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 2021 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, licensees, etc., that the company already supplies or serves, such that the company's coming volume is presented as a consequence of those parties' own trajectories. Let's analyze the transcript. The call is about Tenable's Q2 2021 results. Management discusses various aspects: strong results, cloud adoption, cross-sell, OT, AD, etc. They mention specific customers like Ontario Health, a public utility provider, a transportation and logistics company, and a large government agency. They also mention partnerships like Deloitte. However, the question is whether management's forward account is primarily about narrating what these counterparties are doing and scaling, as opposed to the company's own selling efforts, product innovation, market conditions, etc. Let's look for evidence. Management talks about "strong traction" with Tenable.ot, "early deployments" and "expanded business opportunities" as customers deploy programmatically. They mention "we expect Tenable.ad sales to play out along longer enterprise sales cycles." They talk about "pipeline creation" and "aggressively growing pipeline." They also discuss investments in sales and marketing, adding quota capacity, etc. They talk about market drivers like ransomware, executive orders, etc. The question is whether management is narrating the counterparties' own trajectories as the driver of the company's coming activity. For example, do they say "our customers are expanding their facilities, so we will see more revenue"? They mention that OT customers are deploying in a programmatic fashion across global facilities, but that is more about the company's expectation of expansion. They also mention that the government agency win was a seven-figure deal, but that is a single win, not a trajectory. Management does talk about "we continue to see good Greenfield opportunities" and "we believe that attacks like those against Microsoft and Colonial Pipeline continue to elevate discussions about risk." That is more about market conditions.
| 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.