kneat.com, inc.

Good day and thank you for standing by. Welcome to the NEAT Third Quarter 2024 earnings call. At this time, all participants are in a listen-only mode. After the speaker's presentation, there will be a question and answer session. To ask a question during the session, you will need to press star one one on your telephone. You will then hear an automated message advising your hand is raised. To withdraw your question, please press star one one again. Please be advised that today's conference is being recorded. I would now like to hand the conference over to your first speaker

today.

Thank you, operator, and welcome everyone to NEAT's earnings conference call for the third quarter of 2024. Today's call will be hosted by Eddie Ryan, and Hugh Cavanaugh, NEAT's CFO. Please note the safe harbor statement on slide two and the forward-looking statements disclosure at the end of the earnings release, informing you that some comments made on today's call contain forward-looking information. This information by its nature is subject to risks and uncertainties, so actual results may differ materially from the views expressed today. For further information on these risks and uncertainties, please consult the company's relevant filings, which can be found on CDAR and on the company's website at NEAT.com forward slash investors. Also, during the call, we may refer to certain supplementary financial measures as key performance indicators. Management uses both IFRS measures and supplementary financial measures as key performance indicators in planning, monitoring, and evaluating the company's performance. Management believes that these non-IFRS measures provide additional insight into the company's financial results. And certain investors may use this information to evaluate the company's performance from period to period. For your reference, we have filed our consolidated financial statements and MD&A on CDAR, and they're also available on our website. I now pass the call to Eddie Ryan, CEO of NEAT.

Thank you, Katie. Good morning, everyone, and thank you for joining the call today. After running through the highlights of the past few months, Hugh and I will open up the call for your questions. We made great strides this past quarter with both revenue and gross profit growth accelerating for the second quarter in a row. Annual recurring revenue grew 59% year over year to $49.9 million. Revenue grew 52% year over year to $12.8 million. Gross profit grew 78% year over year to $9.8 million, while operating expense grew 15% over the same period. Deal flow in the quarter included the purchase of hundreds of new licenses for use across the Americas, Europe, and Asia. The expansion of licenses within existing customers drove our growth, as it typically does. The take-up and services revenue in quarter three reflects timing of milestones achieved in the quarter. As we grow our partner community, they are increasingly able to provide services such as training, pilots, and process mapping. We welcome two new partners in quarter three to the growing network of businesses eager to take the lead, building out and building on needs platform across the ecosystem. The success we are seeing with our partner program is just one example of the progress we have made this year against our four strategic goals, which are to expand within our current customers, gain market share, develop and strengthen the NeatGX platform, and keep getting closer to profitability. I'll confess that expanding within our current customers is the easiest of the four. Since getting validation activities to a high standard of reliability is why customers come to us in the first place. The rollout to get all validation processes on a single platform is a natural follow through. Expansion within existing customers contributes to our second objective, which is to gain share of the market for e-validation software in the life sciences. But bringing brand new customers into the fold is more important to this goal, given the vast array of highly regulated companies that can benefit from digitizing their validation activities. It's worth noting that our 2 billion US dollar tan includes thousands of companies, and we ended 2023 with 85 of these. Each new customer adds to our already solid foundation for longer term growth. We brought on several strategic new customers in the past month, and we expect each one of them to expand their use of NEET well beyond their initial implementation. Our third strategic objective, to develop and strengthen the NEET platform, is also a vector for growth. Included improvements that come with each new release have immediate utility, and they also serve as stepping stones to our longer term product aspirations, which stretch beyond validation into other areas of quality management. We took a step forward in October with the availability of NEET GX 9.3, which among other features enables customers to more easily bring data from legacy systems into NEET. Finally, and just as important to the longevity of NEET is our progress towards profitability. Growth in operating expenses slowed in quarter three while growth in revenues and gross profit dollars increased, which points us in the right direction. Given our progress here over the past few quarters, the equity raise we completed last month was an option rather than an obligation, and grants us greater flexibility going forward. All in, we're making great headway across the board. None of this, of course, happens without the focus and dedication of the NEET team, day in and day out. Sustaining success takes perseverance, and we are grateful to have a company full of people with this characteristic, whether it's solving hard problems developing the software or doing demos and workshops to a potential customer who wants to be absolutely sure NEET is the right fit for their business. With this, I will pass you over to Hugh to go over the financial results.

Thank you, Eddie. As I take you through the numbers, please keep in mind that all the numbers I will be discussing are in Canadian dollars unless otherwise noted. Revenue continued to climb in Q3, expanding 52% over last year's Q3 to $12.8 million. SaaS revenue grew 48% year over year to $11.5 million, and ARR grew 59% year over year to $49.9 million. The strong revenue growth in Q3 drove -to-date growth higher. It was up 44% sent to $35.2 million. SaaS revenue accounted for $32 million of this, up 51% versus the first nine months of 2023. As Eddie mentioned, customers expanding their use of NEET GX was the biggest contributor to revenue growth in the quarter. Revenue from new customers, that is, customers coming on in the past five months grew as well. In Q3, professional services grew 90% over last year's third quarter, mainly due to the timing of achievement of milestones within various projects. Gross margin continued in the right direction as cost of revenues for the third quarter of 2024 was $3.0 million, up 2% from the cost of revenues in Q3 of 2023. This brings cost of revenue for the first nine months of the year to $8.8 million, up 7% for the same period last year. Gross profit for the three months ended September 30, 2024, was $9.8 million, 78% higher than $5.5 million in the third quarter of 2023. Gross margin percentage for Q3 was 77%, its highest level yet. Year to date, through Q3, saw gross profit grow 63% to $26.4 million, which represents a gross margin level of 75% for the nine months period. Operating expenses grew 15% in the third quarter to $10 million. Versus $8.7 million in Q3 of 2023. Sales and marketing expense was up 26% year over year to $3.9 million in Q3, versus $3.1 million in the third quarter of 2023. R&D expense, net of R&D capitalizations, was up 2% year over year to $3.9 million in the third quarter compared to $3.8 million in the third quarter of last year. Year to date, operational expenses totaled $31.5 million, 18% higher than they were in the comparable prior year period. We ended the quarter with total annual recurring revenue ARR of $49.9 million, up 59% from $31.4 million at the end of last year's third quarter. ARR from SAS licensees was $49.7 million, also up 59% from $31.3 million of SAS ARR at the 30th of September, 2023. Overall, we are happy with our financial position. As we shared before the start of this year, our aim was to leverage investment made in years past rather than embark on large new investments. We've done this well. As we contemplate our coming investments for our next leg of growth in 2025 and beyond, we intend to exercise the same discipline in decision-making that we have to date. I will now turn the call

over to our operator for your questions.

Thank you. At this time, we will conduct

the question and answer session. As a reminder, to ask a question, you will need to press star 1-1 on your telephone and wait for your name to be announced. To withdraw your question, please press star 1-1 again. Please stand by while we compile the Q&A roster.

Your first question comes from

the line of Doug Taylor of Canaccord. Doug, please go ahead.

Thank you, and good morning, everyone, or afternoon for some. My first question is on the investment you've made in computer systems validation, the CSP. Clearly, starting in the early 2000s, you've been trying to yield some results with the new customer you've announced since quarter end. I'd just like to ask you what you can tell us about the initiatives you have in place or you're working on to take that CSV solution back into your existing customer base to cross-sell. Do you have to wait for an RFP of some CSV specifically, or can you creep into that process as well as part of your usual expansion motion? What does that look like?

Hi, Doug. Thanks for your question. Yeah, that's a good question. And so CSV is ongoing right now, and we would say that the value that is beginning to come forward. What I wanted to remember is that NEED already has CSV, but we're enhancing the existing solution. So our customers are using CSV already, and they're using an existing solution. And as we bring out and deliver the newer version of CSV over the next while, the customers will transition over time. There isn't a new RFP or anything like that. The customers will continue on with their new validation activities in the newer version, and they can also use the older version and

discontinue that over time.

Okay, I appreciate that, Kaller. Perhaps a similar question. You talked about the NEED GX 9.3 release having increasing the functionality to transition data from legacy systems into NEED. I mean, is that a feature aimed at your existing customer base to help with expansion process, or is that more about reducing the barriers to entry for new customers that you'd like to add to the NEED platform?

Yeah, there's multiple reasons for that, actually. It's a capability to allow customers to, if they have already validation deliverables that they want to store in a safe place and move into their one platform for validation, they can do that very quickly through this capability. So, you know, you could be talking about thousands and thousands of documents, millions in fact, and we have the capability to move them into NEED in a very robust, performant manner. And there's also a huge amount of documentation that's often transferred in from vendors in the supply chain as part of their deliverables and part of their handover to the client, the manufacturer. And they can do that at bulk as well, depending on the size and the quantity of them. But that's a really good feature. It's allowing us to transition also out of maybe legacy validation

platforms

into

NEED also. Maybe one more for me before

I pass the line. I guess this one's probably for Hugh. The gross margin this quarter surprised to the app side, despite what was a higher mix of pro-service revenue, you know, which is great to see. I mean, I guess the question is, was there any seasonal element around, you know, holidays or anything like that in there or one time that you would flank? Or are most of these gains just the result of your ongoing scale improvements? And we should, you know, take that as indicative of the future margin profile.

Yeah. So, yeah, you have noted that we had a jump in pro-services revenue this quarter, and that's really reflective of, you know, just the timing of, you know, the completion of projects, the achievement of milestones and the completion of projects, and then the recognition of the revenue for those projects. And as I've said on previous calls, you know, I mean, on the cost side, I mean, we recognize, you know, the consultancy and pro-services type costs as they're incurred. So, you know, so as a result, you know, if there's a quarter where, you know, there's either a spike in revenue, you know, that would have a positive impact on margin, or if there was a drop because there's less projects completed in a particular quarter, we'll end up with a slightly down impact on gross margin. So this quarter is certainly, you know, we have, you know, the revenue is higher, so that has certainly helped margins for this quarter.

Okay, well, congratulations on another strong quarter. I'll pass the line.

Thanks.

Sorry, excuse

me. One moment for your next question. The next question comes from the line of Scott Fletcher

of CIBC World Markets. Scott, please go ahead.

Hi, good morning. Just wanted to ask a question on the ARR additions in the quarter and what it might mean for Q4. Obviously, really strong ARR adds in Q3, well above what you added in Q3 last year. Just wondering if that has anything, if any of that was maybe pulled forward from what's typically a strong Q4, or are you still expecting Q4 to be typically strong in terms of ARR additions?

Yeah, so good question, Scott. And yeah, so we see that as, you know, natural growth for me. I would say, you know, we continue and expect we have a strong pipeline for Q4, so we expect to deliver on Q4 also. You know, this is a result of, you know, our customer scaling, more of our customer scaling, and adding new logos, new customers as well. So this is what I would expect, you know, of a result of good, hard work from our sales and marketing team and our

product team delivering the capabilities that the customers are asking for.

Okay, great, good to hear. And then just on the expenses and the proceeds from the equity rates, obviously expenses, expense growth is even, you know, down sequentially if you're like looking at the operating expense lines. How should we expect that to change going forward, obviously with the proceeds expected to be invested in some of those off-ex lines?

Yeah, so I would say that, so we definitely are in the process of evaluating, you know, our strategic options regarding the, you know, the raise and all that. And the raise is there to multiple things, right? But it is also there to allow us to address the opportunity in the marketplace. You know, our customers telling us where, you know, where there's value we can add and more things we can do for our customers. So I think, you know, if you look into the year ahead, you're definitely gonna see additional spend in the areas of R&D, -to-market, customer success and support. You know, you will see additional spending there. Not gonna be a step change, but it's going to, you know, obviously be there. So you can

expect a bit more than that going through 25.

Okay, thanks, I will all pass along there.

One moment for your next question. The next question comes from

the line of Adir Cave

at

Eight Capital. Adir, please go ahead.

Morning, guys, this is Akira Nonfodir. Congratulations on the quarter. Now for my first, I want to take a look back on the new medical devices manufacturer customer last week. Can you provide some color as to how the Landon Expand model works with these customers versus the Coal Life Sciences vertical?

Yeah, so they're similar to all our strategic customers, right, and they get announcedable because they have that runway, run race in front of them, right? So we see the high probability of being able to scale these to, you know, multiple thousands of dollars per annum, right? But they'll start out smallish, right? Maybe 100, 200,000, that type of thing. And over a couple of years, they'll expand to additional. So they're, you know, they have this runway ahead of them, so, you know, new processes. So today they'll add on a new validation processes as they go forward, and they'll expand those processes to additional sites across their network. So they're announced because they have that potential. They have a lot of sites and they have a lot of potential users in them. So we expect them to expand over, you know, three, four years to their max from the validation perspective.

Okay, so that's based on kind of similar. And then I want to touch on the product, Chrome for the GX platform. Now GX 9.3 launched last week and comes up to 9.2 in April. I mean, with upcoming features and well-staffed R&D team, how do you see the processes and time to markets with these sprints change? Thanks.

So I'm not sure I got the full question there, but I think I got it right. So you're saying that we're releasing it more often now, and how does that affect our, I guess, our delivery of features into the marketplace, the speed of delivery? Is that the question? Right, yeah. Yeah, exactly. So, I mean, that's exactly what it is, right? It's the ability to have, I guess, smaller changes, higher quality software on a regular cadence, getting features for our customers faster, as they need them, and also being able to get, so any urgent updates to them and stuff like that. But key is to get features into the marketplace more frequently, and obviously customers are asking for these features and waiting for those, and we want to be able to deliver for them.

Thanks guys, that's awesome.

One moment for your next question. The next question comes from the line of Gavin Fairweather

of Cormark. Gavin, please go ahead.

Oh, hey, good morning, good afternoon, congrats on the strong results. First question for me is kind of zeroing in on your strategic customer cohort. It would be fair to say that outside of your largest customer, which has an enterprise agreement, the rest of your strategic customers are all still expanding nicely, and maybe just secondly, what are you hearing from that customer cohort in terms of 2025 expansion plans?

Yeah, hi Gavin. So yeah, it's kind of business as usual. I would say they are all on that journey, and from quarter to quarter, different customers are expanding at different rates. Some of those customers are ticking up and looking for enterprise agreements and that type of thing. So I would say that that cohort of customers are all heading in that expansion journey. From year to year, there will be different customers that will take the lead on the expansion, but they're all heading in that journey, and we see the same type of thing playing out

with those customers in 2025.

That's great to hear. And then just on the product side, you're clearly positioning to be the one-stop shop for validation end to end. So I guess curious what feedback you're getting from customers on your refreshed CSA, CSB offering, and what kind of response are you getting from customers as you kind of make that pitch to be really the one-stop platform for all of their needs?

Yeah, we're getting, I would say, very positive feedback from our customers, and they're supporting the process, giving us additional feedback where we can enhance it further as we go. But I would say that, yeah, the customers love the ease of use of needs, and they love the fact that they can set their process up their way on our platform, no matter what type of validation activity it is. Like I said earlier on, we already have the CSB capability in the platform, but we believe it's not as good as it could should be, and we're enhancing that now. And so it's working really well, Gavin, and the customers love the vision of it, and they love what we're delivering, and it will start getting into their use as we go through 2025.

Perfect, and then I know many customers are starting to use the product a bit for processes outside of validation, and it's capable of handling a wide array of regulated workflows and capture the data. But curious how far away we are from licenses attached to those adjacencies starting to be maybe a more material growth driver for you. I know that's a focus for the R&D team. I guess I'm just curious when you think that's gonna start to happen. When you think that's gonna start to be more material in terms of a revenue driver.

Yeah, so it is happening, Gavin, you're correct. And NEET continues with its vision of a platform on which you can create an intelligent, data-driven, regulated process that's really strong in data integrity, easy to use on one platform. And the customers see that very clearly, and they're already asking us to do adjacencies right now. And yes, we're hearing them and going through the process with them, but we're saying, guys, we want to continue to give you the best validation platform. We're the leaders in validation right now. We're the gold standard. We want to continue to make that great for you, because there's still some things to be done there, such as more enhanced CSV and the like. But customers are going there, and I can see stuff happening not too far away, Gavin, but I don't want to forecast that right now, because I want the company to stay focused on doing what we're great at right now and consolidating our leadership position there. But those adjacencies will open up into course.

Got it. And then lastly for me, maybe for Hugh, just on cost of goods sold, can you help me understand how you're holding the line? I mean, when you look at the SaaS revenue growth that's coming through, I would have thought that your hosting costs would be moving quite a bit higher, given the top line growth and usage of the platform. Maybe you can walk me through that and help me understand what kind of increases in cost of goods sold we should think about going forward.

Yeah, so I mean, cost of goods sold is made up of the cost of goods sold associated with the different revenue lines. So there's a significant chunk of the cost of goods, as we can see, associated with the professional services. And I mean, that's obviously holding pretty constant. And then on the license side, I mean, the cost of goods is made up of a few different pieces. It's the support people who respond to tickets and so on. It's also obviously the hosting costs. And then the SaaS team who basically look after customers, who are live customers on the platform. And so I suppose one thing to bear in mind is that customers grow. It doesn't necessarily drive headcount, because if you want a customer who's on a lot of stuff, a lot of different processes, then you're obviously not going to add to customer support headcount in line with that. From a hosting perspective, yeah, I mean, hosting costs obviously are continuing to creep up all the time associated with things like adding new customers, but also to do with the number of users on the system, and also to do with storage and all the rest, the usual sort of drivers of cloud hosting costs. So for sure that piece is increasing as we continue to add customers and add users. But we're certainly getting some efficiencies of scale associated with customers expanding and so on. And obviously on the PS side then, the professional service side then, we've had things fairly flat there.

Okay, that's it for me, thanks so much.

One moment for your last question. The last question comes from a line of Justin Keywood

of Stifle, Justin, please go ahead.

Good morning, thanks for taking my call. Just wondering if you have an update on the CPG vertical. I know there was a large win around the fall of last year. If you're continuing to see heightened activity, and what's your outlook for that vertical?

Hi,

Justin,

yeah, CPG from a validation perspective is still part of our sweet spot. And we continue to bring them into our pipeline, we continue to harvest them through the pipeline. And we have had a number of those announcements in CPG this year. So yeah, the short answer is still a very important segment, but it's not as big a segment from say, an expansion perspective. It's there, it's good, but it's not as big as someone like a pharmaceutical company.

And any other verticals that you could be targeting in the short or medium term? I know aerospace was potentially mentioned at one point, or are you laser focused on the pharma and perhaps CPG in the near term?

Yeah, I would say CPG, I treat them as my life sciences customers because they don't dilute any aspect of our business to deal with them or to secure them or to sign them up. So they're part of our life sciences business. So we look at our life sciences today for validation as a $2 billion TAM, Justin. And when we look beyond that, back to what Gavin asked earlier on, we're talking about the adjacencies within life sciences. We see that in expanding our TAM to 7 billion. Beyond that, we're talking about what you're mentioning there, which is what can we go to after that? But there's a huge amount to be done here right now. And the focus is on that. So we don't have any real exploration done beyond life sciences. And life sciences today is multiple segments. It's big manufacturers, small manufacturers, biotech, et cetera, medical devices, supply chain entities, contract development organizations, contract research organizations, engineering companies, vendor manufacturers of complex equipment. That's what makes up the $2 billion TAM. And even logistics companies play on both sides of the manufacturing. So also have to comply with regulations. All these companies are subject to good manufacturing practice regulations. And that's where a sweet spot for us is right now.

Very interesting. Thank you for the context. Thanks, Justin.

Thank you. That does conclude the question and answer session. I would now like to hand it back to management for closing

remarks.

Thank

you, everyone, for your

time and attention today and your support for NEET. The speed and extent to which digitization occurs in life sciences makes a positive difference to speed, cost, and ultimately quality. Which benefits us all. So we're pleased to have your support and we'll do our best to keep earning it. Thank you very much.

Thank you for your participation in today's conference. This does conclude the program. You may now disconnect.

Okay, I'll just... Okay, okay. Yeah, it just,

the button said we're still live and there were still people clicking off.

All

right.

Okay, I'm just gonna connect with my crowd and thank you for that.