GTY Technology Holdings Inc. (NASDAQ:GTYH) Q3 2019 Earnings Conference Call - Final Transcript
Nov 07, 2019 • 08:30 am ET
And your first question comes from Scott Berg with Needham & Company.
This is Josh [Phonetic] on for Scott. I know you mentioned 2020 there at the end, but I was wondering how should we think about revenue growth opportunities next year and your ability to have the sales force ramped in time to drive this growth?
Yeah. So I'll start off and then I'll let let John comment. We're continuing, Josh, to invest in the expansion of the sales force. And I think the way you should think about this is the addition of resources now will have an impact, probably through -- starting in Q2 and then accelerating through the rest of next year.
I think it has taken a while for some of the sales professionals that we've hired in to begin to build pipeline. I'm really excited about the volume that we have right now. I commented a little bit on the services alliances as well, and I think the jump-start that we have with the new sales reps, is that we not only have a nice inventory of existing clients that we can begin to call up, but we also are beginning to see a pipeline from our services and alliance partners that these new sales rep can attack pretty quickly.
So, I expect the productivity to accelerate, to answer your question. John, you want to comment a little bit on the guidance?
Yeah, sure. So it's what I would say is that the incremental resources that we have, if you look at our current growth trajectory, obviously, adding in another 40 resources is going to increase our capacity for growth. So directionally, that is going to help us accelerate our bookings volume next year. That's on top of roughly 80 to 90 resources that we had coming into Q3.
Okay, great. And moving -- oh, sorry.
Go ahead, Josh. No, go ahead.
So I was just going to move on to another question. So what's the initial reception from customers regarding your ability to offer multiple product lines? Since your products have different contract and pricing terms within the individual business units, how are you planning to manage customers that want to buy multiple products and possibly get a bundled discount?
Yeah, I'd love to be able to have that issue to deal with. Right now, we're in the kind of the early stages of introducing -- as I said in my comments, introducing our clients to the GTY product suite. And as I mentioned, the early returns, at least from the discussions we've had with our clients, are really positive. I think what it's going to take is some work that we have underway to build up our GTY brand and establish GTY as a product suite company, and then publicize that into the marketplace. Once we have that I think introductions to our existing clients will accelerate. And -- and then we can cross that bridge of bundled