“We still expect, Fatima, about 30% of our net new ARR to come from new logos and about 70% from expansions, give or take a point or two.”

In context

“Jim Benson (CFO): Thank you for the question. Yes, we are very pleased with our new logo traction. I think we've mentioned before that new logo units are going to vary a bit from quarter to quarter, just the nature of kind of our pipeline. But we were pleased, we had roughly 162, I think, new logos in the quarter. You're right, up 5%. And I'd say more notably is we really are focusing, and I said this on multiple calls, we're really focusing on the quality of the new logo lands. We have found that if you land north of $100,000 on average, those customers expand at a much more rapid clip. So, it isn't just the number of new logos, even though we're pleased with the number. It's also, we want to make sure we're landing them at the right size. It's just - that's equally important. And so, I'd say there are certainly plays. The plays that I outlined before that the sales team is running is they're very similar that in many cases you could be landing with an application owner, and you do a POC and they have a need for a particular workload being monitored. And in other cases, it's a customer that we mentioned last quarter, a very large global airline that we won a new logo for that was not a Dynatrace customer. And literally, we landed a tool consolidation deal. We weren't even one of the vendors. And so, it does vary, which is why I talk a little bit about, while I'm happy with the number of units, I'm actually more focused on the quality of the units and it's part of the sales plays. We still expect, Fatima, about 30% of our net new ARR to come from new logos and about 70% from expansions, give or take a point or two. So, I think what we want is we want a motion that continues to attract new customers. We have over 4,000 customers today. However, we've targeted the top 15,000 global companies. So, we have a lot of runway to go as well. So, it's a motion that we're going to continue to refine. I think some of the partner work that we're doing, once we see that manifest itself with additional traction, you're going to be able to have partners drive more logos, new logos for us as well.”