John Gomez

John Gomez asked whether the shift to agentic analytics is democratizing the end user and product analytics, leading to new users or lines of business leveraging Amplitude, and how this is shifting the go-to-market strategy.

Answer

CEO Spenser Skates clarified that it's not necessarily new end users, but rather the same product, marketing, engineering, and data teams who are now desperate for education on AI analytics. He explained that this shifts the go-to-market strategy towards training, vision sharing, and demonstrating how these new products can make customers successful.

John Gomez of Scotiabank asked about the biggest lever for reaccelerating ARR growth back to double digits, questioning the role of gross expansion versus retention. He also asked how the mix of net new ARR from expansion versus new customers is expected to trend.

Answer

CEO Jennifer Tejada identified the primary lever for growth as retaining and expanding strategic enterprise customers by ensuring they achieve value realization. She emphasized the tremendous untapped white space within the existing customer base, indicating that while new lands are important, the core focus is on growing the largest accounts.

John Gomes, on for Nick Altmann, asked for the primary driver of longer deal cycles and for the underlying assumptions for SMB ARR performance in the second half of the year.

Answer

CEO Jennifer Tejada responded that she views longer sales cycles positively, as they result in larger, stickier, multi-product deals that strengthen the business long-term. CFO Howard Wilson addressed the SMB outlook, stating they expect the bulk of growth to come from enterprise and mid-market, with the SMB segment remaining a headwind in the second half, even with some signs of stabilization.

John Gomez, on for Nick Altmann, asked about changes in the pipeline mix between retail and commercial lending and whether net new customers are engaging in more multi-product discussions upfront.

Answer

CFO Greg Orenstein stated that the pipeline mix continues to trend towards non-commercial solutions, which now represent high-50s to 60% of the total pipeline. He noted that multi-product discussions with new customers are more common in the U.S., particularly in the community and regional bank segment, reflecting the maturity of products like consumer lending and deposit account opening.