Adam @ RepVue

Fundamental equity research in software is challenging due to limited alternative data to support a thesis and complement your research mosaic. That's changing. repvue.com/data

How are sales reps feeling about the future at their companies heading into 2026? We compared FutureOutlook sentiment (% rating Confident or Very Confident) from Q4 2025 → 2026 YTD across the top 40 companies by response volume. 📈 Biggest movers up: → CrowdStrike: 75% → 92% → KnowBe4: 16% → 30% → Samsara: 63% → 69% 📉 Notable declines: → Paycom: 53% → 31% → Atlassian: 64% → 34% → Block: 62% → 35% → Motive: 86% → 64% 🔵 Above the diagonal = improving sentiment. Below = declining. Overall, confidence dipped ~4pp (55.9% → 52.1%) — most companies are trending slightly below the line. Dots that haven't moved? Databricks, Snowflake, and Google Cloud — all holding steady in the 85%+ range.

Pumped about the direction of our new RepVue AI Copilot - who is currently tasked with asking follow-up questions on the back of our sales rep reviews, much more to come - below some examples for $CRM

@baroqueobama87 Yes

@thaAdamLittle Have you found this to have any meaning to revenue growth?

You can't make an omelette without breaking a few eggs $PCOR welcome to the GTM cultural J curve

@ryan_c_walsh oooof Netsuite - thats a massive sales org

Correlation of seller sentiment of their organization's ability to drive top of funnel (inbound leads) vs. the reported percent of sellers hitting quota. Tech companies only, US only, last 4 months, limited to the 40 of these orgs with the most RepVue submissions. Anything surprise you?

Why do you think $PANW Sales Reps are more bullish on AI's Impact to their business than $FTNT?

Happy fist day of @Andrew__Slater SZN

@samdblond Why I love @Gong_io so much

The company you’re buying GTM technology from should be exceptional at GTM. If they’re not, don’t buy their product.

@thedealdirector @buccocapital Layered with ecom

@buccocapital The consuummoorr market is basically AI summaries when doing google searches.

So Anthropic and OpenAI are just going to…give the consumer market to Google?

I got to start poking around some of these other names more. $SPSC % of Team Quota Attainment back to back to back ATLs

~35% of the RepVue ratings we get include a written review. And now over 40% of those reviews also include a response to our AI copilot asking a follow up question to the initial review. This is the first RepVue AI Copilot feature that will serve as a Copilot to our users in their sales careers. We have two more (bigger/better!) ones coming by end of next month. Cool example from PANW related to their AI push.

Trying to understand the predictive relationship between RepVue Sales Output and Revenue growth - intuitively it has always made sense to me - but my boy Claude has helped put some math behind. $HUBS seems pretty clear (first screenshot) - but the same model seems to hold up reasonably well across all Enterprise Software (second screenshot) $OKTA $NOW $CRM $NET $DDOG N12M look reasonably good?

@Benioff @salesforce Slack Sales Rep Inbound Leadflow Sentiment could use a boost - looks cool!

New: Slack CRM. AI on top, salesforce underneath. One pane of glass. 🤯

@andybids @buccocapital yeah - self reported - "What percentage of team typically meets or exceeds Quota" ... collect that from thousands of sales reps at a company over the course of a few years

@thaAdamLittle @buccocapital Repvue had quota attainment data? Self reported?

As a 'data' and 'product' guy - who could only kinda do some basic SQL before - Claude Code is a literal super power.... So much to unlock working with RepVue Data pulling out insights, creating features/signals, quantifying GTMomemtum, backtesting and correlating... $HUBS $OKTA $CRM $NOW $DDOG $NET

it's a bit more nuanced (from the view of our data) a lot of this improvement in Quota Attainment was related to a reduction is sales capacity - when you weigh the quota attainment x capacity - you get a better view of how it can impact performance - basically the trend flips 3-4 quarters ago - and that gave enough support to at least stabilize the decel in revenue growth - they're growing sales capacity again now as well which helps $OKTA

@buccocapital @thaAdamLittle Has OKTA been awesome since May ‘25 and I’ve just totally missed it?

@jiggycapital Clerk doesnt look to have much of any inside sales org .... (never heard of Clerk until I just looked)

@thaAdamLittle Wonder what Clerk data looks like if that’s Okta

@buccocapital Changes to % of Team Quota Attainment

@thaAdamLittle What is this measuring? Seems bullish for OKTA and HUBS lol

@s_nav123 Ha, probably makes our N up

@thaAdamLittle Your N must be down 40%

Just a chip off the old block $XYZ