James Michael

James Michael asked about the relationship and progression of Ibotta's core product and the new Live Lift solution, as well as an update on the go-to-market transformation, including benefits from verticalized teams and a consultative approach.

Answer

Bryan Leach, Founder and CEO, explained that the core product provides profitable revenue growth with improvements like third-party measurement and new pricing. Live Lift adds sophisticated capabilities for real-time profitability projection and campaign optimization. Matt Puckett, CFO, added that Q4 results exceeded forecasts across core product, Live Lift, and execution, including the SNAP program.

James Michael, on behalf of Ronald Josey and with Sherman Lewis, inquired about the relationship and progression of Ibotta's core product and the new LiveLift solution. He also asked for an update on the go-to-market transformation, including the impact of new sales leadership, reorganization, verticalized teams, and a more consultative client approach.

Answer

Bryan Leach, Founder and CEO, explained that the core product has seen broad improvements focusing on profitable revenue growth, incremental sales, Cost Per Incremental Dollar (CPID), third-party measurement, and pricing. LiveLift, a more sophisticated capability, builds on this by projecting and measuring profitability and incremental sales more frequently for campaign optimization. He noted the core product drives most outperformance, while LiveLift enhances it. Regarding the go-to-market transformation, Mr. Leach highlighted improved client understanding, proactive outreach, and engaging senior leaders on the 'Outcomes Era' concept. Matt Puckett, CFO, added that all three areas—core product, LiveLift, and execution—exceeded Q4 forecasts.

James Michael asked about the specific offerings seeing the greatest uptake from Airo's nearly 30% lift in product attach, and how the typical customer path differs for an Airo-acquired customer. He also inquired about partner and developer community feedback on Agent Name Service (ANS), its broader opportunity, adoption strategy, and monetization potential similar to domain registration.

Answer

Aman Bhutani, CEO, explained that Airo serves as a vehicle for domain customer attach, leading to higher attach rates and average order sizes, with good renewal rates. Key attached products include websites, email, and more recently, LLC formation. For ANS, he highlighted positive reactions from those who understand its simple, scalable solution for agent identity and trust using DNS infrastructure, noting the recent integration with MuleSoft as a validation step.

James Michael asked about the specific offerings seeing the greatest uptake from Airo's nearly 30% lift in product attach, and how the typical path differs for an acquired Airo customer. He also inquired about feedback from partners and the developer community on Agent Name Service (ANS), the broader opportunity, and how GoDaddy plans to drive adoption and monetization similar to domain registration.

Answer

CEO Aman Bhutani explained that Airo primarily attaches to domain customers, leading to higher attach and average order size, with strong renewals. Websites and email were the biggest attach products, with LLC formation recently gaining traction. He highlighted the seamless integration of new services like privacy policy creation within Airo.ai's chat interface. Regarding ANS, he expressed excitement about the MuleSoft integration and its potential as a simple, scalable solution for agent identity and trust, leveraging existing DNS infrastructure.