Reporting the counterparty's growth as its own: management explains the company's coming year by narrating what its cust
The model's full reasoning — Q2 2022 call → NOWe need to determine if management explains where the company's business is going by narrating what its counterparties are themselves doing and scaling. The key is whether management's forward account is substantially about the growth, expansion, ramp, adoption, or program build-out of specific customers, partners, etc., that the company already supplies or serves, such that the company's own coming volume is presented as a consequence of those parties' own trajectories. Let's analyze the transcript. The call is Asana's Q2 FY2022 earnings. Management discusses revenue growth, customer additions, enterprise momentum, etc. They mention specific customer wins: ViacomCBS, Fujitsu, Just Eat Takeaway, Cohesity, Gorillas. They talk about expansions, multiyear agreements, seat deployments (e.g., 50,000 seats, 25,000 seats). They also mention partners like Zoom, Vimeo, and channel partners. But the question is: does management explain where the business is going by narrating what these counterparties are themselves doing and scaling? That is, does management present the company's future revenue as a consequence of these customers' own trajectories? For example, are they saying "our customers are expanding their deployments, so our revenue will grow accordingly"? Or are they just reporting wins and expansions as evidence of current momentum? Looking at the transcript, management talks about customer wins and expansions, but the forward-looking statements are more about their own investments, product roadmap, and market opportunity. For instance, Dustin says: "We are seeing record top of funnel volume, demand around the globe, and rapid expansions within our customer base." He also says: "The investments in our product strategy and the Work Graph are paying off, and this is just the beginning." He talks about upcoming product launches. Tim Wan discusses guidance and investments. Chris Farinacci talks about go-to-market strategy, hiring, etc.
| Ticker | Company | Call | Date | Call grade |
|---|---|---|---|---|
| EMKR | EMCORE Corporation | Q4 2023 | 2023-12-12 | C+ |
| MBLY | Mobileye Global Inc. | Q2 2023 | 2023-07-28 | B+ |
| PI | Impinj, Inc. | Q4 2022 | 2023-02-08 | B+ |
| FAT | FAT Brands Inc. | Q4 2021 | 2022-03-21 | F |
| OOMA | Ooma, Inc. | Q3 2022 | 2021-12-02 | B+ |
| ILMN | Illumina, Inc. | Q1 2018 | 2018-04-24 | A |
| PLAB | Photronics, Inc. | Q2 2017 | 2017-05-17 | C+ |
| IONS | Ionis Pharmaceuticals, Inc. | Q1 2017 | 2017-05-09 | C |
| FNV | Franco-Nevada Corporation | Q3 2016 | 2016-11-08 | B+ |
| HXL | Hexcel Corporation | Q4 2015 | 2016-01-22 | B+ |
OOMA · Q3 2022 → YESThe question is about whether management narrates what its counterparties are doing and scaling, presenting the company's future volume as a consequence of those parties' trajectories.
MBLY · Q2 2023 → YESThe question is about whether management narrates what its counterparties are doing and scaling, presenting the company's volume as a consequence of those parties' trajectories.
ILMN · Q1 2018 → YESThe question is about whether management narrates what its counterparties are doing and scaling, presenting the company's future as a consequence of those parties' trajectories.