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is there idiosyncratic opportunities when the cohorts come up for refresh
Do you think that the pipeline can support or does the pipeline already show deals of that sort of order of magnitude
I would love to spend a little bit of time on your headless strategy. And more specifically how it intersects
Tell us a little bit about how you translate the tokens and the agentic work units to monetization
What do you think the role is of Anthropic in cybersecurity use cases, whether it's on the coding side or the pen testing side or even the data aggregation side? What role do you think they should ...
how do you think about the tailwind that Flex is driving in the model and how sustainable that is
how do you feel about EDR? Are you seeing within the flex contracts equal interest in EDR
If I was budgeting for 35 months and I burned through my usage in five months, where does the incremental budget come from
how did you think about the puts and takes to the back half of the year as some of those dynamics reverse
Is there anything you're seeing in the Falcon Flex cohorts post-July 19th versus those before July 19th in terms of average ARR increases, average deal sizes
Why do you think the training opportunity it's happening now or inflecting now
Tell us a little bit about how some of those conversations evolve when the customer sees that in order to do observability for more AI usage, perhaps that Datadog bill is going up
how do you think about the limiting factor to using LLM as an anomaly detection tool that could potentially take share
How is your internal process for hardening your infrastructure changing as you get access to leading-edge LLM models
it sounds like there has been a bit of a step-function change in the pipeline related to AI data center. If that is right, why do you think that is happening now
How does that impact what you see from a network security standpoint and a network traffic standpoint in particular?
Tell us a little bit, Ken and Christiane, on what you're seeing in the pipeline from the 2020 and 2021 refresh cohorts
how do you think about product growth trajectory into next year? Are there any idiosyncratic drivers
I think today, you said macro didn't have an impact on the business. So maybe just reconcile those 2 data points
I want to better understand why are we not seeing more upside in the numbers this year from the refresh cohort?
what are some of the conversations that sales is having from customers. What are the reasons they're hesitant to commit to purchasing Fortinet
how do you think about the implications for subs hardwire comes up?
Where do you see the boundary at some of your leading-edge SMB customers between the types of tasks that they can do with core to cowork or a general purpose intelligence tool versus where Intuit r...
share with us a little on your learnings from Copilot adoption to date. What do you think is working?
any comments or observations as early pool-of-funds adopters come up for renewal? What trends are you seeing on renewal and expansion
Are you also finding there are AI inference workloads you can route to CPUs
Give us a sense of how the pipeline is trending for these types of deals. What's that engagement across the acts that you're able to convert when you have these larger deals?
do you think that you're capacity constrained in Workers? To what extent are the capacity decisions that you're making this year essentially dictating a range of outcomes on what Workers revenue co...
how do you think competition is evolving in the enterprise as you build out some of the breadth and depth of your functionality? And on the flip side, are you seeing anything new from newer platfor...
talk to us a little bit about what the friction points can be in some of these conversations, particularly conversations with the AI crawlers
Talk to us a little bit more about how media goes from being a less attractive vertical for you to a more attractive vertical, particularly given some of your peers have had challenges with renewal...
How do you navigate that conversation at the enterprise level where perhaps parts of the organization may be pushing leading edge
the risk that customers start to negotiate you down on the more classic purpose ServiceNow
Tell us a little bit about how you think about the puts and takes to gross margin, particularly around some of the temporary headwinds you have before monetization on the consumption revenue part o...
what is the technical lift that has to be done to make that technology more accessible for every user
how you're thinking about the advanced attached subscription versus the emerging portfolio mix in NGS ARR
how do you think about insulating yourself from being leapfrogged in AI technology specifically given how quickly the technology is evolving
What are the guardrails or what is the framework for your salespeople that determines when they go to multiyear versus one-year billings
Do you think you can be in this north of 25%, closer to 30% range for the next couple of years? Give us some color on how you forecast internally
any other internal indicators you have or anecdotes on momentum in enterprise being a change in trend rather than just a continuation of a trend
R&D expense, I think the guide a bit higher than our expectations. You mentioned products and AI on the call
what are you seeing in terms of the guys customers being willing to engage? Are there some products that they're more willing to engage than others for AI use cases
do you think that 25% can accelerate? Or are we talking number of flips versus percentage growth rate
how do you think about the risk that some of these fringe issues on the margin become more mainstream as we go through the year?
what percentage of business looks like the Texas payment business, meaning it's more commodity, it's lower margin
could they use that as a beachhead to expand their presence with time with the road map that will improve over time
how are some of those conversations progressing on new customers for EDC
What do they tell you are there reasons for hesitation? Meaning if they're telling you, hey, we're not ready to make a decision yet
I want to revisit the discussion on commercial growth and specifically on what's happening with the seat count dynamic versus the add-on
what is the gap that you have to work with customers on, or what are the limiting factors to them fully getting the value
how do you manage the risk that vendors or customers build solutions next to Workday that leverages all the domain experience that you've built
When you dig beneath what is going on with the with the sales relationships, with the customer pipeline
how far along do you think we are in the VPN replacement cycle. How is the competitive environment changing