Nay Soe Naing

Nay Soe Naing asked about the duration of transition growth headwinds in the Field Systems business, which saw a deceleration to 1.5 percentage points this quarter, and how this would impact the qualitative 2026 growth guide. He also sought clarification on whether the 2026 growth uplift would stem from particular segments or slower subscription transition headwinds. Additionally, Mr. Naing inquired about operating leverage, the margin expansion drop-through from gross margins to EBIT, and future expectations given the increasing mix of higher gross margin software businesses.

Answer

CFO Phil Sawarynski stated that Field Systems transitions are expected to continue through 2027. He clarified that the 2026 mid to high single-digit revenue growth outlook was not an uplift compared to the approximately 9% adjusted revenue growth for 2025. President and CEO Rob Painter reiterated the 30-40% operating leverage framework from Investor Day, acknowledging that while current performance was ahead, the company aims to maintain investments in areas like AI to ensure long-term attractive growth, despite the significant 1,200 basis point increase in gross margins over the last five years.

Nay Soe Naing asked about the duration of transition growth headwinds in the Field Systems business and their impact on the 2026 growth outlook, the company's leverage ratio and capital allocation strategy (including buybacks and M&A), expectations for operating margin improvement in 2026, the company's moat against AI disintermediation in SaaS and potential vulnerabilities, and the macro outlook and internal drivers for optimism in the Transportation and Logistics business going into 2026.

Answer

Phil Sawarynski (CFO) stated that Field Systems transition headwinds are expected to continue through 2027, clarifying that the mid to high single-digit 2026 revenue guidance is not higher than 2025's adjusted 9% growth. He outlined capital allocation priorities: investing in the business, tuck-in M&A in construction software, and committing over one-third of free cash flow to share buybacks, but declined to provide specific 2026 EPS/margin guidance. Rob Painter (President and CEO) emphasized Trimble's strong moat from connecting hardware and software across physical and digital worlds, acknowledging the need for continuous investment in AI to avoid disruption while staying within the 3430 model. For Transportation and Logistics, Rob Painter noted no meaningful macro green shoots for 2026, focusing instead on internal execution, such as a 400 basis point margin improvement in the second half of the year, outperforming the end market, and leveraging product offerings like Freight Marketplace.

Nay Soe Naing asked what factors, beyond the go-to-market improvements, were contributing to management's confidence for Q4, particularly given the more positive commentary on the macro outlook.

Answer

President and CEO Neil Barua attributed his confidence to several factors. He highlighted a more disciplined pipeline review process, noting that Q4 has the highest number of deals over $5 million in the company's history. He also emphasized a significant increase in strategic engagement with C-level executives at customer accounts, which provides better visibility and elevates the conversation, citing the relationship with NVIDIA as a prime example.

Nay Soe Naing asked if cautious customer conversations were concentrated in specific verticals or regions, and what assumptions underpin the 9% high-end of the ARR guidance.

Answer

CEO Neil Barua responded that the cautious conversations are idiosyncratic and not concentrated in any single vertical or geography, citing examples of some customers accelerating deals while others consider delays. Regarding the 9% guidance ceiling, he explained that even if macro and trade issues resolve quickly, some selling time has already been lost in the current fiscal year, which has only five months remaining. Therefore, the 7% to 9% range is considered the most appropriate at this time.

Nay Soe Naing asked if the go-to-market changes were on schedule without disruption, and whether upcoming AI launches would extend beyond ServiceMax and Codebeamer.

Answer

CEO Neil Barua confirmed the go-to-market transformation is on track and that the annual guidance was set to account for any potential impacts. Regarding AI, he stated that while ServiceMax and Codebeamer are leading, AI initiatives are underway across the portfolio, including for Windchill and Onshape, with a focus on delivering practical value.

Nay Soe Naing from Berenberg questioned the change in the full-year outlook for China revenue, from growth to decline, and asked about the softer recurring revenue percentage in Q2. He also inquired about the company's current pricing power.

Answer

CEO Sassine Ghazi attributed the revised China outlook to the cumulative impact of macro headwinds and restrictions, noting the full-year guidance is reiterated due to strength in other regions. CFO Shelagh Glaser explained that the recurring revenue mix fluctuates based on the timing of strong upfront IP revenue, which was up 21% in the quarter. Sassine Ghazi affirmed that pricing is consistently based on the value and impact delivered to customers.

Nay Soe Naing from Berenberg questioned the change in Synopsys's full-year outlook for China, from growth to a decline. He also asked for color on the recurring revenue percentage, which was softer in Q2, and inquired about the company's current pricing power.

Answer

CEO Sassine Ghazi attributed the revised China outlook to the cumulative impact of macro headwinds and restrictions, emphasizing that the full-year guidance is reiterated due to strength in other regions. He noted pricing is based on value delivered. CFO Shelagh Glaser added that the recurring revenue percentage fluctuates based on business mix, particularly with strong upfront IP revenue, which grew 21% in the quarter.

Nay Soe Naing asked about the company's cost control, highlighting the low expense growth in Q1 compared to the higher growth guided for Q2, and requested an outlook for costs in the second half of the year.

Answer

CFO Shelagh Glaser explained that Q1 costs were lower than anticipated due to the timing of hiring and certain large expenses. She confirmed there is no change to the full-year expense plan. The guided step-up in Q2 costs is a normal structural change driven by the annual merit and performance-based compensation cycle.

Nay Soe Naing asked about the drivers behind the impressive growth in the System Design & Analysis (SDA) segment and whether its strong past performance creates difficult comparisons for the future.

Answer

CFO John Wall noted that Q1 2024 was an easy comparison and credited the strong Q1 2025 results to the BETA CAE acquisition and the significant pull-through business it generates for other Cadence products. CEO Anirudh Devgan added that BETA's established relationships, particularly in automotive, are increasing the market reach for Cadence's broader portfolio.