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    Michael Steven Richards • RBC Capital Markets

    Michael Steven Richards's questions to Snowflake Inc (SNOW) leadership

    Michael Steven Richards's questions to Snowflake Inc (SNOW) leadership • Q1 2026

    Question

    Michael Steven Richards of RBC Capital Markets asked about the maturity of Snowflake's go-to-market motion specifically to support its AI product developments.

    Answer

    CEO Sridhar Ramaswamy expressed pleasure with the company's ability to seize the AI opportunity. He described a successful model using specialized 'AI ninjas'—solution engineers deeply versed in AI products—to support sales teams globally. This specialist-led approach, which pioneers use cases and then enables the broader sales force, is now being applied to other areas like data engineering, heralding a new era of data-driven go-to-market.

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    Michael Steven Richards's questions to EverCommerce Inc (EVCM) leadership

    Michael Steven Richards's questions to EverCommerce Inc (EVCM) leadership • Q4 2024

    Question

    Michael Steven Richards, on for Matt Hedberg, asked about the new CFO's guidance philosophy and the key levers for the expected growth acceleration in the second half of 2025. He also requested more detail on the investments being made in the payments platform and the primary frictions to adoption.

    Answer

    CFO Ryan Siurek stated the guidance philosophy is to provide a balanced view they are confident in, noting consistent beats in 2024. CEO Eric Remer added the approach is to be 'prudent.' Regarding payments, Siurek detailed investments across the entire adoption funnel, including integrated sales motions, dedicated payment sales reps, and customer success resources to overcome customer 'inertia of change.' Product enhancements like tap-to-pay are also being implemented to expand wallet share.

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    Michael Steven Richards's questions to Qualys Inc (QLYS) leadership

    Michael Steven Richards's questions to Qualys Inc (QLYS) leadership • Q4 2024

    Question

    Representing RBC Capital Markets, Michael Steven Richards inquired about expected changes to the sales motion following the CRO's departure and asked for an update on customer feedback, growth potential, and the competitive landscape for the TotalAI solution.

    Answer

    CEO Sumedh Thakar detailed that the sales motion will pivot more heavily toward partners, enabling them with the Managed Risk Operations Center (mROC) platform to drive services revenue. Regarding TotalAI, he noted that early customer feedback is very positive, with AI security being a top CISO priority. While the market is greenfield and Qualys's approach is unique, he stated it's too early to quantify the financial impact as customers are still determining budgets, expecting a gradual ramp over the next few years.

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    Michael Steven Richards's questions to UiPath Inc (PATH) leadership

    Michael Steven Richards's questions to UiPath Inc (PATH) leadership • Q3 2025

    Question

    Michael Steven Richards of RBC Capital Markets asked about the current demand environment, any changes in buying patterns, and the potential for a year-end budget flush, particularly for new Gen AI projects.

    Answer

    CEO Daniel Dines characterized the demand environment as stable and consistent with the past two quarters, showing no signs of significant degradation or improvement. CFO & COO Ashim Gupta added that while the company does not plan for a budget flush, its sales team is prepared to capitalize on any such opportunities that may arise.

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    Michael Steven Richards's questions to UiPath Inc (PATH) leadership • Q2 2025

    Question

    Michael Steven Richards, on for Matt Hedberg, requested more details on the recent restructuring, including its size and the areas impacted, and asked if any potential business disruption was factored into the financial guidance.

    Answer

    CEO Daniel Dines explained the restructuring largely impacted central functions like sales operations and enablement to improve efficiency and agility. CFO & COO Ashim Gupta added that no incremental disruption was factored into guidance, as the changes targeted areas with a disconnect from the field and were not expected to impact the company's growth rate.

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    Michael Steven Richards's questions to Autodesk Inc (ADSK) leadership

    Michael Steven Richards's questions to Autodesk Inc (ADSK) leadership • Q3 2025

    Question

    Michael Steven Richards, on behalf of Matt Hedberg, requested an update on Project Bernini, including customer reception and the potential monetization strategy for foundational AI models.

    Answer

    CEO Andrew Anagnost described Bernini as a top-down AI innovation currently in a phase of targeted customer engagement to improve its intelligence, noting it is not yet commercially available. He outlined several potential monetization paths for AI, including enhancing competitive position, charging for high-value features, and licensing technology, while emphasizing that it is still early days.

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    Michael Steven Richards's questions to N-Able Inc (NABL) leadership

    Michael Steven Richards's questions to N-Able Inc (NABL) leadership • Q3 2024

    Question

    Representing Matt Hedberg, Michael Steven Richards sought clarification on the moderated guidance for long-term contracts, asking if it was due to fewer customers signing up or increased optimization. He also asked if the strong bookings momentum from Q2 continued into Q3.

    Answer

    EVP and CFO Tim O'Brien clarified the guidance change was not from increased optimization but from a higher mix of new customers choosing SaaS offerings (which lack upfront revenue recognition) and a lower-than-expected conversion of existing on-premise customers to long-term contracts. CEO John Pagliuca confirmed that demand remained strong in Q3, with bookings growing in the teens year-over-year.

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