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    Derrick Wood • TD Cowen

    Derrick Wood's questions to monday.com Ltd (MNDY) leadership

    Derrick Wood's questions to monday.com Ltd (MNDY) leadership • Q2 2025

    Question

    Derrick Wood asked about the company's focus on winning large, multi-thousand-seat enterprise deals. He also inquired if early AI-related revenue suggests a setup for more significant AI monetization next year.

    Answer

    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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    Derrick Wood's questions to Twilio Inc (TWLO) leadership

    Derrick Wood's questions to Twilio Inc (TWLO) leadership • Q2 2025

    Question

    Derrick Wood asked about the robocall market's impact on the voice business and Twilio's long-term strategy there, as well as whether recent international regulatory changes have affected the business.

    Answer

    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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    Derrick Wood's questions to Appian Corp (APPN) leadership

    Derrick Wood's questions to Appian Corp (APPN) leadership • Q2 2025

    Question

    Cole, on behalf of Derrick Wood from TD Cowen, asked for an update on the federal pipeline in light of the 'DOGE' initiatives and the company's strategy for AI-related pricing models.

    Answer

    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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    Derrick Wood's questions to Appian Corp (APPN) leadership • Q4 2024

    Question

    Derrick Wood asked about the Data Fabric feature, seeking details on common data sources customers are connecting to and the key vendors or systems Appian is integrating with. He also requested color on demand trends and pipeline health across core verticals like financial services and government.

    Answer

    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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    Derrick Wood's questions to Klaviyo Inc (KVYO) leadership

    Derrick Wood's questions to Klaviyo Inc (KVYO) leadership • Q2 2025

    Question

    Derrick Wood from TD Cowen asked for more detail on the strong sequential rebound in net new customers, particularly in the >$50k cohort, questioning if it was driven by seasonality, organic improvement, or pricing changes.

    Answer

    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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    Derrick Wood's questions to Klaviyo Inc (KVYO) leadership • Q4 2024

    Question

    Derrick Wood asked about the revenue unlock from expanding SMS into new countries, questioning if it would be immediate from pent-up demand or result from a longer cross-sell cycle.

    Answer

    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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    Derrick Wood's questions to Klaviyo Inc (KVYO) leadership • Q3 2024

    Question

    James Wood, on behalf of Derrick Wood at TD Cowen, asked for details on the Q4 operating margin guidance, specifically the seasonal factors driving compression in gross margin and the increase in sales and marketing spend.

    Answer

    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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    Derrick Wood's questions to Confluent Inc (CFLT) leadership

    Derrick Wood's questions to Confluent Inc (CFLT) leadership • Q2 2025

    Question

    Derrick Wood of TD Cowen asked about the extent of structural change expected from the field realignment efforts and the timeline for seeing results. He also questioned the divergence between strong growth in $1M+ customers and weaker growth in $100k+ customers.

    Answer

    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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    Derrick Wood's questions to Samsara Inc (IOT) leadership

    Derrick Wood's questions to Samsara Inc (IOT) leadership • Q1 2026

    Question

    Derrick Wood of TD Cowen asked if the current market uncertainty creates a better opportunity to gain share from legacy vendors. He also inquired if there were any changes to the company's hiring plans for the year.

    Answer

    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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    Derrick Wood's questions to Workday Inc (WDAY) leadership

    Derrick Wood's questions to Workday Inc (WDAY) leadership • Q1 2026

    Question

    Derrick Wood of TD Cowen inquired about the outlook for the U.S. federal business and asked for confirmation that the previously announced restructuring is complete.

    Answer

    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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    Derrick Wood's questions to Teradata Corp (TDC) leadership

    Derrick Wood's questions to Teradata Corp (TDC) leadership • Q1 2025

    Question

    On behalf of Derrick Wood of TD Cowen, an analyst asked for an update on benefits from the go-to-market changes and the expected revenue impact from new AI products this year.

    Answer

    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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    Derrick Wood's questions to Teradata Corp (TDC) leadership • Q4 2024

    Question

    On behalf of Derrick Wood, an analyst inquired about customer adoption of open table formats and the medium-term outlook for the cloud net expansion rate (NRR), which has recently declined.

    Answer

    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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    Derrick Wood's questions to Teradata Corp (TDC) leadership • Q3 2024

    Question

    Derrick Wood asked about customer adoption trends for open table formats like Apache Iceberg and whether the shift in cloud migration behavior could be related to companies contemplating such data storage strategies.

    Answer

    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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    Derrick Wood's questions to AvePoint Inc (AVPT) leadership

    Derrick Wood's questions to AvePoint Inc (AVPT) leadership • Q4 2024

    Question

    On behalf of Derrick Wood, Cole Erskine inquired about demand trends for non-Microsoft ecosystems like Google and Salesforce, and asked for a breakdown of planned sales and marketing investments.

    Answer

    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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    Derrick Wood's questions to AvePoint Inc (AVPT) leadership • Q3 2024

    Question

    On behalf of Derrick Wood, Cole asked how the emergence of AI agents might shape future demand for the Control suite and what specific factors are driving improved sales efficiency.

    Answer

    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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    Derrick Wood's questions to OneStream Inc (OS) leadership

    Derrick Wood's questions to OneStream Inc (OS) leadership • Q4 2024

    Question

    Jared Dundon, on for Derrick Wood of TD Cowen, asked for an update on market dynamics between legacy system displacements and greenfield opportunities.

    Answer

    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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    Derrick Wood's questions to OneStream Inc (OS) leadership • Q3 2024

    Question

    Derrick Wood of TD Cowen highlighted the impressive billings growth on a tough comparison and asked if any outsized bookings or timing of renewals drove the strength, and for any directional factors for Q4 billings.

    Answer

    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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    Derrick Wood's questions to Braze Inc (BRZE) leadership

    Derrick Wood's questions to Braze Inc (BRZE) leadership • Q3 2025

    Question

    Derrick Wood asked for an explanation of the puts and takes on margins, noting the significant operating income upside in Q2 compared to the more modest upside in Q3, and inquired about investment focus.

    Answer

    CFO Isabelle Winkles explained that Q3 operating income was impacted by approximately $5 million in costs for customer events like Forge, which explains the sequential dip from Q2. She noted that gross margin continues to be pressured by premium messaging uptake but is offset by ongoing platform efficiencies, keeping them on track for their long-term targets.

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    Derrick Wood's questions to Braze Inc (BRZE) leadership • Q2 2025

    Question

    Derrick Wood asked for commentary on the relative strength across different industry verticals and for a comparison of demand trends between domestic and international markets.

    Answer

    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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    Derrick Wood's questions to Oracle Corp (ORCL) leadership

    Derrick Wood's questions to Oracle Corp (ORCL) leadership • Q1 2025

    Question

    Derrick Wood of TD Cowen asked for an update on Oracle's ability to manage supply availability and efficiently build out data center infrastructure to convert its massive RPO backlog into recognized revenue.

    Answer

    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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