Domo (DOMO) FY 2025 Conference May 29, 2025 10:15 AM ET Speaker0 Thanks for coming in, everybody. I'm Derek Wood, senior analyst covering the enterprise software sector. Sector. With us today, we have Todd Crane, CFO of Domo. Todd, thanks for coming. Speaker1 Absolutely. Thanks for having us, Derek. Speaker0 Let's start with your stock has made a very big move over the last few days. Some pretty exciting things to talk about, especially with regards to your pipeline. But let's just talk let's start with the ...

英伟达CEO黄仁勋在最近的演讲中提出了四个意外发现：一是AI推理需求的增长超过了计算能力的提 升；二是特朗普总统取消了拜登政府的AI扩散制度，这被认为对美国有利；三是企业级AI领域， Agentic AI表现出色，甚至超过通用AI；四是行业AI方面，全球各地积极投资本土制造和AI应用，新工 厂普遍采用AI技术。(新浪财经) ...

Core Insights - The CEO of Nvidia, Jensen Huang, highlighted four unexpected developments in the AI sector [1] Group 1: AI Demand and Developments - Inference AI has created increased computational demand [1] - The cancellation of the AI diffusion policy by former President Trump is viewed positively, with hopes for American competitiveness [1] - In enterprise-level AI, Agentic AI is proving to be more effective than general AI [1] Group 2: Industry Trends - There is a strong regional focus on domestic manufacturing and the construction of new factories, all of which are utilizing AI technology [1]

Financial Data and Key Metrics Changes - Total revenue for Q4 reached $108.7 million, reflecting a 26% increase compared to $86.6 million in the same quarter of the prior year [41] - Subscription revenue for the quarter was $87.3 million, up 9% from $79.9 million a year ago [41] - For the full fiscal year 2025, total revenue was $389.1 million, a 25% increase compared to $310.6 million in fiscal 2024 [42] - Non-GAAP gross profit for Q4 was $75.2 million, equating to a gross margin of approximately 69% [41] - The company closed Q4 with $742.7 million in cash, cash equivalents, and investments, remaining largely unchanged from a year ago [41][68] Business Line Data and Key Metrics Changes - Revenue from the sale of software licenses that are demonstration versions of C3AI applications was $33.8 million during the quarter [64] - Professional services revenue was $21.4 million, with prioritized engineering services accounting for $17 million [65] - Non-Baker Hughes revenue grew by 37% year over year during the quarter and by 40% during the year [65] Market Data and Key Metrics Changes - Non-oil and gas revenue increased by 48% year over year, reflecting successful expansion into 19 different industries [44] - Revenue in state and local government grew over 100% in fiscal 2025, with 71 agreements closed across organizations in 24 states [45] - The life sciences and healthcare sector is emerging as a strength, with traction from customers like GSK and Quest Diagnostics [46] Company Strategy and Development Direction - The company is focused on building a robust partner ecosystem, with 73% of agreements delivered in collaboration with partners [48] - The renewed partnership with Baker Hughes is expected to drive innovation and opportunity in the energy sector [44] - The company aims to capitalize on the growing market for generative AI and Agentic AI, with over 100 solutions deployed [30][59] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving non-GAAP profitability during the second half of fiscal 2027, with expectations of being free cash flow positive in Q4 of fiscal 2026 [71] - The company highlighted the importance of geopolitical stability for its revenue guidance, acknowledging potential risks [71] - Management emphasized the unique position of C3AI as the only enterprise AI application pure play, with a focus on delivering turnkey solutions [60] Other Important Information - The company has delivered over 130 applications to date, with a focus on addressing real-world business challenges [60] - The partnership with PwC targets key industries such as financial services and manufacturing, enhancing AI-driven transformation [50] - The company has a strong cash position, maintaining approximately $750 million in cash over the past year [35][68] Q&A Session Summary Question: How does the company activate Azure sales reps to deliver C3AI? - The company is charting its salespeople to partner with Azure sales reps, focusing on joint sales calls and providing necessary tools for effective demonstrations [73][75] Question: Can you provide details on the economics of the new Baker Hughes deal? - Specifics are covered under NDA, but the partnership has broadened significantly, continuing to develop solutions together [82] Question: How did the company construct its revenue guidance for FY26? - The guidance reflects awareness of geopolitical risks and the need for stability, with expectations of revenue growth exceeding expense growth [85][87]

Financial Data and Key Metrics Changes - Total revenue for Q4 reached $108.7 million, reflecting a 26% increase compared to $86.6 million in the same quarter of the prior year [41] - Subscription revenue for the quarter was $87.3 million, up 9% from $79.9 million a year ago [41] - For the full fiscal year 2025, total revenue was $389.1 million, a 25% increase compared to $310.6 million in fiscal 2024 [42] - Non-GAAP gross profit for Q4 was $75.2 million, equating to a gross margin of approximately 69% [41] - Non-GAAP operating loss was $31.2 million, which was within the guidance range of $30 million to $40 million [41] - Free cash flow for Q4 was $10.3 million, with cash, cash equivalents, and investments totaling $742.7 million at the end of the quarter [41][68] Business Line Data and Key Metrics Changes - Revenue from the sale of software licenses that are demonstration versions of C3AI applications was $33.8 million during the quarter [64] - Professional services revenue was $21.4 million, with prioritized engineering services accounting for $17 million [65] - Non-Baker Hughes revenue grew by 37% year over year during the quarter and by 40% during the year [65] Market Data and Key Metrics Changes - Non-oil and gas revenue increased by 48% year over year, reflecting successful expansion into 19 different industries [44] - Revenue in state and local government grew over 100% in fiscal 2025, with 71 agreements closed across organizations in 24 states [45] - The life sciences and healthcare sector is emerging as a strength, with traction from customers like GSK and Quest Diagnostics [46] Company Strategy and Development Direction - The company has focused on building a robust partner ecosystem, with 73% of agreements delivered in collaboration with partners [48] - Strategic partnerships with Microsoft, AWS, and Google Cloud are pivotal for expanding market reach and enhancing execution [49] - The renewed partnership with Baker Hughes is expected to drive innovation and opportunity in the energy sector [44] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the growth trajectory, expecting revenue growth to continue exceeding expense growth [71] - The company anticipates crossing into non-GAAP profitability during the second half of fiscal 2027 and expects to be free cash flow positive in Q4 of fiscal 2026 [71] - The enterprise AI market is described as a vast and growing opportunity, with a focus on delivering secure, scalable, and production-grade solutions [59] Other Important Information - The company has delivered over 130 applications to date, positioning itself uniquely in the AI landscape [60] - The C3 generative AI revenue grew more than 100% in FY 2025, with significant deployments across various industries [56] - The company holds a patent for Agentic AI, which is expected to capitalize on a rapidly growing market [29] Q&A Session Summary Question: How does the company activate Azure sales reps to deliver C3AI? - The company is focusing on engaging Azure sales reps through joint sales calls and providing them with the necessary tools to demonstrate solutions effectively [73][75] Question: Can you provide details on the economics of the new Baker Hughes deal? - Specifics are under NDA, but the partnership has broadened significantly, continuing to provide solutions and enabling Baker Hughes to develop derivative works [82] Question: How did the company construct its revenue guidance for FY26? - The guidance reflects awareness of geopolitical risks and the need for stability, with expectations that revenue growth will continue to exceed expense growth [85]

Financial Data and Key Metrics Changes - Total revenue for Q4 reached $108.7 million, reflecting a 26% increase compared to $86.6 million in the same quarter of the prior year [42] - Subscription revenue for the quarter was $87.3 million, up 9% from $79.9 million a year ago [42] - For the full fiscal year 2025, total revenue was $389.1 million, a 25% increase compared to $310.6 million in fiscal 2024 [43] - Non-GAAP operating loss was $31.2 million, which was within the guidance range of $30 million to $40 million [42][67] - Free cash flow for the quarter was $10.3 million, and the company closed Q4 with $742.7 million in cash, cash equivalents, and investments [42][68] Business Line Data and Key Metrics Changes - Subscription and prioritized engineering services revenue totaled $104.4 million, representing 96% of total revenue and a 22% increase from $85.7 million in Q4 of the previous year [42][66] - Revenue from the sale of demonstration software licenses was $33.8 million during the quarter [64] - Non-Baker Hughes revenue grew by 37% year over year during the quarter and by 40% during the year [65] Market Data and Key Metrics Changes - Non-oil and gas revenue increased by 48% year over year, reflecting successful expansion into 19 different industries [45] - Revenue in state and local government grew over 100% in fiscal 2025, with 71 agreements closed across organizations in 24 states [46] - The life sciences and healthcare sector is emerging as a strength, with traction from customers like GSK and Quest Diagnostics [47] Company Strategy and Development Direction - The company has focused on building a robust partner ecosystem, with 73% of agreements delivered in collaboration with partners, resulting in a 68% increase in agreements closed through this network [49] - The renewed partnership with Baker Hughes is expected to drive innovation and opportunity in the energy sector, generating over $5 billion in revenue from this vertical [44] - The company is strategically positioned to capitalize on the growing market for AI applications, with a focus on delivering secure, scalable, and production-grade solutions [60] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in crossing into non-GAAP profitability during the second half of fiscal 2027, with expectations of free cash flow positivity in the fourth quarter of fiscal 2026 [71] - The company anticipates continued revenue growth exceeding expense growth, driven by a robust suite of enterprise AI applications and an expanding partner ecosystem [71] - Management highlighted the importance of geopolitical stability for achieving revenue guidance, acknowledging risks in Europe and global trade [71] Other Important Information - The company has delivered over 130 applications to date, with 95% of bookings in fiscal 2025 driven by AI applications [61] - The company holds a patent for Agentic AI, positioning it uniquely in the market as the only enterprise AI application pure play [30] Q&A Session Summary Question: How does the company activate Azure sales reps to deliver C3 AI? - The company is focusing on engaging Azure sales reps through joint sales calls and providing them with the necessary tools to demonstrate solutions effectively [73][75] Question: Can you provide insights on the new Baker Hughes deal? - The specifics are under NDA, but the partnership has broadened significantly, continuing to provide solutions and enabling Baker Hughes to develop derivative works [82] Question: How was the revenue guidance for FY26 constructed? - The guidance reflects awareness of geopolitical risks and the need for stability, with a larger range due to potential market fluctuations [85]

Financial Data and Key Metrics Changes - NVIDIA reported revenue of $44 billion, a 69% increase year-over-year, exceeding expectations despite a challenging operating environment [5] - Data center revenue reached $39 billion, growing 73% year-on-year [5] - GAAP gross margins were 60.561%, while non-GAAP gross margins would have been 71.3% excluding a $4.5 billion charge related to inventory write-downs [30][32] Business Line Data and Key Metrics Changes - Data center revenue was significantly impacted by new export controls, with $4.6 billion recognized prior to the controls and a $4.5 billion charge for inventory write-downs [6][30] - Gaming revenue reached a record $3.8 billion, increasing 48% sequentially and 42% year-on-year, driven by strong adoption of Blackwell architecture [21] - Networking revenue grew 64% quarter-over-quarter to $5 billion, with strong demand for NVLink and Spectrum X solutions [17][20] Market Data and Key Metrics Changes - China data center revenue was below expectations due to export licensing controls, with a meaningful decrease anticipated in Q2 [20] - Singapore accounted for nearly 20% of Q1 build revenue, primarily for US-based customers [20] - The AI market in China is estimated to be around $50 billion, which NVIDIA is currently unable to access due to export restrictions [6][60] Company Strategy and Development Direction - NVIDIA is focusing on AI factory deployments, with nearly 100 AI factories in progress, doubling year-over-year [12][13] - The company is committed to a robust product roadmap extending through 2028, with a focus on enhancing AI capabilities and infrastructure [10][32] - NVIDIA is exploring ways to comply with new export control rules while maintaining competitiveness in the AI market [7][36] Management's Comments on Operating Environment and Future Outlook - Management expressed concerns about losing access to the China AI accelerator market, which could materially impact business [7][36] - The company anticipates continued growth in AI demand, particularly in reasoning AI, which is driving significant increases in inference workloads [11][82] - Management expects total revenue for Q2 to be around $45 billion, with modest sequential growth across all platforms [31][32] Other Important Information - NVIDIA returned a record $14.3 billion to shareholders through share repurchases and dividends [30] - The company is investing heavily in onshore manufacturing and partnerships to strengthen its supply chain [44][45] Q&A Session Summary Question: How much of the inference demand is NVIDIA able to serve? - Management indicated they are on track to serve most of the inference demand, with Blackwell NVLink 72 being the ideal solution for reasoning AI [52][54] Question: What is the impact of the China export controls on future revenue? - Management confirmed a significant decline in China data center revenue is expected, with a total of $8 billion in H20 revenue lost for Q2 [58][60] Question: Are there more large GPU cluster investments expected? - Management noted that there are many AI factories being planned globally, indicating a strong demand for AI infrastructure [70][72] Question: What is the outlook for the networking business? - Management highlighted strong adoption of Ethernet solutions and improvements in utilization rates, particularly with Spectrum X [95][100]

Financial Data and Key Metrics Changes - The company reported a significant revenue increase from virtually zero in 2023 to $5 billion in 2024 for its MI300 product, marking the fastest ramp of any product in its history [13] - The client business revenue grew by 68% year-over-year in the first quarter, with two-thirds of that growth attributed to average selling price (ASP) increases [48] Business Line Data and Key Metrics Changes - The MI300 and MI325 are AMD's first explicit data center accelerator products, with a strong ramp in AI capabilities over the past year [12][13] - The company is focusing on enhancing its Instinct family, particularly in inference workloads, which have shown significant performance advantages over competitors [21][22] Market Data and Key Metrics Changes - There has been a substantial investment in AI capabilities across the industry, leading to a rationalization phase where businesses are now targeting specific areas for productivity improvements [7][8] - The enterprise market is increasingly adopting AI, with a hybrid model emerging where companies utilize both on-premises and cloud solutions for their AI workloads [29][30] Company Strategy and Development Direction - The company is committed to a fast cadence of new product releases, aiming to maintain leadership in both CPU and GPU markets while focusing on total cost of ownership advantages [16] - The strategy includes enhancing networking capabilities and partnerships to broaden the inference workloads and customer engagements [25][26] Management's Comments on Operating Environment and Future Outlook - Management highlighted the importance of AI in driving overall demand for computation and the need for businesses to refresh their IT infrastructure to support both traditional and AI workloads [11][52] - There is confidence in margin strength for the second half of the year, driven by a favorable mix in the client and server segments, despite challenges in the data center GPU franchise [51][56] Other Important Information - The company has transitioned to biweekly software releases for its ROCm stack to improve performance and support for the community [35][36] - The acquisition of ZT Systems has strengthened the company's capabilities in RackScale design, enhancing performance and manufacturability [40][41] Q&A Session Summary Question: What are the key problems that customers are trying to solve today? - The focus is on scaling AI capabilities and driving technology forward, with a significant investment in AI infrastructure over the past 12-18 months [7][8] Question: How is the company positioned in the AI market? - The company has seen a strong ramp in its MI300 product and is committed to a fast cadence of new product releases to maintain leadership in AI [12][16] Question: What is the outlook for the enterprise AI adoption? - Enterprises are increasingly adopting a hybrid model for AI, leveraging both on-premises and cloud solutions, particularly in industries like health sciences [29][30] Question: How does the company plan to address software maturity? - The company has focused on hardening its software stack and is now releasing updates biweekly to improve performance and support for the community [35][36] Question: What is driving confidence in margin strength for the second half of the year? - The company anticipates strong growth in commercial PCs and server segments, with a favorable mix contributing to margin improvements [52][56]

Core Insights - Cerby has announced a $40 million Series B funding round led by DTCP, with participation from existing investors including Okta Ventures, Salesforce Ventures, and Two Sigma Ventures [1][9] - The company aims to expand its identity security automation platform in response to increasing demand for solutions that secure disconnected applications [4][5] Company Overview - Cerby is the first platform to automate the full identity lifecycle for disconnected applications, covering aspects from credentials and authentication to lifecycle management and privileged access [3] - The platform integrates with existing Enterprise Password Management (EPM), Identity and Access Management (IAM), Identity Governance and Administration (IGA), and Privileged Access Management (PAM) systems, providing centralized access controls and automating manual security tasks [8] Market Demand - The proliferation of SaaS, cloud, mobile, and on-premise applications has significantly expanded the enterprise attack surface, increasing the need for scalable and advanced identity security solutions [2] - Cerby is focusing on growth in key markets such as Germany, France, the UK, and strategic regions in the Middle East, where regulatory pressures and enterprise complexity are driving demand for its solutions [5] Growth Metrics - Since its Series A funding round less than 20 months ago, Cerby has increased its Annual Recurring Revenue (ARR) by 10 times and expanded its customer base by 5 times, now automating identity workflows across more than 2,000 applications and supporting over 100 organizations globally [6]

Core Viewpoint - Salesforce plans to acquire Informatica for $8 billion to enhance its customer relationship management platform with Informatica's cloud data management capabilities [1][2] Group 1: Acquisition Details - The acquisition has been approved by both companies' boards and is expected to close early in Salesforce's fiscal year 2027, pending customary closing conditions [1] - This deal marks Salesforce's largest acquisition since the $28 billion purchase of Slack in 2021 [5] Group 2: Strategic Benefits - Combining Informatica's cloud-native capabilities with Salesforce's platform will provide a comprehensive solution to the challenges of AI at scale [2] - The integration of Informatica's data catalog, integration, governance, quality, privacy, and metadata management services will enhance the quality of Salesforce's autonomous agents [3] - The merger will ensure auditability, compliance, and provide standardized, accurate, consistent, and secure data for AI agents [4] Group 3: Market Demand and Future Outlook - There is increasing demand for Salesforce's data cloud services as enterprises recognize the need to better organize their data to leverage generative and agentic AI [6] - Salesforce aims to make enterprise data ready for the agentic era, focusing on delivering world-class agentic experiences [6]