Elizabeth Porter

Andrew said the customer-driven Flex minimum reduction is driving downmarket adoption and has been net accretive, framing it as part of the long-term strategy to integrate Flex deeper into the business. Direct answer.

Janesh identified same levers near-term and long-term: GTM optimization reducing S&M as % of revenue, inherent operating leverage demonstrated for years. Cloud/AI workloads accretive to gross profit dollars but headwind to gross margin. R&D driving efficiency through common platform components.

Andrew outlined AI monetization progression: tasks (highly retentive, protective), workflows (incremental monetization opportunities, some included in subscription, some charged separately), systems (most value capture, further down pipeline). Multi-year journey.

Andrew noted customers coping well with tariff pressures. Guidance maintains same cautious H2 assumptions. Janesh flagged tougher NTM comps in H2 and acquisition lapping.

Andrew described a steady stair-like pattern of partner new business increases as partners lap NTM rollouts and customers get comfortable with renewal motions.

Andrew outlined more productivity tools targeting repeatable processes, Forma AI expanding BIM to smaller companies, and long-term monetization potential once value is demonstrated.

Andrew acknowledged some disruption but noted offsetting momentum from store growth and upfront revenue. New CRO in place, acting CRO bridging transition. Risk factored in and under control.

Andrew laid out a continuum: marketing optimization first, then tighter channel partner integration, then maximizing self-service returns, all delivering long-term margin improvement.

Andrew described broad self-service applicability: seat management, usage visibility, upsell/cross-sell, and automated low-value support, with immediate reinvestment in these capabilities.

Betsy acknowledged slower new business growth but attributed it broadly to macro, COVID, Russia exit, and elections rather than specifically to channel partner onboarding strain.

Betsy listed headwinds and tailwinds (co-terming, FX, buy-sell business) but didn't directly quantify the Q4 step-down, expressing confidence in Q4 expectations.

Mark said pricing/bundling still contributes and will evolve as Websites + Marketing capabilities move into Airo.

Early Airo growth came mostly from existing customers; new-customer sign-ups picking up with initial marketing and better free-to-paid conversion.

Aman positioned GoDaddy as preparing to surface customer content across LLMs and agentic browsers. Acknowledged very early stage for AI commerce. Direct and forward-looking.

Mark broke it down into volume (renewals, attach, new customers) and pricing/bundling value, both contributing equally. Direct and analytical.

Aman focused on entrepreneurs wheel as core scope, with partner integrations enabled by agentic AI coding as the surprise element. Predicted significant partner ecosystem growth in 6 months.

Aman confirmed GoDaddy compensating for SEO changes through channel diversification and improved conversion. Teased autonomous SEO optimization agent for customers.

Aman noted encouragement but declined to share specific Airo Plus metrics, citing it being less than a quarter old. Partial, deferred to future quarters.

Aman acknowledged some pressure in April survey data on economic outlook but emphasized customer resilience within five-year norms. Transparent and balanced response.

Aman pushed back on narrow productivity focus, emphasizing the broader customer base and product set as the opportunity scope.

Aman confirmed Site Optimizer targets existing customers and can improve any site. Both new and installed base are opportunities.

Thomas tied the uplift to lower sign-up friction and called it a positive leading indicator, but gave no timing for a revenue contribution.

Asked by Jamie Reynolds on for Elizabeth Porter. Thomas said ISV growth spans marketing, service desk, education and hospitality, driven by ISVs adding channels.

Asked by Jamie Reynolds on for Elizabeth Porter. Thomas described product-led self-service plus direct AEs hunting named logos, then handing them to strategic AEs.

Aidan said the gain was mostly expansion with stable churn; carrier fees had a 180 basis point impact quarter-over-quarter, and DBNE still rose slightly ex-fees.

Thomas cited enterprise and ISV multiproduct traction, with add-ons and multiproduct customer count each up 20%, plus the Inhabit agent productivity deal.

Praveer cited model-agnostic routing and first-party models to trade off latency, cost and quality and accelerate gross profit.

Dylan acknowledged products are early in lifecycle with maturing to do, but declined to quantify ramp.

Mike clarified the 100+ AI wins are on-premise with broad distribution across geographies, industries, and deal sizes.

Mike said incentive comp will normalize in FY26 but noted SSD pre-buy decisions for next year remain to be seen.

Benioff pointed to flexible pricing bundles letting customers buy by user, agent, consumption, or outcome. Milano said Agentforce bookings grew triple digits (doubled year over year), 50% of bookings came from customers refilling Flex Credits, and the company added 2,000 paying production customers, up 70% quarter over quarter, plus hundreds of consistently consuming agents.