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    Alexander Sklar • Raymond James Financial

    Alexander Sklar's questions to PowerFleet Inc (AIOT) leadership

    Alexander Sklar's questions to PowerFleet Inc (AIOT) leadership • Q4 2025

    Question

    Alexander Sklar of Raymond James inquired about the significance of the growing cohort of $100k+ ARR deals and the makeup of that pipeline. He also asked about the sales enablement process for the TELUS channel and whether the 40% incremental margin on organic growth is a good long-term anchor for the business.

    Answer

    CEO Steve Towe highlighted that securing $100k+ ARR wins across nine different verticals is a major, positive shift from a year ago. EVP of Sales Craig Fisk confirmed that all TELUS sales reps now have an IoT quota and can sell the full PowerFleet platform. CFO David Wilson affirmed that the ~40% incremental margin is the right way to think about the business's long-term potential, driven by gross margin expansion and operating leverage.

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    Alexander Sklar's questions to PowerFleet Inc (AIOT) leadership • Q1 2026

    Question

    Alexander Sklar from Raymond James asked if the growth in AI video bookings was broad-based across all partners and requested a timeline update for new North American and European partners. He also inquired about the linearity of synergy savings and the impact of the changing sales mix on working capital.

    Answer

    CEO Steve Towe confirmed that the market's pivot to a 'video-first' strategy is resonating across all channel partners. He stated the new North American and European partners are on track for a late Q4 launch. CFO David Wilson explained that G&A savings will continue to flow through, providing 'oxygen' for reinvestment. He also reaffirmed the previous liquidity forecast, expecting no change to the working capital outlook, with a $20 million net debt increase in H1 followed by a $30 million improvement in H2.

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    Alexander Sklar's questions to Intapp Inc (INTA) leadership

    Alexander Sklar's questions to Intapp Inc (INTA) leadership • Q4 2025

    Question

    Alexander Sklar from Raymond James Financial, Inc. asked for a breakdown of the drivers behind the fourth-quarter bookings improvement, seeking to understand the contribution from macro improvements versus productivity gains from the new strategic account team.

    Answer

    CEO John Hall attributed the strong bookings to a combination of factors. He noted a healthy macro demand environment, with a significant pull from the company's AI solutions. He also highlighted that the company's measured evolution of its go-to-market strategy, specifically the creation of the enterprise sales group, 'absolutely contributed' to the strong results and funnel growth.

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    Alexander Sklar's questions to Intapp Inc (INTA) leadership • Q2 2025

    Question

    Alexander Sklar inquired about the drivers of the strong cloud NRR, the size of the DealCloud cross-sell opportunity in the legal base, and whether sales productivity has returned to pre-reorganization levels.

    Answer

    CFO David Morton noted no material change in the drivers of NRR, with churn remaining low. CEO John Hall emphasized that the cross-sell opportunity for DealCloud in legal and professional services is 'huge,' as it is a purpose-built platform for their unique business model. Regarding productivity, Hall stated that the go-to-market transformation is complete and has paid off, with productivity being good and having potential for further improvement as the company expands within large accounts.

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    Alexander Sklar's questions to Intapp Inc (INTA) leadership • Q1 2025

    Question

    Alexander Sklar requested more details on the recent sales team reorganization and its impact, and also asked about the drivers for cloud net revenue retention (NRR) and the total NRR figure for the quarter.

    Answer

    CEO John Hall explained that a significant portion of the sales team was moved into a new/existing accounts model at the start of FY25 to better target large accounts and drive cross-selling. CFO David Morton attributed strong cloud NRR to successful expansion motions and disclosed that total NRR was approximately 114%, while emphasizing the company's primary focus is on cloud-specific metrics.

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    Alexander Sklar's questions to Duolingo Inc (DUOL) leadership

    Alexander Sklar's questions to Duolingo Inc (DUOL) leadership • Q2 2025

    Question

    Alexander Sklar from Raymond James Financial asked for an update on paid subscriber conversion, specifically the mix between Super and Max tiers, and the key changes driving recent performance. He also followed up on the status and learnings from tests of direct payment systems that bypass app stores.

    Answer

    CEO Luis von Ahn explained that Max subscribers grew to 8% of the total, but this was slower than anticipated because the core Super subscription grew even more strongly. He noted that the main Max feature, 'video call,' is challenging for beginners, and the company is working to make it more accessible, such as by introducing bilingual conversations. Regarding direct payments, von Ahn confirmed that tests on iOS in the US show a minimal loss in bookings but a significant increase in profit by avoiding Apple's 30% fee. A full rollout is likely, though the financial impact this year will be muted by revenue amortization.

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    Alexander Sklar's questions to Duolingo Inc (DUOL) leadership • Q2 2025

    Question

    Alexander Sklar of Raymond James Financial asked for an update on paid subscriber conversion, the current standing of the Duolingo Max tier, and the progress of tests involving direct web-based payments to bypass app store fees.

    Answer

    CEO Luis von Ahn reported that Max subscribers grew to 8% of the total, a slightly slower pace than expected because Super subscription growth was stronger than anticipated. He attributed this to the 'video call' feature in Max being too difficult for beginners. On direct payments, von Ahn confirmed tests on iOS in the U.S. show a significant increase in profitability despite a minimal loss in bookings due to friction, though the financial impact this year will be limited by revenue amortization rules.

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    Alexander Sklar's questions to Duolingo Inc (DUOL) leadership • Q1 2025

    Question

    Alexander Sklar of Raymond James Financial, Inc. asked about learnings from pricing and packaging tests and any differences in the adoption of annual or family plans between the Super and Max tiers.

    Answer

    CEO Luis von Ahn shared that continuous testing led to a recent price increase for Super Duolingo for new users. While no features have been moved between tiers yet, they may test moving cheaper Max features like 'Explain My Answer' to other plans. CFO Matt Skaruppa added that the plan mix for Max currently differs from Super and is expected to evolve over time.

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    Alexander Sklar's questions to Duolingo Inc (DUOL) leadership • Q4 2024

    Question

    Alexander Sklar asked about the early retention of Duolingo Max subscribers relative to Super subscribers and the company's medium-term outlook for Max retention.

    Answer

    CFO Matt Skaruppa stated that while it is still early, initial data on Max retention looks good. He confirmed that Max is definitively the company's highest LTV (lifetime value) tier, and the expectation is that retention will improve over time as the product features are enhanced and refined.

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    Alexander Sklar's questions to Duolingo Inc (DUOL) leadership • Q3 2024

    Question

    Alexander Sklar inquired about early usage data for the Video Call with Lily feature and asked about any changes to the company's promotional strategy for the upcoming holiday season given the wider Max rollout.

    Answer

    CEO Luis von Ahn Arellano reported that Video Call usage is strong, particularly among English learners and advanced users, and engagement increases as the feature becomes more realistic. CFO Matt Skaruppa stated that the holiday promotion strategy remains consistent with prior years, involving experiments in December, with the potential impact already factored into the Q4 guidance.

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    Alexander Sklar's questions to EverCommerce Inc (EVCM) leadership

    Alexander Sklar's questions to EverCommerce Inc (EVCM) leadership • Q2 2025

    Question

    John, on for Alexander Sklar of Raymond James, asked about the growth cadence for customers utilizing more than one solution following strong acceleration in Q1 and Q2. He also inquired about the spread between this metric's growth and the growth in Total Payment Volume (TPV).

    Answer

    President Matt Feierstein stated they were pleased with the progress but would not guide on the metric's growth, emphasizing investments in product and go-to-market to drive utilization. He explained the TPV growth lag as a natural part of the customer funnel (attach, then utilization, then expansion) and noted that TPV at top solutions is growing much faster (12-13% YoY) than the legacy portfolio.

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    Alexander Sklar's questions to EverCommerce Inc (EVCM) leadership • Q4 2024

    Question

    Alexander Sklar asked about the drivers and linearity behind the acceleration in pro forma customer growth to over 7% in 2024 from 3% in 2023. He also inquired about the company's strategy for enabling horizontal solutions post-divestiture of the marketing technology business.

    Answer

    President Matt Feierstein attributed the customer growth to consistent execution on new customer acquisition, driven by digital efforts and partnership investments, combined with stable retention. CEO Eric Remer emphasized the scale of the 740,000 customer base as a key opportunity. Regarding strategy, Remer stated the company will be laser-focused on its core SaaS products and embedded payments, where it sees the most value, and will leverage third-party partnerships for other customer needs like marketing.

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    Alexander Sklar's questions to EverCommerce Inc (EVCM) leadership • Q3 2024

    Question

    Alexander Sklar asked about top-of-funnel new customer growth trends in Q3 and how organizational changes might allow for more tactical, solution-specific marketing. He also requested an update on spend optimization initiatives.

    Answer

    President Matt Feierstein reported consistency in Q3 customer acquisition and stated that the vertical alignment gets functional groups closer to the customer, driving better go-to-market conversion. CFO Ryan Siurek noted that optimization efforts are progressing across real estate and vendor consolidation, but specific savings targets are not yet disclosed. CEO Eric Remer added that some margin improvements this year reflect these efforts.

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    Alexander Sklar's questions to Vertex Inc (VERX) leadership

    Alexander Sklar's questions to Vertex Inc (VERX) leadership • Q2 2025

    Question

    Alexander Sklar from Raymond James Financial asked about historical demand trends during periods of tightened state budgets and inquired about the role of the partner channel in the e-invoicing opportunity.

    Answer

    President and CEO David DeStefano explained that historically, government budget pressures lead to increased tax rule complexity, which drives demand for Vertex's solutions. He also confirmed that the company is leveraging its existing, mature partner channel (including the Big Four) for its e-invoicing go-to-market strategy, and these partners are already active in most transactions.

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    Alexander Sklar's questions to Vertex Inc (VERX) leadership • Q4 2024

    Question

    Alexander Sklar asked about a competitive takeaway where a competitor forced a cloud migration, the sustainability of the 20% SAP pipeline growth, and the new logo outlook for 2025.

    Answer

    CEO David DeStefano clarified the competitive win was an on-premise replacement, a strategy that builds loyalty for an eventual cloud migration with Vertex. He expressed confidence that the strong SAP pipeline growth is sustainable due to expanding relationships and the 2027 deadline. The company's goal is to increase the new revenue mix from new logos from ~25% toward 35%.

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    Alexander Sklar's questions to Vertex Inc (VERX) leadership • Q3 2024

    Question

    Alexander Sklar asked about the e-invoicing opportunity, seeking to understand the percentage of customers impacted and the mix of greenfield versus replacement deals. He also questioned the financial bridge between ecosio's ARR and its projected 12-month revenue.

    Answer

    CEO David DeStefano stated that most multinational customers will be impacted by e-invoicing mandates, with new regulations creating greenfield opportunities. He added that customers now seek a global provider, allowing Vertex to displace local solutions. CFO John Schwab clarified that ecosio has a services component for implementation, which accounts for the difference between its ARR and total revenue.

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    Alexander Sklar's questions to BlackLine Inc (BL) leadership

    Alexander Sklar's questions to BlackLine Inc (BL) leadership • Q2 2025

    Question

    Alexander Sklar of Raymond James Financial inquired about the factors driving faster close rates on large deals and asked for an update on the momentum of the SAP partnership, including the newer opt-out relationships.

    Answer

    Co-CEO Owen Ryan credited the new Chief Commercial Officer for bringing discipline and noted that reducing implementation times by over 30% has been a key factor in winning deals. Regarding SAP, he described it as a long-term strategic effort with building pipeline momentum, expecting it to contribute more significantly to bookings and revenue in Q4 and beyond. CFO Patrick Villanova added that a few large deals will be a tailwind to RPO and billings in future quarters.

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    Alexander Sklar's questions to BlackLine Inc (BL) leadership • Q1 2025

    Question

    Alexander Sklar asked for clarification on the impact of growing multi-year renewal bookings, specifically whether the longer duration affects billings or is confined to RPO.

    Answer

    CFO Patrick Villanova provided a direct answer, stating the impact is only on RPO. He explained that while customers are signing longer-term deals for cost certainty, the invoicing cadence remains unchanged, so it does not distort the calculated billings metric. Co-CEO Owen Ryan added that partners are seeing a surge in opportunities, reinforcing this trend.

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    Alexander Sklar's questions to BlackLine Inc (BL) leadership • Q4 2024

    Question

    Alexander Sklar of Raymond James asked about the hiring process for the new Chief Commercial Officer, Stuart Van Houten, and inquired about go-to-market changes, particularly regarding sales compensation tied to SAP SolEx.

    Answer

    Co-CEO Owen Ryan described a year-long, selective search for the role and highlighted Stuart's valuable SAP experience. He clarified that a dedicated 'SAP SolEx catalyst group' was formed with specific compensation, while the broader sales alignment focuses on driving cloud-based revenue and getting key products like Studio360 premium qualified within the SAP ecosystem.

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    Alexander Sklar's questions to BlackLine Inc (BL) leadership • Q3 2024

    Question

    Alexander Sklar asked for details on the new medium-term growth framework, specifically how BlackLine plans to bridge from its current growth rate to the targeted 13-16% range, and inquired about early learnings from recent pricing and packaging studies.

    Answer

    CFO Mark Partin deferred a detailed breakdown of the growth framework to the upcoming Investor Day but noted key drivers include the partner ecosystem, enhanced messaging for digital transformation, and platform innovation. On pricing, Partin clarified that significant changes are a "2025 event" and the company is focused on simplifying its pricing and bundling solutions based on customer and partner feedback.

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    Alexander Sklar's questions to Workiva Inc (WK) leadership

    Alexander Sklar's questions to Workiva Inc (WK) leadership • Q2 2025

    Question

    Alexander Sklar inquired about the 2025 revenue outlook, specifically asking about contributions from a potential capital markets recovery and the impact of foreign exchange. He also asked about the success of SEC reporting bundles and their effect on Net Retention Rate (NRR).

    Answer

    CFO Jill Klindt stated that capital markets revenue is steady and any significant recovery is considered potential upside, not baked into the guide. She also noted FX is factored into their risk-adjusted model. CEO Julie Iskow added that recent IPOs using Workiva are positive signs but come off a low base. Regarding bundles, Iskow described a "good, better, best" model, and Klindt confirmed that upsells to existing customers, particularly in the SEC base, were a key driver of the strong NRR.

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    Alexander Sklar's questions to Workiva Inc (WK) leadership • Q4 2024

    Question

    Alexander Sklar sought to clarify the 20% subscription growth guidance, asking if it should be viewed as a floor regardless of regulatory changes and if it reflects more conservatism than in prior years. He also requested an update on sustainability's revenue mix and its contribution to 2024 bookings.

    Answer

    CEO Julie Iskow stated that the guidance approach is consistent with past years, reflecting a balanced and thoughtful view based on strong 2024 momentum amid an uncertain environment. CFO Jill Klindt added that while sustainability has been a top booking solution for 10 consecutive quarters and is a key part of the 2025 plan, the company is not disclosing solution-specific revenue splits.

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    Alexander Sklar's questions to Weave Communications Inc (WEAV) leadership

    Alexander Sklar's questions to Weave Communications Inc (WEAV) leadership • Q2 2025

    Question

    Alexander Sklar inquired about the key drivers of success in the specialty medical vertical, including how new customer acquisitions in this area compare to Weave's core verticals. He also asked about the growth trends for the payments solution relative to subscription revenue and the sales team's focus on increasing its attach rate.

    Answer

    CEO Brett White explained that their strategy in new verticals like specialty medical involves focusing on specific practice areas to achieve product-market fit, which leads to higher ASPs and lower churn over time. CFO Jason Christensen added that medical customers often start with non-integrated solutions, creating future upsell opportunities. Regarding payments, Christensen confirmed it continues to grow significantly faster than subscription revenue, driven by targeted investments and steady progress in increasing both attach rates and payment volume.

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    Alexander Sklar's questions to Weave Communications Inc (WEAV) leadership • Q1 2025

    Question

    Alexander Sklar asked about the TrueLark acquisition, focusing on its incremental value to existing bundles, validation from current joint customers, and the cross-sell opportunity into Weave's customer base. He also questioned if the projected core business growth for 2025 was already evident in Q1's performance.

    Answer

    CEO Brett White explained that joint customers view TrueLark as a critical revenue driver that automates appointment booking and lead conversion, making it a highly complementary product. He highlighted a significant cross-sell opportunity since TrueLark has primarily served large DSOs, leaving Weave's single-location customer base untapped. CFO Jason Christiansen added that while Q1 was strong for the medical segment, the full impact of recent sales investments is expected to materialize more in the second half of the year.

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    Alexander Sklar's questions to Weave Communications Inc (WEAV) leadership • Q4 2024

    Question

    Alexander Sklar asked about the 2025 guidance, which implies a slower growth trajectory, questioning the impact of incremental investments and when they might contribute to growth. He also followed up on the payments business, asking for an update on its progress and opportunity in 2025.

    Answer

    VP of Finance Jason Christiansen and CEO Brett White responded. Jason Christiansen affirmed the company's bias towards growth, with investments in partnerships, specialty medical markets, and AI. Brett White clarified that these investments involve creating small, dedicated teams for each growth vector and that profit will still grow year-over-year. Regarding payments, White stated the focus is on integrating payments into office workflows, expanding the team, and adjusting sales compensation to drive adoption, which he expects will be accretive to growth and margins in 2025.

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    Alexander Sklar's questions to Weave Communications Inc (WEAV) leadership • Q3 2024

    Question

    Alexander Sklar inquired about the outlook for Net Revenue Retention (NRR) and its primary growth drivers, sales coverage for the expanding Specialty Medical vertical, and whether there has been an increase in inbound integration requests from practice management systems.

    Answer

    CFO Alan Taylor identified payments adoption and upsell products as key drivers for NRR improvement. CEO Brett White added that converting existing customers to integrated solutions also boosts NRR. Regarding Specialty Medical, White emphasized that expansion is thoughtfully paced by building deep integrations. Both executives confirmed a significant increase in inbound integration interest from practice management software vendors.

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    Alexander Sklar's questions to Q2 Holdings Inc (QTWO) leadership

    Alexander Sklar's questions to Q2 Holdings Inc (QTWO) leadership • Q2 2025

    Question

    Alexander Sklar of Raymond James Financial inquired about the demand environment, asking if stronger bank earnings and deregulation were boosting Q2's pipeline, and sought details on the expected second-half strength in enterprise activity compared to 2024.

    Answer

    CEO Matt Flake stated that while the pipeline is healthy, he hasn't seen a significant lift from recent macro factors but hopes they will accelerate decisions. CFO Jonathan Price added that 2025 is seeing a more typical mix of deals compared to 2024, with more Tier 1 enterprise opportunities concentrated in the second half of the year.

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    Alexander Sklar's questions to Q2 Holdings Inc (QTWO) leadership • Q1 2025

    Question

    Alexander Sklar asked if the updated 2025 guidance reflects new macroeconomic assumptions and questioned the drivers behind the strength in the credit union market.

    Answer

    CFO Jonathan Price confirmed the guidance raise was driven by strong Q1 results and current visibility, not changed macro assumptions. CEO Matt Flake explained that growth in the credit union segment is fueled by larger credit unions expanding into commercial banking, for which Q2's unified platform and fraud solutions are a natural fit.

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    Alexander Sklar's questions to Q2 Holdings Inc (QTWO) leadership • Q4 2024

    Question

    Alexander Sklar of Raymond James asked for the key drivers behind the increase in Q2's Total Addressable Market (TAM). He also questioned the primary gating factors for cross-selling the full digital banking platform to customers who currently use only one of the retail or commercial solutions.

    Answer

    CFO Jonathan Price attributed the TAM expansion to clearer opportunities in fraud products, the Helix business (specifically its Fabric offering), and the broader Catalyst commercial product line. CEO Matt Flake explained that while the cross-sell opportunity is significant, the main challenge is that these are large, complex projects that require dedicated client budgets and resources. He noted that conversions are easier once a client is already on the platform due to existing integrations.

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    Alexander Sklar's questions to Q2 Holdings Inc (QTWO) leadership • Q3 2024

    Question

    Alexander Sklar asked for more color on the Q4 subscription bookings outlook given the tough comparison to the prior year and inquired about the new CFO's primary focus areas for driving efficiency.

    Answer

    CEO Matthew Flake anticipates a strong Q4 but noted the tough compare against a historic Q4 2023. CFO Jonathan Price highlighted efficiency focus areas including increasing the subscription revenue mix, optimizing pricing on renewals, improving delivery and support processes, and maturing procurement.

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    Alexander Sklar's questions to Samsara Inc (IOT) leadership

    Alexander Sklar's questions to Samsara Inc (IOT) leadership • Q1 2026

    Question

    Alexander Sklar of Raymond James asked if the 115% dollar-based net retention rate is the correct target for the year and what the primary drivers are behind this metric. He also inquired about Samsara's focus and solution tailoring for the field services end market.

    Answer

    Chief Financial Officer Dominic Phillips confirmed that 115% remains the target for dollar-based net retention for the year, driven primarily by customers purchasing more licenses of their existing products for a broader set of assets. Co-Founder and CEO Sanjit Biswas added that the field services market is increasingly adopting driver safety solutions and that products like Asset Tags are a strong fit for their operational needs.

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    Alexander Sklar's questions to Guidewire Software Inc (GWRE) leadership

    Alexander Sklar's questions to Guidewire Software Inc (GWRE) leadership • Q3 2025

    Question

    Alexander Sklar of RBC Capital Markets asked for details on the mix of ARR growth, the ramp shape of recent bookings, and the contribution from new versus ramping deals in Q3.

    Answer

    CFO Jeff Cooper clarified that Q3 ARR growth was well-balanced between new deal activity and ARR from the existing backlog. He noted that while some recent deals have longer durations, the overall ramp slope is consistent with expectations, and the full-year picture will become clearer after the seasonally large Q4.

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    Alexander Sklar's questions to Guidewire Software Inc (GWRE) leadership • Q3 2025

    Question

    Alexander Sklar of RBC Capital Markets asked for details on the mix of ARR growth, specifically the ramp profile of recent bookings and the contribution from ramps versus new deals in Q3.

    Answer

    CFO Jeff Cooper explained that Q3 ARR growth was well-balanced between new deal activity and ARR ramping from the existing backlog. He noted that while it's too early to define the full year's ramp profile, some recent deals have featured longer durations, even beyond five years.

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    Alexander Sklar's questions to Guidewire Software Inc (GWRE) leadership • Q2 2025

    Question

    Alexander Sklar asked for more color on the customer willingness to accept cross-sells at the time of a cloud migration and the economic benefit of doing so. He also inquired about the impact of premium growth on the platform year-to-date.

    Answer

    CEO Mike Rosenbaum clarified that the driver for bundling is not economic but rather the logical conclusion of getting teams trained on the new cloud operating model. He attributed the growing confidence to the platform's maturity and track record. CFO Jeff Cooper noted that direct written premium (DWP) true-ups continue to be a modest tailwind, similar to historical patterns, and that new customer wins are also contributing, though large accounts are needed to significantly move the needle.

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    Alexander Sklar's questions to Guidewire Software Inc (GWRE) leadership • Q1 2025

    Question

    Alexander Sklar of Raymond James questioned if the Connections conference changed the 3-5 year visibility for cloud migration pacing and asked for color on how the quarter's strong Tier 1 deal activity would impact ARR, including any unusual ramp schedules.

    Answer

    CEO Mike Rosenbaum and CRO John Mullen confirmed the long-term outlook is unchanged but that conversations are shifting from proving the platform to planning a strategic vision. CFO Jeff Cooper clarified that one significant Tier 1 deal closed in Q1 will not contribute to ARR until Q2, and that Q1 backlog is typically slower before ramping through the year.

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    Alexander Sklar's questions to Guidewire Software Inc (GWRE) leadership • Q4 2024

    Question

    Alexander Sklar asked if conversations with Tier 1 customers indicate a greater willingness to standardize across entire lines of business and also inquired about the outlook for quarterly bookings seasonality.

    Answer

    President & CRO John Mullen confirmed that Tier 1 conversations remain on a specific line-of-business basis, which he views as a long-term opportunity. Regarding seasonality, CFO Jeff Cooper acknowledged a 'blowout Q4' but stated the team continues to work on smoothing bookings throughout the year to avoid relying on 'Herculean' fourth quarters.

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    Alexander Sklar's questions to nCino Inc (NCNO) leadership

    Alexander Sklar's questions to nCino Inc (NCNO) leadership • Q1 2026

    Question

    Alexander Sklar from Raymond James asked if there had been any change in customer buying behavior or sales cycles since the last earnings call. He also inquired about the drivers of the Q1 outperformance in the mortgage business, questioning if it was due to volume, retention, or new bookings.

    Answer

    CEO Sean Desmond reported no material changes in buying behavior, noting steady and consistent customer interest. He expressed hope that faster implementation times could compress sales cycles in the second half of the year. CFO Greg Orenstein attributed the mortgage upside to a combination of sales, higher volumes, and continued positive churn trends, noting Q1 churn was even lower than Q4's record low.

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    Alexander Sklar's questions to nCino Inc (NCNO) leadership • Q4 2025

    Question

    Alexander Sklar asked for the puts and takes in the ACV growth outlook, questioning why it wasn't guided higher given positive factors, and inquired if the $10 million sales and marketing investment is a one-time step-up or part of a multiyear cycle.

    Answer

    CEO Sean Desmond noted that revenue is a lagging indicator and positive momentum from onboarding and consumer lending will accelerate FY27 revenue. CFO Greg Orenstein stressed a deliberate shift to a more conservative guidance philosophy. He characterized the $10 million investment as a specific initiative for FY26 to capitalize on current market opportunities rather than the start of a multiyear investment cycle.

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    Alexander Sklar's questions to nCino Inc (NCNO) leadership • Q3 2025

    Question

    Alexander Sklar asked if the net 50% bookings target remains achievable given higher churn and also requested details on the FullCircl acquisition, including its revenue contribution.

    Answer

    Chief Financial Officer Greg Orenstein confirmed the 50% net bookings target is still the goal but deferred a definitive update until after Q4 results. Chief Executive Officer Pierre Naude explained FullCircl adds critical data aggregation for client monitoring, complementing the DocFox acquisition. Greg Orenstein added that FullCircl is expected to contribute $4 million in subscription revenue in Q4.

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    Alexander Sklar's questions to nCino Inc (NCNO) leadership • Q2 2025

    Question

    Alexander Sklar sought more detail on the pipeline that gives management confidence in achieving 50% net bookings growth for the year. He also asked if enterprise buying activity is still expected to be weighted towards the fourth quarter.

    Answer

    CEO Pierre Naude affirmed that Q4 is expected to be a large enterprise quarter, consistent with historical seasonality, but that Q3 should also be a solid quarter. He expressed confidence in the full-year target based on the steady performance of the community bank segment, a strong position in U.S. enterprise, and positive momentum in the international pipeline.

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    Alexander Sklar's questions to MeridianLink Inc (MLNK) leadership

    Alexander Sklar's questions to MeridianLink Inc (MLNK) leadership • Q1 2025

    Question

    Alexander Sklar inquired about incoming CEO Larry Katz's strategic initiatives, asking if they represent an evolution of existing plans or new changes, and also questioned the demand backdrop and ability to sustain ACV release amidst macroeconomic uncertainty.

    Answer

    President Larry Katz described his strategy as a continuation with a renewed focus on discipline and accelerating growth, highlighting product portfolio, customer experience, and talent development. He confirmed the demand pipeline remains strong across cross-sell, new logos, and mortgage, but noted some softness at the top of the funnel and the potential for longer sales cycles for new logos.

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    Alexander Sklar's questions to MeridianLink Inc (MLNK) leadership • Q2 2024

    Question

    Alexander Sklar asked for more color on sales force productivity and investment plans, and inquired about the penetration and competitive landscape for the mortgage cross-sell opportunity within the consumer lending base.

    Answer

    President and CFO Larry Katz noted that the sales force is efficient and well-sized for the current strategy. CEO Nicolaas Vlok explained that mortgage cross-sell demand is strong as customers prepare for a market rebound. He estimated about one-third of the customer base is a viable target for this cross-sell and that they compete against a range of providers, including ICE Mortgage and various point solutions.

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