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    Richard Poland

    Vice President of Equity Research at Wells Fargo Securities

    Richard Poland is a Vice President of Equity Research at Wells Fargo Securities, specializing in equity research with a focus on select companies within the San Francisco market. He has held positions of increasing responsibility at Wells Fargo, progressing from Assistant Vice President to his current Vice President role. With a career rooted at Wells Fargo and experience in research analysis, Poland holds FINRA registration as a licensed securities professional. His credentials reflect a commitment to regulatory compliance and rigorous financial analysis, though specific performance metrics and coverage companies are not publicly detailed.

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

    Richard Poland's questions to Guidewire Software (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 KALTURA (KLTR) leadership

    Richard Poland's questions to KALTURA (KLTR) leadership • Q4 2024

    Question

    Richard Poland of Wells Fargo Securities asked for clarification on the Q1 on-premise revenue recognition and its impact on Q2, and also inquired about Kaltura's monetization strategy for its new AI features within its existing customer base.

    Answer

    CEO Ron Yekutiel explained that on-premise revenue, which is less than 5% of total revenue, is recognized fully within a single quarter, leading to lumpiness and a typical sequential decline from Q1 to Q2. Regarding AI, he detailed the launch of the AI Content Lab and 'Genie' offerings, emphasizing Kaltura's unique position to leverage its vast repository of customer content to deliver hyper-personalized experiences, creating a significant upsell opportunity.

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    Richard Poland's questions to DOCUSIGN (DOCU) leadership

    Richard Poland's questions to DOCUSIGN (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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