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    Matthew VanVliet • BTIG, LLC

    Matthew VanVliet's questions to Blackbaud Inc (BLKB) leadership

    Matthew VanVliet's questions to Blackbaud Inc (BLKB) leadership • Q3 2024

    Question

    Matthew VanVliet of BTIG sought more detail on the drivers of EVERFI's underperformance, asking if it was due to customer downsizes, a lack of new deals, or outright logo churn. He also asked about the performance of the YourCause business.

    Answer

    CEO Mike Gianoni explained that EVERFI's weakness was a combination of softness in renewals and expansions, as well as a slowdown in new bookings, attributing it to a macro pullback in its market. He explicitly stated that the YourCause business is performing very well, growing organically, and has not been negatively impacted by EVERFI's challenges.

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    Matthew VanVliet's questions to Agilysys Inc (AGYS) leadership

    Matthew VanVliet's questions to Agilysys Inc (AGYS) leadership • Q2 2025

    Question

    Matthew VanVliet inquired about the cross-sell opportunity within Book4Time's existing customer base, asking about the potential market size and the expected timing for these synergies to impact the model. He also asked how the successful integration of Book4Time might influence Agilysys's future M&A strategy and appetite for acquisitions.

    Answer

    CEO Ramesh Srinivasan stated that the cross-sell opportunity is significant, citing the company's 84% year-over-year growth in selling additional products to its own customer base as a successful precedent. He emphasized that the Book4Time team's strong customer relationships are a key asset. Regarding future M&A, Srinivasan confirmed that while the company has had success with acquisitions, its strategy will remain conservative, patient, and opportunistic, focusing on filling specific product gaps or expanding geographically rather than pursuing acquisitions more aggressively.

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    Matthew VanVliet's questions to Tyler Technologies Inc (TYL) leadership

    Matthew VanVliet's questions to Tyler Technologies Inc (TYL) leadership • Q3 2024

    Question

    Matthew VanVliet inquired about sales linearity throughout the third quarter and into October, and whether there was any discernible impact on decision-making from the upcoming election.

    Answer

    CEO Lynn Moore stated that the company is not observing any slowdowns or hesitations in client decision-making due to the election or other macro factors, noting that most divisions are meeting or exceeding their sales plans. CFO Brian Miller added that sales linearity within quarters remains consistent with past trends and is not unusually back-end loaded.

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    Matthew VanVliet's questions to Guidewire Software Inc (GWRE) leadership

    Matthew VanVliet's questions to Guidewire Software Inc (GWRE) leadership • Q4 2024

    Question

    Matthew VanVliet asked for an update on the services partner community and how Guidewire balances building capabilities internally versus cultivating its technology partner marketplace.

    Answer

    President & CRO John Mullen stated the partner plan is 'more of the same' but with a new focus on regional specificity in Europe and APAC. CEO Mike Rosenbaum explained the marketplace strategy is to create an open ecosystem that offers customers choice. He believes that as the cloud customer base grows, it will create a large opportunity for technology partners to integrate, which is beneficial for the entire ecosystem.

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    Matthew VanVliet's questions to Braze Inc (BRZE) leadership

    Matthew VanVliet's questions to Braze Inc (BRZE) leadership • Q2 2025

    Question

    Matthew VanVliet asked about the expected impact of the new free trial program on initial deal sizes and, more importantly, on the speed and scope of expansion within existing customers.

    Answer

    CEO Bill Magnuson stated that he does not expect a material change in average sale prices, as sandbox environments have been used in enterprise deals previously. He does expect the trial to help expand within existing customers more efficiently, citing positive proof points from freemium models on other features. He also highlighted ancillary benefits like improved usability and faster onboarding for all customers.

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    Matthew VanVliet's questions to Sprinklr Inc (CXM) leadership

    Matthew VanVliet's questions to Sprinklr Inc (CXM) leadership • Q2 2025

    Question

    Matthew VanVliet of BTIG sought to understand the expected impact of new pricing and packaging initiatives on deal sizes and renewals. He also asked about the size and strategic rationale for creating a dedicated renewals team.

    Answer

    Founder and Co-CEO Ragy Thomas clarified that the pricing and packaging project is in its early stages and will not impact the current fiscal year. Co-CEO Trac Pham explained that the new renewals team was created to centralize and focus the renewal effort, which was previously distributed across various teams. He added that this investment, along with hiring more AEs, is already factored into the financial guidance.

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    Matthew VanVliet's questions to Zoom Communications Inc (ZM) leadership

    Matthew VanVliet's questions to Zoom Communications Inc (ZM) leadership • Q2 2025

    Question

    Spencer, on for Matthew VanVliet of BTIG, asked how AI products are driving customer expansion, specifically whether it's through upsells to premium tiers or by facilitating cross-sells of other products.

    Answer

    CEO Eric Yuan explained that for core Workplace customers, the value added by AI Companion at no extra cost builds long-term trust. For premium services like Contact Center, AI Companion is a key differentiator that attracts new customers and justifies premium pricing tiers. He emphasized a dual strategy: adding value to the existing base for free while using advanced AI to drive adoption and monetization of new services.

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