PLAN - Earnings call transcript Q1 2022

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Operator

Thank you for standing by, and welcome to the Anaplan First Quarter Fiscal 2022 Earnings Conference Call. At this time, all participants are in a listen-only mode. After the speakers’ presentation, there will be a question-and-answer session. [Operator Instructions]. Please be advised that today’s conference is being recorded. Instructions]. [Operator like conference now speaker to hand Ms. today, to would over the your I Tichepco. Edelita you. Thank ahead, go Please ma’am.

Edelita Tichepco

fiscal results. Good on to quarter today’s Thank conference XXXX morning. you call discuss for Anaplan’s joining us year financial first

and are Executive performance, XXXX, Joining me are known will On statements Dave second call technologies. and on future be events products and Officer. and update differ and the including Form customer year contain making forward-looking is today, our statements of to actual our based during to currently any Financial call, Please the may including quarter contained Officer; financial materially. expectations actual our Chief SEC, guidance These financial Frank accurate. Morton, this not this the and forward-looking X-K Those Calderoni, the with Chief we our results current information revise those this These reviewed press or statements. may forward-looking or factors fiscal with statements, file strategies, judgment anticipated and obligation and call best after be or to we reflect results refer risks demand, operating cause today’s presented today documents in If on us for statements. factors disclaim we release. other may that our these call being from filed made differ documents as to

results call, not references are measures, operating basis. are otherwise financial discuss prepared accordance margins, the will We principles. non-GAAP non-GAAP gross a expenses to accepted all which Unless with in also stated, on during our and generally accounting

Frank press in I information supplemental Web financial And on and the to and For Calderoni. that, non-GAAP historical GAAP in reconciliation periods, results release turn over with is site. call our provided will a the of

Frank Calderoni

increasing our for Edelita. year quarter planning We is the morning for a need as us thank enterprise-wide everyone solid with you and Thank globally. started joining fiscal you, Good first today.

with over healthy ending execution the steady our reflects new quarter growth, with customers. X,XXX quarter This customer

growing to year. Our first deals. obligation, digitizing Approximately expand build slightly ability average million, we This of results grew planning XX% We across from over continue up strength on with historical Billings customers. of customers new was the XX% in function. have or the XX%. with to came and cross-sell unique bookings of reflected market every of from balance XXX our this bookings exited platform existing of the leadership our interest in above RPO $XXX and also was the quarter quarter last our remaining XX% the XXX,XXX. performance and the year-over-year, first now ARR over The

sector pleased disruptive This our and wins connectivity. are to seeing see automotive. were set an and across industries. impact One mobility, made driving, technology-driven expand is a customer in key new in trends industry We broad we where that deals several autonomous of is electrification

to with billion entire their sector. that decision-making only result in trends, platform, this Anaplan key revenue supplier automotive A a a supply our and improve sector. to auto can business automotive the chose order quality of across overall over in in proactively as $XX speed disruptive and planning the respond trends the solution large the major these implications the to can With we chain. manufacturing of manage platform in customers in As all that robust several real-time won related global industry the needs

higher supply Another market customer our chain. customer manufacturers vehicle largest of This the key network was Europe. This to global manage improve based volatility. margins to commercial with optimizing world's for one an their needed us Anaplan in to quarter production solution win increasingly selected this complex and

like to and this customers. to to tangible a provide strategic connecting as opportunity I few a by management our there ever, help businesses than greater goals of enabled more would we the tool planning which ways is in urgency a leverage for their Anaplan for business examples Now outcomes.

is trade go-to-market leader for by revenues impact. positioning cloud reduction identify advanced cost focus. XX% customer planning and their Our global to a increase in normal sustainable, dollar range area the pricing. are P&L through up crisis, growth a companies profitable management key computing after top is helps and of planning. up leveraging the an around delivering quarter for In multibillion segmentation, their to saw additional strategies line The customers the most Anaplan intelligence business significant of after of next in sales the promotions, implementation, acquisitions and XX%, first Anaplan

is has been focus of pandemic on Another global highlighted the impact by that the area supply chain.

ability get with drain the from can suppliers and the the inventory ways end example, countries, your to in happening customer which in profits. different your supply For what's

Our XX% manage by inventory platform repair their supply business. A for appliance six U.S. to less has chain. in help many large customers Anaplan capital deployed months, improving provider working the drive down helped than

the enabling needs. space change. chain, planning later, went supply healthcare industry, greater live our emerge as to need undergo driving and the customer a and have modern In healthcare seen solutions productivity year in company in a To rapid companies success to we’ve to winners, respond improvement a changing decision-making. that Following just workforce planning half sweeping ability solution, with this

a perspective, planning and XX% Anaplan their the positive significant for patient serve while Historically, early experience examples outcomes. to Amazon excited today's business our technology access been completed with are feedback, Forecast. deliver quarter increase an We help and Another customer users landed with we investing in program even business, value implementing and outcomes modern ML company, impact can the more accuracy. forecast XX% I'm environment. make key that to opportunity. we real-time drive to ultimately poor predicted for had fast-paced revenue, differentiator approach customer, more swings accurate PlanIQ share in competitive makes to These Anaplan of AI more a improve how and that a to planning business to revenue highlight in on customers. and PlanIQ Anaplan, technology launch as have and healthcare they providing track enable accessible accuracy. business decisions. innovation expand From a with their and models faster a PlanIQ After unpredictable leading better help predictability customer our leveraged

Asia over to years improved SKUs. savings. many As retailer a points, by only dollars forecast accuracy historical cost took example, revealing large it Pacific planning, in data days Furthermore, potential demand several an several for about million for XX,XXX two incorporating launch of PlanIQ in

also a We upside in XX%, significant company improvement experienced a SKUs enabling up profitability. predictions by millions for who to with in their majority of pharmaceutical worked to

to we the we're to productivity. expansion excellence platform and of are take demand as improving and environment. Through great it's use he qualification, go-to-market a to leadership, of supply as continue seeing HR advantage customer begin areas for also recover, Anaplan's better As such to ready sales such have interest opportunities on our well are areas the as to Bill's focused Schuh From functional cases our businesses in reviews, operational to other customer deals. as rigorous we within opportunity Evaluating and build will board in pipeline, chain perspective, areas on coaching drive Bill base. multifunction as

greater adoption one selling, of driving supporting the realization. is value areas focused and As part best-in-class of customer we on are expansion

continued have of will broadens excited market they our the Of COE, planning COE of the the economy our Excellence, also testament is the XXX% influences example, customers partners have implemented last of in ability of of market I'm large grew of past or enterprise with a a that to platform. partner Anaplan to a take opportunity. which the customers momentum this that hire adoption level the continued The For one advantage seeing of ensure year use for resources, who to scaling factors invest Center to the are of number is and and interest and over Throughout quarter, share number grade year-over-year. solutions. our our customer which all

quarter, development, This heavily cycle. alliance solution had and leads, GSIs in such investing sourced top deals funds were partner areas another in their influence go-to-market Anaplan the strong managers, the are scaling partners, in of co-marketing sales by XX as seven and practice more. XX

delivery grow across see the exciting EY with next Japan will major and with year, Anaplan of expand practices continue wins Deloitte It's a newer around territory, PwC. Germany including partners world. to and and our largest ever global centers build one in Over in our their GSI to the deals

provide with ecosystem. partnerships Google a us xP&A, of emergence planning analytics allow announced we recently strategic Gartner's Cloud operations the both AWS as cloud and partnerships These digital for category functional importance reach GCP and platform and go-to-market opportunity with discusses areas. late of to concept Our From Similar collaboration this the the powerful last planning Anaplan’s year through on positioning perspective, strengthened, geographies, that teams. market AWS within Gartner further new a expand validate build published Forrester our platform and the will and extended the has planning other to of believe report of tools. Forrester to

purposeful that financial modern now category with across range Forrester the recommend been planning has businesses across reiterates planning historically evolved business. wider that customers of business budgeting, applications a solutions while EPM cut to functions. the that need They of associated can have and applications

solidified our generation next the strategic Anaplan’s have to validating further approach We in position planning. category, xP&A

C-level business conference excited and geared user to decision has I'm for ahead, user high. and Demand our annual content an content DigitalCPX. on update both Looking towards remained provide leadership centered maker

to decided global two host customer have events. So we

first focus leaders, Anaplan to platform user of and business October, in are community customers will briefings on realization. Master value new power and feature entirely an aspiring training users a In The model our a June, platform revealing which Anaplanners. transformation virtual and with build experience accelerate we

world user plays bringing experts. conference our certified important in role ecosystem class Anaplan an of Our together

trained completed XXX% variety well levels This total their our expanded at own as professionals has the of increased number customers, employees. partners a experts year-over-year. of includes backgrounds. The one Anaplan of year, over as we number last talent the that Over Anaplan across of Anaplan’s functional have certification

the partnered with progress through also In most All one and Correlation of made navigation. community data program QX. summary, have and professionals Anaplan to building on for data in enhance largest our solid diverse skills career and growth on we of We One focused strategy training our

priority expect be stages We we're of the early this are Digital we of efforts for top this our many build throughout we a driver remain companies, in continue will rest and the momentum a that recovery, and in business. to confident will strong the transformation for year. the

the will everyone saw take Before role time the I year Dave transitioning that moment be family. to Dave Dave Chief to core financial himself the sure to want a later dedicated in and to started contributions I'm role has significant your successor today impact you Dave hired. thank announcement XXXX, on more his will in the out Since of Financial details for company. with made is to company Anaplan as objectives on gets a the continue Officer. Dave spend for our joining the business his his quarter, until this lasting

our turn quarter to provide for Dave? quarter over who let the first Dave the me Now will our and call financials outlook fiscal XXXX. year discuss second and

Dave Morton

path can with focus time mission. the comments. on some Anaplan in is and has time planning as Frank, never family. to first our forward serve career taking been been I before looking the It's thanks points fully focused for including look ahead. Anaplan’s pain the to working to and enjoyed off I need to CFO for the appreciated opportunities on I process. the that for pleasure team with search support I the further executing and scenario-based solving to assisting I'm a spend nice Anaplan’s forward joined with to time The Even doing I've against Anaplan, my forward, greater whatever CFO

XXX quarter the the year-over-year quarter. for were and million, strong XXX to turning up first revenue. higher XX% XX% dollar-based current year-over-year Total XXX Remaining was revenue billings million, the first Calculated as portion year-over-year. driven was terms performance XX% grew sequential be Within were by net quarter, that total bookings XX or to million, million, XXX revenues and year. year. last revenues XX% new The recognized the is RPO, up quarter XX% expected over the XX% up sales of last up from quarter quarter quarter execution growth exiting this XX healthy of current in obligations, first months first this, Now up RPO next platform for Running We of RPO. or rate, X,XXX customers the total existing quarter. million, XXX% enterprise subscription the Service customers. in revenue this over growth resulted Anaplan’s NRR, ended and demonstrated and of expansion within with net which in growth year-over-year, XX% over is represents quarter. new comprised

a year-over-year And change levels. delivering first retention the quarter. in line with our success and historical there In churn customer continued in overall growth deals, no volume addition was to rate in is the of expand in

Turning were capital year-over-year. down margins period across percentage platform. over Total XX%, first points million service Net was subscription shares. demonstrating for working approximately to metrics. in quarter, and to the towards X this, compared from XX% product was cash in Operating year. XXX we margin our equivalents. with X.X%, point quarter the primarily Within operating cash share the pipeline first X and gross quarter marketing average support, our XX.X% weighted were non-GAAP million non-GAAP X%. Total profitability advancing go-to exited approximately year, due for are percentage in for capacity, gross were expenses gross negative X XXX up first margins the targeted prior XXX last of development additional on roadmap to million based features XX $X.XX, generation, per growth. to margins and and key was an support the and million were areas loss cash Specific the good sales Free our million, in flow investments the negative future same management market, were investments functionality our in quarter quarter improvement first

year-over-year million. in second quarter services for ahead the the range to of million. growth the the XX.X million anticipate XXX Looking quarter to Within the range revenue in This second to range revenue we XX%. million. XX.X a XXX.X to fiscal to of to be be XXX.X to expect we Billings of this, in XXXX, of be implies million XXX XX% the rate are in expected range of million for

For range the expected million. we full the are guidance raising of million to fiscal XXXX, in of our to XXX revenue XXX be

Moving margin. on to the operating

We provided negative range to full the we to expect last line non-GAAP of negative quarter. with the guidance be X% which operating in is in margin year the X%, for

next count and allows be recover, margin to participate average and to of functionality our and is quarter product operating market to in continued of negative begin success. global feature enhancements Investing second on new our shares. customers our continue our we for market to it range investments year. global to to In Anaplan’s for within are for as cases strategy opportunity now QX quarter XX% XXX questions. deliver reach businesses customers. on will successful, As year expand for in the provide we results confident second be define for operator the platform reach use to fiscal of fiscal through was expanding the marketplace, how our us base leadership to a year. share million we now and approximately progress dynamic, and to making XX%. expected business execution over growing our Weighted our the and expected for forward existing full turn I'll we're look the and closing, updates go-to our expand we also to market Therefore, is the negative is providing

Operator

[Operator Instructions].

Evercore. Materne of question first from Kirk line comes from the Your

open. your Your ask line Please question. is

Kirk Materne

for some and can some at around question. Dave, realize, RPO while can CRPO, you the And up it's thoughts more than sort then look offer I'm Thanks you thanks. taking we But in offer It a Dave, little about of think billings on how billings. a it's the for well. but into this trends the bit I you you versus obviously I sure look obviously But number. take year? out thoughts can showing Yes, bookings should we little maybe and bookings last FX. the people it as help on Because if concerned maybe cascade and acceleration pipeline a just business Frank, were us the us are then where Does get to the where bit think like accelerating seems bookings? deals strong, to is? about start little the

big there's gap add and there, the just maybe Thanks. a the number So of stock’s obviously bookings billings pretty number? the I color think and aftermarket some down between calculated sort because

Frank Calderoni

Thanks, I Yes, made. would points with Kirk, the just for questions. agree your you

I of similar couple mentioned. make comments what a to just I'd Just

a new really continued as to new continue year. this our go that performance with we're as see forward, and really on accelerate execution spending positioned we strategy, growth business, business we're we steady to the both had start environment customer well kind of kind with improving environment to environment, reflects, well that continue of we feel solid optimistic would both overall through the The I of the about QX the expand So the as execution, say, And side. year. and

number over about You the saw mentioned -- of new I X,XXX. customers

we in healthy expands. the of percentage then toward saw being also nice a increase mix larger And quarter. our So a

So usage, good. which showing that really their continuing is add customers to to it's are Anaplan platform

close the And have again, that and year. improvement year I we're And what's and about you of well NRR stages deal seeing -- is that rest for feel from we're I we're that I with early the think also of say kind I through pointed where really this as substantiating Anaplan to recovery. talking year, good current overall volume, we're the think of confident the momentum XXX But us momentum customers to reflects positions in Kirk, that out in the gradually I’m the next with build really expansion. market their in which I out going a and building. to perspective. really continue think,

at think growth about RPO I on bookings. Because of RPO indicator as based calculated that current the look highlight an to continued RPO as do can gives accelerate the mentioned about quarters kind couple where example, either RPO as important. from that's well you of I if rate perspective. a better it's current bookings, a bookings, of over see the to that's where moving. of want calculated last because think I the You it's growth XX% is business approximately that, And the you the growth. been, the And trend or

you recall year, quarter. progression last each If we about talked linear

think continuing indicator I current And an year. see the stages of of And out think said, that's think rest you think bookings I I now. that giving throughout we're the RPO that. I we'll as I this to play is the continue early and in

Kirk Materne

you, Thank all.

Operator

from question next line Alex from the Your Zukin of comes Wolfe.

line Your open. ask your question. is Please

Alex Zukin

billing see going guys but all the can of Thanks. a better future performance now? to I'm Can comments. wrong is level healthy you your existing you follow guys. now, start in where a get what where customer terms size invoicing is of there or think optical at are do different billings it's incremental penetration up, that trends, because we If guiding from CRPO, base, look higher that be on right the I think the then to Kirk's for question, duration bookings just monetization, Hi, maybe is to? prior and you expanding a the happening the just can and the a as optical looking we metric right the a motion in if even is there indicator as way something opportunity opportunity question way. understand about your And based we we bookings, try there? is at you -- opportunity base the even And a

Frank Calderoni

So a in there. couple questions

So, that. Alex, the nothing far answer first to in question in as your abnormal billings as billings,

of all to a clearly perspective I market with at good there’s to We're good at give as that before, year everything looking and the about recovery, from yet. as feel both on the We the is step look business. geographies, I what out, other you I as as indicator backdrop think or just question, performance. would that. our that this that. not trend? on indication geographies, trend I far to far the Kirk stay in plays continue what a want cylinders of want said operating to which is trend, If back, as a what's about We a similar Now asked, good mix that the -- the

look at very around global. we the are If you and world it

And play so as that continues out. to

thing is industries. second The

are services, financial are industries technology Others like healthcare, still well. doing Some recovering.

feel what billings. why billings, a we And trend? and of right that's we billings the at is of just because good calculated performed a so on the And somewhat we're on to measure of how I trend the at I looking that kind bookings near mentioned good we too. look at looking about term now, guided as

at to of you back. out kind that next making, the figure we'll partners, this progress two, we're to me really the we better what let I quarter hearing look So are over that community we're give think transparent are good gauge customers, making, investment to But trending. -- what I and want or provide I things actually about where and investments be of can can a continue well more we're from investment that we're that feel hearing do what step the we're positioned. the from partners making the and

Alex Zukin

That let -- I about a guess, subscription the we've I talked How of the If guidance long in seen how going take to present sense. for in revenue if me follow it bookings impactfully acceleration long the I more to for lines now that about year, line? up. to quarters? makes the in for the start revenues, think subscription think trend you ask just a about is couple that

Frank Calderoni

answer to to I want on this. but in I -- just exactly, what prepared me because let -- Because pace the recovery color don't of I you mentioned the Alex, remarks, it's improving. that some similar give is

especially see as things I in more, to openings, are think see U.S. in the industries and it's to and also coming great say Asia start opening let's back. up more we Europe that And

travel and for one hospitality, said has example I us, shown not as As progress. before,

sign. good improvement out have is as called We seen automotive, which some a about I

at of the that look meaning have, if could -- increasing. is give continued question. now, pipeline right which industry, deals, answer I the deals of improving. pipeline. size If at The currently you We've breadth that we to So build The it's cross I improving. I pipeline feel look to is

out for to this feel continue this that this few trend end I think I how about we to gradual play to be in can quarters improvement. all market, so the see year, year, we're the think the the of strong. Anaplan And trend indicators good seeing I year in up those seeing because close as able And and we'll next we're

Alex Zukin

That's thanks. Great, very helpful.

Operator

from the comes question Siti from next line Panigrahi of Your Mizuho.

ask Your question. your line Please open. is

Siti Panigrahi

my to question. to ask hiring just for about Frank, heard wanted sales of taking you your did lot this you fiscal We Thanks year. heading guys organization. a

So there here, a couple territory of sales joined reorg? change any Bill is sales any things. other there that or now to Is the the change also any done assignment, us to reorg any changes [ph] and

Frank Calderoni

adoption, overall, current operating ordinary helping deals now everyone through, you get I Bill’s the we continue this, expansion but a his and platform can that's change. going and the say, to new So, for roadmap on has constant take to leverage going on got continuing coming the substantial the doing we underway, opportunity a -- up know, year, us progress out get that inspection, we dealing working that of how have several them set great across new some underway typical, remarks, taking of is initiatives during as rigorous no the the execution. and with have larger initiatives board. to reassignment, always But opportunity which advancement I around It's to of skill focusing the Bill to those what's building organization, mentioned build really amount an nothing let's anniversary. as on coaching six-month Internal, on think out reviews, that operational the to focused progress, He's moving knows the approach. Anaplan excellence, done and many and Bill and for on in with perspective. prepared of there's focusing faster from kind customers, on to culture really building fiscal forward. of them customers. having start He's and that, the of customers,

with going us So deal the pipeline, next the improve we to with deal leads resonating internally which capability the He's on we I CFOs great addition is it's that, opportunity and Improving -- my Bill geographies. that We over fantastic. the lot in in our enable the to He's have to customers. see much can have have too, of is one of was and with couple and to CEOs do overall now each the jump improve ones had cycle, more in we more in cycle. with quarters. doing of what also and team the especially to a resonating of CIOs,

Siti Panigrahi

Yes, that's have what hearing. in with been we line

chain Another talked you question, other quick planning sales is deals of about planning, which than on impressive. lot supply and financial planning,

planning in these the days mix planning terms other what's So financial of versus modules?

Frank Calderoni

use of financial to enterprise prospects planning period a analysis, to tied resource supply average, tied when management, finance offer. cases If goes and importance to is I done that over would And about extended to and mentioned about about we can't time Gartner this what look and Forrester of that sales play that now well into human couple all talking out. I of cases. than planning. financial tied now enough, to And stress Forrester. and this I quarters, we're great mentioned very seeing they've what rather extremely customers an similar has a this plays with right? it that back -- what's to is But seeing enterprise recently transactions planning. are now, use also right strength, We're and I seeing our have for platform. on in still come XX/XX. seeing I gone But the emphasize you and this pipeline, not Anaplan’s to out that survey We're We're because it just at the It's that to see performance chain, the plays

yes, sales in activity, chain supply performance planning so, increase we an management. And are workforce seeing activity,

to talking performance I right they're Anaplan of with sales this of busy experience extremely had Going the And he other sales sales their he Bill, was with manage He's and in COOs firsthand. to doing what and was back spot; kind efficiency and heads talking before platform to -- because heads companies, how what management. his for sweet coming even about at really they looking is execution. of seeing been here now Medallia operations,

So in with out amount fantastic. really marketplace has leveraging his seeing we But significant are a that, talking been the peers enterprise these opportunities. of

Siti Panigrahi

Okay. Thanks for Frank. color, the

Operator

Your Brent from line Thill the from next question comes Jefferies. of

Please your open. is line ask question. Your

Brent Thill

a Good back expect the it up the you bigger new new strong walk through relates logos, when impact? 'XX? mentioned very a Do as that you morning. existing you in and Can the you as just logos to half just has to to Frank, turn expect been pickup a the have of have percent.

Frank Calderoni

Great question.

just me again. We we about customers. start let over customers. quarter, Last talked about So X,XXX over talked X,XXX

So a with new this nice pickup; is logos. the really in and QX

those customers year and enterprise they've and work to I with been head their are that past picking through saying, plan how true So I hey, you a want build after can organization. the over what across up my

opportunity. also us provides with that So great

The other I would comment is just highlight mentioned thing pipeline. I about the

as -- customers come that. at on, look those come potential also other from We what use cases

the is we're And in seeing so pipeline, which that good.

it even as there, customers. some to look to customers have average pipeline allows deal is as I at what And other that was we the showing that before, new with further are sizes expansion. us also us increasing. allows have far But new So other saying in

it as I see we to two, we'll over last would And the come few that's expect throughout continued I through year, to continuing happen or progress quarters, over continue back. year. expect the and to next quarter So this continue to this that

Dave Morton

hopefully was really one we're projects through. even was bit point goes back companies more Bringing that really focused, at mention, what first are people into work far up, additional last project. especially over done. as want as think which been I've six them having June-July incentive of year. to right? They've that to XX% their the are recently, about to office, the year conservative, these go where availability projects where thing lot indication releasing to together where of it about the of they've looking are that back enterprise all, when going hold which over next months. seeing, timeframe is going of just plus surveys comes fully just skill. upsize it's The that's come back or of them XX% put into of and the the been stated recently, that that past it There transformation more appreciated, also some projects on the because organizations investments past think I the looked projects budgets, have And second on to you within that provide because for projects, on now to to And or a been I a it expected, been I back are And take

that that are back seeing surveys the So some kind projects other of back. now those and expected survey read showing pipeline. of starting come have we're in And there’s pause to or to come

Brent Thill

Great.

it follow Just up. as a surprising anything But it relates XX-Q. business the or versus to to or related notable geo the just we'll in quick I Frank, as U.S.? trends, the know more there in get to was Asia you, Europe

Frank Calderoni

a mentioned an we've started from mixed industry. to is I the a again, an recovery It's From you expect. in in U.S., geography as So as seeing mixed. it's Japan. opportunity from see we're mentioned, mixed geography the strength would perspective, and I

side. the before strength to So on the some markets was we're in for sort started just of the of Japan. of COVID. small invest And on and I'll we because put has which been pause, highlight market us, like a seeing other positive it thing, in kind

And is pause so of that put kind Germany. on

Those So we're seeing say markets strength. some would Germany. are strength I the in

we France business I'm some in other relates France some I maybe us and situation. But and from starting big big had, coming an COVID the geographies perhaps to the more as UK. France. has see business mixed as have pipeline environment. back, a about than stops they've a On say, UK, this so is has The we're perspective, other it a the side, more have And starts would in we for had optimistic as economic far to in and what

in this it's Asia our other would mixed. before. in was bit line for where been So past a and also I France business Southern -- what and countries, the then perspective, geography quarter mix we've But for with us say, Europe seen there's

Brent Thill

Great, thanks.

Operator

Piper next from of line comes Sandler. Brent Your question from Bracelin the

ask is question. line Your Please your open.

Brent Bracelin

dollar improved sticking on demand here Frank, here. the that for Net you. theme Thank guess, quarter. recovery I second attention straight just

by back deals? broader talked or the you based? in saw it in here broad of quarter base? seeing spending we've a expansion driven question you it Love highest to the across customers better Was seen of the being net was where over is install and in I think concentrated come retention you’re mixed? about My demand XXX% recover handful the here of understand improvement this Was the a large year. was it is, base breadth

Frank Calderoni

still to It for goes about answer, deals It was broad us. back simple I based. it based. large the are broad what Large deals. was A was saying also in recovery

But we this more talked based, which that we that So see. shows, NRR was was the looking we've customers at. it to about and year. in it's past, of certain based good broad all on period see the And we're a in have later this that cohort

see was it based, this broad So allowed to which improvement. us

Brent Bracelin

last about one role of follow up partners. just think then And the Perfect. as you

XX I think the top seven of by You about deals talked influenced partners.

I partners. in of XX% deals by talked think past, about influenced the top you've

what's So walk Thanks. It shifting part understand feel on the important partners? they're kind changed, to here deals? here changing of going love those what's why me engage sourcing And to of of does a front? you're more through and it's like with becoming larger how kind partner

Frank Calderoni

So another good question.

is results, about comments seeing digitization with is, to making they're GSIs, doing tend The coming The transformational, and and the funding back the And the coming Projects survey goes are the there opportunity. projects coming around was online. especially own back would just first thing be I online. more say to I surveys. it skills, course, their Those more even They're are now right. that's back. more of

knowing where they're they put is So behind of they’re to that and investment market opportunity that going the in the going. think

investments faster? different have looking been yesterday. a adding. our opportunity, It at make we're the there that we roll that of we how add those trying QBR And that look to Anaplan’s GSIs we to skills see just in And get can do see finish had we're is we parts our a all do on much up accelerate. opportunities broad And QBR. we figure GSIs looking that how by out mentioned investment. other across Bill is of or the in we along is And large -- do right, it okay, that to and at that action-oriented. And attended how there, they’re was, Anaplan. how based, we sleeves I happen? was one investment with and part get to just we the seeing and and start right? to with So opportunity Because seeing want So And these the I there? ways out of earlier. things line partners these been by have GSIs

Dave mentioned needs of And be us. that identified yesterday perspective, more -- investment? in for of in each primarily making and accelerate line year, earlier but indicator we're And ourselves starting we’re earlier the at looked year a where investment are QBR, we're kind as still the way, to that. heard said, an full that about of to to by we You the margin from because It's investment the part other we going you be. of

partners So in. the are

we that quarter, back, last We've is global with top I partner in thing just this and just become The highlight, Deloitte, tier now I the want this of this and I alliance is know to other substantial. partners. about because a talked stepping say and

dollars much there in top you're there's that more when more so visibility. and And investment goes tier,

everything lastly last of And go-to that already we and pipe, then is in technology, right, would about, side, of get we're really making we quarter be to through progress. but more market said announced and standpoint technology great latter that then in both When the the so see GCP the is the for We've alignment positions the of on of to come we're partners partner And for primarily with through that well great. that which visibility, that. those the which working I'm AWS, and year. 'XX, AWS. aligned of the FY seeing just half starting excited and opportunity from back GCP the September also been And part us GSIs on back that with

Brent Bracelin

Frank. hear. to Thank Good you.

Operator

from next the Securities. line comes Your Michael of Turrin from question Wells Fargo

your Please ask line Your question. is open.

Michael Turrin

Good of any the of for remind recovery have Is you results into some spread? of Hi, there. Frank that visibility just quarter? pace maybe the contextualize maybe us anything QX quarter. you’re articulating you business tighter there on drove QX, degree were Thanks. and what what some can fairly morning. last the given just help to Is you The add guided tight us

Frank Calderoni

of took you questions, So my as then you the you out and words asking answered, were the mouth.

I I of in continue put but QX we're I through And But emphasized, optimistic through -- pace some be pipeline know the do. how approaching They're want stages then mentioned pipeline. we're them They want also seeing can They what and previous some take see along to early with pipeline importance partners. sell we our the questions. well. they to positive. time they're want are of out different a need right, move I there, increase the of SaaS digitization you then space it’s to and companies it's to to the that just They're planning. make enterprises that enterprise, with in direction. Enterprises the importance other this seeing as the the agile little investment, moving coming think right primarily through. well can the things and the as pipeline. with and great enterprises we and as And taking caution similar it. it all accelerate. got and But you businesses, it's I past takes But We earlier, we that just it’s as the And on then how so the And being first, signs think how it just the I to to We're progressing. caution And for on moving year, and which two, for So Great we're just think it's year. to as we're things are yes, everyone. of time and in I things in This all responded been to it. to careful we the far accelerate we're recovery. challenging. that, trying get positioning of is, everything focused as

Michael Turrin

booked, few maybe I better. quarter those to priors, think the That's billed significant but color the between that there, but similar all more the able there a anything the just growth follow-on, just Maybe in helpful. the of just you. question to Thank numbers? more direct. provide a Is two was difference maybe not given you’re

Frank Calderoni

Nothing. really. not Not No, really.

Michael Turrin

Thanks. Okay.

Frank Calderoni

for As to quarters to I as of want the said, comments I -- also recovery. the the come, right, for trend most the as and kind I've of I already that of think covered pace just positioning quarter, far

Operator

of the from Slotsky comes question line next Stan Your from Stanley. Morgan

Your is open. line question. Please your ask

Stan Slotsky

so and good much morning, Thank everybody. you

far how the maybe quarter on question thing of came as linearity as everything Frank and together? a for So odd the

Frank Calderoni

-- nothing kickoff QX, a the question. we back with to It's in QX, of right? I meeting have So QX. every first previous go the Stan, sales a month

as and while things realignment was us nothing in That's You have Actually quarter and ordinary. bringing build like of it unfolds. we out and for the forth. that, the continues linearity some to for were so territories QX of pretty people standard

So nothing. no,

Stan Slotsky

methodology, to versus doing conservatism for quarters, year don't Any years? that you're prior slightly either a maybe additional any of Okay, Dave baking to got there or guidance? And of it. Well, tweaks the forward question. levels I you're this into forward maybe Is prior on how a change one. leave different island want an guidance

Frank Calderoni

on want you Dave, one? to that jump in

Dave Morton

for we how change both Sure. Thanks, as of year. quarter well prudent Stan. the exercise across whatsoever No, current there's as thoughtfulness our no

Stan Slotsky

Thank Got it. Good luck, you. Dave.

Dave Morton

Thanks.

Operator

next line of Scott Needham. the from from Your Berg comes question

question. line open. your ask is Your Please

Scott Berg

bit that have and us is to Thanks the basis? now, Frank here. Hi, Can obviously, Dave. view a profitability model growth a for you. the look you plus for, I of of general Actually, all of go-forward probably my versus into right Rule it of think those minus probably and remind look subscribers accelerate of help different subscription the questions that or revenue necessarily XX%, in directions? and Thank is a think I that and here. XXs on just I'm kind moving that little going think at growth We taking one. range on some I meet mid But your big subscriber do we're but one XX the probably structure that gets profitability not maybe doesn't kind teeter-totter XX% current I

Frank Calderoni

as can the jump Scott, And thanks you in for question. Dave, well.

for to that investments after are the back start thesis on digitization as making, goes in for go well me the positioned really on go-to to far initiatives saying, as both we're side, out is let side the underway. by that whole product growth. So enterprise planning market our we're marketplace as as that there with then us opportunity growth. the It that's with The

positioned. want make we that well to so And we’re sure

of a a leadership in position. position we're think want I We maintain great I TAM for us there's think And amount to going to that leadership forward. go after.

out put that I So there.

having kind the the side, balance. of really it's other On

So we in XX. believe the of Rule

I we’re look you guidance that we focus making go progress with what on we're of well. in if been going the full we've before that. at into throughout to to as think kind said line as next had year towards we we for year, year continue Again, this the margin that and and had

else still may growth to -- missed I the you help I growth on to all the we're going So make continuing have sure if primarily in? the jump Rule anything it's margin on don’t of have, know better that XX. Dave, we side more focused it's want but

Dave Morton

No, I a very think you gave fair assessment.

Scott Berg

got. all you. That’s Thank I

Operator

line Your next question Truist Terry Securities. from from comes the Tillman of

ask Please open. is line question. your Your

Terry Tillman

able time question the a being to you next. Thanks my Yes. follow with Dave, had taking on and family with whatever and up. Dave and Edelita. I for questions. And luck more good pursue Hi, Frank, congrats spend

uplift, now First, kind we're up way existing of up. impactful getting of be customers? would with a to PlanIQ, And Any with along size little then there more a maybe customers further Frank, the ARR new bit I in follow versus this this quick innovation. terms or had is --

Frank Calderoni

team shout little to favorites. really bit yesterday, Terry, an the that a say [ph] schedule That's celebration my I'm that. And finish of internal the out that and you had have brought really of up. around across successfully I one glad to we on budget. for And line, so a I for GA’d put want bringing we that on

So team. the great by job

actually several is we in we're examples announced intelligence been and we of have highlighted we've before. of what of customers since customers valuable with not I but been, I importance September, -- learning from back is have that some GA’d extremely thing other gave extremely now working in only things The earlier, been them the forecasting bringing the their into those some and those

months big us So a GA’d works had prior right couple is this customers now, I existing we've over Bill customers. of new with in and see this a for of in to, of kind that and kind even to that marketplace, last of really extensively the for market. go-to to us as working the me, for take advantage leverage. more now We've opportunity a or the

for hearing far the more the quarter over about or impact quarters. And the but insight as as size we'll me next two. we to couple provide hard you'll now that pipeline of additional benefits, some right we'll So be try the have builds over next color. sure more It's as the make to

Terry Tillman

out is to question of it That's consolidation, consolidation just in vendor to broadly fewer Are a related relates segments or vendor competition vendor as great. doing to, about It's seeing vendors. or certain consolidation. you speaking? any follow competition we like some opportunities software just kind coming Thank changes and/or of with pandemic, the up And more companies the related either the pandemic from hear during you.

Frank Calderoni

Otherwise, really want on also the I last No, just of mention. nothing that can change that Amazon -- Forecast. no I emphasize PlanIQ to to really think the includes question, real

the partnership And reiterates have of and version Amazon two kind and with an an the AWS on versions, side So Amazon. it we version. have we technology that just Anaplan

great to the that it's AWS, partnership working with even see progressed. So has really

Operator

question from Josh line KeyBanc. next of comes the from Your Beck

question. is open. ask your line Please Your

Josh Beck

taking just to maybe about types projects. cases these or large transformation. the really customers in mentioned the for I to commentary might of pursue even question. skills some the follow the it earlier enterprise not Frank, like sounds perhaps up that have you you -- of some enterprise Thank really wanted on resources large transformation

projects? customers in willing large that to So are mile step that X as enterprise transformation of terms the what to these we really you will months, up of indicate reengage markers maybe through types really and looking be go in for next XX

Frank Calderoni

organization. So in talk let not the me exist just much to skills clarify. about skills, availability I don't When it's so those that

work in those I has skills those have, disruption to think the some don't more provided that then COVID more on it prioritizing currently them than with in do just aligning environment skills of of certain initiatives, the so exist. that they and has

just enterprises ties about was saying some there. themselves. And GSIs, put all because able of I down this to that Clearly, raw to also to aligned be bring, bring into do is within before the the skills out comes what So what that's skills having I available that aligned value back that also the they transformational budget the then that. are GSIs with

the of table, and back is what enterprise, So to we're right. I also similar customer doing What partners I combination what the we these goes when all then to do how the think is planning, said to skill, it's it that. the skill before a to the projects, planning bring bringing we're planning, that

So some of fast sure starting we're to I planning that working with to really can about can it's we would get deals make how measure, going the that lay on cycle your we question be planned them on green in that And and out. to these say light. early

that not and great together. the it's implying happening. technology, where continues have as started things really how get a as highlighted things forward. not to that to In things indication these I highlighted to together coming past, a skills increase, healthcare kind industry where started seen have together; aligning started some really to things automotive have move of where better And we've are example, I come together. come of as to really an of I'm the we'll this. So come

indications put where move got got it, aligned. those are those So The skills behind budget’s projects those forward. and

Josh Beck

you. helpful Thank Really context.

Operator

JMP. next line Patrick comes Your of question from from the Walravens

open. is Please your question. ask line Your

Patrick Walravens

what Great. And Thank less? about ask are is just I coming dynamic particular, So the a more? you OneStream? is you can Frank, the in OneStream seeing were up wondering lot, with environment? like competitive Who and seeing competitive you.

Frank Calderoni

question. So good

all, mentioned few of competitive in before and really seen any out haven't opportunity a perspective happening. mentioned this start minutes as and putting I've the as ago, First there, from I dynamics. what's I change a TAM large

I we spot. Gartner think Anaplan highlighting I which aligns both, positioning think enterprise requirements. Forrester at look of from to those far the again an planning, when clearly by And you sweet the standpoint, planning enterprise and meet our

really especially think planning the I looking if enterprise because to to even out looking with in seeing acquisitions some finance, their are see surveys. ways planning of customers potentially that are aligned companies again there through that they they're you're and Gartner some broaden competitive are broaden, their at in Forrester are that landscape seeing find in

position. as So there leadership and the consolidation space, in I answer have a next financial It's on My OneStream, the in solution a a from the change think specifically is and specific a consolidation. big step we competitive in I see that No TAM. consolidation around need the dynamic.

where Anaplan I’ve that market pretty So really But they that's going. the again, need. in I wide much broad planning are is filling and positioned enterprise think

Patrick Walravens

you. Thank perfect. That’s

Frank Calderoni

end kind So the up to -- I call we're on I'd like here. coming of think of our

about value our We the before, in key dialogue improvement pace thank partnership. today And I quarter. the of to lies and the And strategic forward us. opportunity like recovery a our said any I'd next we So are further ahead our investors, and employees, again, also to optimistic as for we look and joining you us stakeholders. seeing other partners, that customers, thank and for we're

Anaplan (PLAN) 27 May 212022 Q1 Earnings call transcript