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    Oscar Saavedra • Morgan Stanley

    Oscar Saavedra's questions to Qualys Inc (QLYS) leadership

    Oscar Saavedra's questions to Qualys Inc (QLYS) leadership • Q1 2025

    Question

    Oscar Saavedra from Morgan Stanley asked for an update on the performance of partners in terms of lead and pipeline generation relative to internal expectations. He also inquired to what extent the full-year guidance assumes an improvement in this partner contribution.

    Answer

    CFO Joo Mi Kim expressed satisfaction with the progress on the partner side, noting increased pipeline and deal sizes relative to the direct business. However, she clarified that the current guidance prudently assumes no significant improvement from today's levels, essentially a 'stay the course' approach, given the macroeconomic uncertainty. She expressed hope for meaningful improvements once the macro environment improves.

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    Oscar Saavedra's questions to Qualys Inc (QLYS) leadership • Q4 2024

    Question

    On behalf of Morgan Stanley, Oscar Saavedra asked for help reconciling the factors influencing the 2025 guidance, including budget scrutiny, a stable 103% NRR, and the CRO transition, and questioned the level of conservatism in the forecast.

    Answer

    CFO Joo Mi Kim confirmed the guidance of 6% to 8% growth incorporates all those factors. She clarified that the forecast is based on current trends, which include the assumption that the net dollar expansion rate will not improve from 103% and that the light new bookings performance from Q4 will persist. She acknowledged potential upside from new products like ETM, but stated the timing of that impact remains uncertain.

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