Just reading over the c.c. this morning. I had not seen anyone post this or discuss this as of yet on board. Bolding is my emphasis.
Andrew – Cowen & Company – Analyst
Great. Thanks. It’s Andrew [Phonetic] on for Derrick. Hope you’re all well. Maybe just wanted to touch on the larger expansion deals and maybe how have reps adjusted to selling virtually? How do closure rates look? And yeah, any playbooks or anything looking forward in this expansion motion in particular?
Dean Stoecker – Chairman and Chief Executive Officer
Well our playbooks are well established. I think they work regardless of whether it’s in office or work from home environment. When we put into place our own shelter-in-place plans, largely driven by local jurisdictions’ requirements we’ve got people up and running right away be it with collaboration software, access to our enterprise business systems portal. We’re largely a cloud-based organization. There are some things that are on-prem but accessible through VPN. So that part, I think, was to our advantage.
I think the more challenging part, particularly in the last two weeks of the quarter, was it was work from home dealing with work from home. We illustrated the large European financial institution to illustrate the complexity of deal management. If you have all the signers in a single office or even in offices that are remote, it’s a little bit differently than getting signers all working from home in 16 different locations.
So I don’t think our – our expand motions are fairly frictionless as well. Much of our driving expansion in accounts is actually driven by customers getting excited over the benefits that they’re seeing in the platform. Yes, we do go on site. We’ve actually turned to not just our virtual solution center, but we’ve seen in the last 30 days a record attendance and registration on our Community. We’ve long talked about the impact of Community on expansion. I think we’ve said on a number of occasions that customers who have registered for Community expand three times more than people who are customers of ours who are not involved in Community. And so we saw a record number of unique registrations for Community in the last 30 days. And so – and that Community is accessible in the UI of the platform. So again it supports a work from home environment pretty nicely.
We also have pivoted many of our user groups around the world. Our Community is made up of both online and offline community. The offline component we talked with you about pushing our users’ conferences this year to next year. But our user groups around the world have also gone virtual. So if you care to see them you can join them, go to Community and you’ll see them, you’ll see them all over Twitter and LinkedIn. So we have made it pretty easy for customers to get the expertise they need, the support that they need to drive greater expansion.
The only challenge there, of course, is organizations who are trying to figure it out what end is up themselves and that may pause things for a short bit.
I really like the sounds of this. Sounds to me like AYX had a small speed bump with Covid and it most likely leads to acceleration in the future based on historic business meterics like their Community registration.