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    Sonak Kolar • JPMorgan Chase & Co.

    Sonak Kolar's questions to OneStream Inc (OS) leadership

    Sonak Kolar's questions to OneStream Inc (OS) leadership • Q2 2025

    Question

    Sonak Kolar, on for Mark Murphy, asked if OneStream is seeing a trend of CIOs preferring pre-built AI agents from SaaS providers and about the long-term opportunity for its agentic AI roadmap.

    Answer

    CEO & President Tom Shea affirmed this trend, stating OneStream is uniquely positioned to capitalize on it. He explained that agents are only valuable if they can access highly curated, validated, and secure data. OneStream's platform provides this trusted data foundation, allowing its agents to deliver reliable, provable answers, which he sees as the key value unlock for enterprises.

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    Sonak Kolar's questions to OneStream Inc (OS) leadership • Q1 2025

    Question

    Sonak Kolar from JPMorgan Chase & Co. asked for an update on U.S. federal spending trends, noting partner conversations suggest potential stabilization, and inquired about any noticeable changes in the last 90 days.

    Answer

    CFO Bill Koefoed positioned OneStream as an efficiency and modernization play for the federal government, highlighting its FedRAMP High certification. While acknowledging short-term headwinds from government restructuring, he expressed long-term optimism and noted that Q3 is the key renewal quarter.

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    Sonak Kolar's questions to DocuSign Inc (DOCU) leadership

    Sonak Kolar's questions to DocuSign Inc (DOCU) leadership • Q4 2025

    Question

    Sonak Kolar, on for Mark Murphy at JPMorgan, questioned the balance between acquiring net new customers versus increasing ARPU with the existing base, and asked if the company's view on the enterprise technology spending environment had shifted.

    Answer

    CEO Allan Thygesen confirmed the primary focus is on growing ARPU with existing customers, particularly through IAM upsells, while still pursuing new customer acquisition. He stated that the company has not yet seen a shift in the spending environment, with envelope volumes remaining on trend through February, but acknowledged that a significant global economic downturn would eventually have an impact.

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    Sonak Kolar's questions to DocuSign Inc (DOCU) leadership • Q3 2025

    Question

    Sonak Kolar, on for Mark Murphy, inquired about customer excitement and feedback from recent Docusign events regarding the IAM platform and asked about the capital allocation framework for Q4, particularly concerning share buybacks.

    Answer

    CEO Allan Thygesen noted that customer feedback on the IAM value proposition has been universally positive across geographies and company sizes. He also mentioned positive feedback from the developer-focused 'Discover' event. CFO Blake Grayson stated there is no change to the capital allocation strategy for Q4, and the company will continue to be opportunistic with buybacks, M&A, and business investments, enabled by strong free cash flow generation.

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    Sonak Kolar's questions to Dropbox Inc (DBX) leadership

    Sonak Kolar's questions to Dropbox Inc (DBX) leadership • Q4 2024

    Question

    On behalf of Mark Murphy, Sonak Kolar asked about potential AI-related opportunities beyond Dash and the company's build-versus-buy evaluation process. He also inquired about the traction for Dash so far, specifically the split between existing Dropbox users and entirely new customers.

    Answer

    CEO Drew Houston explained that Dash creates a foundation for many adjacent opportunities, citing the acquisition of Reclaim (AI time analytics) as an example of extending Dash's capabilities. Regarding customer traction, he stated that both existing and new customers are important tracks. Existing users offer a 'home field advantage' with shorter sales cycles, while the company is also building a dedicated effort to attract net new, larger customers who may have longer sales cycles but higher potential ACVs.

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