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Analyst
Dave Larsen
Period: Reporting periods mapped to calendar 2024 Q4 – 2026 Q2 (7 quarters; questions recorded in 6).
- Questions
- 9on tracked calls
- Challenge rate
- 22%2 of 9 questionsLimited sample
- Companies
- 3questioned at least once
- Reporting periods
- 6with questions
These figures cover the whole profile: every tracked question, all reporting periods.
How to read these numbers
Challenge rate is the share of questions that pushed back, pressed for specifics or questioned management’s assumptions. It describes how questions were asked on the calls tracked here; it does not measure whether any view turned out to be right.
Rounding. Rates are rounded to whole percentages, so a small share can show as 0% even when some questions were challenging. The count beside each rate is exact; “none of N questions” means no question was challenging.
No questions recorded. “—” means there is nothing to calculate: no questions were recorded for that period on the calls tracked here. It does not mean there was no activity.
Fewer than 3 questions. A company-level rate is withheld when fewer than 3 questions were recorded for that company; the questions are still counted everywhere else.
Small samples. Profiles with fewer than 10 questions are marked Limited sample.
Reporting periods. Questions are grouped by the calendar quarter each company’s fiscal reporting period maps to, not by the date of the call. Periods without a calendar mapping are listed separately under their fiscal label.
Questions asked
Grouped by company, most questions first. Open a company to read its questions, newest reporting period first.
Showing 9 of 9 questions from 3 companies
VEEVVeeva Systems Inc.6 questions · 6 reporting periods · 1 of 6 challenging
Calendar 2026 Q2
Can you talk a little bit about your ability to take share from the broader ecosystem?
Show response
Peter said agentic labor targets high-volume outsourced work, could benefit CROs, and in commercial will augment rather than replace field teams.
Calendar 2025 Q4
did these four already sign with Salesforce? Did they just sort of verbally tell you they're gonna go with Salesforce? How sort of final are those decisions
Show response
Peter reiterated CRM is 20% of business heading significantly lower by 2030. Custom builds with Salesforce could have one to ten year lifespans. Win-backs can come from executive turnover, project failure, or end-of-life decisions. Custom builds haven't proven to be the way forward historically.
Calendar 2025 Q3
How many total Vault CRM wins were there in the quarter
Show response
Paul said 13 total Vault CRM customers in Q2 (vs 28 in Q1), a mix of new and migrations. Numbers will be lumpy. Expects migration pace to ramp in 2026 through 2027 and 2028.
Calendar 2025 Q2
does it also include, like, the specialty script data for medications that could be supplied in a hospital
Show response
Peter confirmed the data network covers retail, specialty, hospital-administered drugs. Can project sales data for about 4,000 brands across retail and non-retail. Comprehensive data network built since Crossix acquisition five years ago.
Calendar 2025 Q1
Did I see in prepared remarks that you won 20 Vault CRM clients in the quarter
Show response
Peter confirmed 20 Vault CRM wins, mostly U.S. small/midsize pre-commercial companies selecting their first CRM. Called it an unusually high but chunky number.
Calendar 2024 Q4
Can you maybe just talk about what the difference is there? Why are they seeing challenges but you are not
Show response
Peter explained CROs get revenue from specific studies with long lags while most Veeva products are long-term enterprise licenses not tied to study volume.
HIMSHims & Hers Health, Inc.2 questions · 2 reporting periods · 1 of 2 challenging
Calendar 2025 Q2
It seems to me like you're guiding to $100 million of GLP-1 revenue in 3Q and $100 million in 4Q
Show response
Yemi sidestepped the specific 503A YoY figure, reframing around holistic weight-loss growth expected across oral and GLP-1 components through year-end.
Calendar 2025 Q1
Can you talk about your willingness or ability or desire to at some point in time take insurance?
Show response
Andrew flatly rejected taking insurance (high-deductible plans make everyday care effectively cash-pay) and said Lilly branded pens are on-platform but no Lilly Direct deal yet; direct.
HSICHenry Schein1 question · 1 reporting period · 0 of 1 challenging
Calendar 2026 Q2
How many of your Dentrix customers buy the merch through you as like -- and you're like their core distributor.
Show response
Fred touted AI-built capabilities driving share of wallet and framed PMS-to-merchandise cross-sell as a real but not-yet-quantified opportunity.
Challenge rate by company
Every company this analyst questioned, most questions first. A company-level rate is shown from 3 questions; below that it is withheld.
| Company | Questions | Challenge rate |
|---|---|---|
| VEEV Veeva Systems Inc. | 6 | 17%1 of 6 questions |
| HIMS Hims & Hers Health, Inc. | 2 | —Rate withheld: fewer than 3 questions |
| HSIC Henry Schein | 1 | —Rate withheld: fewer than 3 questions |
Activity by reporting period
Questions recorded for each calendar quarter that companies’ reporting periods map to (not the call date), with the challenge rate for that period. Periods inside the range with no questions are shown as “No questions recorded”.
| Calendar period | Questions | Challenge rate | Companies |
|---|---|---|---|
| 2024 Q4 | 1 | 0%none of 1 question | 1 |
| 2025 Q1 | 2 | 0%none of 2 questions | 2 |
| 2025 Q2 | 2 | 50%1 of 2 questions | 2 |
| 2025 Q3 | 1 | 0%none of 1 question | 1 |
| 2025 Q4 | 1 | 100%1 of 1 question | 1 |
| 2026 Q1 | No questions recorded | — | — |
| 2026 Q2 | 2 | 0%none of 2 questions | 2 |
- 2024 Q41 question · challenge rate 0% (none of 1 question) · 1 company
- 2025 Q12 questions · challenge rate 0% (none of 2 questions) · 2 companies
- 2025 Q22 questions · challenge rate 50% (1 of 2 questions) · 2 companies
- 2025 Q31 question · challenge rate 0% (none of 1 question) · 1 company
- 2025 Q41 question · challenge rate 100% (1 of 1 question) · 1 company
- 2026 Q1No questions recorded
- 2026 Q22 questions · challenge rate 0% (none of 2 questions) · 2 companies
Topics
Topics tagged on this analyst’s questions.
- Competitive Dynamics5
- Demand4
- Cloud & AI2
- Revenue Growth2
- Product Launch2
- Innovation & R&D1
- Guidance Reliability1
- Pricing1