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Co-Founder and CEO Jeff Tangney positioned the AI suite as Doximity's "third act," with potential as large as their newsfeed and workflow tools by addressing core clinical questions at the point of care. CFO Anna Bryson explained the cautious second-half outlook is due to not extrapolating Q1's outperformance, their smallest bookings quarter, amid ongoing policy uncertainty, despite not yet seeing any business slowdown.

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CEO Jeff Tangney stated that while Doximity has not yet seen a slowdown, the company is prudently assuming one due to policy uncertainty. He noted that clients are 'AI cheery,' with those using AI optimization growing at double the rate of other clients. CFO Anna Bryson added that while it's early to define long-term AI margin impact, investments are already paying off by enabling business scaling without significant headcount growth, contributing to the strong adjusted EBITDA margin guidance.

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CEO Jeff Tangney confirmed that portal clients exhibit higher growth, as the tool allows them to see their return on investment monthly and make strategic adjustments. CFO Anna Bryson clarified that the 61% EBITDA margin was an anomaly due to strong Q3 upsells and that the full-year margin of 54% is a more accurate representation of the business's profitability.

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CEO Yamini Rangan stated that the lead source diversification strategy is working across all segments, including upmarket. Regarding the channel, she confirmed that partners continue to influence about 40% of ARR. She highlighted a positive trend of partners increasingly co-selling with HubSpot's direct sales team, which helps drive higher win rates and average selling prices in upmarket deals. This collaboration ensures customers see value faster and have higher lifetime value.

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CEO Yamini Rangan stated that the lead source diversification strategy is working across all segments, including upmarket. She confirmed the partner channel remains a key moat, influencing about 40% of ARR. Rangan highlighted that partners are increasingly co-selling with HubSpot's reps, which leads to higher win rates, larger ASPs, and better long-term customer value, reinforcing their importance in the upmarket motion.

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CEO Yamini Rangan attributed the growth to a multi-year strategy of evolving partners into upmarket CRM implementers. She cited improved joint customer pursuits, a better product, and enhanced partner enablement around multi-hub adoption as key drivers in 2024. She also noted that partners are embracing the opportunity to be part of an AI-first ecosystem.

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CEO Yamini Rangan described HubSpot's M&A approach as 'Apple-esque,' focusing on acquiring great technology and talent to accelerate the customer platform vision without disrupting the user experience. She emphasized looking for culture ads and natively building acquired tech into a crafted platform. This playbook, used for Clearbit and now Cash flow, will continue for acquisitions that accelerate the company's vision.

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CFO Jeff Hoffmeister stated that the company has not observed any pull-forward of demand. He attributed the strong Q2 performance and continued momentum in July to the business performing at a very high level, highlighting consistent strength across North America, Europe, and all merchant GMV bands, rather than any tariff-related shifts in buyer behavior.

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CFO Jeff Hoffmeister attributed the GMV outperformance to broad-based strength in Europe, particularly noting momentum in the Netherlands. He explained that while the back half of the quarter was strong, there were no other specific linearity trends to call out, expressing overall confidence in the company's current merchant momentum.

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CFO Graham O'Brien noted that upmarket new customer ACV continues to grow year-over-year. CEO Henry Schuck added that enterprises now view high-quality data as a 'first order problem' for their AI initiatives, leading to larger deals. He also highlighted Go-to-Market Studio as a key software layer to sell these data solutions more broadly across the upmarket.

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CFO Graham O'Brien noted that upmarket new customer ACV continues to grow year-over-year. CEO Henry Schuck added that having a clean data foundation for AI is now a 'first-order problem' for enterprises, driving larger deals. He also highlighted Go-to-Market Studio as a key tool to sell these data solutions to a broader upmarket audience.

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CEO Matt Hawkins described the mid-cycle as a significant source of provider pain and an area ripe for AI innovation. He positioned the iodine acquisition as a key strategic move to address this, expanding Waystar's TAM and creating a large bidirectional cross-sell opportunity. He reiterated the ultimate goal is to use AI to create the 'perfect undeniable claim.'

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CEO Matt Hawkins described a multi-phase market response, moving from an initial rush to a more intentional decision-making process. He stated that in recent conversations, providers are prioritizing cybersecurity, trust, rapid deployment, and tangible ROI. Hawkins noted that Waystar is seeing continued strong demand and robust RFP activity, with providers focused on mission-critical solutions like cash flow optimization, positioning Waystar favorably.

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CEO Matthew Hawkins noted NRR has been highly consistent for 13 quarters and that Waystar is well-positioned against all competitors due to its scaled, modern, cloud-based platform approach, which clients increasingly prefer over point solutions. CFO Steven Oreskovich added that higher volume-based revenue also contributed to the recent NRR strength.

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President, CEO & Vice Chairman Mike Gianoni explained that AI is a frequent customer topic and Blackbaud aims for industry leadership with both embedded AI and new, monetized 'AgenTeq AI' solutions launching soon. EVP & CFO Chad Anderson clarified that the strong first-half transactional revenue is volatile and not expected to recur at the same level, while contractual revenue remains on plan. He noted that the guidance does not assume any upside from potential viral giving events.

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CEO Michael Gianoni stated there has been no negative impact on bookings, pipeline, or retention, emphasizing that their software becomes more critical for individual donor fundraising in such environments. Outgoing CFO Tony Boor added that the transactional business was the primary driver of Q1 outperformance, growing over 9%, and noted that the annual guidance does not assume further viral giving events, which could provide upside.

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CEO Mike Gianoni explained that the shift to acquiring new logos is ramping up, with bookings expected to increase in 2025, highlighting K-12, arts and cultural, and the YourCause business as key opportunity areas. CFO Tony Boor addressed viral giving, noting its volatility can range from zero to $15 million annually. He confirmed it was minimal in 2024, creating a tough comparison with a strong 2023, and is therefore excluded from the 2025 forecast for conservatism.

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EVP and CFO Anthony Boor suggested a 6-7% growth rate is a reasonable long-term assumption for the transactional business. CEO Mike Gianoni added that new products like Payment Assist offer potential upside. Regarding EVERFI, Boor confirmed that even with cost rightsizing, the business remains dilutive to overall company margins and cash flow, though Gianoni noted some recent positive customer wins.

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CEO Dennis Woodside stated that AI adoption is broad-based, occurring across both new business and expansion motions, and is prevalent in both SMB and large accounts. He explained that AI is now a standard part of the evaluation process for IT and customer support solutions, rather than being driven by a specific customer segment or industry.

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CFO Ken Hahn reported steady linearity and confirmed there is more room for conversion improvement, but stated the company is not yet forecasting an improvement in NRR due to limited visibility. CEO Greg Hart added that the company is newly focused on systematically improving the conversion and retention funnel through faster, data-driven product development.

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President & CEO Eric Clark stated that while on-prem customers convert when ready, the company sees an opportunity to be more aggressive in driving conversions. He confirmed about 20% of on-prem customers have begun migrating. Clark also affirmed that ERP migrations continue to be a consistent tailwind, creating opportunities for customers to re-evaluate their supply chain solutions and driving pipeline for Manhattan.

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Executive Vice Chairman Eddie Capel described Q1 bookings as strong and balanced across products, verticals, and geographies. President and CEO Eric Clark added that 50% of Q1 cloud bookings came from net new logos, indicating strong demand. Regarding margins, Dennis Story confirmed the decision to maintain guidance was driven by planned incremental investments, primarily in sales and marketing.

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CEO Eddie Capel reported that there are a little more than 150 live Manhattan Active WM customers across over 600 facilities, with just under 80% of the on-premise customer base yet to migrate. Regarding Point-of-Sale, he noted significant enthusiasm at the NRF conference, driven by hardware aging out and retailers' desire for a true omnichannel strategy, leading to unsolicited inbound interest.

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CEO Eddie Capel responded that there was no single commonality for the deal delays, though he noted a few customers mentioned waiting for the election outcome. He stressed that win rates remain high and many pushed deals have already selected Manhattan. Both Capel and CFO Dennis Story stated that the demand environment assumption for 2025 is 'no change,' with stable diversification across verticals, geographies, and product mix.

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EVP, Strategy, Paul Shawah noted that AI investment is prioritized for sales due to the significant potential for productivity and effectiveness gains for large field teams. CFO Brian Van Wagener stated that despite macro uncertainty, Veeva has not seen a material impact and the guidance assumes conditions continue as they are, with customers navigating the environment effectively.

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EVP, Strategy Paul Shawah stated that progress is as expected, with more announcements anticipated in 2025 and the vast majority of decisions expected by the end of 2026. CEO Peter Gassner added that customers are becoming aware of a 'red zone' for making a decision, as delaying past early 2027 could create implementation risks.

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EVP of Strategy Paul Shawah stated that customers are accustomed to administration changes and are proceeding with their mission-critical projects as planned, with no discernible impact on decision-making. CFO Brian Van Wagener explained the margin beat was driven by the revenue outperformance (about 50%), timing of expenses (25%), and ongoing expense discipline (25%).

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EVP of Strategy Paul Shawah stated that the combined market opportunity for the three new products—Service Center, Campaign Manager, and Patient CRM—is 'roughly the same size as core CRM.' He noted that adoption requires customers to be on Vault CRM, and the opportunity will materialize over time as customers migrate.

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CEO Aaron Levie characterized the federal environment as 'dynamic' and acknowledged a degree of caution, stating that Box has increased its focus on state and local government in the meantime. However, he expressed optimism that the company's recent FedRAMP High authorization will be a 'net helper,' positioning Box to better capture business from the Department of Defense and other agencies with highly sensitive data.

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CEO Aaron Levie stated that Box was 'very happy' with the dozens of Enterprise Advanced deals closed in Q4, noting that momentum is building but it will be a ramp-up process. Levie also explained that partners and system integrators are becoming an increasingly critical part of the go-to-market strategy to help customers with transformational workflows, a trend they expect to accelerate.

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CEO Aaron Levie explained that Q4 will primarily focus on existing Enterprise Plus momentum, with the new Enterprise Advanced suite being a key driver for the next fiscal year. CFO Dylan Smith confirmed that the net retention rate of 102% is expected to have bottomed out and should gradually increase over time.

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CEO Aaron Levie described the quarter's linearity as 'pretty healthy' and noted that current trends are embedded in the Q3 and full-year guidance. Regarding the public sector, he explained that momentum is driven by the entire platform story, as government agencies at the federal, state, and local levels modernize legacy systems. While AI is a component, the broader move to a modern, intelligent content management platform is the key driver. He also highlighted future upside from the ongoing FedRAMP High certification process.

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CFO Ofer Koren noted that while there's no clear directional trend, they have seen some softness since early May with merchants trading goods from China or Hong Kong into the U.S. President Nir Debbi stated they don't expect a major shift in competitive dynamics, emphasizing that Global-e is the market leader across all major e-commerce platforms, not just Shopify, and competes effectively on a level playing field.

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Executive Nir Debbi noted a normalization of consumer demand in early 2025 after a very strong holiday period, with a slight weakening observed in the U.K. He explained that the multi-local offering has opened a new total addressable market, citing the recent Logitech win as a key example. CFO Ofer Koren added that they expect a gradual increase in the share of multi-local business over time, which naturally carries a lower take rate but expands their market opportunity.

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President Nir Debbi described a normalization in consumer demand early in 2025 after a strong Q4, with slight weakness in the U.K. but otherwise stable trends. He explained that the multi-local offering has opened a new total addressable market, such as consumer electronics, which inherently has a lower take rate. CFO Ofer Koren added that he expects a gradual increase in the multi-local share of the business over time.

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CEO Vlad Shmunis confirmed a significant expansion opportunity, noting that new products like Air and RingSense are primarily being upsold into their 400,000+ existing accounts. He stated that 90% of business is in the U.S. and Canada, with the international strategy heavily reliant on the GSP channel for efficient market access.

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CFO Abhey Lamba confirmed that currency had a negative impact of approximately $30 million on sequential ARR. CEO Vlad Shmunis described the GSP practice as a unique and pivotal channel, not just for core UCaaS but increasingly for the entire multiproduct portfolio, including RingCX, as evidenced by the recent partnership expansion with British Telecom.

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CEO Tom Shea explained that the Solution Exchange is synonymous with the platform's 'infinite extensibility' and is a foundational part of every sales pitch. He emphasized that it represents crucial leverage for customers, ensuring they will never 'run out of software' because they can rapidly innovate or self-serve to meet new business challenges.

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CFO Bill Koefoed directed the question to a slide in the earnings presentation, which breaks down ARR by contract type. He specified that 80% of ARR is now from SaaS contracts, with 15% remaining on term-based licenses and 5% on perpetual licenses. He stated that while the company is pleased with the progress, there is still work to do over the next few years to reach 100% SaaS.

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CFO Bill Koefoed stated that it is 'still early days' for their new marketing initiatives, like the 'Take Finance Further' brand campaign. He noted that given the company's long sales cycle, the pipeline is performing as hoped, but the full impact will manifest over time. He also mentioned that new pricing and packaging initiatives are in early stages but represent a significant opportunity.

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President and CEO Toby Williams stated the caution was broad and in early stages. CFO Ryan Glenn added that the existing client base remains stable with slight workforce growth. Regarding margins, Glenn highlighted significant recent leverage but guided toward a more normalized, multiyear expansion cadence going forward, expressing confidence in long-term margin growth as the business scales.

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Executive Chairman Steven Beauchamp explained that the customer base uses a mix of spreadsheets, manual processes, and some point solutions, creating a strong opportunity for an integrated platform. He positioned AI not as a separate product but as an embedded, evolutionary capability across the platform that drives tangible value and time savings, making it a key differentiator.

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CFO Isabelle Winkles clarified that the organic outlook for fiscal 2026 remains consistent with the company's margin expansion framework; the deviation will only occur after incorporating the dilutive impact of the OfferFit acquisition. She added that the initial revenue forecast for OfferFit is a risk-adjusted run-rate figure.

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CEO Bill Magnuson explained that the flexible credits model strongly supports cross-selling, as it allows customers to easily experiment with and expand to new channels like WhatsApp, LINE, and RCS without new contracts. While this may reduce immediate net-new bookings for channel trials, he believes it ultimately drives greater long-term customer expansion and revenue.

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CEO Bill Magnuson stated that across the three 8-figure customers, the drivers were actually different in each case. One was driven primarily by geographic expansion, another by expansion into new business units, and the third by channel expansion and growth of existing projects. He noted this diversification shows Braze's multiple growth opportunities and that all three still have significant room to grow.

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