Selling into a wave of new capacity being built by others: management describes its customers' own build-out spending as
The model's full reasoning — Q2 2016 call → NOWe need to determine if management explains momentum by pointing to a wave of building/equipping/capacity-creation by other parties, with real current business, and that it's early. The transcript: Yaki talks about market awareness, ransomware, insider threats, unstructured data. He mentions that customers are realizing they need Varonis. He talks about "more and more organizations realize that they don't have visibility into the massive and growing stores of unstructured data" and that "the management and protection of unstructured data in prior systems are becoming key spending priorities." He mentions "trends in UBA" and that "companies realize they need credible data at both the assets they are trying to protect." He says "more and more companies realize that they need Varonis first." He talks about "the problem we are trying to solve are bigger and getting bigger." He mentions a study showing "closing the security guards to protect corporate data is a huge problem." He says "Varonis is uniquely positioned to have companies monitor, protect and manage the unstructured data." He talks about ransomware as a driver, and that "Ransomware continues to be strong driver for our business not just because DatAlert detects it because it brings to life what we have been saying for 11 years." He says "Organization have too much unprotected data, way too many people with access to it and too many unknowns." He says "This kind of employees stealing data, abusive administrator reading other people email, contact those acting maliciously and when they see what a single company account can encrypt on their fully secured file share, they begin to realize the extent of vulnerability, dramatically illustrating the need for the preventive governance capabilities in our platform." He says "We believe data level presents the most advanced analytic and predictive spread monitoring available to dictate inside of threat enhancement world and increase customer to go farther to secure their data through our solution and proven methodology." He says "We continue to receive more attention from decision maker with access to budget and are willing to spend them." He says "Our pipeline is ongoing and we're experiencing less friction in the sales cycle as buyers understand what we do and the need for software." He says "This has changed the dynamics of the conversation we are having toda
| Ticker | Company | Call | Date | Call grade |
|---|---|---|---|---|
| AES | The AES Corporation | Q1 2024 | 2024-05-03 | C+ |
| LTRX | Lantronix, Inc. | Q3 2024 | 2024-04-29 | C |
| RDCM | RADCOM Ltd. | Q4 2023 | 2024-01-31 | A |
| TEL | TE Connectivity Ltd. | Q4 2023 | 2023-11-01 | B |
| EVGO | EVgo, Inc. | Q2 2022 | 2022-08-09 | C+ |
| FLR | Fluor Corporation | Q2 2022 | 2022-08-05 | D |
| SYM | Symbotic Inc. | Q3 2022 | 2022-08-01 | B+ |
| ADSE | ADS-TEC Energy PLC | Q4 2021 | 2022-04-28 | D |
| FAT | FAT Brands Inc. | Q4 2021 | 2022-03-21 | F |
| IPGP | IPG Photonics Corporation | Q3 2021 | 2021-11-02 | C |
| PRIM | Primoris Services Corporation | Q2 2018 | 2018-08-11 | C+ |
| ATI | Allegheny Technologies Incorporated | Q1 2018 | 2018-04-24 | B |
TEL · Q4 2023 → YESThe question is about whether management explains the company's current momentum and near-term trajectory by pointing to a wave of new building or capacity-creation by others, that's early or intensif...YES The transcript shows management framing the company's momentum chiefly through a wave of external capacity creation: EV production growth (40% in 2023, expected continued growth next year, with Asia as driver), renewable energy adoption (wind/solar), and AI/cloud applications. They describe others (OEMs, installers 3rd parties) building new productive capability—new EV platforms, renewable sites, AI clusters—while TE already supplies into it via content outperformance and early ramps. Current business is real (sequential order growth, $1.3B pipeline, $100M+ incremental AI revenue). The wave is early/intensifying 2024–2025 (3–4 year programs, more phases ahead, destocking normalizing). This is presented as the primary secular driver offsetting cyclical weakness, not just consumption or pricing. Other elements (destocking, FX) are secondary. Thus all three conditions are met in substance.
ATI · Q1 2018 → YESThe question is about whether management explains the company's current momentum and near-term trajectory by pointing to a wave of new building or capacity-creation by other parties, like customers, t...YES The transcript shows management attributing HPMC momentum chiefly to the "ongoing production ramp of next-generation jet engines at all of our major engine OEM customers" and the "industry is currently in the early phases of a multi-year production expansion." This describes OEMs creating new productive capacity through rate ramps and build growth for next generation engines. Management confirms current business from this wave with "next-generation product sales reached 48% of total jet engine product sales" and "65% increase in next-generation product sales," plus "seventh consecutive quarter of year-over-year margin expansion.
RDCM · Q4 2023 → YESThe question is about whether management explains the company's current momentum and near-term trajectory by pointing to a wave of new building, equipping, or capacity-creation by other parties (custo...YES The transcript shows management framing 2024 momentum around operators’ ongoing 5G standalone network build-outs (new productive capacity being created by customers), with RADCOM already supplying assurance software to those projects and the wave described as still early and accelerating. All three conditions are met in Eyal Harari’s prepared remarks and Q&A.