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    Matt Dezort • William Blair & Company

    Matt Dezort's questions to CSG Systems International Inc (CSGS) leadership

    Matt Dezort's questions to CSG Systems International Inc (CSGS) leadership • Q2 2025

    Question

    Matt Dezort of William Blair, on for Maggie, asked about the new business pipeline for the second half, the cause of elongated sales cycles, and the status of pricing and renewals with CSG's top two customers.

    Answer

    CEO Brian Shepherd reiterated that the sales pipeline remains strong but that cautious customer behavior and some reduction in discretionary spending are causing slightly lower growth, leading to the 2-3% revenue growth expectation. He confirmed a recent 'best ever' renewal with Comcast extending to 2030 with no price discount, and noted the Charter contract runs through about 2028. He emphasized that both top customers have grown at a 2.6% CAGR since 2017.

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    Matt Dezort's questions to Varonis Systems Inc (VRNS) leadership

    Matt Dezort's questions to Varonis Systems Inc (VRNS) leadership • Q4 2024

    Question

    Matt Dezort of Needham & Company inquired about the Gen AI pipeline, asking about the balance of Copilot-related demand between new and existing customers and the typical uplift seen when Copilot and MDDR offerings are bundled in a deal.

    Answer

    CEO Yaki Faitelson explained that Copilot is a driver across the board—for both new prospects and existing customers—because as organizations roll out AI, the data security problem becomes unavoidable. He believes nearly every knowledge worker will eventually use such tools, making Varonis a foundational requirement for secure AI deployment. He noted that while it's still early innings for Microsoft's rollout, the need for Varonis is evident everywhere.

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    Matt Dezort's questions to SentinelOne Inc (S) leadership

    Matt Dezort's questions to SentinelOne Inc (S) leadership • Q3 2025

    Question

    Matt Dezort asked about the sustainability of momentum in large enterprise displacements, pricing behavior in those competitive deals, and the company's ability to win against legacy AV providers.

    Answer

    CEO Tomer Weingarten confirmed the pipeline supports continued momentum in the enterprise segment. He stated that pricing remains a strength, allowing them to compete effectively while maintaining best-in-class gross margins. He emphasized that wins are driven by clear technology leadership, particularly in AI, not just by competitor outages.

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    Matt Dezort's questions to F5 Inc (FFIV) leadership

    Matt Dezort's questions to F5 Inc (FFIV) leadership • Q4 2024

    Question

    Matt Dezort of Needham & Company inquired about any go-to-market changes for fiscal 2025, specifically regarding sales compensation incentives for cross-selling and potential adjustments to the partner program.

    Answer

    President & CEO François Locoh-Donou confirmed that the partner program remains strong and that sales incentives for fiscal 2025 will continue to emphasize cross-selling the portfolio, particularly to customers who currently use only one F5 product family. He added that R&D efforts are focused on creating technical synergies to facilitate this cross-selling motion.

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