Financial Data and Key Metrics Changes - The company aims for low double-digit growth in the index business, currently experiencing high single-digit growth [3][9] - Growth rates with hedge funds are at 22%, wealth managers at 16%, asset owners at 10%, and broker-dealers at 11% [6] - Active managers, the largest client segment, have seen growth rates decline to slightly below 7% due to outflows and fee pressure [7][8] Business Line Data and Key Metrics Changes - The index business has historically shown double-digit growth, with recent trends indicating a shift towards personalized systematic portfolios [10][12] - Custom indexes and additional content sets are opening new opportunities for growth, particularly in wealth management and trading communities [14][15] - Non-market cap, non-ETF assets have grown at 37% in the first quarter, compared to 16% for market cap mandates [45] Market Data and Key Metrics Changes - The company has captured 45% of flows into developed markets outside the U.S. and emerging market ETFs, totaling approximately $37 billion of the $42 billion in flows in the first quarter [25][26] - There is a noted shift in capital flows towards international investing, which is beneficial for the company [20][28] Company Strategy and Development Direction - The company is focused on expanding its index offerings, particularly in custom indexes, which are seen as a major growth driver [42][44] - The strategy includes enhancing product offerings and maintaining a long-term pricing philosophy that emphasizes value addition over aggressive price hikes [34][35] - The company is also positioning itself to benefit from the ongoing shift from active to passive management, while still supporting active managers with innovative solutions [72][75] Management's Comments on Operating Environment and Future Outlook - Management emphasizes the importance of confidence in the market for driving client buying behavior, particularly in relation to equity market stability [16][17] - There is cautious optimism regarding the recovery of international investing and the potential for increased sales as market conditions stabilize [19][20] - The company acknowledges the current challenges in the ESG space but remains committed to helping clients navigate these complexities [95][98] Other Important Information - The company has seen strong growth in its analytics business, driven by fixed income analytics and factor models [84][86] - The competitive landscape remains stable, with the company maintaining strong market share in institutional and retail markets, particularly in Europe [31][32] Q&A Session Summary Question: What are the key growth drivers for the index business? - The company highlighted the utility of its products and the expansion of licensing to more parts of client organizations as key growth drivers [12][13] Question: How does the strengthening equity market affect new sales? - Management noted that sustained momentum in equity markets generally supports client confidence and buying behavior, although it varies by region and client type [16][17] Question: What are the leading indicators for international investing? - Key indicators include a depreciating U.S. dollar, macroeconomic cycles, and valuation comparisons between U.S. and international markets [22][24] Question: How is the company positioned in the custom index market? - The company sees custom indexes as a significant growth opportunity, particularly as clients seek personalized investment strategies [42][44] Question: What is the impact of the shift from active to passive management? - The company remains agnostic to the shift, believing it can benefit from both active and passive strategies, with a focus on providing tools for both [72][75] Question: What is the company's strategy for fixed income? - The company has invested in fixed income analytics and is focusing on differentiated fixed income indexes, particularly in ESG and climate-related areas [79][81]

Financial Data and Key Metrics Changes - The company reported a free cash flow guidance of $1.15 billion for the year, with factors affecting this including final cash tax bills, capital expenditures, and working capital efficiency [82][84] - The company has improved margins significantly, with engine products margins increasing due to a combination of pricing, operating leverage, and improved processes [47][48] Business Line Data and Key Metrics Changes - The aftermarket for engine products has grown from 11% of total revenues in 2019 to approximately 20% in Q1 2025, indicating strong growth in this segment [42][44] - The fastener business has seen margins increase by 400 basis points, despite the anticipated ramp-up in wide-body aircraft production not yet occurring [56][58] Market Data and Key Metrics Changes - The company is optimistic about the narrow-body production market, particularly with Boeing's production rates improving, which is expected to drive demand for parts [4][12] - The company is experiencing a shift in production requirements, with expectations of increased production rates for LEAP engines and geared turbofans as market demand grows [21][22] Company Strategy and Development Direction - The company is focusing on organic growth as the best deployment of capital, emphasizing the importance of high conversion ratios for net income [84][86] - There is a strong emphasis on automation and process improvements across facilities to enhance productivity and reduce labor costs [48][49] Management's Comments on Operating Environment and Future Outlook - Management expressed cautious optimism regarding the impact of tariffs, noting that the net effect has trended better than previously expected [5][6] - The company is preparing for increased production in response to anticipated growth in the aerospace market, particularly in narrow-body and wide-body segments [22][23] Other Important Information - The company is expanding its capacity in IGT (Industrial Gas Turbines) and has made technology acquisitions to enhance production capabilities [69][70] - There is ongoing investment in new facilities and equipment to support increased production demands, particularly in the engine products segment [51][52] Q&A Session Summary Question: Can you provide an update on tariffs and their impact? - Management indicated that the net effect of tariffs has trended better than expected, with a potential impact of around €15 million for the year [5][6] Question: How is the production related to Boeing's recovery? - Management noted that production is currently ahead of industry averages and is optimistic about increasing production rates in line with Boeing's recovery [12][20] Question: What is the outlook for the aftermarket in engine products? - The aftermarket has grown significantly, with expectations for continued growth as new engine designs come into service [42][44] Question: Can you comment on margin improvements in the fastener business? - Margins have improved significantly, and management expects further improvements as production ramps up in the wide-body aircraft segment [56][58] Question: What is the company's strategy regarding capital expenditures? - The company prioritizes organic growth and high conversion ratios for net income, with a focus on investing in fixed capital to support growth [84][86]

Financial Data and Key Metrics Changes - Vertex Pharmaceuticals has launched its fifth medicine for cystic fibrosis (CF), ElefTrex, which is now approved in the US and awaiting global approval [5][6] - The company has diversified its revenue streams, with new approvals in sickle cell disease and beta thalassemia through Kaschevi, the first CRISPR Cas9-based therapy approved [6][7] - The pipeline is described as broad and deep, with five programs in or nearing phase three [9] Business Line Data and Key Metrics Changes - The CF business continues to show growth, with more patients being identified and treated due to better medicines and longer patient lifespans [25][26] - ElefTrex is expected to treat a significant number of patients, with over 50% of children aged 6 to 11 achieving normal sweat chloride levels [30] - The acute pain launch of Gernavix is underway, with expectations for increased volumes and revenues as reimbursement and access improve [46] Market Data and Key Metrics Changes - The company has seen a headwind in Russia due to geopolitical issues and unauthorized copies of its medicine, but this situation is limited to Russia [37][38] - In the US, the CF business is expected to continue growing, driven by better treatment options and increased patient identification [25][26] Company Strategy and Development Direction - Vertex aims to replicate its success in CF across other disease areas, focusing on bringing more medicines through phase three and commercialization [12] - The company is committed to a long-term strategy, with a ten-year plan set to 2030 [10][12] - Vertex is focused on executing its current launches while preparing for future phase three readouts [13] Management's Comments on Operating Environment and Future Outlook - The management acknowledges a complicated macro environment with policy uncertainties but remains confident in regulatory science and its ability to navigate these challenges [15][17] - Vertex's exposure to Medicare and Medicaid is noted, with 10% and 23% of its business respectively, and the management is preparing for potential impacts from policy changes [18][19] - The company expects continued growth in its CF business, driven by new patient identification and treatment options [25][26] Other Important Information - Vertex has established offices in the Middle East to capitalize on the high prevalence of sickle cell disease and beta thalassemia in the region [105][106] - The company is focused on maintaining a balance between internal and external innovation, with a current pipeline of 40% external and 60% internal projects [110] Q&A Session Summary Question: How is the launch of ElefTrex going? - The launch is progressing well, with rapid uptake among newly eligible patients and those returning to therapy [32] Question: What is the company's strategy regarding the pain market? - Vertex will maintain a specialty sales force and will not expand into primary care settings, focusing on acute and neuropathic pain [53][56] Question: What are the expectations for the Gernavix launch? - The company anticipates increased volumes and revenues in the second half of the year as reimbursement and access improve [46] Question: How does Vertex view the competitive landscape for its new therapies? - Vertex believes it can achieve best-in-class status despite not being first to market, focusing on efficacy, safety, and breadth of indications [86] Question: What is the company's approach to capital allocation? - Vertex prioritizes innovation, with a focus on both internal and external projects, and has a share buyback program in place [110][111]

Financial Data and Key Metrics Changes - Total revenue for the first quarter of 2025 reached $122.6 million, up 55.3% year over year [8] - Total trading volume reached $217 billion, driving commission income to a record high of $58.3 million, more than doubling year over year [8] - Net interest income increased to $53.8 million, a 22.7% year-over-year increase [9] - Non-GAAP net income attributable to UP Fintech increased to $36 million, reflecting an 18.3% sequential increase and a 145% increase year over year [9] - GAAP net income reached $30.4 million, up 8.4% quarter over quarter and 146.7% year over year [9] Business Line Data and Key Metrics Changes - Commission revenue breakdown: approximately 65% from cash equities, 30% from options, and the remainder from futures and other products [16] - Marketing financing and securities lending balance increased to $5.2 billion, an 89.4% year-over-year increase [8] - The company added 60,900 new funded accounts, representing a 2.9% increase quarter over quarter and a 111.2% growth year over year [10] Market Data and Key Metrics Changes - Client assets reached a record high of $45.9 billion, up 9.9% quarter over quarter and 39.5% year over year [10] - Client assets from the Greater China region increased by over 20% quarter over quarter [11] - Average net asset inflow of newly acquired clients from the Hong Kong market exceeded $30,000 [12] Company Strategy and Development Direction - The company is focusing on enhancing product offerings and improving user experience, including the upgrade of TigerGPT to Tiger AI [12] - The company aims to deepen its presence in the Hong Kong market, which has become a key strategic area [12] - The company plans to continue investing in both talent and marketing in Hong Kong to deliver a superior product experience [43] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the second quarter, noting a significant pickup in market volatility and trading volume [24] - Client assets have set another record high, with net asset inflow remaining strong [25] - The company expects customer acquisition costs to rise due to increased investment in high-value markets like Hong Kong [28] Other Important Information - The company enrolled four Hong Kong IPOs in the first quarter, including Chip and Go and Nanshan Aluminum [14] - The average customer acquisition cost is expected to rise to around $250 to $300 in the coming quarters [28] Q&A Session Summary Question: Impact of market volatility on run rate and early trends - Management noted a significant pickup in trading volume due to market volatility, with monthly trading volume crossing $100 billion for the first time [24] Question: Outlook on profitability and cost management - Management indicated that overall headcount growth will remain disciplined, with compensation expenses expected to grow about 10% to 20% per year [27] Question: Breakdown of net asset inflows by region - In the first quarter, approximately 60% of net asset inflows came from Greater China, 30% from Singapore, and 10% from the US and Australia/New Zealand [34] Question: Interest income and potential impact of Fed rate cuts - Management estimated that for every 25 basis points cut by the Federal Reserve, quarterly net interest income would be negatively impacted by about $1 to $1.5 million [35] Question: Regional breakdown of newly funded accounts - About 45% of newly funded accounts came from Singapore and Southeast Asia, while 35% were from Greater China [41]

Financial Data and Key Metrics Changes - Record revenue for Q4 and fiscal year 2025 was $1,730 million, up 4% year over year and up 6% sequentially [21] - Q4 billings were $2,030 million, up 12% year over year, marking the sixth consecutive quarter of year-over-year revenue and billings growth [21] - Total revenue for fiscal year 2025 was $6,570 million, up 5% year over year, with billings at $6,780 million, up 8% year over year [27] - Q4 operating margin was 28.6%, up 50 basis points year over year, representing the highest for Q4 in the company's history [26] - EPS for Q4 was $1.93, up 7% year over year, driven by lower operating expenses and effective tax rate [26] Business Line Data and Key Metrics Changes - Hybrid cloud revenue for Q4 was $1,570 million, up 3% year over year [22] - Product revenue was $845 million, up 5% year over year, while support revenue was flat at $625 million [23] - Public cloud revenue was $164 million, up 8% year over year; excluding the divested SPOT business, it grew 22% year over year [23][29] - First-party and marketplace cloud storage services grew 44% year over year in Q4, comprising roughly 75% of public cloud segment revenue [12][23] Market Data and Key Metrics Changes - All flash array annualized revenue run rate grew 14% year over year to a record $4,100 million in Q4 [9] - The company gained almost 300 basis points of all flash market share in calendar 2024, more than any other vendor [10] - Public cloud revenue growth was 22% year over year in Q4, excluding the divested SPOT business, indicating strong underlying growth [50] Company Strategy and Development Direction - The company refreshed its entire systems portfolio and sharpened the focus on cloud services to lead in the enterprise AI market [7] - The strategy emphasizes investments in AI and data infrastructure modernization, cloud transformation, and cyber resilience [18][29] - The company plans to make prudent investments in R&D and sales capacity to drive ongoing innovation and capture additional market share [18] Management's Comments on Operating Environment and Future Outlook - The global macroeconomic outlook shows mixed signals with a general slowdown in growth and lingering inflation concerns [17] - The company expects some increased spending caution and ongoing friction in the US public sector and EMEA [17] - Management remains confident in the company's ability to capitalize on significant opportunities in the enterprise AI market [18] Other Important Information - The company exited fiscal year 2025 with $4,540 million in deferred revenue, an increase of 7% year over year [24] - Operating cash flow was $1,510 million, and free cash flow was $1,340 million, both metrics down due to changes in working capital [28] - The company announced an increase in share repurchase authorization by $1,100 million [27] Q&A Session Summary Question: Guidance for Q1 and full year - Management acknowledged Q1 guidance appears light but emphasized strong momentum and large deals in the pipeline for revenue and EPS growth throughout the year [36][39] Question: Execution and timing of deals - Management noted strong Q4 performance and addressed concerns about political instability and macroeconomic factors affecting customer spending [45][46] Question: AI infrastructure deals - Management confirmed ongoing work with large cloud and enterprise providers on data modernization transactions, contributing to FY '26 outlook [55][56] Question: Public cloud revenue performance - Public cloud revenue in Q4, excluding SPOT, was up 22% year on year, with expectations for continued acceleration in FY '26 [50][51] Question: Product gross margins outlook - Management expects product gross margins to improve gradually throughout the fiscal year, with Q1 margins anticipated to be flattish [41][75] Question: Public sector exposure - US public sector accounts for low teens percentage of business, with federal making up 75% to 80% of that, and management is optimistic about upcoming spending bills [104]

Financial Data and Key Metrics Changes - Record revenue for Q4 FY 2025 was $1,730 million, up 4% year over year and up 6% sequentially [20] - Q4 billings were $2,030 million, up 12% year over year, marking the sixth consecutive quarter of year-over-year growth [20] - Total revenue for FY 2025 was $6,570 million, up 5% year over year, with billings at $6,780 million, up 8% year over year [26] - Q4 operating margin was 28.6%, up 50 basis points year over year, representing the highest for Q4 in the company's history [24] - EPS for Q4 was $1.93, up 7% year over year, driven by lower operating expenses and an effective tax rate [24] Business Line Data and Key Metrics Changes - Hybrid cloud revenue for Q4 was $1,570 million, up 3% year over year [20] - Product revenue was $845 million, up 5% year over year, while support revenue was flat at $625 million [21] - Public cloud revenue was $164 million, up 8% year over year, and grew 22% year over year when excluding the recently divested SPOT business [21][28] - First-party and marketplace cloud storage services grew 44% year over year in Q4, comprising roughly 75% of public cloud segment revenue [11][12] Market Data and Key Metrics Changes - All flash array annualized revenue run rate grew 14% year over year to a record $4,100 million in Q4 [8] - The company gained almost 300 basis points of all flash market share in calendar 2024, more than any other vendor [9] - Public cloud revenue growth was driven by strong performance in first-party and marketplace services, which are expected to continue accelerating [47] Company Strategy and Development Direction - The company aims to lead in the enterprise AI market and has positioned itself to capitalize on the growth of all flash systems and public cloud services [6][7] - Focus on modernizing data infrastructure and enhancing cloud transformation to meet customer demands for AI readiness and operational efficiency [7][8] - Plans to make prudent investments in R&D and sales capacity to drive ongoing innovation and capture additional market share [17] Management's Comments on Operating Environment and Future Outlook - The global macroeconomic outlook shows mixed signals, with expectations of increased spending caution and ongoing friction in the US public sector and EMEA [16] - Management remains confident in the company's ability to deliver strong performance despite uncertainties, driven by alignment with key IT priorities [16][17] - The company expects FY 2026 total revenue to be in the range of $6,625 million to $6,875 million, reflecting a cautious outlook due to macroeconomic factors [28][29] Other Important Information - The company exited FY 2025 with $4,540 million in deferred revenue, an increase of 7% year over year [22] - Cash flow from operations was $675 million, and free cash flow was $640 million in Q4 [24] - The company announced an increase in share repurchase authorization by $1,100 million [26] Q&A Session Summary Question: Guidance for Q1 and full year - Management acknowledged Q1 guidance appears light but emphasized strong momentum and large deals in the pipeline for the year [35][38] Question: Execution and macro concerns - Management noted that while there are macro concerns, strong execution in Q4 and a robust pipeline provide confidence in growth [42][44] Question: Public cloud revenue performance - Public cloud revenue in Q4, excluding SPOT, was up 22% year over year, with expectations for continued acceleration in FY 2026 [47] Question: AI infrastructure deals - Management confirmed ongoing negotiations for sizable AI and data infrastructure modernization deals, contributing to FY 2026 outlook [53] Question: Product gross margins outlook - Management expects product gross margins to improve gradually throughout FY 2026, with Q1 margins expected to be flattish [65][70] Question: Public sector exposure - US public sector accounts for low teens percentage of business, with ongoing concerns about budget approvals impacting growth [100][116]

Financial Data and Key Metrics Changes - Consolidated adjusted EBITDA from continuing operations for Q4 was $176.8 million, up approximately 20% from $147.9 million in the prior year [6] - Full year adjusted EBITDA from continuing operations was $622.9 million, exceeding previous guidance of $620 million [7] Business Line Data and Key Metrics Changes - Water Solutions adjusted EBITDA for Q4 was $154.9 million, compared to $123.4 million in the prior year [7] - Physical water disposal volumes increased to 2.73 million barrels per day in Q4 from 2.39 million barrels per day in the prior year [8] - Crude Oil Logistics adjusted EBITDA decreased to $13.1 million in Q4 from $15.3 million in the prior year, primarily due to lower volumes on the Grand Mesa pipeline [10][11] - Liquids Logistics adjusted EBITDA was $17.7 million in Q4, down from $22.2 million in the prior year [12] Market Data and Key Metrics Changes - Total volumes paid for disposal increased by 11% in Q4 compared to the same quarter of the previous year [8] - Operating cost per barrel for fiscal 2025 was $0.22, down from $0.24 in fiscal 2024 [9] Company Strategy and Development Direction - The company is focusing on core assets after divesting non-core businesses, which will reduce volatility and seasonality of adjusted EBITDA [5] - Plans to continue reducing leverage and improve capital structure by addressing Class D Preferred Units [6][19] - The company aims to generate approximately 85% of adjusted EBITDA from the Water Solutions segment moving forward [16] Management's Comments on Operating Environment and Future Outlook - Management noted that despite oil price uncertainty, there has been no drop-off in customer activity in the Corita Basin [10] - The company is well-positioned with 90% of volumes committed through acreage dedications and MVCs, with 80% of total volumes from investment-grade counterparties [10] - Future growth is expected in the Water Solutions segment, with guidance for fiscal 2026 adjusted EBITDA between $615 million and $625 million [12] Other Important Information - The company completed the sale of 18 natural gas liquids terminals and other non-core assets, raising $270 million [4][16] - The biodiesel business has been fully wound down, eliminating approximately $75 million of working capital [5] Q&A Session Summary Question: Can you offer more color on your expectations by business for 2026 guidance? - Management explained that the water guidance midpoint implies about $560 million, accounting for a $20 million decline in skim oil revenues due to lower crude prices [21][22] Question: What are the conversations with customers regarding growth opportunities? - Management indicated that they are recontracting and focusing on core customers, with no slowdown in volumes currently observed [27][29] Question: How much lower could you flex capital spending down? - Management stated that capital expenditures are already low and further reductions may not be significant [35][37] Question: How do you think about your low and high range on volumes for the water business? - Management noted that fluctuations in volumes are normal, with a strong base wedge of business and no significant changes expected from customers [40][46] Question: Will there be a reinstatement of common unit distributions? - Management clarified that there are no plans for near-term distributions as the focus is on reducing Class D preferred units [52][54]

Financial Data and Key Metrics Changes - Revenue for the first quarter was $120 million, representing an 8% year-over-year growth, at the top of the guidance range [4][20] - Non-GAAP operating margin reached 20%, exceeding the target by 500 basis points [4] - Annual recurring revenue (ARR) increased to $496 million, reflecting a 7% growth year-over-year [5][20] - Dollar-based net retention was 104%, negatively impacted by higher customer downgrades in the enterprise segment [20] - Gross margin for Q1 was 86%, at the high end of the target range of 84% to 86% [22] - Cash from operations was $31 million, or 26% of revenue, with free cash flow at $29 million, or 24% of revenue [22] Business Line Data and Key Metrics Changes - Significant improvement in net new paid customers, with a total of 15,247 paid customers, adding 127 net new customers, the strongest quarterly acquisition in eight quarters [21] - The commercial segment saw enhancements through a new digital acquisition strategy, leading to improved customer acquisition [5][21] - The enterprise segment is transitioning to a more strategic relationship model, focusing on deeper customer engagement and AI integration [6][8] Market Data and Key Metrics Changes - International revenue increased by 11% year-over-year, contributing 28% of total revenue [20] - The company is actively pursuing FedRAMP moderate authorization to expand its public sector presence, already serving over 700 entities [10] Company Strategy and Development Direction - The company is focused on three key priorities: demonstrating product-market fit for AI offerings, enhancing enterprise engagement to drive retention and expansion, and leveraging automation and AI within operations [17] - A strategic partnership with AWS was strengthened, expanding integration capabilities [9] - The company is evolving its pricing strategy to reduce friction and increase flexibility for customers [11] Management's Comments on Operating Environment and Future Outlook - Management acknowledged execution challenges in the enterprise segment but expressed confidence in the transformation efforts and the potential for stronger execution in the second half of the year [38][40] - The macro environment remains uncertain, impacting customer decision-making, but the company is committed to helping customers realize value and efficiencies [62] - The company expects dollar-based net retention to remain between 103% and 105% throughout fiscal 2026 [20] Other Important Information - The company achieved a 90% reduction in scope one and two carbon emissions against the FY23 baseline [16] - A new Chief Customer Officer has been appointed to enhance post-sale engagement and retention strategies [8][63] Q&A Session Summary Question: What is the impact of enterprise pressure on the business? - Management indicated that execution challenges were primarily responsible for the pressure, with a focus on improving customer engagement and sales execution [36][38] Question: How does the full-year guidance reflect the current environment? - The guidance was described as prudent, taking into account organizational transitions and execution challenges faced in Q1 [41][42] Question: What adoption trends are seen in new modules like PagerDuty Advanced? - Early adoption of generative AI solutions is promising, with customers eager to experiment and integrate these offerings into their operations [46][50] Question: Can you elaborate on the enterprise churn and downgrades? - Elevated churn was noted in the SMB segment, while downgrades in the enterprise segment were attributed to mergers and macroeconomic caution [60][62] Question: What are the expectations for net retention rate moving forward? - The company expects net retention to be in the range of 103% to 105%, with opportunities for expansion among existing customers [66][68] Question: How do billings trends reflect underlying business strength? - Trailing twelve-month billings align closely with ARR, providing a clearer picture of business health compared to quarterly fluctuations [71] Question: What is the visibility from large customers regarding multiproduct deals? - Demand for multiproduct platforms remains strong, with a focus on executing transformative deals to capture this demand [107][108]

Financial Data and Key Metrics Changes - For the fourth quarter of fiscal year 2025, sales and other operating revenue were $702.3 million, down from $770.9 million in the same quarter of fiscal year 2024, primarily due to lower tobacco sales volumes [17] - Operating income for the fourth quarter was $42.8 million, compared to $68.2 million in the same quarter of fiscal year 2024, also driven by lower tobacco sales volumes [17] - Net income attributable to Universal Corporation was $9.3 million or $0.37 per share, down from $40.3 million or $1.61 per share in the same quarter of fiscal year 2024 [18] - For the full year of fiscal year 2025, sales and operating revenue increased to $2.95 billion from $2.75 billion in fiscal year 2024, mainly due to higher tobacco sales prices [19] - Net income for fiscal year 2025 was $95 million or $3.78 per share, down from $119.6 million or $4.78 per share in fiscal year 2024 [20] Business Line Data and Key Metrics Changes - Segment operating income for the tobacco operations segment was $240.2 million for fiscal year 2025, up from $222.4 million in fiscal year 2024, driven mainly by higher sales prices [21] - Segment operating income for the Ingredients Operations segment was $12.3 million for fiscal year 2025, compared to $3.9 million in fiscal year 2024, primarily due to higher sales volumes [21] Market Data and Key Metrics Changes - As of March 31, 2025, the estimated unsold flue-cured and burley stock was 22 million kilos, up 11 million from December 31 [48] - The company reported a 20% uncommitted inventory level as of March 31, 2025 [47] Company Strategy and Development Direction - The company's strategy focuses on three pillars: maximizing tobacco operations, growing ingredients operations, and strengthening the organization [10] - The company aims to grow Universal Ingredients through organic growth and measured acquisitions, leveraging its strong reputation for quality and service [12] - Sustainability is a core part of the business, with a commitment to high standards and transparency in the supply chain [25] Management's Comments on Operating Environment and Future Outlook - Management noted strong customer demand in the tobacco segment, with expectations of increased global flue-cured and burley production in the current growing season [23] - The company is optimistic about the ingredients segment, having completed a major expansion project and focusing on organic growth [24] - Management addressed the completion of the Mozambique investigation, stating it did not materially impact financials [25] Other Important Information - The company declared its 55th annual dividend increase, with a quarterly dividend of $0.82 per share, reflecting a commitment to returning value to shareholders [9] - The company completed a pension risk transfer transaction resulting in a one-time pretax pension settlement charge of approximately $14 million [18] Q&A Session Summary Question: How should SG&A be viewed for fiscal 2026? - Management indicated that they cannot provide forward-looking guidance but noted that SG&A for fiscal year 2025 was approximately $305 million, down $5 million from the prior year [32][33] Question: Will there be ongoing legal expenses related to the Mozambique situation? - Management confirmed that the Mozambique investigation has been completed, and there will be no ongoing legal expenses related to it [36] Question: What are the expectations for tobacco margins and growth in fiscal 2026? - Management acknowledged that as the market moves towards a balanced supply, it is difficult to predict customer behavior regarding inventory levels and demand [39][40] Question: What are the current uncommitted inventory levels for tobacco? - The company reported a 20% uncommitted inventory level as of March 31, 2025 [47] Question: How does the company view the growth of nicotine pouches? - Management noted that the demand for leaf tobacco remains strong, and they are participating in next-generation product categories, including nicotine pouches [90] Question: What is the outlook for the ingredients segment's profit? - Management stated that they expect to improve margins in the ingredients segment through increased sales and scale [72][73]

Financial Data and Key Metrics Changes - Total revenue in Q4 was $388 million, growing 16% year-over-year on an as-reported and constant currency basis [30] - Subscription revenue in Q4 totaled $362 million, also growing 16% as reported and 17% in constant currency [30] - Elastic Cloud revenue grew 23% on an as-reported and constant currency basis [30] - Non-GAAP operating margin for Q4 was 15%, with a gross margin of 77% [35][36] - Adjusted free cash flow margin improved by approximately 600 basis points to end the year at 19% [36] Business Line Data and Key Metrics Changes - The number of customers with over $1 million in annual contract value grew approximately 27%, adding about 45 net new customers [34] - Customers with over $100,000 in annual contract value grew approximately 14%, adding about 180 net new customers [34] - Subscription revenue excluding Monthly Cloud was $315 million, growing 19% in Q4 [32] Market Data and Key Metrics Changes - Strong growth was observed in the APJ region, followed by EMEA and The Americas, while some pressure was noted in the U.S. Public sector [34] - Over 2,000 Elastic Cloud customers are using Elastic for Gen AI use cases, with over 30% of these customers spending $100,000 or more annually [12] Company Strategy and Development Direction - The company is focusing on leveraging AI to automate business processes and drive innovation, positioning itself as a strategic partner for enterprises [11][18] - Elastic aims to strengthen its position as the preferred vector database, enhancing its offerings with new technologies like better binary quantization [13][19] - The company is committed to maintaining a balance between growth and profitability while continuing to innovate and expand its product offerings [40][43] Management's Comments on Operating Environment and Future Outlook - Management acknowledged potential uncertainty in the macro environment but expressed confidence in the healthy pipeline and demand signals [39] - The company expects continued growth and strong margins in FY 2026, projecting total revenue in the range of $1.655 billion to $1.670 billion [42] Other Important Information - Elastic Cloud now accounts for over 50% of subscription revenue, with strong growth in cloud adoption [18] - The company announced a strategic collaboration agreement with AWS to enhance solution integrations and accelerate AI innovation [25] Q&A Session Summary Question: Guidance and Metrics - Inquiry about the conservativeness of guidance and leading indicators of business performance [45] - Response highlighted the balance of positive demand signals with macro uncertainty, emphasizing the importance of CRPO and subscription revenue metrics [46][49] Question: Partnerships and Market Opportunities - Question regarding the impact of recent partnerships, particularly with AWS and NVIDIA, on market opportunities [53] - Management noted the growing acceptance of Elastic as a leading vector database and the importance of partnerships for driving cloud adoption [54] Question: Retrieval Augmented Generation (RAG) - Inquiry about the durability of RAG architectures and Elastic's positioning [59] - Management affirmed the critical role of retrieval in enterprise data management and the growing adoption of their vector database for RAG use cases [60][61] Question: Cloud Performance and Consumption Hesitation - Question about the sequential growth in cloud performance and the impact of the leap year [62] - Management clarified that the leap year and fewer days in Q4 affected consumption rates, but normalized growth rates remained strong [64][66] Question: Go-to-Market Strategy and Changes - Inquiry about the effectiveness of go-to-market changes made in the previous fiscal year [69] - Management confirmed that the changes have settled and are yielding positive results, with plans to continue hiring sales capacity [70][72] Question: AI Commitments and Emerging Use Cases - Question about the $1 million AI commitments and emerging use cases [93] - Management clarified that 25% of $1 million customers are using Elastic for AI workloads, with a variety of sophisticated use cases emerging across industries [94][96]