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    Taylor McGinnis • UBS Group

    Taylor McGinnis's questions to monday.com Ltd (MNDY) leadership

    Taylor McGinnis's questions to monday.com Ltd (MNDY) leadership • Q2 2025

    Question

    Taylor McGinnis asked why the second-half revenue guidance implies a mid-20s growth rate, a change from the initial framework, and also inquired about the in-period NRR and if its expected stability applies to all customer segments.

    Answer

    CFO Eliran Glazer explained that the guidance is based on current information, including the stable 111% NDR outlook and uncertainties like the Google search impact. He confirmed the NRR stability is 'pretty much broad-based,' with continued strength in mid-market and enterprise, and reiterated that the recent NRR decline was an expected result of lapping a 2024 price increase.

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    Taylor McGinnis's questions to monday.com Ltd (MNDY) leadership • Q1 2025

    Question

    Taylor McGinnis noted that the guidance implies stable mid-20s growth for the rest of the year and asked for the underlying assumptions supporting this, such as contributions from pricing or new products, and any potential second-half growth catalysts.

    Answer

    CFO Eliran Glazer responded that the guidance philosophy remains consistent but is more conservative due to macro factors. He reiterated the core assumptions: NDR slightly below 112%, mid-to-high single-digit customer growth, and a significant 30% increase in headcount. He did not highlight specific new catalysts, reinforcing the cautious outlook.

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    Taylor McGinnis's questions to monday.com Ltd (MNDY) leadership • Q4 2024

    Question

    Taylor McGinnis focused on the stable Net Dollar Retention (NDR) outlook, asking if the underlying math implies a current in-period NDR that is higher than the reported trailing metric. She also questioned why NDR wouldn't trend higher given the cross-sell opportunities and upmarket focus.

    Answer

    CFO Eliran Glazer acknowledged that NDR improved faster than anticipated in 2024. However, he explained that the company is adopting a more cautious outlook for 2025 due to persistent macroeconomic uncertainty and demand volatility, stating they are 'not yet out of the woods' regarding global economic headwinds.

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    Taylor McGinnis's questions to monday.com Ltd (MNDY) leadership • Q3 2024

    Question

    Taylor McGinnis asked for a breakdown of the $5 million revenue guidance increase from pricing, questioning how much came from Q3 outperformance versus Q4 expectations. She also sought to unpack the 1-point NRR uptick, asking if it was driven by price, cross-sell, or seat expansion.

    Answer

    CFO Eliran Glazer explained that the price increase performed better than anticipated because customer reception was positive and churn was low, leading to the raised guidance. He confirmed the NRR uptick was driven by a combination of factors: the price increase contributed 100-200 basis points, and it was also supported by broad-based improvements in gross retention and expansion. He noted the stable NRR outlook for Q4 is based on current information, though there is good momentum heading into October.

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    Taylor McGinnis's questions to Twilio Inc (TWLO) leadership

    Taylor McGinnis's questions to Twilio Inc (TWLO) leadership • Q2 2025

    Question

    Taylor McGinnis questioned the implied Q4 organic growth deceleration in the full-year guidance, asking about potential incremental opportunities against the tougher year-over-year comparison.

    Answer

    CFO Aidan Viggiano confirmed that tougher second-half comparisons are due to political traffic and go-to-market improvements in the prior year. She expressed confidence that momentum from self-serve, cross-sell, ISVs, and international expansion will continue to drive durable growth.

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    Taylor McGinnis's questions to Twilio Inc (TWLO) leadership • Q3 2024

    Question

    Taylor McGinnis asked about the specific drivers behind the Q3 revenue acceleration, particularly in messaging, and the reasoning for the modest Q4 guidance. She also inquired about the future pace of margin expansion.

    Answer

    CFO Aidan Viggiano attributed the Q3 strength to a combination of factors, including messaging and email growth, strong ISV and self-serve performance, and healthy volumes across key industries. She noted the Q4 guide reflects prudence given the usage-based model. For future margins, she pointed to Segment reaching breakeven, automation, and workforce optimization as key levers, adding that Q3 margin was impacted by an $18 million bonus accrual.

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    Taylor McGinnis's questions to HubSpot Inc (HUBS) leadership

    Taylor McGinnis's questions to HubSpot Inc (HUBS) leadership • Q2 2025

    Question

    Taylor McGinnis from UBS Group asked about the one-point improvement in Net Revenue Retention (NRR), whether it was solely due to the pricing model change, and what is needed to reach the 105-110% range again.

    Answer

    CFO Kate Bueker confirmed the NRR improvement was primarily driven by strong seat upgrade performance resulting from the 2024 pricing model change. She noted that other net upgrade motions remain challenged as customers are still value-focused. Bueker expects NRR to be up a couple of points year-over-year for the full year, with a notable step-up in Q4 as more migrated customers come up for renewal under the new model. An unlock in broader customer spending would be needed to reach higher NRR levels.

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    Taylor McGinnis's questions to HubSpot Inc (HUBS) leadership • Q2 2025

    Question

    Taylor McGinnis from UBS Group AG asked about the one-point improvement in Net Revenue Retention (NRR), questioning if it was solely due to the pricing model change or if other expansion areas were improving, and what the path to a 105-110% NRR would be.

    Answer

    CFO Kate Bueker confirmed the NRR improvement was primarily driven by strong seat upgrade performance resulting from the 2024 pricing model change. She noted that other net upgrade motions remain challenged as customers are still value-focused. Bueker expects NRR to be up a couple of points year-over-year for the full year, with a notable step-up in Q4 as more migrated customers come up for renewal under the new model.

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    Taylor McGinnis's questions to Bentley Systems Inc (BSY) leadership

    Taylor McGinnis's questions to Bentley Systems Inc (BSY) leadership • Q2 2025

    Question

    Taylor McGinnis from UBS Group asked about potential catalysts that could drive Bentley's annual recurring revenue (ARR) growth towards the high end of its guidance range of 12.5% for the year.

    Answer

    Executive Chair Greg Bentley identified several potential catalysts, including momentum from permitting reform, emerging opportunities in asset analytics, and AI initiatives. He also highlighted that the M&A strategy is focused on asset analytics and that a significant acquisition in the second half could provide an upside, especially as the benefit from the Cesium acquisition rolls off in Q3.

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    Taylor McGinnis's questions to Bentley Systems Inc (BSY) leadership • Q1 2025

    Question

    Taylor McGinnis asked about the timeline for U.S. permitting reform to become a tailwind for the business and requested quantification of its potential impact on the Seequent and Power Line Systems businesses.

    Answer

    Executive Chair Greg Bentley explained that while permitting reform is urgent and necessary, there is still a latency in the process. He emphasized that Power Line Systems is particularly 'spring-loaded' to benefit from the reform, as it is indispensable for grid capacity expansion. He noted that the Power Line Systems business will have grown by an integer multiple in the three years since its acquisition by the end of 2025, but the full impact of reform will take more than a year to materialize.

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    Taylor McGinnis's questions to Zoominfo Technologies Inc (GTM) leadership

    Taylor McGinnis's questions to Zoominfo Technologies Inc (GTM) leadership • Q2 2025

    Question

    Taylor McGinnis of UBS asked for the specific Net Revenue Retention (NRR) of the upmarket business and what assumptions are embedded in the guidance for returning overall NRR to the 90s.

    Answer

    CFO Graham O'Brien stated that upmarket retention is now in the 'high-90s,' an improvement from the 'mid-90s' level mentioned previously. He added that the full-year guidance assumes mid-single-digit growth for the upmarket business, with potential to exceed that based on current retention trends.

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    Taylor McGinnis's questions to ZI leadership

    Taylor McGinnis's questions to ZI leadership • Q2 2025

    Question

    Taylor McGinnis of UBS asked for the current Net Revenue Retention (NRR) of the upmarket business and what the full-year guidance assumes for the path back to 90% NRR.

    Answer

    CFO Graham O'Brien revealed that upmarket retention is now in the 'high-90s,' an improvement from the 'mid-90s' previously mentioned. He stated the guidance assumes mid-single-digit growth for the upmarket business, but with current retention levels, there is an opportunity to exceed that assumption.

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    Taylor McGinnis's questions to Procore Technologies Inc (PCOR) leadership

    Taylor McGinnis's questions to Procore Technologies Inc (PCOR) leadership • Q2 2025

    Question

    Taylor McGinnis asked for more color on the trend line for the normalized mid-teens current RPO (CRPO) growth and the timing of its convergence with revenue growth. She also questioned the reason for the implied revenue growth acceleration in the Q4 guidance.

    Answer

    CFO Howard Fu stated that the normalized CRPO growth is stable in the mid-teens and expects it to converge with revenue growth as the company anniversaries the shift to longer contract durations, starting in Q4. He attributed the implied Q4 revenue acceleration in the guide to easier year-over-year comparisons rather than a fundamental business change.

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    Taylor McGinnis's questions to Freshworks Inc (FRSH) leadership

    Taylor McGinnis's questions to Freshworks Inc (FRSH) leadership • Q2 2025

    Question

    Taylor McGinnis pointed out that the Q4 guidance implies an acceleration in constant currency revenue growth and a lower operating margin than previously expected, asking for the drivers behind these trends and the potential implications for 2026.

    Answer

    COO & CFO Tyler Sloat explained the lower margin reflects planned H2 investments in go-to-market and brand. CEO Dennis Woodside added that the revenue acceleration is driven by strong H1 momentum and visibility into the Q4 pipeline, which is historically the largest quarter for the growing EX and field sales businesses.

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    Taylor McGinnis's questions to Coursera Inc (COUR) leadership

    Taylor McGinnis's questions to Coursera Inc (COUR) leadership • Q2 2025

    Question

    Taylor McGinnis of UBS Group AG asked about the drivers of the strong Q2 consumer segment growth, its sustainability into Q3, and the progress of new product and go-to-market initiatives.

    Answer

    CFO Ken Hahn confirmed the consumer segment drove the Q2 outperformance and expects similar growth in Q3 before seasonal effects in Q4. CEO Greg Hart noted that growth was broad-based globally and that the company is in the early stages of data-driven product enhancements to improve conversion and engagement, with promising early results from new pricing and promotional strategies.

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    Taylor McGinnis's questions to Coursera Inc (COUR) leadership • Q3 2024

    Question

    Taylor McGinnis asked if recent Consumer content launches were gaining the expected traction and whether softness was related to conversion. She also inquired about potential revenue headwinds resulting from the announced cost-saving initiatives.

    Answer

    CEO Jeff Maggioncalda explained that while the content engine is producing valuable new titles, top-of-funnel traffic for them has not been as high as for past major launches. He reiterated that the primary issue is a broad-based decline in consumer retention rates, not a problem with the new content itself. Regarding cost savings, he stated the goal is to pull back in low-traction areas without impacting the value delivered from content and product innovation, minimizing revenue impact.

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    Taylor McGinnis's questions to Asana Inc (ASAN) leadership

    Taylor McGinnis's questions to Asana Inc (ASAN) leadership • Q1 2026

    Question

    Taylor McGinnis of UBS Group pressed for more detail on the dollar-based net retention rate (NRR), asking to quantify the expected Q2 impact from the large renewal and downgrade activity. She also asked about the levers available to protect operating margins if growth slows and the sources of the Q1 margin outperformance.

    Answer

    CFO Sonalee Parekh reiterated that while in-quarter NRR was stable in Q1, the trailing four-quarter NRR declined. She confirmed the large renewal and enterprise downgrade trends will pressure NRR from Q2 onward. However, she highlighted improving NRR for the $100k+ cohort and decreased logo churn. On margins, Parekh attributed the 1,300 bps year-over-year improvement to prior cost actions. She stated that if the macro worsens, the company has levers like optimizing GTM spend, vendor rationalization, and shifting hiring to protect profitability.

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    Taylor McGinnis's questions to Asana Inc (ASAN) leadership • Q2 2025

    Question

    Taylor McGinnis asked for the source of management's confidence in the Q4 revenue reacceleration, given deal delays, and inquired about the timeline for AI and pricing changes to become significant growth drivers.

    Answer

    CFO Tim Wan stated that confidence stems from moving past the largest renewal downgrades, creating a tailwind for growth. He noted that deals pushed from Q2 are expected to close in Q3. CEO Dustin Moskovitz added that the new 'AI Studio' offering will be available for sale in Q4, but he does not expect material revenue from it until next fiscal year as customers adopt and increase consumption.

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    Taylor McGinnis's questions to Autodesk Inc (ADSK) leadership

    Taylor McGinnis's questions to Autodesk Inc (ADSK) leadership • Q1 2026

    Question

    Taylor McGinnis inquired about the operating margin guidance, specifically how savings from restructuring are being reinvested and the progress on eliminating redundant spending.

    Answer

    CFO Janesh Moorjani explained that the plan to reinvest a portion of restructuring savings into building future sales and marketing capabilities remains on track. CEO Andrew Anagnost added that this is part of a multiyear journey to drive ongoing productivity enhancements and margin growth, not a one-time event.

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    Taylor McGinnis's questions to Autodesk Inc (ADSK) leadership • Q4 2025

    Question

    Taylor McGinnis requested a breakdown of the drivers behind the guided 300 basis points of underlying margin improvement for FY26, asking how much comes from restructuring savings. She also asked for initial thoughts on margin potential beyond FY26.

    Answer

    CFO Janesh Moorjani explained that it's an integrated plan, making it difficult to isolate the impact of the restructuring alone. However, he highlighted that underlying total spending growth is slowing from 7% in FY25 to an implied 4% in FY26 as a key indicator of discipline. He reiterated a commitment to further margin expansion in FY27, with a long-term goal of achieving GAAP margins among the best in the industry, with more details to come at the Q3 Investor Day.

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    Taylor McGinnis's questions to Amplitude Inc (AMPL) leadership

    Taylor McGinnis's questions to Amplitude Inc (AMPL) leadership • Q1 2025

    Question

    Taylor McGinnis asked for commentary on the macro environment and how Amplitude is better equipped to handle headwinds today versus the 2022 slowdown. She also questioned if there are enough growth drivers to support continued acceleration even if the macro deteriorates.

    Answer

    CEO Spenser Skates stated that unlike the 2021 exuberance that led to the 2022 slowdown, recent years have been more disciplined. He asserted that Amplitude is set up to execute regardless of the macro and that digital transformation remains a top priority for customers even in tough times. CFO Andrew Casey added that he is confident in their growth levers, such as new products and sales execution, and that their value proposition of vendor consolidation resonates well in a cost-conscious environment.

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    Taylor McGinnis's questions to Amplitude Inc (AMPL) leadership • Q4 2024

    Question

    Taylor McGinnis asked for an update on how customer conversations are evolving, specifically if there is evidence of improving net upsells driven by volume growth versus cross-sell, and when this might cause a larger inflection in NRR or net new ARR.

    Answer

    CEO Spenser Skates clarified that platform cross-sell, not volume, is now the primary driver of upsells, which he views as healthier. He noted that while 75% of customers are still analytics-only, presenting a large opportunity. He also mentioned that the rightsizing of large COVID-era contracts is mostly complete, reducing a major headwind, though the lower end of the market remains a challenge.

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    Taylor McGinnis's questions to Braze Inc (BRZE) leadership

    Taylor McGinnis's questions to Braze Inc (BRZE) leadership • Q4 2025

    Question

    Taylor McGinnis from UBS sought clarification on the expected 'inflection in growth,' asking about renewal trends and the timeline for moving past challenged COVID-era contracts.

    Answer

    CFO Isabelle Winkles clarified that the 'inflection' implies a stabilization followed by a steady, gradual recovery, not a sharp reacceleration. This outlook is supported by strong new business momentum and better expansion performance from newer customer cohorts.

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    Taylor McGinnis's questions to Braze Inc (BRZE) leadership • Q3 2025

    Question

    Taylor McGinnis sought clarification on the in-period net retention rate's stability and asked about the puts and takes for the metric in Q4, weighing holiday messaging volume against customer rightsizing.

    Answer

    CFO Isabelle Winkles clarified that short-term messaging volume does not directly impact the net retention rate, as revenue is not based on utilization. She reiterated that the primary pressures on the metric remain smaller upsell deal sizes, as customers buy closer to their needs, and partial churn from customers rightsizing contracts at renewal.

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    Taylor McGinnis's questions to Braze Inc (BRZE) leadership • Q2 2025

    Question

    Taylor McGinnis asked for more color on the in-period net retention rate, any changes in gross churn, and whether any large optimizations or slower net upsells in the Q2 renewal base weighed on the metric.

    Answer

    CFO Isabelle Winkles explained that the reported NRR decline was partly due to the roll-off of a strong historical quarter from the trailing 12-month calculation. She stated there was nothing unexpected in Q2 gross churn, but it remains at an elevated level. The result was in line with their expectations and what was embedded in their guidance, with no specific large optimizations flagged for the quarter.

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    Taylor McGinnis's questions to Box Inc (BOX) leadership

    Taylor McGinnis's questions to Box Inc (BOX) leadership • Q4 2025

    Question

    Taylor McGinnis asked for the rationale behind the flat year-over-year operating margin guidance for fiscal 2026 and for details on the drivers of the Q4 billings outperformance.

    Answer

    CEO Aaron Levie and CFO Dylan Smith explained that FY26 is a period of 'methodical investments' in go-to-market and AI to capture a critical technology opportunity, resulting in more modest margin expansion for the year. Smith attributed the strong Q4 billings to solid bookings, Enterprise Advanced momentum, and a roughly $5 million benefit from early renewals, which also impacts the Q1/Q2 growth dynamic.

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    Taylor McGinnis's questions to Box Inc (BOX) leadership • Q2 2025

    Question

    Taylor McGinnis noted the revenue guide implies a slight acceleration in Q4 and asked how to think about that exit rate as a leading indicator for next year. She also asked about the primary drivers behind the strong growth in customers paying over $100,000.

    Answer

    CFO Dylan Smith clarified that while stronger growth is expected, the apparent Q4 acceleration is partly due to a smaller FX headwind, meaning the underlying constant currency growth is more stable than the reported numbers suggest. CEO Aaron Levie attributed the strong performance in adding customers paying over $100,000 to the successful Enterprise Plus upgrade cycle, which is catalyzed by customers seeking access to Box AI, Box Shield, and other advanced capabilities.

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    Taylor McGinnis's questions to Intuit Inc (INTU) leadership

    Taylor McGinnis's questions to Intuit Inc (INTU) leadership • Q2 2025

    Question

    Taylor McGinnis asked about the drivers of the strong 30% growth in the online services business (excluding Mailchimp) and the outlook for Mailchimp, given it is lapping price changes.

    Answer

    CEO Sasan Goodarzi attributed the strength to the platform's holistic money offerings (payments, bill pay, capital) and payroll services, noting that AI-driven experiences are fueling growth. He highlighted that QBO Advanced customers have significantly higher attach rates for payments and payroll. CFO Sandeep Aujla added that the strong 18% growth in total online payment volume reflects the success of treating money and workforce solutions as a holistic portfolio.

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    Taylor McGinnis's questions to Intuit Inc (INTU) leadership • Q1 2025

    Question

    Taylor McGinnis noted that the implied operating margin guidance for the second half of the fiscal year appears higher than in past years and asked about the seasonality of expenses and the drivers for the back-half margin expansion.

    Answer

    CFO Sandeep Aujla confirmed the observation, explaining that it reflects a deliberate strategy to optimize spend for the full year. Early investments in consumer marketing and the new mid-market sales force are front-loaded and expected to generate returns in the second half. He noted the sales force becomes more efficient over time, and GBS spend is being optimized to drive service adoption that ramps up later in the year.

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    Taylor McGinnis's questions to Five9 Inc (FIVN) leadership

    Taylor McGinnis's questions to Five9 Inc (FIVN) leadership • Q4 2024

    Question

    Taylor McGinnis inquired about usage trends expected in Q1 following the Q4 acceleration and asked for the expected trajectory of the Net Revenue Retention (NRR) rate.

    Answer

    Interim CFO Bryan Lee explained the Q1 guide implies a typical 2% sequential decline, slightly more pronounced due to a strong Q4 seasonal uptick and a tough comparison from a mega-customer ramp ending. CFO Barry Zwarenstein noted the NRR rate has significant crosscurrents, with headwinds from seasonality balanced by tailwinds from AI and large customer growth, expecting any fluctuations to be minor.

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    Taylor McGinnis's questions to BILL Holdings Inc (BILL) leadership

    Taylor McGinnis's questions to BILL Holdings Inc (BILL) leadership • Q1 2025

    Question

    Taylor McGinnis asked about the drivers for raising the full-year core revenue guidance by more than the Q1 beat. She also inquired about the strong margin outperformance and whether it was due to hiring delays or other efficiencies.

    Answer

    Chairman, CEO and Founder René Lacerte attributed the strong guidance to successful go-to-market execution and increased payment usage driven by rapid innovation. President and CFO John Rettig added that the raise reflects customer base stability and continued growth in card spend. Regarding margins, Mr. Rettig explained the outperformance was a combination of the strong revenue beat and the back-loaded timing of hiring for planned investments, while also noting a continuous focus on finding business efficiencies.

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