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Pegasystems, Inc. (PEGA) CEO Alan Trefler on Q1 2022 effects - earnings name Transcript | PEGAPCSSA85V1 real questions and Dumps

Pegasystems, Inc. (NASDAQ:PEGA) Q1 2022 earnings conference call April 28, 2022 5:00 PM ET

company contributors

Alan Trefler - Founder, Chief executive Officer & Chairman of the Board

Kenneth Stillwell - Chief working Officer & Chief economic Officer

conference call members

Pinjalim Bora - JPMorgan

Steve Koenig - SMBC Nikko

Rishi Jaluria - RBC

Joseph Meares - Truist

Vinod Srinivasaraghavan - Barclays

Mark Schappel - Loop Capital

Joey Marincek - JMP Securities

Fred Havemeyer - Macquarie


respectable afternoon and welcome to the Pegasystems First Quarter 2022 revenue outcomes conference call. [Operator Instructions] Please be aware this experience is being recorded.

i'd now like to turn the convention over to Ken Stillwell, Chief working Officer and Chief monetary Officer. Please go forward.

Kenneth Stillwell

thank you. good night, ladies and gents and welcome to Pegasystems' Q1 2022 profits call.

before we begin, i want to study our safe harbor observation. definite statements contained in this presentation may well be construed as ahead-searching statements as defined within the private Securities Litigation Reform Act of 1995. The phrases expects, anticipates, intends, plans, believes, will, could, may still, estimates, might also, targets, innovations, tasks, forecasts, tips, seemingly and usually or diversifications of such words or other identical expressions identify ahead-looking statements which communicate simplest as of the date the statement was made and are according to latest expectations and assumptions. as a result of such statements cope with future activities, they're field to a considerable number of risks and uncertainties. precise results for the fiscal 12 months 2022 and beyond may differ materially from the company's latest expectations. components that might cause the business's consequences to differ materially from those expressed in forward-looking statements are contained in the enterprise's press free up asserting it’s Q1 2022 salary and in the business's filings with the Securities and alternate fee, together with it’s annual report on form 10-ok for the 12 months ended December 31, 2021 and different contemporary filings with the SEC. investors are cautioned now not to region undue reliance on such ahead-looking statements and there are no assurances that the matters contained in such statements will be carried out. youngsters subsequent hobbies can cause our view to trade, apart from as required through relevant legislation, we do not undertake and certainly disclaim any responsibility to publicly update or revise these forward-searching statements whether as the outcomes of new counsel, future hobbies or otherwise.

And with that, i may flip the call over to Alan Trefler, Founder and CEO of Pegasystems.

Alan Trefler

thank you, Ken and thanks to everyone who has joined today's name. i am blissful to kick off the 12 months with solid results as we proceed to dwell focused and leverage our strengths. We grew ACV, annual contract cost which is our most critical metric, through 21% yr-over-12 months while improving margins. Our low-code software platform for AI energy decisioning and workflow automation is unmatched within the business and is still the option of many of the world's main companies. And we help probably the most annoying enterprises work smarter, unify experiences and adapt directly with a purpose to at all times be ready for whatever is subsequent.

Now these days, here's more vital than ever. here's one of the most risky environments I've seen in a long time. valued clientele continue to face challenges concerning the pandemic. and definitely, nobody sudden war to break out in Europe which is affecting each the area's financial system and enterprise necessities often in techniques we simply failed to anticipate a number of short months in the past. Our valued clientele and their valued clientele are grappling with labor shortages, rising inflation, accelerated oil costs, provide chain interruptions and economic insecurity. however Pega is developed to help companies manage via uncertainty. Our options are as beneficial for purchasers whose companies are below drive as they are for those concentrated on growth and growth. We bear in mind, as a corporation, a way to regulate our go-to-market strategy to guide customers equally neatly, even with which dynamic is driving their resolution-making.

earlier than we stream on, i might like to take a minute to handle what's going on in Ukraine. We, as I consider is most of the world, are horrified through Putin's brutal movements and what's going on to the Ukrainian americans and others being littered with the violence. In 2021, earlier than Russia's invasion of Ukraine, we had already taken the motion to wind down our Russian operation which was a trifling part of the enterprise's enterprise. As such, we stopped pursuing new Russian enterprise, closed the regional office and we have no ultimate personnel there. We do have a launch team in EMEA and especially in Poland, who're being most at once affected given their genuine proximity to the struggle. We also have body of workers all over the world who're Ukrainian and Russian and have families and family in hurt's method. Our center of attention has been to guide those most in need with monetary and other essential resources. Our team of workers in Poland have helped us fleeing the violence with transportation from the border, brief housing, meals, care packages. And the teams all over have raised further money via a number of different regional initiatives. i am happy with our employees who've proven compassion and generosity with the aid of donating financially as well as via action to enhance our company donations. And we are hoping for peace and an end to this horrific circumstance and our hearts go out to the Ukrainian people.

involving the enterprise, let me hit some highlights regarding what we're seeing. With the level of volatility on the earth nowadays, our purchasers are searching for solutions that may support them be more resilient whereas they prepare for whatever thing else may well be coming. effectivity is fitting an increasing center of attention at the moment and our options are ideal to support agencies focal point on productivity beneficial properties since it allows for them to alter effectively as situations trade. and a lot of of our shoppers have their own purchasers who're experiencing economic hassle, where options that help compassionate collections will also be very helpful.

Our client StepChange, the U.ok.'s greatest debt charity, is a pretty good instance of the category of answer crucial these days. They leverage Pega to construct a single unified device this is quicker and simpler to use and it allows the firm to Boost their purchasers' journey and streamline their operations. extra frequently, we continue to raise our application to support our purchasers install apps faster, create smarter workflows and create more desirable total experiences for his or her purchasers and their personnel. towards that end, in Q1, we released the latest addition of our Pega Infinity software suite which points new clever low-code capabilities for AI-powered decisioning and workflow automation. some of the coolest enhancements is new voice AI and messaging options for consumer service brokers but form of act as a copilot, proposing palms-free capabilities during their live true-time interactions. The application listens and analyzes conversations as they ensue, making tips to agents and helping them with time-drinking and mistake-susceptible manual records entry.

There are additionally enhancements to Pega's customer choice Hub to enhance engagement with customers via a higher understanding of omnichannel interaction histories and by way of being able to create more suitable insights on the success of next optimum action concepts. We're excited to convey these capabilities to our valued clientele. We're also very excited about PegaWorld, scheduled for a little less than a month any further may additionally 24 at 9 a.m. jap daylight hours Time and for those in Asia on can also 25 10 a.m. AEST. we have some wonderful news lined up for the morning of the exhibit involving enhancements to our manner mining capabilities and new enhancements to the customer choice Hub as well as our Cloud option choices.

last quarter, i discussed just a few of the customers who could be sharing their success story throughout PegaWorld. when you consider that then, we now have introduced our keynotes and that they consist of some remarkable brands with inspiring reviews. And these consist of Lloyds Banking group. Their CTO will share their digital transformation experience. they are leveraging Pega to develop into a champion of adaptability and riding clever automation to make certain their company is capable for the rest that's coming. T-cell, their vp, consumer strategy and Planning, will show how they are attaining true relevance and dazzling personalization through putting shoppers at the center of everything. they are leveraging Pega's decisioning capabilities to enable hyper-personalized client experiences to deepen relationships with their shoppers and looking out to create a mission-vital utility for the organization's team of experts. And, their international innovation lead will discuss their mission to create simplified and related experiences. they are leveraging Pega to allow their frontline groups with a brand new device to make it simpler for personnel to help each customer and associate with any query the primary time around. be certain to try the PegaWorld web site to register and be a part of us reside to listen to the latest news and inspirational client experiences. just go to and click on the link featured on the domestic page.

personally, incidentally, i am additionally delighted that being able to do more trip these days to peer clients and or not it's top notch to see that we're really booking purchasers into our new briefing core in our Cambridge headquarters. i'm hoping additionally our investors will be a part of us there for our in-adult investor meeting scheduled for June.

eventually, i am excited to assert we launched our inaugural have an impact on report which offers a consolidated view of our latest efforts in ESG, ambiance, social and governance and company social responsibility. speakme about that across our company, i'm very happy with this file which showcases notable work that Pega crew participants are carrying out. we're focused on more productive and sustainable business operations, building and aiding different groups who problem each and every different to consider otherwise and assisting our communities with needed guide and substances and helping the effective governance we've in place to preserve our business focused on what concerns. Our dedication to making a favorable influence has by no means been improved and we're longing for protecting the momentum going.

So in abstract, we've gotten off to a pretty good delivery in 2022. Our business and our individuals proceed to display resilience in an increasingly risky environment. The want for commercial enterprise utility that can assist our purchasers navigate these challenging times has been a big driver of our success. And our transition to a application enterprise which is now practically one hundred% subscription, is paying off and allows for us to shift our center of attention to balancing boom with profitability. And we proceed to be excited in regards to the big possibility in entrance of us. and that i have a lot of self assurance in our group's potential convey on this possibility.

To supply greater color on the fiscal effects, i'll flip it over to Pega's COO and CFO, Ken Stillwell. Ken?

Kenneth Stillwell

Thanks, Alan. To delivery, simply a few highlights from the quarter. ACV grew 21% as stated and then had been up about 2 percentage features of consistent currency that went in opposition t us. So 23% constant foreign money become our consequences for ACV increase. both current and total backlog accelerated 20% 12 months-over-12 months. Our total income additionally grew 20% yr-over-yr. and you're starting to see signs of the completion of the subscription transition and the improvements to margins. however I have and will proceed to focal point on complete ACV, I understand also that a lot of you paid plenty greater consideration to our Pega Cloud providing which represented 67% of exact client commitments within the quarter.

the most critical metric that we measure for achievement of our business throughout the subscription transition is increase in annual contract price, or ACV. just as i mentioned, ACV grew 21% as reported and 23% in regular foreign money to $1.034 billion on the conclusion of the primary quarter, pushed via endured demand for digital transformation. in the final several years, we've got invested to speed up our ACV growth price and are increasing our center of attention now on guaranteeing we recognize the benefit from these investments through improving sales productivity and prudent charge administration. however we're glad with our ACV boom in Q1 of 2022, or not it's crucial when measuring the success of our enterprise to study an extended time horizon than 1 quarter. We focal point on total ACV increase for the entire year and we're still early in our 2022 cycle. That pointed out, our crew has established that we are able to keep strong ACV boom all over doubtful instances. a global pandemic, transferring to far off work, larger inflation and, as Alan mentioned, an unforeseen struggle in Europe are some uneven waters that our team has efficiently navigated. We haven't overlooked a beat when it involves conserving our ACV boom expense and that offers me self assurance that we can proceed to function regardless of the uncertainties around us. We're very proud of our crew. and i wish to thank each and every and every Pega personnel for their ongoing commitment to our shoppers.

i am excited that we're returning to a couple level of normalcy within the container. Our box teams have begun doing expanding degrees of face-to-face work with shoppers which is barely mind-blowing to peer. And we have now also started to do in-person regional pursuits to have interaction with valued clientele and possibilities. we're positive the client engagement in the 2d half of 2022 will seem essentially the most usual when you consider that 2019.

moving to backlog. Backlog expanded 20% within the equal period to $1.2 billion. Backlog for you to convert to revenue within the next 12 months also grew 20% to $654 million.

Turning to earnings. revenue for the quarter changed into $376 million, a 20% increase 12 months-over-yr, powered by using a 21% boost in complete subscription revenue. Subscription income turned into $308 million in Q1 which is now about 82% of our complete revenue. As i mentioned closing quarter, we ended this fall 2021 with an surprisingly high term license backlog steadiness which contributed enormously to the higher revenue performance in this quarter. Pega's mentioned profits is usually strongest in Q1 and this fall and softer in Q2 and Q3. We expect this vogue to continue in 2022. or not it's additionally critical to aspect out, as we discussed on our Q2 2021 profits name, we had an strangely high mix of client cloud remaining yr, within the first half of 2021 which makes for a tougher quarterly income compare when thinking concerning the first half of 2022. when we began the year, we projected the 2022 Pega Cloud mix would be just a little greater than 50%. As i mentioned previous, in Q1 2022, Pega Cloud mix with sixty seven%. And if that style continues in Q2 which my early view suggests is likely, it will additionally make a contribution to a reduce quantity of profits in the first half of 2022 and have an impact to full yr income of 2022.

i have been per saying that I care about total ACV and that is the reason now not changed. but i thought that it could be effective in terms of connecting the mix of Pega Cloud to the said profits in 2022. Now that we're within the remaining section of our subscription transition, we're beginning to display signs of enhancing profitability. We're not totally finished with the transition yet however our Q1 results are a superb sign that we proceed to movement in the correct course. as an instance, total gross margin multiplied and improved in Q1, driven by using Pega Cloud gross margin reaching essentially 70% in the quarter, the highest level now we have ever viewed for Pega Cloud.

within the existing environment, our purchasers are truly working on enhancing charge efficiency and the use of Pega's low-code intelligent automation tools is among the most positive how to handle this problem. it's one of the motives we believe confident in our capability to grow in spite of the economic ambiance. We deliver mission-important solutions that help consumers increase revenue and reduce prices. We serve the world's greatest organisations who are likely to weather economic uncertainty more advantageous than smaller businesses. And we've developed a recurring earnings movement that aspects multiyear contracts with premier-in-classification renewal quotes.

As we get closer to the completion of the subscription transition, our emphasis increasingly shifts to managing increase and profitability as we had planned. i am excited to look these advancements in managing profitability that indicate we're on target to become a Rule of forty enterprise. We're very concentrated on carrying on with to construct a pretty good business that points profitable growth for the future for all of our stakeholders. As now we have defined during the past, we predict to comprehensive the subscription transition within the middle of 2023.

As Alan mentioned, our direct financial publicity to Ukraine, Russia and Belarus is not cloth. In 2021, earlier than Russia's invasion of Ukraine, we made a business decision to stop pursuing new customers in Russia and we closed our local office. For the 12 months ended December 31, 2021, profits from valued clientele observed in Ukraine, Russia and Belarus was under $four million and the vicinity has on no account been a growth engine for us.

As you heard previous, PegaWorld is digital once again this year. I welcome you all to take care of hear the newest about our customer success, project fnx and our solution innovation. i would also like to invite you to attend our annual investor session which could be held at our new company headquarters in Cambridge, Massachusetts. The experience is scheduled to beginning at 10 a.m. eastern daylight Time on Thursday, June 2 and conclusion around noon. we are able to present both an in-person alternative and a virtual option for attendees. To register for this event, please e mail audio system at our investor session will consist of our founder and CEO, Alan Trefler, as well as leaders from our go-to-market and product teams. and naturally, i may be there as well.

And with that, operator, please open the call for questions.

query-and-answer Session


[Operator Instructions] Our first question is from Pinjalim Bora with JPMorgan.

Pinjalim Bora

awesome. Congrats on an exquisite solid ACV boom right here. Alan, you characterized the atmosphere because the most risky environment you have considered in many years. possibly help us consider what are you seeing within the container from a requirement environment viewpoint, in particular within the diverse theaters. and perhaps in case you can double-click on on Europe, any indication that there's form of a slight wind of exchange blowing? greater scrutiny or any variety of indications perhaps you are not seeing otherwise you're seeing, would like to hear. and then, Ken, on that subject, I suggest, i do know you don't replace counsel however how are you feeling about hitting that ACV guide for the 12 months at this factor?

Alan Trefler

So when it comes to what we're seeing, particularly in Europe. i might say the anxiousness stage of valued clientele is up. In many ways, that makes them greater receptive to issues which are going to increase their processes and automate I think there is greater query within the minds of shoppers. And by the way, after I say in a long time, having been around now for 25 years of being a public business and longer within the business, i can remember when inflation turned into at charges not simplest at this level but lots larger. The entire degree just goes up. it's just herbal. When financial instances are hard, we are inclined to shift our value props to be lots extra concentrated on, "whats up, how will we make sure the customer is going to get a return within the 6, twelve months? How do you seem to be to make it viable for them to each retailer money and, frankly, take care of the unavailability of body of workers which will also be addressed in terms of both the operations work we do and in presenting low-code environments. as a result of I feel you're going to discover that discovering programming body of workers is going to get harder and harder and harder for our potential purchasers. So there may be a fine market shift.

i might say it is -- or not it's basically tangible in Europe but I suppose there is a stage of global nervousness that we simply deserve to well known and use that in how we tune our go-to-market messaging and how we simply work as an organization. Having viewed this stuff earlier than, I actually have a high stage of personal means, I believe, to expectantly supply effective tips nonetheless it's there and it's true. and that i do not think or not it's going to be just us. Ken?

Kenneth Stillwell

yes. So I suppose the query that you just asked, Pinjalim, was how will we believe in regards to the ACV latitude that we had stated, about 1 / 4 ago which was type of 20% to 22% is what we had said before. and i would say there is -- on the scale of our company, a percentage point is about $10 million of ACV increase. I imply the math is relatively convenient, $1 billion or so. So do I consider that there's chance that is out there now that wasn't there 6 months in the past? yes, I consider it's a fair point. Do I believe that, that adjustments the potentialities for Pega or the options that we now have or the value proposition or, reasonably frankly, even the demand ambiance of our purchasers? I do not believe it does, actually. I really suppose there should be -- it will be -- like Alan mentioned, the trick will be making certain we put the right capability on the correct verticals and the correct organizations to capitalize. however I feel when -- with inflation, I don't consider our customers are looking to stop investing in digital transformation. I in fact consider they need automation to take care of the labor scarcity and the cost of labor considerations that are in those markets. So i am optimistic that, in order to work in our favor. however yes, there's truly uncertainty out there.

Pinjalim Bora

Understood. And one other for you, Ken. It looks an outstanding outcomes within the Pega Cloud ACV increase expense into the 40s. however i wished to ask you about the cloud backlog increase. once I look at the cloud backlog growth, that looks like decelerated when ACV accelerated. should not these to be extra usually directionally aligned? Is that maybe FX appearing up on RPO.

Kenneth Stillwell

So FX really hits ACV and RPO. So FX is definitely a couple of points of headwind on both of those numbers. but no, I feel the aspect you're on, i might -- in a perfect world, RPO and ACV go in lockstep. however regrettably, we would not have 25,000 consumers to kind of like type of normalize the growth. So we are field to when renewals take place for certain clients. And Q2 become simply -- I suggest, excuse me, Q1 became just no longer a big renewal quarter. it really is in fact what you're seeing, Pinjalim. it's no longer -- your assumption is correct. They should join. however some quarters, they just -- they diverge because of that -- the timing of renewals.

Pinjalim Bora

obtained it. Very clear.


The subsequent question is from Steve Koenig with SMBC Nikko.

Steve Koenig

Congrats on the quarter. might be just a question for Ken after which a follow-up for Alan. Ken, might be a multipart query that could be related. So good Pega Cloud combine in Q1 and also you're seeing signals of an identical mix, 67%, I consider, in Q1 became what it changed into. but you might be seeing signs of an identical percent in Q2. what is your pondering on form of the durability of that fashion? Is -- are you -- do you feel Pega is going to retain moving up from -- it's been type of -- we concept it was going to move above 50 to 60 after which it turned into variety of more in the 50s closing year. and i comprehend that it be difficult to predict the place it's going to turn out to be and there'll at all times be prem valued clientele for a long time. but is that going to be sustained -- a sustained upward flow from right here? what's your pondering?

Kenneth Stillwell

So i'll offer you my strategies and then Alan can provide his as smartly as a result of we -- and so -- my remark about Q2 is truly in keeping with the visibility I actually have of Q2 which is driven by specific deals in pipe. if you exit previous a quarter or 2, naturally, in any company, pipeline begins to develop into less credible in your 2, three, 4 quarters out, as all of us comprehend. I don't know. I actually don't know where the tendencies will turn up in the industry. What I do recognize is Q1 became fairly amazing Pega Cloud quarter and Q2 appears to be the equal. And in spite of the fact that the Q3 and q4 revert lower back, it nevertheless will have an have an impact on for earnings in 2022. We can't -- you cannot form of reverse once you really publication these deals.

Now, do I think that it'll go the other path like customer cloud may be 70%? I don't see that happening. however I don't in reality have a superb crystal ball to say Pega Cloud is like right here to dwell and it's going to be carrying on with to develop. i know everyone desires that to take place. however simply being sincere, I simply don't know.

Steve Koenig

sure. got it.

Alan Trefler

sure. So i would say that the customer receptivity to Pega Cloud as opposed to -- seem, the message of Cloud choice, I consider, is a good enterprise message to have is differentiated from lots of businesses and that i believe it offers clients and may sooner or later provide shoppers a degree of sort of intellectual freedom that they're making anything that they will approve the decisions of. nonetheless, the indisputable fact that we have been kind of like 2 to 1 going in on Pega Cloud, when, historically, I kind of idea of it as sort of a one-to-one sort of component, it truly is top notch. and i'm considering the fact that stage of receptivity in the brief time period as neatly. whether it's going to proceed into q4, I mean it be -- these things are tough to grasp. however the shoppers are being very a hit. I suppose we expanded our margins right here which indicates that we're being more and more beneficial at being able to work with our customers in these environments.

I view that as sort of all good. And to be sincere, customers relocating to the cloud in widespread I feel triggers loads of want for a device like Pega to aid them coordinate, in some cases, their other programs which is a huge a part of the technique cloth conception that we delivered ultimately PegaWorld and we are going to be speaking about more this 12 months is all about. it's the idea of being able to have a middle out interconnected architecture without inserting everything on one large infrastructure which i can assure you clients are not going to be getting back to. So sure, no, it be first-rate. or not it's going to be 2:1. i might love to see that.

Steve Koenig

acquired it. got it. okay. exquisite. And if I could ask a observe-up, so really, Ken, I did wish to ask you about your trajectory against the rule of thumb of forty. What are you considering timing-smart? just remind us. after which, Alan, i wished to ask you. When it comes to low-code competitors, if I had been to characterize Pega's typical attractiveness as being i'd have referred to the BMW on autobahn, now i could say the Tesla on the autobahn. Apologies to BMW. but one of the crucial different low-code rivals being more like an MG and a road rally in the course of the suburban streets. From a technology and product point of view, probably provide us an replace on your intentions and your capability to compete in that road rally as antagonistic to the autobahn apart from the autobahn.

Alan Trefler

So I've at all times -- the days before electric powered cars, I've always favourite the MAC truck analogy to the auto analogy. We wish to be the company it really is ready to let our consumers do the lifting they deserve to do as hostile to getting started and operating out of runway. The low-code area, it's filled with loads of groups. i would say that a lot of the competitors about what i would describe because the form of very low conclusion, isn't truly, I do not agree with, going to compete with what our core value prop is which is to be capable of assist corporations which are working with cell product lines, diverse styles of shoppers, varied geographies. we've got received -- even for organizations that don't seem to be tremendous, we have bought a really entertaining and differentiated approach to thinking about that. And we're doing every thing we can to continue to make that more purchasable, less demanding to use. The cloud helps a whole lot and we will proceed to push on that.

however I feel the movement to low code or model-driven, as I've always preferred to talk about it, is you might not discover another business that has been extra in that lane and that i consider has a enhanced figuring out of what that skill than, I consider, Pega. and that i see that one of the opponents which are coming in and also you see groups like Microsoft talk about this, robotics businesses took a spin at it. I don't believe or not it's worked out for them. I think we are still highly distinctive and we're doing every little thing we can to, well, consider about opening that aperture with large agencies and over time smaller ones.

Kenneth Stillwell

And taking the first a part of your query, Steve. So I didn't -- i'm not -- I did not intentionally be coy on this answer but i'll be much more specific now. We aren't going to be a Rule of forty enterprise in 2022. We are not going to be a rule enterprise -- Rule of forty company in 2023 as a result of we are just finishing the subscription transition. In 2024, we can be a Rule of 40 business. It can be a number of quarters before the conclusion of 2024. So think about us hitting it like middle of '24 to the end of '24. and you may say, "smartly, i believed you pointed out the subscription transition turned into ending within the core of '23." it'll. however you would not in fact be a Rule of forty company unless the subsequent 365 days after it ends. So i'm sort of concentrated on -- as a substitute of playing round with quarters, i'm just going to say, 2024, we may still be a Rule of 40 enterprise. If we're no longer, then we had work to do. it really is on us however this is our goal.


The subsequent question is from Rishi Jaluria with RBC.

Rishi Jaluria

basically first rate to peer Pega Cloud accelerate from ultimate quarter. One multipart query for Ken, simply on improved figuring out the cloud dynamics. after which I even have a observe-up for Alan. So Ken, on the cloud ACV facet, I wish to perhaps extend on a solution that you simply gave earlier on the cloud ACV boom versus cloud RPO increase. part one, are you able to perhaps remind us the dynamics or waterfall of Pega Cloud ACV accelerating to when that translates to Pega Cloud profits increase accelerating because that line did not choose up this quarter?

after which perhaps alongside that, if we study existing cloud RPO, that in fact ticked down sequentially for what I trust is the primary time ever, at least so far as you have been taking place this cloud transition. i know there may be some FX headwinds there. Is that in simple terms -- inserting the FX up aside, is that in simple terms just deal timing and there's maybe a lag from when it gets signed at ACV until that you would be able to respect it as RPO under GAAP? And -- or is there anything else there that we should still be mindful? after which I've obtained a follow-up round.

Kenneth Stillwell

sure. So i am going to delivery along with your RPO one. No, there isn't any timing. when we booklet a deal, Rishi, it goes into ACV, it goes into RPO. there is no acceptance clauses or anything like that. If there became, it wouldn't go in both, that means you wouldn't even see it. It wouldn't be an RPO. It would not be it. it's basically the timing of renewals. it is all -- it is the simplest variability that occurs with RPO is that there is 2 -- it be duration. it's contract length. We don't seem to be reserving shorter contract period however there is the dynamic of renewal timing. And subsequent quarter, we could have the complete opposite occur. i am simply -- it really is a hypothetical remark but like -- completely. So do not even -- for me, i would say RPO is a confirming indicator. It isn't -- there's nothing messy in there. it's simply renewal timing.

to your first aspect around when will Pega Cloud revenue ACV convert to income at that boom fee. whatever is in Pega Cloud ACV at this time may be the subsequent 365 days of profits. this is how to feel about it. So whenever you see an ACV -- and that i be aware currency messes with this a bit bit however be sure to be ready -- we should still be able to predict that, that will be a kind of revenue examine. So whenever we ended Pega Cloud ACV at the end of Q1 '21 in comparison to Q1 '22, if that grew forty two%, that will be a pretty good directional indicator of the next twelve months of Pega Cloud income in comparison to the last one year. So that's the way to believe about it.

Rishi Jaluria

bought it. okay. that's a good idea. and then, Alan, I are looking to build on some feedback you had kind of made earlier. i used to be simply thinking in regards to the macro environment however probably the most pieces that you just failed to contact on as much is just a tough hiring environment available. And a number of of your friends that additionally cope with automation in other ways, so no longer rivals however extra adjoining. discuss how the labor shortage available is definitely serving as a tailwind for them, correct, that there's extra significance on making your latest employees extra constructive and greater productive and that's the reason serving as a skill for demand. Is that whatever you're seeing outside of your own hiring? How are you thinking about how you can be benefiting or how the labor scarcity is maybe impacting the demand environment for you?

Alan Trefler

I suppose that the scarcity of labor is positively impacting how people are receptive to what we do. And the -- to be blunt, the increased volatility of the personnel, the complete extraordinary Resignation and individuals worried in regards to the ability to continue people capability that you deserve to be able to have in the operations realm superior tactics because you're going to be dealing with people who may not have somewhat the depth of event. And within the technical realm, you should, frankly, require less deep technical expertise because conserving one of the technical expertise is more durable and extra costly as well. So both of those, i would say, are structurally very fantastic and that is the reason no longer going to head away. I do believe you have companies making an attempt to determine what the existing inflation degrees mean. And that just naturally in any company is going to have some adverse results. it be going to make them fret concerning the measurement of the commitments they may still make, different forms of issues of that type. but the tremendous and i consider it be structurally high quality, the other questions will get answered, I believe it be eventually very, very high quality for our enterprise.


The subsequent question is from Joseph Meares with Truist.

Joseph Meares

I believe last quarter, you noted that sales productivity changed into a little below 50%. are you able to simply remind us how you define earnings productiveness after which what you consider that number -- or what that number feels like these days and what you think it may be exiting 2022?

Kenneth Stillwell

So sure, let me make clear, Joe. What I said became -- and i comprehend all of us in the business use distinct phrases, so I may have perplexed. What I referred to became that we had a little below 50% of our income reps that had been at a completely ramped stage, right which capacity that they'd tenure more advantageous -- they have been tenured in a cycle where we felt like they might be variety of more continuously productive. And that quantity remains below 50% as of the conclusion of Q1. That turned into what i was speaking about. when it comes to -- we use productiveness measures a bit different because we predict distinctive productiveness in their first 12 months, in their 2nd year and their third 12 months. So if you are looking to drill into that query, I simply wanted to make clear.

Joseph Meares

yes. can we have an expectation for what that will be with the aid of the end of '22? and then just as a observe-up query, in case you guys certainly not delivered one other logo, what's the present salary opportunity within the existing client base? Like what's the perhaps the percentage penetration from a salary point of view of the existing customer base?

Kenneth Stillwell

sure. So let me touch for your first query and that i'll offer you a viewpoint on the 2d question and then Alan can chime in on the second a part of your question, too. So the first question become you requested where do we consider we'll be on the conclusion of 2022. similar to I do not want to predict -- I failed to need to predict the end of COVID, i am a bit cautious on predicting the end of excessive attrition however i might say that each statistic that you simply see available in the market would indicate that the attrition isn't getting worse in Q1 and Q2 than it changed into last year. So this is a good sign for us as a result of naturally we're going to see attrition, too and then it be tough to -- so i might hope that by using the conclusion of 2022 we'd be no worse off than we are actually and hopefully a bit of more suitable when it comes to the percentage of income reps that could be getting kind of into that productiveness. we now have a lot of salespeople which are in that 1- to 2-yr length, so we're hoping a lot of these sort of shift over that into the two years. it be not magic however it certainly does assist -- it helps the statistical productivity.

The 2nd -- the 2nd question, Alan, do you wish to supply a viewpoint on the 2nd a part of his question?

Alan Trefler

sure. The -- so in terms of how I suppose of productivity which I suppose is what the -- could you repeat the second part of your question again?

Joseph Meares

sure. sure, sure. The question was, in case you on no account introduced an additional brand, what is the earnings probability

Alan Trefler

sure, we've a big quantity of white area in our valued clientele. i might let you know that if you checked out our good 20, 25 shoppers and requested how completely penetrated we have been in these, you could possibly conclude that we were below 25% down change. We may grow with no trouble several hundred % without including a single brand which does not imply we don't want to add the occasional brand. and i consider including new logos is good. however i'm in fact concentrated, I feel, at this time about making an attempt to be certain we're cultivating our relationships with these marquee businesses that, in my view, are going to do the most advantageous during this greater problematic and uncertain time in the subsequent 2 years. So we now have an enormous quantity of whitespace in our latest organizations. And that offers me loads of reassurance, frankly, in a time of uncertainty.

Kenneth Stillwell

and that i'll offer you extra of a statistical reply to that, Joe. we now have about 800 trademarks, ballpark 800 customers. below 200 of these spend $1 million with us. and a lot of of them might spend $20 million, $25 million, $30 million for us. some of them can spend $one hundred million or greater with us. simply -- if you just do the mathematics, like it works out that you probably have years and years of basically reserving expertise for us, like greater than 5 years, perhaps 5 years, appropriate, of runway to be capable of just develop those 800 logos. this is no longer to assert it really is our goal. We do need to grow trademarks as well. however I simply feel or not it's essential from a viewpoint, we have so many fish within the ponds that we've got already type of received fish in. Like we do not should go and go into new regions and new emblems. And or not it's useful to get new logos, of direction however I do feel there may be a great deal in our core customer base.


The subsequent question is from -- and please excuse any mispronunciation -- Vinod Srinivasaraghavan from Barclays.

Vinod Srinivasaraghavan

no longer too unhealthy on the pronunciation. You guys had a mentioned one of the Pega Infinity elements for your later unencumber. and i idea the provider business workflows seem to be fairly wonderful. simply to clarify, are these bundled packages? And are you in a position to monetize them at higher expenses?

Alan Trefler

well, there are 2 techniques you monetize. One, [indiscernible] some of that on cost for one of the crucial tech, one of the crucial add-ons and further capabilities that we've. And the other is all of those extensive -- the style our pricing works, the way we believe about it's the greater a consumer does using a Pega system, the greater they should pay. And as a way to the extent these additionally power extra workloads from our valued clientele, that also creates the growth abilities as you proceed to unfolded in these shoppers. So there may be each some incremental but I think the most fulfilling cost comes from being in a position to open up new alternatives. When consumers decide they need [indiscernible] collections and they do one of the most types of issues that we have been doing. so that opens up a whole new functions that we could now not be yet in lots of of these 800 shoppers, for example, that i used to be talking about.

Vinod Srinivasaraghavan

obtained it. and also you guys have mentioned type of NRR in the mid-teens from time to time. Is it reasonable to claim that it be nonetheless kind of in that range? Or have you considered any form of movements in both path?

Kenneth Stillwell

Our net retention fee has basically been going up just a little over the ultimate few years. And a bit little bit of it is COVID, appropriate? as a result of we actually have sold to present logos. So i'm now not bound that, that it be a bit challenging to say no matter if this is just like the genuine just the trend of like digital promoting or no matter if this is something -- however sure however with mid-teenagers is kind of the place we nonetheless sit down.


The next question is from Mark Schappel with Loop Capital.

Mark Schappel

first-rate job on the ACV front. Alan, a query for you taking off. building up your companion programs has been a big initiative on the enterprise over the past few years, peculiarly build up your world SI practices. are you able to just focus on as an awful lot as which you could how a good deal of a job your accomplice courses contributed to the respectable ACV print this quarter?

Alan Trefler

well, I feel partners are super important for us. And being capable of work with our companions, peculiarly to make certain that our footprints are increasing in these key corporations that we've recognized, is something that's absolutely imperative. Our degree of accomplice attach is extremely excessive. and i would say it contributed to the consequences this quarter. I additionally believe it contributed to probably the most results ultimate year as well. So it's -- this is not all brand new but we'll continue it. and i suppose that we now have acquired deeper and broader relationship with partners than ever before.

Kenneth Stillwell

So Mark, one clarification as a result of I get this every now and then in investor discussions. companions for some companies are completely new distribution channel which skill you go set up a accomplice and also you say, U.S. and Latin the usa for us. companions, i might say, are much less significant for us there. they are in the genuine biggest groups like that. We are looking to go arm in arm with our partners in the better -- they are the biggest customers for our companions as smartly. So that's the place it be in fact -- and i understand every now and then americans get puzzled about thinking about us happening market or going into new territories or new regions or new trademarks. it's much less that than basically working arm in arm with our partners on exactly the trademarks that we both wish to help.

Mark Schappel

outstanding. and then as a observe-up, Alan, a question on staffing. The business has all the time had a relatively aggressive hiring objectives. So i used to be wondering if you might just supply us a way of no matter if you're on plan hiring-wise this 12 months thus far. I are aware of it's nevertheless early in the 12 months, or no matter if you might be a little bit behind. and then additionally along these strains, are you having to lift comp greater so than usual just to dwell competitive?

Alan Trefler

neatly, i'll reply the second query first. there's simply absolute confidence that us as a hiring company is area and has been subject and we've done somewhat somewhat of labor with our crew to take into account what we need to do to be certain that we live aggressive from a compensation factor of view. And we're seeing, specially for some roles, some pretty fabric increases. And we're pondering how this affects our normal staffing plan. So I suppose in case you asked me a yr ago where we'd be at the conclusion of this yr -- so thinking more than a 12-month sort of period -- i might have anticipated that we doubtless have extra body of workers than I believe at the end of this 12 months we'll end up having. as a result of we are trying for -- Ken's commentary on trying to be sure we're being financially in charge, if we're, truly, raising comp, we deserve to make certain we're getting -- we're hiring assets, topnotch individuals, getting colossal cost from them, conserving. we now have lots of top notch ability preserving that excellent ability ended up can charge extra. for you to, to my intellect and questionably impact the end of your staffing numbers that we grow to be focused on and that, frankly, all groups will come to be concentrated on which, by the way, I think, will also be decent for productivity software. so that does have a virtuous form of back end to it. Does that make feel?

Mark Schappel

It does.


The subsequent question is from Joey Marincek from JMP Securities.

Joey Marincek

outstanding. past, Ken, you mentioned about making sure you are putting the appropriate ability in the right verticals. So from a vertical standpoint, where do you suppose like you have the most leeway to run inside the present customer base? after which one by one, how do you consider about your capability to circulate down market over time, simply given the work you're doing with mission fnx?

Kenneth Stillwell

i'll let Alan take the 2d part of that about going with task fnx and what -- appear, the -- we -- our verticals, the 2 which are clearly giant in measurement are definitely public sector and monetary features. Our different verticals are very enormous as neatly. but I feel these 2, simply if you go and examine the -- just look on the market facts, that would suggest that these 2 are very gigantic for automation and definitely platform groups like Pega. but I feel we're not -- to make clear, we're not taking a look at new verticals in a way that we're announcing. We feel we're sold out in our latest verticals or that we somehow can't expand in those verticals the place we have to go too a ways down market. So in case you consider in regards to the verticals that we're in, many of these verticals are going to have the equal use case of making an attempt to manage automation as a result of can charge of labor and accessibility to labor is very difficult in '22 and beyond. And so the use case is form of a horizontal use case in fact round automation.

So in type of an interesting means, it's in fact not definitely as a good deal vertical-selected in terms of the issue that you're solving. it's extra of a horizontal answer. And so with that, I simply believe there's almost probability in every single place as a result of each business is dealing with labor, each enterprise is dealing with inflation. And what we purpose to do is assist them with that, at least one perspective that we tackle our options is actually to help them be greater efficient. and that's very central now. So I form of view it as practically greater of a horizontal issue that gets verticalized.

Alan Trefler

yes. And relative to assignment fnx, I suggest, I believe you might be seeing the facts of the consequences of task fnx, our improved cloud margins. mission fnx helps the total client base. And that includes both a few of our very gigantic valued clientele who want to make sure that our structure is extremely current and care about that as well as providing us the talents for different market choices as we go ahead. i might simply let you know, based on my experience, times of big, giant uncertainty don't seem to be the appropriate moments to make a wholesale push down market. And despite the readiness of our know-how, it is no longer the right region that we should be focusing for my part in -- to be candid, probably for the relaxation of this yr. I mean I put -- let's discuss subsequent 12 months on that and it be tremendous to be able to produce other things to suppose about there. however fnx has helped the entire line. I think which you can see probably the most effects very obviously in some of the more advantageous margin numbers.


The subsequent query is from Fred Havemeyer with Macquarie.

Fred Havemeyer

I in fact simply wanted to check in on Europe from 2 distinct elements right here. at the start, i wanted to simply verify and ask, are you seeing any influences in terms of your partners' capability to be able to work on and convey purposes on account of probably the most disruption to jap European outsourcers and techniques integrators? after which secondly, one of the crucial EMEA consequences here. obviously, there is plenty occurring and the realm is fairly anxious. just wondering in case you might variety of contextualize locally the place you're seeing the pockets of electricity or weak spot inside Europe.

Kenneth Stillwell

So i may take the first a part of that and then Alan, that you can talk -- so we should not have -- our companions and our consumers will not have an incredible awareness of process outsourcing occurring in japanese Europe. Asia Pacific, extra so. So from that standpoint, there hasn't -- we haven't considered -- other than just the emotional distraction of each person knows someone is plagued by this condition, there's not colossal customers of ours that had huge facilities in those regions that don't seem to be capable of function. That has no longer been an argument.

Alan Trefler

I do not know that you would -- from our partners. And the companions that we happen to have do not have colossal, as an example, Ukrainian technology operations like some groups do. So we're just occurring to be fortunate. absolutely, we for my part as a company are very sensitive to what goes on in Poland. but that team has simply frankly been doing remarkably on every entrance on each the dealing with humanitarian concerns as well as continuing to be a particularly helpful team; so i am relatively glad there. you might be asking concerning the company environment. or not it's unpredictable. Germany which is such an impressive economic climate there, they may be nonetheless making an attempt to determine what this is all going to imply. And so I consider, as I observed past, or not it's only a time of colossal uncertainty. and i think the closer countries are bodily to Russia unclear it is for them. From a enterprise point of view, our publicity to both these a considerable number of European nations and to Russia itself is nominal. So this is not going to have an effect on us without delay. but indirectly, I feel we're all guessing exactly what is going on to take place there over the next 60 days and just attempting to be candid about it I suppose that became.


This concludes our query-and-answer session. i want to show the conference returned over to Alan Trefler for any closing remarks.

Alan Trefler

it really is received, i know what we're turning out simply expecting that invite. So thanks very lots, everyone. i would want to be sure that in closing, that all of you have got to your radar PegaWorld. Go to the site, register. it be going to be a very exciting 2.5 hours. I promise you that. thank you very much, everybody.


The conference has now concluded. thank you for attending brand new presentation. You might also now disconnect.

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