Peter Burkly

Peter Burkly sought updated thoughts on LiveRamp's core strategy regarding AI, specifically whether it remains an enabler of customer AI success rather than an AI company itself. He also asked about the deceleration in CRPO growth, inquiring if it's due to usage-based pricing, renewal timing, or contract duration changes.

Answer

CEO Scott Howe reiterated LiveRamp's strategy as an AI enabler, comparing it to Apple's App Store model where partners build most functionality, but LiveRamp also develops internal AI-driven product improvements. He emphasized accelerating partner success by connecting to them. CFO Lauren Dillard explained that CRPO was impacted by the runoff of large multi-year deals in their final year ahead of renewal, which are expected to renew. She pointed to the strong 23% growth in total RPO as a reflection of recent sales momentum.

Peter Burkly sought updated thoughts on LiveRamp's core strategy of enabling customers' AI success as 'pipelines and plumbing' rather than being an AI company itself, and whether there's any change in this thinking. He also asked about the deceleration in current RPO (CRPO) growth, inquiring if it's due to usage-based pricing not being captured, renewal timing, or duration changes.

Answer

CEO Scott Howe reiterated the core strategy of enabling data utilization for partners' AI applications, comparing it to Apple's App Store model where LiveRamp enables partners but also uses AI internally for product improvements. CFO Lauren Dillard explained that CRPO sensitivity to renewal timing and contract length impacted this quarter, specifically due to the runoff of large multi-year deals in their final year, which are expected to renew. She highlighted the strong total RPO (up 23%) as reflecting recent sales momentum.

Peter Burkly asked about the adoption path for the Clean Room solution, given its 4x ARR lift, and inquired about the future directional trend for Subscription Net Retention (SNR).

Answer

CEO Scott Howe stated that broader Clean Room adoption is a matter of time, execution, and education, with a long-term tailwind from AI requiring secure, proprietary data collaboration. CFO Lauren Dillard projected near-term SNR to be between 100% and 105%, impacted by prior-year selling pressure, but expects improvement in the second half. The medium-term target remains 105%-110%, driven by Clean Room cross-sells and improved gross retention.

Speaking for Kirk Materne, Peter Burkly inquired about which industry verticals offer the largest expansion opportunities and whether Samsara plans to verticalize its go-to-market efforts.

Answer

Chief Executive Officer Sanjit Biswas highlighted strong traction in verticals like construction, which historically had low technology adoption, but noted broad opportunity exists as market penetration for telematics and safety remains low across all industries. Chief Financial Officer Dominic Phillips added that the company does not plan a formal go-to-market verticalization in fiscal 2026, as use cases have enough commonality, with the exception of the public sector, which already has a specialized sales motion.