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    Quinton Gabrielli • Piper Sandler

    Quinton Gabrielli's questions to Pure Storage Inc (PSTG) leadership

    Quinton Gabrielli's questions to Pure Storage Inc (PSTG) leadership • Q4 2025

    Question

    Quinton Gabrielli, on behalf of Jim Fish at Piper Sandler & Co., asked if potential tariffs are embedded in the guidance and whether the 17% operating margin target is secure from incremental spending on new hyperscaler wins.

    Answer

    CEO Charles Giancarlo stated they have contingency plans for various tariff scenarios but cannot predict specifics, emphasizing their supply chain flexibility. CFO Kevan Krysler noted that while investments are being made to scale the ecosystem for multiple hyperscalers, each new opportunity may require some custom investment.

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    Quinton Gabrielli's questions to Five9 Inc (FIVN) leadership

    Quinton Gabrielli's questions to Five9 Inc (FIVN) leadership • Q4 2024

    Question

    Quinton Gabrielli, on for Jim Fish, asked if Avaya's recent platform changes have led to any noticeable increase in customer migrations or pipeline activity for Five9.

    Answer

    COO Andy Dignan responded that while Avaya has been a consistent source of customer migrations, the recent change was specific to smaller customers. However, he noted that Five9 is monitoring the situation to see if larger Avaya customers interpret the move as a lack of future commitment, which could create further opportunities for Five9.

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    Quinton Gabrielli's questions to Five9 Inc (FIVN) leadership • Q3 2024

    Question

    Quinton Gabrielli from Piper Sandler asked about the competitive mix in AI deals and how the company is thinking about new versus expansion business in its 2025 outlook.

    Answer

    Executive Michael Burkland responded that competition is primarily from point solutions in the installed base and key CCaaS vendors for new logos. Executive Barry Zwarenstein stated that they are not providing a specific new vs. expansion split for 2025 and do not anticipate major changes to the dollar-based retention rate.

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    Quinton Gabrielli's questions to SPS Commerce Inc (SPSC) leadership

    Quinton Gabrielli's questions to SPS Commerce Inc (SPSC) leadership • Q4 2024

    Question

    Quinton Gabrielli asked about the current mix of international customer acquisition between enablement campaigns and channel partners, and inquired about the sustainability of the strong Q4 gross margin performance into fiscal 2025.

    Answer

    Executive Chad Collins outlined the European strategy, noting that U.S. retailers running campaigns in Europe are a large source of customers, with plans to launch dedicated European community programs in 2025, followed by a channel focus. Executive Kimberly Nelson advised looking at gross margin annually, but reiterated that they expect continued improvement in 2025, which is factored into the strong EBITDA guidance.

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    Quinton Gabrielli's questions to Manhattan Associates Inc (MANH) leadership

    Quinton Gabrielli's questions to Manhattan Associates Inc (MANH) leadership • Q4 2024

    Question

    Quinton Gabrielli from Piper Sandler inquired about the magnitude of previously pushed deals that closed in Q4 and if more were expected to close in early 2025. He also asked if the services slowdown would accelerate the company's strategy to leverage implementation partners.

    Answer

    CEO Eddie Capel confirmed that some, but not all, previously pushed deals had closed and that none have been lost, with some opportunities pushed out a full budgetary year. He reiterated that while services are crucial for customer success and innovation feedback, the company expects software revenue to surpass services revenue in 2026, and there are no plans to move away from the services business despite the faster growth in software.

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    Quinton Gabrielli's questions to Digi International Inc (DGII) leadership

    Quinton Gabrielli's questions to Digi International Inc (DGII) leadership • Q4 2024

    Question

    Quinton Gabrielli from Piper Sandler, on for Jim Fish, inquired about the specific segments driving the expected ARR reacceleration in fiscal 2025, the M&A landscape, and the reasons for the ARR outperformance in the Products & Services segment.

    Answer

    President and CEO Ronald Konezny stated that achieving double-digit ARR growth is a reasonable step from the 9% achieved in fiscal 2024, with contributions expected from both business segments. He noted modest improvements in the M&A market and expressed optimism for increased activity in 2025. Konezny also confirmed that the ARR strength in Products & Services was broad-based across its portfolio.

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