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    Jennifer Lowe

    Research Analyst at UBS

    Jennifer Lowe's questions to MASTERBEEF (MB) leadership

    Jennifer Lowe's questions to MASTERBEEF (MB) leadership • Q2 2018

    Question

    Jennifer Lowe asked for clarification on the 1% impact to the net expansion rate from the April outage, questioning if it was due to customer churn or credits. She also asked about the readiness of the go-to-market teams following the July 1st realignment.

    Answer

    CEO Rick Stollmeyer and CFO & COO Brett White confirmed the impact was entirely from one-month subscription credits given to affected customers, with no increase in churn. Rick Stollmeyer explained that the July 1st 'go-live' marked the delineation of teams and initial training, but full ramp-up is an ongoing process.

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    Jennifer Lowe's questions to MASTERBEEF (MB) leadership • Q1 2018

    Question

    Jennifer Lowe asked for details on the new organizational alignment around beauty, fitness, and consumer segments, including how deep the changes go and how shared services like payments are harmonized. She also requested a reconciliation of Booker's previously stated revenue with the updated guidance.

    Answer

    CEO Rick Stollmeyer explained the alignment is product-led, with R&D for beauty and wellness centered on the Booker platform and fitness on the MINDBODY platform. He noted that back-end payment partnerships will be consolidated behind the scenes. Regarding revenue, he clarified that MINDBODY is focused on Booker's 10,000 core salon and spa customers, not its entire historical business. CFO and COO Brett White added that the guidance accounts for eliminating the pre-existing revenue-share income from Frederick, now owned through the Booker acquisition.

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    Jennifer Lowe's questions to MASTERBEEF (MB) leadership • Q4 2017

    Question

    Jennifer Lowe asked about the potential ARPS uplift from cross-selling the newly acquired FitMetrix technology to MINDBODY's existing customer base. She also requested clarification on the 2018 guidance, factoring in the dilutive impact of FitMetrix and the benefit from the ASC 606 accounting change.

    Answer

    CEO Rick Stollmeyer highlighted a significant cross-sell opportunity for FitMetrix. CFO and COO Brett White explained FitMetrix's SaaS model ($99-$249/month) and noted that the ASC 606 accounting change will favorably impact the bottom line by reducing commission expenses by 3.5% to 4.5% of revenue, which is factored into the 2018 guidance along with the dilutive investment in FitMetrix.

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