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spk10: Hello and welcome to Alchemy's second quarter 2022 financial results conference call. My name is Andrea and I'll be your operator for today's call. All participants will be in listen-only mode. Should you need assistance, please signal a conference specialist by pressing the star key followed by zero. After today's presentation, there will be an opportunity to ask questions. To ask a question, you may press star then 1 on your touchtone phone. To withdraw your question, please press star then 2. Please note this event is being recorded. I'll now turn the call over to Steve Kalk. Please go ahead.
spk01: Thank you, operator. With me on today's call are Alex Schutman, Chief Executive Officer, and Brian Hill, Chief Financial Officer. During today's call, we may make forward-looking statements about guidance and other matters regarding our future performance. These statements are based on management's current views and expectations and are subject to various risks and uncertainties. Our actual results may be different materially. For a summary of risk factors associated with our forward-looking statements, please refer to today's press release and the section in our latest Form 10-K and 10-Q entitled Risk Factors and Forward-Looking Statements. The statements made during the call are being made as of today, and we undertake no obligation to update or revise any forward-looking statements. Also, unless otherwise stated, financial measures discussed on this call will be on a non-GAAP basis. We believe these measures are useful to investors in the understanding of our financial results. A reconciliation of comparable GAAP financial measures can be found in our earnings press release and in our quarterly filings with the SEC. I'll now turn the call over to Alex.
spk06: Thank you, Steve, and thank you all for joining us today. I am pleased to report another quarter of strong performance. In the second quarter of 2022, Alchemy grew revenue 38%, once again ahead of expectations. We also exited the quarter with 13.3 million live registered users on the Alchemy platform, up 2.6 million users compared to the prior year. This past quarter, we continue to make progress on our key priorities, which we shared with you at the beginning of the year. The first two are to become the digital banking provider of choice for banks, which is similar to our position with credit unions, and increase your add-on sales. In the first six months of 2022, we have outperformed our expectations in both of these areas. We signed seven new platform logos in the quarter, including two more banks. This brings our first half new logo wins to six banks and six credit unions. The six bank wins so far this year outpaced the five wins we had during all of 2021, and our momentum continues to build. Our qualified pipeline for the next 12 months remains at an all-time high, and almost 30% of the pipeline is with banks. In Q2, add-on sales reached an all-time high as a percent of new sales. Customers want to add products to their banking platform that allow them to offer differentiated digital experience for their customers, and they demand ease of integration into their platform and fast implementations. This has been a focus of Alchemy, and our add-on sales results indicate that we are meeting the market's requirements. Our results are evidence of the continued passion our Alchemists have to help create the greatest digital bankers on the planet and serve their members and their customers with a flawless experience. Thank you to my fellow alchemists. You truly are the best. I continue to get questions on the macro environment from the investment community, so let me share some thoughts. At our user conference a few months ago where we interacted with over 300 clients and prospects, and in the weeks following with dozens of customer interactions, I continue to hear some common themes. First, despite volatility in the economy, our clients require modern banking solutions at a level of functionality that you see in online shopping and entertainment. They consider it a mandatory innovation. More than ever, people want a bank where the technology is seamless, full service, and secure. And for many, they need this more than they need a local branch, effectively making the digital platform the front door of the financial institutions. Our own research confirms this with consumers ranking the digital experience as the most important attribute in selecting a new FI ahead of branch convenience and ATM locations. Among many of the thousands of FIs serving the U.S., user counts are on the rise as evidenced by the double-digit user growth we continue to see among our clients. Some of that is demographically driven, but there are other factors. Historically, we managed our personal finances from one or two accounts with a single institution. But today, we may have as many as a dozen accounts across multiple institutions. This means that just because somebody opens a trading or crypto account elsewhere, NFI does not necessarily lose that customer. And in fact, our forward-thinking clients see digital product proliferation as a growth opportunity. And the objective of our platform investments is to help our clients expand their relationships and serve as an aggregator for financial innovation. Another theme is while watching the digital front door and keeping customers satisfied, FIs also need to streamline their capabilities, ensuring they're using technology to optimize their operations and reduce expense. Finally, a theme that I consistently hear is that FIs are increasingly realizing the value of the data they have and its ability to provide their customers with a better experience and drive revenue opportunities. Our own research confirms this. Nearly two-thirds of millennials say that relevant product recommendations are critical in their digital banking experience. These themes are why, in a challenging macro environment, we continue to see strong demand. We have one of the largest qualified pipelines in our history and a packed implementation schedule. There are few digital banking companies who can provide a modern, cloud-based, end-to-end solution and have the capacity and track record to manage 1.5 million or more user implementations at a time. Alchemy is proud to be a leader and one of the fastest growing companies in the market. I'd like to give you some product updates. With our sustained platform and product investments, we continue to bring new products and capabilities to the market. Let me give you some examples. First, we are increasing the pace in business banking. Over the past few years, we've made significant investments in our business banking capabilities. Today, we can serve our target bank market with our retail and business offerings, just as we currently serve business customers at our credit union clients. And over the last year alone, we allocated tens of thousands of development hours to add capability to our product so that we can expand our target market to larger institutions that have more sophisticated commercial customers. That investment has been focused on areas where business customers need functionality, including more sophisticated money movement, customer service, and advanced user roles and rights administration. At the same time, we built out a sales and marketing effort focused on the needs of banks And this is making an impact. We're getting invited into more opportunities, winning against well-known incumbents, and our bank pipeline is now approximately 30% of our total qualified pipeline. One of our bank wins in June came to Alchemy specifically for our business functionality and our commitment to keep them best in class digitally. I met them at our user conference and they commented on the power of hearing candid experiences from other Alchemy clients and on the value of a single code-based SaaS application that allows innovation to get to our clients faster and with more reliability and security. Second, our update on data products and our segment acquisition. Most FIs know that generic emails and texts are becoming ineffective. They know that personalized and relevant communications are a requirement if you're going to reduce churn and expand relationships. Last quarter I mentioned a study we did in which 64% of Gen Z wished that their financial provider offered a more personal digital banking experience and will choose an FI based on that capability. This is where segment helps the market. Most FIs already have some idea of certain customer attributes such as their income, spending pattern, credit ratings, and propensity to use other services at the FI. What they have not been able to do until now is automate making that knowledge actionable. For example, for a financial institution to offer, approve, and open a personal or small business loan or credit card, they do not want to force their customer to go through a time-consuming application process. With an integrated segment solution offered by Alchemy, NFI can not only identify the right targets for products, but can also automate the offer of the right product to the right customer at the right time using actionable data with our key lifestyle indicators. That capability combined with our digital account opening solution, Ignite, enables NFI to execute from identification to offer to account opening and ongoing service all through a mobile device. This not only helps Alchemy expand in new client relationships, but it improves our client's top line and deepens their customer loyalty. With over 1.7 billion personalized messages delivered segment is the leader in this space and we are excited to bring this capability to all of our clients. Third, let me give you an update on our mobile platform transition. Last quarter, I told you we were launching a new mobile platform that includes an enhanced user experience, which enables our customers to customize and expand their mobile solutions while basically doubling our mobile development velocity. That launch went live in Q2 and client feedback is excellent. All recent client launches have been on the new modernized mobile platform, and we are currently in the process of publishing the new apps for all existing clients. Over 2 million of our users are already on the new apps, and the remaining 11 plus million users will have the new apps deployed over the next few months. This further demonstrates our ability to deploy new technology. Finally, let me give you a strategy update. At the beginning of the year, I shared with you five key priorities. To recap, first, we are committed to becoming the digital banking provider of choice for banks while maintaining our market leadership position with credit unions. When we started the year, we talked about five to 10 bank wins for the year, and we were ahead of schedule. Second, we will continue to focus on growing add-on sales. We're seeing good progress on this priority with add-on sales representing over 40% of sales so far this year, and we are taking actions to drive continued growth in existing client sales. Third, we continue to allocate investments to make our platform the foundation of our clients' digital banking infrastructure. All of our clients have an analog back office, and they need to offer innovative digital products and experiences to their customers. Alchemy will be the operating platform that connects their past with their future. Our focus is to become the most scalable, an extensible platform in the market, and that's why we've gone from six third-party integrations in 2014 to 27 in 2018 and 42 today. Fourth, we're strengthening our focus on talent, ensuring that Alchemy remains an attractive employer in the market. By embracing a remote work strategy, we've reduced our time to hire, and we've been able to fill some very hard skills to find, some key skills to find. And then fifth, And finally, we will remain agile on the M&A front. For the remainder of 2022, I expect we'll be focused on the integration of segment, our bank strategy, and our platform scalability. But if we see opportunities that fit our portfolio and drive value for our customers, we'll pursue them within our capital return requirements. In closing, thank you again for joining the call to hear about Alchemy's Q2 results. We are proud of the quarter. And we are energized by the opportunity in front of us. And with that, let me turn the call over to Brian.
spk05: Thanks, Alex, and good afternoon, everyone. Second quarter results were strong across all our key metrics. For the second quarter of 2022, we achieved revenue of $50.5 million, which outperformed the high end of our financial guidance by approximately $2 million and represented growth of 38% compared to the prior year. This was driven by continued strong performance across all our primary revenue drivers, combined with segments revenue contribution of just over $2 million, which was in line with our expectations. We implemented eight new logos in the quarter, bringing our digital platform client count to 182 compared to 161 in the prior year. We now have 39 new logos in implementation, representing 1.4 million digital users. And during the remainder of 2022, we expect to implement 24 financial institutions from our backlog that represents approximately 900,000 digital users, an expected acceleration from the front half of 2022. We entered the quarter with 13.3 million registered users live on our digital banking platform, up 2.6 million, or 24%, compared to last year, and up 520,000 digital users sequentially. Over the last 12 months, digital user growth continues to be driven by two areas. First, we implemented 28 financial institutions supporting 1.2 million digital users. And second, our existing clients have increased their digital user adoption by 1.4 million users, or 11% growth, offsetting our user growth with churn of 61,000 digital users. We continue to maintain a very high gross retention rate of 99% measured in terms of ARR and digital use retained over the last 12 months. We ended the quarter with an RPU of $15.33, which is 14% higher than last year. This compares to our blended market opportunity of approximately $57 per user per year, which includes the segment revenue opportunity. The segment acquisition contributed 88 cents of RPU expansion. Organic RPU expansion of 97 cents or 7% resulted from add-on sales success and the addition of new clients who tend to onboard with a higher average RPU. Subscription revenue grew 38% compared to the prior year quarter and represents approximately 95% of total revenue. We increased ARR by 41% in total, or 33% organically, and exited the second quarter at $204 million. It's important to note we currently have over $38 million of ARR in backlog for implementation over the next 12 months. In addition, we expect to exit 2022 with ARR of $225 to $228 million. representing total growth of 33% to 35% and organic growth of approximately 27%. At the halfway point of the year, we are continuing to see strong demand across our product portfolio well ahead of 2021. Our total new sales performance outpaces the halfway point of 2021 by over 80%. Just as exciting, our client sales team continues to build on their add-on sales success representing over 40% of new sales in the first half of 2022 compared to 23% for all of 2021 and 17% for all of 2020. Remember that many of our early clients onboarded when we offered less than half the products we offer today. We are very excited with the continued success from this team and expect this to be an area of continued growth and investment. Now turning to gross margin and profitability. Our target operating model continues to be 60% to 65% non-GAAP gross margin as we scale our revenue. We expect to achieve this at a pace of 200 to 300 basis points of gross margin expansion on average per year. For the second quarter of 2022, non-GAAP gross margin was 58% compared to 57.5% in the prior year quarter. Expansion was driven primarily by revenue scale. and was somewhat offset by higher costs associated with our third-party revenue relationships, investment and post-sale activities necessary to support our significant implementation backlog, and gross margin dilution from our L&K decision acquisition. On our recent calls, we noted that past L&A activity and investments in post-sale activities such as our client implementation team would constrain margin expansion for the next few quarters. Moving to operating expenses. For the second quarter of 2022, non-GAAP R&D expense was $14 million or 28% of revenue. A year ago, R&D represented 31% of revenue. The margin expansion is primarily attributable to revenue scale, but we continue to grow R&D on an absolute dollar basis when compared to the prior year quarter. Non-GAAP sales and marketing expenses were $9 million or 18% of revenue. In the prior year quarter, sales and marketing represented 14% of revenue. The primary drivers for the uptick is returning to pre-pandemic sales activities, such as our in-person client conference co-lab and higher travel costs, combined with headcount investments in our sales and marketing teams and higher new sales commissions in line with our recent sales performance. Non-GAAP general and administrative expense was 12 million or 24% of revenue. In the prior year quarter, G&A was approximately 29% of revenue. The margin expansion is primarily attributable to revenue scale. During 2021, we experienced growth in G&A expense throughout the year as we absorbed incremental public company costs. We now have reached a sustainable level and expect to leverage G&A expenses at percentage of revenue as we demonstrated in the first half of 2022. Our adjusted EBITDA loss for the second quarter was $5.3 million, better than our expectations, and essentially flat with the prior year quarter. As a reminder, our goal is to balance investment opportunities with revenue growth and to maintain a good line of sight towards adjusted EBITDA positives, which we still expect to occur as we exit 2023. Now moving on to the balance sheet. We entered the quarter with just over $213 million of cash in marketable securities. We funded the segment acquisition with approximately $61 million of incremental term debt and $71 million of cash from our balance sheet representing the primary use of cash during the quarter. Now turning to guidance. For the third quarter of 2022, we were providing guidance for revenue in the range of $51.5 million to $52.5 million. and an adjusted EBITDA loss of $6 million to $5 million. Our Q3 revenue guidance includes approximately $3 million from the segment acquisition. Our third quarter adjusted EBITDA guidance includes an immaterial loss from the segment acquisition as we continue integration and investments in post-sale activities to support our significant implementation backlog and digital user growth. For full year 2022, We are raising our guidance and now expect revenue in the range of $201 million to $203.5 million and an adjusted EBITDA loss of $20 million to $18 million. Our full-year guidance includes approximately $9 million of revenue and an immaterial adjusted EBITDA loss from SGMA. To summarize, we continue to execute across all areas in the business and continue our progress in sales, implementations, and technology infrastructure. In addition, we're improving our already attractive position in the marketplace with increasing momentum among banks, along with additional client exposure through segment. With that, I'll hand the call off to the operator for questions.
spk10: We will now begin the question and answer session. To ask a question, you may press star then one on your touchtone phone. If you are using a speaker phone, please pick up your handset before pressing the keys. To withdraw your question, please press star then two.
spk11: At this time, we will pause momentarily to assemble our roster.
spk10: And our first question will come from Bob Napoli of William Blair. Please go ahead. Hi, thank you.
spk07: solid and stable results. I appreciate that. Just on the, I guess, the new modern platform, if you would, what is the, what material differences are there in the new platform versus the prior platform?
spk06: Bob, this is Alex. Are you speaking to the mobile platform question?
spk07: Yes.
spk06: Yeah, so what... Historically, we built our mobile application both to an iOS operating system and an Android operating system. And that was great. But as customers became more and more sophisticated with their needs for the mobile application, it became difficult to keep those two platforms in sync and continue to roll out features at the pace that the market wanted. So we took a decision to rebuild the platform on a technology called Flutter, which comes from Google. And that platform allows us to have one code that's running across both Android and iOS. So now basically we're able to make one mobile application across both of those platforms. The other thing that it allows is it creates more capability for the customers to customize the user interface, the user experience, if you will, for their own customers. So it allows them to tailor it more for their branding, if you will. And then the other thing that it does is probably too much detail for you, but it allows us to create a more friendly software development kit that allows our customers, once again, to have more flexibility. So in summary, we now basically write once to one platform. allows us to deploy technology more quickly, and it's giving our customers both a bigger feature set and more ability to tailor the platform to the experience that they want to deliver for their members.
spk07: Good. Thank you. And then, Brian, to follow up on the gross margin, I mean, your target of 200 to 300 basis points year over year, I mean, you're obviously – For the reasons you mentioned, you're kind of flat year-over-year on gross margin. Do you still expect to be able to, as we end the year, to be within your target range for gross margin expansion? And are you on track, I guess? How confident are you in your long-term total operating model, if you would?
spk05: Yeah, Bob. On the gross margin front, as it relates to achieving 60% to 65% gross margin, our target operating model, we're very confident in that. Most of that's going to come through revenue scale. As we've talked about in the past, when we renew clients, we have a gross margin expansion that occurs at a unit economic level, so that's another area for gross margin. And then we're also investing in the platform that provides efficiency as it relates to hosting expense, as it relates to our ability to more efficiently implement clients. So those are other areas of gross margin expansion in the future. As it relates to 2022, the guide of 200 to 300 basis points a year, that's an average over a longer period of time. For the reasons that I described in the call and I've spoken to in the past as it relates to implementation investments to support our large backlog, as well as the L&K decision acquisition being a headwind to gross margin in 2022, we're not going to achieve the 200 to 300 basis points expansion this year. We expect return back to that level of expansion in 2023, but in 2022, that will be compressed somewhat.
spk07: Understood. Thank you. And just to sneak in one last one, if you would, you know, the add-on products, you seem to have a lot of momentum with. Which products are, you know, most attractive or driving that, you know, the growth of add-on? Which are most, I guess, demanded?
spk05: Yeah, Bob, we're seeing great adoption across almost each of our product family categories. We have eight product family categories, and we're seeing significant adoption in six of those. And I'll mention those here momentarily. And then the other two product family categories, those typically include products on the initial MSA. For example, our SDK kits and extensibility, that's typically an MSA product. The original MSA and our card management solutions are original MSA products. So where we're seeing a lot of traction in our top three from a cross-sell perspective is our money movement product family category, which includes our crypto product, instant account verification, and bill pay products. We're also seeing a lot of traction in our client service product family group, which includes chat and conversational AI products. And then fraud and security is, I would say, rounds out the top three, which includes account takeover and, of course, ACH Alert. But those are the areas where we're seeing the greatest adoption so far in 2022. Great.
spk12: Thank you very much.
spk11: The next question comes from Mayank Tandon of Needham. Please go ahead.
spk04: Thank you. Good evening. Congrats, Alex, and a great quarter. I'm Brian. I wanted to just ask you about these new wins. Maybe, Alex, could you give us a sense of the size and scope of the banks that you're winning? I just want to get a better feel for the opportunity set there versus the credit unions that you're winning as well.
spk06: Yeah, if you look at the bank market, at the very top of the market, are some very large institutions that serve a very complex commercial banking capabilities of large multinationals. That is not our target market. And so if you look at banks in terms of a target market, we are winning banks that serve SMB customers and mid-market customers And that makes up, you know, in terms of total number of institutions, we can target probably 99% of the institutions in the United States.
spk04: Got it. That's helpful. And then maybe Alex or Brian, just want to get a sense of with rates moving up and clearly banks seeing better profitability, how much of that is playing into their ability to spend maybe more aggressively in on digital transformation, or is it just more of the same? I want to get a sense, again, of how much of that incremental impact are you benefiting from near term and then over the medium term, potentially?
spk06: Well, I'll speak to, I just spoke to a CEO of a community bank on Friday afternoon, right? And this is a decent-sized regional community bank. And what he told me was that they've been having conversations about continuing to invest in digital and creating a better digital experience for their commercial customers. And then really, I know you've heard this a hundred times, but during COVID, their customers went from, hey, I'm pretty interested to I have to do it this way. And then that convinced Tim and the board that they really needed to upgrade the experience that they were delivering to to their commercial customers. So I think that's a microcosm of what we're seeing, that once again, digital transformation has been a buzzword, but this has become a mandatory innovation for these institutions. And at the board level, they're all talking about the need to provide the type of retail experience that their commercial customers have gotten used to in either retail banking or entertainment or shopping, and they've got to provide it in their commercial offerings or they're going to start to lose those customers.
spk12: Understood. Thank you for that perspective. Congrats on the quarter.
spk11: Next question comes from Raquel Gutesh of JP Morgan. Please go ahead.
spk09: Hi, guys. Thanks for taking the question, and congrats on the great quarter. I'm curious if you guys can speak a little bit to your end market and the demand environment, and specifically if you have any insight into forward indicators like RFPs.
spk06: I'm sorry. I just lost the last couple of words. I heard the question about insight into the end market, and then I think there was a question about RFPs maybe?
spk09: Yeah, specifically if you have any insight to forward indicators like RFPs.
spk06: Yeah, I still missed again, but maybe if the question is on like the demand environment. I mean, that's certainly – I've learned one thing in the last few years is I can't predict what the economy is going to do, but we have not seen any softness in – demand over the last couple of quarters, even though the macro environment, as you know, is super volatile. I don't know if you want to add anything to that, Brian.
spk05: No, I mean, Alex mentioned this in the last question, but really to maintain competitiveness in an up or down market, this is a mandatory innovation. That's how our clients view it. That's how we view it. And expanding the platform and offering even a greater digital banking experience is a must. And as a result of that, what we're seeing is a sales pipeline that's really as strong as it's been in the company's history. And that's coming off of a couple of quarters of pretty good new sales activity, which generally means you have to rebuild your pipeline. But we maintain a very strong pipeline. Our new sales in the first half of 2022 is significantly higher than the same six months of 2021. So that gives us a lot of encouragement. We're seeing a lot of adoption and add-on sales that's increasing the average number of products that our clients subscribe from us today. So all of these are indicators to us that the end market is still strong and an expectation that even moving into a tougher economic environment even creates a greater need for our solutions.
spk06: Maybe the one thing I want to add, just when you mentioned RFPs, we're fortunate that we're a fairly well-known entity on the retail side. of the industry and in credit unions. And so we do tend to get invited into those opportunities. What we have seen is that as we've had some continued bank wins and as the markets become aware of the investments that we've made in the software specifically for banks that have commercial customers, We are now getting invited into more RFP opportunities in banks than we were maybe a couple of years ago.
spk09: Thanks for the call, guys.
spk11: And our final question comes from Pat Walravens of JMP Securities. Please go ahead.
spk03: Hi, this is Joe. I'm for Pat. Thank you for taking our question. Just related, given you have very long contracts in this end market, do you have any sort of inflationary price escalators that are built into those contracts?
spk05: Yeah, our contracts are structured more for increasing the minimum commitment throughout the term of the contract. Our contracts on average are 70 months, and so each year there'll be a step up in the minimum commitment from our clients. Now, that generally comes at a lower cost per user for each incremental user for our clients. So how we're increasing the contract value over time or in any one year is step up in minimums.
spk03: Okay, so there is no component that's increasing ARPU along with CPI or anything like that built in?
spk05: Not generally. We do have some contracts that possess that, but the normal contract is more of a step up in the minimum contractual users across each product.
spk06: Yeah, so the ARPU growth in the quarter is not a result of pushing through inflationary price increases.
spk03: Yes. Understood. Yeah, and I was thinking more just, you know, over a longer period of time, more on the go forward. Just curious how the structure, but thank you for that. And then I guess, you know, you called out 30%.
spk05: Yeah, I'm sorry. Just one more comment on this. But what we are seeing is we're seeing price increases at the time of renewal. So the five contracts that we've renewed in 2022, we've been able to increase the ARR on those contracts 10%. They represent about $4 million of ARR. About two-thirds of that 10% comes from cross-selling additional product, and the remaining one-third is a price increase that occurred at the point of renewal.
spk03: Understood. Okay. Thank you for that, Brian. And then I guess my... My next question is just of the eight product categories or families in your portfolio, where is the most kind of ARPU to go out and unlock on the roadmap?
spk05: We're not – very penetrated in any of our product family categories. So there is an opportunity for significant cross-sell into our base. We're less than 30% penetrated into our base. The products that we're seeing higher ARPU additions really come through in some of the money movement products that I mentioned earlier, like our crypto product, for example, has a fairly high revenue per user opportunity. And then also in the client services area, our chat product and our conversational AI product has a very high ARPU opportunity that comes with it. And then even in our security and fraud products, as it relates to ACH Alert, that has a very high ARPU associated with it. So really, it's those individual products within each product family group has some significant opportunities. And the six areas that I mentioned in the earlier question, that's really what's driving the cross-sell in 2022. And that's ultimately resulting in the success in the back half of 2021 and the success that we had early in 2022 is driving the 8% organic ARPU expansion so far in 2022.
spk12: Got it. Okay. Thank you. Congrats on the quarter.
spk11: Our next question comes from Andrew Schmidt of Citi. Please go ahead.
spk08: Hey, guys. Thanks for taking my questions here. And apologies if this is redundant, but just wondering if you could talk about just your discussions with – banks in the pipeline. You know, obviously some competing factors with, you know, NIMS going up versus kind of some increased uncertainty. But just take your temperature on just the appetite for digital banking transformation. That'd be great. Thanks.
spk06: Yeah, you know, so far we have not seen any diminished appetite for investing in digital banking transformation. You know, These folks that run these banks are really smart. They understand what's going on. And they truly have got their head wrapped around the fact that the digital channel is becoming the primary channel. And just, you know, as they've looked at their investment portfolio in terms of new bricks and mortar, they're looking at this in the same fashion and they're putting it as a priority. So, I mean... Could it drop off sometime in the future? I'm not Nostradamus, but so far we have just not seen any drop in demand for having, I mean, another CEO that I talked to two weeks ago with he and his entire senior team and the discussion was we have to have the best in class digital experience for our customers or we're not going to be competitive. So there's just a pretty broad-based conviction in terms of the need to invest in a really good digital experience. We have not seen a drop in demand.
spk08: Very clear. Thank you, Alex.
spk06: Where it's gone from, if you think about it, a couple of years ago, you had kind of You know, you had early adopters. You had people that, you know, understood before others what needed to happen. We are in the bell curve of the market right now. The broad market understand what needs to happen. And they really do know that this is not a mobile application. This is the front door to their bank.
spk08: Got it. No, very clear. That's very constructive. I appreciate that. Um, and then, um, it's a little bit too early to talk about 2023, but, but, uh, given the long implementation pipelines and, you know, the ARR growth here, it seems, you know, pretty constructive setting up in next year, obviously some blocking and tackling into next year, but what's the right way to think about visibility growth into next year? I know it's a little bit early, but if you could give us a framework, um, you know, what's locked in, what's left to go after things like that, that would be helpful. Thanks a lot.
spk05: Andrew, I mentioned a couple of key metrics in my prepared comments. The first one is the exit ARR of 225 to 228 million. That's at the midpoint, 34% total ARR growth in organic growth of 28%. So that should provide you some visibility into what we're thinking in the first half of 2023. We're not providing guidance on this call because it is early, but we did want to provide a perspective of where we expect to exit the year. Now, we sit in a very, in a good place. I mean, it's a very predictable revenue model with 95% of our revenue subscription with $38 million of AR and backlog. So it's it's those two items that are key in providing us the confidence and visibility to provide an exit run rate or ARR number that can then provide investors and analysts the ability to have pretty good precision as they're forecasting our first and second quarter of 2023.
spk08: Absolutely. Very helpful. And then, Just if I could sneak one more in, just on the competition. Any changes when you're going up for new deals, either on the smaller credit union side or anything like that across the spectrum to call out? Or has it been relatively stable over the past 12 months? Just curious if there's any changes you're seeing in the market. Thanks a lot, guys.
spk06: On the credit union side, I'll give you a high level, then I'll let Brian answer. No real changes on the credit union side. I think, you know, self-servingly, I think we've become a little bit more competitive in the bank market, and so our win rates have come up some in the bank market. Brian, I'll let you go into any more detail.
spk05: Yeah, I mean, in terms of the marketplace and our pricing and the type, financial institutions that we're seeing in our pipeline and what we're actually selling. The trend continues to be we're selling more product on the initial order. We're selling a higher RPU on the initial order. The contractual term is continuing to benefit our revenue model and being extremely long-term contracts. We're still averaging 70 months. And then when you introduce banks into the mix, Banks tend to have, because of the business banking component, tend to have a much higher RPU. So where, if you look at our backlog today of new logos that represent 1.4 million digital users, well, The credit union average is around $20 of RPU, but the banks that are in our implementation backlog are closer to $27, just under $30 of RPU. So that's a nice advantage that we're seeing as we begin to have more success penetrating the banks out of the market. In terms of the size of the financial institutions, we cover a pretty broad spectrum of the market. The average bank in terms of assets that we're adding is around $4 to $5 billion, but we've added a bank that had $35 billion in assets. We've added banks that have had high teens in billions of assets under management. So we're really seeing that opening up the bank side of the market is providing even a broader size financial institution that we serve.
spk12: Very helpful. Good quarter, guys. Thank you very much.
spk11: Our last question comes from Josh Beck of KeyBank.
spk10: Please go ahead.
spk02: Thank you for taking the question. Maybe just following along the line of banks, obviously that's been a success story in terms of then coming into the funnel, obviously, the ARPU elements of it. Just when we look at this year, it seems pretty even, at least in the first half between banks and credit unions. Obviously, that's a step up from prior years. So as we think about future years, is there more likely to be a balance between banks and credit unions could eventually tip, you know, the gross ads and new customers are becoming more so banks. You know, just curious how we should frame that up.
spk06: Yeah, look, long-term, so this is not next quarter or next year. If you look at the market, the market is half credit unions and half banks. And so if we're competitive in banks and if we're known in the market, so if we're doing our jobs well there, then our expectation long-term is would be that we have a balanced new client win portfolio between banks and credit unions. Obviously, we've got a pretty large install base with credit unions, so it would be quite a while before the entire install base, if ever, was balanced between the two. So the fact that mid-year we're balanced between the two, that is great, that's fantastic, but that balance between the two in terms of winning new logos, is something that we expect in the longer term, not something that we would expect to happen in the next couple of quarters.
spk05: Yeah, Josh, I mean, we expect to continue to win 30 to 40 new logos that are credit unions a year. Last year, we had five banks. Already, through the first six months of this year, we have six banks. We started the year off with a goal of somewhere between 10 to 15 banks. It looks like we'll probably land somewhere in the range of that goal for 2022. And then, as Alex mentioned, we expect to continue to create awareness in the marketplace. continue to gain momentum in banks. Banks represent 30% of our sales pipeline today. And we will reach a point four or five years out from today where we'll each year originate an equal number of banks as we do credit unions. We think the market can absorb that. We think that there are other very good players in the space that they will win their fair share of business as well. But we think we're on a trajectory where we can achieve that over the next multi-year period of three to five years.
spk02: Okay. Very helpful. Thanks, Alex and Brian. And, you know, just looking at segment, I think the growth in ARR ending the year was 30% to 50%. Obviously, that would be accretive to the high 20s organic growth that you discussed. So... When we think about synergies and sustainability of the segment growth, how should we frame that up?
spk05: So the segment ARR that you're speaking to, the 30% to 50% growth, that's contracted ARR. So that would include the implementation backlog for segment. We've only owned the asset since April. And what we don't fully have our arms around at this point is the speed at which we can go from executed order to implemented client. And so that's why we provided that guidance in terms of contracted ARR. But we expect Segment to be a significant contributor to RPU expansion, much like it was this quarter. And we expect Segment and other tuck-in acquisitions to provide an ability for us to continue to cross-sell and have organic revenue growth in the future and sustain our 25% plus organic revenue growth rate. And Segment, we're seeing a lot of progress. I mean, post quarter end, we had our first cross-sell of an existing Alchemy client where we cross-sold Segment into that client, which is very encouraging this quickly after the acquisition to see that our client sales team is finding opportunities to cross-sell into our base.
spk11: This concludes our question and answer session.
spk10: The conference has now also concluded. Thank you for attending today's presentation and you may now disconnect.
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