Western Digital (NASDAQ:WDC) CFO Kris Sennesael said the hard-disk-drive market has become more structurally tied to cloud and artificial-intelligence infrastructure spending, arguing that the company has greater demand visibility than in prior industry cycles.
Speaking at Citi’s Global TMT Conference, Sennesael said the company’s business has shifted sharply from consumer and PC markets, which historically were more dependent on economic conditions and unit cycles. He said roughly 90% of Western Digital’s business is now tied to cloud customers, where demand is being driven by expanding data storage requirements.
Cloud and AI Demand Visibility
“My revenue is not gated by the demand,” Sennesael said. “My revenue is gated by the amount I can supply.”
He said the company is currently supply constrained and expects technology transitions to enable higher exabyte shipments over time. Western Digital has been ramping its 32-terabyte ePMR products and is preparing a series of further transitions, including ePMR drives of up to 40 TB, first-generation HAMR drives of up to 44 TB and subsequent products exceeding 50 TB.
Sennesael said the company has already shipped a limited amount of its next-generation ePMR product and expects its volume to increase over coming quarters. The company’s first HAMR products are in qualification with four large hyperscale customers, he said.
HAMR and High-Bandwidth Roadmap
Western Digital expects to begin shipping first-generation HAMR drives in the first half of calendar 2027, with an initial amount in the first quarter and a broader ramp through the remainder of the year, according to Sennesael. He said customers have provided favorable feedback on the product’s areal density, reliability and quality, while adding that hyperscalers maintain rigorous qualification processes for new storage products.
The company is also developing high-bandwidth HDDs aimed at improving read-and-write performance. Sennesael said engineering samples are being shipped to five customers and that the product has been well received. Western Digital is targeting a twofold performance improvement initially, with fourfold and eightfold improvements in development. He said high-bandwidth features are expected to be introduced with products in the 50 TB-and-higher range.
On KV caching and other AI inference-related workloads, Sennesael said flash storage retains performance advantages in certain applications. However, he said Western Digital is investing in higher-performance HDDs that could allow the company to address a portion of workloads currently served by flash.
Pricing, Contracts and Profitability
Sennesael said higher-capacity drives create value for cloud customers through improved rack density, lower real-estate requirements and reduced power consumption. That value has supported higher pricing per terabyte, he said. According to Sennesael, price per terabyte increased 9% year over year two quarters earlier and rose about 18% to 19% year over year in the most recently reported quarter.
He said Western Digital generally operates on a build-to-order model, noting that an HDD can take about 52 weeks to produce. The company asks many customers to place orders at least 52 weeks in advance and has entered into long-term agreements with customers covering most of fiscal or calendar 2027, portions of 2028 and a smaller amount of 2029.
Those agreements generally establish base volumes and base pricing, while leaving room for additional volume at different prices, Sennesael said. He added that customers have sought supply commitments extending into 2030 and 2031, though Western Digital has not signed such agreements.
The CFO said gross margins have risen into the mid-50% range and operating margins are in the mid-40% range. Higher-capacity products support both better pricing and lower cost per terabyte, he said. Western Digital’s long-term target is to reduce cost per terabyte by about 10% annually, although product-transition timing and higher input costs for DRAM and NAND can affect quarterly results.
Capital Spending and Shareholder Returns
Western Digital expects capital expenditures to average roughly 4% to 6% of revenue over longer periods, though Sennesael said spending could run above that range in the next several years. Investments are focused primarily on heads, media and factory automation to support areal-density gains, additional platters per drive and manufacturing productivity.
Sennesael reiterated a free-cash-flow-margin target above 30%, saying the company has reached that level in several recent quarters. He said Western Digital is in a positive net-cash position after monetizing SanDisk shares and reducing debt, while continuing to address convertible debt.
According to Sennesael, remaining accessible free cash flow is intended for shareholder returns through dividends and share repurchases, with the majority allocated to buybacks. He said the company has increased its dividend several times and intends to continue supporting the program.
About Western Digital (NASDAQ:WDC)
Western Digital Corporation (NASDAQ: WDC) develops, manufactures and sells data storage products and solutions for data centers, cloud service providers, enterprises, businesses and consumers. Its portfolio is centered on hard disk drives (HDDs), including high-capacity enterprise drives used in cloud and data center environments, as well as products for network-attached storage, surveillance and personal computing.
The company markets products under brands including Western Digital, WD, WD_BLACK and Ultrastar.
