Intapp, Inc.

Thank you for standing by, and welcome to NTAP's fiscal fourth quarter and year-end 2024 financial results webcast. At this time, all participants are in a listen-only mode. After the speaker presentation, there will be a question and answer session. To ask a question during the session, you will need to press star 11 on your telephone. To remove yourself from the queue, you may press star 11 again. I would now like to turn the call over to David Trone, Senior Vice President, Investor Relations. Please go ahead.

Thank you. Welcome to INTAP's fiscal fourth quarter and year-end 2024 financial results. On the call with me today are John Hall, Chairman and CEO of INTAP, and David Morton, Chief Financial Officer. During the course of this conference call, we may make forward-looking statements regarding trends, strategies, and the anticipated performance of our business, including guidance provided for our fiscal first quarter and full year 2025. These forward-looking statements are based on management's current views and expectations, entail certain assumptions made as of today's date, and are subject to various risks and uncertainties, including those described in our SEC filings and other publicly available documents that are difficult to predict and could cause actual results to differ materially from those expressed or implied by such forward-looking statements. In fact, this claims any obligation to update or revise any forward-looking statements except as required by law. Further on today's call, we will also discuss certain non-GAAP metrics that we believe aid in the understanding of our financial results, including non-GAAP gross margin, non-GAAP operating expenses, non-GAAP operating income, non-GAAP diluted earnings per share, and free cash flow. As a reminder, all of our financial figures we will discuss today are non-GAAP, except for revenue and revenue growth and total remaining performance obligations. Our GAAP financial results, along with reconciliations of GAAP to non-GAAP financial measures, can be found in today's earnings release and in supplemental financial tables, which is available on our website and as an exhibit to the Form 8K furnished with the SEC prior to this call, or a supplemental financial presentation, which is available on our website. With that, I'll hand the conversation over to John.

Thank you, David. Good afternoon, everyone. Thank you for joining us. We're pleased to be here with you to share the results of our fiscal fourth quarter and full year fiscal 2024. I'm pleased to share that we had another great year with strong results across the business, including cloud ARR growth of 33% year over year. We added new logos, consistently grew existing accounts via cross-sell and up-sell, and deepened and expanded our international footprint. We released a new set of generative AI capabilities designed for the specialized needs of our target markets, and we expanded our product portfolio and R&D capability through strategic acquisitions. And we continue to evolve our partner ecosystem with significant wins related to our strategic partnership with Microsoft. I'll share details on how each of these growth drivers impacted our performance throughout this call. As I noted earlier, in Q4, our cloud ARR grew 33% year over year to $297 million. CloudNow represents 73% of our total ARR of $404 million. In the quarter, we earned SaaS and support revenue of $85 million, up 25% year over year, and total revenue of $114 million up 21% year over year. Additionally, we now have 73 accounts with ARR of more than $1 million, a year over year increase of 38%. Notably, this number was partially driven by an uptick in large enterprise accounts investment banking deals in our fiscal third and fourth quarters. And we continue to increase our profitability and free cash flow this year. We enter fiscal year 2025 with optimism and confidence that our vertical SaaS platform, applied AI strategy, and strong competitive position are a strong foundation for sustained growth, and execution in this large addressable market. Now I'll share some highlights from Intep's fiscal year 2024. I'll start with product innovation, which continued to drive our growth in fiscal 24. As I previously shared, Intep's intelligent cloud is specifically designed for the unique needs of the firms we serve, The same is true for the robust set of applied AI capabilities that we released this year, where our deep understanding of the applications of AI for our professionals in our markets are creating the most effective and high value outcomes for our clients. With each consecutive quarter of fiscal 24, we made advancements to our applied AI portfolio and roadmap, including Intap Assist for DealCloud, which integrates AI into everyday workflows to save professionals time by generating deal, company, and meeting summaries and creating personalized, targeted relationship outreach. The capability has already been adopted by clients, including law firm A&L Goodbody, the investment team at U.S. Realty Advisors, and private equity firm InVenture. We also launched in-depth walls for co-pilot. As exciting as new generative AI is in so many areas of the market, it also brings with it a risk of oversharing sensitive information. In our market, firms are particularly vulnerable to this. Our new offering is designed to help address the oversharing risk as AI rolls out in the market and is uniquely tuned to the confidentiality and security requirements our end market faces. Recently, the CIO of an Amlaw 50 law firm told us, quote, without intact walls providing the confidentiality and security policies to Teams and SharePoint, we would not have been able to roll out Microsoft Copilot knowing we could be at risk of oversharing data with unauthorized users. Other AI features that we announced include Intap Data, a core capability available to all DealCloud clients that augments firms' internal intelligence with information on more than 85 million companies and 200 million contacts in our markets. And DealCloud's Activator Experience, which helps facilitate professional successful business development behaviors and habits using Intap's AI-powered signals. Private equity-focused financial and consulting firm Accordion recently selected DealCloud to help its professionals adopt activator behaviors, giving them a competitive edge in managing client relationships and growing their business. Their CEO, told us that the way we've infused our platform's core functionality with an understanding of what it takes for firms like this to win new business was a key factor in their decision to purchase DealCloud. Our applied AI strategy is winning and helping to deepen client confidence, especially among larger firms. In fact, the investment banking arm of one of the largest global financial services groups selected DealCloud and recognized the value of including Intap Assist to support a set of aggressive near-term financial goals. Their decision to replace their legacy CRM was based in part on the strength of our applied AI strategy and product roadmap. We also continue to invest in our industry solution strategy, which incorporates built-in configurations to enable best practices for the various markets we serve via close to a dozen pre-populated industry blueprints. Our deal cloud adoption rates and accelerated deployments demonstrate that our blueprint strategy is gaining traction. In Q1, Storskogen, a Stockholm-based international group of businesses across trade, industry, and services, chose our blueprint for corporate development. In Q2, transatlantic middle market firm Roan Group chose to leverage our private equity blueprint. And in Q4, a global consulting firm chose our advisory industry blueprint, preconfigured specifically for consulting firms. Now I'd like to continue the conversation on innovation, but focus on our M&A activity. During the second half of fiscal year 24, we continued to add important technology capabilities to our cloud portfolio through acquisition. In February, we announced our acquisition of Delphi, a cutting-edge organization that applies AI across public data. helping to ensure that firmographic data is collected, structured, and presented to professionals with critical provenance. This acquisition is a further step forward for Intep's AI strategy and augments our already rich AI talent. The integrated team has been highly productive since the acquisition, enriching our Intep data offering with more than $15 million. Delphi-driven data points that equip our firms with information on companies, deals, and opportunities, while creating more proprietary training opportunities for our in-house AI models. And in May, we acquired Transform Data International, a long-time InTap partner that builds and implements enterprise collaboration technology for our markets. We believe the combination of in-tap solutions and TDI's domain expertise will further optimize our clients' work within Microsoft applications. Together, we'll facilitate better collaboration and lay the groundwork for more successful verticalized applications of AI tools like Copilot. Plans to integrate TDI's advanced search capability into our collaboration solutions are already helping to influence deals and strengthening our ability to help firms derive more value from their Microsoft investments. On that note, I'll turn now to our partner ecosystem, where we've also made significant progress throughout the fiscal year. Our strategic partnership with Microsoft continues to support our global growth. Having Intap solutions available on the Microsoft Azure Marketplace positioned us well for Microsoft's Q1 rollout of seller incentives tied to sales on the marketplace. This has helped garner additional interest and support from Microsoft's field team and further accelerate the growth of our business. One notable example is KPMG. KPMG is an Intap partner, and we work together in the field. and now internally to KPMG, they have separately chosen to implement Intap collaboration solutions across their global network of firms and completed their purchase through the Microsoft Azure Marketplace. Intap collaboration solutions will support KPMG's command center initiative, transforming its Microsoft 365 platform into an engagement-centric collaboration solution and further unlocking the firm's potential to benefit from Microsoft Copilot. This comprehensive solution for KPMG exemplifies how the intact Microsoft strategic partnership is meeting the complex needs of professionals at the world's most prestigious firms. Additionally, in Q4, our partner ecosystem and offerings continued to grow. We added five new partnerships, bringing us to 130 data, technology, and services partners. Notably, in Q4, we announced a partnership with Byte Investments, who will help us deliver specific value for alternative asset managers in DealCloud through an integration with their fundraising and investor lifecycle management platform. Okay, I'll turn now to key deals. We've continued to steadily grow our client base through cross-sell, upsell, and the acquisition of new logos, including large enterprise clients. We ended the year serving more than 2,550 premier firms across our target verticals. I'm happy to share just a few of the new logos we added in Q4. First, a global independent investment banking advisory firm chose DealCloud to replace its large legacy CRM. Their incoming COO recognized the need for a deal management platform that informs decisions at a strategic level and selected DealCloud to manage the firm's private capital advisory and fundraising business. Next, one of the largest players in the private credit space also chose DealCloud to replace its existing legacy CRM, which despite years of customization, still had poor adoption. Next, we added clients in new international markets. First, TriLegal. one of India's largest law firms, chose Intact Time to reduce the administrative burden of its professionals, increase accuracy, and accelerate billing. And Old Mutual Alternative Investments, one of Africa's leading private investment managers, selected DealCloud because they believe it offers the quickest route to value, best fit, and lowest implementation risk. And a top 20 US accounting firm chose Intap Intake and Conflicts to better understand their conflicts of interest, streamline manual processes across disparate systems, and improve adherence to PCAOB regulations. Additionally, in Q4, our cross-selling and up-selling success to existing clients continued to drive strong net revenue retention. Some examples. First, an AMLAW 100 law firm currently using our conflicts, terms, and walls solutions also selected DealCloud as its client relationship management platform. The firm believes DealCloud will empower its professionals to better leverage the firm's relationships. They also see our applied AI strategy as helping to set them on the path to leveraging AI for growth. Next, DealCloud client, Argonaut Private Equity, selected in-tap employee compliance. to monitor, identify, and manage employee adherence to the firm's code of ethics and conflicts of interest policies. Next, the European arm of one of the world's largest accounting firms significantly expanded licenses of our collaboration solution as they seek to modernize the document management experience for their legal and tax professionals. Next, The UK arm of another of the world's largest accounting firms added hundreds of deal cloud fees as they worked to modernize their deal flow work streams to better serve their private equity clients. And we also saw healthy uplift and increasing license counts among our legal clients as larger firms expand practice groups and geographies. For example, as lawyer accounts grew in Q4, a top 15 firm and an AMLA 100 firm, each expanded capacity across all of their Intap solutions. In conclusion, we're proud of our strong performance in fiscal year 24, and we're well positioned for continued growth in fiscal year 25. We are serving a durable end market with our deeply differentiated intelligent cloud platform, our vertical AI approach, and our applied AI strategy. We see continued opportunity both to add new clients across a broad TAM and to expand significantly within our existing client base. we have a great growth opportunity to drive cloud and vertical AI adoption and digitalization across this unique and highly valuable end market. As always, I'd like to thank our clients, our partners, our investors, our board, and our global Intact team, whose teamwork and dedication led to such a successful year. Thank you all very much. Okay, now I'll turn things over to our CFO, David Morton.

Thanks, John, and thanks, everyone, for joining us today. I am pleased to report our strong fourth quarter performance, which capped off a year of resilient cloud ARR growth, significant new logo wins across markets and geographies, and increased wallet share with our largest clients, all while enhancing operational efficiency to scale profitability. These results underscore consistent execution and position us with multiple growth levers for fiscal 2025 and beyond. Let's begin with our Q4 results. Fast and support revenue was 85 million of 25% year over year. reflecting sales to new clients and expansion of existing clients from both cross-selling and upselling sales motions. Beginning this quarter, SAS revenue will be reported separately from on-premise support to better highlight our growth trajectory and net new sales activities. For fiscal Q4, SAS revenue was $70.8 million, up 31% year-over-year driven by new client acquisitions, contract expansions and the migration of an on-premise products to the cloud. Subscription license revenue was $16.1 million, up 32% year-over-year, largely due to one large client opting for multi-year on-premise renewals as we navigate them to the cloud. With that said, 92% of our clients have at least one cloud module. Professional services revenue was $13.3 million, marking a 9% year-over-year decrease, reflecting our strategy to de-emphasize services revenue and focus on customer satisfaction. Total revenue was 114.4 million, up 21% year-over-year, driven primarily by sales of our cloud solutions and growth of subscription license revenue. Our international business continues to present a growth opportunity to expand and invest in the utilization of our platform beyond the U.S. Revenue generated from our international operations remained robust, accounting for approximately 34% of total revenue for fiscal Q4. Our partner, CoSell Motion, continues to gain traction. We have added another five partnerships, bringing us to 130 data, technology, and service partners. This past quarter, we launched the Intap Partner University to strengthen our partner knowledge and skill development around our products and their implementation. We are particularly excited to see an increase in co-selling motions with many of our partners taking place earlier and more strategically in our client lifecycle and sales models. Intap's new vertical SaaS AI offerings, ASSIST and Walls for Copilot, contributed approximately 4% of our net new ACV this quarter. While it is still very early in our product rollout, pipeline generation, and client provisioning, we are excited about the prospects as we look forward to fiscal 2025. Q4 non-GAAP gross margin was 76.1% as compared to 69.9% in the prior year period. Non-GAAP operating expenses were $73.6 million, a $10.4 million increase year-over-year as we continue to invest in product development and go to market to support our growth. As we continue to focus on our operational efficiency, non-GAAP operating income was $13.5 million as compared to $3 million in the prior year period. Non-GAAP diluted EPS was $0.15 in the fourth quarter of fiscal 2024 as compared to $0.04 in the prior year period. Free cash flow, which is defined as our cash flow from operations left capital expenditures, was $26.4 million for the fourth quarter, or 23% of total revenue. We exited the quarter with $208.4 million of cash and cash equivalents. Turning to our key metrics, cloud ARR was up 33% year-over-year, and total ARR was up 22% year-over-year. Total remaining performance obligations were $566.5 million, up 40% year-over-year. Overall, we remain committed to executing our land and expand model, concluding the fiscal year with over 2,550 clients. Among those, 73 had ARR of at least $1 million, up from 53 in the previous year. At the end of fiscal 2024, we had 698 clients with ARR of at least 100,000, up from 603 in the previous year. Our net revenue retention rate underscores our ability to retain and steadily expand business with our existing customers. This key metric was 116%, which continues to track within our range of 113% to 117%. Our cloud NRR in Q4 FY24 was 121%. Moving to our full year results for fiscal 2024, SAS and support revenue was $316 million, up 25% from $252.3 million in fiscal 2023 driven by growth in our SaaS revenue. SaaS revenue was $259.3 million, up 32% from fiscal 2023, reflecting sales to new clients, expansion of existing contracts, and migration of an on-premise products to the cloud. Subscription license revenue was $60.7 million, up 24% from $49 million in fiscal 2023. largely due to several large clients opting for multi-year on-premise renewals. We have made significant progress in proactively working with our clients to transition for a cloud offering in the coming year. Professional services revenue was $53.9 million, up 9% from $49.6 million in fiscal 2023. The ongoing success of our industry solutions further contributes to clients realizing quicker time to value through an expedited implementation process. Non-GAAP gross margin was 74.2%, as compared to 71.1% in the prior year period. Non-GAAP operating expenses reached $280.6 million, reflecting a 17% year-over-year increase as we enhance operational efficiency and drive revenue growth. Non-GAAP diluted EPS was 45 cents per fiscal 2024, as compared to 11 cents in the prior year. Free cash flow, which is defined as our cash flow from operations less capital expenditures, was 64.8 million per fiscal 2024, or 15% of total revenue. Now turning to our outlook. For the first quarter of fiscal 25, we expect SAS revenue of between 75 As these are newly provided revenue outlook metrics, we are also providing the implied year-over-year growth outlook of between 28% and 30%. Fast and support revenue of between $89.5 and $90.5 million, and total revenue in the range of $117.2 million to $118.2 million. non-GAAP operating income in the range of $11 million to $12 million, and non-GAAP EPS results of $0.12 to $0.14 using a diluted share count weighted for the quarter of approximately 81 million common shares outstanding. For the full fiscal year 25, we expect FAS revenue of between $326.7 million and $330.7 million. Again, as these are newly provided revenue outlook metrics, We are also providing the implied year-over-year growth outlook of between 26% and 28%. Staff and support revenue of between $380.5 million and $384.5 million, and total revenue in the range of $493 million to $497 million. We also expect non-GAAP operating income to be in the range of $56.5 million to $60.5 million. and non-GAAP EPS in the range of 59 cents to 63 cents using a diluted share count weighted for fiscal year 25 of approximately 84 million common shares outstanding. Thank you, and I will now turn the call back to the operator.

As a reminder, to ask a question, you will need to press star 11 on your telephone. To remove yourself from the queue, you may press star 11 again. Please stand by while we compile the Q&A roster. Our first question comes from the line of Kevin McVey of UBS.

Great. Thank you so much and congratulations. Really, really good results and a lot to like here. I guess, John, maybe starting with, you know, maybe reconciling The professional services with the larger client sizes, this might be a multiple point question, but is that work that's being done by KPMG on the implementation side? Like just trying to understand that dynamic because it seems like the clients are clearly getting larger. You're doing less professional services. And is that kind of the leverage that comes from KPMG with Microsoft? Or is there a way to just kind of dimensionalize that?

Thanks, Kevin. The business is growing in all sizes, certainly at the large firms. We are continuing to grow in absolute numbers. Our professional service is business. It's larger, but it's growing at a slower pace. That's intentional. And, yes, it's absolutely because we're serving some of the clients ourselves, as we always will, but also we are getting meaningful leverage. particularly at the large end. AP&G is an excellent partner for us. As you heard Dave mention, we've also grown our services ecosystem consistently each quarter because we know as we get bigger, we're going to need a strong ecosystem to serve all the demand.

Helpful. And just to follow up with that, if I heard you right, it sounds like you've got 130 data and tech ecosystem partners. Any way to think about how much revenue is associated with that on the platform today and what that can become over time?

Apologies.

Kevin, it's Dave. I had it on mute. We haven't necessarily gone into the depths of that. detail and disclosure at that professional service level. But, you know, with respect to kind of where we're seeing both from a data technology as well as service partners, as well as, you know, those partners that are bringing co-sell or even the original sale, they've been growing. And then also with our blueprints that we talked in previous calls, you know, that time to value at the back end, is making these a lot more beneficial across the board. And so, you know, not only with our long-term strategy, but also with the implementation, the time to value, and obviously, which all translates into customer sat, things have been up and to the right on that.

Thanks so much.

Thank you. Our next question comes from the line of Alexey Gogolev of JP Morgan.

Hi, this is Louise Kenner on for Alexey Gogolev. My first question is, it appears that the share of SAS in the SAS and support line is growing from 84% in 1Q to 85% for the fiscal year 25. What's driving that increase, and where do you see that number longer term?

Hi, this is Dave.

Um, yeah, I mean, it's purposeful to the continue continuation, right? Even if you go to our longer term model, we believe that over 90% will be facilitated vis a vis SAS orientation, which is, you know, by design. And so, as we not only continue, all of our new products are cloud native. And so as we continue to have our land and expand specifically in the cloud, as well as transition our on prem, into the cloud, that number will continue to increase accordingly.

Got it. And then for my follow-up, you're the last company in our universe that's only just provided their outlook beyond June 2024. Can you elaborate a bit more on what to expect in terms of total revenue growth in the first half of fiscal 2025 and what estimates you have for the second half of the year, which ends for you guys in June? Thank you.

Yeah, we provided a four-year guide across all of our dimensions, right, for fiscal 25, as well as FQ1, which is traditional of what we've done in previous years, as well as previous experience.

Thank you.

Our next question comes from the line of Koji Akita of Bank of America.

Yeah, can you guys hear me okay? Yes, Koji. Oh, hi. Yes. Oh, thank you. Okay. I wanted to ask a question about the demand environment assumptions that is embedded into the 2025 guidance, more specifically between the two core verticals. You know, how are you thinking about demand for professional services and financial services? It sounds like in the prepared remarks you had a pretty good financial services back half. Are some of the expectations that that good momentum there in financial services continue into 2025?

I can do a little color on that. We did have some good results in the second half. I mentioned investment banks specifically. As you all recall, we mentioned those in the Q2 report, and we were working on some large deals. and we were able to bring those in in both Q3 and Q4, which was something that we thought would happen, but, of course, encouraging for us what it did. I think generally we've had good support from the end market at a fundamental level because they are behind in the digitalization curve. They haven't adopted cloud as broadly as many of the other industries have by now, and they need to. They've been limited because they haven't had a vertical specific solution that really understands them and their data model and their process model in the way that our platform does. And so we're bringing them a modern cloud solution that really fits what their underlying digitalization needs are. And now we have even more vertical AI capability each quarter. We just did an announcement yesterday about expanding some of our vertical AI capabilities within TAP Assist to a additional set of capabilities on the platform. And we have a roadmap for that to continue. So I think that the real answer is there's strong underlying demand for this industry to continue to go through the digitalization curve. On top of that, I think we've benefited from these firms being relatively resilient in good times and bad. We bootstrapped the company for many years serving these firms and didn't have to raise any external money because we got paid by doing good things for them. And so I think there's just a good vertical market here. If you like vertical markets, this is a very resilient one to pick. And then we also said, as things evolved in the macro economy, if there's a segment of our population that might be more sensitive, it's probably the investment banks themselves. And we saw a little bit of that, but then we also saw a nice recovery.

Got it. Thank you for that, John. And maybe a follow-up here. I wanted to ask a question about the guidance methodology issue. Last year was really the first time, Mr. Morton, that you gave guidance. So this is the second time you've gave guidance. But just kind of understanding that you've been here for a little bit longer than a year now, trying to understand how you're thinking about potential upside embedded in the guide. You know, I look at last year's guidance of where it started and where it ended up, both on total revenue and SaaS and support revenue. And I look at the guidance you've given today for fiscal 25. Is that kind of the right way to think about how you're thinking about where revenue could end up, or is there any other considerations we should be thinking about?

So this company has been consistently very prudent with respect to our guides, whether if it's current quarter or annual. So that methodology hasn't changed. The only thing that really is changing here is that providing further visibility on just the SAS line itself. As we all know and acknowledge, we've had some revenue mix as we continue to enter into this pace and time of fiscal 25, moving more proactively from on-prem subscription more to in the cloud and SAS. This is probably the only change in the methodology going forward. And so that's That's what I would take from these conversations.

Got it. Thank you. Thanks for taking the questions.

Thank you. Our next question comes from the line of Steve Enders of Citi.

Okay, great. Thanks for taking the questions. I guess maybe just to start, I want to dig in a little bit more on the AI side and the solid early success that you're seeing, and I think it's about a million in ARR stuff. I'm doing my math right here. But I guess is there a way to think about like which products in the portfolio you're beginning to see the most traction with to help kind of build up that number? And I guess secondarily, as we do think about the annual outlook here, you know, kind of what contribution you're embedding into the guide from AI for this year?

Thanks, Steve. We're very excited about the progress that the new offerings that we launched in February have made already. We talked from the last call that we do expect that all of the new offerings will have to go through the normal product market life cycle and go through early adopters and get references and then scale up from there. We've had that experience many times as we've grown the company with different parts of the platform in this market. And we don't think that these will be different in that regard. That being said, there's a lot of intrinsic interest in this population, the professionals, the business services teams in these firms, to figure out what are the vertical AI applications that really will make a business difference to folks. And we're sort of believers that the places where AI is going to get the first traction are across the broader economy is in the vertical applications where you really know the process cold, you know the user is cold, and you can figure out where the value creation really is. And so the whole Intap Assist strategy is designed directly for that. It's about looking into the industry solutions and the blueprints that we've developed for our clients, looking at specific business processes for specific user types and personas, and bringing out real value-creating applications of AI in ways that people can take advantage of that. The Intac Assist for Terms announcement that we made yesterday is a perfect example of this. It feels a little specific if you look at it on one hand, because what are we doing? We're helping the clients, our clients, the professionals in these firms ask the system, hey, what are the rules and obligations that I have when working with this client? How do I know what I'm allowed to charge them, what people I'm allowed to put on this system? project, what kind of promises have been made by others of my partners around the world for this client. But it's a very common question that really helps the firms do a better job serving their clients better and not making mistakes in the way that they engage. And it's instantly recognizable and valuable to the professionals. So that's just one specific example across the wide portfolio of vertical AI applications inside the antithesis strategy. So we have a whole set in the market already. And then we have a roadmap that we talked about in February to roll it through the rest of our platform. And I'm very encouraged by the positive response that we're getting from people saying, oh, you are the folks who really understand us and can bring us AI that we can do something with. And that's the philosophy there.

Okay, great to hear. And then I guess maybe then just on the contribution for this year since it does seem like it's beginning to have an actual model impact. But yeah, how should we think about the actual contribution that we'll see come through for fiscal 25?

Hi, we assume very minimal contribution at this point in time. You know, as John had said, we're still in very, very early stages, but we do have revenue skews out there today. And so that's part and part of kind of the declaration that we stated. You know, it's also got a broader halo effect, a lot of interest, a lot of pipe generation, funnel conversation points. And, you know, it even gets back to an elongated conversation of our client base, meaning from, okay, you know, pre-COVID, post-COVID, moving folks, you know, in the cloud. And now we're having real-life conversations of even broader of AI application and usage. And so, You know, it's one of those where you could just see a huge waterfall of adoption. But trying to time that rate of pace is something that would be very difficult over this fiscal year. And so that's why we've kind of kept it as a minimal impact heading into FY25.

Okay, perfect. Thanks for taking the questions here.

Thank you. Our next question comes from the line. of Alex Sklar, of Raymond James.

Great, thank you. John, first one for you, just in terms of go-to-market investments relative to what sounded like an improving demand backdrop, you got a lot of leverage out of the sales and marketing line as 2024 progressed. I'm just curious how you think about sales hiring going into fiscal 25 within the new outlook, and particularly given what sounded like a growing international opportunity. Thanks. Thanks, Alex.

We are continuing to invest in growing the sales and marketing capability of the company. There is definitely a large tan to fill into, and we're still making investments in many areas. International is one of them, as you heard me explain some of the places that we're winning clients, which we're very excited about. So we're going to continue to grow that group. That being said, I think there is a strong thesis that the vertical growth Industry cloud, vertical AI, go-to-market model should start to get leverage as the business scales and as the brand becomes better understood and as the references build inside this very self-referencing market. So it's part of the model that we should be able to get some leverage there while growing at the same time. Okay, great color.

Dave, maybe just a follow-up for you, and this is kind of following up on Koji's question on the outlook and your decision to split out SAS from support. Is there anything to flag in terms of changing expectations for migration activity this coming year or just a move away from multi-year license deals or anything else kind of behind the change in SAS versus support in terms of the outlook? Thanks.

No, nothing. I mean, we have multiple clients in flight today that are making that progress. But getting that specific quarter by date correct at this point in time is a little more difficult, as these get a little elongated with the transition overall, you know, upwards of nine to 12 months. But there's several underway, and we'll declare them when we're able to convert the material ones. You know, the point is, is we wanted to provide a prudent guidance that wouldn't put us over the skis, you know, from SaaS and support traditional to just SaaS and then conversely professional services as well. And so that's why we started this declaration as well as continue to narrate our cloud ARR as well as our total ARR as well for the longer term durability of our business and true projection of our revenue growth.

Okay, that's great. Thank you both.

Thank you. Our next question comes from the line of Terry Tillman of Truist Securities.

Yeah.

Hey there, John, David. David, can you all hear me okay? Yeah, hi, Terry. Great. Hi there. So, first, congrats for me, and also great to see the breakout of paths. I really appreciate that. The first question is a long-winded question, then I had a follow-up. The long-winded question relates to, you know, if we look at a little bit of a trend QRQ, there is an improvement in Net ARR and in Cloud ARR. You're sitting on all this new innovation. It seems like there could be some upward pressure potentially on NRR or upward movement, I should say. And so any color on that? And are you doing anything different in FY25 go-to-market to really even more purposely drive out those add-ons back to the install base? And then I had a follow-up.

Thanks, Terry. We talked about at the beginning of fiscal 24 setting up a group specifically for the enterprise firms. I think we saw some good results there both in new logo acquisition and in cross-sell and up-sell within that size segment. We also had talked about we've done some R&D investment over the past 18 months or so on a whole series of capabilities from full Azure support, Snowflake capabilities, some security things that we did to make sure that we could meet the requirements as we get bigger. And, you know, there's a broader whole product story there with the ecosystem of suppliers like KPMG to help us meet the needs. So I think if you look at the 73 firms over a million dollars of ARR statistic, which we're very excited about, you can see some of that cross-sell and up-sell happening in that largest segment of the market where there's so much up-sell and cross-sell activity. We've shared some statistics about what it would look like if we just expanded inside our top firms that we already have. So we could get to a million dollars just doing that. So I think that absolutely, now that being said, we're also doing similar cross-sell and up-sell opportunity in the mid-size firms and even the smaller ones. So The NRR numbers we're very proud of, but I think it also reflects the breadth of the Intelligent Cloud offering, how much we have to bring back to these clients, and we think that will be a consistent contributor to our growth.

That's great. Thanks, John. And just a follow-up question. You're up to 130 partners, and I know they're all kinds of size and different stripes. There's data, there's software, there's professional services firms. What do you think, like, for the last couple quarters you've added, I think you added six last quarter, expanded with five this quarter, five new ones. What do you see in them in terms of starting to get emotion where they're actually driving new opportunities for you all beyond just, you know, servicing your customers? What do you think from that? Thank you.

That's been increasing year over year. We continue to mature that motion in several different ways across investment. We talked about our partner program and university, if you will, and that's just one of the latest to give a better reflection of the folks and the talk track that we have coming on board as a result. And so, you know, we'll continue to moderate this appropriately as well as with our go-to-market motions to continue to drive results specifically within our funnel and PyChem.

Thank you all.

Thank you. Our next question. comes from the line of Parker Lane of Stifel.

Hi, this is Matthew Kickert for Parker. Thanks a lot for taking my questions and congrats on the quarter. The 2025 guide calling for very nice operating margin expansion next year. And you mentioned the vertical AI go to market motion, you know, contributing to some of that, but maybe more broadly, could you walk through some of the efficiencies contributing to leverage and anything that may have been incremental from last quarter?

So we'll continue to drive leverage in our model. You know, from a productivity perspective, you know, I still believe that there's opportunities there from an absolute cost. If you think about, you know, where we're at from a stage appropriateness, just specifically in G&A, there's opportunity there. But even if you go back and reflect on some of our previous Investor Day slides from February 22nd, there were also opportunities within our gross margin and sales and marketing as well. And so those still hold true, and we'll just continue to operationalize those respective cost opportunities as we think about FY25 and beyond.

Okay. Makes sense. And then going back to the 25 guidance, How are you thinking about the split of net new customers versus migrations and expansions next year? And how would you expect that to impact the cloud ARR trends versus total ARR? Thank you.

I think what we've experienced from our net new, we've seen more from upsell and cross-sell. You know, and then obviously we've had a continued increase duration and cadence of met new logo. But if you think about just the absolute contribution outside of migrations, it's been about a 60, 40, 60 being upsell and cross sell. And that can flex upwards, uh, to, uh, 75% in a quarter and then down to 50% in a quarter, um, depending on the rate of pace and the size of those lands with respect to, um, cloud migrations, you know, those haven't really happened in a meaningful manner. And you'll continue to see that track from total ARR to cloud ARR. But I would expect, you know, those cloud migrations, you know, more targeted to our back half of the year of when we work through some key clients and get them in the cloud.

Okay, thank you very much. Congrats, man.

Thank you. Our next question comes from the line of Matt Van Blier of BTIG.

Hey, good afternoon. Thanks for taking the question. I wanted to circle back on the comment you made earlier about some of the applied AI functionality now being sort of revenue SKUs. So kind of two-part here. I guess what mix of the current functionality that's available today is already being monetized directly and over time, you know, how do you envision either charging directly or using it as kind of an upsell, cross-sell functionality within some of these other modules to give them more value?

Thanks, Matt. So we're bringing out an extended set of applied AI functionality across the whole Intelligent Cloud We have a roadmap for the different solutions within that platform to bring applied AI features out over time. We started in February. We announced within TAP Assist for DealCloud. That's our brand name for the vertical AI, applied AI, generative AI generation of our offering. And that is monetized. So existing clients can buy that for a price with a SKU. For new clients, we have an opportunity to charge for that. And you'll see that same model as we roll out the Intab Assist offering across the rest of the platform. In parallel, we also announced some capabilities like Intab Data, which we talked a little bit about, in the prepared remarks that is embedded in the platform and DealCloud itself to help all of our clients have a better data foundation to run a lot of the AI on. So in that case, we're becoming more and more specific and purpose-built for the end market. They see more differentiating value overall, and you might say the value of that is in the price or embedded in the annual price increase. So we're using different approaches strategically considered for how we're going to monetize this. But the reaction from the market has been tremendous. The in-temp data capability was the number one requested capability leading up to that launch. And we've had a huge response and a huge competitive strengthening in a bunch of areas in the market because of what we're doing there. Very excited about what the team has done. And then on the Intap Assist side, really fantastic value stories coming back from our clients. And similarly, I even quoted one in the script around Intap Walls for Copilot, incredible stories coming back about these are the things that people have been looking for in this whole generative AI conversation that the world has been having over the past years. How do we really get the value for our professionals and for our firm to drive revenue, to improve risk and compliance, to drive profitability and efficiency, to drive user satisfaction and partner satisfaction. And so I think this is increasingly a central story and plank of our differentiation purpose-built story going into these very specific markets for the end users there and helping them feel like we're the people who are going to help them take advantage of the generative AI era.

Okay, very helpful. Thank you. And then as you look at the partner ecosystem, you know, you're at 130 now. What is the appropriate pace of sort of additional partners in there versus focusing on the ones you have and really driving the value for those that, you know, committed early and are already a big part of the ecosystem? So how should we think about that sort of growing versus focusing over time?

I think a lot of it is client-driven. We've always had a client-driven culture from the beginning, and we look at the places that we can create meaningful business value for our clients together with one of the partners. You'll see the people that are joining us, we typically have client stories to go with them from the beginning because they've been referred to us as somebody who can really help us build out a more whole solution for the firm. So we're going to move it to pay for the market. It is interesting. It is a very – rich, underserved space. There's a lot of opportunity for a lot of companies to partner with us because we are now increasingly viewed as the cloud platform that's purpose-built for this marketplace. So we have a lot of inbound interest from the partner community, which we're very excited about and grateful for. We also are pretty conscious of which folks we want to build a relationship with and grow our partnership with because we do invest with them to make sure that we go make those clients successful together. And we want to make sure that we're building up a rich ecosystem that really works for the client side. So I think you'll see a consistent growth pace there. It's a core part of our overall strategy to get the ecosystem economy going, the leverage that accrues to the company as we scale. And it's one of the things we said as we were coming public, that's one of the signs of the leader in the marketplace and the industry is when you start to get a really rich ecosystem and everybody wants to integrate with you, it shows the position that you have and the opportunity that you have to really grow and discover value in the marketplace. So we're very excited about how that's going. Very helpful.

Thank you. Thank you. Our next question comes from Brian Schwartz of Oppenheimer & Company.

Hi, this is Brian Schwartz from Oppenheimer. Thanks for taking my questions this afternoon. John, I wanted to ask you what you're seeing in terms of sales cycles on your bigger deals. Clearly the activity has picked up in the second half of your fiscal year and the macro did not. So are you seeing any improvement in terms of the cycles or just good execution or seasonality? And then I have a follow-up for David.

Yeah, thanks, Brian. Yes, actually, the Sales cycles in Q3 and Q4 did improve for us a little bit. I was very excited to see that. You know, we watched all those metrics pretty carefully, and we had some good signs this period.

Good. And then the follow-up question, David, I just wanted to ask you about the components of the NRR, the expansion activities. Specifically, clearly the cross-selling, the up-selling activity is strong from your commentary. You've got the pricing in there. What are you seeing in terms of headcount growth from your customers? Is that meeting your expectations as you came into the plan? And thanks again for taking my questions.

Yeah, headcount, you know, is just at times an artifact of the total opportunity ahead of us. And so, you know, even with our largest clients, as we've noted back in February, you know, even our top 200 ARR, there was still so much more room to expand. And I believe that then, and I believe that more than ever now. And so... you know, for us to continue to go upsell, cross-sell, you know, that opportunity is still very, very true for us today. And we haven't been limited or gapped out because of, you know, not enough headcount or anything of that narrative. So we're finding those consumption rates high and the usage high across our clients, you know, with just an ever-improving CSAT, you know, time to value.

And so that's Thank you. Okay. And your questions? This quarter.

This concludes today's conference call. Thank you for participating. You may now disconnect.