Sign in

    Ian Black • Needham & Company

    Ian Black's questions to ON24 Inc (ONTF) leadership

    Ian Black's questions to ON24 Inc (ONTF) leadership • Q2 2025

    Question

    Ian Black from Needham & Company asked for insight into how ON24 is driving greater penetration within its enterprise customers, questioning if it's a balance between increased volume or product cross-selling.

    Answer

    Sharat Sharan, Founder and CEO, explained that the growth in the 100k+ ARR customer base signals strong traction in the enterprise segment. He attributed this success to a combination of new business acquisitions and existing customers expanding their commitments. He highlighted key metrics reaching all-time highs, including average core ARR per customer and the percentage of ARR from multi-year agreements. The growth is driven by broader adoption of use cases, increased uptake of the AI-powered ACE solution, and overall strength in new business acquisition.

    Ask Fintool Equity Research AI

    Ian Black's questions to ON24 Inc (ONTF) leadership • Q4 2024

    Question

    Ian Black of Needham & Company inquired whether ON24 expects to be free cash flow positive again in fiscal year 2025.

    Answer

    CFO Steve Vattuone confirmed that since the company is guiding to EPS profitability for 2025, he would also expect ON24 to be free cash flow positive for the year, excluding any potential onetime or restructuring charges.

    Ask Fintool Equity Research AI

    Ian Black's questions to CS Disco Inc (LAW) leadership

    Ian Black's questions to CS Disco Inc (LAW) leadership • Q2 2025

    Question

    Ian Black, on behalf of Scott Berg from Needham & Company, asked how CS DISCO's strategic move upmarket to larger matters impacts revenue visibility and durability. He also inquired about the specific revenue uplift being generated by the Cecilia AI product.

    Answer

    CEO Eric Friedrichsen explained that larger matters enhance revenue predictability as they have a longer duration and originate from larger customers, creating efficient expansion opportunities. CFO Michael LaFaire noted that while the specific revenue from Cecilia is not disclosed, its adoption is strong, particularly in large multi-terabyte matters, which adds significant value and stickiness to the core platform.

    Ask Fintool Equity Research AI

    Ian Black's questions to DocuSign Inc (DOCU) leadership

    Ian Black's questions to DocuSign Inc (DOCU) leadership • Q1 2026

    Question

    Ian Black, on behalf of Scott Berg at Needham & Company, asked if the release of the new transitional IAM SKU impacted renewals and how that SKU has affected the go-to-market motion.

    Answer

    CFO Blake Grayson stated that the transitional SKU was immaterial to the quarter's results and has not had a significant impact on the go-to-market motion. He noted it is an option for customers, but its impact is expected to be relatively small and is included in the guidance.

    Ask Fintool Equity Research AI

    Ian Black's questions to DocuSign Inc (DOCU) leadership • Q3 2025

    Question

    Ian Black asked where the Dollar Net Retention (NRR) rate might normalize and inquired about the remaining impact from customer capacity rationalization following the COVID-era boom.

    Answer

    CFO Blake Grayson stated he does not have a target for where NRR will normalize but is pleased with the recent stabilization and improvement from its historical low. He clarified that contracts written during the 2020-2021 COVID period now represent less than 1% of the book of business, indicating the company is largely through that rationalization period. He pointed to improving usage and utilization trends as positive leading indicators.

    Ask Fintool Equity Research AI

    Ian Black's questions to DocuSign Inc (DOCU) leadership • Q2 2025

    Question

    Ian Black of Needham & Company asked about the importance of the Lexion acquisition's functionality to the new IAM platform and the expected timeline for its full integration.

    Answer

    CEO Allan Thygesen expressed that he was 'thrilled' with the Lexion acquisition, calling it principally a product and team acquisition. He highlighted the rapid progress, stating that two significant features enabled by Lexion would ship within four months of the deal closing. He emphasized that Lexion's technology is 'dead center' in the IAM vision and has provided a welcome infusion of entrepreneurial energy and innovation to the product roadmap.

    Ask Fintool Equity Research AI

    Ian Black's questions to OneStream Inc (OS) leadership

    Ian Black's questions to OneStream Inc (OS) leadership • Q4 2024

    Question

    Ian Black, on for Scott Berg of Needham & Company, asked about the outlook for the federal government opportunity, considering both potential spending pressures and the recent FedRAMP High authorization.

    Answer

    Co-Founder and CEO Tom Shea stated that OneStream views the federal sector as a significant long-term opportunity, reinforced by the major investment to achieve FedRAMP High status. He emphasized that because OneStream is an 'efficiency play,' its platform has a strong value proposition for government agencies, and the company's strategy and investment in the sector remain unchanged despite potential headwinds.

    Ask Fintool Equity Research AI

    Ian Black's questions to SPS Commerce Inc (SPSC) leadership

    Ian Black's questions to SPS Commerce Inc (SPSC) leadership • Q4 2024

    Question

    Ian Black, on for Scott Berg, asked if the Carbon6 acquisition would lead to higher customer adds in 2025 and what the ongoing quarterly contribution to customer count might be.

    Answer

    Executive Kimberly Nelson confirmed that the Carbon6 acquisition is expected to add approximately 6,500 customers in Q1, primarily from the third-party Amazon marketplace. She cautioned that these customers have a smaller price point, which will lower the overall ARPU by about $1,000. She noted it was premature to provide specific guidance on ongoing quarterly customer adds from Carbon6 but that its revenue contribution is factored into the full-year guidance.

    Ask Fintool Equity Research AI

    Ian Black's questions to BILL Holdings Inc (BILL) leadership

    Ian Black's questions to BILL Holdings Inc (BILL) leadership • Q1 2025

    Question

    Ian Black asked about the traction BILL is seeing with its Spend & Expense solution within the accounting partner channel, following recent product and service improvements.

    Answer

    Chairman, CEO and Founder René Lacerte stated that while it is still 'early days' for Spend & Expense adoption in the accountant channel, partners are 'very interested' and are adopting the solution. He highlighted that new leadership, focused teams, and successful tools like Sync Assist are creating significant opportunity for continued growth and deeper penetration within their 8,500+ accounting firm partners.

    Ask Fintool Equity Research AI