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CEO Aman Bhutani stated that GoDaddy is managing SEO changes by diversifying acquisition channels and improving conversion. To help customers, he envisions an agentic tool that performs continuous SEO optimizations for them. The near-term focus for 'Ask Arrow' is on core customer jobs-to-be-done and rapidly integrating partner solutions through AI-driven coding, which he believes will be a key differentiator.

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CEO Jeff Stibel explained that redeploying a Formation Nation sales center to sell LegalZoom's subscription-heavy products is driving immediate subscription attachment, with significant cross-sell opportunities in compliance and 'Do It For Me' (DIFM) products. CFO Noel Watson identified the new 'Concierge' or DIFM offering as a key investment area requiring upfront spending to scale. Stibel added that investments in technology to automate processes like annual report filings also improve retention, justifying the investment.

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Founder, CEO & Director Spenser Skates acknowledged that many existing customers are still learning about the full platform, which is why 2025 was designated "the year of the platform." He noted that while 67% of ARR is from multi-product deals, less than 50% of the customer base is, indicating significant room for growth. He estimated a 2-3x increase in total spend when a customer adopts the full platform. CFO Andrew Casey stated the company's long-term aspiration for NRR is above 115%.

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CEO Spenser Skates observed that, contrary to slowing down, customers are often more willing to make big platform moves now to consolidate spend and vendors, citing Atlassian as an example. CFO Andrew Casey responded that NRR should see progressive quarter-to-quarter improvement, with the biggest year-over-year gain coming from reduced contraction. However, he noted that the most dramatic upward movements in NRR will occur when they land large, multimillion-dollar enterprise expansion deals.

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CEO Spenser Skates admitted that while they are successful at landing new customers on multiple products, they have been less effective at cross-selling to the existing renewal base. He said they have now implemented specific incentives and training to drive multi-product adoption at renewal. CFO Andrew Casey stated that they are not yet at the desired efficiency level for sales and marketing to warrant reinvesting all upside, and the focus for 2025 remains on achieving growth with leverage.

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CEO Yamini Rangan described the Core Seat as a major future growth lever, providing access to the Smart CRM's full capabilities. She noted that 25% of Pro Plus customers have already added more Core Seats to gain advanced editing and automation features. Rangan confirmed this expands HubSpot's user base beyond traditional sales and service roles to include admins, operations, and finance personnel. She stated that HubSpot will continue adding significant value, including AI capabilities, to the core platform layer to drive sustained growth.

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CEO Yamini Rangan described the core seat as a major future growth lever, providing access to the Smart CRM for personas beyond sales and service, such as admins, operations, and finance. She explained that customers are upgrading for advanced edit capabilities and automation. Rangan affirmed that HubSpot will continue adding significant value, including AI capabilities, to the core platform layer to drive sustained growth and expand its user base.

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Co-Founder & CEO Avishai Abrahami and CFO Lior Shemesh explained that the return on investment for Base44 should be much faster than for Studio, as it was an acquisition of a 'best of its class' product, not a ground-up build, and thus won't be a burden on the P&L. President & COO Nir Zohar confirmed the new self-creator product is still planned for launch but noted it will take time to roll out and measure any potential uplift in conversion.

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CEO Avishai Abrahami explained that upcoming AI innovation will improve both user acquisition and the final website quality for self-creators. He also noted that new monetized AI products will create additional revenue streams from this segment. He attributed the top-of-funnel improvement to both "small changes in the macro" and significant internal efforts to boost conversion, highlighting a 13% uplift for the new cohort.

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Co-Founder and CEO Andrew Bialecki confirmed the expanded portfolio is up-leveling conversations from CMOs to Chief Digital Officers and CIOs who value the shared data platform. He noted that while marketing is a common entry point, they see a trend of customers wanting the entire stack at once. The new conversational agent product also provides a new vector to initiate conversations with different parts of an organization.

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CEO Andrew Bialecki noted strength across all segments, from entrepreneurs to enterprise, driven by word-of-mouth, international expansion, and growing interest in the B2C CRM vision. CFO Amanda Whalen added that while not disclosing specific Q2 metrics, key operational indicators remained consistent through April and were factored into the confident Q2 guidance.

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CFO Amanda Whalen confirmed that in-period NRR stabilized from Q3 to Q4, driven by consistent gross retention, stabilizing expansion trends, and good progress on cross-sell efforts like SMS. She noted that while encouraging, it's too early to call a floor. She also highlighted that this was the first full quarter without the impact of 2022 pricing changes, which contributed to the stabilization.

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CEO David Steinberg explained that Zeta invested early in a learning and development group, creating a repository of training materials and tools like the voice-enabled ZOE to automate customer training. He believes this results in substantially less handholding than competitors. He also confirmed that the Cannes Lions festival is a new and impactful event for Zeta, calling it one of the two most important events of the year alongside Zeta Live, which has already led to a meaningful pipeline increase.

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CEO David Steinberg highlighted that Zeta's AI-powered mobile product is scaling faster than expected, and LiveIntent's mobile identifiers will accelerate this growth. CFO Christopher Greiner explained that political candidate revenue was a much larger contributor than advocacy in Q3, and the company is building its advocacy practice to be sustainable in non-election years.

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CEO Bill Wagner attributed the low-end weakness to a post-pandemic decline in the number of freelancers, rather than broader macro issues or competition, noting strong SEO demand in the enterprise segment. CFO Brian Mulroy explained that the expected Q4 acceleration is driven by strong momentum in their Enterprise and AI product suites, which are projected to grow from $25M ARR at the end of Q2 to nearly $50M ARR by year-end.

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CEO Henry Schuck responded that customers often lack the foundational data infrastructure to implement AI effectively. He highlighted that ZoomInfo's Operations solutions, which grew over 20% YoY, and the new Go-to-Market Studio are critical for providing this unified data foundation, enabling customers to pursue their AI initiatives.

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CEO Henry Schuck explained that while customers are eager to leverage AI for efficiency, they often lack the necessary unified data foundation. He positioned ZoomInfo's platform, particularly the Operations suite which grew over 20% YoY, as the critical infrastructure that centralizes data and enables these AI-driven initiatives.

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CEO Dennis Woodside confirmed the ARR is incremental and noted there is significant runway for growth, with only 5,000 of 73,000 customers paying for AI SKUs. He explained that monetization occurs through direct SKUs and inclusion in higher-tier plans. He also signaled that new agentic AI capabilities will be a future growth catalyst with a new, resolution-based pricing model.

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President, CEO & Director, Rory Read, detailed that the pod structure fosters collaboration between sales, technical, and service teams to create customer ownership. He emphasized that changing the culture to one of accountability and teamwork takes time but is aided by new enablement programs and recent hiring. Regarding headcount, Read expects it to be "plus or minus where we are today," with prudent hiring focused on upgrading technical capabilities in areas like AI and customer success, rather than significant expansion.

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CEO Ryan Barretto stated that the company feels good about its current pipeline coverage. He noted that the go-to-market team is performing well in terms of pipeline hygiene and top-of-funnel creation, and while they are monitoring the macro environment closely, they are not currently seeing any material changes.

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CEO Ryan Barretto explained the rebrand leverages Sprout Social's significant brand equity and clarifies the product's origin, with more product updates coming soon. On ACV, he expressed satisfaction with the growth, highlighting the 35% growth in the enterprise segment and expecting multi-product opportunities to continue driving ACV as a key part of the growth story.

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CEO Ryan Barretto noted that it is still early days for Tagger adoption but sees significant opportunity across the existing customer base. CFO Joe Del Preto explained that the convergence between CRPO and revenue growth is a function of customer mix; as Sprout moves upmarket and secures more annual and multi-year contracts, the metrics will naturally align.

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