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    Matthew Calitri • Needham & Company

    Matthew Calitri's questions to N-Able Inc (NABL) leadership

    Matthew Calitri's questions to N-Able Inc (NABL) leadership • Q2 2025

    Question

    Matthew Calitri of Needham & Company inquired about the go-to-market traction with resellers, the initial focus of new CMO Vikram Ramesh, and the status of contract optimization headwinds.

    Answer

    CEO John Pagliuca explained that the reseller pipeline has doubled quarter-over-quarter, driven by the company's three-pillar platform. He noted new CMO Vikram Ramesh is focused on building the CyberResilience brand in the mid-market. Pagliuca also stated that the full-year ARR outlook resolves any noise from past contract optimizations and that customers are renewing annual commitments at a healthy clip of around 90%.

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    Matthew Calitri's questions to C3.ai Inc (AI) leadership

    Matthew Calitri's questions to C3.ai Inc (AI) leadership • Q4 2025

    Question

    Matthew Calitri of Needham & Company, on for Mike Cikos, asked for details on the economics of the renewed Baker Hughes agreement and questioned the reasoning behind the considerably wider-than-usual revenue guidance for fiscal year 2026.

    Answer

    Thomas Siebel, Founder, CEO & Chairman, explained that specifics of the Baker Hughes deal are under NDA but confirmed the partnership was broadened, extended through 2028, and remains strong. He attributed the wide FY26 guidance range to prudence in the face of significant geopolitical and market risks, such as potential government shutdowns, which could create unanticipated adverse effects on the business.

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    Matthew Calitri's questions to Jfrog Ltd (FROG) leadership

    Matthew Calitri's questions to Jfrog Ltd (FROG) leadership • Q1 2025

    Question

    Matthew Calitri asked for color on the full-year guidance construction, specifically how it was further derisked and whether macro headwinds were exacerbating delays in on-premise to cloud migrations.

    Answer

    CFO Ed Grabscheid explained that the full benefit of Q1's outperformance was not carried into the full-year guidance due to market uncertainty, and the company continues to exclude its largest, most complex deals from the forecast. He added that customer migration behavior in Q1 was consistent with trends observed throughout 2024.

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    Matthew Calitri's questions to Pure Storage Inc (PSTG) leadership

    Matthew Calitri's questions to Pure Storage Inc (PSTG) leadership • Q3 2025

    Question

    Matthew Calitri, on for Mike Cikos, sought clarification on whether the commentary about Evergreen subscription TCV was a reiteration of previous expectations and asked for directional color on how subscription revenue might trend as a percentage of the total mix.

    Answer

    CFO Kevan Krysler confirmed the commentary reflects a recent shift where smaller Evergreen//One opportunities converted to traditional CapEx sales, boosting product revenue. CEO Charles Giancarlo added this is likely a temporary phenomenon driven by unexpected customer OpEx pressures from software costs and AI spending uncertainty, pushing them toward CapEx budgets which are under less pressure.

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    Matthew Calitri's questions to Snowflake Inc (SNOW) leadership

    Matthew Calitri's questions to Snowflake Inc (SNOW) leadership • Q3 2025

    Question

    Matthew Calitri of Needham & Co. highlighted the record Q3 RPO growth and asked about its drivers, while also inquiring about the timeline for an inflection in net new customer additions.

    Answer

    CFO Mike Scarpelli attributed the strong RPO growth to the timing of large customer renewals rather than new commitments from top monthly-paying customers. CEO Sridhar Ramaswamy added that it reflects the sales team's success in driving value for customers. Regarding customer growth, Scarpelli anticipates a good net addition quarter in Q4 and expects the full benefits of their go-to-market changes to become more visible in fiscal 2026.

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