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CEO Eric Friedrichsen detailed the progress, including hiring a new CSO and experienced enterprise sales reps, and implementing a strategic account management program. He explained the lead generation team has shifted from simple meeting-setting to a strategic 'account orchestration' model, where they act as a quarterback coordinating efforts between marketing, sales, and customer success to expand wallet share in key accounts.

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CEO Eric Friedrichsen noted that litigation can be counter-cyclical but stated the company is making necessary investments in areas like sales enablement and customer success to drive long-term, sustainable growth. He explained that while they could reduce costs, the focus is on capturing the market opportunity. For customer acquisition, he highlighted a shift to an account-based marketing approach involving events and thought leadership, but emphasized the primary focus is expanding wallet share within their existing customer base.

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CEO Eric Friedrichsen detailed a clear focus on investing in growth by targeting an ideal customer profile. He explained that go-to-market investments include shifting resources to enterprise sellers, implementing an account-based marketing strategy, and realigning sales and customer success roles to have sales focus on growth and customer success focus on retention. On the product side, he stated investments are being doubled down on core eDiscovery and the Cecilia generative AI product suite.

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CEO Eric Friedrichsen explained that go-to-market changes include assigning more experienced sales and development resources to large accounts and implementing an account-based marketing model. He noted the company is now "getting invited to the table" for larger, longer-term deals because it is doing a better job of educating existing and potential large customers about its full platform capabilities and its proven experience with complex, multi-terabyte matters.

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President & CEO Lynn Moore described Emergency Networking as a small, cloud-native provider of fire records and EMS reporting software that was acquired via a 'partner to acquire' model. He highlighted its compliance with new NEARS standards and a recent statewide win in Pennsylvania as key strengths. The company has several million in revenue and is around breakeven, with its impact included in the updated guidance.

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CEO H. Moore explained that the solution uses AI to help governments analyze program costs and align spending with strategic priorities, enabling them to reallocate funds more efficiently. He cited recent wins with large clients like L.A. County and Kansas City as proof of its value and noted it is a perfect example of a successful tuck-in acquisition that directly addresses the push for government efficiency.

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CEO Lynn Moore and CFO Brian Miller described a multi-pronged strategy. This includes a 'carrot' approach, such as offering new features exclusively in the cloud and highlighting support benefits. It also includes a 'stick' approach, where they formally sunset older, unsupported versions after providing ample notice, which effectively compels clients to upgrade to a current, supported version.

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Founder & CEO Alan Trefler explained that Blueprint has no direct competitor but competes against 'other ways of doing things,' citing platforms from Salesforce and ServiceNow as examples. He emphasized Pega's unique agentic architecture as a key differentiator. COO & CFO Kenneth Stillwell confirmed that it was 'more than fair to assume' they would pursue similar partnerships with other hyperscalers.

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CFO Kenneth Stillwell said both sales changes and Blueprint were equally impactful, leading to better execution and easier value demonstration. CEO Alan Trefler added that growth was broad-based, not reliant on 'whale' deals. On the Rule of 40, Stillwell stated they believe they can accelerate growth while expanding free cash flow margins, remaining committed to the free cash flow trend.

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CFO Kenneth Stillwell explained that margins may be flat because the company might make specific investments in technical migration services to accelerate the pace of client transitions to the cloud, with these costs offsetting natural scale efficiencies. CEO Alan Trefler identified the key emerging pattern for Blueprint is its use for 'rethink and replace' legacy transformation projects, a significant shift from the historical 'wrap and renew' approach.

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CFO Kenneth Stillwell attributed the momentum primarily to two internal factors: the company's sales transformation and the positive resolution of the legal appeal, stating the market demand environment is largely unchanged. CEO Alan Trefler added that the product portfolio itself is more appealing. Regarding the federal sector, Stillwell noted it was not an outsized contributor to Q3 growth and that the FedRAMP High certification has not yet impacted business, as it requires time to build a pipeline.

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President & CEO Eric Clark responded that recent market events have reinforced the mission-critical nature of supply chain, and forward-leaning companies continue to invest, though some may adjust rollout timelines. On marketing, Clark stated the company is in a period of change and is actively searching for a Chief Marketing Officer to enhance its market presence, with more updates expected in the next quarter.

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Executive Vice Chairman Eddie Capel described the deal pipeline as 'favorable' and growing, with the large deal component proportionally similar to last year. On the omnichannel win, he noted it was with a luxury department store for both omnichannel and point-of-sale, a key strategic win. The sales cycle was over a year, and they competed against all major players.

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CEO Eddie Capel observed that the tone from customers at the NRF conference in January 2025 was 'much more enthusiastic' than 12 months prior. He expressed excitement about signing the first Manhattan Active Supply Chain Planning customer just 65 days after launch, well ahead of the initial mid-2025 expectation, viewing it as a sign of strong market enthusiasm for a unified planning and execution platform.

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CEO Eddie Capel confirmed there were no Point-of-Sale deals in Q3 but highlighted that one had already closed in early Q4 and that the near-term pipeline is encouraging. He then provided the sales breakdown for the quarter: new logos were 14%, cross-sells were just over 20%, and conversions from existing customers were high at approximately 60%.

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Co-Founder and CEO Sanjit Biswas described the European market as uneven, with the UK and Ireland being more mature and similar to the U.S. in video safety adoption, while continental markets like France and Germany are newer for Samsara. He noted that competitors in Europe tend to be more regionally focused. Chief Financial Officer Dominic Phillips added that success there is the result of years of investment and landing key lighthouse customers.

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Chief Executive Officer Sanjit Biswas explained that Samsara's platform is inherently designed to enable efficiency, asset utilization, and performance management, which directly helps public departments save money. He noted that this value proposition is already driving momentum in the public sector, even without specific formal government efforts.

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CEO Sanjit Biswas stated that uptake for these newer products has been good as customers seek to digitize paper-based processes. He highlighted a new AI-powered use case, Visual Intelligence, which allows users to take a photo of a form to automatically populate a workflow or photograph a job site to identify potential risks, noting strong positive feedback from beta testers.

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CEO Tom Shea, referencing a recent trip to Europe, stated that the competitive mix has not significantly changed. He noted a strong, common theme of modernization across regions due to market turbulence and said that recent foundational deal wins are signaling OneStream's market potential. He also mentioned plans to tailor offerings like CPM Express for regional needs.

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Co-Founder and CEO Tom Shea did not provide a specific attach rate but expressed that he was pleased with the product's progression and market validation in 2024. He described SML as a transformative product that he believes every customer will eventually use. He reiterated that the company's fanatical focus on gross retention is key, as it provides the long-term opportunity to upsell advanced AI products to a delighted customer base.

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CEO Tom Shea expressed strong enthusiasm for CPM Express, noting it is currently in a 'market fit testing' phase with several customers. He emphasized that it is a configuration of the core product, not a separate codebase, providing an efficient on-ramp for mid-market companies. While still in 'very early days,' the focus is on ramping the offering over the coming year.

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CEO Eric Lefkofsky explained that the Deep 6 acquisition aligns with their strategy to focus on smaller acquisitions on the Data and services side. He detailed that Deep 6 enhances Tempus's ability to connect to high-quality institutions and pull rich clinical data, which is core to building its large-scale multimodal data sets. The acquisition adds more connectivity, helping to grow the total patient data set and strengthening the bidirectional data feed with providers.

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Executive Chad Collins identified the community enablement pipeline and supplier retention as key leading indicators. He noted that economic pressure typically appears first in the more discretionary analytics business. He also stated that while they are not yet seeing any slowdown in customer ERP or WMS projects, it is something they are monitoring closely as a potential headwind.

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Executive Chad Collins identified key investment priorities as ensuring network scale and resiliency, properly integrating recent acquisitions to enable long-term cross-selling, and aligning sales and marketing with the global market opportunity. Executive Kimberly Nelson explained that the analytics product is more sensitive to the retail macro environment and that expectations for 2025 are similar to the performance seen in 2024.

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Executive Chad Collins acknowledged the recent 6% growth but stated they expect high single-digit growth for the full year and a return to double-digit growth in the mid-term. He explained that analytics is more discretionary and less universally addressable than fulfillment, making it more susceptible to customer cost pressures, which can impact its growth rate in the short term.

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CEO Ed Ryan stated that no areas were notably weak, though general shipment processing was slightly slower but offset by strength in areas like MacroPoint. He added that they are not seeing pricing pressure, as customers are currently more focused on acquiring technology to solve complex tariff and supply chain issues rather than negotiating on price.

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CEO Ed Ryan responded that there were no areas he would characterize as weak, although shipment processing was slightly slower than normal, a trend offset by strength in other areas like MacroPoint. On pricing, he stated that Descartes is not seeing increased pressure for concessions, as customers are currently more focused on acquiring technology to solve complex tariff and supply chain challenges rather than negotiating on price.

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CEO David Barrett outlined that the top investment priority is polishing the product and aligning the go-to-market strategy for the F1 movie release in the summer, which involves significant testing and QA. Regarding churn, both CEO David Barrett and Executive Ryan Schaffer noted that the trend is stable, paid member counts increased, and that investments in account management are yielding positive effects.

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CEO Brett White explained that the specialty medical strategy involves identifying verticals with strong product-market fit, building the necessary integrations, and then tailoring the go-to-market motion for those specific verticals. On AI monetization, he stated that features like Call Intelligence are sold as an upsell or included in higher-tier bundles. This strategy is successfully driving new customers toward higher-priced packages, thereby increasing average selling prices (ASPs).

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