> Yeah, another theme that we heard a lot on the keynote this morning, Jeff, is about collaboration. And it really seems to me to be this message of symbiotic collaboration. They, Gene Farrell, who's going to be on the show with Jeff and I just in a few minutes or so, talked about, hey, customers we've heard you. You want more, and he actually got the crowd to chant, we want more, it was great. But when he was starting to talk about some of the new enhancements to the features. And yes, you're right, they're still talking about some, I don't want to say antiquated row structures and things like that, there were a number of times where the audience today broke into applause. So, not only are they delivering this SaaS platform to facilitate collaboration between teams at small organizations to big enterprises, they are also collaborating with their customers to continually innovate and improve their product. And I thought, something that I've never seen and we see a lot of keynotes, is that their CEO, Mark Mader, actually went into the audience during his session this morning and asked customers to stand up and talk about how Smartsheet is empowering them. And there were at least three different customers that stood up-- >> Right. >> and quite articulately spoke about how mostly qualitatively, but how their businesses or their team or their productivity is being improved. So this bidirectional collaboration, I thought was very palpable this morning. >> Right, which again I think is one of the huge benefits of the SaaS business model that is way underreported, not by us, we talk about it all the time. Is that if you have a recurring revenue model with your customer it forces you to be engaged. It forces you to deliver value. It forces you to innovate on an ongoing basis. It's not a ship and dump and then release. We'll come back in a year for our 15% maintenance. It's a very different way to go. Other really interesting things, they talked about recent events, Hurricane Florence in North Carolina. Happened to be a customer there able to aggregate and pull together a lot of information into these dashboards and that's something we hear about all the time. We'll hear about it more in the PayPal example. It was referenced in the keynote which is when you have to pull that data together for your weekly executive briefing, this promise of all these dashboards has always been there. Smartsheets is a little bit different because they want to be the primary way, but they want to integrate with all these other applications and other SaaS applications as well, so that you can create that user specific dashboard for the objective and you don't have to reassemble all that data every week for your weekly to roll up to the C-Suite. >> Yeah, and one of the things, speaking of customers, they had over 50 customers speaking at the event this week which is a lot. I was very impressed by that. >> Yeah, out of 2,000 registrants that's a big percentage. >> That is a big number. I think also some of the stats that Mark Mader showed were 1,100 companies are represented here from 20 countries. In fact, I also saw online that nearly a third of their revenue comes from outside the US and they actually don't have much presence outside the US at all. Outside of Converse.AI that they acquired based in Edinburgh, back in I think January of this year. But in terms of customers, the voice of the customer and that customer collaboration, we're also going to be talking to a gentleman who runs their customer success and partner success program. As you mentioned, the SaaS model being different, this isn't just check in every year and dial up the increase in subscription costs. So I'm curious what their new playbook is for customer success that they are developing and implementing or executing, that going to be their word, right? >> Right, right. >> Execution. Based on this new model and how customers want to be engaging with vendors. Ultimately they want things as simple as possible, so I'm curious to hear about how that customer success playbook here might be a differentiator against Atlassian, JIRA, Microsoft Team, and some of the other competitors. And also, how does it facilitate this breadth of collaboration? How does it enable them to collaborate with sales force and Amazon and Microsoft and Slack, for example? A lot of interesting points here and I'm hoping today what we're able to do is help put that together and sort of integrate this message. >> Should be a good day, looking forward to it. >> I think so. >> Our first time here. >> It is our first time. So stick around, Jeff and I are going to be live all day. We are again in Bellevue, Washington at the second annual Smartsheet Engage 2018. I'm Lisa Martin with Jeff Frick. Stick around, we're going to be right back with the CEO in just a minute. (high tech music)