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    Charlotte Bedick • JPMorgan Chase & Co.

    Charlotte Bedick's questions to Cyberark Software Ltd (CYBR) leadership

    Charlotte Bedick's questions to Cyberark Software Ltd (CYBR) leadership • Q1 2025

    Question

    Charlotte Bedick, on for Brian Essex, asked about adoption trends for the recently acquired Zilla and Venafi solutions across different customer segments and sizes.

    Answer

    CEO Matt Cohen explained that interest in Venafi is 'universal' across all segments, driven by the industry mandate to shorten certificate lifecycles. For Zilla, which is in earlier stages, he noted that conversations are focused on helping customers who find legacy IGA solutions too slow for modern environments, highlighting the need to onboard apps in days, not months.

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    Charlotte Bedick's questions to Cellebrite DI Ltd (CLBT) leadership

    Charlotte Bedick's questions to Cellebrite DI Ltd (CLBT) leadership • Q4 2024

    Question

    Charlotte Bedick, on for Brian Essex, asked if the accelerated migration to Inseyets (20% vs. 10% goal) means the overall conversion timeline will be faster than expected. She also inquired about initial customer feedback on the new Gen AI features.

    Answer

    CFO Dana Gerner clarified that while 2024 was strong, the company still views it as a three-year journey to convert most customers by late 2026, with a 2025 goal of 50%. Chief Products and Technology Officer Ronnen Armon noted that customers are excited about Gen AI's efficiency but require that all AI-driven conclusions are defensible and traceable to original evidence. Interim CEO Thomas Hogan added that a recent survey showed two-thirds of law enforcement see AI as a key tool.

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    Charlotte Bedick's questions to Qualys Inc (QLYS) leadership

    Charlotte Bedick's questions to Qualys Inc (QLYS) leadership • Q4 2024

    Question

    Representing JPMorgan Chase & Co., Charlotte Bedick asked for expectations on billings growth in 2025 and inquired about what further steps are needed in the channel for investments to translate into top-line growth.

    Answer

    CFO Joo Mi Kim advised assuming that 2025 current billings growth would align with the revenue guidance of 6% to 8%. CEO Sumedh Thakar described the channel strategy as a multi-year evolution, with the current focus on enabling partners to build services revenue via the mROC platform. He noted that ongoing investment in partner training, sales collateral, and joint marketing is key to driving future growth.

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