Jackson Ader

McGowan confirmed 6-9 months from signing to revenue recognition on large deals and said contracts have mechanisms to pass component cost increases through to customers.

Tom said there is no trade-off between committed and on-demand capacity, they support both models and will purchase more GPUs as needed. The mix of CPU vs GPU varies by application, with inference requiring both. Akamai's value is providing the most computationally efficient resource for each workload and placing it close to the user.

Tom cited performance, scale, and lower cost as key differentiators. All three major US hyperscalers use Akamai compute not for cost savings but for performance from running logic in more distributed locations. Other customers get substantial savings moving from hyperscalers. Akamai itself achieved major savings moving its own applications off hyperscalers.

Tom described a future where everything is model-based and AI-powered. Proliferation of small to medium models operating close to users for specific real-time tasks. Industry leaders now talking about inference as ultimately larger than training.

Ed attributed international strength to APJ leading on compute adoption and security. EMEA also strong with surprisingly healthy Western European growth. Edgio contracts were more U.S.-concentrated so now anniversarying. Compute and APJ is the standout.

Ed said CIS pipeline is growing with participation across verticals and geographies. Larger deal sizes than typical security/delivery. Existing customer expansion plus new logos. Also highlighted API security pipeline as extremely strong with very healthy demand.

Ed explained it varies by customer. Some depend on Akamai building capacity, others have their own migration windows and moratoriums. Good communication with customers and pretty good line of sight. Confident in overall contract size with upside potential.

Khozema said both same-store expansion and new paying customers are adding to growth but did not commit to a wider gap; Thomas said $1 million-plus customers grow over 20%.

Thomas said onboarding and upgrade fixes drove gains and new console capabilities launching next week should keep conversion and multiproduct adoption rising.

Asked by Jack on for Jackson Ader. Aidan said DBNE of 109% was roughly flat sequentially, driven by multiproduct expansion in voice and messaging.

Asked by Jack on for Jackson Ader. Thomas said most single-product customers are self-service, and new tooling plus AE comp will push multichannel use.

CEO said many voice AI vertical players build on Twilio and its CDP context is an edge; CFO said AI start-ups founded in the last 3 years spend over 7 figures with it.

CEO said the near-term focus is multiproduct and AI growth, which lift gross margin; list price rises reach large enterprises slowly and self-serve faster.

Prince pushed back: channel provides leverage, not constraint. Will continue hiring great direct sales people while using channel for additional leverage. Don't expect to reach 90%+ channel like hardware companies or Zscaler/Netskope, but significant room to grow. Seifert added it's not either-or but stacking both vectors independently, full speed ahead on adding sales capacity with early-year hiring for head start.

Prince emphasized CJ instilled customer obsession rather than bringing in new people, so no flight risk. Engineering and product bench remains strong. Described the role as the most exciting product/engineering leadership position in tech, confident in attracting world-class replacement.

Seifert said guidance reflects pipeline, sales productivity, net sales capacity, and developer business velocity, all encouraging. Prince confirmed pipeline coverage for Q4 is very good, noting some seasonality has existed historically but they feel very good about coverage.