Repeat pull from proven relationships plus room left: the installed base is expanding on its own initiative and is still
The model's full reasoning — Q4 2022 call → NO我们根据提供的财报电话会议记录，判断管理层是否描述了现有客户/账户正在主动增加购买量（扩大部署、增加产品等），并且这些关系仍有很大渗透空间。 在记录中，Gary提到：“Excluding ReNu, NuCel and Dermagraft, our team delivered low double-digit growth in the number of accounts that we serve in both the hospital outpatient setting and the physician office setting compared to the prior period. We delivered double-digit growth in sales of Advanced Wound Care products in the hospital outpatient setting...” 这表示现有账户数量增长，且医院门诊销售增长，但这是否是现有客户主动扩大？可能包括新客户。但更关键的是，他提到“We have more active accounts. We have more units being sold both in the outpatient setting and in the physician office.” 这暗示现有账户的购买量增加。 关于渗透空间，Gary说：“we expect to deliver stable growth in sales of our Advanced Wound Care products in the wound care centers and hospital outpatient centers. We expect growth in the number of new and active customers. We expect growth in the number of units sold and stronger adoption of our new products entering full commercialization.” 这更多是预期增长，而非已发生的扩张。 另外，关于PuraPly，他说“we’ve seen a pause in the acquisition of PuraPly XT” 等，但那是关于新产品的。 关键点：管理层是否明确说现有客户正在主动增加购买？在回答中，Gary提到“we’re starting to see some improvement in just recruiting those customers back” 这暗示一些流失客户回归，但那是回归，不是现有客户扩大。 更直接的是，在讨论2023年指引时，Dave说“our non-PuraPly products are expected to grow at the midpoint of the range of approximately 28% year-over-year” 这主要归因于新账户和更多单位销售，但未明确区分现有客户扩张。 此外，关于渗透空间，管理层没有明确说“这些关系仍然渗透不足，还有很大空间”之类的话。他们提到“we have more active accounts” 但未说每个账户的渗透率低。 整体来看，管理层描述了账户数量增长和单位销售增长，但未明确说这是现有客户主动扩大，也未明确说这些关系仍有大量未开发空间。他们更多是预期未来增长。 因此，答案应为NO。
| Ticker | Company | Call | Date | Call grade |
|---|---|---|---|---|
| PPC | Pilgrim's Pride Corporation | Q1 2024 | 2024-05-03 | A |
| DUOT | Duos Technologies Group, Inc. | Q4 2023 | 2024-04-01 | F |
| GIII | G-III Apparel Group, Ltd. | Q4 2024 | 2024-03-14 | C |
| KOPN | Kopin Corporation | Q4 2023 | 2024-03-14 | C+ |
| DASH | DoorDash, Inc. | Q3 2023 | 2023-11-01 | C+ |
| SPT | Sprout Social, Inc. | Q2 2023 | 2023-08-04 | B+ |
| AFL | Aflac Incorporated | Q2 2023 | 2023-08-02 | C+ |
| CARS | Cars.com Inc. | Q1 2023 | 2023-05-06 | B |
| CALX | Calix, Inc. | Q1 2023 | 2023-04-20 | C+ |
| TOST | Toast, Inc. | Q4 2022 | 2023-02-16 | C+ |
| ADPT | Adaptive Biotechnologies Corporation | Q4 2022 | 2023-02-14 | C+ |
| PI | Impinj, Inc. | Q4 2022 | 2023-02-08 | B+ |
| DM | Desktop Metal, Inc. | Q2 2022 | 2022-08-08 | F |
| FLYW | Flywire Corporation | Q1 2022 | 2022-05-14 | B+ |
| ZVIA | Zevia PBC | Q1 2022 | 2022-05-12 | B |
| FARM | Farmer Bros. Co. | Q3 2022 | 2022-05-07 | D |
| FAT | FAT Brands Inc. | Q4 2021 | 2022-03-21 | F |
| SOPH | SOPHiA GENETICS SA | Q4 2021 | 2022-03-15 | C |
| CYBR | CyberArk Software Ltd. | Q3 2021 | 2021-11-04 | B+ |
| ASAN | Asana, Inc. | Q2 2022 | 2021-09-01 | B+ |
| TENB | Tenable Holdings, Inc. | Q2 2021 | 2021-07-27 | A |
| DGX | Quest Diagnostics Incorporated | Q2 2021 | 2021-07-22 | B+ |
| ADSK | Autodesk, Inc. | Q3 2019 | 2018-11-20 | A |
| YUM | Yum! Brands, Inc. | Q2 2018 | 2018-08-02 | C |
| ORAN | Orange SA | Q2 2018 | 2018-07-26 | B |
| MKC | McCormick & Company, Incorporated | Q2 2018 | 2018-06-28 | C+ |
| CVS | CVS Health Corporation | Q1 2018 | 2018-05-02 | B+ |
| BCOV | Brightcove Inc. | Q1 2018 | 2018-04-26 | B+ |
| ILMN | Illumina, Inc. | Q1 2018 | 2018-04-24 | A |
| ATI | Allegheny Technologies Incorporated | Q1 2018 | 2018-04-24 | B |
| UPLD | Upland Software, Inc. | Q4 2017 | 2018-03-08 | C+ |
| HOLX | Hologic, Inc. | Q4 2017 | 2017-11-08 | D |
| CCOI | Cogent Communications Holdings, Inc. | Q2 2017 | 2017-08-03 | B |
| PTC | PTC Inc. | Q3 2017 | 2017-07-19 | C+ |
| WYY | WidePoint Corporation | Q3 2016 | 2016-11-09 | D |
| GOGO | Gogo Inc. | Q1 2016 | 2016-05-06 | C+ |
| WK | Workiva Inc. | Q4 2015 | 2016-03-01 | B |
ZVIA · Q1 2022 → YESThe question is about whether management describes existing customers taking more from the company on their own initiative, and that these relationships are still lightly penetrated. YES Management describes existing customers (households and Club channel buyers) already taking meaningfully more through velocity (51% of growth), higher buy rates (+9%), and heavier consumption in the food channel, while conveying that these relationships remain lightly penetrated with substantial room ahead (new households, expanded flavors, broader deployments). This is 100% present-tense, driven by counterparties’ own choice after direct experience, not price hikes or auto-renewal, and the expansion is already occurring across multiple accounts rather than isolated or projected.
PI · Q4 2022 → YESThe question is about whether management describes existing customers expanding their business with the company, and that these relationships are still lightly penetrated. YES The transcript shows management describing existing customers expanding through program expansions, broader deployments, and continued system deployments that are already occurring and expected to drive large volumes in 2023 and beyond, while conveying that these relationships remain lightly penetrated with substantial room for further growth in scope, sites, and usage.
CVS · Q1 2018 → YESThe question is about whether management describes existing customers taking more from the company on their own initiative, and that these relationships are still lightly penetrated. YES The transcript shows management describing existing partnerships (Optum and Cigna clients) already taking more programs through an uptick in CVS Pharmacy and MinuteClinic offerings, driven by the companies' own adoption after experience, with continued opportunities for 2020 and beyond indicating substantial room remains in those relationships.