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    Will Jellison • D.A. Davidson & Co.

    Will Jellison's questions to PDF Solutions Inc (PDFS) leadership

    Will Jellison's questions to PDF Solutions Inc (PDFS) leadership • Q1 2025

    Question

    Will Jellison of D.A. Davidson & Co. inquired about the components within the maintained full-year revenue guidance, the drivers behind increased sales and marketing spend, and the current business outlook for trailing edge customers.

    Answer

    Executive John Kibarian confirmed guidance is on track, with growth in IYR and analytics driven by advanced nodes and enterprise solutions like Sapience. He noted that trailing edge customers are aggressively adopting AI to improve operational nimbleness, creating strong demand. Executive Adnan Raza added that higher S&M spend is capitalizing on broad product opportunities, with John Kibarian linking it to converting prior R&D investments into new bookings.

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    Will Jellison's questions to PDF Solutions Inc (PDFS) leadership • Q4 2024

    Question

    Will Jellison of D.A. Davidson & Co. asked about the market receptivity to PDF's MLOps product and its importance to the 2025 growth outlook. He also questioned the cause of the elevated accounts receivable balance at quarter-end.

    Answer

    Executive John Kibarian stated that MLOps receptivity has been high, with customer conversions in 2024 and several ongoing pilots. He highlighted that AI adoption drives both direct product sales and indirect demand for foundational data platforms like Exensio. Executive Adnan Raza addressed the accounts receivable, explaining the increase was due to the timing of billings, particularly the large eProbe system sale. Raza assured that collections were already progressing well post-quarter-end and were not a cause for concern.

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    Will Jellison's questions to Vertex Inc (VERX) leadership

    Will Jellison's questions to Vertex Inc (VERX) leadership • Q1 2025

    Question

    Will Jellison asked about the catalyst behind the incremental capital committed to AI and inquired about any early learnings from these investments.

    Answer

    CEO David DeStefano explained that the AI investment is heavily driven by customer feedback and a core strategy to build a unified, trusted data structure for AI applications like smart categorization. He shared that early feedback from design partners has been very positive, with customers pushing Vertex to accelerate the training of its AI models for more complex product categories.

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    Will Jellison's questions to Vertex Inc (VERX) leadership • Q4 2024

    Question

    Will Jellison asked if the strong long-term growth drivers and accelerated investments alter the company's long-term goal of significantly increasing its Average Annual Revenue Per Customer (AARPC).

    Answer

    CEO David DeStefano confirmed a direct correlation, stating that investments in new products like e-invoicing and AI are driven by customer demand for more value, which in turn drives AARPC higher. He noted that AARPC has been growing at 10-15% quarterly and sees no reason for that trend to stop, reinforcing the long-term growth potential of the metric.

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    Will Jellison's questions to BlackLine Inc (BL) leadership

    Will Jellison's questions to BlackLine Inc (BL) leadership • Q1 2025

    Question

    Will Jellison asked about the 20% year-over-year increase in go-live volume and its expected progression, particularly with the complex intercompany solution, and its impact on revenue momentum.

    Answer

    An executive, likely Co-CEO Owen Ryan, attributed the improvement to a focus on 'time to value' and better alignment with customers on implementation requirements. While progress has been made in FRA and invoice-to-cash, he acknowledged intercompany is more complex. The key lesson learned is to solidify requirements upfront to accelerate value delivery, which is becoming more critical amid discussions of tariffs and trade.

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    Will Jellison's questions to Manhattan Associates Inc (MANH) leadership

    Will Jellison's questions to Manhattan Associates Inc (MANH) leadership • Q4 2024

    Question

    Will Jellison from D.A. Davidson & Co. asked for an update on efficiency trends and attrition within the professional services organization. He also inquired about the hiring outlook for that division in light of the updated 2025 services revenue expectations.

    Answer

    CEO Eddie Capel confirmed that efficiency in the professional services organization continues to improve, aided by very low attrition. Regarding hiring, he stated that the company will balance supply with the lower near-term demand, keeping a close eye on the profile as they expect demand to pick up in the second half of the year before making specific hiring decisions for 2025.

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    Will Jellison's questions to Phreesia Inc (PHR) leadership

    Will Jellison's questions to Phreesia Inc (PHR) leadership • Q3 2025

    Question

    Will Jellison asked for an update on the key drivers of the subscription revenue stream, including gross retention, pricing, cross-selling, and volume per client.

    Answer

    Executive Balaji Gandhi clarified that Phreesia views subscriptions as a revenue stream, not a standalone business. He explained that the company optimizes for total client value across all three revenue lines, so breaking out specific subscription metrics would not be a helpful way to view the business.

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