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    Rich Magnus • Wolfe Research

    Rich Magnus's questions to Twilio Inc (TWLO) leadership

    Rich Magnus's questions to Twilio Inc (TWLO) leadership • Q3 2024

    Question

    Rich Magnus, on for Alex Zukin, asked if free cash flow margin expansion would outpace operating margin expansion next year and requested quantification of the Q4 political traffic impact.

    Answer

    CFO Aidan Viggiano stated that while explicit 2025 free cash flow guidance is not yet available, it generally tracks non-GAAP operating income over time, though Q4 FCF will see a sequential decline due to vendor prepayments. She noted that political traffic in Q3 contributed an immaterial 90 basis points to growth, which was offset by the Zipwhip software sunset, and expects a similarly immaterial impact in Q4.

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    Rich Magnus's questions to Zoom Communications Inc (ZM) leadership

    Rich Magnus's questions to Zoom Communications Inc (ZM) leadership • Q2 2025

    Question

    Rich Magnus of Wolfe Research asked for the key drivers behind the top Contact Center wins that involved displacing legacy on-prem or other cloud solutions, rather than migrating from Zoom's first-gen product.

    Answer

    CFO Kelly Steckelberg clarified that of the top 10 wins, all were displacements, with six replacing on-prem legacy systems and four replacing other cloud vendors. CEO Eric Yuan added that beyond features, platform stability is a critical factor for customers, as Contact Center is a mission-critical service. He concluded that the combination of stability, modern architecture, pricing, AI capabilities, and faster innovation is what secures these competitive wins.

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