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    Yun Suk Kim • Loop Capital Markets LLC

    Yun Suk Kim's questions to Qualys Inc (QLYS) leadership

    Yun Suk Kim's questions to Qualys Inc (QLYS) leadership • Q1 2025

    Question

    Yun Suk Kim from Loop Capital Markets asked about the ramp-up time for new MSP partners offering the MROC service and their primary target customer segment. He also inquired about the expected seasonality of renewals for the remainder of the year.

    Answer

    CEO Sumedh Thakar noted that since MROC is a new service, partners are actively investing and figuring out the operational model, with some already engaged in POCs. He stated the primary target is large enterprises with multiple security tools that are struggling with finding prioritization and demonstrating ROI to their boards. CFO Joo Mi Kim advised assuming the same renewal seasonality as in the prior year.

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    Yun Suk Kim's questions to Qualys Inc (QLYS) leadership • Q4 2024

    Question

    Yun Suk Kim from Loop Capital Markets inquired about the go-to-market strategy and competitive landscape for the Enterprise TruRisk Management (ETM) solution, particularly its use in the channel. He also asked about indirect channel strategies involving hyperscalers and CSPs.

    Answer

    CEO Sumedh Thakar positioned ETM as a key differentiator that provides a comprehensive risk view without requiring customers to rip-and-replace existing tools. He emphasized its importance for the channel, enabling partners to build new Managed Risk Operations Center (mROC) services. Thakar also confirmed that Qualys is working with cloud providers to allow customers to use cloud credits to purchase solutions like ETM through their marketplaces.

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    Yun Suk Kim's questions to Qualys Inc (QLYS) leadership • Q3 2024

    Question

    Yun Suk Kim inquired about the go-to-market process for new products, specifically whether sales are driven by the renewal process and the traction seen with new customers.

    Answer

    President and CEO Sumedh Thakar clarified that new products like Patch Management and CSAM are driving both new logo acquisition and upsells with existing customers. He noted that 24% of LTM new bookings included these products, giving Qualys a competitive advantage as competitors cannot offer a similarly integrated solution. The sales process involves both attracting new logos with a comprehensive platform and upselling to the existing base during and outside of renewals.

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    Yun Suk Kim's questions to Clearwater Analytics Holdings, Inc. (CWAN) leadership

    Yun Suk Kim's questions to Clearwater Analytics Holdings, Inc. (CWAN) leadership • Q1 2025

    Question

    Yun Suk Kim asked for insight into the renewal seasonality of the Enfusion business to assist with financial modeling.

    Answer

    CFO Jim Cox confirmed that the Enfusion business has a heavier renewal weighting in the fourth quarter, reflecting historical deal-closing patterns. He also noted that the Q4/Q1 timeframe typically represents a 'step change' for the business, which is important for modeling sequential growth.

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    Yun Suk Kim's questions to Clearwater Analytics Holdings, Inc. (CWAN) leadership • Q4 2024

    Question

    Yun Suk Kim asked if the recent gross margin improvements were partly due to shorter client onboarding times and how to think about sales capacity in 2025, given the pending Enfusion acquisition.

    Answer

    CEO Sandeep Sahai confirmed that a more mature onboarding process has led to shorter times between booking and revenue recognition, which improves both revenue growth and margins. Regarding sales capacity, he stated that with over 20% organic growth and improving unit economics, there is 'a lot of room to make investments.' He assured that go-to-market teams are fully funded across all key geographies and that the company continues to add 'muscle' to the GTM function.

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    Yun Suk Kim's questions to Clearwater Analytics Holdings, Inc. (CWAN) leadership • Q3 2024

    Question

    Yun Suk Kim sought a breakdown of the 9% NRR contribution between new products and asset volume to understand its sustainability, and asked if the client mix between asset managers and insurers is changing the go-to-market strategy.

    Answer

    CFO Jim Cox did not provide a specific breakdown but noted a 2-point AUM tailwind and stated they are comfortable in the current NRR range for the near term. CEO Sandeep Sahai confirmed the client mix remains stable, within 1% of the prior year's distribution, and that recent growth was broad-based across all segments.

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    Yun Suk Kim's questions to Braze Inc (BRZE) leadership

    Yun Suk Kim's questions to Braze Inc (BRZE) leadership • Q4 2025

    Question

    Yun Suk Kim of Loop Capital Markets asked if new packaging drove the strong customer additions and how initial land deal sizes have been trending.

    Answer

    CEO Bill Magnuson stated that no major packaging changes occurred in Q4, with the next refresh planned for Q2. He noted that while deal scrutiny remains high, it results in customers being better prepared for implementation. The flexible credit model continues to see good adoption and will be expanded.

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    Yun Suk Kim's questions to Braze Inc (BRZE) leadership • Q2 2025

    Question

    Yun Suk Kim asked about any noticeable changes in the channel mix, especially with faster international growth, and whether the macro environment is pushing customers toward lower-priced channels like email.

    Answer

    CFO Isabelle Winkles noted healthy uptake of the newer WhatsApp channel but no other meaningful shifts in the overall mix. CEO Bill Magnuson added that while customers are rationalizing channel use, it's more common for utility messages (like 2FA codes), which are not a large part of Braze's volume. For marketing use cases, channels like email and SMS remain much cheaper than performance advertising.

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    Yun Suk Kim's questions to ServiceTitan Inc (TTAN) leadership

    Yun Suk Kim's questions to ServiceTitan Inc (TTAN) leadership • Q4 2025

    Question

    Yun Suk Kim asked if the growing mix of commercial and roofing business is expected to alter GTV seasonality and take-rate trends. He also requested an update on the adoption of the new mobile app.

    Answer

    CFO Dave Sherry stated that they are not forecasting a significant change to seasonality or earn rate from the new segments at this time. President Vahe Kuzoyan reported a 'meaningful increase' in the utilization of the new mobile platform, noting it is being rolled out on schedule with strong customer feedback.

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    Yun Suk Kim's questions to ServiceTitan Inc (TTAN) leadership • Q3 2025

    Question

    Yun Suk Kim asked how the industry consolidation trend affects sales cycles and take rates, and also inquired about the progress of the Convex acquisition and its role in the commercial strategy.

    Answer

    CEO Ara Mahdessian noted that sales cycles for consolidators vary but that these customers have the highest appetite for Pro products, which drives take rates. President Vahe Kuzoyan stated they are very happy with Convex's progress and highlighted the future opportunity to merge data sets to create a 'prepopulated CRM' for commercial customers. He also noted Convex's strong reputation and customer relationships are a significant asset for the commercial push.

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