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 — Q4 2015 call → NOWe need to determine if management's forward account consists of narrating what its counterparties are themselves doing and scaling. The question asks: does a substantial part of management's forward account consist 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 rather than of the company's selling effort? We need to check the transcript. Management discusses many customer examples, but are they describing the customers' own trajectories as drivers of Workiva's future? Or are they just giving examples of use cases and ROI? The question requires that management's forward account is substantially about counterparties' own scaling. Let's read the transcript. Matt Rizai's opening: "The fourth quarter cast off another strong year for Workiva... We're making good progress on diversifying our revenue sources... In 2016 we expect that non-SEC use cases will contribute more than 50% of our subscription bookings." Then he gives examples of customers: "Just yesterday we released a 30/4 consulting that showed a large global manufacturer achieve an ROI of 108%... The manufacturer used Wdesk to automate financial data collection... Here are other use cases this quarter; MPRO uses Wdesk... Americo Logistics... A leading motorcycle manufacturer... New York Life... UPS... Noble Energy... A global airline..." These are examples of current usage, but are they describing the customers' own growth trajectories? He says "We continue to see strong demand for Wdesk in the SaaS market because it streamlines how teams document, implement and assess internal controls..." Then he gives more examples for SOX. Then he talks about regulatory risk market, "we continue to win new businesses for a wide range of risk reporting... For example, Credit Suisse, which began using Wdesk for its resolution and recovery plan has expanded Wdesk to its valuation risk group... We also see growing demand for within private companies. For example, a large private healthcare insurance company recently started using Wdesk for its master audit plan and risk scorecards." Then he talks about ERM and audit management.
| 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.