TIBCO Software Earnings Call Insights: Customer Behavior and Macro Environment

TIBCO Software, Inc. (NASDAQ:TIBX) recently reported its third quarter earnings and discussed the following topics in its earnings conference call.

Customer Behavior

Brent Thill – UBS: Vivek, I was curious if you could spend a little more time about the general demand environment. You had mentioned that, you felt like business starting to stabilize, you’re starting to see some new trends. Can you just expand upon that? And how you’re seeing customer behavior changing?

Vivek Ranadive – Chairman and CEO: So what we’re seeing is the strongest demand that we’ve seen, so that’s point number one. Point number two, we’re seeing that customers are absolutely willing to spend – to do big deals. And they just need to see that it’s a priority for them and it’s something that creates significant value, moves the needle. In some ways it’s easier to do a bigger deal that moves the needle than to do smaller deal that has an incremental impact, so that’s point number two. And point number three is that we just had 100% track record, this quarter as in we never lost a deal. And so we see that there is clear clear differentiation of us versus other people and we see very strong pricing power. People are all trying to figure out how to grow the top line and everybody is thinking of themselves as a retailer. And everybody is trying to figure out how to capture customers, how to get more wallet share. How to create real-time offers, loyalty and of course, things like integration are absolutely core of that. So we’re very – we feel very good about where we see demand going.

Brent Thill – UBS: Just a quick follow-up on the sale capacity. You exited last year to 25% year-over-year growth. Murray, you had mentioned it that the quota reps had fallen back a little bit sequentially, but just from the productivity standpoint, can you give us a sense as to how those additions you made last year coming up to speed now?

Murray Rode – COO: Yeah. So, we are, as I said, very focused on making sure those additions are coming up to speed or making adjustments where we need to, to make sure we get what we should out of all that capacity. So, we feel at this point going into Q4, pretty good about the sales headcount we have and as I said, we would like to add to that headcount exiting the year to set up 2014.

Macro Environment

Albert Chi – JPMorgan: This is Albert Chi on for John Difucci. Thanks for taking my questions and great job on the quarter. I just want to ask about the macro environment. You talked about the strength in Americas, but it also looks like Europe had a bigger bounce back. Could you just talk a little bit about how much do you think that was execution on your part versus improvements in the macro environment, especially as other companies report a weakness in EMEA particularly and I guess, secondly, what sort of pipeline are you seeing in those areas?

Vivek Ranadive – Chairman and CEO: Yeah. So, we feel without question that the macro environment has improved in the Americas, is improving in Europe and we never blame the macro environment in the past. We’ve always said, look, we are a small Company and we don’t make excuses. So, we are very focused on our execution. We are pleased with the progress we’ve made with execution in the Americas. We said it would take three to six months to make it stick, and the changes we were making, I think we are at the tail end of that. In Europe, we have strong leadership, but there are some adjustments we need to make. So, the execution there can improve.

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