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    Rob Oliver • Robert W. Baird & Co.

    Rob Oliver's questions to monday.com Ltd (MNDY) leadership

    Rob Oliver's questions to monday.com Ltd (MNDY) leadership • Q2 2025

    Question

    Rob Oliver asked about the importance of the partner network in driving the company's move upmarket and whether any specific verticals or geographies were showing outsized performance or opportunity.

    Answer

    Co-CEO Eran Zinman responded that the company is not seeing any particular vertical or geographic segment significantly overperforming or underperforming. He stated that they plan to continue investing across all products and segments in the second half of the year. The role of the partner network was not directly detailed in the response.

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    Rob Oliver's questions to ON24 Inc (ONTF) leadership

    Rob Oliver's questions to ON24 Inc (ONTF) leadership • Q2 2025

    Question

    Rob Oliver of Robert W. Baird & Co. inquired about the general market environment, customer buying trends, the impact of GenAI as a catalyst, and the company's confidence in its Q4 ARR growth forecast.

    Answer

    Sharat Sharan, Founder and CEO, noted positive enterprise performance, improved retention, and traction with AI-powered ACE, especially in financial services and life sciences. He highlighted strong Q2 pipeline generation and customer win-backs signing larger deals. CFO Steve Vattuone expressed confidence in the Q4 guidance, citing strong Q2 results, six consecutive quarters of positive free cash flow, and an expectation for ARR to turn positive in Q4. Sharat Sharan added that the positive trends in the first half of 2025 support the Q4 ARR growth expectation.

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    Rob Oliver's questions to OneStream Inc (OS) leadership

    Rob Oliver's questions to OneStream Inc (OS) leadership • Q2 2025

    Question

    Rob Oliver requested more color on the US federal business, asking about pipeline health, feedback from the sales team, and whether the spending freeze has started to thaw.

    Answer

    CFO Bill Koefoed reiterated that the company's overall pipeline is the best it has ever been. For the federal sector specifically, he noted a good pipeline but with uncertainty on timing as agencies prioritize projects. He confirmed no government agencies have been lost. CEO Tom Shea added that the company is also increasing its focus on state, local, and higher education to broaden its public sector reach.

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    Rob Oliver's questions to Sprout Social Inc (SPT) leadership

    Rob Oliver's questions to Sprout Social Inc (SPT) leadership • Q2 2025

    Question

    Rob Oliver from Robert W. Baird & Co. inquired about the performance of the influencer marketing business and its role in cross-selling, and how the company balances investments with its margin expansion goals.

    Answer

    CEO Ryan Barretto reported positive momentum in influencer marketing, highlighting new AI and brand safety features that make it a strong 'wedge' product into new accounts. CFO Joe DelPretto reaffirmed the company's commitment to delivering a couple hundred basis points of margin improvement annually, a goal he stated is independent of growth rates or other investments.

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    Rob Oliver's questions to Amplitude Inc (AMPL) leadership

    Rob Oliver's questions to Amplitude Inc (AMPL) leadership • Q2 2025

    Question

    Rob Oliver inquired about how recent acquisitions have accelerated Amplitude's AI agent development and the potential timeline for monetization. He also asked about the ongoing opportunities for improving sales efficiency while balancing necessary investments.

    Answer

    Founder, CEO & Director Spenser Skates explained that it's still early for AI agents, with a launch planned for later in the year. He emphasized creating value first before focusing on monetization, contrasting Amplitude's approach with competitors. CFO Andrew Casey added that sales efficiency improvements stem from a shift to a value-oriented sales model, better territory management, and refined processes, which are paying off in the strategic enterprise segment.

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    Rob Oliver's questions to Vertex Inc (VERX) leadership

    Rob Oliver's questions to Vertex Inc (VERX) leadership • Q2 2025

    Question

    Rob Oliver from Robert W. Baird & Co. sought more specific color on the weakness related to SAP migrations and asked how the lack of visibility might impact future guidance and the margin trajectory into next year.

    Answer

    President and CEO David DeStefano noted the softness is most pronounced in the U.S. market but lacked specific sector detail beyond the general elongation of migration projects. CFO John Schwab stated the long-term growth algorithm remains unchanged and that while cost actions were taken, the company will continue to prioritize strategic investments like e-invoicing, with more significant margin leverage expected after the current investment cycle.

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    Rob Oliver's questions to BlackLine Inc (BL) leadership

    Rob Oliver's questions to BlackLine Inc (BL) leadership • Q2 2025

    Question

    Rob Oliver from Robert W. Baird & Co. asked about the customer appeal of the new pricing model and the key learnings from deals that did not adopt it. He also asked Therese Tucker about her transition and excitement for the upcoming Beyond the Black conference.

    Answer

    CFO Patrick Villanova explained that the new pricing model is ahead of plan and facilitates more strategic, transformative conversations with customers, moving beyond simple license counts. Co-CEO Therese Tucker expressed her strong confidence in Owen Ryan's leadership and her excitement to focus more on customer engagement and technology application, which will be her primary focus at the conference.

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    Rob Oliver's questions to Klaviyo Inc (KVYO) leadership

    Rob Oliver's questions to Klaviyo Inc (KVYO) leadership • Q2 2025

    Question

    Rob Oliver from Baird asked about the drivers of the strong 42% international growth, the status of the language rollout, and whether this expansion is creating new upmarket opportunities with multinational companies.

    Answer

    CFO Amanda Whalen highlighted strong new ARR growth in Norway, Germany, and Spain, driven by product enhancements like WhatsApp support and go-to-market efforts like localized websites. Co-Founder and CEO Andrew Bialecki confirmed that international expansion is 'absolutely' unlocking new enterprise opportunities, supported by investments in data residency and new international data centers.

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    Rob Oliver's questions to Workiva Inc (WK) leadership

    Rob Oliver's questions to Workiva Inc (WK) leadership • Q2 2025

    Question

    Rob Oliver asked if Workiva's solution-based pricing model is proving to be a competitive advantage amid concerns about generative AI's impact on seat-based models. He also sought details on the drivers behind the improved operating and free cash flow margin guidance.

    Answer

    CEO Julie Iskow confirmed that the solution-based licensing model, which encourages unconstrained platform use, has served them well and is seen as an advantage with customers, especially as AI capabilities are integrated. CFO Jill Klindt explained that the margin improvement is not from one specific area but from a company-wide focus on productivity, smarter work processes, and disciplined execution toward their long-term targets.

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    Rob Oliver's questions to Tyler Technologies Inc (TYL) leadership

    Rob Oliver's questions to Tyler Technologies Inc (TYL) leadership • Q2 2025

    Question

    Rob Oliver of Robert W. Baird & Co. inquired about cross-selling, asking where the company is seeing the most traction and how the 'One Tyler' initiative is helping to create a unified pipeline across different product suites.

    Answer

    President & CEO Lynn Moore described the 'One Tyler' initiative as a foundational strategy that extends beyond sales to unify the cloud approach and client experience, which will drive future cross-sell and upsell. He stated that while they are seeing opportunities consistently across the board, they are still in the early stages of fully capitalizing on this long-term growth driver.

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    Rob Oliver's questions to Tyler Technologies Inc (TYL) leadership • Q4 2024

    Question

    Rob Oliver requested an update on the progress of cloud-optimizing Tyler's products and asked what milestones investors should monitor over the next few years.

    Answer

    CEO H. Moore expressed satisfaction with the progress on cloud optimization and version consolidation, noting that over 95% of Enterprise ERP clients are now on a single version. While not providing a new specific metric, he pointed to the long-term goal of achieving a synchronized cadence of releases across major products later in the decade as a key milestone for investors to watch.

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    Rob Oliver's questions to Blackbaud Inc (BLKB) leadership

    Rob Oliver's questions to Blackbaud Inc (BLKB) leadership • Q2 2025

    Question

    Rob Oliver from Robert W. Baird & Co. asked about the impact of the new Head of North American Sales, Bill Ford, inquiring about his priorities and expected contributions to new logo acquisition. Additionally, he questioned the pause in the stock buyback program during the quarter, seeking clarity on the capital allocation strategy.

    Answer

    President, CEO & Vice Chairman Mike Gianoni stated that Bill Ford is expected to bring new ideas and enhance competitive positioning, leveraging his deep industry experience from Salesforce and Oracle to drive new logos and cross-sales. EVP & CFO Chad Anderson explained that capital allocation in Q2 prioritized debt repayment, leading to a reduction in leverage to 2.7x. He noted the company has repurchased 4% of shares in H1 2025, pacing well towards its annual goal, and retains the flexibility to pursue both buybacks and deleveraging.

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    Rob Oliver's questions to Freshworks Inc (FRSH) leadership

    Rob Oliver's questions to Freshworks Inc (FRSH) leadership • Q2 2025

    Question

    Rob Oliver inquired about the Device 42 acquisition, asking about the typical ARR uplift it provides in larger deals and the timeline for full product and business model integration.

    Answer

    CEO Dennis Woodside revealed that a cloud version of Device 42 is targeted for a 2026 release. He noted that in large deals, Device 42 can account for a third of the total recurring revenue, significantly helping Freshworks move upmarket. He confirmed the acquisition and integration are proceeding according to the original business plan.

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    Rob Oliver's questions to VeriSign, Inc (VRSN) leadership

    Rob Oliver's questions to VeriSign, Inc (VRSN) leadership • Q2 2025

    Question

    Rob Oliver inquired about the primary drivers of the recent strength in domain name growth, asking for details on geographical performance, the impact of VeriSign's marketing initiatives, and the specific contribution from the Asia Pacific region, including China.

    Answer

    Executive Chairman, President & CEO D. James Bidzos attributed the growth to registrars refocusing on new customer acquisition, a trend amplified by VeriSign's marketing programs. He also highlighted the improved renewal rate. EVP & CFO John Calys confirmed that Asia Pacific was the strongest-performing region, with marketing programs accelerating demand, but noted that guidance remains conservative due to historical volatility in China.

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    Rob Oliver's questions to VeriSign, Inc (VRSN) leadership • Q2 2025

    Question

    Rob Oliver from Robert W. Baird & Co. inquired about the key drivers of the recent domain name strength, the effectiveness of marketing programs, and specific trends in the Asia Pacific region, including China.

    Answer

    D. James Bidzos, Executive Chairman, President & CEO, explained that the growth is driven by registrars' renewed focus on customer acquisition, amplified by VeriSign's accretive marketing programs. He also pointed to a significant renewal rate improvement. EVP & CFO John Calys added that Asia Pac showed the strongest regional growth, including positive trends from China, but noted the company maintains a degree of caution in its guidance due to historical volatility.

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    Rob Oliver's questions to PagerDuty Inc (PD) leadership

    Rob Oliver's questions to PagerDuty Inc (PD) leadership • Q1 2026

    Question

    Rob Oliver of Robert W. Baird & Co. asked about the enterprise pressure PagerDuty is facing, questioning whether it stems more from internal execution challenges or from market hesitancy due to the rapid evolution of generative AI. He also inquired about how 'derisked' the full-year guidance is.

    Answer

    CEO Jennifer Tejada attributed the challenges primarily to internal execution and a go-to-market transformation, not market hesitancy, pointing to strong new logo growth as a sign of healthy demand. CFO Howard Wilson described the full-year guidance as 'prudent,' stating it reflects the flow-through impact of Q1's execution challenges on revenue for the remainder of the year.

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    Rob Oliver's questions to Pros Holdings Inc (PRO) leadership

    Rob Oliver's questions to Pros Holdings Inc (PRO) leadership • Q4 2024

    Question

    Rob Oliver asked if the increased industry focus on generative AI and revenue management is creating more opportunities for PROS, particularly with larger airlines. He also sought more color on the confidence behind the forecast for ramping subscription revenue from travel.

    Answer

    CEO Andres Reiner confirmed that airlines are focused on optimizing seat and ancillary revenue, creating significant opportunities for PROS's solutions. CFO Stefan Schulz explained that confidence in the travel forecast is based on an improving pipeline, more customer opportunities, and a clear view of already-booked revenue scheduled for recognition throughout 2025.

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