Matt Vendley

Matt Vendley asked about the current state of BlackLine's go-to-market reengineering efforts, including the rigor in the sales organization and the progress in bringing in the right talent. He also inquired about the company's readiness for executing its playbook in 2026 and the current level of execution.

Answer

CEO Owen Ryan noted significant improvements in underlying technology and processes over the past year, highlighting that almost 60% of BlackLiners are new, reflecting a substantial transformation in personnel. He expressed confidence in the global leadership team and the upgrades made across quota-carrying reps, BDRs, and customer success. While acknowledging that the process of upgrading is continuous, he emphasized the focus on enabling the organization to keep pace with the high level of innovation from the product and tech teams.