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CFO Brian Carolan attributed new customer growth to the resilient demand for identity security and success in displacing failed competitor deployments. For existing customers, he confirmed expansion is driven by a balanced mix of on-prem to SaaS migrations, identity quantity upsells, cross-sells of new modules, and SaaS suite upgrades.

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CEO Nikesh Arora explained that consolidation is a long-term execution play, evidenced by landmark deals like a $50M ARR customer, which shows the art of the possible. He argued that agentic AI accelerates this trend because defending against rapid, AI-driven attacks requires an integrated platform for near real-time response. Arora connected this to the CyberArk acquisition, framing identity as the next frontier for real-time security, akin to an "identity firewall."

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CEO Shlomi Ben Haim indicated that the company is evaluating its pricing and subscription models, with potential new security packages to be announced at the upcoming SwampUp conference. However, he stressed that the current focus remains on driving broad adoption for the relatively new security offerings, making the entry point important.

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CEO Ken Xie stated that OT security billings grew over 20% and remains a key growth area where Fortinet has a significant competitive advantage due to its decade-long investment. He noted the growth is consistent across geographies. CFO Christiane Ohlgart added that EMEA has historically been a strong region for OT and that some ruggedized devices are part of the 2026 refresh cycle, contributing to the opportunity.

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CFO and Co-CEO Steve Vintz stated that the company beat its CCB expectations and raised guidance due to improving visibility, particularly in the U.S. Federal renewal base. He noted that while new federal deals may take longer, strong momentum with the Tenable One platform, which now constitutes 40% of new sales, is driving larger deals and higher renewal rates.

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Co-CEO Stephen Vintz stated that collaboration is crucial and that Tenable, as a contributor to the CVE database, recognizes its importance. He noted the program has limitations, such as the proliferation of vulnerabilities marked as critical, and suggested this situation presents an opportunity for better collaboration and a new approach to vulnerability management.

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CFO Roei Golan attributed the slips to a heavily back-end loaded quarter, noting it was more than usual but that the deals had already closed in July. CEO Nadav Zafrir added that there was no single common reason or geographic concentration for the slips, characterizing them as individual 'snowflakes'.

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CEO Bill Staples explained that AI is a central topic in every customer conversation. He noted that enterprises are actively experimenting with and purchasing multiple AI coding tools side-by-side, including GitLab Duo and competitors. Staples views this trend as advantageous, as all AI code creation tools increase the volume of code that requires GitLab's platform for testing, security, packaging, and deployment.

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CEO Allan Thygesen confirmed the outlook adjustment was not related to deal size, noting that the number of customers spending over $300k was up year-over-year. He explained that sales capacity was increased by moving a substantial number of customers to a self-serve model, freeing up reps to focus on larger opportunities. While he hopes this will translate to more revenue, it is not explicitly counted on in the forecast.

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CFO Brett Tighe attributed this to two main factors. First, Q1 had fewer days compared to Q4 and the prior year's leap-year Q1, an effect that is more pronounced at lower growth rates. Second, the company's new guidance philosophy includes less conservatism, resulting in smaller revenue beats than in the past.

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CEO Todd McKinnon acknowledged that replacing identity infrastructure is inherently more complex and slower than changing other security tools. He believes this requires patience. He remains confident that Okta's superior product suite and unique position as a scaled, independent platform will ultimately win out as the company continues to execute its strategy.

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CEO Tomer Weingarten confirmed that the inclusion of AI provides approximately a 25% uplift to the average deal size. He described this as a starting point, with future agentic solutions expected to add more value, and noted that bundling AI with EDR is a key competitive differentiator.

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CEO Jay Kreps attributed the success in growing large customers to the complete DSP offering, which accelerates their journey with easy-to-use connectors, Flink, and governance tools. CFO Rohan Sivaram clarified that fluctuations in long-term deferred revenue are not a primary business indicator and are mainly driven by the timing of large, multi-year Confluent Platform deals, not the core consumption business.

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CEO Yaki Faitelson explained it was a small acquisition of a programming team to help accelerate the product roadmap and shorten time-to-market for new features. CFO & COO Guy Melamed added that it was a technological tuck-in totaling $6.7 million, which was fully expensed in the quarter as acquired in-process R&D. He clarified that it is not expected to contribute any material ARR or ongoing expense.

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CFO Burt Podbere described the incident's impact as having a 'half-life' with a diminishing effect over time, with Q3 being more impacted than Q4. He stated that the company expects to see an acceleration in the business beginning in the second half of the next fiscal year.

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