Kincaid LaCorte

KinCaid LaCorte asked for more details on the "very significant AI developments" Ooma has in the works, particularly in the context of the Phone.com acquisition. He also inquired about the key learnings from Ooma's eight acquisitions over the past eleven years.

Answer

CEO Eric Stang explained that Ooma's AI solutions will leverage call and message data for insights like sentiment analysis and productivity gains, with features rolling out next year, primarily targeting the Pro Plus tier to boost ARPU. He highlighted the importance of clear value and ease of use for small businesses. Regarding acquisitions, Eric Stang noted that success correlates with proximity to Ooma's core competencies, citing the successful OnSIP and 2600Hz acquisitions, and emphasized balancing organic sales and marketing with cost-effective growth through M&A.

Kincaid LaCorte, on for Pat Walravens, requested details about the new large national retailer win for AirDial, including the key differentiators, deal timeline, and expected revenue per location.

Answer

CEO Eric Stang described the win as a significant validation, secured with partner T-Mobile after a lengthy trial period. He noted installations have begun and will continue through the second half of the year. While unable to disclose the customer's name or specific financials, he reiterated the general AirDial ARPU guidance of around $25 per line per month.

Kincaid LaCorte, on behalf of Patrick Walravens at Citizen JMP, asked if there were any significant changes in the competitive environment that management could highlight.

Answer

CEO Eric Stang responded that Ooma's strategy is to focus on four specific segments where it can offer a leading solution, such as POTS replacement (AirDial) and SMB UCaaS, which are somewhat immune to broader industry pressures. He emphasized that Ooma's outlook depends more on its own execution than on specific changes in the competitive landscape.

Kincaid LaCorte from Citizen JMP, on for Patrick Walravens, asked if there were any significant changes to highlight in the competitive environment.

Answer

CEO Eric Stang stated there were no specific competitive changes to report. He emphasized that Ooma's strategy is to focus on four target segments where it can offer a leading solution, noting that factors like low cloud adoption in SMBs and high switching costs for AirDial provide a competitive advantage. He concluded that Ooma's success depends more on its own execution than on market shifts.

Kincaid LaCorte asked about the extent of leverage Domo is gaining with new partners based on its learnings from the Snowflake partnership.

Answer

Josh James (Founder and CEO, Domo) confirmed significant leverage, noting that the first integration is the hardest. He highlighted benefits in both technology (learning how to plug into others) and go-to-market strategy (educating sales, marketing materials, lead generation), creating economies of scale across partnerships.

Kincaid LaCorte, on behalf of Patrick Walravens from Citizens, inquired about the leverage Domo is gaining with new partners based on its successful learnings from the Snowflake partnership.

Answer

Josh James, Founder and CEO of Domo, confirmed significant leverage, noting that initial integrations are the most challenging. He highlighted that lessons learned from Snowflake regarding go-to-market strategies, sales education, and marketing materials are effectively being applied to accelerate new partner relationships.

Kincaid LaCorte asked about customer conversations regarding Similarweb's GenAI products and what factors are driving their uptake and adoption.

Answer

Or Offer, Co-Founder and CEO, explained that GenAI optimization is a new and rising channel for customers, who need visibility to understand how their brand is perceived and what sentiment is being generated in chatbots. Rami Myerson, Head of Investor Relations, added that C-suites are eager to understand GenAI's impact on their business, while leading LLMs are keen to use Similarweb's data to improve their models, creating significant opportunities.

Kincaid LaCorte of Citizens Bank inquired about customer conversations regarding GenAI products, specifically what aspects are driving strong uptake and customer enthusiasm. She also asked for a characterization of the 'very big deals' currently in the pipeline and how to think about guidance for the upcoming fiscal year.

Answer

Or Offer, Co-Founder and CEO, explained that GenAI optimization is a new, rising channel, driving demand for visibility into brand perception and purchase decisions on chatbots. Rami Myerson, Head of Investor Relations, added that C-suites are eager to understand GenAI's business impact, and leading LLMs seek Similarweb's data to improve their models. Or Offer characterized big deals as sales of critical digital data to LLM companies for training, leading to sticky, long-term engagements. He stated that guidance for the next fiscal year would be provided in the subsequent quarter.

Kincaid LaCorte asked for specific examples of AI tools sales reps are using to automate go-to-market activities. He also inquired if the broker channel's contribution of over 25% of new business in Q1 is at the desired level.

Answer

Executive Chairman Steve Beauchamp explained that the effort is broad-based across all go-to-market technology, leveraging AI tools within each piece to automate day-to-day processes for productivity and efficiency. CFO Ryan Glenn reiterated that the broker channel has consistently contributed over 25% of new business for over a decade, attributing this to focus, technology investments, and strong relationships, expressing satisfaction with Q1's performance.