Sign in

    Robert Morelli • Needham & Company, LLC

    Robert Morelli's questions to Sprout Social Inc (SPT) leadership

    Robert Morelli's questions to Sprout Social Inc (SPT) leadership • Q2 2025

    Question

    Robert Morelli from Needham & Company inquired about the integration timeline for NewsWhip, initial customer feedback, and the impact of the recently launched multiproduct campaign on customer expansions and ARPU.

    Answer

    CEO Ryan Barretto stated that NewsWhip's team and systems integration is underway, with product integration to follow over the next few quarters, noting strong initial feedback. He added that while the multiproduct campaign is generating a healthy pipeline, particularly with Guardian and NewsWhip, it is too early to report specific results on customer ARPU or expansions.

    Ask Fintool Equity Research AI

    Robert Morelli's questions to Sprout Social Inc (SPT) leadership • Q1 2025

    Question

    Robert Morelli, on for Scott Berg, asked for commentary on how the recent Agentforce integration with Salesforce has impacted pipeline or deal flow and its potential contribution for 2025.

    Answer

    CEO Ryan Barretto expressed excitement for the Agentforce partnership but noted it is still in its early stages, having just become generally available. He indicated that the company will share more details on its progress and customer stories in future quarters.

    Ask Fintool Equity Research AI

    Robert Morelli's questions to Sprout Social Inc (SPT) leadership • Q3 2024

    Question

    Robert Morelli asked if any go-to-market changes are necessary to fully capture the Salesforce Service Cloud opportunity as the Social Studio sunset approaches. He also inquired whether there was any shift in sales cycles or customer budgets in Q3 compared to the first half of 2024.

    Answer

    CEO Ryan Barretto confirmed that the go-to-market motion for the Salesforce opportunity remains the same, as they have been focused on the Service Cloud integration for the past 1.5 years and feel good about their alignment. He reiterated that the macro environment and associated elongated sales cycles felt very similar in Q3 to what the company experienced in the first half of the year.

    Ask Fintool Equity Research AI

    Robert Morelli's questions to ON24 Inc (ONTF) leadership

    Robert Morelli's questions to ON24 Inc (ONTF) leadership • Q1 2025

    Question

    Robert Morelli of Needham & Company inquired about the recent decline in the $100,000+ ARR customer cohort and asked for visibility on when this key metric might stabilize or trough.

    Answer

    Executive Sharat Sharan responded that ON24 is "very close to turning this number positive." He explained that the modest Q1 decline was primarily due to some customers downgrading below the $100,000 threshold, not outright churn. Sharan also highlighted that the average core ARR per customer reached a new high, indicating strong spend retention with larger enterprise clients.

    Ask Fintool Equity Research AI

    Robert Morelli's questions to SPS Commerce Inc (SPSC) leadership

    Robert Morelli's questions to SPS Commerce Inc (SPSC) leadership • Q1 2025

    Question

    Robert Morelli from Needham & Company asked if tariff uncertainty is causing retailers to delay enablement campaigns. He also questioned why the full-year EPS guidance increase was less than the Q1 outperformance, suggesting a potential change in expense timing.

    Answer

    Executive Chad Collins stated that while tariffs are a top concern for customers, SPS has not yet seen a decline in the enablement program pipeline or its velocity, though the situation is being monitored closely. Executive Kimberly Nelson confirmed the full-year EPS guidance reflects the timing of planned investments and hiring that were anticipated for Q1 but are now expected later in the year.

    Ask Fintool Equity Research AI

    Robert Morelli's questions to Freshworks Inc (FRSH) leadership

    Robert Morelli's questions to Freshworks Inc (FRSH) leadership • Q4 2024

    Question

    Robert Morelli, on for Scott Berg, inquired about the allocation of go-to-market investments for 2025, asking if the majority would continue to target ITSM or if the recent momentum in CX would warrant increased investment there.

    Answer

    CEO Dennis Woodside explained that investments are balanced and allocated dynamically based on where the company sees momentum and opportunity. For the SMB-focused CX business, investments are concentrated on marketing to drive demand. For the mid-market EX business, investments are directed more towards field sales. He emphasized that the company remains mindful of the economics and payback of these investments, which is reflected in the declining sales and marketing expense as a percentage of revenue.

    Ask Fintool Equity Research AI

    Robert Morelli's questions to Pros Holdings Inc (PRO) leadership

    Robert Morelli's questions to Pros Holdings Inc (PRO) leadership • Q4 2024

    Question

    Robert Morelli, on behalf of Scott Berg, asked about the operational environment for airlines and whether improvements in personnel contributed to recent customer expansions. He also requested an update on the search for a new CEO.

    Answer

    CEO Andres Reiner confirmed a meaningful improvement in the airline industry's operational environment and strategic focus, which helped accelerate programs in the fourth quarter. Regarding the CEO search, Reiner stated that the process is progressing as expected and is being handled in a deliberate and well-orchestrated manner.

    Ask Fintool Equity Research AI

    Robert Morelli's questions to SEMrush Holdings Inc (SEMR) leadership

    Robert Morelli's questions to SEMrush Holdings Inc (SEMR) leadership • Q3 2024

    Question

    Robert Morelli of Stifel inquired about Semrush's AI monetization strategy, asking how customers are receiving new pricing and which capabilities are driving interest. He also asked for an update on when the company anticipates an inflection in its Net Revenue Retention (NRR) metric.

    Answer

    President Eugene Levin detailed a multi-faceted AI monetization approach: embedding AI in core plans to boost retention, using specialized AI features to drive upgrades to higher-tier plans, selling stand-alone AI apps like ContentShake AI, and powering the new high-value Enterprise SEO product. Regarding NRR, Levin explained the current 107% rate is a blend of sub-100% retention for freelancers and over-120% for business accounts. He stated that an increase is expected as the freelancer dynamic abates and the enterprise product gains more traction.

    Ask Fintool Equity Research AI