Andrew Sherman

Josh Isner credited Draft One market expansion and the real-time translator for international AI Era Plan traction, with a full second-half pipeline.

CSO explained large deals ($50-200M) take 8-12 months. AI Era Plan booked $750M since launch. Growing engagement across features driving better ROI perception.

CSO described three enterprise buckets: Fusus (unified video), Dedrone (counter-drone), and Axon Body Mini. Fusus unifies siloed camera systems and connects with public safety.

Josh said Q4 had 2 huge deals plus many medium-sized ones. The foundational level feels good but growth requires more big deals. Big deal hunters in Europe are bringing back more opportunity every quarter. A few really exciting international opportunities for this year.

Josh attributed Q4 TASER acceleration to some large deals that pushed from Q3 to Q4. Demand remains very strong. Rick said Apollo cartridge is testing extremely well, better than expected in lab with high clothing penetration and low over-penetration. Heading to Arctic for field testing. Won't be a meaningful revenue contributor this year but will be in real customer hands for next cold season.

Josh credited Cameron and Nathan Sottel's team for opening up large European cloud deals with possibly more coming. Canada and Australia delivering consistent bookings, South America coming on strong. Rick added the 9-figure deal was not in a larger EU country, signaling scale of broader European opportunity, and called it the 'alpha patient' for EU cloud adoption.

Josh said customers are already deploying AB4 cameras as a bridge with plans to expand when ABW Mini launches spring 2026. Rick compared ABW Mini to the Axon Body 1 moment in policing, product-market fit validated through joint development with key customers. Seeing statistically significant reductions in retail assaults. Rick then expanded on the end-to-end ecosystem from retailer through police, prosecutor, and courts.

Josh confirmed acceleration in both Draft One and AI Era Plan. AI assistant, real-time translator, Form One and Brief One all adding customer excitement. Pipeline loaded for H2.

Josh credited CRO Cameron Brooks hire a year ago for better international sponsorship and execution. Product adoption spanning TASERs, body cameras, and cloud services across regions.

Josh said first half is about identifying Draft One/AI Era Plan opportunities, with back half seeing much stronger conversion. Brittany attributed ARR strength to Q4 bookings flowing through plus premium add-on adoption.

Brittany confirmed no change in guidance philosophy, based on contracted bookings conversion, go-get assessment, and pipeline strength. NRR assumptions stable to positive with very low churn.

Brittany confirmed demand still exceeds supply, investing in more capacity for 2025. Josh added excitement about T10 mission impact. European customers already reporting averted shootings.

Olivier confirmed accelerating consumption of infrastructure products, attributing much of it to AI agents spending significant time running coding tools and applications that run on CPUs rather than to CPUs attached to new GPU build-outs.

Pomel noted the Fortune 500 focus has been multi-year, with comp plan changes ensuring proper incentive for landing even small initial deals. Tracking well with full-year validation pending.

Pomel noted consistent customer growth across new use cases, products, share gains, and boomerang customers returning to Datadog.

Moore could not size the specific deal and substituted a different account, though he did address public safety budget health.

Moore declined to rank but differentiated by market share; Miller and Moore both addressed the cross-sell opportunity.

Lynn cited data access through Tyler systems, domain expertise on complex workflows, trusted client relationships spanning decades, and deeply embedded AI features (AP automation, report writing, geo) as barriers. More detail planned for June Investor Day.