Taylor McGinnis

Taylor McGinnis from UBS inquired about the evolution and differentiation between Amplitude's proprietary AI agents and third-party agents integrating with Amplitude's platform, specifically referencing Anthropic Claude. She also asked about the lighter-than-usual Q4 revenue upside despite accelerating ARR, seeking clarification on whether it was due to back-end loaded bookings or other factors.

Answer

Spenser Skates, CEO of Amplitude, clarified that both Amplitude's agents and third-party integrations leverage the same underlying Model Context Protocol (MCP) infrastructure and tool calls, with the primary difference being the query origin. Andrew Casey, CFO of Amplitude, explained that Q4's revenue upside was influenced by a strong influx of new logo ARR, with a significant portion of bookings occurring later in the quarter, and a lack of exceptionally large expansion deals.

Taylor McGinnis asked about the evolution and differentiation between Amplitude's proprietary AI agents and third-party agents connecting to Amplitude's platform, and then inquired about the Q4 revenue upside being lighter than previous quarters despite accelerating ARR, asking if it was back-end loaded or below expectations.

Answer

CEO Spenser Skates clarified that both Amplitude's agents and third-party agents utilize the same underlying infrastructure (Model Context Protocol) and tool calls, with differentiation stemming from the context and iterative querying capabilities. CFO Andrew Casey explained that Q4's performance was driven by strong new logo ARR, with many deals booked later in the quarter, and fewer large expansions, which sets up future growth opportunities.

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.

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.

Taylor McGinnis asked for the operating income margin guide adjusted for incremental A2P fees, and whether the solid Q1 2026 operating margin guide relative to the full-year implies an uptick in expenses or investments later in the year. She also questioned the drivers of Q4 2025 messaging growth (excluding A2Ps) and the durability of double-digit growth into 2026.

Answer

Aidan Viggiano, Chief Financial Officer, stated that the $190 million in incremental pass-through fees for 2026 represents a 60-70 basis point headwind to operating margin, masking underlying leverage. She confirmed some front-loading of expenses in Q1 2026 due to the Stytch acquisition and product/systems investments, expecting moderation thereafter. Khozema Shipchandler, Chief Executive Officer, noted broad-based strength across products, including messaging, contributing to the strong Q1 2026 guidance and optimistic full-year outlook.

Taylor McGinnis asked about the operating income margin guide adjusted for incremental A2P fees and the anticipated uptick in expenses or investments throughout 2026, particularly in Q1. She also inquired about the drivers of messaging growth (excluding A2Ps) in Q4 despite tougher compares and the durability of double-digit growth for messaging into 2026.

Answer

Aidan Viggiano, Chief Financial Officer, clarified that $190 million in incremental pass-through fees for 2026 represent a 60-70 basis point headwind on operating margin, masking underlying leverage. She noted Q1 has front-loaded expenses due to the Stitch acquisition and product/systems investments. Khozema Shipchandler, Chief Executive Officer, stated that messaging strength is part of broad-based performance across products, channels, and industries, reflecting optimism for 2026.

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.

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.

Taylor McGinnis asked for a breakdown of the expected acceleration in 2026, specifically how much pricing contributes versus other growth drivers like seats and credit adoption, and if credits could add a point to growth this year.

Answer

CFO Kate Bueker explained that net revenue retention (NRR) was 105% in Q4 and 103% for the full year 2025, up 1.7 points from 2024. She attributed the NRR expansion primarily to higher upgrade rates for Sales Hub, Service Hub, and Core Seats due to the pricing model change, which lowered the entry barrier. While a 5% pricing increase on renewal also contributed in 2025 and will similarly in 2026, the larger driver of NRR expansion into next year will be seat upgrades and building momentum around Core Seats and credits.

Taylor McGinnis asked for a breakdown of how much pricing contributes to HubSpot's expected acceleration in 2026 versus other growth drivers like seats and credit adoption, and if credits could add a full point to growth this year.

Answer

CEO Yamini Rangan (responding to a question intended for CFO Kate Bueker) explained that net revenue retention (NRR) increased to 105% in Q4 and 103.5% for the full year 2025, primarily driven by benefits from the seats pricing model change, which led to higher upgrade rates for sales, service, and Core seats. A 5% pricing increase on renewal also contributed. NRR is expected to expand by another 1-2 points in 2026, fueled by continued seat expansion and ramping credit adoption.

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.

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.

Taylor McGinnis inquired about the comfort level in the 2026 guidance implying an acceleration in constant currency revenue and billings growth, and the potential for tailwinds from the CX business's platform change as the year progresses.

Answer

Tyler Sloat, COO and CFO, attributed the confidence in the slight acceleration for 2026 to the strong EX performance, continued momentum, and robust pipeline, particularly in $100,000+ deals. He noted that expectations for CX growth are relatively conservative due to the ongoing platform unification, with the primary focus on bringing all customers onto the new Freshdesk Omni platform.

Taylor McGinnis asked Tyler Sloat to elaborate on the confidence behind the 2026 guidance, which implies an acceleration in revenue and billings growth compared to Q4 2025, and whether the CX business's platform change could provide tailwinds in 2026.

Answer

COO and CFO Tyler Sloat attributed the confidence in slight acceleration, particularly in the second half of 2026, to strong EX performance, consistent momentum, and a robust pipeline with more $100,000 deals. He stated that Freshworks is being relatively conservative with CX growth expectations for 2026, as the primary focus is on migrating all customers to the new Freshdesk Omni platform, with confidence primarily stemming from EX.

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.

Taylor McGinnis inquired about the catalyst path for improving underlying bookings growth, which is currently in the low single digits, and the trends observed in the downmarket segment. She also asked about initiatives to further unlock growth potential from Copilot's 20% penetration and strong data demand.

Answer

Graham O’Brien, Chief Financial Officer, attributed the low single-digit ACV growth to 6% upmarket growth (74% mix) and -10% downmarket growth (26% weight). He anticipates future growth benefits from mix shift to upmarket and improved downmarket comparisons in mid-2026 as AIO challenges are addressed. Henry Schuck, Founder and CEO, highlighted that Copilot customers exhibit 'higher net retention rates' and that aggressive migration to Copilot and GTM Workspace is expected to be a positive tailwind.

Taylor McGinnis asked about the catalyst path for improving underlying bookings growth, particularly considering downmarket trends, and inquired about 2026 initiatives to further unlock growth potential from Copilot penetration and data demand.

Answer

Graham O’Brien, CFO, attributed current aggregate ACV growth to upmarket strength offsetting downmarket decline, expecting mix shift and easier downmarket comparisons to improve growth in 2026. Henry Schuck, CEO, highlighted higher net retention rates for Copilot customers and aggressive migration efforts as future tailwinds.

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.

Taylor McGinnis noted that even after adjusting for FX headwinds, operating income and free cash flow margins are projected to be down year-over-year. She asked for a specific breakdown of the drivers, including AI investment, potential gross margin pressure, platform architecture changes for AI, and the continued shift upmarket, inquiring where these investments are allocated within the line items.

Answer

Eliran Glazer, CFO, confirmed that AI investments could lead to gross margin pressure, with expectations of mid-to-high 80s. He explained that significant headcount increases in 2025, particularly in sales-led growth (SLG) and R&D, are impacting 2026 costs. Investments will prioritize AI where returns are evident, primarily focusing on headcount in SLG and AI, along with the significant FX impact. Eran Zinman, Co-CEO, added a clarification regarding a previous question, confirming an 18% price increase for a subset of Monday Service core customers.

Taylor McGinnis asked for a detailed breakdown of the drivers behind the projected year-over-year decrease in operating income and free cash flow margins, even after adjusting for FX headwinds. She specifically inquired if AI investment would lead to gross margin pressure, require significant platform/architecture changes, or was primarily a function of the continued upmarket shift, and what these investments are targeting.

Answer

Eliran Glazer, monday.com CFO, confirmed that AI investment would lead to gross margin pressure, with expectations of mid-80s to high-80s margins compared to the previous 90%. He stated that investments are primarily directed towards headcount in SLG motion, R&D, and product roles, albeit less aggressively than the prior year, with Q4 hiring impacting current costs. He emphasized prioritizing AI investments based on returns. Eran Zinman, monday.com Co-CEO, added a correction about an 18% price increase for a small subset of Monday Service customers.

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.

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.

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.

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.

Taylor McGinnis asked about the drivers of the strong Q4 RPO (Remaining Performance Obligation) and CRPO (Current RPO) and any insights into demand trends for the first half of fiscal year 2027.

Answer

Isabelle Winkles (CFO, Braze) explained that the strong RPO/CRPO and Q4 guide reflect a risk-adjusted position, continued strength in the legacy replacement cycle, competitive position, investments in retention, regional focus, and verticalization. She noted stabilization in dollar-based net retention and strength in net customer adds.

Taylor McGinnis asked about the drivers behind the strong Q4 RPO guidance, specifically if it's due to easing headwinds, Q3 strength, or improving demand trends into Q4, and any insights on 2026 spending plans.

Answer

Isabelle Winkles (CFO, Braze) explained that the revenue guide reflects a risk-adjusted position and continued strength from the legacy replacement cycle, competitive position, retention investments, regional focus, and verticalization. These factors are driving strength across metrics like RPO, CRPO, NRR stabilization, and net customer adds, leading to overachievement in Q3 and raised Q4 expectations.

Taylor McGinnis from UBS sought clarification on the term 'inflection in growth,' asking if it implies acceleration and what renewal or expansion trends support this outlook. She also asked about the timeline for cycling through more challenged contracts from the COVID era.

Answer

CFO Isabelle Winkles clarified that the outlook suggests a stabilization followed by a 'slow, steady path back up,' rather than a sharp, hockey-stick reacceleration. She attributed this outlook to the combination of strong new business momentum and the superior expansion performance of newer customer cohorts compared to older ones.

Taylor McGinnis sought clarification on the in-period net retention rate's stability and asked about the drivers behind the cautious outlook for Q4, as well as what signals are needed to confirm a bottom.

Answer

CFO Isabelle Winkles clarified that short-term messaging activity does not directly impact the net retention rate, as revenue is not based on utilization. She stated the primary pressures remain managing churn and improving the upsell motion, as customers continue to scrutinize expansion commitments.

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.

Taylor McGinnis asked about early insights into customer spending plans across AEC, manufacturing, and M&E for calendar 2026/fiscal year 2027, considering current market uncertainties and specific areas of strength. She also sought a deeper understanding of the mechanics behind billings growth moderation in FY27 due to the new transaction model and multi-year annual billing transition, and how revenue and billings growth might align or diverge.

Answer

CEO Andrew Anagnost indicated that customers are not signaling changes in spending patterns, focusing on digital infrastructure investments and future productivity, with most expecting continued investment. CFO Janesh Moorjani explained that FY26 billings and free cash flow growth were inflated by the transition to annual billing for multi-year contracts (completing in Q1 FY27) and the new transaction model. He expects reported growth rates to normalize in FY27, with a smaller impact from the new transaction model and incremental margin headwinds, while the underlying business performance remains consistent.

Taylor McGinnis asked about early insights into customer spending plans across AEC, manufacturing, and M&E for calendar 2026 or fiscal year 2027, given the current strength in areas like data centers and industrials. She also sought clarification on the mechanics of billings growth moderation in fiscal 2027 due to the new transaction model and multi-year billing transition, and whether revenue and billings growth might align or diverge.

Answer

CEO Andrew Anagnost stated that customers are not flagging differences in spending patterns, expecting a continuation of current momentum and investment in digital infrastructure for future productivity. CFO Janesh Moorjani explained that billings and free cash flow growth rates this year were inflated by the transition to annual billing for multi-year contracts (expected to complete in Q1 FY27) and the new transaction model. He anticipates normalization of reported billings and free cash flow growth next year, with a smaller impact from the new transaction model and incremental headwinds to reported operating margins, while underlying business performance remains consistent.

Taylor McGinnis from UBS Group asked why the adjusted operating income margin guidance wasn't raised as much as the revenue guidance and questioned where incremental investments are being directed.

Answer

EVP & CFO Janesh Moorjani clarified that on an underlying basis, the guidance increase does result in a strong incremental margin flow-through of about two-thirds. He mentioned that while there are always timing issues, the company has demonstrated great cost discipline and the previously announced restructuring plan is on track.

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.

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.

Taylor McGinnis asked for additional color on the strength of Intuit's Q2 revenue guidance, considering a later tax season start and tougher credit comps, and which segments are expected to show more durable growth at or above Q1 levels.

Answer

Intuit CFO Sandeep Aujla explained that the Q2 guidance reflects continued execution and momentum from fiscal 2025 into 2026, with expected strength in Global Business Solutions Group (GBSG) online, mid-market, and Credit Karma. He noted that the IRS is expected to open towards the end of January, similar to previous years. Aujla highlighted that desktop revenue is expected to decelerate in the second half, and Credit Karma will face harder comps in the second half of the fiscal year. However, key growth vectors are expected to continue building momentum.

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.

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.

Taylor McGinnis asked for the specific impact of early renewals on the Q2 outperformance and questioned the conservative second-half billings guide given the strong first-half momentum. She also sought more detail on the net retention rate (NRR) uptick, specifically the contribution from seat expansion.

Answer

CFO Dylan Smith stated that strong bookings, consulting, and early renewals each contributed a roughly similar impact of a few million dollars to the Q2 outperformance. He explained the second-half guidance reflects prudence amid a challenging macro environment and normal quarter-to-quarter variability. He also confirmed the NRR improvement from 102% to 103% was driven by a recovery in seat growth, with pricing improvements remaining steady.

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.

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.

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.

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.

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.

Asked whether the improvement in Net Revenue Retention (NRR) is being driven more by better performance within segments or by the mix shift to upmarket, and inquired about the NRR assumptions baked into the annual guidance.

Answer

The company clarified that the current NRR improvement is primarily driven by better retention within the upmarket segment itself, not yet by the mix shift. Over time, the mix shift will become a larger factor. They declined to disclose the specific NRR assumption in the guidance but reiterated expectations for mid-single-digit upmarket growth and lower retention in the downmarket.

Sought clarification on whether the disqualification of high-risk SMB sales applies to new logos or renewals, and how this headwind was factored into the Q4 guidance.

Answer

The company confirmed that the disqualification of over $2 million per month in high-risk sales is related to new business and new logos, not renewals. This creates a near-term headwind to new sales ACV, which is factored into the guide, but is expected to become a mid-term tailwind in 2025 due to the higher quality of revenue being added.

Requested a bridge for the Q3 revenue guidance, asking for a quantification of the adjustments between the reported Q2 revenue and the pro forma figure, and the expected impact of write-downs in Q3 and Q4.

Answer

Peter Hyzer clarified that the reported Q2 GAAP revenue of $292 million included a $15 million charge for prior period revenue. While the Q3 guidance shows sequential growth from the reported Q2 number, it represents a decrease from the adjusted (pro forma) Q2 revenue of $307 million. This one-time charge is not expected to recur.

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.

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.

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.

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.

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.

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.

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.

Taylor McGinnis asked about the drivers behind the implied Q4 subscription revenue uptick, seeking to understand the contribution from improved retention versus new large deal closures. She also questioned the role of unbilled services work in retention improvements and whether the lower PS outlook was due to increased scope for at-risk clients.

Answer

CFO Marje Armstrong stated the low end of guidance conservatively assumes no improvement from H1, while the mid-to-high range factors in the continuing, albeit slower, positive trends in churn and bookings. CEO Andrew Appel affirmed that the focus on retention is working and that the second half of the year looks materially better. He clarified that PS investments are primarily for ensuring successful implementations of sold projects to prevent future churn, rather than just saving at-risk accounts, noting that the number of clients in 'red' status has dropped by 50%.

Asked for quantification of recent DBNR trends, the assumptions behind the full-year guidance, and specific initiatives aimed at improving the SMB business.

Answer

Q4 enterprise DBNR was strong at over 120%, but the full-year guide assumes the near-zero SMB DBNR will worsen. Initiatives to help SMBs include reducing sign-up friction and launching a significantly modernized and visually appealing new product interface, which is expected to improve conversion and retention but is not yet factored into guidance.