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    Richard Poland • Wells Fargo

    Richard Poland's questions to Guidewire Software Inc (GWRE) leadership

    Richard Poland's questions to Guidewire Software Inc (GWRE) leadership • Q2 2025

    Question

    Richard Poland asked for details on the Q4 ARR seasonality, specifically the mix of net new versus backlog contribution. He also inquired which of the three core components (Policy, Claims, Billing) is most underpenetrated in the installed base.

    Answer

    CFO Jeff Cooper explained that this year's ARR from backlog is seeing very healthy year-over-year growth, a function of strong sales in prior years, and that ARR attrition is expected to be the lowest in years. CEO Mike Rosenbaum and CFO Jeff Cooper clarified that ClaimCenter has the most mature footprint, creating significant upsell opportunity for PolicyCenter. BillingCenter typically sells alongside PolicyCenter, making the standalone BillingCenter deal this quarter an interesting, though unusual, win.

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    Richard Poland's questions to DocuSign Inc (DOCU) leadership

    Richard Poland's questions to DocuSign Inc (DOCU) leadership • Q2 2025

    Question

    Richard Poland, on for Michael Turrin at Wells Fargo, asked about the potential significance of co-selling agreements with large ISVs like Microsoft and SAP for the partner motion. He also inquired if early IAM deals are showing wider, cross-departmental seat deployments or if they are starting in single departments.

    Answer

    CEO Allan Thygesen described co-selling with major ISVs as a 'very meaningful lever,' especially in large enterprises. He also expanded the view of the partner channel to include resellers and systems integrators (SIs) as a major unlock for growth with IAM. Regarding IAM deployments, he clarified that in the initial commercial segment, deployments tend to be company-wide due to the smaller size of the customers. He anticipates that initial enterprise deployments will likely be departmental, similar to how eSignature was originally adopted.

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