“We will have a full capacity to achieve our objectives at the Q4 mark.”

In context

“Bill McDermott (CEO): Brad, it's a great question, and I'll give you a little feel for how confident I am in the field organization. Now first of all, Kevin Haverty, who ran the field organization for over a decade as you know, is still on the executive management team and putting special focus on public sector. Paul Smith, who is an industry veteran is running global sales, and he has a very experienced team and a tenured team in Europe, in Asia Pacific, and Japan, and of course in the Americas, with our most tenured sales executive, who hits every quarter. So, we have a really, really excellent team on the field. We also have a very diligent attention to detail as we run the business on the ServiceNow platform. That's why we can run so efficiently. I actually have something we call the CEO digital dashboard, and I have a complete purview on the pipelines across the world. If you look at them year-over-year, our coverage is better now than it was last year geographically and by industry and by persona. I'm very comfortable with where we're at. And of course, I'm very comfortable with our ability to execute. Furthermore, I just want to give you some transparency on the coverage model. We're doubling down on hiring, as I mentioned. We will have a full capacity to achieve our objectives at the Q4 mark. So, please know that we're covered, and that actually intensifies along the lines of each month and this year to actually expand furthermore in our indirect or our digital sales effort. We're doing some very unique things there to not only cover existing but also to get net new logos. I mentioned the Microsoft Azure arrangement where we can actually take advantage of customers that are moving to the cloud and taking advantage of a hyperscaler that's doing very well in the enterprise that's also teaming their sales force up with our sales force to cover net new revenue growth opportunity. This can happen at the IL-5 level. It could happen at the sovereign government level and it can also just happen in net new logos, where our strong market-leading ITSM solution can get many new customers to ServiceNow. It's good for Microsoft. It's good for ServiceNow. I think it's also a tailwind that isn't really factored into our numbers.”