uid stringlengths 32 32 | question stringlengths 16 2.61k | answer stringlengths 7 8.6k | eva4b_label stringclasses 3
values | choices listlengths 3 3 | eva4b_label_letter stringclasses 3
values |
|---|---|---|---|---|---|
91cdb85712ab41afc5a9392c88fa563f | All right. That's helpful. And then my second question is on accretable yield. Year-to-date, you guys have kind of been in that, $11 million to $13 million per quarter legacy FCNCA yield accretion. How much is left in that bucket going forward, excluding anything that is going to be realized from CIT? | I do not have the actual remaining deferred or accretable yield number in front of me. But we do expect that line item will continue to decrease in line with what you see in linked quarters. I don't know if anybody has that number here available. It doesn't look we have that number available. But we would expect that l... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
1b13887064acb390af976e4e5f1af958 | Great. And Craig, actually one more just on that same -- one more on that same topic. I know when you announced CIT, you kind of called out about $63 million of kind of net purchase accounting accretion. I know the marks have changed a lot over the last year, but it feels like that $63 million number could come down pr... | We will be updating that when we close. We're in the process of doing the evaluations now. We don't have that information at this time. | fully_evasive | [
"direct",
"intermediate",
"fully_evasive"
] | C |
fcc7f3de93dfadac8461667830c3d196 | I just had a question about the excess liquidity is obviously a drag for all banks, and it seems like there was an increased drag this quarter for you all. And some banks are kind of reaching the point where they had been hesitating from being more aggressive and putting that money to work in the bond portfolio, but we... | Thank you, Kevin. I would tell you that we are trying to be opportunistic and redeploying this excess liquidity. As I mentioned in our comments, we have increased our investment portfolio year-over-year by approximately $1 billion, which is about a 10% increase. I can tell you that we are closely monitoring rates. And ... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
840b9772afd91aeeb74a574f5050340d | No, thanks, Craig. That's very helpful. One other question on the -- and I completely understand the sensitivity to it that you can't really comment with the merger application at the Board level. But maybe you can help us in terms of how to look at this, there was a recent media report that disclosed a few complaint l... | Well, Kevin, the first thing I'd say about the letter is that it was dated in February, mid-February, and that was during the normal public comment period. Since then and before then we've been in constant communication with our regulators, two of which have approved the transaction while this letter was out there. In ... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
8d2f37e6b431aa2f692b611571d04f8d | Yeah, that's great. I really appreciate that. One last one for me, just on loan growth. When you say mid-single digit, I know payoffs are an issue for the industry. But with your footprint and economies reopening and rebounding, could we be more on the way the march toward high single digit, but maybe it's just payoffs... | I would say it probably would not be prudent for us to project high single digit loan growth. I think we just based on our pipeline, which we feel like are pretty strong right now, we expect mid-single digit loan growth going forward. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
47348c8bf4589377f855a62d1c31a87a | Maybe on interest rates, as we think about, maybe the Fed raising rates in '22, '23 whatever year it ends up being, I mean, it seems like there should be pretty decent upside for both you and CIT side. But there's a lot of moving parts about due to some deposits flowing out, you deploy excess cash or the rate sensitivi... | This is a rule of thumb, and I think this comment will be directional. But every 10 basis points parallel shift in the yield curve up or down for us is equal to about a 1% annualized increase in net interest income. So think $15 million of pre-tax income for every 10 basis points parallel shift in the curve. So obvious... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
3ec9996a09dd0fe861c40d5d2f530f43 | And then maybe sticking with the same topic on prior calls, you've given some good front book versus back book pricing color. Can you just kind of give us the mark-to-market on what that looks like now? And is there still a little bit of a gap there? Are they starting to converge? | If you look at the second quarter, new rates were about 47 basis points lower than the runoff. So new rates are around 3.28. Runoff was around 3.75. So 47 basis points gap there. That narrowed the 43 basis points in the third quarter, new rates came on, while at lower rates, loans ran off at lower rates as well. So tha... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
1fe497a80534bc4508b72f5e818da973 | And then if I could sneak in a last one. The deposit growth has obviously been kind of lights out, I mean, you've gone from $35 billion pre-pandemic to $50 billion now. I wonder if you can speak to kind of two issues. One on the negative side, do you still think there's surge deposits and client excess liquidity that y... | Well, I think our go-to-market strategy is relationship focused. So that's sort of inherent in what we do. And that's -- I attribute a lot of that growth to that. But we do believe some of the growth and deposits are transitory in nature, for instance, since the end of last year, we try to trace what's coming in from g... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
e375feaa9c1982c70d97473b65a01bed | Yes. Thanks. Good morning. I wanted to ask Frank or you about the idea of impacting new hires within your markets, whether it's in your home state, North Carolina, or in other parts of the footprint. Do you see new commercial lenders and other staff coming on in this timeframe even before the merger is closed? | Christopher, this is Frank Holding. We continue to hire new associates and we're doing all we can to do that. And we've been reasonably successful in that space, where the orientation process for new associates continues. We have a strong robust process there that helps people -- that helps our associates become produc... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
5808ef1d7ba51c36d5ebbd230f28a740 | Great. Thank you for that. I appreciate it. And just a follow-up, I guess, on the impact of the tech spending that you outlined earlier in the call. Does that drop overall per transaction costs in the future? And do you see a material kind of change in efficiency? And again, I'm just thinking for First Citizen stand-al... | That certainly is the goal. I mentioned process improvement related technology investment. And the reason to make that investment is to get a payback in terms of transaction costs over time. | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
ba191c37fb9a0295e05f5abb24d02145 | I wanted to maybe focus a little bit on what you're seeing in the business geographically, because just looking at it on a year-over-year basis, the US was maybe off a little bit more than we would have thought as was APAC, just given some of the signs of recovery that we're seeing. | We continue to -- again I think Asia was the first to really show some signs of improvement and we've seen that as you know in Q3, Q4, we've seen Asia coming back pretty nicely. And I think from a seasonality perspective certainly Chinese New Year is a big effect in Q1. North America continues to struggle, I think we'r... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
0ceca89ab16a62b8783a96c6c7fa2a67 | I'm tricked a little bit by that, the use case and this identifying these 26 different workflows. And I'm wondering, can you talk a little bit about maybe what the top three or four of these workflows might be or is it still... | Well, we are going to end up talking about these very much like we talk about products. So for construction in new space, floor flatness is one. In public safety forensics where we've been strong in the past. But now we're putting together a complete workflow around, for example, ballistics what's matter are examples o... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
fbd22b7fa4ef8cd2f2fabd7a7efd4b3b | Last question, just if there is any color you could provide in terms of what you might be seeing in the kind of book and ship short cycle business for the current quarter? | Yeah, it's encouraging. I think honestly, Jim, the reality is Q1 and the seasonality actually returning to a seasonal kind of cadence is encouraging for us. Frankly, none of us really knew what kind of cycle to expect. We were planning and forecasting around a seasonality, March, where Q1 typically is our softest quart... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
a72d0d481ae69fff3cc1fd8b8d1eb4fe | To be honest, just looking from an end market standpoint, just wondering if there was, if we could get a little more color there. If there is any outperformance or underperformance relative to your expectations in the quarter? | We've seen -- we've seen the AEC market construction business continue to kind of build some strength, even though seasonality we saw bit of softness across the Board. But we expect that and as it relates to looking at past years, you see it seems to be pretty strong. Public Safety is a small market for us, but we're s... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
8c58e59c14ef2c00c10c5d242ad0e755 | And then, I appreciate all the color on maybe new product intros we go throughout the year. Where any update on maybe a timeline for that kind of aggregated software offering launch? | We were still planning on the second half and we're working our butts off for it. It's a big thing for us, as it relates to the total cadence in 2020, we introduced about 10 new products. And I think last quarter we mentioned it will, we'll do better this year and we're on track for that. | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
ba5869a856d99cfef092e5be3634e684 | And then as it relates to that and opex, how should we look at opex with these new product launches coming maybe remain a little elevated as we move throughout the year? | I think -- this is Allen. From an operating expense standpoint, again our success model has us being around that $40 million to $43 million level. We were at the higher end of the range, obviously, in Q1, I think we would expect to remain approximately in that range as we continue throughout the balance of the year. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
b4a138e9d30565bead3770d45730468d | I had one on the exposure to the auto industry, we have heard that auto manufacturers are cutting production from this semi-shortage. So I was just wondering if you've heard anything from your customers about that? And how you think -- in time [Technical Issues] of the year. | Yeah. We're fortunate in a sense that the automotive capacity is not a direct tie to capital purchases for our products as we are primarily offline. So we're not tied directly to kind of ebb and flow of capacities, which I think bodes well for us. I think that said, however, with the press revenue levels spending on ca... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
ae903b5167bcb6a2ddc76584e733d320 | And if I could just ask one more on the competitive landscape, have you seen any change in competition compared to the last quarter? | No, nothing dramatic. I think, pricing -- we're fortunate that we've got some pretty good competitors in the context of how they price their products, where we haven't seen anything unusual or anything that or any new competitor of merit. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
7ec36b1e897e3126d27340c8b4da5905 | Very quick question. Michael, you alluded a bit to the supply chain issues that we're seeing everywhere, I guess, at this point. Is it your perspective that maybe that's more of a top line impact for Faro, just when you think about your customer base and their inability to produce and spend for that matter or is are yo... | No, the semiconductor situation hasn't really impacted us directly in the context of building our own products. So, I think we're fortunate at least to this stage. So, I think it's more of a second order affect, and affecting our customers' ability or confidence to actually build capacity which ultimately I think the d... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
6d3ee0f265e9e9091b5a7988d629177a | Okay. And that's going to be more on the 3D measurement side as well, presumably? | Yeah. Actually, yes, across the Board probably. Automotive and 3D metrology in general, I think will probably be affected the most. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
525347eb490c836967f01668e8f568ef | Okay. And then maybe just a quick question around, I noticed in the queue, there was some inventory obsolescence charges taken. What does that do to the product gross margin in the quarter? Maybe this -- Allen, question on the basis [Speech Overlap]. | Let me talk about how that occurred and then I'll let Allen talk about the financial implications. As you know, we have been pretty critical, and I think very aggressive in terms of looking at our product portfolio. In this situation, there was a product that was being developed, but we did not believe was going to be ... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
498c43f703f044ed75bf5ce36fcba487 | And then, just this product mix dynamic we've spoken to this before. And I understand again this kind of mix issue or shift maybe toward the lower price point product. Again, presumably in 3D measurement is that, is that kind of stabilizing here in terms of product mix impact? | Yes, it has. I think on a quarter-to-quarter basis, we have seen it stabilize, which we think as positive. And I think -- go ahead.
Maybe just to add a little bit there, I think our product marketing team initiated a couple of actions in the quarter, and frankly they had a little bit of a positive impact. So, I think ... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
bfd247bdf1e84fb5a22ba79051b72af0 | Yes. Hi, good morning, Michael and Allen. Just a question, you had mentioned the digital twin use case on the 3D metrology side. And I know that you have had some, I believe interesting evaluations going on, in perhaps in some of the European automotive companies for the use of digital twin technology. Could you speak ... | Don't really have an announcement today, because it relates to where we are with customers. But I will say, that I'm super excited about where we are with digital twin, and the evaluations that are ongoing, have increase in terms of the number of evaluations. And the feedback continues to speak extremely positive, leve... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
ccd1f76f26d8fb73866ba89fdadb70d3 | Great. And then on the Public Safety side, I know, you mentioned last quarter and it sounds like even this quarter, some pretty good opportunities in public -- excuse me, Public Safety. Could you speak to that part of the business in North America, and perhaps how that's performing, including seasonal impacts? | Yeah. No, in general, North America continues to be our largest market for Public Safety and we're continuing to make, I think positive inroads. The sales cycle for Public Safety is quite a bit longer than our other products, even including construction. So when we're selling to municipalities and in townships, if you ... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
63c3c87aebe0d19cabc37d30d88be2cd | So Bob, I just want to circle right back quickly to your comments about the 300 bps of margin pressure just to make sure we're all on the same page of what's that referencing in kind of what timeframe. So is that in reference to the 10% EBIT margin that was posted in 4Q? And are you saying that 1Q and 2Q of 2021 should... | That's correct. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
f5454d151a22c28c1990e2d75bc9c9a9 | Okay. And then -- so for both quarters kind of the same type of trajectory off the 10%. I mean, that would put 2Q though below where kind of it was in the October of '19 quarter which was 7.5%. Is that all just raw material related or mix of business or could we end up at 7% EBIT margins below than kind of where we wer... | It's mostly the raw material impacts that we're seeing. And again, we've taken pricing and it's taking a while for that pricing to work its way through. So it will work its way through by toward the end of Q2 into Q3 and that's when our margins will start improving. | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
50fb56202b18bdca41fa8591d865e9cb | Okay. All right, that's helpful. And then trying to -- usually 1Q is the seasonally weak quarter, but with this large of a backlog that you have, I think in the 10-K it was $617 million or something called out. I mean, is the right way to think about the potential revenue side of things here in 1Q basically 12, 13 of w... | I don't think there's anything wrong using that as an estimate. We continued to sequentially increase our capacity. So I would expect that to be at least the case. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
86eaf660a039d2be7eac10dc9979011a | All right. If it's permitted, my -- actually my follow-up was there on capacity, just trying to understand kind of where we are better today. And I don't know what the right context maybe if we want to put it back in, are we at pre-COVID levels in terms of what the company can do in terms of units or we're still kind o... | Yeah. We're higher than we were pre-COVID. And again, we've continued to -- we will continue to increase that -- just given the backlog that you referenced, we'll continue to increase that and try to work that backlog down. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
5976110e80d7ed5701b888a1819217a5 | Maybe first just a big picture question and then some housekeeping items to follow-up on some of Bobby's questions. But just from a big picture standpoint, Melinda, as you all invest in capacity and try to catch up from this very strong demand, can you talk a little bit about maybe what changes you're making in terms o... | Yeah. I would -- I guess, I would take that in kind of two buckets. The first one is, truly, we were running a very efficient operation, but an operation that could flex in that single-digit percentages kind of for volume that we've seen historically. So really a lot of it is about enough floor space and enough people ... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
dd8774472c14f1c8e29309c500ddc1ea | That's very helpful. And understanding that the -- just some price increases, the sales volume level that you all can generate should have gone higher. But is there a good way to think about what dollar value capacity number you are shooting for will be at a few quarters from now or at the end of the year? | Yeah. It's a bit of a variable model, honestly. I mean, one, we continue to add cells as we continue to see demand being strong. And so what we are shooting for is somewhat driven by what we continue to see in the demand trends. But we're still growing, and really throughout the rest -- throughout all of fiscal '22, I ... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
e99207fbee5b3cd2bc0598b35df57d64 | Great. And if I could just squeeze one more in terms of thinking about cash, you guys obviously have a big sizable cash balance today and with the strength in the business should generate a healthy amount of cash here this year. For one, I apologize if I missed it, Bob, but did you disclose your capex plans for the yea... | It's a great problem to have. Right now, what I mentioned in the call was $55 million to $65 million of capital spending again focused on the company on improving our retail stores, converting a number of our retail stores, investing in more capacity, investing in technology and technology solutions throughout the comp... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
8f663766117c82217c8acb5af6fc79c2 | Anil, I was wondering if you heard the software-only sales continue to accelerate in your service assurance mix. Anil, you noted in your prepared remarks that going forward, you think this could aid in some new customer wins, I think a little bit in that tier below your typical large enterprise customers. Just wonderin... | So thanks, Matt. So one of the big things we are -- the prerequisite to providing a subscription. So lot of people are looking at subscription-based deployment models, and in order to do that, you have to have a software-only solution. And so what we have done with the software solution in the past is build this abilit... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
97bbdc8a38ba7e84b7db7fff9fcec43a | Jean, you're calling for slight revenue growth for the full year, which is great to hear. I'm wondering how do you think about the composition of growth between service providers, enterprise and government? I know government has been a bit of a challenge during COVID as well, but just maybe a little bit of granularity ... | I would say, I mean, thank you for noting, it's mid-single-digit growth. As we had said in our remarks, we expect that service revenue should be relatively flat on a year-over-year basis, maybe up 1%. So that puts more of an emphasis on product revenue. And I believe at the midpoint of our guidance, product revenue gro... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
c31da2872518d1917cd80c04ec491e68 | Yeah, I wanted to dive into the Q1 color that you provided. Just curious to know where the -- you talked about product being up for the year roughly 4%. Do you see that same thing in Q1 or does this -- does that the growth on the product side, a little bit better in the out quarters? | I would say the way we are thinking about the revenue across the different quarters is that, Q1 will probably, I think around the midpoint of our guidance should probably grow total revenue around say 1%, so low-single-digit, that then means that product revenue should grow also say correspondingly around 2%. And so we... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
827a4ee4fe6d321e46b1df9e55a08ae3 | And then as you -- I know with an in-person conference, a lot of times it's easier to get the anecdotal conversation Anil, and maybe Michael as well. But having hosted Engage over a 2-week timeframe, did you get that opportunity to kind of have the water cooler conversation with some of your larger [Technical Issues] o... | Eric, maybe just on the logistics. So we -- the way we hosted this time was a real class operation and [Technical Issues] conference and we divided into two days of enterprise, two days of carrier, one in each for security and service assurance. And we also had -- and so we had very targeted sessions and we had over 1,... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
833527637c4701aaa14b7712d6a52522 | And then lastly from me. The Dell OEM relationship. You had OEM relationships in the past, you -- it was really transformative when we think back 20 years ago or so, back in the early days with NETSCOUT, how you came to market. But lesson is learned there, obviously form your relationship with Dell and the OEM side. Bu... | I am -- I mean glad, you are another few people who are with us for 20 years and you remember the Cisco relationship, so I don't think -- it's not that class of relationship, plus we were like -- when we did that relationship, we are a $30 million company and everything was growth there, and now we have like three time... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
614edcfdf4b0a3cc2e05f54e34dfc61d | Hey guys. Thanks for taking my question. I do want to go off of the last couple of questions here. We're talking about really -- essentially what I'm trying to get at, what go-to-market initiatives are being put in place to go after these more mid-market customers simply that this Dell relationship and contribution can... | So I just wanted to maybe expand, James, your question to a little bit broader, on what areas we invest in, which we didn't have revenue in the past or didn't have big revenue in the past. And so, first of all, the main portion of the business, our standard service assurance and maintaining our incumbency will continue... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
93158f6e83fde9755b2ba4b2fc0544b2 | Got it. That's very helpful details there, Michael. And Jean maybe one for you, I'm sure you were expecting it from me. But given it's your year-end, can we get an update of mix between the service assurance and the security business? As well as within that security business, what the verticals each did? I guess just h... | So you are correct that the portion of security that we have as you know under the brand of Arbor is more than $200 million in our business and that is probably one of the largest security companies in -- around the globe. Arbor this year, even though we declined almost 7% in product revenue, Arbor for the total year d... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
c6f9dcfb8793465486680306fbca0576 | Hi good morning. Could you speak to the service provider side of your business and specifically whether you've seen an uptick in RFPs or trials you're involved in post the C-Band spectrum auctions? And then also just more generally with some of these initial 5G ones you've talked about today. Does that start to produce... | Yes, I look at -- the way, Kevin, we look at it is that, because we are incumbent and bulk of our business come from about top 20 Teir one providers across the world, and they will continue to invest with us in 5G. U.S. is ahead of that two of the people who have seriously announced 5G, they are all using our product, ... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
25ba9ee17f7c6819109ff8d74a9a5873 | And then just one on the security side of the business. How are you guys thinking about kind of the puts and takes of growth over the course of this year? Obviously last year, DDoS attacks skyrocketed, and you guys I think benefited from that earlier in the fiscal year. So does that present a tough comparison for you o... | Yes, I think overall, we see the aggregate growth in security this year, will be more than that in service assurance just like last year, and it's all blended into the guidance and color we have provided. But overall, there should be higher growth in the security area. | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
93b471e247369452b65475f7c91982d7 | I just dig into guidance a little bit and maybe get some insight into the headwinds from customer losses and maybe some insight into how the media versus the enterprise performed in 2021 and how that outlook looks like for 2022. So let's start there. | This is Rob. So in terms of the first part of your question around customer losses, customer losses were really in line with what we've seen for the last four quarters. As we talked about on the call, we had some challenges on the new bookings side. And that's really what you saw in the customer count quarter over quar... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
eb63fa01e3ac0fcb9b0c36fc311b8462 | And how about some insight into what these problems in Japan and Asia-Pac are costing you in terms of revenue? How material is that to the forecast that you laid out? | Hey, Steve. It's Jeff. Yes, certainly, it's significant enough to where we wanted it to report it to you. That's why we flagged it and highlighted it. We started to see those indicators in Asia-Pac in the third quarter. We stepped in, we started making leadership changes. Japan. We've got a fantastic new sales leader o... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
327f1a8cbfa0706cdadb34918462b88d | We spent a lot of the last year talking about growth and investing for growth, and obviously, it hasn't come through in the numbers on a consolidated basis. Can you give us any examples of where things have maybe worked domestically. And so it proves out the theory that this is a good growth business because the number... | Sure. I'll start. Rob can certainly jump in. We had some good wins in both media and enterprise. You had asked about North America. Our big challenge in North America was also headcount. We promoted the individual who was running enterprise because it was extremely successful to run all of Americas when we promoted Bri... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
906f50fc66eba56e6d49ff33b837b52e | And then when you look at the renewals business, have you made any success around up-sells or are you still facing headwinds where up-sells are not as high as you had hoped? | Yes. We saw a little bit of a recovery in the fourth quarter with those up-sells growing off of the third quarter. So we're pretty comfortable with the direction that's moving in. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
5f167e176db57f0d9dfed0b4d92c5f2e | And then what were overages in Q4? | Overages were just over $2 million, at $2.2 million. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
35f93986013c9ab6c57e90d105bc6e30 | A question regarding Wicket Labs. Curious to know what revenue comes along with Wicket Labs and then also what expenses come with the acquisition? | Yeah. Eric, it's not really material revenue at this point. We're not going to be breaking it out. But our expectation is that for the first year, it's not going to be dilutive at all. We about breakeven. | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
dd2223e2f266ee06d602c98da4b6d0f7 | And then as I look at the guidance for 2022, for me, I guess, and I'm talking about the midpoint here for the revenue and the adjusted EBITDA. But it looks like we're talking about roughly flat at the midpoint on the revenue and then about a $7 million delta to the downside on the adjusted EBITDA. I'm assuming gross ma... | Yes. So it's a combination of where we can see ROI on the R&D side. As you know, we've got new products being launched in the back half of the year. And then those point high ROI sales heads? And Eric, it's not -- as you look at it, it's not a material growth over our opex based on our Q4 run rates. | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
2d04ed1f1c59cf29db104738eb184875 | OK. So look at it versus Q4 as opposed to 2021? | Yeah. Yeah, that's right. | fully_evasive | [
"direct",
"intermediate",
"fully_evasive"
] | C |
dce7e7ed29f81376614a557e89a2cbb2 | And then I did kind of assume it, but the gross margins that we -- I think we're 67% non-GAAP in Q4. What's -- is that an appropriate number for the full year in 2022? | Yeah, that's about right. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
37e22cbd2fda99d2be6562ce4facee17 | OK. And then the I'm trying to understand the -- we had a step-up in the capitalized software. And I'm wondering if in Q4, because we've been running about $1.5 million, $1.6 million for the first nine months, and then we're up about $2 million of capitalized software in Q4. Is this kind of a onetime, the project got c... | Yeah, it will be a little bit higher, closer to that level for the first part of the year and then it will step back down as we launch the new products. | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
d1f957eb46baa3b5924cdb6d29df8f6c | Good morning. Could you give us an update on how the search for a new CEO is progressing? And also, if possible, could you share some color on the attributes and experience that you're looking for in candidates? | Thank you for the question. The search for our new CEO is progressing well. Our board has formed a search committee and we've engaged a leading executive search firm to assist in the process. We're looking for candidates with strong leadership experience, preferably in the technology sector, who have a track record of ... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
29e212f3f8e6f4f30e43e3bfb47d66d2 | Thanks for taking my question. Can you provide some more detail on the performance of your new product line launched last quarter? Specifically, how has customer adoption been tracking against your initial expectations? | Certainly, I'd be happy to provide more color on our new product line. The launch has been very successful so far, exceeding our initial projections. Customer adoption has been strong across all of our key markets. In the first three months since launch, we've seen a 30% higher adoption rate compared to our previous pr... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
e04e962e00af1c8544c9d80518f88400 | Hi, thanks for taking my question. I was hoping you could provide some additional insight into your margins this quarter. They came in a bit lower than consensus expectations. Can you walk us through the main factors impacting margins and how you see them trending for the rest of the year? | Thank you for the question. You're correct that our margins came in slightly below consensus this quarter. There were a few key factors at play here. First, we saw higher than anticipated costs related to our ongoing supply chain optimization efforts. While these investments will drive efficiencies in the long term, th... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
4ca5da3b78e4eb728deb6353729b626e | Hi. This is Ross [Phonetic] on for John DiFucci. Thank you for taking my questions. I just had two quick questions. One was on the net dollar retention. You mentioned that fell to 107%. Could you provide some additional color, because transaction volume seem to have increased impressively this quarter. So was there any... | Yeah, I can take. Hey, Ross. This is Tyler. So we said there was really two things that impacted in net dollar retention. The cross-sell motion between Billings and RevPro, we kind of -- we've talked about that after Q1 call that we kind of pause that until we can get a bunch of our backlog customers successful. And be... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
d6edf03d3a58f946ee7a63f355c3ead6 | Got it. Thank you for that. And just one quick follow up, if I may. So thank you for the comments on the sales. The changes that you've made to the sales execution, I just had -- so you mentioned an updated sales formula. Just wanted to ask a little bit further on that. Has the go-to-market motion changed dramatically ... | Yeah, I wouldn't say it's changed dramatically. I think, what I was trying to highlight was -- if you think four years ago, certainly some of the company mixes are little bit different. We see a lot of manufacturing companies, we see utility companies. But the bigger change, I think is four years ago we had to do a lot... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
94231750750a18f2f38cb35e43712405 | Hi, Tien, hi, Tyler. Thanks for take my questions. I guess, Tien would start off with the sales changes in the quarter, and then roll that forward to comments on your overall pipeline with the changes that you made in the quarter. How did sales trend relative to your expectations when you started the journey around the... | The results haven't changed significantly. One of the things that we don't -- we didn't touch on, because the work was really done early was -- we did have a much tighter forecasting, much more disciplined forecasting process as well. And what we're seeing really is the learning of the new reps, right? Now that the -- ... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
df22dc9d718fb17dc939b2f53d6462f1 | Okay. Fair enough. And then, how would you characterize the sales pipeline today relative to a year ago? | We still see strong demand. You can feel it, you can feel it when you look at all these news reports. Companies are continue to move aggressively into launching subscription services or finding that their subscription services are doing really, really well and looking to scale these subscription services. And so, I don... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
b10c4216d53dd4028eff8baaf9435930 | Got it. And then a quick follow up for Tyler. Tyler, on the professional services did break -- in a breakeven level in the quarter, as you mentioned. How should we feel the -- how should we view the margins on that business going forward? Is this kind of a new level that you can sustain? Or will this may be kind of fal... | Yeah, I do think there's going to be some quarter-to-quarter fluctuation there, Scott, we -- and I think we could shift to some low burn. Our goal is to run that business on a non-GAAP breakeven basis. We experience some really positive things on the services side this quarter in terms of utilization rates and things l... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
e9f3066e64a1b6b9c48f1b3b6ffdf05c | Hi, thanks for taking my questions. Hi, Tien. I just wanted to pause real quick on net retention. As I understand it, just in terms the way it works, you get the customers you pay, kind of the platform fee and the volume blocks. And to the extent that they bought bigger box than they've thought initially, that's just a... | Yeah, that's right. And it really speaks to just the range of customers we have, right. So if you're talking to a company that's they're well on their way, their subscription journey, perhaps a 100% of businesses subscriptions, maybe they're $100 million company, maybe they're a $1 billion company. You're obviously not... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
00fb6f493b7ade87e43acd962a0e7056 | Okay. Great. And then Tien, maybe one more for you. Just on that platform and then just guess there is any feedback that you've got from customers for -- are there any initial deployments out there? I'm just curious, like what type of customers are taking this product, what they're using it for and kind of how we think... | We just announced this platform in June. Certainly it's been in a more of a limited availability before that. And so, this is a fairly new product. And the early signs are that the early signs are, well, call these last mile customizations. A lot of it is around things like orchestrating the customer experiences, right... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
d016413b29bfa0fac09afaeb2981da79 | Hey, guys. Mark Randy [Phonetic] on for Stan Zlotsky here. Thanks for taking my question. So there's a press release out. You actually note on your script from Omoove, an Italian car sharing company. So about that, I mean, have you guys seen any traction outside of Western Europe where you've been seeing a lot of tract... | Yeah, what we do see in the subscription economy certainly is not limited to any specific countries. And we continue to see 30% of our business is coming from an international regions. Just this past quarter, for example, our Nordic region is really starting to come on strong. The ball bearings company that we talked a... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
7636110c865973e96c153fac14c35fdd | Awesome, thank you. And then maybe one quick follow up. I think customers over a $100,000 in ACV. It grew 19% year-over-year this quarter. I think that's like compared to 28% a year ago and 24% last quarter. Anything in particular for this any like large deals kind of slip in or out of the quarter. And how should we th... | No, let me just remember we continue to obviously the closed companies that are $700,000 [Phonetic], we see this as the start-up tech community and our goal is, if you close 10 companies, there are two of them will become the next Zendesk, right the next Box, next Foresight. And we certainly see that happening. We also... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
93f6a7cbe986774a8e7339f3427fb8ce | Hi, Tien, just a quick follow-up. I forgot to ask about this Nike deal that you guys look like you may be signed in the quarter or the prior quarter. Can you help us understand maybe how nike is using your -software? | I think you're talking about a commentary that we did on Nike's announcement, and so we are working with a number of fitness companies. I would say, all right, but we don't have any specific announcement of a specific company. We're just seeing that the fitness sector, if you will is very much in motion. And we took Ni... | fully_evasive | [
"direct",
"intermediate",
"fully_evasive"
] | C |
7a44abedf2bf1f30ef413b89a27e74ae | So I would just want to touch on that to start here. So the pre-tax margin in Wealth Management was impacted a bit by the recruiting, and also you mentioned lower net interest income. Just curious how we should think about the trajectory of expenses within GWM and the impact on both the margin and overall pre-tax incom... | Some of it's definitely just the cost of recruiting and fees and ACAT fees and all of that that we pay when we have strong recruiting. But we've also -- our advisors have become more productive, and just the way that our payment reworks. The comp expense will go up, although margins improve as well. It's -- at least, i... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
765c1c5874d9e3748b4deb0639927d0e | Great. Helpful. And then just a follow-up here. So, the 6% increase in sequential increase in the wealth management commissions that was, obviously, a strong number, a little bit surprising. Was that from trailing commissions recovering? Or what was the driver of that stepping up as nicely as it was, because we did see... | Yeah. Well, some of it is just the overall improvement in the market. We had mutual fund fees that were higher, asset management services, unless you're just talking about commissions. Commissions, was primarily in the mutual fund area, but just higher balances and higher assets under management that drove that number.... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
39b98d10e5dba24ea5f42588e57de033 | So, I wanted to start off with a question on capital targets and the balance sheet composition. So the balance sheet was flattish, we saw some remixing, added securities and into loans. And Jim, you also cited some elevated brokerage activity, which drove your Tier 1 risk-based capital ratio lower. It's now at the lowe... | So, I think the key thing you got to think about there is that the Tier 1 leverage and Tier 1 risk-based ratios really play together. You've also seen a tick up in the leverage ratios, we're adding more 100% risk-weighted loans, particularly on the C&I space. And so you will see those converge over time, and I think th... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
78f1d9d0d1acd245f7bce500016d1a30 | That's helpful color. And then just on the operating margin commentary. This year, you guided to a pre-tax margin range of 17% to 21%. You've been running at the higher end of that in the first half, it sounds like given the revenue momentum that you're seeing in the back half that, that should continue. I was just hop... | Well, first of all, I think it's interesting that we are -- while we are a bank, and people look at NIM, you have to remember how much of our revenue is not related to net, and so one of the first mitigating factors of rate cuts is just the support that it provides the U.S. economy. And what happens in our other busine... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
f876797c6953d34c57d922f9f2b07441 | That's helpful. And just one more for me on equity brokerage business, the revenues were down 10% year-on-year, the comparison of the small broker peers, which are down comparable amounts. I was hoping that you could speak to what you're hearing from clients regarding MiFID and payment for services? And do you believe ... | Yeah, I think we are -- I think we're -- that you're reading a lot about the industry resizing really to tepid client activity on the buy side. And so we're certainly in line. We're seeing the same trends as everyone else. I believe that, we're doing a lot of things to stay relevant to our clients and investments that ... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
3855c4ac383409c7f1edb63ecbbb343a | Hey. Hi, guys, good morning. First question around the new advisors, so the 46 advisors you guys brought in this quarter, I think you said $36 million of annual production. Can you talk a little bit about the composition of this between kind of brokerage and advisory? And how quickly do you expect these advisors to ram... | In general, our recruits have tended to be higher fee-based. We'll just say that, in general, we don't disclose the percentages, but they're generally higher fee-based. And I think it's fairly consistent that it takes to get to the full level, it takes six months to nine months to onboard assets. And even then, I don't... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
4b03215103f34684d432a1a98f01b38e | Thanks. And then as a follow-up to that, I think you guys mentioned that cash balances have stabilized and so far in the third quarter, and you expect maybe that to grow a little bit as these recruits come in. Any way to help size how much kind of cash balances would come in with -- given -- with the pipeline you curre... | We don't actually -- we haven't discussed that. I don't know, Jim if you--
The only thing I would say is, since quarter end, we have seen an improvement in cash balances. They're up to almost nearly $14 billion today. So, that has rebounded somewhat. But again, it's going to depend on how quickly the brokers bring the... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
a2d9627c714200a28e742857f8485f67 | Morning guys. I just wanted to ask about the NIM guide and just how to think about that, you gave us kind of second half guide, how to think about that in terms of step down quarter-to-quarter, if you could provide some clarity there? | So, we talked about that and the three component pieces, you want to think about is your deposit beta, and the mix of your assets, and your mix of your liabilities. So, we talked about -- in our base case, we're using a 60% deposit beta, but we brought down our net interest margin guidance by five basis points. So, tha... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
f68777daa8ed0a4fca18eb11575e344a | Thanks. And then just on the advisory outlook, obviously, a positive outlook there. Is it really just -- most of it being driven by kind of what you're seeing on the KBW side or is there other areas that you're seeing pockets of strength in terms of expected closings and things like that? | Overall, well, certainly, KBW is going to have a good second half, just based upon announced transactions that we've seen. But overall, our advisory business, which reflects the investments that we've made over the past few years, has been strong, and we expect it to be strong. So, the answer is it's kind of across the... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
b6a0f2d525f4e629cfa02a3ed0052367 | And with respect to the success you guys are seeing with advisor recruiting, can you talk a little bit about what's resonating with advisors? And why advisors are choosing Stifel versus perhaps some of your competitors? | Well, we have really have made and show advisors, our investment in our platform and our technology and what we're doing across the digital platform, especially with investments and aggregation and mobile banking and that investment and the focus on the financial advisor as the steward of the client relationship has re... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
3406832c19cba47c18d73d58fff30186 | Okay, great. And then I did want to ask you one regulatory question. We've seen some individual states talking about implementing their own versions of DOL. What do you guys think is going to be the outcome from this? And Stifel doing anything ahead of potentially what could be these regulatory changes? | It's a good question, but to difficult answer. The -- I have said at a broad policy level, that patchwork state regulation regarding a fiduciary standards, it's not good for the business, not good for capital formation. And frankly, won't be good for investors in those states that may have significantly different rules... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
809f39c64a3443180e0882a22ed320e8 | First, on access to capital. By our model, we see cash getting pretty low around 2023. And I mean, you guys talked a lot today about continuing to review the asset portfolio. We also had the 13D from Searchlight saying they were interested in maybe increasing their stake. So if you could just add some color into how yo... | Yes. Good morning, James, and thanks for the question. Let me start just with a few of the kind of substance to your question and then Steve will take the most the majority of it. First on the 13D, we're not going to chat, obviously, about that. But with regard to assets, we've been working, as we've talked about in pa... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
a19d53a6661102d14d1b9134df87004d | It's good to see the momentum on the fiber side. First question, on the ARPU, clearly, fiber has higher output than copper, but you're also adding subs that are -- at a promotional price as you launch new markets. So how should we think about fiber ARPU for the balance of the year? | Yeah, I think -- and good morning, Jason. I think what you'll see is right now we're early into some markets and we're working through a promotional rate of $70. That gives us some upside room. And remember, we're in suburban and mostly rural markets and we've we've got a good amount of headroom when you look at the co... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
08c3c36a8d63d3ff1eb88b8e3afff47c | Great. And then are you seeing any impact from fixed wireless, particularly in your DSL subscriber base? | We're really not. When you look at our topography, fixed wireless is really a niche play. And as we look through the economics, fixed wireless bridges the time between DSL's bandwidth and demand growth to a period of time where you can afford to get fiber there. And as we've looked at those economics, fiber makes sense... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
69fdfbb7711f9b1d3bd30bbd4658223a | Understood. And then with respect to the EBITDA growth, Steve, I think you mentioned mid-teens growth. Can you clarify what that meant if it -- if you're referring to absolute dollar growth or percentage growth? And if so, over what time frame? And then in the press release and during the prepared remarks, you talked a... | Jason, thank you and I'll try to get all those pieces out for you. So yeah, we do see EBITDA growth. And one I refer to in the mid-teens growth is kind of the 10% or 15% over the base. We obviously had a major reset this year with the CAF II funding transition as well as our incremental investment in the sales marketin... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
41a67ecf950ad7a59c122b4f6e84b7bb | I was hoping you could provide more color on the wireless revenue decline. Is it fair to say that's mostly COVID related? And then if you could give any color on when you guys intend on rolling out converged offer to consumers in Puerto Rico, that would be helpful. | The wireless business in Puerto Rico is actually doing really well. We actually added postpaid subscribers in the quarter. We did have some headwind, and -- but it's not really COVID-related. It's bouncing around a bit on roaming. Some of the equipment deals moved up a bit. But we're quite bullish on that front. And on... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
5289306aeb79d966b6bf1de78be8efd1 | And then is there any update on your subsea assets? You were thinking about selling a portion of that. I think you were going to let us know in fourth quarter. Is that not happening, you're still thinking about it? Any update would be great. | Well, Jeff, you can clearly see that business is a very good, strong business; very stable and predictable cash flow. We've been thinking about some of parts of it and giving better and more clear line of sight to it. I expect that in our February call, we'll give you a very a clear view on what our plans are on that a... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
a62c8457fea714ec366bfe5d0f855bfa | I'm curious if you could discuss, when you have fixed and mobile convergence in the market, what are the typical revenue or margin advantages over not having that level of convergence? | There's a few drivers for the convergence. Clearly the bundle gives a better ARPC for the average revenue per customer. Secondly, it improves the churn as well. And thirdly, especially in our case where we have a lot of prepaid customers, FMC, this convergence actually moves a lot of our unpredictable prepaid customers... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
b9ef606f1baf8b9c2ede311ff9e12e15 | First of all, on the margin front, I know there's a lot of noise in the data with COVID plus M&A and the like, but can you help us look through that to what the underlying margin trends look like, particularly at cable and wireless? And how much more room do you have to run in your cost reduction work there? And second... | So, on the cost margins cable wireless. And my General Manager there, Inge, is on the call as well. I'll ask her to maybe provide some thoughts on the cost reductions that she's taken on. We think there's some -- there's going to be margin expansion there on two fronts, one on the opex side. We've actually also improve... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
1bed9c26bdfa70c81cce4577bd7f8976 | One just on Chile, please. You talked about the subspace kind of stabilizing a little bit, but the broadband adds are particularly weak, I think. So, we've seen accelerating broadband losses through this year. So, I just wondered how you thought about the momentum in that business. And again, as a kind of joined questi... | The broadband business there has been all over the map. Our gross adds on broadbands are really good. There's some leakage clearly, and that's why the net adds went off. But there's three things that we are doing. One, we're improving our retention on broadband, and we're getting a lot more creative on that as well. Tw... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
de5146753a00cbf48d8290e419f8ef3b | Can I follow up, please, just with -- just a quick question for Chris actually on cash flow. I think the integration costs are coming in a little bit lower this year. Could you just give us a quick update, please, on, as we move into 2022, what will the delta be between integration costs this year and next year, and al... | Yes. Without -- I mean, we're obviously still working through our plans for next year and the budget process. In terms of integration, as it relates to Puerto Rico, what we've communicated is we expect Q4 integration to be around $10 million. So, that's a little bit of a step-up from where we've been year-to-date. So, ... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
c9685cae8f81fbb609b89d6571cd3454 | I had a couple on Chile and this VTR Claro deal, which, given how competitive it's getting, looks particularly smart transaction. I guess, what are the regulatory milestones we should be looking for? The deal is moving toward getting approved. I guess that's the first question. You're lighting up a lot of two-way enabl... | I'll answer question two and three, and John Winter, our General Counsel, who's working really hard on the regulatory front, will take on one. On the new build, we will continue to aggressively new -- build out fiber to the home. And clearly, Jeff, we can't coordinate with our partner yet. So, we are not coordinating w... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
0aa4600902bacabe3f662ab031def9e3 | Two questions on our side. The first one is on ArcoPlus. If you could give us some more details on the type of activity that will be centralized particularly, if you have a single commercial team for all brands now and if so, if you see any risk to brand perception in using the same thing for higher end and lower end s... | On ArcoPlus, I would say that there is no change in mindset here. I think that's something that we always mapped that was going to happen. We were just waiting for the right timing to do a search integration. So the idea here is really to join efforts in a more efficient way across those brands. Okay, so in terms of wh... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
25b6e2231ae7d8f58809294ea304ed2a | So the first, if you could just provide an update on your ongoing commercial cycle for next year? I mean, how are you seeing your new intakes or dynamics for the most of our business lines? What is the profile of losing dates, like we see coming from competitors or through the conversion to learning systems as that wou... | Regarding the commercial cycle, I would say that the early signs are very strong. We still are in the beginning of the cycle. Most of the contracts are signed in the second semester of the year between September and November, but I think the main difference here is that we are now able to visit schools. Our team is tra... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
bf2421b7c85e3a5af5f294816d0be408 | First, thanks for the meters on the ACVs, super helpful. You mentioned that core legacy sales are in line with 2019. We just wanted to clarify if those sales already include Positivo performance during 2019 or not? And the second question is you guys reiterated your margin guidance and Ari alluded to the 4Q results. I ... | As to the first one, we are including Positivo in 2019, OK. So same brands grow, OK. To the second one, with regards to the margin, yes, we are reaffirming or reiterating the range between 35.5 and 37.5. I mean, internally, of course, we assume that we will reach the internal goals for next year, right. So I mean tradi... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
751df74055402fa23005961d20e04a28 | I have two brief questions here on my side. The first one, I just wonder if you guys could give us more color on the two-step recovery in the supplemental ACV? I mean, does it mean that it will take two years to fully recover should we expect these supplemental ACV back to 2019 levels like in the 2023 cycle? That's the... | To your first point on the supplemental growth, as Ari mentioned, in 2019, this was a business unit that was growing close to 60%, right. So by saying that we expect this to be a two-step recovery is not that we don't think that 60% growth is no longer achievable, right. It's just because we think that to reach those g... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
9e82ba78b373fb595d7955a1bed91795 | I know that it's a little bit early, but I will try to get some color on maybe some new trends. And I do want to understand how COVID or foreseeability may be impacting the mix for next year? I don't know if you have noticed any recent trends in SAS side versus the new brands. And also in the supplemental, internationa... | So we have seen, when you look at Core, a strong performance for all the brands. I would highlight SAS, which is the premium brand, is performing quite well so far but I think the good surprise here is really Positivo where we have two times higher student intake this year when you compare that to last year and I think... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
693887674b71ceb8fa892c002912b516 | I remember when you both decide that you had a bump during one year or something like that and related with some churn, related with the changing hands from the run. So it sounds like this time you're going to be able to avoid that, that would be really good news. Should we expect the same for the most portfolio once t... | So I would say that we will not be able to execute a full-cycle regarding both retention and school and commercial cycle both for retention and commercial cycle because the deal is expected to be approved on the fourth quarter. So far because of the antitrust, the limited figures that we have shown us that the numbers ... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
573365936750ae83557791d074913255 | Can you provide more color on Me Salva prospect? How does the student growth look like and what are the opportunities identified for the B2C product? | So Maria, thanks very much for the question. So we are super excited with Me Salva. I think strategically this was the movement that we have been talking about for a while. We wanted to have the possibility to serve students enrolled in public schools, right. So we wanted to impact those students, but it was very chall... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
950c01f4e05848dfe1e1f67a2971c2b6 | My first question, guys, is around your return requirements. I'm just wondering you all took some major steps in -- not only curtailing, but suspending D&C. And I'm just wondering, could you talk about how you think about margin requirements to potentially bring you to those sites back? | Good morning, Neal. I guess in terms of capital, the next capital will be completion activity. If you anchored it on minimum return thresholds, you could probably start spending money today in the mid-20s. I guess that's not really where our math is. If things start to get a lot more and continuously move into the low ... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
33396393946ad9e9f32aa99bfaf6079b | Okay. And then just lastly, Ian, from a high level, I mean in this kind of environment, I mean, is it still just cash conservation? You guys have -- even prior to this, I would classify as being one of the more conservative. I'm just wondering, I don't know that we've seen distressed deals yet, but I guess why I was as... | Yeah, it's a good question, Neal. I think it's a multidimensional equation we're solving for here. Anything we do needs to keep us financially strong. And if you look to the forward market with some recovery, we look all right. Nothing is very fun when oil is trading at $12 that the market will respond, and there'll be... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
308a323e7ff4b7c60f5b1245fce6790e | Hey, Jim. Thanks for taking my question. I guess I wanted to touch first a little bit on the commentary around macro here. The software product numbers are pretty good, you're still highlighting pretty solid product growth for the year. I guess just a lot of color on sort of what are you seeing from customers, is it EM... | Sure. So when we are -- when we're talking about the macro side, I mean, honestly I'm seeing or sensing, if you will, slowdown in the automotive industry globally for sure. We're not actually seeing an impact to the strength or pull for software actually out of that market. It's more a little bit of conservatism, but m... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
8162d211ebaf7836d90f1d9ade46d00d | Got it. Okay. And then, and then you talked about sales investment. When I look at the products INSPIRE and sort of the whole idea around that displacing some of the legacy products whether from Disso [Phonetic], SolidWorks whatever and then SimSolid. Are they getting a disproportionate part of the investments or is th... | Okay. So sales investment I think is going across the board. Still, it's not particularly focused. There is an increase in marketing, I would say, investment around SimSolid a little bit. I was just trying to bring attention to something that is just clearly -- really special. And we are beginning to ramp up marketing ... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
fd5e072b3eebc39818b306a481ea8fe7 | Yeah, thanks. Hi guys. A lot of moving parts between ASC 606, FX, acquisition accounting et cetera. What's the best way to think about the kind of normalized growth in basically buying from your customers on a year-over-year basis in that software line? | It's probably in the mid-teens, basically a little below, I'm going to say 13%, 14% kind of range. We're talking about the core piece of the business. Yeah. When you look at just the software product alone, current quarter on a constant currency basis 606 to 606, it was really apples to apples, 23% year-over-year for t... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
6d364beef91dbbdeed094956a7d9ae90 | I think that's fair. And then one follow-up, when you talk about managing expenses for the EBITDA target, where is the greatest flexibility for you to manage those expenses without jeopardizing the growth moving forward? | You probably realize there's just a lot of leverage in our business, we're pretty sizable and as we scale, we're going to continue to grow margins relatively easily. So we're just across the board a little bit, tucking in and it's just very, very easy for us to do, it's not a huge pain. Yeah, one more point on that Ste... | intermediate | [
"direct",
"intermediate",
"fully_evasive"
] | B |
11bcc0f2c749936896a8ff0c89ef4243 | Great, thanks for taking my questions. I just wanted to drill into the Datawatch business a little more. You talked about how most of the cut seems to be coming out of that business. I guess on the surface my feeling -- my thinking is that the exposure to the end markets are more financial services and some healthcare ... | It's actually I think a couple of things, one of the biggest things is that it's been -- we really pushed hard to shift the model from a perpetual model to a subscription model. And I would say that that's going a bit faster, which is mostly good. Okay. But -- and it's great for how we're going to enter 2020, but it's ... | direct | [
"direct",
"intermediate",
"fully_evasive"
] | A |
42710960c05f112f5e70ed2089e19d12 | Got it. And on that first point about shifting from perpetual to more subscription. I mean to the extent that that's moving faster. Any rough quantification of how that might be a headwind to numbers because I think optically the $7 million probably isn't as bad as that really is part of what's going on here. | I think what we're going to see is with the sales force expansion that we're doing this year and coming into the year with a higher percentage of subscription, we're going to see a very strong growth for the data intelligence business in 2020. We're feeling good. | fully_evasive | [
"direct",
"intermediate",
"fully_evasive"
] | C |
Subsets and Splits
No community queries yet
The top public SQL queries from the community will appear here once available.