Matthew Martino

Matthew Martino inquired about a specific AI-native win highlighted in the prepared remarks, asking what attracted this customer to the Dynatrace platform and if more potential opportunities are emerging within the AI space.

Answer

Jim Benson, Chief Financial Officer, clarified that hundreds of existing customers are already deploying AI workloads with Dynatrace, and AI-native companies represent a rapidly evolving segment. He noted Dynatrace's deep embedding with hyperscaler AI services like AWS Bedrock, Azure OpenAI, Google Vertex, and NVIDIA. He explained that AI-native companies are increasingly attracted to Dynatrace's ability to provide deterministic answers that enable agentic action, which is foundational for operating autonomously.

Matthew Martino asked for more details on an AI-native win highlighted by Rick McConnell, specifically what attracted the customer to Dynatrace and if more opportunities are emerging in the AI space.

Answer

CEO Rick McConnell explained that Dynatrace serves typical customers deploying AI workloads (hundreds already) and increasingly AI-native companies. He noted deep embedding with hyperscaler AI services (AWS Bedrock, Azure OpenAI, Google Vertex, NVIDIA) and an expanding interest in Dynatrace's third-gen platform developer capabilities. The key attraction is deterministic answers enabling agentic action, which is foundational for autonomous operations.

Matt Martino asked CEO Bipul Sinha about the evolution of Rubrik's go-to-market and sales motion to effectively sell a broader, more complex multi-product platform vision, encompassing new innovations in identity, AI, and data security.

Answer

CEO Bipul Sinha described Rubrik's three-stage multi-product go-to-market strategy: RubrikX (incubation), PLS (Product Line Sales team scaling early majority products), and then transfer to the core sales team. He emphasized that all products are built on the single Rubrik Security Cloud platform, which gets smarter with more adopted solutions, providing customers with a complete picture of data security and cyber resilience rather than fragmented insights.

Matthew Martino asked how Rubrik's go-to-market and sales motion are evolving to effectively sell a broader, more complex multi-product platform vision to the C-suite, given the slew of new innovations across identity, AI, and data security.

Answer

CEO Bipul Sinha outlined Rubrik's three-stage multi-product go-to-market strategy: RubrikX for incubation, Product Line Sales (PLS) for scaling early majority products, and then transfer to the core sales team. He emphasized that all products are built on the single Rubrik Security Cloud platform, which gets smarter with more adopted solutions, providing customers with a complete, integrated picture of their data security and cyber resilience.

Matt Martino asked about the evolution of Rubrik's go-to-market and sales motion to effectively sell a broader, multi-product platform encompassing identity, AI, and data security.

Answer

Rubrik CEO Bipul Sinha outlined a three-stage pipeline for product scaling: Rubrik X for incubation, Product Line Sales (PLS) for early majority, and then transfer to the core sales team. He emphasized the single Rubrik Security Cloud platform's role in integrating solutions and delivering enhanced value.

Matthew Martino of Goldman Sachs asked for a characterization of consumption trends between enterprise and SMB customers and how Q2's outperformance informed the second-half guide.

Answer

CFO David Obstler clarified that usage trends across customer segments were broadly consistent with previous quarters. He noted that while enterprise consumption stabilized, SMB and mid-market usage saw gradual improvement, excluding the AI-native cohort. This steady environment informed the updated guidance.

Matt Martino asked about the impact of new AI-powered features, like those in OpenSite Plus, on renewal activity and the broader strategy for monetizing the company's growing AI portfolio.

Answer

CEO Nicholas Cumins clarified that the revenue impact from OpenSite Plus would be marginal in the current year as it is still in early access. He stated that the primary traction for AI monetization is currently coming from Bentley Asset Analytics. He sees significant long-term potential for AI to not only sustain but potentially accelerate growth, both in asset operations and project design.