Guidewire Software, Inc.

Greetings and welcome to Guidewire's third quarter 2020 financial results conference call. At this time, all participants are in a listen-only mode. The question and answer session will follow the formal presentation. If anyone should require operator assistance during the conference, please press star zero on your telephone keypad. As a reminder, this conference is being recorded. I would now like to turn the conference over to Jeff Cooper. Thank you. Please begin.

Good afternoon, and welcome to Guidewire Software's earnings conference call for the third quarter of fiscal year 2020, which ended on April 30th. My name is Jeff Cooper. I am the Chief Financial Officer, and with me on the call is Mike Rosenbaum, Guidewire's Chief Executive Officer. A complete disclosure of our results can be found in our press release issued today, as well as in our related Form 8K, Furnished to the SEC, both of which are available on the investor relations section of our website. Today's call is being recorded, and a replay will be available following the conclusion of the call. Statements made on this call include forward-looking statements regarding our financial results, products, customer demand, operations, the impact of COVID-19 on our business, certain leadership changes, and other matters. These statements are subject to risks, uncertainties, and assumptions. and are based on management's current expectations as of today and should not be relied upon as representing our views as of any subsequent date. Please refer to the press release and the risk factors and documents we file with the SEC, including our most recent quarterly report on Form 10-Q for information on risks, uncertainties, and assumptions that may cause actual results to differ materially from those set forth in such statements. We will also refer to certain non-GAAP financial measures to provide additional information to investors. A reconciliation of non-GAAP, CCAP measures is provided in our press release with the primary differences being stock-based compensation expenses, amortization of intangibles, the amortization of debt discount and issuance costs from our convertible notes, changes in fair value of strategic investments, and the related tax effects of these adjustments. Additionally, reconciliations and additional data are also posted in the supplement on our IR website. With that, let me turn the call over to Mike.

Thank you, Jeff, and thanks to those of you joining us for our third quarter earnings call. Quite a lot has changed since our last call in March, and I'm proud of how everyone at Guidewire has adapted and responded to the changes required by the COVID-19 pandemic. A lot has also changed in just the past week. And so before I get to the quarterly results, I want to take a second and relay to everyone how deeply saddened every single member of the team here at Guidewire is regarding the death of George Floyd and the underlying inequality and racism it reflects in our society. I sent a message to our company yesterday that said it's just fundamentally not acceptable to me that a portion of our community feels that the system we live with values their lives less than mine. We are all committed to doing our part in working to address this at Guidewire and in our communities. And I'm confident that we will find some value from this senseless loss of life. It's forcing us to have a conversation we are uncomfortable having. And even though that seems like a very small step, I think it will lead to positive change. With that, I'll proceed to the quarterly update. We had a good quarter, all things considered. As you can imagine, we spent a lot of our time working to adapt to a new approach to work in addition to the normal things we do to operate the company. We're happy to report that ARR grew 10% from a year ago to $483 million in line with our expectations. Additionally, we exceeded our guidance ranges for revenue and profitability in the third quarter. We've adapted to working from home company-wide and I expect us to operate this way through at least our fourth quarter and most likely our first quarter, which ends in October. I've been particularly impressed with our team's flexibility and eagerness to support one another as our colleagues juggled sometimes less than ideal work environments with personal responsibilities and the long list of new stresses and uncertainties we are all now facing. Like many others in the technology industry, We've been pleasantly surprised by how smoothly this transition has gone, and we are working to ensure that we take everything we have learned from this experience and apply it logically to how we operate going forward. I have no doubt that we will support a greater percentage of remote work and find new and more creative uses for our office spaces going forward. While we continue to execute effectively as a company, there are COVID-related impacts to our business that we are dealing with. As you know, we sell large, heavily negotiated deals for complex IT projects that have long sales cycles. We have been happy to see existing deals and projects continuing to move forward, and in many cases, our customers are just as motivated to continue to make progress on these initiatives as we are. A large majority of our new sales in any given year come from existing customers, and we very often have longstanding relationships with customers and prospects that have transitioned well to virtual engagements. However, we have seen lengthening sales cycles, and in some cases, delayed decision-making related to the very significant amount of uncertainty many of our insurance customers and prospects are facing. We expect this to continue in Q4, which is a critical period given the seasonality of our business. We consider ourselves fortunate to operate in a very resilient vertical. with a strong recurring revenue business model based on delivering mission-critical applications. But we do expect that the current environment will have some impact on our ability to close new business, and that is considered in our outlook for Q4, which Jeff will discuss in more detail. Looking at some of the details of our third quarter, we delivered solid results in an uncertain environment, and while new business activity was not as strong as a typical Q3, We did add four new customers and seven existing customers selected additional Guidewire products. Momentum for Guidewire Cloud continued in the quarter with over 60% of new sales from Cloud, which included InsuranceSuite Cloud, InsuranceNow, and Science products. A particularly notable win was with Aviva Italia, an existing customer who has opted to migrate their InsuranceSuite instance to Guidewire Cloud. Given the environment in Italy during the quarter, I found it to be a remarkable example of the perseverance and resilience of our community, and we were all very inspired to get this transformation started in the midst of these difficult circumstances. We also saw momentum continue with Insurance Now, our all-in-one cloud offering. CFM Insurance, a provider of farm, homeowners, and renters insurance, selected Insurance Now to modernize their operations in the third quarter. Also, and as discussed on our last call, Tuscarora Wayne Insurance decided in Q3 to migrate their on-premise instance of insurance now to Guidewire Cloud. Science contributed three notable wins in the quarter, showing the breadth of our reach by adding to our client base an insurer, an MGA, and a reinsurer. A German insurer selected science risk selection and accumulation for its international corporate underwriting business. And in the UK, Optio Group Services selected science accumulation and risk selection for small business for cyber. And finally, a market-leading reinsurer based in Bermuda licensed science risk. Finally, we closed one new on-premise suite customer and an on-premise core system expansion in the quarter. British Columbia Automobile Association, a $225 million DWP insurer, serving one in three households in British Columbia, selected all of insurance suite, as well as data and digital. Admirals, a tier two insurer in the UK, expanded their relationship with Guidewire to add claim center. As part of our move to work from home, our services organization has successfully transitioned to 100% remote implementations very effectively. In Q3, we completed nine core data or digital go-lives, including a go-live on insurance suite cloud at Massif in France, an insurance now go-live, and a full insurance suite go-live. In addition to customers who went live on new products, six customers completed major version core upgrades. Our continued momentum would not be possible without our partner community. Notably, within our partner community, approximately 475 consultants from 19 partner companies have now earned advanced certifications required for Guidewire cloud implementations. up from approximately 270 as of the end of last quarter. We believe that this growth is an exciting proof point of the opportunity our partners see in the future of Guidewire Cloud. I'm grateful for the efforts throughout our ecosystem, for the continued service and leadership to the P&C industry. I'm also pleased to announce that we closed two small venture investments in exciting innovators in the InsurTech landscape, BetterView and Clara Analytics. Betterview is a geospatial analytics provider that helps underwriters manage property risk and helps adjusters to remotely manage property claims. Clare Analytics is a provider of predictive analytics solutions focused on workers' compensation and commercial claims. These investments total $2 million and closed in Q4. We look forward to working with both companies as they help support what we measure as the largest and most vibrant applications ecosystem in P&C insurance. As I previewed in our previous quarterly call, we completed in May what I think is one of the most important releases we've ever done as a company. We're calling this release Aspen, and it is our first cloud-optimized release of InsuranceSuite. This is the first release to take advantage of our Guidewire Cloud Platform on AWS. It introduces a cloud-native rating service, a cloud-native rules engine, a completely new approach to integrated digital experiences and a number of enhancements to Policy Center designed to allow insurers to launch new insurance products more quickly and more easily. Our mission is to enable insurers to engage, innovate, and grow efficiently, and the Aspen release of InsuranceSuite is a major milestone in that journey. I'd also like to take this opportunity to discuss some leadership changes that we are making in the company. First, after 15 years at Guidewire and an incredible career in enterprise software, Steve Sherry has decided to retire. Steve will continue with the company as Chief Sales Officer through the end of our fiscal year and will stay on after as SVP Strategic Accounts through at least the end of the calendar year to ensure a complete and seamless transition. We are all incredibly indebted to Steve for the contribution and leadership he provided during his years at Guidewire. He's an incredible sales leader, and has built a truly first-class sales division here at Guidewire that will surely outlast him. In anticipation of Steve's retirement, we're excited to welcome Frank O'Dowd to the leadership team here at Guidewire. Frank is a 20-year sales veteran and leader from Oracle, a company that we all deeply respect in its professionalism and approach to enterprise sales. Frank was most recently a Group Vice President at Oracle's Cloud Sales Division. We're lucky to get him and excited for him to join. He will start with us on June 15th and have an opportunity to work with Steve and the team as we close out the year, at which point Steve will smoothly pass the Chief Sales Officer baton to Frank on August 1st. Second, I'd like to congratulate Jeff Cooper, our new CFO, who you will hear from in a minute. After an extensive and thorough search, we have decided that there really is no one better to lead our finance organization right now than Jeff. His command of the very complex financial details of our business model transition, in addition to the trust the organization has in him and the leadership he has shown during this interim period in the COVID-19 transition, all demonstrated to me and our board that Jeff was the right financial leader for Guidewire right now. During the process, I continually asked myself, who do I trust to financially manage and lead this company? And I just kept coming back to Jeff. He has a command of the business and a belief in our potential, and I'm excited about what we will build together. Third, I'd like to congratulate Priscilla Hung on a promotion to president in addition to her role as COO of Guidewire. Priscilla joined Guidewire in 2005. She has for many years been a key driver of the most critical Guidewire initiatives and I expect will remain a key leader of the organization for years and years to come. She embodies the grit, determination and resilience of our culture, and I'm excited to continue to partner with her as we drive the next chapter for Guidewire, Guidewire Cloud and our partner ecosystem. She's been an invaluable partner to me in coming up to speed here at Guidewire, and I look forward to her continued leadership and partnership. I hope that these leadership changes signal to you how extremely optimistic we are about our strategic direction and the long-term opportunity to serve the P&C industry. We are not slowing down investment in our cloud platform and cloud operations team. The investments we are making today will be key to our future success as the industry increasingly recognize the benefits of our cloud product. In summary, like many others, we are facing new uncertainties as a result of the COVID-19 pandemic. But we are optimistic that these impacts are temporary when considered against the multi-year timeframe and time horizon we optimize for, and the fundamental market pressures driving demand for modern insurance platforms. And as our cloud offering matures, we expect demand will continue to strengthen. We're building the most comprehensive cloud-based platform and ecosystem in the world, and I'm confident that Guidewire and the insurance industry we serve will weather this storm. We'll get through this period of social and economic uncertainty and come out a stronger, more efficient company, and I hope a stronger and better world. Now I'll turn it over to Jeff.

Thank you, Mike. ARR ended the third quarter at $483 million on a constant currency basis, an increase of approximately 10% year-over-year. New ARR added year-to-date has been split pretty evenly between new deals sold and ARR step-ups from ramp deals sold in prior years. ARR retention continues to be in line with our expectations established at the beginning of the year, which, given the current environment, demonstrates the resiliency of our recurring revenue model. Total revenue in the third quarter was $168.2 million, above the high end of our guidance range. Subscription revenue in the quarter was $30.1 million, up 105% year-over-year, due to ongoing insurance suite cloud activity and some positive science usage, resulting in $1.1 million of variable revenue true-ups. License and subscription revenue was $93.2 million, which was also above the high end of our guidance range and the primary driver of our total revenue outperformance. Through the end of the third quarter, subscription sales as a percent of total new sales was 61%. New term licenses and renewals with contract durations that were longer than our standard two-year initial and annual renewal terms contributed approximately $13 million in incremental revenue when compared with our standard term durations. As a reminder, Last quarter, we mentioned that we expected approximately 10 million of incremental revenue from longer than standard deal duration contracts embedded in our outlook for the back half of the year. And we did expect much of that activity to land in Q3, where we had the most visibility into longer duration contracts. Maintenance revenue and services revenue in the third quarter were largely in line with our expectations at 20.7 million and 54.3 million respectively. Turning to profitability, we will discuss these metrics on a non-GAAP basis. Gross profit was $94.2 million in the third quarter compared to $94.1 million a year ago. License and subscription margin for the quarter was 76%, down from 87% a year ago as a result of large investments in cloud operations. Services gross margin for the quarter was 12%, down from 16% a year ago. Overall gross margin for the quarter was 56% compared to 58% a year ago. The impacts on margin declines from license and subscription and services revenue were partially offset by a mixed shift in total revenue away from services revenue. Total operating expenses were 88.5 million in the third quarter, an increase of 8% from a year ago. Operating income was 5.8 million exceeding our guidance range due to revenue upside and, to a lesser extent, expense favorability. Global work-from-home efforts reduced travel spending in the quarter, which was partially offset by initiatives to better support our employees working from home. Net income was $7.7 million, or nine cents per diluted share. We ended the quarter with $1.3 billion in cash, cash equivalents, and investments. Operating cash flow for the quarter was 4.6 million and free cash flow for the quarter was 1 million, excluding 5.3 million in final expenditures associated with our new headquarters. Operating and free cash flow in the quarter were negatively impacted by approximately 10 million as a result of early partial payment of annual bonuses that would have typically been paid in September 2020 for all active bonus eligible employees, excluding senior executives. Turning to our outlook for fiscal 2020, we are very pleased with the number of active cloud conversations we have going on with existing and potential new customers. Global shelter in place mandates have reinforced the need for modern core systems. However, the current environment is expected to impact deal closings in Q4. As a result, we are updating our ARR growth outlook to between 9% and 11% for the year. Also, we did want to comment briefly on fully ramped ARR. As a reminder, fully ramped ARR is defined as the annualized recurring value of all active term license, subscription, and maintenance agreements at the fully ramped annual price outlined in the customer contract. In fiscal 2019, fully ramped ARR benefited from a flurry of cloud deal activity in the back half of the year with significant ramps. Given the current environment, we are not expecting similar activity levels this year, and as a result, year-over-year growth comparisons for fully ramped ARR at year-end are expected to be closer to ARR growth levels. Our current outlook assumes that new subscription sales as a percent of total new sales will be at the lower end of our previously disclosed range of 70% to 80%, and our subscription revenue outlook is expected to be between $116 and $118 million this year representing 80% growth at the midpoint, a small increase from our prior guidance. We are updating our license and subscription revenue outlook to between 419 and 427 million for the year as a result of our higher subscription outlook combined with more than expected multi-year term license activity, partially offset by increased uncertainty on deal timing given the current environment. Currently, incremental revenue from term licenses that are longer than our standard terms is expected to be approximately $2 million in Q4 or $15 million in the back half of the year, which is higher than the less than $10 million that informed our back half of the year outlook last quarter. There is no change in our maintenance outlook. We are adjusting our services revenue outlook to between $198 and $204 million. This $4 million adjustment at the midpoint is largely due to the fact that our services teams are no longer billing customers for travel expenses since we are not going on site. Billable travel expenses run through our services line at a 0% margin. We have also seen a small number of projects slow down or be put on pause, which has an impact on our expected results. Overall, we are extremely proud of our services organization's ability to execute ongoing projects remotely with limited disruption. We expect total revenue to be between 703.5 and 711.5 million for the year, compared to our previous range of 702 to 714 million. With respect to gross margin, we still expect overall non-GAAP gross margin to be between 58% and 59%. We still expect license and subscription margin to be between 78% and 79%, even with a higher overall subscription mix, and we still expect services gross margin to be between 6% and 7%. We now expect operating income to be between $65 million and $73 million, representing a non-GAAP operating margin at the midpoint of 10%. We expect free cash flow to be between 65 and 75 million, excluding approximately 11 million of cash outlays associated with our new headquarters. This outlook reflects approximately $10 million impact of the partial early payment of annual bonuses. While it has been customary for us to provide some preliminary insights into the next fiscal year during our third quarter call, given the uncertainty of the macroeconomic environment, We are not in a position to do that now. That said, despite the near-term uncertainties, we are confident in our ability to execute against the exciting opportunity in front of us, and we plan to continue ongoing investments to build upon our market leadership as insurers embrace the cloud. As we transition into our next fiscal year, we are evaluating our approach to guidance with the goal of simplifying the number of metrics to focus investors on the metrics that matter. We will discuss this in more detail on the Q4 call. Additionally, we will be changing the presentation of our income statement starting with our 2020 10K. As subscription revenue has grown to more than 10% of total revenue, we needed to revisit our income statement presentation to comply with SEC guidelines. On the face of the income statement, we will report license revenue, subscription and support revenue, and services revenue. License revenue will include term license and perpetual license revenue. Subscription and support revenue will include software subscriptions and what is currently maintenance revenue, both of which are recognized ratably. And services revenue will remain unchanged. This will create a more simplified presentation for investors by segmenting the upfront revenue components, the ratable revenue components, and the time and materials revenue components on separate lines. We will also continue to present the details of revenue in the footnotes to our financial statements to allow investors to compare with the current presentation and break out subscription revenue as a standalone item. Finally, I would like to thank Mike and the Board of Directors for entrusting me with the permanent CFO role. I'm very honored to move into this position. As some of you know, I was part of the underwriting team on Guidewire's IPO when I was at Deutsche Bank, and I have always had a ton of respect for this organization. I'm most excited about the massive opportunity in front of us as we deliver the agile cloud-based systems that our chosen industry needs. In summary, we executed well in the third quarter, despite the constraints faced by our employees and customers during the COVID-19 pandemic. The current environment highlights the need for flexible modern core systems and we look forward to helping our customers navigate these uncertain times.

Operator, you can now open the call for questions.

Thank you.

At this time, we will be conducting a question and answer session. If you would like to ask a question, please press star 1 on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star 2 if you would like to remove yourself from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. We ask that you please limit yourself to one question and one follow-up question.

One moment please while we poll for your questions.

Our first questions come from the line of Chris Merwin of Goldman Sachs. Please proceed with your questions.

Okay, thanks so much for taking my questions. I just wanted to ask about COVID and in particular how that relates to the conversations that you're having with insurance companies right now. Are they starting to rethink their approach to digital transformations at all? I know before COVID, you had talked a bit about some of these companies were maybe not as willing to jump to on-prem because they're on a mainframe and they wanted instead to go all the way to a cloud system. But just curious, like, as you have the dialogue with your customers who are seeing in some cases some disruption to their business, how are they thinking about progressing their digital transformation efforts? Thank you.

Yeah, I think there's absolutely no doubt that I think every insurance company in the world is thinking about the digital interface that they use to interact with their customers. I was speaking to one of our, you know, one of our top customers, and they said, the mindset that they've taken is that every single person and every single company, you know, has taken this last couple months to assess all of their recurring payments, all their bills, you know, and they've been doing that digitally. And so the digital interfaces, the mechanisms that these companies have for engaging with people have been exercised in a way that is pretty abnormal. And, you know, and it absolutely is causing companies to think about, you know, how they can execute more effectively on those types of projects. You know, that said, you know, you heard us talk about, you know, so the nature of the solutions that we provide. These are, you know, Guidewire is not something that you, you know, put in to deal with a, you know, one-month, you know, project cycle to solve a problem very, very acutely. I think it's the insurance companies that, have made the investment, you know, over the past few years, they're in a very good position to be able to adapt to these things and adjust to these things very quickly. So I think, you know, overall COVID and like I said, that sort of assessment of what is our digital transformation strategy look like is going to help us. But I would say we need to get through this sort of period of uncertainty related to the economic conditions that we're facing right now before that sort of kicks in. Does that make sense?

Yeah, that's perfect. Thank you. And maybe just to follow up on cloud gross margins, I know, you know, one of the focuses at the analyst day last year was, you know, figuring out how to scale up those gross margins over time. You know, based on what you've seen so far, I mean, can you talk about your confidence level in the long-term outlook that you gave for gross margins for the cloud business and Could we even see a multi-tenant version of Guidewire in the future? Thanks.

Yeah, thanks. Let me touch on it for a second, Jeff, and then you can offer your perspective. You know, I want to talk about Aspen for a second and the release that I talked about. We've made a very, very significant investment in the layer on top of AWS to facilitate our ability to run multiple instances of Guidewire more efficiently across the service. I wouldn't exactly technically call that multi-tenancy, but there's a degree of multi-tenancy in the efficiencies it implies embedded into that release. We've also – those services that I was talking about that we've released as part of this – as part of the Aspen release are multi-tenant services. And so what you want to think about is a blended model where we're able to give the insurance company – the surety of a single instance, a single database, you know, the segregated data, and at the same time, be able to provide services that are super, super efficient for us to run and update and augment the value that they're getting from the core service. You know, I think, you know, we do, I do remain confident that we will get to the long-term, you know, economics in terms of the margins that we marked, that we marked out. You know, the big question is just how long is it going to take us to do that? Aspen was a super, super important milestone in that journey. And I'll let Jeff comment, you know, further on how we can provide you detail on that.

Yeah, the only thing I would add is, you know, Aspen is a really critical step for the company. And as we, you know, inspect our financial models, each one of these steps we take, that path, that visibility to that end state becomes more and more clear. And so now as we inspect our financial model, we have a number of inputs that, you know, we have some history with, we have some, you know, meaningful expectations about where they would go, and we can start managing the business to that. So it's becoming more and more clear with each one of these new, more cloud native releases that comes out.

So that's been a helpful backdrop. Thanks so much.

Our next questions come from the line of Sterling Audi of JP Morgan. Please proceed with your questions.

Yeah, thanks. Hi, guys. I was curious in terms of the commentary around elongated sales cycles. Obviously, unprecedented environment that we're in. But if you peel back the onion a little bit further, how much of that elongated sales cycle is concerned by the customers around their own internal IT budgets? versus just the logistics of negotiating in this environment versus something else?

Yeah, it's an interesting question. The first thing I want to reiterate, you know, just to make sure it's clear is we do see the demand there. You know, these projects are real. There is, you know, a clear demand for this. And under normal conditions, sort of pre-COVID, we would just have a lot more surety about, you know, how these things would progress. You know, the dynamic that we're seeing is just, you know, just increased, you know, questioning about is this the right month to do this? Is this the right quarter to do this? And are we, you know, are we really looking at all the risks associated with the operating budgets of these insurance companies and sort of just double and triple checking the assumptions which in a normal environment with a normal degree of uncertainty, you know, just doesn't happen. And so, you know, I guess I would say as we see, I'm hopeful that as we see the economy start to open back up and the surety associated with macroeconomic conditions improve and some questions as it relates to, you know, just how the overall economy is going to function going forward. I, you know, I think that that will improve, you know, and we're looking, we're looking at this, you know, literally on a daily basis and starting to see signs that some of the even longer term deal cycles are starting to pick up and people are starting to answer the phone and just have the just have the mindset that they're willing to engage with us on what is very, very often a multi year journey. You know, it is a challenge for us to get through, but I really do remain confident in the, you know, the long-term demand and the long-term potential for us.

Got it. And then one follow-up. Is there any hindrance to implementations by not being able to get onto customer presence in the current environment?

Yeah, it's a super question, and I'll be, you know, just totally direct with you. This was the biggest concern that we had when this thing started in early March was were we going to be able to continue to execute on these project implementations in this environment? And the unequivocal answer to that is yes. It is absolutely amazing what, you know, not just Guidewire, but I think the insurance industry itself has pulled off in this transition to a work-from-home environment. You know, upgrades are happening. Releases are happening. You know, like the systems are continuing to run, the call centers are running from, you know, from a work-from-home environment. And it really is a phenomenal, I don't know, data point, I guess, about the state of where we are with digital transformation in our industry. You know, that went from being something we were all very, very worried about and focused on addressing to something that we feel pretty confident in, actually very confident in, going forward. And, you know, I'll tell you, I think it's going to change in the long run, too. You know, you really don't see, you know, the majority of people are saying, hey, what can we learn from this? And do we need to be on site quite as much as we were before? And can we find a new way to do this and break some of the habits that we used to have and maybe just get a little bit more effective and more efficient on these projects going forward? So I really see that as a positive. Thanks, guys. Thank you.

Thank you. Our next questions come from the line of Tom Roderick of SQL. Please proceed with your questions. Hi, guys.

Thanks for taking my questions. I appreciate it. I guess I'll kind of piggyback on Sterling's question there, but, Mike, you know, I'd love to hear a little bit more just in terms of the cadence of conversations. We've heard this time and time again from companies throughout software with big transformational deals, they just hit the pause button in the spring. So I think we all understand that. Understanding that, you know, it's a little bit of a race against the clock with your fiscal year. I'd love to just sort of hear how these conversations with your tier ones and your potential cloud deals are shaping up with respect to giving you visibility going into the fourth quarter. And then, you know, naturally some of those will push out a little farther. And, again, we all understand that. But with respect to the idea of a fiscal year sort of ending, does that kind of put a pause on that sales cycle, or do you sense the urgency as you reengage with these Tier 1s and cloud customers that say it doesn't really matter if it's July or August or whatever, they're ready to do it when the budget is available? Can you kind of take us through the cadence of your conversations at the C-level?

Sure. I guess – I'm trying to think about what additionally I would say. You know, the deals are still there. When we look at the pipeline that we're looking at in Q4, you know, we've had, like we said, you know, a deal pushed, and we are seeing additional checkpoints on these decisions. Just, you know, my perspective is just making sure that our customers are have as much data as they need in order to make this decision. You know, and so, you know, it's sort of, there's a lot of complexity they're dealing with in terms of the puts and takes associated with COVID and the impacts that it has on their business and the projections they're making about the overall macroeconomic conditions. But as those things improve, it starts to look more like we'll be able to get, you know, get those deals done. But that said, like I said, we have had deals, you know, that have pushed across a boundary. You know, I just keep coming back to the mindset that Guidewire is absolutely a multi-year company, right? We're thinking about this in terms of five, 10 years and creating a system that is going to work for this entire industry and our entire customer base. And so, you know, this, you know, this, this, COVID-19 pandemic, I don't want to make light of it, but, you know, we think we're going to get through it. The industry is very resilient. The demand for our core systems and the modernization of these systems is still there. And so, whether all these deals are, you know, happen in Q4 or some of them slip to Q1 in next fiscal year, we're going to do our absolute best to make the case that they should be done in Q4. But we do have that visibility into that overall demand environment. and remain very, very confident in the operations of the company. And so, you know, I guess in terms of answering specifically your question about giving you a little bit of insight into how they're thinking about it, I just think that, as you can probably imagine, everybody is just trying to make triple sure that they've thought through all the ramifications of decisions like this before they make the go decision. And that's just causing the sales cycles to be slightly lengthened. And that's what we're seeing, and we're continuing to work through it. But as things improve, I think that demand environment will improve.

Yeah, that's really helpful. Thanks. Jeff, a quick follow-up for you. We've heard from, again, a number of software companies with customers kind of pushing back on payment terms. And, you know, you're not exactly in the most troubled of industries with customers that can't pay or have to push out payment terms. But any issues that we should sort of be aware of in terms of payment deferrals or customers asking for concessions at this point?

It really hasn't been material. A couple of our smaller insurers have asked for some concessions, but, you know, we haven't seen anything material on that front. Fantastic. Thank you both. Appreciate it.

Thanks a lot.

Thank you. Our next questions come from the line of Ken Wong of Guggenheim Securities. Please proceed with your questions.

Great. Thanks for taking my questions. The first one for you, Mike, you know, when thinking about the slight pushouts, the delays, just wondering if you're seeing anything different in regards to a cloud transaction versus a traditional on-premise. Is there any, you know, is one longer than the other, or are they both seeing similar type delays from customers?

Yeah, I'm trying to think if there's like a distinction. I would say no. You know, the biggest thing you guys got to keep in mind with respect to cloud transactions for us is when they are an existing customer, what we're working through with that customer is a timing around an upgrade, a timing around work related to making sure that that implementation is ready to be run on the Guidewire cloud. And, you know, the timing and, you know, how exactly we, you know, they budget for that expense is really more the issue, you know, than anything specifically, you know, COVID or non-COVID. You know, when I think about the business being a lot of the distinction between the upgrade of our install base to the Guidewire cloud and the benefits that we're able to achieve from adding functionality and capabilities around digital transformation and agility with a product release like Aspen, You know, and it's slightly different for a customer that's going from a legacy system and going directly to a modern system. You know, it's those kinds of, you know, each one of those scenarios has unique dynamics. You know, and so I don't think there's a distinction between those two things as it relates to COVID-related uncertainty. I just think, like I said, you know, these insurance companies are just, you know, by nature and by design, very careful and very thoughtful about the way they approach these decisions. And these systems decisions are incredibly strategic and important for them. And so, you know, this situation is just going to create a little bit of extra work for us all in working through it. And that creates a little bit more uncertainty than in the normal quarter about our ability to project what closes and doesn't close. But I'm very, very confident that we'll get through this

Got it, got it. And then, Jeff, one for you. I guess I was a little surprised to see you guys had sort of a nice surge from multi-year activity driving term. I guess how should we think about customer appetite for longer-duration deals going forward? Is that a trend you continue to expect to persist into 4Q and perhaps beyond?

Yeah. Yeah. Yeah, I mean, we've always had customer appetite for signing longer term deals. And as you know, you know, as we migrated into ASC 606, you know, we put that limiter on our customers in order to try and preserve a revenue recognition pattern. You know, our view now is that we have ARR as a metric that normalizes through a lot of that complexity. We can do the right thing by guidewire and the customer and start considering some of these longer term arrangements again. So, We are expecting to see some more of them. You know, our standard two-plus-one framework still is our kind of standard contract framework that we are engaging with customers, but my expectation is you may see more of these. It only really impacts the revenue on the on-prem term license deals. Got it. Thanks a lot, guys.

Thank you. Our next questions come from Bob Ansuri of William Blair. Please proceed with your questions.

Hey, guys, thanks for taking my question. And to piggyback on Tom and Stern's question, but with a different twist, so hopefully I'm not beating this dead horse here. But, Tom, we talked about slowing sales cycles, but I'd like to flip that a little bit and think about RFPs. So talking to some of your bigger partners, say some of the big four, they've seen an uptick in RFPs, which, again, that could be six months out, eight months out. But let's think of that multi-year sort of engagement with the customer. Have those RFPs trickled down to you? Are you seeing an uptick in RFPs? and request for proposals across your customers, and then a quick follow-up.

You know, short answer is no. I would say it's pretty aligned to the normal, you know, our normal demand cycle. Like I said before, you know, I think that there's sort of two levels around which, you know, people think about these, you know, digital transformation projects. You might think, you know, what can we do sort of immediately and sort of, you know, maybe, you know, a – a quicker approach. Guidewire's approach is really to address the issue from a core system perspective. And, you know, to be honest with you, the first phase of COVID, we saw a drop off in that activity. That has started to pick up and get back to normal. But I wouldn't say that we've seen an uptick in RFP activity for core system modernization. But, you know, like I said, it hasn't changed dramatically, you know, one way or the other.

Just one thing that I would add, and Mike referenced this in his script, was just the activity we've seen in our partner community around getting cloud certifications. And we've seen a really interesting tick up there, which is, you know, I think an exciting leading indicator and may correlate to some of the reference checks you're doing.

Yeah, and I was interested in the RFP activity. from like some of the big four was sticking up. And, again, maybe it hasn't trickled down to you yet because it's early, so we've got to start filling that up. But that's been interesting. But the wholesale plays out over multiple quarters. I guess a quick follow-up, slightly more longer term here. Obviously, on the consumer side, this disruption and the digital transformation have been critical to consumers. One response is real-time, and the legacy systems aren't doing it. And you think about the SMB business, and today it's still very much agent-based. Geico disrupted, obviously, the consumer business. But given the fact that with COVID, with all of this, no one really wants to go see someone, has the agent-based model, are you having more conversations on the business side of the insurance world to say, hey, we need to revamp some of these systems and make them more real-time or cloud-enabled? Have you seen any traction or interest or discussions on that side in contrast to the pure consumer side? I'd love to understand if there's a difference on that side at all, given that model is still heavily agent-based in many cases.

Yeah, it's a good question. I would say I wouldn't say this is related to COVID necessarily, but we have and I have had numbers and numbers of conversations about the relationship and the value chain associated with the way insurance for small businesses is sold and produced and managed. And, you know, there's just an obvious, you know, there's really a plethora of opportunity to improve the efficiency of that value chain. And Guidewire can play a very, very big role for carriers in thinking about that. That is not at all an uncommon conversation that we have with customers on the demand side. So it's a great insight.

Helpful. Thank you, guys. Appreciate it. Thanks for my questions.

Our next questions come from the line of Michael Turing of Wells Fargo. Please proceed with your questions.

Hey, great. Thanks. Good afternoon. I just want to look at some of the recurring metrics. Subscription revenue remained strong, grew more than 100%, but the ARR target for the year coming back a bit. I mean, it sounds like most of that change just comes down to Q4 in the current environment. Is that right? And then on the ramped ARR comment, are you saying as some of that new business potentially elongates here that next year you wouldn't expect to see a similar shape or step up as compared to what you're seeing this year? Is that the right way to capture that?

Yeah, so, you know, absolutely, you know, our adjustment to our ARR outlook is reflective of just the difficult selling environment in Q4, and that's, you know, that's the context there. With respect to fully ramped, you know, fully ramped ARR is a concept that will be a pretty potentially volatile metric, and it correlates to, you know, large cloud deal activity with significant ramps. And we just saw a lot of that in Q4 of last year. And as we were moving into this year, you know, our expectation was that that trend would continue. It's been a little bit more challenging environment this year that has caused for a difficult compare in Q4 in particular. And so we just wanted to highlight that for investors.

Okay. That makes sense. And then maybe just sticking with you, Jeff, on margin, Can you just expand on some of the key sources of margin upside here? Is there any way for us to think about how much of that is related to the new environment? I know you mentioned some cost offsets related to just the initial work from home phase, but I guess I'm wondering if margins are dropping here or if there's some temporary changes in the model, just given the way the work's being done is changing that we should just be aware of and thinking about forecasts here.

Yeah. You know, we're still investing in our platform and what we think is going to be, you know, the platform that we monetize for the next 10, 20 years. And, you know, we're obviously in the midst of what is a very complicated transition. You know, the current environment has an impact on some near-term expenses, whether it's expense, you know, travel and expense or some other smaller things. But, you know, the takeaway is we're still investing in this business model transition, we're kind of in the heart of it right now. And that's when the, you know, margin impacts are most acute. And, you know, we're going to be updating folks as we exit Q4 on expectations for next year. And so not in a position to comment whether this year or next year is where we would expect the bottom out from an operating margin perspective. But that's how we're thinking about it. Okay. Appreciate the color.

Thanks. Thank you.

Our next questions come from the line of Matt VanVleet of BTIG. Please proceed with your questions.

Hi, guys. Thanks for taking my question. I guess, you know, looking at what some of the business activity has been both through the quarter and through the first, you know, month plus of the current quarter, But given your geographic footprint across much of the world, I'm curious if you're seeing sort of a pickup in business activity, whether that's in Asia or as European markets look to open up a little bit more than maybe we are in the U.S. at the very moment, and just sort of the timeline that you've seen in each of those major regions as As you know, COVID has spread across on a delayed basis through much of those reasons.

Yeah, it's an interesting question. I would say that I haven't seen any, you know, real relationship with the timing of, you know, the, you know, the, you know, sort of economies opening up. I don't know whether or not that has to do with the dynamic of the way the insurance customers we serve operate, but I haven't seen a pattern with respect to that. You know, I think if anything, it's, you know, I'm thinking about how it relates to our travel, you know, and our ability to work and how it changes how we operate the company multinationally rather than a change in the demand environment associated with what we're selling. You know, but like I said before, we're operating so effectively in this current environment that, you know, it's not really something that we're, you know, specifically concerned with. But the short answer is no. I haven't seen anything regionally related to how this is evolving. And I don't know, Jeff, if you have something to add.

No, I mean, obviously our sales cycles are so long that these decisions take, you know, a significant amount of time. So I think it's harder for us to maybe see some of those shorter-term geographic macro impacts than others.

Great. Thanks. And then maybe as a follow-up, Jeff, I'm just curious as, you know, you continue to talk about investing in the cloud for the long term, you know, are you realizing some cost savings from either reduction in travel or, you know, potential – I guess, longer-term impacts of having people either work remotely or using some of the tools that you've been utilizing here to reduce costs moving forward and maybe reallocating some of those in particular. I'm just curious how you're thinking of that so far in so much as you're looking at planning for next year.

Yeah, no, there are absolutely opportunities there that we're evaluating deeply right now, and we are in the throes of, you know, our planning for next year. So, There are some pretty interesting outcomes as a result of this and just some of the learnings about how efficient we can be that we will build into our thinking. I just wanted to make sure that we're not viewing this as an opportunity to retrench or think about our cost structure just because we're in the early stages of what we think is a very critical platform shift in the industry. So, we're just that we're not slowing down, we're not taking our foot off the gas, but there are definitely opportunities around some of the areas you mentioned. Understood. Well, great. Thank you. Thank you.

Our next questions come from of . Please proceed with your questions.

Hey, good afternoon, guys. This is actually from . Thanks for taking the questions. I just wanted to get a little bit of your thoughts on, I know there's been a lot of press on a lot of P&C carriers issuing some policy rebates and such to customers and kind of fewer miles on the road dealing with a more remote environment. Has that changed in discussions, whether it's any interest in additional interest in subscription kind of cloud-based deals or any anecdotally like potential changes in IT budgets? Just kind of want to see how the impact on the P&C industry is having on some of the discussions you guys are having, even if some of the sales cycles are being pushed out.

Yeah, so, you know, this was one of the real early, you know, things that we recognized and our customers recognized once these lockdowns got turned on worldwide was this dramatic drop in the amount of miles driven claims volume, et cetera. And, you know, the insurance industry, in my opinion, has done something phenomenal in these rebates and premium reductions to align to that, you know, just as it's effectively a stimulus that the insurance industry has provided to these people who are, in many cases, need those funds, you know, a lot. You know, I really see that as a one-time event, and I think that they're looking at it like that. that we're going to get back to a normal state, you know, eventually. And so, in terms of the recurring nature of projects and, you know, software IT projects, I haven't seen anybody, you know, think about that structurally. I would say there's a lot of discussion about whether or not this pushes the industry more towards pay-per-mile utilization-based insurance. We've got a great Guidewire customer example of somebody who's using PolicyCenter to do that. You know, with a modern system, you can execute projects like that, and it's really interesting, and there's been a lot of discussion about whether or not, you know, that's something that structurally changes as an outcome from this. But as it relates to IT budgets and projects, you know, the answer is no.

Okay. That's helpful. And then I guess just a quick follow-up on margin of cash flow. If and your thoughts on, you know, how you would balance whether it's protecting profitability and cash flow versus kind of long-term investments for the cloud if kind of these sales cycles stay elongated or if, you know, we get like a second waiver or something like that. I just want to see how you guys are thinking about balancing the near-term impact versus the long-term investments.

Yeah, it's a really good question, and it's a very active conversation we're having internally. Obviously, we are tremendously excited about this opportunity in front of us and an opportunity to expand our TAM and build on our market-leading position in the industry. So we want to make sure that we are doing the right things with respect to investing in our product and investing in our cloud operations to be ready for what we think will be a wave of you know, cloud migrations in the future here. So that's first and foremost. And then as we kind of inspect our year and inspect, you know, bookings and how things are shaping out in a particular period, we may make adjustments. But we're not, you know, we just want to make sure that we're keeping our eye on the long term. All right. Great. That's helpful. Thanks, guys. Thanks very much.

Our next questions come from the line of Rishi Jaluria of DA Davidson. Please proceed with your questions.

Hey, Mike and Jeff. Thanks for taking my questions, and Jeff, congratulations on the full-time promotion. Really well deserved. I want to start just by asking a little bit of an industry type of question. Obviously, P&C is much more resilient than a lot of the other industries out there, not seeing the same sort of headwind. Just wanted to get a sense on the budget side with interest rates kind of at all-time lows and seeming to be here. Is that something that is pressuring budgets at all, or is that really not a factor that comes up in conversations? And I've got a quick follow-up.

Yeah, I would say that the short answer is it's not a conversation that comes up. However, there's a variety of puts and takes that are at play in each individual insurance company related to this. And it really is probably one of the factors that's behind the scenes. They're evaluating and deciding whether it's appropriate for them to invest in Greenlight, the project that they're thinking about with us. You know, there's savings, and there's higher expenses, and there's more risks, and there's less risks, and there's just a whole very complicated equation that our customers are dealing with across a variety of different geographies and different lines of business. And, you know, all that complexity – they're dealing with creates the dynamic that I was talking about in terms of them being able to say that now is the right quarter for them to start this deal or start this project, excuse me. I wouldn't say that interest rate dynamics is one of the things that we, you know, that specifically we talk about. It's certainly something we think about, certainly something we think about, but I would say there's a variety of factors in addition to that that are at play.

Got it. That's helpful. And then just quickly, with Gather Our Connections going virtual, how are you thinking about the potential impact on pipeline building, on customer networking, on the partner side? I just want to get a sense for what you're thinking about that. Thanks.

Well, you know, it's a really important event for us, so I'm not going to sugarcoat it and say that it's not really disappointing to me that we're not going to be able to do that event in person. And I look forward to getting back to those events and getting back to that approach to enterprise sales just as soon as it's safe to do so. I will say, though, that I've been very, very impressed with a couple of things related to this. Number one is the creativity that our teams have shown in terms of creating new digital content and new mechanisms for connecting with customers. And number two, I would say that it is phenomenally easy for us to do phone calls. with customers now, right? My ability to do a 30-minute call with a customer or a prospect is much, much easier in this environment, and that's something that I hope stays. You know, so the willingness of people to take a few minutes and watch a piece of video or read a piece of collateral that we've made about our latest release, that's gone up. That's gone way, way up. You know, just anecdotally, I had two conversations, literally two conversations this week, where customers in the midst of sales calls have said almost verbatim, you know, I normally don't do this, but I watched the video that you guys sent me last week and I really enjoyed it. And so, you know, that gives me some confidence that we're going to be able to use the digital mechanisms to start to replace some of the things that we're losing when we're, you know, just because we're not able to get together in person as an industry. So hopefully that helps.

Yeah, really helpful. Thank you so much.

Our next question will come from the line of Pat Walravens of JMP Securities. Please proceed with your questions.

Hi, this is John for Pat. Thank you for taking our question. Can you just give us a quick update on the competitive landscape and any changes you're seeing there?

Thank you. Thanks for the question. Short answer is we haven't seen any change in the competitive landscape. We've talked about this before. Remains a competitive market, but the dynamics as we see it in terms of win rates and competitive deals haven't really changed. It remains pretty steady.

Okay. We have no further questions at this time. I'll now turn the call back over to Mike Rosenbaum for any closing comments.

All right. Thanks all for participating in the call today. We delivered a solid quarter during a very dynamic macro environment. Despite some near-term challenge, we're all excited about the demand we see in technology and advancement of our cloud strategy. We're as optimistic as ever about the long-term vision and the opportunity that we see in front of us, and I hope you're all safe and well. and look forward to connecting again in Q4. So, thanks very much, and goodbye, everybody.

This does conclude tonight's conference. You may disconnect your lines at this time. Thank you for your participation, and have a great evening.