Dominique Manansala

Dominique Manansala asked if early agentic deployments have provided enough usage patterns to help customers forecast spend more reliably and what UiPath is doing to address spend predictability hurdles. She also inquired if the typical cycle timeframe from agentic POC to production deployment has shortened and what efforts are driving this.

Answer

CEO Daniel Dines stated that UiPath is constantly evaluating AI adoption and aims for a flexible pricing model (by components, outcome-based) that reflects consumption, acknowledging the industry is still dynamic in figuring out best pricing. He noted that the company is better understanding use cases and building internal solutions/accelerators to replicate experiences, which is expected to accelerate the time from POC to production, emphasizing prepackaged solutions as key to unlocking scaled AI consumption.

Dominique Manansala asked about the patterns of the variable macroenvironment across geographies and verticals in Q2, identifying any areas of relative strength or tailwind. She also inquired how UiPath's assumptions about the macro environment are informing its prudent outlook for the rest of the year.

Answer

Ashim Gupta, Chief Operating and Financial Officer, identified the financial sector in the U.S. and Healthcare as pockets of strength in terms of customer demand. He also noted encouraging momentum in the public sector, with energy from that segment being consistent across geos. In Europe, some manufacturing customers also showed strength. He described the "variable" macro environment as truly variable, shifting month-to-month due to factors like tariffs, interest rates, and geopolitical items, which informs the company's prudent outlook.

Dominique Manansala, on for Terry Tillman, asked for details on UiPath's progress, customer interest, and pipeline in the public sector following its recent FedRAMP authorization, and which government verticals show the most potential.

Answer

CEO Daniel Dines stated that the public sector is one of the company's fastest-growing industries and that achieving FedRAMP authorization is expected to accelerate this business. He added that UiPath is looking to apply lessons learned from the FedRAMP process to other countries and anticipates an increase in the percentage of revenue coming from the public sector long-term.

Dominique Manansala of Truist Securities asked about new AI-driven features, client adoption trends for AI, and how these factors shape Paylocity's view of AI as a key differentiator heading into fiscal 2026.

Answer

Executive Chairman Steve Beauchamp noted that AI is an increasingly important topic in prospect discussions and that current clients are actively using embedded AI capabilities. He highlighted the growth of chatbot interactions that leverage client, internal, and third-party data, expressing excitement about the future AI roadmap.

Dominique Manansala, on for Teri Tillman, asked about any early RFP activity from U.S. federal agencies following the CFO Act mandate and the potential size of this opportunity. She also inquired about the company's M&A strategy and areas of interest like AI or ESG.

Answer

CEO Julie Iskow stated that Workiva is engaged in positive discussions with government agencies, highlighting that Workiva is the only SaaS platform on the marketplace with its integrated reporting and GRC capabilities, but did not comment on specific uptick yet. Regarding M&A, Iskow confirmed they are continuously evaluating opportunities to close platform gaps, acquire technology, or enter adjacencies to strengthen the platform and accelerate TAM penetration.

Dominique Manansala, on for Terry Tillman, asked about the impact of shifting more services work to partners on deployment speed, scalability, and customer satisfaction. She also inquired about the expected evolution of the partner-led versus direct sales mix for sustainability solutions.

Answer

CEO Julie Iskow responded that the partner ecosystem is accelerating implementations and adding value with their own tools, leading to increased momentum and more effective delivery. She confirmed that partners are involved in the majority of deals, especially upmarket, and are integral to the go-to-market strategy for sustainability and the broader platform, helping to increase deal sizes and accelerate growth.

Dominique Manansala of Truist Securities, on for Terry Tillman, asked about the growth potential of the financial reporting business beyond SEC reporting, particularly in capital markets, and the assumptions for it in the Q4 outlook.

Answer

CEO Julie Iskow emphasized that the financial reporting business is strong and extends to global statutory and management reporting, which are fundamental to the assured integrated reporting strategy. CFO Jill Klindt clarified that while they are watching capital markets, they have not built any significant recovery of IPO-related business into their financial models.

Dominique Manansala, on for Terry Tillman, asked how BlackLine is equipping its team for public sector opportunities beyond FedRAMP and if a meaningful contribution is expected in the second half of the year.

Answer

An executive, likely Co-CEO Owen Ryan, explained their strategy relies on leveraging partners with extensive state and local government practices and tying into SAP's large public sector business. He stated that any contribution this year would be upside, as the financial plan was built with nominal expectations, with the real focus on setting up for success next year.

Dominique Manansala, on for Terry Tillman of Truist Securities, asked about public sector go-to-market motions beyond FedRAMP and the timeline for meaningful revenue from this segment.

Answer

Co-CEO Owen Ryan detailed a strategy that includes signing up resellers, adding internal sales capacity, and partnering with large SIs to target federal, state, and large city governments. He stated that while the 2025 plan includes minimal revenue from this segment out of caution, they are encouraged by early traction and expect to share more news on their May call.

Dominique Manansala, on for Terry Tillman, inquired about the rollout plan for the new Studio solution and whether recent efforts to improve customer retention have shown any early impact.

Answer

Co-CEO Therese Tucker confirmed that Studio is already being sold and implemented with "very good reactions," with a full unveiling planned for the user conference. Co-CEO Owen Ryan stated that retention efforts have had a tangible impact on customer satisfaction and renewal uplift. He emphasized the critical role of the partner network in guiding customers on their transformation journey, noting that digital self-service options are still in the early stages but remain a key priority.