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 2023 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 consists of reporting on 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. Look at the transcript. Management discusses several things: strategic changes, up-market success, enterprise growth, Salesforce partnership, Tagger acquisition, AI, etc. The question is about whether they narrate counterparties' own trajectories. Specifically, they mention Salesforce partnership: "Our product alignment went even deeper this quarter with a native integration into the Salesforce marketing cloud... We onboarded a record 176 logos in Q2 and we continue to expect contributions to grow meaningfully and linearly over the course of 2023 building to a very strong Q4 as the largest and most complex deployments begin to make their migration over to Sprout." This is about Salesforce customers migrating, but is that a counterparty trajectory? Salesforce is a partner, and they are onboarding logos (customers) from Salesforce. But the narration is about their own onboarding of those customers, not about Salesforce's own expansion. They are describing their own sales effort and pipeline. They say "we continue to expect contributions to grow" but that's their own expectation based on their own pipeline. They don't describe Salesforce's own business scaling as a driver. They mention "the largest and most complex deployments begin to make their migration" – that is about those customers' migration, but it's still about their own onboarding. They also mention Tagger acquisition, but that's about a new product, not about counterparties' trajectories. They talk about enterprise growth, but that's general. They mention specific customers like PACCAR, Cintas, etc., but just as a list of wins, not describing their own scaling. They mention "we currently see influencer marketing in more than half of our enterprise RFPs" – that's about demand, not about specific counterparties' own build-out.
| 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.