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    Jake Roberge • William Blair & Company, L.L.C.

    Jake Roberge's questions to Mitek Systems Inc (MITK) leadership

    Jake Roberge's questions to Mitek Systems Inc (MITK) leadership • Q3 2025

    Question

    Jake Roberge from William Blair & Company, L.L.C. asked about the demand for Check Fraud Defender and confidence in hitting the $20 million ACV target, the status of large IDR&D deals that were previously pushed out, and the operational efficiency improvements identified by the new COO.

    Answer

    CEO Ed West expressed optimism about achieving the ACV goal for Check Fraud Defender, citing ongoing tests, partner conversations, and contract discussions with large financial institutions, noting the ROI is clear but procurement cycles are long. CFO Dave Lyle mentioned that some of the delayed standalone biometrics deals have changed while others are still progressing slowly. West added that the IDR&D team is now tightly integrated, with its capabilities enhancing Mitek's platforms, and noted the new COO is accelerating the pace of business integration and cost-saving initiatives.

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    Jake Roberge's questions to OneStream Inc (OS) leadership

    Jake Roberge's questions to OneStream Inc (OS) leadership • Q2 2025

    Question

    Jake Roberge asked for feedback on the new agentic AI offerings since Splash and whether any specific agents are seeing outsized interest or ROI among private preview customers.

    Answer

    CEO & President Tom Shea reported very strong feedback from the private preview program. He described two categories of agents: one for structured data (Finance/Operations Analyst) and another for unstructured data (Search/Deep Analysis). He noted that customers, including OneStream itself, are seeing value across the full spectrum of use cases, from quantitative analysis to narrative generation.

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    Jake Roberge's questions to Jamf Holding Corp (JAMF) leadership

    Jake Roberge's questions to Jamf Holding Corp (JAMF) leadership • Q2 2025

    Question

    An analyst on behalf of Jake Roberge of William Blair & Company asked about the progress of the U.S. partner channel and whether it could reach the scale of the international channel, and also inquired about demand for security solutions.

    Answer

    CEO John Strosahl confirmed they are heavily investing in the domestic channel, which now benefits from a new partner portal, and he believes it can achieve the same scale as their international business. He also stated that demand for security solutions remains strong, driven by customers needing to both manage and secure devices, with mobile security being a particularly fast-growing area across multiple industries.

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    Jake Roberge's questions to Appian Corp (APPN) leadership

    Jake Roberge's questions to Appian Corp (APPN) leadership • Q2 2025

    Question

    Jake Roberge from William Blair inquired about the drivers behind the continued go-to-market productivity improvements and the outlook for the public sector business entering its key Q3 buying cycle.

    Answer

    CFO Serge Tanjga attributed productivity gains to better execution, a strategic move upmarket to larger deals, and process improvements. On the public sector, CEO Matt Calkins confirmed that customer conversations are healthy and that Appian is benefiting from favorable shifts in federal buying priorities, but did not offer a specific forecast for the third quarter.

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    Jake Roberge's questions to Datadog Inc (DDOG) leadership

    Jake Roberge's questions to Datadog Inc (DDOG) leadership • Q2 2025

    Question

    Jake Roberge of William Blair & Company, L.L.C. asked about the potential timing of optimization from AI-native customers and the early feedback for Datadog's own AI solutions like Bits AI.

    Answer

    CEO Olivier Pomel stated that the timing of any customer optimization is unpredictable and depends on individual business needs and renewal cadences. He reported that the initial response to the new AI agents has been very positive, with customers purchasing quickly, and the company is now focused on scaling up distribution and enablement.

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    Jake Roberge's questions to Paycom Software Inc (PAYC) leadership

    Jake Roberge's questions to Paycom Software Inc (PAYC) leadership • Q2 2025

    Question

    Jake Roberge from William Blair & Company asked where the impact of iWant is expected to show up most—in new logos, retention, or product adoption—and when it might become meaningful in the financial results. He also inquired about the progress of new office rollouts.

    Answer

    CEO Chad Richison responded that he expects iWant to have an impact across all areas. He identified new logo additions as the largest opportunity for revenue growth but also anticipates a 'huge impact' on retention, CRR-driven upsells, and client win-backs over time. Regarding expansion, he noted the new offices are ramping well, highlighting that the Providence office reached a million dollars in new sales faster than any previous office.

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    Jake Roberge's questions to Vertex Inc (VERX) leadership

    Jake Roberge's questions to Vertex Inc (VERX) leadership • Q2 2025

    Question

    Jake Roberge of William Blair & Company asked what partners like SAP are saying about when migration headwinds might ease and inquired about the initial ramp and win rates for the e-invoicing solution.

    Answer

    President and CEO David DeStefano stated there have been no changes to SAP's public deadlines and that the migration trend is broad, including Oracle and Microsoft. For e-invoicing, he noted that the solution's value proposition is resonating well, but win rates are highest where Vertex has the necessary country coverage, underscoring the urgency to expand its global footprint.

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    Jake Roberge's questions to Dayforce Inc (DAY) leadership

    Jake Roberge's questions to Dayforce Inc (DAY) leadership • Q2 2025

    Question

    Jake Roberge from William Blair & Company, L.L.C. asked about the Government of Canada contract, seeking to understand the phasing of the deployment and how it will layer into Dayforce's recurring revenue this year and next.

    Answer

    Executive VP & CFO Jeremy Johnson stated that of the ~$15 million U.S. deal signed last year, about half has been worked through, with the remainder expected to phase in through the back half of the current year. He added that the project is tracking to plan, with the company expecting to move from design to the early phases of implementation in 2026.

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    Jake Roberge's questions to Paylocity Holding Corp (PCTY) leadership

    Jake Roberge's questions to Paylocity Holding Corp (PCTY) leadership • Q4 2025

    Question

    Jake Roberge of William Blair & Company asked about the broker channel's performance amid recent industry M&A, whether demand environment 'noise' from the prior quarter persisted, and what assumptions for HR budgets are in the guidance.

    Answer

    President, CEO & Director Toby Williams affirmed the broker channel remains strong, contributing over 25% of new business, and that the overall demand environment was 'fairly steady and healthy' through Q4. CFO Ryan Glenn added that the fiscal 2026 guidance assumes a similar environment and that they are comfortable with all underlying assumptions, including those for HR budgets.

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    Jake Roberge's questions to Paylocity Holding Corp (PCTY) leadership • Q3 2025

    Question

    Jake Roberge inquired about the specific drivers of the strong Q3 recurring revenue beat, the largest of the year, and asked about the key value propositions resonating in early Airbase cross-sells.

    Answer

    President and CEO Toby Williams credited the outperformance to strong, synchronized execution across sales and operations during their busiest season. Executive Chairman Steven Beauchamp detailed that for Airbase, customers are responding well to the combination of spend management ROI, back-office efficiency, and an improved employee experience.

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    Jake Roberge's questions to BlackLine Inc (BL) leadership

    Jake Roberge's questions to BlackLine Inc (BL) leadership • Q2 2025

    Question

    Jake Roberge of William Blair & Company inquired about the key learnings from securing the first federal agency deal and the current trend of the public sector pipeline.

    Answer

    SVP of Investor Relations Matt Humphries explained that the win validated their commercial playbook's applicability to the public sector, where agencies seek to solve business problems and improve auditability. He noted the pipeline is building at the federal, state, and local levels, driven by strong system integrator partnerships. Co-CEO Owen Ryan also credited a key partner, Deloitte, for their help in securing the win.

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    Jake Roberge's questions to Workiva Inc (WK) leadership

    Jake Roberge's questions to Workiva Inc (WK) leadership • Q2 2025

    Question

    Jake Roberge inquired about the broader macroeconomic environment, asking if there were any changes from the previous quarter beyond the pressure on sustainability. He also asked for a comparison of demand from large, enterprise Wave 1 CSRD reporters versus the mid-market corporate segment.

    Answer

    CEO Julie Iskow stated that the macro environment remained fairly consistent from Q1 to Q2, with continued uncertainty and some deal cycle elongation, but strong demand overall. She clarified that the tapering in sustainability demand was primarily seen in the mid-market "corporate" segment. In contrast, demand from large enterprises subject to Wave 1 of CSRD remains more stable, driven by regulation, stakeholder expectations, and risk management.

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    Jake Roberge's questions to Pegasystems Inc (PEGA) leadership

    Jake Roberge's questions to Pegasystems Inc (PEGA) leadership • Q2 2025

    Question

    Jake Roberge asked for a breakdown of the drivers behind the net new ACV acceleration, specifically between Pega Blueprint, legacy transformation, and general AI tailwinds. He also inquired about progress and learnings from the new logo acquisition strategy.

    Answer

    Founder & CEO Alan Trefler identified legacy transformation of non-Pega systems as a primary growth driver, with Blueprint serving as a key enabler. COO & CFO Kenneth Stillwell added that Pega is seeing momentum in winning new workflows, both in new logos and new divisions of existing clients. Trefler also highlighted the potential of partner-branded Blueprints to expand market reach.

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    Jake Roberge's questions to DocuSign Inc (DOCU) leadership

    Jake Roberge's questions to DocuSign Inc (DOCU) leadership • Q1 2026

    Question

    Jake Roberge of William Blair & Company, L.L.C. questioned the specifics of the go-to-market transition driving lower early renewals and the contrast with stronger billings in prior quarters. He also inquired about the overall health of the business, the durability of the IAM upsell opportunity, and the outlook for net retention and expansion.

    Answer

    CEO Allan Thygesen explained that compensation changes designed to encourage in-quarter deals, rather than early renewals, took effect sooner than forecasted. CFO Blake Grayson added that Q1 business fundamentals remain strong, with IAM deal volume exceeding Q4, and noted that prior quarters had a tailwind from early renewals, making direct comparisons misleading. Both executives expressed confidence in the IAM strategy and improving business fundamentals like dollar net retention.

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    Jake Roberge's questions to UiPath Inc (PATH) leadership

    Jake Roberge's questions to UiPath Inc (PATH) leadership • Q1 2026

    Question

    Jake Roberge questioned what differentiates UiPath's Maestro orchestration solution from competitors in the market and asked for an update on the stability of the go-to-market organization following recent operational changes.

    Answer

    Founder & CEO Daniel Dines explained that Maestro is more ambitious than typical agent-to-agent orchestration, as it connects agents, robots, and people to deliver enterprise-level workflows with deep analytics. CFO & COO Ashim Gupta confirmed that the go-to-market and operational structures are now stable and substantially complete, with future tweaks focused on capturing the agentic opportunity rather than disruptive changes.

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