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CEO Tom Shea emphasized that the company's playbook does not change based on economic conditions. He highlighted a consistent focus on disciplined and efficient growth, drawing on his experience bootstrapping companies. The strategy remains to focus on execution and what they can control, which he believes positions them better for when the market improves.

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CEO Tom Shea explained that developers are central to the platform's extensibility and come in three types: citizen developers, exchange partners, and ISVs. He stated that the Wave conference aims to empower these 'creators' to leverage the platform's development environment. This strategy drives durable growth by enabling the creation of reproducible solutions on the Solution Exchange, which adds value for customers and the company.

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Matthew Calkins, Chairman and CEO, discussed plans to expand AI tier adoption among existing customers and predicted an industry-wide shift away from per-seat pricing. He described the sales productivity gains as "durable," attributing them to recent innovations, improved targeting, and new sales habits rather than a previously larger pipeline.

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CEO Matt Calkins stated that Appian has not aggressively pushed the new pricing on its installed base, preferring to wait for customers to willingly upgrade when they need new functionality, such as AI features. He described the recent sales kickoff as the best in five years, with a focus on fundamentals and new incentives tweaked to motivate larger, more strategic deals.

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CEO Khozema Shipchandler stated that the current resurgence in Voice is largely animated by AI, as thousands of startups build voice AI capabilities. He noted that this interest could translate to other channels like SMS and email over time. Shipchandler also highlighted that customers see higher ROI when using Voice with other Twilio products, which is increasing cross-sell interest.

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CEO Khozema Shipchandler responded that large deal strength is a combination of new customer acquisitions and cross-sell expansion, as more enterprises adopt multiple products, particularly combining Communications with data and AI. He clarified that the improvement in the Communications dollar-based net expansion rate was broad-based and not disproportionately driven by just large deals.

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CEO Khozema Shipchandler stated that customers consolidate on Twilio due to its superior product, deliverability, and trust. He noted the specific ISV deal was driven by these factors, along with Twilio's ability to help them scale internationally. He acknowledged that while customers sometimes experiment with multi-sourcing, they often return to Twilio for its reliability with mission-critical workloads.

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CEO Bill Magnuson explained that these initiatives represent a significant opportunity to improve customer engagement performance and relevance. He sees a future where Braze offers a full spectrum of AI capabilities, from turnkey automated features to bespoke, high-touch offerings like OfferFit's. This strategy is designed to drive better outcomes for clients and create substantial upsell growth opportunities across the entire customer base.

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CFO Isabelle Winkles confirmed that the company is in a 'similar type of ZIP code' for Q4 booking linearity this year. She also added that about half of that Q4 total is typically expected to be booked in the final month of the quarter.

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CEO Bill Magnuson explained that the land-and-expand motion is more correlated with customer size than geography, with enterprise deals often starting smaller. He noted that technology adoption trends, including legacy replacement, often start in the U.S. and move to other regions over time. Braze leverages these learnings from more mature markets to be more efficient as it expands globally.

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CEO Jennifer Tejada noted that core Incident Management can still grow via new use cases. CFO Howard Wilson added that AIOps, Automation, and Customer Service Ops have consistently driven over 40% of incremental ARR, a trend he expects to continue. He anticipates that net new ARR seasonality will ramp gradually through the year as the sales team changes take full effect, rather than being equal each quarter as it was in the prior year.

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CEO Jennifer Tejada identified signals for reinvestment as improving sales productivity, shorter ramp times, and shorter sales cycles, noting the company has significant unmonetized product potential. CFO Howard Wilson addressed the ACV question by explaining there's no single formula, as expansion value depends on the customer's starting point. He emphasized that multiproduct customers see transformational value, citing a Forrester study showing a 250% ROI, which drives retention.

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CEO William Staples explained that GitLab Dedicated's strong growth (over 90% YoY) is driven by its unique position as the only single-tenant SaaS offering in its category, which is a significant competitive advantage. He confirmed that adopting Dedicated also requires an upgrade to the Ultimate tier, directly boosting its ARR mix. The offering is especially compelling for customers in highly regulated industries like financial services and the public sector, as well as for large self-managed customers undertaking cloud transformations, such as Delta Air Lines.

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Co-Founder Sytse Sijbrandij responded that drivers vary, but the key focus is on increasing adoption of the platform's full capabilities. He argued that the greatest leverage comes from customers using more of GitLab to derive more value, which naturally leads to upgrades, rather than a single feature driving the shift.

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CFO Brian Robins reiterated that AI is expected to be a more significant contributor to the model in fiscal 2026 and beyond, as customers are still in the early phases of adopting AI safely and compliantly. However, he noted that AI contribution in Q2 was 3x the internal plan, indicating positive momentum. He views this as a long-term growth driver that will take time to build and have a material impact on a company of GitLab's scale.

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Co-Founder and CEO Andrew Bialecki described partners (tech, agencies, SIs) as critical to Klaviyo's success and integral to its go-to-market strategy. He stated that a key part of the international motion is to immediately engage local partners. For 2025, the focus is on expanding relationships with agencies and SIs and growing the developer community to accelerate growth globally.

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CFO Andrew Casey stated there hasn't been a material change in land ASPs, as many still start with analytics, but noted a positive trend of more customers landing with multi-product deals. CEO Spenser Skates added a key trend is the faster time to replace legacy MarTech solutions, either at land or within a year or two, which is a significant win regardless of the initial land size.

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Chief Executive Officer Pierre Naude stated that Banking Advisor is being welcomed in renewals and is driving an ACV uplift alongside the new pricing model. For new deals, he sees it as a key differentiator and has not observed any sales cycle elongation, attributing this to nCino's position as a trusted vendor capable of delivering certified and auditable AI solutions.

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CEO Yamini Rangan attributed the Service Hub momentum to consistent product innovation over the last 18 months. Key drivers include leveraging AI with the new customer agent for self-service, launching a combined workspace for customer success and support teams, and a steady drumbeat of enterprise-grade features like better SLAs and routing. She stated this progress is driving growth from both new lands and expansion within the customer base.

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Executive Craig Courtemanche reported that customers are 'really excited' about the increased customer-centricity and resources. He clarified that the benefits are not skewed toward any single stakeholder (owner, GC, or specialty contractor), as the approach is universally customer-focused. He and executive Howard Fu both indicated that the opportunity for product cross-selling exists across all stakeholder types at various stages of their digital adoption.

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The go-to-market changes are materially complete, with the sales kickoff serving as the final rollout. Future improvements are expected from both these internal changes and an improving macro environment, particularly in the second half of the year. The guidance philosophy remains consistent with past quarters, factoring in large deal exclusions for the Q1 guide and the expected U-shaped recovery curve for the full year.

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The company views its portfolio as two life cycles: infrastructure (Terraform) and security (Vault). From a net new ACV perspective, they are roughly equal. The security products have a slightly larger base, while the infrastructure products are growing slightly faster. This dynamic informs the go-to-market strategy.

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