MANH - Earnings call transcript Q4 2021 | Manhattan Associates, Inc.

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Operator

Good afternoon. My name is Angie and I will be your conference facilitator today. At this time, I would like to welcome everyone to the Manhattan Associates Q4 Earnings Conference Call. All lines have been placed on mute to prevent any background noise. After the speakers’ remarks, there will be a question and answer period. reminder, Tuesday, gentlemen, February a being call As today, recorded X, Instructions] ladies this and is [Operator XXXX. I Dennis would Story, introduce CFO of now Manhattan Associates. like to Mr. Story, you your conference. may begin

Dennis Story

to And CEO. afternoon, Earnings Angie. I our the then review language will XXXX Eddie call you, Thank over Call. everyone. Welcome to Fourth Manhattan good Quarter and turn cautionary Associates Capel, our

future performance question-and-answer call, we may Associates. regarding including of statements financial future the session events this the During forward-looking or Manhattan make

forward-looking any discussion provide involve from differ refer that in those uncertainty - risk results actual on note risk factors these the are that Associates that report guarantees regarding as on of materially results and statements. and differ on uncertainties, you our annual in to COVID-XX contained our of cautioned actual performance, not reports important Manhattan that particularly actual files are You could I our Qs. report statements the projections. the our in materially from as projections, forward-looking pandemic projections the factor to XX-K materially for could XXXX our Form performance the with in particular XX cause that our year and subsequent cause to risk fiscal for differ future the may results from updates factor We Form impact well in we've SEC

no We update statements. are under obligation these to

in non-GAAP certain measures include an to comments financial investors. our information addition, provide effort In additional to

measures accordance all We with measures GAAP SEC non-GAAP rules. have in to related the reconciled

SEC on website earlier the in Form and at schedules we our X-K to reconciliation find the submitted You'll manh.com. today

over to Now I'll turn Eddie. call the

Eddie Capel

growth and globally, end to remain both our new commerce we to to opportunities. are in XXXX. and long-term great is XXX our grow us XXXX years of markets. customers, year a per our and cash And us was flow, to we've become for XXXX, earnings setting and everyone. Cloud a joining year well with and in Manhattan Well, in representing successful midst outlook as company XX% Associates, a transition, we pandemic you solutions And In revenue, all-time full our record we announced are as within the share. of this fourth And review for total Thanks, economic first results, our February XXXX. strong, our employees help Proudly, creating near-term our transition, flows records add chain enter five plan RPO, as Dennis. net expectations very exceeded for Good afternoon, XXXX. quarter of continue we very XXXX goal significantly our and guiding and third the Cloud our years. opportunities. while into to our revenue despite two about in for we and our customers associates and and our we certainly share, committed innovation our Demand ebbs of serve very serving solutions and as And by investing growth drive visibility well, global for adjustable extremely needs the to customers, in supply extend market market. of the pipeline timing Cloud ahead delivered our meet unified four persist, own initial this to And projections four encouraged remain Cloud we years of thank and execute and future well

up $X.XX expectations. record invested XX% exceeded diluted adjusted quarter and that, revenue QX significantly So in X% million, compensation. our a of Total to was again, earnings share pivoting employee we as was to a results. per increased $XXX

new of highs a APAC. bookings, in added setting indicator in Regarding RPO our RPO, record the in EMEA, growth, million leading Americas, of we in and QX $XXX

is Demand XX% In locations. at as solid new and grocery, across than quarter, vertical sub innovation And in durable recognized offerings industry well leading. drilling and wholesale sales net contracted drove customers. into demand to quarter. and XXXX well our from continued customers industrial, products, manufacturing include retail, and to of goods. coming a of global goods, on transportation, robust from excite geographic apparel, very new they for XX% and from bookings the as remains team non-durable diverse, as pretty our industry And the strong also win XX% with our both existing department differentiating more they're verticals, execute as be bookings continue the Our perspective, stores, and verticals, rates consumer

earlier, for XXXX, global as bar over the team outlook set industry. our and remain research net adding with and team our strong potential continues nearly commentary, in $XXX the with and line exceptional gone to portfolio talent services focused prior very XXXX, our our in new at QX XXX cloud and million And have speaking just successfully we alone. we're representing investment industry-leading go-lives our On At on mentioned the development implementations increasing of In this retaining front, pipelines are in year. about professional in well XX% conducted demand, XXXX. of to I customers

Warehouse provide Now start management additional portfolio. successor market. announced the the details few our on-premise on natural off product by the the cloud-native industry's update Manhattan tier-one we're May providing of system industry-leading open true first with we WMS our Manhattan positive only I'll Active XXXX, making solution. a to WM let progress Management, for warehouse and has In on serving Active another me

very and fully shown And to for Manhattan events their the deployments with high anywhere, world. we been excels centers, new represent always And the Active reinforces in consumer strength really customer relationship distinct of that who WM Active outcomes. the our our latency. are quickly empower cloud-native, Active and us new low and team allows and and Manhattan diversity while And Today, have deploying highly customers with continue critical it XX of So importance about Cloud best-in-class And deploy countries base Active in anytime distribution are of around our retail WM have has XX and sub industry. extremely and to to deployments the months of respond levels see to large Active for known located customer us really robustness reliability supply very WM, Manhattan XX to demand different businesses of been nearly is the users, kinds WMS successful now all platform we've chain in to verticals. close WM, certainly Manhattan complex market subscribers extensible on with belief swiftly. our diverse. the cloud-native committed functional sites, in to chains enthusiasm. to our produce combining and have current, technology recent Manhattan allows Manhattan the direct are The customers XX that new their levels of very, Google we experience market strong of technology deploy ground we historically capabilities, centers, scale supply of and distribution have WM, WM looking that regardless to nearly exceptional been Active been of for embrace user industry nature Manhattan capability, initial way great Customer effectively disruptions. Active Because that are this underlying

a I'll now Manhattan with quick Transportation just you update on provide So Active Management.

Manhattan strong cloud-native first Manhattan with of interest Management enjoyed its to market Transportation unified uptake deploy our Transportation As platform. May and execution Supply you And Active in management since supply only alongside international and Active Warehouse Active launch outstanding Manhattan Manhattan Active form The recall, can as Chain. well. industry's chain fully XXXX, has traction customers

of America. products in In hard update really our to Active applications our to TM WM fact, message are Transportation Manhattan our a is placing all And doing on and Latin execution, orchestrate Manhattan keep and across end-to-end that aspects including customers chain value initial play our are half in Transportation has Active processes, global Active in was integrated America fully omnichannel encouraged Manhattan In with also very finally Active quick is resonating work Omni, results our our been Management our to solution, Transportation WMS user that past, goals, And Brazil. single on of of And reporting high offer supply teams our unification application. North commerce we've chain to one TMS Active show a our customer And the subscribers with ability on market. of and that really communicated supply [indiscernible] TMS, base thus first international are the Actually front, Almost supply a really starting go-live point-of-sale of the both well of teams maybe and current. outside of application for manage very their the customers. chain the building a strategic half we're of Management product Manhattan teams Manhattan and are off. all for. our customers are the Active Manhattan TMS interface

a clear. Our to number large been those And strategic new And EMEA. point-of-sale next application. And new it of Manhattan past new software stores indicate busy XX% they And fresh an accurate are their initial many checking real customers as we're with exciting Manhattan of boost a Active Manhattan prediction really -- the also stores learning make in number this distribution project first out. inventory each it's market this life. an In additional architecture, and technology. with a decades to interactive omni a seeing learning changing our customers our of quarter, deployments customers, up powerful optimization of throughout great factors it's customers for delivered another for teams, of Allocation Active brings retailers. And late getting solution in shopping really to continue game on our that about running and the Manhattan one our Active centers. a very the optimizes enterprise generation them Secular And Omni see mentioned Active multiple in channels. fashion shipping we'll on that's kick from customers the platform benefits algorithm. orders this advantage in And Omni, Manhattan slated pretty ever-evolving a believe point-of-sale supply promising. our light remain dynamic It's potential. year of category new static project solution Active is being regular within machine addition reduction to to the excited are like Many I old and the we resilient capabilities capability new off our designed tailwinds real-time across we're solution of new all customers really more of are numerous Manhattan -- and a run hundreds order operational and released growth the we and we very modern from this approach of bricks-and-mortar order and one example a Allocation further certainly In capability. long-term earlier, inventory management, industry-leading of our Active built over just that to results our delivery to in Active think to shipping finally, basis. quarter, advantage this mired capability the to a both be our many this unified with similar Manhattan chains machine a thanks analyzes much digital delivery are of sophisticated in an benefit of and Omni I

resources shift industry that then is we a rates Manhattan is to the opportunity the progress scalable, outgrow see our The more are leader and significant XXXX market competitive applications is the technology gain environment share of win for expand favorable cloud-native to our strengthening. large on-premise market-leading our in positioned we continue that well. existing well The XXXX and very and visionless, are in time and want extensible. is fact market who solutions pipelines finally, confident cross-selling growing, and have this cross-sell well. we've world-class. And over to to to opportunity customers our and and Well, why At to pipeline are beyond. Now, we're as in Associates dedicated

to you our XXXX provide and an take financial then business Q&A. outlook prepared So for away. with Dennis, Dennis I'll to beyond. summary brief performance with my and a remarks our it that update is And concludes moving discuss close our before update. on going

Dennis Story

Thanks, Eddie.

outstanding totaled otherwise Full-year financial a the recapping are for as XX%. performance. we revenue all-time revenue, our up global In flow, to cash high highlighted. in and total Our All associates growth hats total rates the records level our XX%. up Manhattan quarter with I'll per share, off a earnings million execute teams $XXX year. stated. and XXXX, continue set year-over-year, RPO, $XXX start to million for performance revenue global at QX unless was Eddie

up and compression maintenance sequentially, with growth the was revenue, growing was out up a removes revenue Cloud We XX%. which be as with RPO XX%. million million, of transition, robust. Cloud XXX% revenue full-year year QX continues revenue to and QX XX% million, license $XXX totaling demand closed totaled XX%, by our and Excluding full $XX up XX% revenue XXXX $XXX

team million XX%, million and year, XX%. Our up delivered the revenue global $XXX of services up $XX QX on

sales fuel Importantly, cloud continue globally. growth to services

basis operating QX $XX XX.X% adjusted Our exceeded peak XX.X%. margin of retail profit in with XXXX. And over a totaled our Factoring expectations. we points margin was year XXX operating million full operating margin up QX seasonality,

in performance-based employee also our compensation, in investments. and QX discussed As call, we an retention $XX additional invested million

our operating a guidance increased was and totaling QX cash with QX XX% a operating of $XXX cash EBITDA cash the on flow Our growth. ended per never earnings million cash flow prior XX% exceeded our million million, in XX% debt. and full-year margin, full-year free margin. zero $XX to lies. flow a year $X.XX share $X.XX generating Cash XX% We and $XXX with

the buybacks, $XX share and including $XX in For us repurchase a authority board last approved XXX replenishing to QX, our million in week, invested we million. year, million

Moving to guidance.

enterprise objective raising financial visibility, we operating sustainable overarching our the top guidance quarter. bench-marked and quartile preliminary XXXX double the last margins and mentioned, top consistently SaaS midpoint growth we digit that revenue, to against margin, As conservatively is provided increased are operating With EPS of comps. deliver line

midpoint guidepost are XXXX. also XXXX RPO our and XXXX billion $X all and our for of guideposts reiterating We

to Our XXXX cloud supplemental can release be XXXX, revenue today's earnings and guideposts found from RPO in schedules.

So full a revenue our we million, XXXX, of to $XXX midpoint with up million. year midpoint $XXX for total expect $XXX from million estimate million previous $XXX of

X%. attrition, maintenance is represents and and this our growth XX% target license Excluding all-in,

and respectively. second-half First-half, are XX% splits total XX% revenue

million a QX, $XXX we For $XXX revenue of to expect total million.

midpoint $X adjusted EPS Our up is $X.XX our to a from full-year is range previous The $X.XX. $X.XX estimate.

range For $X.XX our guidance GAAP EPS, $X.XX. to is

For EPS EPS we to $X.XX, GAAP adjusted expect $X.XX. QX, $X.XX of and to $X.XX of

QX, through in for expect quarterly, to than accounts equity-based EPS we $X.XX adjusted our EPS QX For investment lower GAAP be about which compensation.

we to I'm Cloud to will in $XXX QX. at and million XXXX, roughly growth, to revenue million that cloud representing year our are full in $XX.X QX, for and range we And revenue estimate $XXX in million $XX.X it $XX the increase increasing sorry. QX, be QX, For million midpoint XX% million will million $XX

services for expect revenue $XX.X the we million million are our in roughly basis, $XXX $XXX representing and million For QX. revenue $XX in accounting midpoint, forecast seasonality of a services to revenue, we QX, On retail to midpoint. $XX.X million, million in increasing at the and million QX XX% quarterly $XX QX, growth at peak

lower For to million to customers maintenance, refining to revenue $XXX are range as we $XXX our more million convert cloud.

and anticipate the million we maintenance midpoint QX, $XX at $XX.X QX. For revenue million in about of

license million of of Cloud, revenue representing full-year, expect per to million of With $XX quarter. $XX For for approximately million in X% approximately revenue the trading revenue. we QX $XX.X total and XXXX we expect QX, maintenance favor

a we're Cloud think I company.

For QX, $X respectively. roughly and license revenue QX, expect and $X QX, in million QX, of we million

expected range our XX.X%. is midpoint QX XX% will from accounting For midpoint seasonality, hardware, expected and we to And maintenance between while to up a XX.XX%. $X consolidated XX.X%, revenue to about adjusted million of is anticipate be and XXXX QX QX with of prior for operating margin, and our and per XX% will XX.X% we to XX.X%, margin for be XX.X%, XX% quarter are in QX targeting services about increase be about subscription

as three following. margin we significant Our full-year operating incorporates anticipate the variables objectives

the cloud, customer and additional talent demand of for for impacted of First, attrition pandemic points in hiring including license XXX XXX XXX basis investment basis of points and and including X. basis increases, of retention our investment on wage X. maintenance points expenses. return business,

and of basis in we QX. QX, XX.X%, approximately both improvement be going XXXX, operating operating to and beginning basis to of points approximately XX continue QX expansion in a points seasonality, operating to of margin for expect forward. and XXX For margin we target we expect XX.X% for margin XXX sequential Accounting QX about

Finally, our approximately $XX.X tax be buyback share we activity. XX.X% no to which diluted count assumes to and rate expect shares, be million

So for closing update. that much, you fantastic and to remarks. covers a financial back very Eddie Thank some

Eddie Capel

with Terrific. very Thanks, well-positioned. fourth-quarter some we're as pleased strong record-setting the Well, Dennis. XXXX tell, environment, Well, very results. XXXX is entering macro certainly but that you we're can and turbulence in there global

market-leading want wrap profitable To of and Manhattan employees innovation drives we Our continue anticipate I our result, and in up, fantastic transformation. sustainable, for as long-term, globally for a all digital deliver business XXXX. to Associates. to momentum growth And strong a our that year we customer's thank is

relentless Your Manhattan's customers our is key one dedication to and differentiators. of commitment

So Angie, thank ready to you. we're questions. take now And you. Thank all of

Operator

from Tillman Please question. Your the Securities. Instructions] first [Operator line question Terry of comes with Truist state your

Terry Tillman

on Hi, the every and congrats that the simple for guidance all fourth-quarter model. Thanks guess by extremely way, Yeah. thanks also quarter, Eddie, Mike. fine and pretty Dennis, and RPO I -- Dennis the it record. in to makes grain

wanting consolidation terms does for in the being is unified conversation? that being the activity to how question -- play? TMS to a you stock, First and customers the in of it Thank much in pipeline And involving WMS able create have is buy the you. Eddie conversations both technology vendor potential this

Eddie Capel

Terry, certainly question consolidation Well, our objective. and vendor no that's about that,

both are answer down road-map both first question customers’ which of buying to to second, with figure for capacity conversations the and piece one them, of, organization for second, it's time implement the first, exciting In market pretty comes is first, we able sure. forth which one for the and the is terms system is but are certainly of really to Certainly happening. results the the happening. a so that deliver to frankly, to be plateful, the out to them implement the those together, conversations work about which us which piece best which quite to because simultaneously, solutions a Honestly, for so

Dennis Story

And it's a Terry. up-sell nice cross-sell, opportunity,

Terry Tillman

Thanks. Sure.

you was I great Eddie, comment, it think had visibility. So a

of in put to So in Dennis, comment on terms Eddie's remarks. great you spot, the about prepared visibility the

activity starting about got this customers, visibility we of as part As get the for of of and hey, market just ready, from saying, the go-lives, think you base -- a waterfall the effect of base you've you're RPO just now, coming see kind you've year, throughout to then the more installed the follow-up visibility more strengthening I on been on we're seasonality the comfortable. in while key installed had is that's and crops Hey, and RPO. the XX-plus a

Eddie Capel

there What I'd really forward-looking, fantastic, Was represented reaffirmed. is guidepost visibility Terry? in absolutely, there. we're a there, we've well I you out doing put quite the And tell that's and question is think that

Terry Tillman

will now. On seasonality, be at question. we think Because do This RPO? while you for been definitely Okay. how it a a have about

And you. market RPO you seasonality forecasting be are seeing the quarters? and should in so, how any thinking changes across and we Thank

Dennis Story

I seasonality well. blew so next you think demand update QX as in through we'll QX,

Eddie Capel

to where customers there to we more be and ready think looks in busy tends to any seasonality, is this but what want like. in the at if season be tends QX is there buying not of that implemented to not is some end the a be do but patterns -- year. huge, cloud because There systems Terry. It's tend in prior difference see it ton the little a the following of buying in real QX, I seasonality, will There don't licensed world, getting

Dennis Story

And services it more it sales. cloud than tends to does the impact

Terry Tillman

on just commentary. finalize -- to here so But the

just need some a they're reality and got and season. see in little the in way is going positive get So XQ. before budget bit also season Eddie, holiday then the ready there's maybe earlier they of a -- commit, as it obviously the to activity in the to they've -- year But could you lumpiness

Eddie Capel

are probably a see of That's slowdown and the that. forth buying little more peak right. into on here. those a of while slowdown tend a little And reiterate so a a from here, cycles. not bit organizations swings are no but in bit but see course focused more And I'll little a getting distracted Again, of to little process. than a it's IT ready huge we summer. swing in then, of are major you and the going the That's Europe But bit

Terry Tillman

Thanks. guys. job, Nice

Eddie Capel

Terry. you, Thank

Operator

comes Raymond next with Your the question from of Brian James. Peterson state question. line Please your

Brian Peterson

Hello?

Operator

open. Please your is line state your questions. Brian,

Brian Peterson

are me. But numbers, the you your Hello, RPO congrats people We more fantastic. to Terry's willing thoughts integrated that just to products following be more to the talking curious, have seasonality, now more buy get same on up guys but broader button just got Well, those that question mute RPO. the sorry about cloud given that, the on portfolio. curious, I'd on commit customers I'm are a to Eddie. your willing products are time they're curious and at were now, on I'm

Eddie Capel

the really unified Brian. great kind cross-sell that About XXXX bookings and nature. integrated and and the it's were up-sell. up-sell Again, answer, for is There because opportunity obviously same of the cross-sell of of XX%

all Now, can and knock follow-on at that verses time conversation, road-map behind the hey, other. down specific same how comes the business we sequential that again, the to, one simultaneous the purchase, down comes much

Brian Peterson

-- I'm demand the from parts demand. for sense. Makes really where portfolio there gotten in a And maybe a the we see from your on Eddie. Active supply XXXX? Eddie, environment? strong. seeing Thanks, that question again. curious, improving does lot we're perspective, are other do Active in follow-up. could for M coming and Obviously, WM XXXX investors disruption chain a coming And the does what We've demand just Thanks, of what

Eddie Capel

know be XXXX, don't major in I going to Brian. that shifts there's

to it's into pulled off some I strategy There of that capacity, certainly on e-commerce don't coming ton slowness think going or obviously a as soon as hits of to high and disruptions deployment product land, able to continue, inventory distributed urgency just of the and grow. to the there's some out end consequence is immediacy time demand as an it it real XXXX, here continues country optimization important just -- the across transformation the to that, is get general and agility a particularly consumers, the the coy are chain flexibility hits supply really side of for shore a out. bit a But is product know build globe. little think of in becomes country, but takes around to just supply I reassuring see the expression, super digital shortages so chain important. I but to that And you're going I being of be a and Geo

Brian Peterson

Thanks, Good color. Eddie.

Eddie Capel

Pleasure, Brian.

Operator

Your comes state of from Joe Vruwink next question the with question Please Baird. your line

Joe Vruwink

often outside so everyone. the a mentioned is Manhattan customer most the much Level to potential I'll your start, expansion. new growing X to that, Great. that, definitely Hi, there's just consequentially seems just related how Maybe Eddie contributes in opportunity. cloud users Active persona be WM you TAM warehouse that more to of you and starting maybe more of the environment, X, Level maybe your Can coming prepared automated on market out product And and moving some opportunities you change? expand of saw how of where to remarks, it biggest addressable lie

Eddie Capel

to lot that's It's perfectly with of chain the Joe, really a the be ton, versus honest supply market a down you, going demand. of driving modernization a

of with we've the to way distribution look so today centers even a five quite certainly robotics, forth. ago, years years but about, times, of looked ago and and the levels XX As XX different number automation, they talked

is transformation whole to those for centers, transformation So the to a modernization way are drive ordering distribution, distribution different goods be consuming strategy network. the number the of to software requires able distribution and of centers, centers, be those of of walls important. the distribution size of sophisticated it distribution operation the whether hours the of digital full sophisticated Obviously, contribute have things consumers the that the the need to of all inside

I mentioned was terms market just on funny and really retail should adjustable And a from growing now and doing ourselves portfolio marriage they store continuing product feel and front and this much cloud-first have like that for our certainly end great a we this perspective. with manufacturers that, the sophisticated a share demand day distribution. we we're company sort and consider been particularly had at lot into In pretty of other opportunities a well to you and Again, that with one direct-to-consumer direct-to-consumer, now, the expand us. wholesaler out years. of for hey, just we our been And traditional for consider market to greater drives of portfolio, so and said say great talked fulfillment more was a it, XX traditionally wholesalers we've talking customers about before for the market a years, wholesale a expansion ourselves company. a of they XX there becoming company

Joe Vruwink

for great. in all you That's that what ultimately Okay. mean wrap paired of on that And provide, in management, management. with you -- Manhattan those then, are within being just lot Does WMS more WMS category? resources capabilities your get ACVs labor bigger things also yard cross-sales dedicating focused what seeing and the guess might a about regards the TMS. When like to talk within way, that thinking include I control, WMS functionality, execution, just can

Eddie Capel

By seeing way, Active order much more at the kinds of consolidation, It products. you look Active Manhattan WMS those synergy and Manhattan as certainly really we've of lot with Omni point-of-sale, order Omni with across sophisticated things. -- being late-stage a aggregation, cancellation, integrated those

terms a at of buy how or again project still can it initiatives our terms all this is bite much off map of which comes down in upfront, road comes to purchase NACV growth once. down to a or customers ACV whether growth, In multi-product

our this hasn't okay the they We're make make to it over we comfortable significant them. in for and with long a in haven't implemented the a customers that pace yet for So growth seen aggressive, is that. sure that term, ACV term, it manifest at But but we're -- itself we are sure successful want an long contract. initial

Joe Vruwink

you very much. Great. Okay. Thank

Eddie Capel

Pleasure, Joe. Thank you.

Operator

line Your Zgutowicz Mark question from question. of with Rosenblatt Please state the your comes Securities. next

Mark Zgutowicz

CMO Hey, are guys, it's might pull months hear great the relative curious any And a last to perhaps you see able I'll in, and geo, curtain just to types of this bit I might there some think helpful. different I year like a be tangible new to the you mediums terms of your I'm play my that back and Eddie, be other ago would looks you and results. or few across product you or brought what on little broken or branding been. wanted that if record ad again congratulate on marketing if Thanks. using in share specifically

Eddie Capel

that very only and team or is here So focused the have marketing. into to she's geographies. marketing think XX a X, Number fantastic said not we tell planet. lot of focused got integrating not we on days under across strategies a with little and their have our on or thrilled that her X, on so number into wonderfully We're a we the with digital and But that secrets making a that secrets, bit time XX sure for XXXX. into even she's are our days across going she long in very so, or loud of certainly the concurs, doing wings hood business, we've in her here the on and Ann and did best the now kept her Well, we you some going job. comes really proud she's interim. have with her company don't the and will spreading is first initiatives Addie team, I on she I'm and got specific to marketing us fantastic an where product do the put spot

have for very us expect should again certainly portfolio. both a in innovative some to the frankly, you be So in that more, little solutions we of communicating our see

Mark Zgutowicz

suppose I it. not year we're ad Bowl a though. Super this Got expecting

Eddie Capel

the up get you don't Mark. never go restroom, know, and Well,

You might

Mark Zgutowicz

good. go-live. I a missed Last past, but I and POS just how That's them it you've curious that anticipation. like that about housekeeping might question, Alright. I on have in know trended. chatted just has the

Eddie Capel

we that Yeah, internationally the as both stores what got underway up more I in it's and the a light end and that bunch well. to year said gone by U.S. we've well, pretty expect was some and of here are the a number

across product suite world market, really starting a strategic digital. we going bricks-and-mortar in clearly pipeline nice talk the are demand a selling you're established start in that to grow, So about And really more adopt to in to this brands continues and us and as get there there this out is integrated, solution. see some for of

Mark Zgutowicz

it. guys. Got Thanks,

Eddie Capel

Thank pleasure, you. Mark. Our

Operator

the Mark Capital. comes Schappel from line Loop Your of next with question

Mark Schappel

Hi, nice quarter job thanks question. for the and my taking on

Eddie Capel

Mark, thank you. thing Sure

Mark Schappel

A basically Hey, point-of-sale past just starting business, accounts with over the up question focus question In respect was the off Eddie, that reference with just so building the to just product. year former you. on or here. your building

would you in that of a to percentage many business your you expect forward. reference if wondering have I'm Now going greater point-of-sale those of become accounts place,

Eddie Capel

you'll the burn, point-of-sale slow the of not operation. morning Look, it's soul don't got do I'm replace their say, Mark. We whim, very, They decisions. a a to heart deployments systems they're and be going wake is go-live. retail I you, and on as momentum it's building -- -- next one very can pipeline, part But quarters, momentum a through but retailers and up our hey, to I acceleration, building certainly and certainly don't strategic of guess of it's from XX whether or to the eight feel we the nicely. the significant march business judge tell we throughout the initial everything organization,

Mark Schappel

chain regarding how just processes placing are supply supply attention in sales years executives Thanks. increasing chain general, three seeing four level these then and higher that Nice. your given are involved six, say, in companies on or ago? much the days, And you

Eddie Capel

Yeah, much more so.

existence, forward-level always participating never solutions but issues, don't company's in one been the a mission I to on than have really retailer, think conversations. customers’ that last and of wholesale, our the one since are the we I we important systems level or supply think and landscape IT we've more manufacture, day very in planet company C-suite whether two focused year chain been customers critical in becoming barely most the for or isn't sure. on there's of our

Mark Schappel

any And wondering seeing changes what then comment customers you're cycles seeing to respect finally the Okay, you're that's just little I your here, a you was budgeting just with for helpful. year? or upcoming bit if whether on

Eddie Capel

Mark. cycles we've in answer budget No. No pretty simple that that, It's real a to seen. change

Mark Schappel

answers, Thanks, simple I like We all appreciate it. have. that's

Eddie Capel

Sure thing, you. Thank Mark.

Operator

of state [Operator William from Instructions] line question. Pfau Please your comes question the Blair. next with Matt Your

Matt Pfau

and attract on wanted presumably and labor the retain I ramped of obviously things side employees. guys. to compensation Hey, up ask to some you

all? able any within labor On there been the services engage you at to been and plan, customers, with bottleneck getting side, a to ability limiter have been then to has And a you has your hire their implemented? deals

Eddie Capel

Yeah. with the We've far XXX for in company, -- - see XX that's new so got that's somewhere good. exciting had been this year about to to plan, We sure. new the I associates so a -- we've so think got we've

customers side, on of reticence the of a because resource of move ton to terms their seen of In that. forward haven't our I of lack

course, And them integration to seen or system very, to have being ask lack a customer I mix the slowness take any system resource the of very we certainly, integrator seen we're seeing on asked more customer buying but participation. little teams, maybe trepidation say Now, we're of introduce partners side. into to to us work we've our and, our buying due augment a wouldn't vibrant on

Matt Pfau

the existing from WM on-prem the Great. interest back three is. existing there that Cloud, And And you the what when think just XXXX, WM for so from support customer of to in deployments? customers on-prem was terms over plan the released some when update recall from I in customers over original to to and then presumably moving moving if a deployment out Cloud maybe level we're how five Active I an progressing around end, the years years with would discussions version are bit -- now

Eddie Capel

about transitioning have under be may and but contract of are we've it's from those customers a not lot different about that never you brand customers XX that enthusiasm, correct exactly I If we now. cloud. XX% percentage-wise, new into done before, customers with of XX-XX. are we said the existing XX business just got XX% on-prem

years scalable, over software pretty end built of day, to enthusiasm about XX pleased where move Obviously very we only XX a customers at with it's there up transitioned that are. the the the extensible, we in but existing So were financial we last cloud. our their we're the of so far. we've exciting visionless the the pleased We're time, desire results, to and by very encouraged

Matt Pfau

guys. appreciate Okay, great. I it

Eddie Capel

Sure thing, Matt.

Operator

now this floor or At are back I no additional closing turn questions, the any to management remarks. further will time for there

Eddie Capel

real closing remarks. Yeah, good. Thank No you, Angie.

Just of Thank XX started our first support XXXX in during all thrilled to evening. have with giving a or meantime, great be to would XXXX their In about days thank you. and like so. the everybody Bye. XXXX. for We're look to you update forward

Operator

conference in today's participating call. for you Thank

this time. your may disconnect You now at lines

Manhattan Associates (MANH) 2 Feb 222021 Q4 Earnings call transcript