Braze Inc at Barclays Global Technology Conference Transcript

The following is excerpted from the question-and-answer section of the transcript.

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : <_ALACRA_META_ABSTRACT>Can you talk a little bit, you reported very strong numbers. Share price move kind of reflected that as well and even more. Kind of maybe to bring everyone on the same page, like talk a little bit about what you saw in this quarter and the highlights for you? William Magnuson - Braze Inc - Executive Chairman of the Board, President, Chief Executive Officer Yes. I think this quarter, really a combination of two things. One is the work that we've been doing in the last six or eight quarters really focused on product health, customer health, a lot of the changes that we've made around pricing and packaging and other things to make using Braze and growing with Braze easier, just removing those friction points for customers to be able to get up and running and be able to experiment with new use cases, scale them production, et cetera. And you're seeing that come together, and we'll talk about that a little bit more around Black Friday, Cyber Monday as well. And then, of course, all the excitement around the frontier work being done on the AI road map. We launched -- the -- we launched a bunch of new products, the Operator Agent Console, Decisioning Studio at Forge, which was right at the end of September. And AI is in every single customer conversation. We're seeing people bringing it to life, driving real impact on their businesses with the Decisioning Studio, obviously, also driving revenue for us as well as customers are deploying that in order to drive greater levels of performance in some of their most important parts of their customer journey. And so a lot of different things coming together, some that's dynamic and changing every day around the AI road map and then some that's just great business, making sure that we're staying focused on the fundamentals around product health and customer health, and we're seeing that come together.

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : Yes. Yes. I mean -- and maybe one last question on that was like talk a little bit about the trends, like I think organic growth accelerated a little bit. What did you see on NRR?

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : Yes. Okay. And then, yes, Bill, you mentioned already like the one question I keep asking all the guys that are in your field that are playing in your field is like how about Cyber Week. Like two parts of that question. One is like how does it play out for you? But then also, what are the trends you're seeing there? Because the world seems -- world is changing and merchants are seeing that as well. So maybe kind of talk to the two?

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : Yes, yes. And then so with Cyber Week, like how would you describe the overall market and I did ask that to kind of all the management teams because the year was kind of -- sorry, I want to say a tough year, but like that's kind of morning, but like a lot of volatility with the tariffs, et cetera, a lot of uncertainty. Like what are you seeing at the moment in the market?

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : Yes, yes. And do you -- you talked about the top of the funnel having a lot of changes. The question I get, and I just had like e-Commerce on stage as well is that it's kind of -- it actually feeds all the way down that you kind of actually do go and do start doing transactions out of like perplexity, et cetera. When you talk with your big customers, like how do they think about the whole evolution of the value chain and like the future view, like will you get more important because like what's your role in the future as part of that?

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : Yes, yes, exactly. Yes. Okay. Yes. That makes a lot of sense. I mean it's going to be fascinating yes, how that continues to play out?

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : Shifting gear a little bit, Isabelle. Sorry, that's kind of more like a number question, sorry. If you think about it, like last quarter, but it might be related actually, last quarter, you think customer growth was really good, especially on the high end. The question I'm getting a lot is like, is that kind of AI-driven or like maybe speak to that.

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : And then -- I mean, there's two ways to think about that using more of what's available to them. That's kind of macro because like they feel they want to do more or it's more like product -- more product from you guys that you want to kind of work with to improve things?

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : I was asking about the premium -- LSEG STREETEVENTS | www.lseg.com | Contact Us consent of LSEG. 'LSEG' and the LSEG logo are registered trademarks of LSEG and its affiliated companies. DECEMBER 11, 2025 / 6:25PM, BRZE.OQ - Braze Inc at Barclays Global Technology Conference

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : Yes, yes. I mean how do you -- from a CFO perspective, pricing packaging, how do you think about premium SKUs then?

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : Yes. Okay. Perfect. I wanted to shift gear OfferFit. What do you see here in terms of adoption trends?

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : Yes. Okay. Perfect. Okay. And then the -- if you think about it, like how broadly kind of -- how broad can that cross-sell be for OfferFit? Like and what's the cross-sell motion that you want to do? I like is that at a renewal point? Or how do you think about adoption there?

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : Yes. Okay. Perfect. And then changing slightly gear again, like Isabelle, one for you. The one question I got from investors is like so organic growth improved a little bit. And there's like the market is there, but the question is, how much of that is go-to-market? And what are you doing there to kind of work on that?

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : And I mean, maybe -- do you have any practical examples of what do you do on downsell? Is that kind of seeing closer to the client through the renewal -- before the -- way before the renewal process, et cetera? Like what are you doing there?

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : I apologize for the question, but was that a system problem in a way, like because like you think about it, well, everyone should watch ever you would?

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : Yes. Okay. Perfect. Okay. Last couple of minutes, I wanted to talk a little bit about profitability. Margins have been kind of a highlight this year as well. Can you talk a little bit about the drivers there? And where do you see that going from here?

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : Sounds almost more like an internal flag than an external, yes. Yes. Okay. And then last minute, OfferFit was a really good deal for you guys, but you also have been very strong in terms of organic product evolution, et cetera. How do you think about that build versus buy dynamic going forward from here?

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : Yes, yes. I mean it must be -- I mean, that's the other thing. So the market is evolving so quickly. I guess you can't make that call.

Question: Raimo Lenschow - Barclays Capital Inc. - Analyst : Yes. Okay. Perfect. Our time is up. So thank you for joining us. That was really nice. I really enjoyed our conversation. Thank you. And congrats from me as well again.