Jack McShane

Jack McShane asked for a comparison of the benefits between the new Claude Code integration and Figma Make, seeking insights into how customers will leverage these tools for the design process and when they might prefer one over the other. He also requested an update on the usage, feedback, and any surprises regarding Figma's other products launched last year: Draw, Buzz, and Sites.

Answer

Dylan Field, Co-Founder and CEO, Figma, stated it's too early to tell for the Claude Code integration, but highlighted the shift from linear product development to a workflow where users can start anywhere and go everywhere. He emphasized Figma's strength in allowing divergent exploration and direct manipulation for craft. For Draw, Buzz, and Sites, Dylan noted encouraging engagement with Draw's features and promising early traction for Buzz and Sites, citing a customer example of a global holiday campaign run through Figma Buzz. He stressed the importance of the design-to-web workflow for Sites.

Jack McShane asked Dylan Field to compare and contrast the benefits of the new Claude Code integration and Figma Make, seeking early indications on customer leverage and when users might prefer one tool over the other. He also requested an update on the usage, feedback, and any surprises regarding Figma's other products: Draw, Buzz, and Sites.

Answer

Dylan Field, Co-Founder and CEO, Figma, stated it's 'too early to tell' for the Claude Code integration. He described the shift from linear product development to a workflow where users can start anywhere and go everywhere, emphasizing Figma's strength in divergent exploration, direct manipulation, and craft. For Draw, Buzz, and Sites, Field noted encouraging engagement for Draw's features and promising early traction for Buzz and Sites, though they are still early in their lifecycle. He cited a Mag 7 customer using Buzz for a global holiday campaign, producing over 5,000 assets across 30 countries.

Jack McShane, on behalf of Parker Lane, asked about the impact of the accelerating agentic ecosystem buildout (e.g., Frontier, Claude Code, Opus) on deal velocity and how customers are processing these frequent AI announcements.

Answer

CEO Yamini Rangan noted a significant disconnect between market AI announcements and customer conversations. She explained that HubSpot's target segment (2,000-2,000 employees) focuses on driving innovation and growth, not chasing every new AI tool. Q4 saw strong upmarket performance, driven by customers consolidating applications, innovating for growth, and ensuring clean data and context.

Jack McShane, on behalf of Parker Lane, asked about the impact of the accelerating agentic ecosystem (e.g., Frontier, Claude Code, Opus) on deal velocity in Q4 2025 and whether the frequent AI announcements cause confusion or slowdowns for customers.

Answer

CEO Yamini Rangan noted a disconnect between investor concerns about AI announcements and actual customer conversations. She stated that mid-market customers prioritize how AI drives innovation and growth, not specific announcements. Rangan reported a very robust Q4, with strong upmarket performance driven by conversations around consolidating applications, driving growth through innovation, and ensuring clean data and context.

On behalf of Stifel, Jack McShane questioned why retail ARR growth was outpacing restaurant ARR growth, contrary to prior expectations, and asked about the outlook for payment site growth given the Worldpay partnership.

Answer

CEO James Kelly attributed the restaurant ARR trend to leadership dislocation following the company's spin-off, which has since been resolved, and expects the trend to reverse. He anticipates payment site growth will be 'significantly bigger' than the current 3%, as the company begins targeting its large enterprise customers and international markets, where payment attachment has historically been nonexistent.

Jack McShane from Stifel Financial Corp inquired about the macro environment's impact on the sales pipeline and renewals, and how Salesforce's focus on Agent Force has influenced demand for Sprout's customer care solutions.

Answer

CEO Ryan Barretto reported that the demand environment remains unchanged and that renewal rates have shown strong year-over-year progress. Regarding customer care, he highlighted a significant customer win using the Service Cloud integration and expressed enthusiasm for the ongoing partnership with Salesforce, especially with Dreamforce approaching.

Jack McShane, on for Parker Lane of Stifel, requested more color on which specific products and market segments Sprinklr will focus on more intently. He also asked for an update on the company's self-serve social media management solution.

Answer

Founder and Co-CEO Ragy Thomas explained the strategic focus is a return to what has historically made Sprinklr successful: targeting large enterprises, selling the full platform's value, and engaging with C-suite executives. He clarified that the self-serve product was intentionally experimental and not a primary revenue driver, as the company is doubling down on its hands-on, enterprise selling approach.