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Co-CEO Eran Zinman and CFO Eliran Glazer responded that sales hiring is in line with their strategic plan, focusing on new products and enterprise segments. Regarding CRM, Zinman attributed the lower net new accounts to seasonality and some downmarket pressure, but emphasized a strategic shift towards landing higher-value, larger customers, making account count a less complete indicator of the product's success.

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Co-CEO Eran Zinman attributed the strength in monday dev net adds to seasonality and efficient performance marketing spend, rather than a major go-to-market change. Co-CEO Roy Mann added that in past periods of uncertainty, the business has seen longer decision-making cycles and increased scrutiny on seat usage from larger enterprises.

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co-CEO Eran Zinman explained their sales structure involves specialized teams for new customers based on their landing product, while account managers leverage 'overlay' specialists for cross-selling. He noted the entire sales organization is segmented by company size (SMB, Mid-Market, Enterprise), with different processes and cycle times for each, which is how they manage the complexity and scale the motion.

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Co-CEO Eran Zinman described a sales organization segmented by customer size (SMB, mid-market, enterprise), with Account Executives focusing on new business and Account Managers on expansion. He noted the CRO transition is an opportunity to bring in more enterprise expertise. Co-CEO Roy Mann explained that performance marketing is results-driven; the price increase led to fewer but higher-quality new customers with more scaling potential, aligning with the company's strategy to move its sweet spot higher.

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CEO Khozema Shipchandler explained that Twilio often provides the core infrastructure for voice AI companies and competes by offering context via its CDP, while remaining open to all LLMs. He noted the current focus is on multi-product adoption, which is naturally accretive, and that list prices are raised periodically, impacting self-serve customers most directly.

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CFO Ed McGowan responded that the timing is a mix; for some deals, Akamai had to build capacity (which is on schedule), while for others, it depends on the customer's schedule. He affirmed high confidence in the deals. He described the CIS pipeline as healthy and growing, with larger deal sizes and broad participation, and specifically highlighted the API security pipeline as 'extremely strong'.

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CEO Ryan Barretto said the main strategy is enabling the sales team on the value proposition of social's impact on AI and traditional search. CFO Joe DelPretto acknowledged the risk of disruption with any acquisition but stated that enablement to articulate the complementary value of NewsWhip and the core listening product is already well underway to minimize any negative impact.

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CFO Joe Del Preto clarified that the company is not currently seeing any material changes in sales cycle dynamics. He emphasized that Sprout Social has no direct exposure to advertising budgets as it operates on the organic side of social media. He pointed to the mission-critical nature of the product and strong gross retention as evidence of the business's resilience.

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CEO Ryan Barretto clarified that large wins are specifically for social media management, although they may encompass various use cases like marketing, care, or influencer. CFO Joe Del Preto declined to provide a specific figure for the Social Studio benefit, stating it is not a number the company is publicly disclosing at this time.

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CFO Joe Del Preto stated that the company is not providing forward-looking guidance on CRPO at this time but will reconsider as the metric further converges on revenue. CEO Ryan Barretto addressed the investment question, stating that they feel good about the current investment strategy and structure and had no new changes to announce for the sales organization.

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CEO Yamini Rangan clarified that use cases are distinct, with persona-specific seats (Sales Hub, Service Hub) focused on functional workflows like deal management or help desk operations. She stated the company does not believe Core Seats are cannibalizing full seats, as their value propositions are different. Rangan explained that daily-flow AI tools (co-pilots) will be in Core or persona seats, while AI that performs autonomous work (agents) will be monetized via credits, creating a durable, multi-faceted growth model.

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CEO Yamini Rangan stated that cannibalization is not a concern because the use cases are distinct: persona seats are for specific functional workflows (e.g., deal management in Sales Hub), while core seats provide platform-level capabilities. She clarified the monetization strategy: daily-flow AI tools (co-pilots) will be in seats, while AI agents that perform work will be monetized via credits, creating durable and separate growth paths.

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CFO Kathryn Bueker confirmed that the price increase upon renewal is a component of the expected rise in Net Revenue Retention. She stated that the overall migration of customers to the new seats-based model is proceeding according to plan. Her comments indicated that the company expects to continue with its stated plan of implementing up to a 5% price increase at the first renewal for migrated customers.

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CFO Kathryn Bueker confirmed that areas for reinvestment remain consistent: R&D and go-to-market capacity. CEO Yamini Rangan added that HubSpot is actively reimagining its own go-to-market functions—including support, marketing, and sales—with AI, which is expected to drive midterm to long-term efficiency and innovation.

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CEO David Steinberg described the agency relationship as a joint effort where strong performance leads to more business, noting the 40% YoY growth in brands demonstrates this. CFO Chris Greiner explained that the auto and insurance verticals continue to grow because Zeta is still thinly penetrated in these massive markets. He stated that even with strong growth, there is ample room to expand within existing clients and add new logos.

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CEO David Steinberg explained that the LiveIntent sales team is expected to ramp quickly due to the significant product similarities. He confirmed the brand multiplier for independent agencies dwindles statistically but emphasized that hundreds of these agencies each represent billions in spend and are expected to become super-scaled customers.

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CFO Amanda Whalen explained that while new products will eventually have a positive margin impact, they won't be significant enough this year. She noted that in Q2, leverage from infrastructure investments offset SMS headwinds, keeping gross margin flat sequentially. She does not expect significant changes to margin seasonality, as the Q4 SMS volume spike remains a key driver.

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CFO Amanda Whalen explained that the customer base is diverse, with many already diversifying supply chains away from China, and some see it as an opportunity. CEO Andrew Bialecki clarified that significant revenue from new products like Customer Hub and Marketing Analytics is not baked into the 2025 guidance, allowing time to refine them, but noted strong early traction and ROI for beta customers.

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CEO Bill Wagner confirmed that the rise in paid search costs is linked to the changing Google search landscape with more AI overviews, making ad real estate more expensive. He clarified the decision to pull back was a strategic capital allocation choice based on poor unit economics for the high-churn, low-end segment, allowing a resource shift to high-return areas like enterprise.

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CFO Brian Mulroy did not provide a real-time NRR but pointed to strong growth in customers paying over $10k (40% YoY) and $50k (86% YoY) as leading indicators. CEO William Wagner confirmed the $30 million target is almost entirely composed of the existing Enterprise SEO product, with the new AIO product expected to be additive in the future.

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CFO Brian Mulroy positioned 2025 as an investment year to build on recent margin expansion and fuel the next phase of growth in enterprise and AI, with the goal of driving durable, accelerated growth. He confirmed they are not seeing a material difference in deal size between new and existing enterprise customers, noting that a significant expansion multiple came from an existing customer.

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CFO Graham O'Brien confirmed the deal's ACV is just under eight figures, representing millions of dollars in growth. CEO Henry Schuck added that they fully expect to replicate this success, as there are dozens of customers with a similar profile in their account base who can standardize on ZoomInfo to modernize their go-to-market operations.

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CFO Graham O'Brien revealed the deal's ACV is just under eight figures, representing millions in growth. CEO Henry Schuck confirmed they intend to use this success as a blueprint to show dozens of similar customers how they can standardize on the ZoomInfo platform for data, insights, and AI.

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CEO & Chairman Mike Burkland stated the CEO search prioritizes experience in AI innovation and a track record of operational excellence at scale. He clarified the strategy is to be the best-of-breed 'AI for CX,' which includes the contact center and related back-office automation, rather than general-purpose AI. President Andy Dignan added that some capabilities are becoming 'table stakes' for delivering enterprise AI.

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CEO Christian Klein explained the partnership targets both multinationals in China and Chinese companies globalizing their business, aiming to capture the large enterprise and upper mid-market. CFO Dominik Asam clarified that China contributes a mid-single-digit percentage of total revenue and is included in the 'rest of APJ' region, which accounts for about 10% of revenue.

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CEO Christian Klein argued that both pipeline segments are resilient. He stated that net new customers often need to upgrade to scale their business, while installed base customers on outdated ERPs have a strong value proposition for moving. He expressed confidence based on the current pipeline and the relevance of SAP's portfolio in uncertain times.

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CFO Dominik Asam clarified that the recent FBI search of a partner, Carahsoft, was confirmed to be unrelated to SAP's ongoing cooperation with a 2022 DOJ civil investigative demand. CEO Christian Klein affirmed that the relationship with U.S. public sector clients remains strong. Dominik Asam sized the U.S. federal business as a 'low single-digit' percentage of total revenue.

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CEO Christian Klein confirmed that positive pipeline momentum continues for both installed base migrations and net new customers. He credited the Sapphire conference for boosting customer confidence in SAP's strategy and noted a significant opportunity to expand its channel business, expressing optimism for the remainder of 2024 and into 2025.

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President, CEO & Director, Rory Read, explained that "Project Bearhug" started with the largest strategic accounts and is moving down by size, while a parallel analytics effort is creating a "health check" to identify at-risk accounts proactively. CFO Manish Sarin stated that to offset the FX headwind, the company will be thoughtful about spending and leverage the "dry powder" retained from the earlier restructuring, ensuring they can maintain guidance. Read added that investments in AI, enablement, and services will not be sacrificed.

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President and CEO Rory Read reported that Q4 bookings activity was 'stronger than expected' with a good mix of deals and no notable issues. He confirmed that the renewal seasonality for FY26 is expected to be consistent with prior years, with the largest renewal cohorts in Q4 and Q2. He also noted that sales incentives have been updated to better reward on-time renewals and a shift towards multi-year deals is underway.

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President and CEO Rory Read clarified that his goal is to make the cost structure more efficient, with a net position of lower costs. Investments in areas like renewal managers and quota carriers will be funded through rebalancing and restructuring, not a net increase in spending. He explained the retention bonuses were not for reps but were a prudent investment to retain key skills across all critical functions during the transformation.

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Founder and Co-CEO Ragy Thomas stated that budget cuts are a common theme and that churn is more often a 'down-sell' or 'true-up' rather than a loss to a specific competitor. Chief Financial Officer Manish Sarin clarified the credit charge, explaining that of the $10.1M, about $4M were write-offs and $6M were specific reserves, which resulted in removing approximately $5M from cRPO and a $3.5M headwind to FY25 revenue.

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CEO Spenser Skates positioned the Twilio partnership as a natural fit, given significant customer overlap and Amplitude's clarified strategy to be the application layer on top of CDPs, rather than a competitor. Regarding geographic performance, Skates advised not to read too much into quarterly variations, explaining that international markets are still in early stages of growth, particularly in the enterprise segment, and that he expects variance from quarter to quarter.

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CFO Andrew Casey confirmed that as the business shifts more to enterprise, it will exhibit classic software seasonality with Q4 being the strongest and Q1 the lightest due to sales kick-offs and territory changes. CEO Spenser Skates added that the enterprise concentration will also lead to higher quarter-to-quarter variability. Regarding geography, both executives stated there were no significant bifurcations to call out, with Q4 performance being broad-based.

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CEO Dustin Moskovitz explained that if the tech sector simply stopped being a drag, overall growth would rise to match that of healthier segments. Regarding his stock purchase, he stated it is independent of company operations and reflects his personal confidence at a point of stabilization for the business and the market. He clarified the plan's size is based on a dollar amount and price schedule.

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