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    Matthew Shea • Needham & Company

    Matthew Shea's questions to Docebo Inc (DCBO) leadership

    Matthew Shea's questions to Docebo Inc (DCBO) leadership • Q2 2025

    Question

    Matthew Shea of Needham & Company inquired about the drivers and durability of the observed strength in Docebo's mid-market segment and asked for an explanation for the recent dip in new customers adopting two or more use cases compared to the previous year.

    Answer

    CEO Alessio Artuffo attributed the mid-market success to improved segmentation, vertical focus (tech, healthcare, financial services), and new leadership, stating he expects the strength to be durable. Regarding multi-use case adoption, Artuffo explained that the slight decrease reflects a strategic optimization of sales velocity and initial deal size, where it is sometimes more productive to land with fewer use cases and expand over time.

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    Matthew Shea's questions to Docebo Inc (DCBO) leadership • Q1 2025

    Question

    Matthew Shea, on for Ryan MacDonald, asked why the company isn't ramping EBITDA margins more aggressively given the weaker macro environment. He also inquired about the slight dip in new customers adopting two or more use cases and how the sales team is incentivized to drive such deals.

    Answer

    CFO Brandon Farber explained that while EBITDA margins are guided to increase significantly in H2, the company is strategically investing in two key growth areas: the government go-to-market motion and the AI product roadmap. Regarding multi-use case deals, Farber stated that the primary goal is to land new customers successfully and then expand use cases over time to ensure stickiness, rather than forcing multiple use cases at the initial sale.

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    Matthew Shea's questions to Evolent Health Inc (EVH) leadership

    Matthew Shea's questions to Evolent Health Inc (EVH) leadership • Q2 2025

    Question

    Matthew Shea of Needham & Company, LLC asked if there was much "go-get" remaining in the full-year 2025 guidance in terms of new customer signings, or if the forecast was largely based on existing and announced business.

    Answer

    CFO John Johnson provided a direct answer, stating that the "bucket is filled" for 2025. He clarified that any new launches not already announced would be incremental to the current year's guidance and that the focus is now on building the 2026 pipeline.

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    Matthew Shea's questions to Evolent Health Inc (EVH) leadership • Q1 2025

    Question

    Matthew Shea from Needham inquired about demand in the commercial and employer market, asking if interest was primarily for surgical management solutions and whether this market required additional sales investments.

    Answer

    Executive Seth Blackley reported that demand is strong across all lines of business, with oncology being a key driver. He noted that since most commercial opportunities are with large, fully-insured health plans, they are addressed by the existing sales team during their regular conversations, requiring no incremental staffing.

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    Matthew Shea's questions to Evolent Health Inc (EVH) leadership • Q4 2024

    Question

    Matthew Shea asked if the accelerated implementation of Auth Intelligence (Machinify) could bring forward AI-driven margin benefits and whether the strong demand environment is shortening deal cycles.

    Answer

    CFO John Johnson confirmed that positive early returns on efficiency and usability are the reason for accelerating the Auth Intelligence rollout to pull forward projected gross margin improvements. CEO Seth Blackley noted that while deal cycle duration has not changed dramatically, the overall scope and size of the sales pipeline has expanded significantly.

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    Matthew Shea's questions to Privia Health Group Inc (PRVA) leadership

    Matthew Shea's questions to Privia Health Group Inc (PRVA) leadership • Q2 2025

    Question

    Matthew Shea from Needham & Company asked if any specific markets were particularly strong for provider additions and how Privia is balancing growth opportunities in tenured markets versus newer ones.

    Answer

    CEO Parth Mehrotra responded that growth was broad-based across all states. He described a "snowballing effect" where established markets see improved referrals, higher conversion rates, and lower acquisition costs over time. He noted that even in the most mature markets, Privia has only about 10% of the total addressable market (TAM), leaving significant runway. In fact, some established markets are having their best sales years as late adopters join, driven by Privia's consistent performance.

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    Matthew Shea's questions to Privia Health Group Inc (PRVA) leadership • Q4 2024

    Question

    Matthew Shea asked if the high percentage of new providers coming from referrals (70%) is altering the company's strategy regarding new market expansion versus deepening penetration in existing markets, and how long the 'referral flywheel' takes to build momentum.

    Answer

    CEO Parth Mehrotra responded that the company will remain aggressive on both fronts, pursuing growth in new and existing states. He noted that the referral flywheel effect is strongest in mature markets and takes time to develop in newer ones, but referrals can also occur across markets as the company's success story spreads.

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    Matthew Shea's questions to agilon health inc (AGL) leadership

    Matthew Shea's questions to agilon health inc (AGL) leadership • Q2 2025

    Question

    Matthew Shea of Needham & Company requested more detail on the favorable quality incentives, their expected durability, and the willingness of payers to expand these incentives in 2026 contracts.

    Answer

    CFO Jeff Schwaneke explained the favorability was related to strong 2024 performance and that agilon's high quality scores are a key strength. He noted that payers are increasingly willing to increase the dollar amounts tied to quality outcomes, and he expects this trend to continue into 2026 contract renewals, playing to agilon's strengths.

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    Matthew Shea's questions to agilon health inc (AGL) leadership • Q1 2025

    Question

    Matthew Shea inquired about the progress of clinical programs like heart health, asking if 2025 was an investment year for benefits in 2026 and how significant these programs would be for future medical margin.

    Answer

    CEO Steven Sell confirmed a strong focus on managing chronic diseases. He explained that for the new heart failure program, 2025 involves investment costs for early detection, with the financial benefits expected to materialize in 2026 and 2027. He noted the more mature PalliUM program is already having a significant dollar impact in 2025 and that these initiatives should be a nice tailwind for 2026.

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    Matthew Shea's questions to agilon health inc (AGL) leadership • Q4 2024

    Question

    Matthew Shea asked why the company was more successful than expected in reducing Part D exposure and what the long-term goal is for the remaining risk.

    Answer

    CEO Steven Sell stated the ultimate goal is to eliminate all Part D and supplemental benefit risk. He attributed the better-than-expected success to constructive, senior-level discussions with payor partners who value a stable, long-term relationship with a high-performing primary care model, especially in a challenging environment with fewer alternatives.

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    Matthew Shea's questions to Yext Inc (YEXT) leadership

    Matthew Shea's questions to Yext Inc (YEXT) leadership • Q4 2025

    Question

    Matthew Shea of Needham & Company inquired about the qualitative outlook for fiscal 2026, asking if management's view on macroeconomic stabilization and abating headwinds had changed. He also questioned the demand drivers for Yext Social, particularly in the financial services and healthcare verticals.

    Answer

    CEO Michael Walrath confirmed that while the macro environment is unchanged, the urgency for brands to adapt to a fragmented AI search landscape is creating momentum. He noted that this trend, along with strong performance in the financial services and healthcare verticals, gives Yext an opportunity to overcome broader economic headwinds.

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    Matthew Shea's questions to Phreesia Inc (PHR) leadership

    Matthew Shea's questions to Phreesia Inc (PHR) leadership • Q3 2025

    Question

    Matthew Shea, on for Ryan MacDonald, asked for details on MediFind campaigns, including their typical length, ROI trends versus expectations, and impact on the sales pipeline.

    Answer

    Executive Balaji Gandhi responded that specific details on MediFind campaign mechanics and ROI were not readily available but offered to follow up on the topic.

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