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    Connor Passarella • Truist Securities, Inc.

    Connor Passarella's questions to Riskified Ltd (RSKD) leadership

    Connor Passarella's questions to Riskified Ltd (RSKD) leadership • Q1 2025

    Question

    Connor Passarella inquired about management's confidence in accelerating growth into 2026, given the strong pipeline, product roadmap, and multiyear contracts. He also asked about the timeline for gross margins on new, large logos to normalize.

    Answer

    CEO Eido Gal expressed strong confidence, attributing the growing pipeline to Riskified's expanding platform value, successful global go-to-market strategy, and merchants' need to combat sophisticated fraud. Regarding margins, Gal reiterated the full-year guidance of 52% to 53.5% and advised analyzing them annually, acknowledging that recent large wins in new categories temporarily impacted Q1 margins but represent a strong long-term opportunity.

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    Connor Passarella's questions to Riskified Ltd (RSKD) leadership • Q3 2024

    Question

    Connor Passarella, on for Terry Tillman, inquired about early indications for the holiday shopping season's strength and its potential impact on growth. He also asked for details on where the company is focusing its investments to achieve the highest ROI, given its operating expense discipline.

    Answer

    CFO Aglika Dotcheva stated that based on internal data and industry reports, Riskified expects a "healthy" but not "extraordinarily strong" holiday season. CEO Eido Gal explained that high-ROI investments are focused on expanding the product platform based on demand and on lead generation for sales and marketing, particularly in newer, non-discretionary verticals. He also highlighted a broader focus on increasing internal productivity and throughput using AI and automation.

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    Connor Passarella's questions to Olo Inc (OLO) leadership

    Connor Passarella's questions to Olo Inc (OLO) leadership • Q1 2025

    Question

    Connor Passarella inquired about the significance of the Chipotle pilot for the Catering+ module and top-tier brands, asking which other modules were included. He also requested more detail on the one-time gross margin benefit related to Olo Pay.

    Answer

    Founder and CEO Noah Glass explained that the Chipotle deal validates the Catering+ strategy for landing large brands and is a multi-module pilot that can include add-ons like Olo Pay, Dispatch, and Rails. CFO Peter Benevides clarified the ~$1 million one-time gross profit benefit was due to a new processor agreement and favorable card mix, noting the mix benefit is not factored into future guidance.

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    Connor Passarella's questions to Olo Inc (OLO) leadership • Q4 2024

    Question

    Connor Passarella inquired about the implementation timeline for the new FreedomPay partnership, its expected impact on the 2025 Card-Present guidance, and Olo's strategies for increasing multi-product adoption among its enterprise customers.

    Answer

    Noah Glass, Founder and CEO, stated that the FreedomPay integration for Olo Pay Card-Present will be generally available by mid-year 2025. He emphasized this partnership significantly expands the addressable market to over $160 billion in GPV. Regarding product adoption, Glass explained that it is growing organically across all customer segments, highlighting the 'flywheel' effect where Order and Pay data feed the Engage suite to drive profitable traffic, which in turn encourages adoption of more modules.

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    Connor Passarella's questions to Olo Inc (OLO) leadership • Q3 2024

    Question

    Connor Passarella inquired about the future growth trajectory for Olo Pay, particularly with the introduction of card-present capabilities, and asked about the go-to-market strategy following the departure of the Chief Revenue Officer.

    Answer

    Founder and CEO Noah Glass detailed Olo Pay's rapid growth, projecting $2.5 billion in gross processing volume for the year and highlighting the massive addressable market expansion with card-present functionality. He announced five card-present pilots launching in Q4. Regarding the leadership change, Glass explained he will temporarily oversee the sales organization, focusing the search for a new sales leader on driving bookings. He also noted that COO Jo Lambert will absorb other commercial functions to better align product innovation with commercialization.

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    Connor Passarella's questions to Olo Inc (OLO) leadership • Q2 2024

    Question

    Connor Passarella, on behalf of Terry Tillman at Truist Securities, asked about the adoption stage for restaurants leveraging guest data via platforms like Olo's GDP and inquired about the outlook for cash flow in the second half of the year.

    Answer

    CEO Noah Glass stated the industry is in the "super early innings" of using data to drive profitable traffic, a critical need for restaurants. He emphasized that case studies like Five Guys are proving the value. CFO Peter Benavides explained that Q2's strong free cash flow included timing benefits and that for the full year, free cash flow tends to align closely with non-GAAP operating income.

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    Connor Passarella's questions to Udemy Inc (UDMY) leadership

    Connor Passarella's questions to Udemy Inc (UDMY) leadership • Q4 2024

    Question

    Connor Passarella, on for Terry Tillman, asked about any observed changes in the competitive landscape, win rates, and deal cycles, particularly in relation to customer consolidations.

    Answer

    CEO Greg Brown stated that there have been no material changes in the competitive landscape. He noted that Udemy's win rates have improved, attributing the success to better execution of their focused go-to-market strategy in key enterprise verticals rather than a shift in the competitive environment.

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