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    Michael Berg • Wells Fargo Securities

    Michael Berg's questions to monday.com Ltd (MNDY) leadership

    Michael Berg's questions to monday.com Ltd (MNDY) leadership • Q1 2025

    Question

    Michael Berg inquired about the company's hiring plans, specifically asking for color on the typical ramp time for new enterprise sales reps and how much contribution from this new cohort is embedded in the current guidance.

    Answer

    Co-CEO Eran Zinman confirmed strong hiring with 187 new employees in Q1 and a plan to grow headcount by approximately 30% in fiscal 2025, with a focus on the CRO organization and R&D. While not providing a specific ramp time, he noted that hiring decisions are based on the strong performance and return on investment seen from these roles.

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    Michael Berg's questions to monday.com Ltd (MNDY) leadership • Q4 2024

    Question

    Michael Berg asked for details on a typical customer landing with monday Service, including whether it displaces or co-exists with other solutions. He also inquired about the specific impact of price increases on the Net Dollar Retention (NDR) rate inflection and its stabilization outlook.

    Answer

    co-CEO Eran Zinman described monday Service landings as varied, serving multiple departments and sometimes displacing or co-existing with other vendors, with customers valuing its flexibility and integration. CFO Eliran Glazer stated that the recent NDR improvement reflects strong gross retention and that the pricing adjustment is expected to contribute approximately 100 basis points to the reported NDR in fiscal 2025.

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    Michael Berg's questions to monday.com Ltd (MNDY) leadership • Q3 2024

    Question

    Michael Berg requested an update on the financial contribution from the recent pricing changes and asked for clarification on the general availability (GA) timeline for monday Service, noting rumors of potential delays.

    Answer

    Co-CEO Eran Zinman provided an update on pricing, stating it's on track to be fully rolled out by July 2025, with a ~$30 million impact in fiscal 2024 and a total impact of ~$80 million through fiscal 2026. He clarified there is no delay with monday Service, which is on schedule for a GA announcement around the end of the year or early January, noting the product is already available and performing well in beta.

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    Michael Berg's questions to CSG Systems International Inc (CSGS) leadership

    Michael Berg's questions to CSG Systems International Inc (CSGS) leadership • Q1 2025

    Question

    Michael Berg asked for clarification on the perceived weakness in the telecommunications vertical and whether it was primarily related to performance at Charter.

    Answer

    CFO Hai Tran clarified the trend was not specific to any single customer but reflected natural industry cycles and slower decision-making across the sector due to market uncertainty. CEO Brian Shepherd added that CSG is strategically pivoting to sell more SaaS-based, less services-heavy solutions like its Ascendant platform. This shift impacts the revenue mix but is designed to drive long-term growth by helping global operators reduce costs.

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    Michael Berg's questions to Braze Inc (BRZE) leadership

    Michael Berg's questions to Braze Inc (BRZE) leadership • Q4 2025

    Question

    Michael Berg of Wells Fargo asked about the expected revenue contribution from Project Catalyst in the guidance and whether competitors' struggles are increasing top-of-funnel activity.

    Answer

    CFO Isabelle Winkles and CEO Bill Magnuson confirmed that with Project Catalyst just entering private beta, no material revenue is included in the guidance. Bill Magnuson added that competitors' lack of focus is being noticed by the market, leading to more partnership discussions and a growing realization among enterprises that legacy roadmaps are stagnant, which benefits Braze.

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    Michael Berg's questions to Braze Inc (BRZE) leadership • Q3 2025

    Question

    Michael Berg asked if strong holiday shopping data and a potential decline in interest rates could lead to a meaningful acceleration in customer expansion rates next year.

    Answer

    CFO Isabelle Winkles advised against drawing a strong parallel. She noted that retail and e-commerce represent only about a fifth of Braze's business, and the holiday season is a largely U.S. phenomenon for a global company. She stated that current interest rate movements are not material enough to drive a significant change back to the growth environment of the past.

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    Michael Berg's questions to Braze Inc (BRZE) leadership • Q2 2025

    Question

    Michael Berg asked if Braze is increasingly winning deals funded by enterprise data budgets, as opposed to traditional marketing budgets, due to its expanding data capabilities.

    Answer

    CEO Bill Magnuson confirmed this trend, noting that while the budgets are often co-located, the involvement of technical stakeholders and budgets from product or engineering groups is increasing. He views this as a very positive sign and a testament to Braze's technical excellence, reliability, and the 'build with Braze' message, which is a significant long-term competitive advantage that is hard for others to replicate.

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    Michael Berg's questions to Klaviyo Inc (KVYO) leadership

    Michael Berg's questions to Klaviyo Inc (KVYO) leadership • Q4 2024

    Question

    Michael Berg asked about the mechanics of the new pricing changes, including the rollout process, how customers are notified of compliance, and the company's long-term pricing philosophy.

    Answer

    CFO Amanda Whalen explained that the changes went into effect recently and will apply to customers as their monthly billing cycles renew. Customers were notified a month in advance with details on their plan and any potential impact, which is capped at a 25% increase. Co-Founder and CEO Andrew Bialecki added that the philosophy is to offer premium products with approachable, value-aligned pricing to make adoption easy.

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    Michael Berg's questions to Klaviyo Inc (KVYO) leadership • Q3 2024

    Question

    Michael Berg of Wells Fargo Securities inquired about the progress of Klaviyo's international expansion, particularly the impact of recent product localizations and new language support.

    Answer

    CFO Amanda Whalen reported strong international results, with 45% YoY growth in EMEA. She noted significant new business traction in France, Germany, and Spain following product localizations and highlighted key wins like The Body Shop, attributing success to both product investment and a strong international partner network.

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    Michael Berg's questions to DocuSign Inc (DOCU) leadership

    Michael Berg's questions to DocuSign Inc (DOCU) leadership • Q3 2025

    Question

    Michael Berg, on for Michael Turrin, asked for details on what is driving the improvements in gross retention and whether changes in the competitive landscape were a contributing factor.

    Answer

    CFO Blake Grayson attributed the retention improvement to the team's increased focus on data and proactive engagement with customers ahead of renewals. CEO Allan Thygesen added that expanding customer success coverage to the mid-market has also been a key contributor. Regarding competition, Thygesen stated the environment has been stable, but he believes the broader IAM suite will further differentiate DocuSign from its traditional signature competitors over time.

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    Michael Berg's questions to 8x8 Inc (EGHT) leadership

    Michael Berg's questions to 8x8 Inc (EGHT) leadership • Q2 2025

    Question

    Michael Berg of Wells Fargo Securities asked about the potential for raising the full-year guidance given recent performance accelerations. He also inquired about the key factors needed for the business to return to year-over-year growth, such as macro improvements, product focus, or completing the Fuze migration. Additionally, he asked for details on gross margin trends and whether the impact is primarily from a mix shift towards CPaaS.

    Answer

    CEO Samuel Wilson explained that future overall growth depends on new products becoming a more significant part of the business and the diminishing headwind from the Fuze platform runoff, noting the core 8x8 platform is already growing. CFO Kevin Kraus confirmed the gross margin pressure is mix-driven due to the acceleration of the lower-margin CPaaS business, while underlying UCaaS/CCaaS margins remain steady. Wilson added that new AI product launches might cause slight near-term margin compression as adoption scales.

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    Michael Berg's questions to Sprinklr Inc (CXM) leadership

    Michael Berg's questions to Sprinklr Inc (CXM) leadership • Q2 2025

    Question

    Michael Berg of Wells Fargo asked for clarification on whether the prior non-GAAP operating income guidance of $104 million, adjusted for one-time items, should be considered the new baseline for modeling future profitability.

    Answer

    Chief Financial Officer Manish Sarin advised against using the adjusted figure as a definitive baseline for outer years. He stated that the company is currently focused on executing its initiatives for the second half of the year and will provide more constructive commentary on future operating income in subsequent calls.

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