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    Mike Latimore • Northland Capital Markets

    Mike Latimore's questions to Evolv Technologies Holdings Inc (EVLV) leadership

    Mike Latimore's questions to Evolv Technologies Holdings Inc (EVLV) leadership • Q2 2025

    Question

    Aditya, on behalf of Mike Latimore from Northland Capital Markets, asked if the company is seeing increased interest from California hospitals following recent legislation and about the potential for international demand.

    Answer

    CEO John Kedzierski described the California hospital legislation as a "further tailwind" and confirmed Evolv has secured wins in the state, while noting the compliance timeline extends to 2027. He also stated that the company sees growing inbound international demand and is focused on improving the efficiency of its international delivery model.

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    Mike Latimore's questions to Evolv Technologies Holdings Inc (EVLV) leadership • Q1 2025

    Question

    Mike Latimore inquired about any refinements to the company's strategy, particularly regarding distribution channels or potential acquisitions. He also asked about the assumptions for quarterly bookings within the annual guidance, which verticals are showing the most momentum, and the potential impact of tariffs on the business.

    Answer

    CEO John Kedzierski stated the strategy remains focused on driving the predictable subscription model to create shareholder value. He noted the guidance assumes deploying at least as many new subscriptions in 2025 as in 2024 and expressed excitement about momentum across all key verticals. CFO Chris Kutsor added that half of Q1 bookings came from existing customers. Regarding tariffs, Kedzierski explained that the 2025 outlook already accounts for them and that exposure is limited due to U.S. assembly and a low percentage of Chinese components in the flagship product.

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    Mike Latimore's questions to Evolv Technologies Holdings Inc (EVLV) leadership • Q2 2024

    Question

    On behalf of Mike Latimore, an analyst asked about the potential catalysts needed to accelerate growth in the industrial warehouse vertical and inquired about the company's total sales headcount.

    Answer

    President and CEO Peter George explained that while the industrial warehouse vertical is still in its early days, it is expected to become a materially important revenue contributor in 2025 and one of the company's top two verticals in subsequent years. He also detailed that the go-to-market team consists of nearly 150 people, including a couple of dozen quota-carrying salespeople, with about 70% of business flowing through channel partners.

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    Mike Latimore's questions to Evolv Technologies Holdings Inc (EVLV) leadership • Q1 2024

    Question

    Mike Latimore of Northland Capital Markets inquired about the number of salespeople hired in the year, the total current number of quota-carrying sales executives, and the business outlook for the industrial warehouse category.

    Answer

    Executive Brian Norris stated that the company has about 35 quota-carrying sales executives, a number relatively unchanged from the end of the previous year. President and CEO Peter George added that while it's still early, the industrial warehouse vertical is expected to become one of the company's top two verticals over time.

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    Mike Latimore's questions to Gorilla Technology Group Inc (GRRR) leadership

    Mike Latimore's questions to Gorilla Technology Group Inc (GRRR) leadership • H1 2025

    Question

    Mike Latimore of Northland Capital Markets asked for a summary of key revenue drivers in the first half of 2025, expectations for the second half, and detailed updates on the One Amazon and Thailand Smart School projects.

    Answer

    CEO Jay Chandan explained that H1 revenue was driven by projects in the Middle East and Taiwan, with H2 expected to be driven by Taiwan, Thailand, and the Middle East. He provided a comprehensive update on the One Amazon project, detailing technology milestones, the tokenization launch planned for COP30, and a newly signed 130,000-hectare land use agreement. Regarding the Thailand project, he noted its scope has expanded to include cloud and AI database integration, with active negotiations ongoing.

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    Mike Latimore's questions to NextNav Inc (NN) leadership

    Mike Latimore's questions to NextNav Inc (NN) leadership • Q2 2025

    Question

    Speaking for Mike Latimore of Northland Capital Markets, an analyst asked how resilient Positioning, Navigation, and Timing (PNT) technology fits into the broader artificial intelligence (AI) landscape.

    Answer

    CEO Mariam Sorond positioned resilient PNT as a 'backbone to AI,' emphasizing that accurate, real-time location and timing data is critical for AI applications like autonomous vehicles, critical infrastructure, and defense systems. She warned that without reliable PNT, AI-driven outcomes could be misguided, dangerous, and lead to mission failure in critical systems like power grids or drone swarms.

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    Mike Latimore's questions to Symbotic Inc (SYM) leadership

    Mike Latimore's questions to Symbotic Inc (SYM) leadership • Q3 2025

    Question

    Mike Latimore from Northland Capital Markets sought clarity on the near-term trajectory for new system starts. He also asked for a clarification of the FY26 outlook, questioning if management's comments implied that quarterly revenue would remain at a similar level to the Q4 2025 guidance for the first half of the year.

    Answer

    CFO Carol Hibbard explained that the Q3 dip in new starts (to five) was temporary as customers awaited the new design, and she expects starts to step back up toward the mid-to-high single-digit average. Regarding FY26, she confirmed that based on the RPO consumption disclosed in the Form 10-Q, a revenue level similar to the Q4 guidance is a reasonable expectation for the first half of the year.

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    Mike Latimore's questions to Symbotic Inc (SYM) leadership • Q1 2025

    Question

    Mike Latimore of Northland Capital Markets requested an update on the GreenBox initiative, including demand and revenue timing, and asked about the cash flow from operations outlook for the rest of the year.

    Answer

    CEO Rick Cohen stated that the Atlanta and California GreenBox sites are still in build-out, with significant revenue not expected until next year. He mentioned a focus on hiring a management team for GreenBox. CFO Carol Hibbard clarified that while some revenue is being recognized now, the heavy ramp-up will be in the second half of the year. Regarding cash flow, she noted Q1 was strong due to timing of receipts and expects the cash position to continue rising through the year but did not provide specific guidance.

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    Mike Latimore's questions to Symbotic Inc (SYM) leadership • Q4 2024

    Question

    Mike Latimore asked for the outlook on cash flow from operations for the upcoming year and requested details on the hiring progress for the in-sourced EPC (Engineering, Procurement, and Construction) initiatives.

    Answer

    CFO Carol Hibbard stated that working capital fundamentals are unchanged and the Q4 cash dip was due to the timing of receipts, which she expects to rebound in 2025. She confirmed they have hired program managers and resources for the first 5-7 sites where they are taking over EPC work but did not quantify the number of hires.

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    Mike Latimore's questions to Axon Enterprise Inc (AXON) leadership

    Mike Latimore's questions to Axon Enterprise Inc (AXON) leadership • Q2 2025

    Question

    Mike Latimore of Northland Capital Markets inquired about the deployment of a prior large enterprise deal, the current enterprise pipeline, and the manufacturing capacity for TASER 10.

    Answer

    COO & CFO Brittany Bagley confirmed they are continuously ramping TASER 10 capacity to meet strong demand and noted that FUSYS is resonating well in the enterprise segment. President Josh Isner added that large enterprise deployments are complex but progressing well, providing key learnings for future projects.

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    Mike Latimore's questions to Five9 Inc (FIVN) leadership

    Mike Latimore's questions to Five9 Inc (FIVN) leadership • Q2 2025

    Question

    Mike Latimore of Northland Capital Markets asked about the potential ARPU impact from the new AgenTeq AI and requested clarification on the percentage of AI revenue that is usage-based.

    Answer

    CEO & Chairman Mike Burkland explained that advanced solutions like AgenTeq AI have a price point about 25% higher than core AI agents, which should drive ARPU upward. He clarified that of the top three AI products, two are consumption-based (sold in pre-committed blocks, akin to subscriptions) and one is capacity-based, rather than being traditional pay-as-you-go usage.

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    Mike Latimore's questions to Planet Labs PBC (PL) leadership

    Mike Latimore's questions to Planet Labs PBC (PL) leadership • Q1 2026

    Question

    Mike Latimore from Northland Capital Markets inquired about the specific drivers of the strong sequential revenue growth in Q1 and asked for more detail on the "unprecedented demand" mentioned by management.

    Answer

    President & CFO Ashley Fieglein Johnson attributed the Q1 revenue outperformance to strong sales execution, including an 8-figure contract win, higher-than-expected customer usage, and progress on the JSAT contract. CEO Will Marshall linked the "unprecedented demand" to the changing geopolitical landscape, which is heightening the need for security and satellite capabilities, particularly in Europe and Asia.

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    Mike Latimore's questions to Planet Labs PBC (PL) leadership • Q4 2025

    Question

    Mike Latimore asked if the FY27 growth drivers like AI and new satellites were incremental to the guided 'doubling of the growth rate' and sought clarification on whether 'positive cash flow' meant free cash flow.

    Answer

    CFO Ashley Whitfield Johnson confirmed that the doubling of the growth rate is based on the existing secured backlog, and that opportunities from AI, new satellite services contracts, and new Pelican/Tanager data represent potential upside to that growth. She also clarified that 'positive cash flow' refers to free cash flow (cash from operations minus CapEx).

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    Mike Latimore's questions to Planet Labs PBC (PL) leadership • Q3 2025

    Question

    Mike Latimore of Northland Capital Markets inquired about the key catalysts and timeline for converting the company's third U.S. Department of Defense pilot program into a full commercial contract. He also asked for clarification on whether the sequential decrease in sales and marketing expenses represents a new sustainable run rate.

    Answer

    CEO Will Marshall explained that the DoD pilots are an iterative process for a new capability that enables the government to find threats over large areas, and these pilots could lead to extensions or operational contracts over time. CFO Ashley Johnson confirmed the lower sales and marketing expense is a result of the mid-year restructuring aimed at improving customer acquisition efficiency, not a one-time item, suggesting it is a new baseline.

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    Mike Latimore's questions to Planet Labs PBC (PL) leadership • Q2 2025

    Question

    Mike Latimore from Northland Capital Markets inquired if the Q3 gross margin guidance of 59-61% represents a new baseline, asked for an update on the company's AI pilots, and questioned whether headwinds in the agriculture sector have stabilized.

    Answer

    President Ashley Whitfield Johnson stated that while sustaining and improving gross margin is the goal, the mix of business, particularly large deals involving partners, could create pressure. CEO Will Marshall added that several AI pilots have been conducted this year with more to come, focusing on building them into operational vehicles. Regarding the agriculture sector, both executives expressed optimism, citing positive feedback from partners and a strategic shift towards better-aligned business models with customers like BASF.

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    Mike Latimore's questions to Red Cat Holdings Inc (RCAT) leadership

    Mike Latimore's questions to Red Cat Holdings Inc (RCAT) leadership • Q1 2025

    Question

    Mike Latimore asked about the origin of the USV partnership, whether Palantir's software would be integrated with the new vessels, the key non-SRR customers for the year, and the expected trend for cash operating expenses throughout the year.

    Answer

    CEO Jeffrey Thompson detailed that the USV partnership originated from a search for combat-proven technology and that they are now jointly pursuing large government contracts. He confirmed Palantir's WarpSpeed OS will be used in the new Florida factory, creating a unique, integrated solution. Thompson identified key non-SRR customers as Border Patrol, first responders, and NATO allies, projecting that non-SRR revenue could equal or exceed SRR revenue in the second half of the year. He expects cash burn to decrease rapidly as drone deliveries from both product lines are now underway, improving margins and cash flow.

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    Mike Latimore's questions to Red Cat Holdings Inc (RCAT) leadership • FY 2024

    Question

    Mike Latimore asked about the financial impact of the new Visual Navigation software on guidance, the status of the transition to Palantir's operating system, and the potential for additional SRR funding this year.

    Answer

    Executive Jeffrey Thompson clarified that revenue from the new Visual Navigation software, developed with Palantir, is not yet included in financial guidance and will be updated after a full quarter of sales. He noted the company is in the early weeks of implementing Palantir's operating system, which is expected to boost margins. Thompson also confirmed the company requested an additional $100 million in SRR funding for 2025, though this is not factored into their current outlook.

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    Mike Latimore's questions to SoundThinking Inc (SSTI) leadership

    Mike Latimore's questions to SoundThinking Inc (SSTI) leadership • Q1 2025

    Question

    On behalf of Mike Latimore, Aditya asked about the outlook for meaningful bookings from the PlateRanger solution this year and whether the company anticipates further expansion in Puerto Rico.

    Answer

    Executive Alan Stewart projected PlateRanger bookings to be in the '$1 million-plus range' for the year, with a significant revenue increase expected next year. Stewart also confirmed that SoundThinking is in ongoing discussions with Puerto Rico to convert the current contract into a multi-year renewal and is also discussing potential expansions beyond the existing 30-mile coverage area.

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    Mike Latimore's questions to SoundThinking Inc (SSTI) leadership • Q4 2024

    Question

    Mike Latimore of Northland Capital Markets requested a breakdown of the projected incremental ARR growth for 2025 between gunshot detection and other product categories. He also asked to identify the top verticals showing momentum for the SafePoint weapon detection system.

    Answer

    Executive Alan Stewart estimated that of the ARR growth to approximately $110 million, about $8 million to $9.5 million would come from gunshot detection, with the rest from other products. Executive Ralph Clark identified the three primary verticals for SafePoint as healthcare, gaming centers, and select corporate sites, noting existing deployments in large financial institutions.

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    Mike Latimore's questions to SoundHound AI Inc (SOUN) leadership

    Mike Latimore's questions to SoundHound AI Inc (SOUN) leadership • Q1 2025

    Question

    Vijay Devar, on behalf of Mike Latimore, asked for guidance on modeling gross margin for the upcoming quarters and for an update on customer retention rates within the recently acquired Amelia business.

    Answer

    CFO Nitesh Sharan declined to give specific gross margin guidance but stated that margins are temporarily impacted by the business mix from recent acquisitions. He outlined a plan to improve or exit low-margin acquired contracts over 18-24 months, with the medium-term goal of returning to pre-acquisition levels above 70%. On retention, Sharan explained that while specific rates for Amelia are not disclosed, the company has reinvested in customer success and sees a clear path to improving both gross and net retention, driven by new product offerings and an expanded set of use cases.

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    Mike Latimore's questions to SoundHound AI Inc (SOUN) leadership • Q4 2024

    Question

    Mike Latimore questioned which of the recently acquired Amelia's use cases—customer engagement or internal IT support—is more prominent in the pipeline. He also asked about the typical pricing and contracting model for these SaaS offerings.

    Answer

    CEO Keyvan Mohajer stated that customer service use cases are more pronounced and aligned with SoundHound's history, though IT automation is a strategic upsell opportunity. CFO Nitesh Sharan clarified that the pricing model is a mix but is generally moving toward SaaS subscriptions based on interactions, with contracts often including success-based fees and pricing tiers for higher volumes.

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    Mike Latimore's questions to Cantaloupe Inc (CTLP) leadership

    Mike Latimore's questions to Cantaloupe Inc (CTLP) leadership • Q2 2025

    Question

    Mike Latimore questioned the sustainability of the improved subscription and transaction gross margins. He also asked if the subscription growth rate would continue to improve and what was driving the acceleration in transaction dollar volume.

    Answer

    Executive Scott Stewart affirmed that the current gross margin levels are sustainable, citing benefits from cost management, routing efficiencies, and higher average ticket prices. He reiterated the company is in line with its 15%+ subscription growth guide for the year. Both Stewart and CEO Ravi Venkatesan attributed the strong transaction volume growth to micro markets and Smart Stores, which facilitate sales of higher-priced items like fresh food, as well as a new 'smart retail' category for items like electronics.

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    Mike Latimore's questions to Cantaloupe Inc (CTLP) leadership • Q4 2024

    Question

    Mike Latimore from Northland Capital Markets asked about the future outlook for gross margins, sought quantification of the improved implementation timeframes, and inquired about growth opportunities in Latin America.

    Answer

    Executive Scott Stewart stated that he sees room for transaction margin expansion, expects subscription margin to remain stable in the 88-90% range, and is targeting 10-15% for equipment margin in 2025. Executive Ravi Venkatesan quantified that implementation times have returned to the 6-week norm, down from a high of 4 months. Regarding Latin America, Ravi Venkatesan expressed confidence in winning at least one or two more large operators in the region.

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    Mike Latimore's questions to Scansource Inc (SCSC) leadership

    Mike Latimore's questions to Scansource Inc (SCSC) leadership • Q1 2025

    Question

    Mike Latimore asked for specific UCaaS and CCaaS growth rates within Intelisys, sought qualitative commentary on the impact of AI on the CCaaS business, and questioned if the 6% net bookings growth for Intelisys was a sustainable run rate.

    Answer

    Chair and CEO Mike Baur declined to provide specific technology growth rates, citing the new segment reporting strategy. He acknowledged AI as a future growth driver but noted their channel partners are not typically early adopters. Baur also clarified that the softness in the hardware business extends to Intelisys, suggesting that low-single-digit growth for the year is a more realistic expectation, aligning with overall company guidance.

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    Mike Latimore's questions to C3.ai Inc (AI) leadership

    Mike Latimore's questions to C3.ai Inc (AI) leadership • Q1 2025

    Question

    Mike Latimore of Northland Capital Markets asked about the strong pilot growth, questioning if the value of pilots was as expected, and sought to understand the confidence behind the guided revenue acceleration in Q2.

    Answer

    CEO Thomas Siebel confirmed that pilot values are in line with expectations, averaging around $0.5 million for enterprise AI and $0.25 million for generative AI, with a 70% expected conversion rate. Regarding Q2 guidance, Siebel expressed confidence based on the company's consistent track record of meeting or exceeding guidance for 15 consecutive quarters, stating their forecast is the best indicator of future performance.

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