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CEO Josh James stated that partner-sourced deals will materially impact Q3, with leads expected to close at a much higher rate. CFO Tod Crane clarified the 108% NRR applies to new customers who started on consumption and expects gross retention to improve in Q4. Josh James added that even migrated customers show better NRR than seat-based ones.

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CEO & Director Carl Eschenbach emphasized that the partner ecosystem's impact extends beyond sourcing deals to driving innovation on the Workday platform, citing the growing Marketplace and strategic partnerships like DailyPay. He expressed excitement about building a "world-class ecosystem" that will drive a "massive economy" around the platform, suggesting continued focus and growth in this area.

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CEO Carl Eschenbach expressed pleasure with the depth of conversations across federal agencies (civilian, DoD, intelligence). He noted a huge opportunity to modernize antiquated systems and that the government is willing to invest to drive efficiencies. CFO Zane Rowe confirmed that the restructuring is 'primarily complete' and that no additional charges are expected beyond Q1.

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Co-CEO Eran Zinman confirmed a focus on landing large enterprises but stressed a continued commitment to the SMB and mid-market segments. Co-CEO Roy Mann affirmed that the current AI monetization model is providing valuable feedback to drive adoption, which they expect will lead to increased consumption and revenue over time as new AI products are rolled out.

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CEO Khozema Shipchandler clarified that fraudulent robocalling is actively blocked and the AI opportunity lies in sophisticated customer care, not robocalls. He stated that regulatory changes have no short-term impact due to proactive engagement, and could be a mild long-term positive by improving ecosystem compliance.

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CEO Matt Calkins noted that DOGE has created lasting positive trends, including a government preference for direct software provider engagement and a focus on efficiency, which benefits Appian. Regarding pricing, Calkins described a gradual migration from seat-based to consumption models to adapt to AI's impact, while CFO Serge Tanjga emphasized that Appian's strong value proposition supports successful price increases regardless of the model.

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CEO Matt Calkins highlighted Data Fabric's ability to access distributed data from diverse sources like relational databases and text repositories as a key competitive advantage. Interim CFO Mark Lynch stated that Q4 performance and the current pipeline were equally distributed across the four key verticals: financial services, public sector, insurance, and life sciences, with success in other areas as well.

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CFO Amanda Whalen attributed the growth in total customers to product-led initiatives in the entrepreneur segment, not seasonality, such as a redesigned login page and a simplified payment step. For the >$50k cohort, she reported a record number of net adds from both new lands and expansions, providing an example of a customer growing into the cohort by adding the marketing analytics product.

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Co-Founder and CEO Andrew Bialecki described the impact as a mix of both. He noted an initial uptick from customers who were waiting for the expanded coverage, as well as a longer-term benefit as other clients migrate from existing contracts. He stressed that broad regional SMS coverage is a key differentiator for multi-country businesses, driving increased demand in the mid-market and enterprise segments internationally.

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CFO Amanda Whalen confirmed the Q4 margin profile reflects typical seasonality. This includes gross margin pressure from higher holiday sending volumes and a deliberate increase in marketing spend to support customers during their most critical sales period. She noted that excluding a new bonus accrual, the guidance is consistent with historical patterns.

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CEO Seth Ravin explained that the settlement removes a significant blocker for a group of customers and partners who were previously hesitant, creating new opportunities. He also noted that global market instability and deglobalization trends are creating demand for Rimini Street's flexible solutions. CFO Michael Perica added that while litigation expenses will decrease, there will be ongoing wind-down costs associated with the PeopleSoft business, with more details to be provided at the upcoming Analyst Day.

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CEO Seth Ravin explained that the PeopleSoft wind-down timeline is uncertain due to varying contract lengths, but new business has ceased. He stated the VMware business is performing well, with a strong pipeline and active customers across all continents, offering clients a way to gain time and optionality against forced price increases. Ravin attributed the strength in new logo acquisition to a renewed focus and a strategic restructuring of the North American sales team to concentrate exclusively on acquiring new clients, separating them from the 'farming' team that handles cross-sells.

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CEO Jay Kreps indicated that while the realignment is not a complete reorg, adjustments have been made to address things that 'weren't quite right,' and they are already seeing good forward momentum. Regarding customer cohorts, Kreps reiterated that landing new customers is a key focus, and the CSP takeout initiative is a prime opportunity to drive growth in the sub-million-dollar segments. CFO Rohan Sivaram added that penetrating larger customers with the DSP portfolio is a huge opportunity and a major focus to drive performance across the entire customer funnel.

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President & CFO Gina Mastantuono explained the revenue beat was driven equally by strong net new ACV execution and early on-prem renewals. She advised against over-analyzing quarterly workflow mix shifts but highlighted exceptional strength in ITAM, which grew over 70% YoY and landed its largest deal ever, and Security and Risk.

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CEO Bill Staples stated his belief that AI will ultimately create more opportunities, increasing the number of code creators and the volume of code, which benefits GitLab. CFO Brian Robbins added that seat expansion contributed approximately 80% of the Dollar-Based Net Retention Rate, driven by a large deal and Duo add-ons. He also noted that recent reports suggest developer hiring has turned positive.

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CFO Brian Robbins reiterated GitLab's philosophy of prioritizing growth responsibly, allowing revenue outperformance to flow to the bottom line. For the upcoming year, he stated that major investments will be in sales capacity and R&D, with a focus on AI and security. He explained that since the management structure is in place, hiring is focused on adding capacity, guided by a detailed model that plans for new rep hiring based on performance and ramp times.

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Chief Financial Officer Dominic Phillips stated that the competitive dynamic is not significantly different in the current environment, as Samsara's platform offers a strong value proposition regardless of macro stability, though uncertainty can create deal timing risks. He also confirmed there are no changes to hiring plans, which were already set to be more balanced this year after several years of catch-up hiring.

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CEO Bill Magnuson acknowledged APAC saw less strength than other regions in Q1 but highlighted growth in Australia/New Zealand and reaffirmed long-term investment plans. CFO Isabelle Winkels explained that the professional services revenue spike was a direct result of a high proportion of net new business signed in Q4, which generates subsequent implementation and onboarding fees.

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CFO Isabelle Winkles explained that Q3 operating income was impacted by approximately $5 million in costs for customer events like Forge, causing a sequential dip. She noted that while premium messaging is a headwind to gross margin, it is offset by ongoing platform efficiency gains. Variances also result from disciplined hiring practices that can lag budget.

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CEO Bill Magnuson noted that international growth is partly driven by expansionary investments into new geos. He observed pockets of strength in consumables, CPG, financial services, and travel & hospitality, attributing this more to Braze's go-to-market prioritization than to the relative health of the verticals themselves. He emphasized a continued focus on a diversified customer base while balancing investment in new frontiers and existing strengths.

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CEO Stephen McMillan noted the go-to-market team is successfully pivoting to analytics and AI use cases, driving pipeline growth. He stated that while AI products are generating significant interest and driving platform usage, their direct revenue impact is more likely to be seen next year rather than in 2025.

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CEO Stephen McMillan described open table format support as a critical, long-term capability, noting that while it's "early days" for adoption, it's a key topic in all customer conversations. CFO Claire Bramley stated that the cloud NRR will reflect ARR seasonality and "could decelerate before it then reaccelerates over time," as H1 is weighted to migrations and H2 to expansions.

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CEO Stephen McMillan described the adoption of open table formats like Iceberg and Delta Lake as a 'great opportunity' for Teradata to expand its total addressable market. He confirmed that Teradata's cloud lake platform supports these formats, which enables the company to address unstructured data in native object stores, a key area for future growth, and is not seen as a headwind.

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CEO Tianyi Jiang observed that while there is significant experimentation in non-Microsoft ecosystems, enterprise-wide deployment is still in single-digit percentages as data preparation remains the primary focus. CFO James Caci explained that S&M investments will be made across both direct and indirect channels, including personnel and technology, to support growth in 2026 and beyond.

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CEO Tianyi Jiang responded that while AI agents are in early stages, their increased automation will make a solid data foundation even more critical, reinforcing the value of AvePoint's platform. CFO Jim Caci attributed improved sales efficiency to enhanced productivity from both new and tenured sales reps, as well as the continued maturation and efficiency gains from the company's channel strategy.

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Co-Founder and CEO Tom Shea stated that there has been no change in their core market, which remains focused on replacing legacy systems. He explained that the new CPM Express offering is specifically aimed at the greenfield market, providing an easier, prescriptive on-ramp for companies earlier in their finance maturity. He stressed that CPM Express uses the same underlying platform, allowing these new customers to grow without ever having to migrate off OneStream.

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CFO Bill Koefoed confirmed that billings performance was better than expected with no changes in contract duration. He attributed some of the outperformance to strong collections and a notable trend where customers showed a 'strong desire to start right away' in Q3, rather than delaying contract effective dates into the next quarter, which pulled some billings forward.

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CEO Safra Catz acknowledged that demand continues to outstrip supply but confirmed Oracle is rapidly expanding capacity, aided by automation and a strategy of securing larger land parcels for data centers. Chairman and CTO Larry Ellison emphasized that their ability to manage thousands of data centers stems from their identical, fully automated design. He also noted that Oracle has hired senior experts from the utilities industry to manage the complex power and construction requirements of these large-scale projects.

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The company stated that customers moving from commercial offerings to open source is an uncommon 'anti-pattern'. The pressure on net retention is primarily driven by smaller expansion and extension deal sizes, not by significant churn.

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