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    Kingsley Crane • Canaccord Genuity

    Kingsley Crane's questions to Jfrog Ltd (FROG) leadership

    Kingsley Crane's questions to Jfrog Ltd (FROG) leadership • Q2 2025

    Question

    Kingsley Crane questioned if AI-driven development speed makes JFrog more critical for smaller teams and asked about the drivers behind the strong free cash flow in the first half of the year.

    Answer

    CEO Shlomi Ben Haim confirmed that as AI tools accelerate development, the need for a fundamental model registry and unified security flow becomes more critical for all teams. CFO Ed Grabscheid attributed the strong free cash flow to multi-year deals closed in 2024 and 2025, while noting that the outlook derisks the largest deals, which are a key driver of cash flow.

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    Kingsley Crane's questions to D-Wave Quantum Inc (QBTS) leadership

    Kingsley Crane's questions to D-Wave Quantum Inc (QBTS) leadership • Q2 2025

    Question

    Kingsley Crane of Canaccord Genuity inquired about the US government's stance on quantum annealing and potential opportunities within DARPA's quantum benchmarking initiatives.

    Answer

    CEO Alan Baratz expressed strong frustration, calling DARPA's gate-model-only QBI program a 'huge mistake' that overlooks annealing's unique ability to solve critical government optimization problems. He urged for a separate program for non-gate model approaches and characterized broader progress with the US government as slow but ongoing.

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    Kingsley Crane's questions to Qualys Inc (QLYS) leadership

    Kingsley Crane's questions to Qualys Inc (QLYS) leadership • Q2 2025

    Question

    Kingsley Crane of Canaccord Genuity Group Inc. inquired about the new Qualys Flex pricing model's potential impact on deal sizes and module adoption, and also asked about the timing of increased marketing investments with the new CMO.

    Answer

    CEO Sumedh Thakar explained that the Flex pricing model is designed to drive larger lands and faster upsells by giving customers frictionless access to the entire platform. CFO Joo Mi Kim confirmed that increased investments in sales, marketing, and R&D are already underway and are fully factored into the current year's guidance.

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    Kingsley Crane's questions to Qualys Inc (QLYS) leadership • Q3 2024

    Question

    Kingsley Crane asked for more detail on the product drivers behind the quarter's strength and what CEO Sumedh Thakar has learned operationally since taking over product management responsibilities.

    Answer

    President and CEO Sumedh Thakar attributed the strength to momentum in federal, TotalCloud, and the bundling of Patch Management and CSAM with VMDR, which now accounts for 24% of new LTM bookings. He also noted strong interest in the new Total AI product. Regarding his operational role, he highlighted the success of bringing product management and marketing teams closer together, which led to the creation of the well-received 'Risk Operations Center' branding.

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    Kingsley Crane's questions to BlackBerry Ltd (BB) leadership

    Kingsley Crane's questions to BlackBerry Ltd (BB) leadership • Q1 2026

    Question

    Kingsley Crane asked about BlackBerry's strategy regarding integrated versus open systems in the software-defined vehicle space. He also inquired about the maturity of the General Embedded Market (JEM) pipeline for SDP 8.0 compared to the automotive pipeline.

    Answer

    CEO John Giamatteo described the move into middleware with partners like Vector as a natural extension to help customers with time-to-market. He characterized the JEM pipeline as newer and less mature than the automotive one but noted that the strong early demand as they increase their go-to-market focus is a very encouraging sign.

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    Kingsley Crane's questions to Tenable Holdings Inc (TENB) leadership

    Kingsley Crane's questions to Tenable Holdings Inc (TENB) leadership • Q1 2025

    Question

    Kingsley Crane inquired about the growth ramp of the Operational Technology (OT) security business and whether management's excitement for the opportunity has increased.

    Answer

    Co-CEO Mark Thurmond confirmed that Q1 was a strong quarter for OT with continued momentum and solid year-over-year growth. He attributed this to the ongoing trend of OT security being centralized under the CISO, who desires full visibility across the entire attack surface. He affirmed that OT remains a strong driver for Tenable One consolidation deals.

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    Kingsley Crane's questions to PagerDuty Inc (PD) leadership

    Kingsley Crane's questions to PagerDuty Inc (PD) leadership • Q4 2025

    Question

    Kingsley Crane from Canaccord Genuity asked about the market positioning of PagerDuty's new AI agents, questioning if they are compelling enough to replace human analysts. He also followed up on the customer response to incentives for using Generative AI features.

    Answer

    CEO Jennifer Tejada clarified that the new AI agents are positioned as complementary tools to enhance human responders, not replace them. They are designed to handle simpler tasks and support complex problem-solving. CFO Howard Wilson added that recent packaging changes provide all paid customers with a base level of usage for advanced features like PD Advance, which is intended to drive adoption and demonstrate value before requiring payment for incremental use.

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