Sep 3, 2026 earnings call — Agentic Work Management and AI product rollout
Asana will seed Agentic Work Management in mid-September; AI Studio and AI Teammates drove about 25% of net new ARR.
Revenue $0.2B (est $0.2B) · EPS $0.10 (est $0.09) · Next-quarter revenue outlook $0.2B
Key quotes
"Well, beginning mid-September, all our new logos, self-service customers, and sales-led renewals will be moving to AWM."
"Customers adopting AI Studio and AI Teammates are engaging more deeply, retaining better, and expanding faster than the broader customer base."
"Core customers NRR improved to 98% and our largest customers, those spending over $100,000 or more improved to 98% from 96%."
Analyst Q&A 8
How AI teammates appear to help users
Q (Patrick Walravens · Citizens): Analyst asked how the product will surface the right teammate for a user and wanted a simple example of a teammate surfacing.
A: Management said the AI chief of staff (Dash) will suggest teammates as you interact. The product will also use input nudges and prebuilt teammates based on work graph history and admins can run a work graph analyzer.
"So innovation number one is our AI chief of staff, Dash, as you ask it questions and interact with it, it will suggest the right teammates to help you complete your execution of that task." — Daniel Rogers (CEO)
Factors behind revenue guidance changes
Q (Steven Enders · Citi): Analyst asked what factors were included in guidance, especially PLG headwinds and packaging impacts, and how those evolve beyond Q4.
A: Management said they see strong upmarket trends and AI adoption, but PLG top-of-funnel has more non-converting traffic so they will target ICP more. They noted a packaging timing hit of $1.2 million in the second half and said the PLG headwind peaks in Q3/Q4 then normalizes.
"RPO accelerated from 7% year-over-year growth last quarter to 12% this quarter and cRPO from 8% to 11% this quarter." — Aziz Megji (CFO)
Right to win with new products
Q (William Fitzsimmons · Piper Sandler): Analyst asked why Asana can win in new product areas and what go-to-market steps are needed; also whether adoption could be upside in the back half.
A: Management said Asana is a platform with a work graph that gives context, reduces handoffs, and makes agents auditable. For Asana Service Management, requests can be resolved by AI or routed with full project context, and solutions become part of the work graph to help future requests.
"So Asana Service Management on Asana looks like a request might come in through a single portal or it might come in through Slack." — Daniel Rogers (CEO)
Cost and margin impact of selecting AI models
Q (Elizabeth Elliott · Morgan Stanley): Analyst asked whether Asana selecting and managing models improves efficiency and whether savings will flow to margin or be reinvested.
A: Management said they have improved model-to-task matching to optimize quality and cost, which should lead to a better gross margin profile over time. They acknowledged they took gross margin burden initially but expect improvement as they optimize routing and delivery.
"we're doing pretty good categorization now of passing that out into the right model, to both solve for quality and cost optimization." — Daniel Rogers (CEO)
Why embed AI in product packaging
Q (Jackson Ader · KeyBanc): Analyst asked what frictions Asana hopes to remove by embedding AI in everyone's package—price, discovery, or vendor noise?
A: Management said they want to embed AI into core team workflows so AI is part of handoffs and coordination, not separate chat tools. Making agents discoverable and multiplayer lets teams improve agents together and compounds benefits through the work graph.
"So what are we trying to solve? It's really that. It's how do we embed AI more deeply into the workflows that actually matter to our customers." — Daniel Rogers (CEO)
Outcome-based pricing unit and forecasting
Q (Robert Oliver · Baird): Analyst asked how outcome-based pricing will work with AWM and how that affects forecasting.
A: Management said they will use a hybrid model anchored on a unit called requests, combining predictable subscription-like pricing with a value-tied requests component. They noted forecasting will improve over time and they built in prudence raising the AI product target from 15% to 20%.
"We've decided that the unit that we're going to anchor on is requests." — Daniel Rogers (CEO)
PLG top-of-funnel trends and FY'28 outlook
Q (Taylor McGinnis · UBS): Analyst asked if top-of-funnel demand trends worsened in Q2/Q3 and whether the 150 basis point impact repeats in FY '28.
A: Management said the PLG headwind worsened slightly (~50 basis points) but not materially and they do not expect further deterioration in Q3/Q4 versus Q2. They said work to focus on ICP and new products should improve LTV and they do not expect the same headwind to persist into FY '28.
"We don't expect this headwind to persist in the same level in FY '28." — Aziz Megji (CFO)
Serving small and large customers with new products
Q (Joshua Trautman · RBC): Analyst asked how Asana balances broad out-of-the-box appeal and specialization for verticals when improving the sub-$5,000 customer base.
A: Management said all five new products serve all segments; value depends on how deeply users adopt and which prebuilt agents they choose from the 30. Smaller and larger customers can both benefit, and digital discovery lets both find and trial the products.
"Which ones you pick from that menu of 30 will depend, of course, how thorough you've built out those departments because these are essentially like packaged up agents that are prebuilt for your department." — Daniel Rogers (CEO)