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    Nick Altmann • Scotiabank

    Nick Altmann's questions to GitLab Inc (GTLB) leadership

    Nick Altmann's questions to GitLab Inc (GTLB) leadership • Q1 2026

    Question

    Nick Altmann from Scotiabank asked about the trend of more customers landing directly on the Ultimate tier and the implications for future expansion rates, as well as the impact of making Duo Enterprise available to Premium customers.

    Answer

    CEO Bill Staples noted that while more customers landing on Ultimate is a positive sign driven by security needs, the majority still start with Premium, preserving the land-and-expand motion. He explained that making Duo Enterprise available to Premium customers was a response to demand and analysis showed it was not a primary driver for Ultimate upgrades, thus posing low risk to the upgrade path and expanding the addressable market.

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    Nick Altmann's questions to UiPath Inc (PATH) leadership

    Nick Altmann's questions to UiPath Inc (PATH) leadership • Q1 2026

    Question

    Nick Altmann asked if the sales pipeline mix is expected to shift more towards net new customers versus expansions, considering that the new agentic automation capabilities are reportedly driving new logo wins and competitive displacements.

    Answer

    CFO & COO Ashim Gupta stated he does not see a significant change in the mix between new and expansion business. He explained that platform capabilities beyond core RPA have always driven wins, and agentic automation is a further differentiator that enhances discussions with both new and existing customers, rather than fundamentally altering the business mix.

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    Nick Altmann's questions to nCino Inc (NCNO) leadership

    Nick Altmann's questions to nCino Inc (NCNO) leadership • Q1 2026

    Question

    Nick Altmann from Scotiabank sought clarification on whether the 14% growth in sales headcount was impacted by the recent restructuring and asked about the underlying sales productivity assumptions for the FY26 ACV target. He also questioned what signals would prompt reinvestment of cost savings versus allowing them to flow to the bottom line.

    Answer

    CFO Greg Orenstein confirmed the sales organization was not impacted by the restructuring and the 14% capacity increase remains accurate. CEO Sean Desmond added that the primary indicator for reinvestment is pipeline activity and momentum, noting a recent uptick and strong interest in new AI solutions, which could justify further investment to capture growth.

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    Nick Altmann's questions to Amplitude Inc (AMPL) leadership

    Nick Altmann's questions to Amplitude Inc (AMPL) leadership • Q1 2025

    Question

    Nick Altmann asked for the financial contribution of Command AI (Guides and Surveys) and the strategy for its reacceleration. He also inquired how the push for longer-term contracts has affected sales cycles and if the company would revert to annual deals in a choppier macro.

    Answer

    CFO Andrew Casey did not provide specific numbers but stated that the ARR from Guides and Surveys now 'well eclipsed' what Command AI had generated on its own. Regarding contract duration, Casey explained that longer terms are grounded in selling to the enterprise, which values cost predictability. He said sales cycles are managed with deal constructs that demonstrate value upfront, and this approach is effective for both new logos and expansions, suggesting it's a durable strategy rather than one they would revert from.

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    Nick Altmann's questions to Klaviyo Inc (KVYO) leadership

    Nick Altmann's questions to Klaviyo Inc (KVYO) leadership • Q3 2024

    Question

    John Gomez, on for Nick Altmann at Scotiabank, inquired about the pipeline for upmarket logos and whether Q4 is the peak period for winning these accounts due to competitor renewal cycles.

    Answer

    CEO Andrew Bialecki clarified that most large retailers avoid platform migrations during the critical Q4 holiday season. He explained that Q4 is typically used to build the pipeline, with many enterprise deals closing in Q1 after brands have analyzed their holiday performance and are ready to invest in new technology.

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