Question-and-Answer Session
Operator
Thank you, Mr. Goldwasser. (Operator Instructions). And we will take our first question from Tom Ernst with Deutsche Bank.
Tom Ernst - Deutsche Bank
Good afternoon, gentlemen. Thanks for taking my question.
Yuchun Lee
Hi, Tom.
Tom Ernst - Deutsche Bank
Yuchun, beginning perhaps with the top line, it's nice to hear a company that has an increased outlook in the top line. I'm curious, you mentioned a growing pipeline, within your revenue forecast -- you were mentioning a growing pipeline, but you also mentioned that other or you know that it's an environment where people are looking at the product more closely. Did you see that materialize into slower close rates or kind of extra hoops for Unica as well? Or are you just seeing that for other vendors?
Yuchun Lee
Well, I think in general, in slower or more cautious buying environments, companies tend to dig a bit deeper in their assessment of technology. They tend to want to do some proof of concepts on the technology before they make investments. And so, I believe that this is not unlike any other times when the economic cycle is at this similar point, where you are going to see a bit elongated evaluation process. And as I mentioned, I think in these periods, we actually fare pretty well competitively, because we believe we have the best technology in the market and we have the broadest suite of solutions as well.
And in these head-to-head competes where we are doing proof of concept, we tend to win quite a bit more. So, I think this is a more general trend, more limited in North America than anywhere else, but in general, we think those kind of environment does elongate the sales cycle. But at the end, we factor them into the account when we look at the forecast in the pipeline, and as well as our win rate that we are seeing in front of us.
Tom Ernst - Deutsche Bank
Okay, good to hear this forecast in your pipeline, or in terms of your plan. Did you actually see that materialize in some of the deals that you closed here in this quarter, or it did go through more hoops than you would have expected?
Yuchun Lee
Yes. I think in general in North America, there's no question that buying behaviors are more cautious. And those have been again, factored into how our outlook has been and even last quarter's earnings call, we said that we had taken a more cautious stance. But again at the end of the day, that's one trend that's putting pressure on the buying behavior, but there are two other trends on the other end. One is the market is still growing overall. There's still need for this kind of solution, even in tough times. The other is, we are executing a heck of a lot better, and we are seeing a strong increase in pipeline that we develop with deals that are lined up, even in this more cautious environment.
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