BL - Earnings call transcript Q1 2021

Due to licensing restrictions, you must log in to view earnings call transcripts.

Operator

Good day. Thank you for standing by. And welcome to the BlackLine First Quarter 2021 Earnings Conference Call. At this time, all participants are in a listen-only mode. After the speaker presentation, there will be a question-and-answer session. advised conference be being Please Instructions] that is today's recorded. [Operator Investor to I Alex conference of would Instructions] hand Geller, now President today [Operator speaker like the your over Vice Relations. to go Please ahead.

Alex Geller

you afternoon is Mark call Chief Partin, for Good Financial Huffman, thank your today. on Marc BlackLine; With of Officer Officer. participation Executive Chief the me and and

and for as forward-looking only within Litigation statements those plans, the full Reform that QX meaning Securities to made outlook during our statements of and the we Before are historical statements the in year are guidance that not Private These note particular, get represent future started, the date I certain regarding forward-looking facts, Act of performance, expected including XXXX. of conference objectives call. would call our like our this of this

at which our SEC be is law. will by press reconciliations filed our versus result call stated, results of available measures currently the we use reasonable, are alter risks statements expectations as reports XX-K in Investor filed may Form subject and investors.blackline.com may our any actual new because today. Exchange forward-looking in forward-looking based obligation A as and are results as Form on on While non-GAAP statements or the Commission, on with Also, we disclaim not found update those stated why release, unless the we GAAP Securities this materially current applicable whether X-K be otherwise uncertainties, measures and including our the our regarding otherwise, any today to are or information periodic information, or differ We make required with on believe of future and of could Relations website statements, expressly and our Form particular, non-GAAP undertake events discussion a financial XX-Q. financial and our disclosed except do our to of in all non-GAAP.

I to over to Marc turn Now will begin. the call

Marc Huffman

and today. for afternoon, joining thank Good us everyone you

year. Our globally performance facets progress on in the a improved QX go-to-market our represented of on the demand and all another macro business. early initiatives. level, yet a strategy start as momentum XXXX across increasing On our of We executed to we saw quarter strong made

result, demand-driven. As revenue third key quarter initiatives. We and increase a for results billings quarter strong saw from progress and were saw on consecutive focused we XX%. growth a remain first These by good grew execution our

to alone. management Day million customers, help in objectives. on results There's At Let's large in align start base. opportunity, with our incremental team the ARR with them for March, existing and account their strategic we $XXX we sized at that embedded business it customer to continue drove our that lead conference Investor a invest in capitalize QX. in in our initiatives opportunity value products our To realize our an

Our demand the ability customers pandemic was a and in wallet saw strengthened amongst the share QX. lever growth that we to throughout our expand durable

including and added performances finance deals of for the in QX, of XX% year. the an Cash customers digital momentum on with growing of As $X more their quarter These quality as new quality the a The last to finance acceleration had ARR to our footprint and coming with and turning we feel transformation other of large to above we confidence new particular, return in in BlackLine accelerating high spending stalled all deals as result, to the range that We continued of or customers logos number from Strategic transformation are of early strategic are solid logos. more with million saw added expansion. BlackLine sales quarter, customers that And good with the saw XX% In gain and rollouts we journey. a in products, their impressive Application. about XX% macro product up. end their large grew list of global new in customers BlackLine XXXX of anticipated momentum seeing them are to the some CFOs to and back closed through prioritizing the opening environment. size budgets signals we us guide products,

to demand the Another area the business of front. international on where beginning is return is

total, in up Our driving sales and European XX% of improved performance to in Pacific markets prior revenue year. the QX from in Asia major XX% international the

from our Our an international environment Rimilia to focused efforts global presence acquisition. is abroad the improving demand success expanded and largely execution our partners tied with

but Our strong the is in revenue. a quarter success North growth contributed by continued levels America to measured SAP expansion logos SOLEX resulting market. in at increasing we total international the trailing and new delivered as still returning, deals, of performance international in revenue are to and XX% seeing partnership our

across demand believe continues strong engagement, transformation and relationship BlackLine year. regions SOLEX We're large center great nearly RISE very new Our the progress tighten alignment improved SAP's to across we generation is accounts. puts positions with mature seeing sales and our we wins. And front digital This initiative all well. joint to a as start and cloud

the Cash due that validation receivable with you further about dollars for today's we're momentum deals and our accounts Another both existing see the recent automation need two we in to we feel AR customers. the have area And environment belt space. the good the now remains was demand under receivable surrounding receivable since in investment influx quarters entered king of of accounts cash can optimization. seeing strong market. cash with new a QX number automation application of urgent We to to growing for of accounts and

and our excited this in events a believe greater will Throughout successful our really generating proposition to opportunities been space the across innovating value drive large and enhance of have platform. be marketing are virtual our and stickiness this We campaigns in audience. very pandemic,

opportunities are that converting and these with that year have in Now we one results. point events the yielding we are positive virtual proof

plan events significant we As such, to host XXXX virtually. all

our the to on speak made to product like we've strategy. progress I'd Next

in we Investor our outlined platform controller. become to Day, the vision indispensable is most our for the As

ways. the As are in controller such we innovating three for

close. existing for enhancement the financial product our is First

are investing advance rapidly We platform our resources to functionality. innovate and development

new year other remains synergies product and throughout this help of Analysis and general for drive availability Account adoption our deliver across will on Our modules. track platform

product adjacencies. is Second,

We cash and our further is are release analytics. powerful receivable Intelligence, solution product customers helps to with AR expanding with committed our the automation to the other optimization our end-to-end harness to solutions. of our In touch bring we AR that platform latest application a complement to data accounts of areas the in portfolio real-time natural automation QX, Intelligence and controller. extended

of we about We the offerings accounts feedback in several now platform customers And solutions. is Google build early on This to Cloud. of track third positive. and being product customers modernization. new we begin is one efforts. in existing with receivable public We our this are cloud as remain is this product our U.S. to of deployed migration come migrations are new continue excited U.S.-based QX, AR will Starting And automation portfolio month.

to growing and Our migration can to share of cloud ahead journey certainly not I customer to wanted scalability, and platform the least, customers but public our stay is needs. some QX provide Last wins. business their multiyear modernize we so a our

our around to a quarter CIO online following advising was and in leverage their Fortune deals who And our executive implemented ability relationship strategically former SAP introduce is stakeholders effort hour in this had drive up Transformation manual volumes transactions Matching within initiatives. our XX to as Full we're S/XHANA. processes financial showcased demand. win in of XX well our QX, identified a of company's able already the with their between services. to Asia. to transaction to the led BlackLine automotive statements. transform including to In This implemented around and became our based with company one Finance they new at solution. Close with technology S/XHANA. live an XXXX, had transactions Fortune Management frames, of automation Southeast and SIs solution surge automate was Process the customer this became date e-payment one engage of rapid business close We largest XXX looking our match customer One company SolEx a Their to e-payment the and synergies and BlackLine nearly our company their shared company deal. This in and high support as the engine to BlackLine's merchant purchase first load Throughout move APAC improvement process largest a billion per XXXX A went significant a reconciliations million BlackLine in to February to month time Transaction distributor in global in

of quarters customer products pandemic. automate Following since new Matching clear and complex have they their real-time their professional included a pain high workflows, accounting unlocking and their We points complexity. by costs A all successful expanded implementation did Transaction They challenged their with added including this has became framework significant XX manual frequent a also rollouts and for plans was staff throughout ROI, accounts, One bank markets. real-time more the that all accounting year customer users BlackLine services footprint, business explore data and a global visibility to they four decentralized visibility future turnover. this additional firm staffing accounting limited to statements and in into across consistently transformation they automating multicurrency Canadian modern associated QX. and identified and managing

that with also reconciliation were looked bank even a point goals, a a ROI. solution we months. the XXX% at intercompany outcomes identify of and statement were this new total period price their there higher the eight customer and Transformation suite in and of of they parts payback of many amounting added variety As management, Finance complex desired than provider, processing our though alignment logo savings able of with and their Matching less a processes. part QX vendor to of as estimated was to over an quantifiable cost provider more ROI determined use across including business, Transaction and procurement cash purchase and premium a across across cases project better period process, We We than five-year

office. environment the The see many while digital a we effectively from associated risks processes. back conversations want Beyond manual course, modernize with others And fearful are continue focused away to to these Other and is are modernize with looking scaling examples, be on closing to to remote successful prioritize dominating of moving of companies companies companies many in their remotely, work remote some BlackLine. to environment. transformation work companies

demand same with their are These driving are partners having telling us are business. that conversations and and in Our conversations our generating they the platform momentum for our customers. growth

As the our of key success demand to continued improvement rest environment. in XXXX, to the we the look is

office. confidence gives overdue Our ability in and continues the to market the first as the investment our in particularly a quarter performance cycle us into execute, the back long recover drives increasing to pandemic

we space, and now, positioned to this in favorable drive it growth. these leader long-term on believe BlackLine market market trends Mark turn is over the to As well capitalize And Partin. I'll

Mark Partin

afternoon one-year and Thank QX everyone. were a during the pandemic. Marc record the year-end. strong good remember anniversary of I you, coming marks and QX off XXXX, QX we a

majority operating strong in and For resulting growth because the consecutive March well we happened of than with February this is our reason course acceleration. COVID QX, expected, January stronger And in the were year this we then, know XXXX. The pre-COVID in bring billings were you of saw then and all came in right next. line even up in three quarters above what of And plan. hit we I March performances

and rates came from solid with Our demand close improvements strong the in broad-based in the quarter strength pipeline sales from our global virtual execution, environment. consistently

for QX profitability across XX% As in business. performance result, in revenue quarter, and cash expectations flow. grew ahead the Total broad-based revenue, with of a came the

net our new key a for XX quarter the X,XXX performance the quarter, customers for metrics customers. Moving we total to of in added

deals size, QX, deal market average with Our more in partnership. generated benefiting our and in strength ARR, new by large number up with quarter our for $XXX,XXX outperformance, from of from as defined strategic a products growth record or SolEx a strong a new

renewal was at net as XXX%. we flat retention Our rate strong revenue rate dollar-based remained And at anticipated our XX%.

metric in run environment, pandemic. this this seeing While long lower a from are in XX-month Partners the impact reflecting impact an XX% the in Rimilia by that Google demand range line integration has acquisition. quarter, of of target, of and of large our which improving impacted is a continues will metric to in expectations. Gross be to demand XX% is deals in trended earlier were we with which Cloud planned the involved environment the the migration, the the margin the

We metric transition a on as maintain public we will this during see cloud to dual pressure our the cloud. environment

BlackLine in XXXX. million approximately QX, debt convertible sheet believe and margin operating to $X expect and will our of net a billion profitability gives to convertible $XXX the in notes cash, income We run. repurchase vision. We of ample the due we to flow this to quarter to on we our cash remainder generated cash billion at the execute attributable be in used we flow executed including In in cash strategy, note long $XX X% transaction return $XX us to higher-than-expected XXXX. with approximately million to $X.XX proceeds used growth The free quarter, million existing convertible strengthens long-term of cash and XX% balance our equivalents million. half offering above the gross generated in cash and We M&A. execute marketable due securities. ended on our future In interest in And record collections. a $X.XX due We

good we throughout demand to XXXX. seen in guidance. and anticipate feel improvement trends have the environment QX now in continued We the Turning about

For the $XXX.X to to million. XXXX, total GAAP $XXX.X expected be of is range of quarter revenue the second million in

on line, per On $X.X attributable $X.X to or million bottom expect to range $X.XX share $X.XX a million to the the report basis. BlackLine we of in net to income

million Our average approximately diluted shares. be will share count XX.X weighted

of year total $XXX GAAP $XXX range in is full be the revenue XXXX, expected to For million the million. to

line, income million, of the $XX in per net on the we attributable basis. BlackLine On to share to range million report $XX or $X.XX to to $X.XX a bottom expect

and opportunities further very strong summary, million to our growth. driving improving count transformation average capitalizing We long-term an And the your environment XX.X on accounting questions. share on take and weighted we in drive will Our demand for are focused we shares. approximately execution be will see diluted In remain business. pleased momentum now,

Operator

will question first Stotler Our from Matt the Instructions] Blair. line with [Operator come of William

begin. may You

Matt Stotler

quarter. strategic my really I on for Hi, everybody. products. couple nice ask May Obviously, performance Thank some questions. a the you taking in

be on App. Cash question First will

demand talked double-click layering terms regarding terms then in of of we'd on the thoughts and Just be would previously progress Any time generation of with the helpful. the love there facilitate you've so of in adoption updates can underlying that back-end to in, you to that on go-to-market investments about and front-end kind both solution that kind the the solution? expand that line support infrastructure scale of or

Marc Huffman

think of the performance. We Yeah. We're with Sure. you, in that engine Matt. we've QX. and of in invested businesses Thank growth pleased here hits overall integration performance the its we that some those saw

some products wins to the QX a high of the That there. into beneficiary the excited us by we're for And potential are We as of continued and that contributed degree about represented strategic overall. of pipeline. percentage

as conference by think able conference highlight we and then transaction bunch at that, installed timing of pleasantly surprised from demand our user a that base. and were of we large non-BlackLine well. fortunate eyeballs of that in of that to are new through top pipeline I our the that were customers user into the on uptick drive we And

We're released performance the Intelligence. with just pleased we're AR a as of We reiterate investing to potential that growth our just engine. in So, AR business.

products So as us in sort there's to of we our into to organization. of to of a us growth front that grow pipeline help look engine grow

Matt Stotler

the been just it. kind That's a this that getting spur of just exciting that early And of you finance sales second in a this compress question, Got of helping involved. intercompany the question sales the give easier, or Is easier Historically, asked a given haven't see this kind here has Very then, number so couple to of just shot. the Are environment stakeholders accelerated a traction transformation to cycles stack complex in helpful. in it there. the here? process I quarters on the more as push process mentioned. conversations any is towards digital and that you seeing or become environment, given modernization of

Marc Huffman

Sure.

as got is would conjunction pandemic. easier, reaching better it's It's So in to into say What think it environment I easier, BlackLine's and transformation you're stakeholders. involves wouldn't tell described the correctly. and that buyer getting taken other automation I interest beneficiaries trying expertise personas and a various also at multiple you you've We've that complex into on team in it better sell is because the think of eyeballs points. and that, I then, that what into type have people that, customers, we've more more but processes not more I proof been in given more with around And organization, that. of through complex

Matt Stotler

Got again. it. helpful. That's Thanks

Marc Huffman

Thank you.

Operator

the from Baird. question from Oliver next of line will Our come Rob

begin. You may

Rob Oliver

guys. you, very much for taking Thank my Great. Hey. Thank question. you

that XX how S/XHANA I'm it First sounds in one curious really a Asia an like win you that as if on customer. well. been aided was in for the it Pac. you sounds Marc mentioned that Huffman, win multi-product Marc, mentioned it like had Fortune color premier interesting And And win, and

you curious if spending feel see then emerge returns like a opportunity be land particular the whether that of on to guys then bit had I'd deal? you're it in that's relative And Pac I did S/XHANA So starting as Asia that from opportunity ACV this inflection to an raising it in pandemic. for as as guys, that initial we that product follow-up. And one you or you activity appears

Marc Huffman

of were migration particular Yes. S/XHANA. results. would then the That beneficiary cloud the new of Great, focused that's had and customer what globe. one, really reasons we part you, some SAP got, the And than wins Rob. we larger across of describe you've thank in better Well, as I expected one on

of company's activities just BlackLine. their if You've CIO, prior in strategic one And that a further and got SAP imperatives. involved, had I based global experience SIs who and a step had had our particular of we great with right. case, go investment coupled on getting And understanding we record really that who deep of had then, go-to-market track a it well BlackLine tightly large in then,

And to and we've so, I that's are good our a leader, think a part those why our such digital in transformation. finance things people standing eyeballs as had testament And quarter. expertise reason interests and the category of a

Rob Oliver

sounds Great, are new for sounds plan but guys least existing -- at is doing the a said of don't activity know thanks. that is ahead you. commentary And a there. Partin, quarter, It this you one multiyear you looking then, just know customers GCP maybe next. like I -- guys customers this pretty the some back migration said little Mark I me US bit it of deployed And like have I well. just this Analyst Day plan, strikes was at running you

was Just if I that on and you, right that, dual guys. curious any that for of color Thank that cost read might structure. impact how kind

Mark Partin

Yes. That's right.

We though. the early process plan ahead out are It's of still of gate. the in

would So spend through year would that large gross of next our impact and next margin this part the of the a migration then year the that we of And was be assumption going year. that and customers. year this

The The been And of rob. positive. feedback doing so early has customer out the a is good on We're great far so gate team job. the migration.

Rob Oliver

forward comment. going Appreciate digital again this all it. I looking Right. was we’re year. guess, I to

you see Zoom. well, guys on So

Marc Huffman

Thanks.

Mark Partin

Thank you.

Operator

Our next question will come DeGasperi Berenberg. from the line of from Andrew

may begin. You

Andrew DeGasperi

taking Thanks for my question.

just receivable. the First, accounts on

been that? that -- Can if know Just just did wondering quantitative you how qualitative far? in you has data conversations on give when product trending any partners, -- your quarter? curious the you with And you so that how have or to this then do

Mark Partin

with question contribution. the quantifiable I'll Thanks. the start Great. on Yes.

pleased is a the So and to the the to in with QX out is And in and in QX, do been momentum bit. executing what gate to billings the pipeline that integrating. of sales and contribute we've how really little demand helped team that's and on QX

company. a to this we contribute it's materially won't small As It year. said,

we're gate, the… the contributor with a pleased of be revenue in then will It out coming XXXX. the And progress. on However,

Marc Huffman

of and how I'd Yes early. there. of Andrew strong they're Rimilia, offering There's cross-training uptick -- these saw Overall, it's in large interest. in that's on terms you sure -- developing. speed it's say, partner transformation to still our the coming XX% But the really a to finance there's in a just on had QX. are global And reporting make It's an partners SIs up strong engagement all as our innings customer early remains interest large of opportunities our across out of products SIs pandemic. and of with these initiative

Andrew DeGasperi

then products, popular maybe That's as just anyway on And helpful. can the rank, more is there follow-up which you this strategic was one a quarter?

Mark Partin

all the from the product great us Marc excellent that mid-market companies sold contributes, product, that which MAP initiative, can Matching because great contributed find our that which them that one customer to such an I and quarter. particularly using up extent. in of is in Well, and base world the they tell in you for leads largest gave through is the it to down direction in enterprises, large value enterprises who in example is our that a the is new

Transaction of ICH, So sold in But contributors. like in are pleased continues we're the more is Matching one what that we about the expansion we material those products to products. be that now seeing

to again So And They've now our been that have product. saw sold operationally ICH we them products using successful with customers. on we're QX expanding these in been and them.

Andrew DeGasperi

you. Thank Great.

Mark Partin

welcome. You’re

Operator

Our next America. Koji of question from of come line Bank from the Ikeda will

You may begin.

Marc Huffman

Hi, Koji.

Operator

line Koji, is your open.

of maybe on will our Koji. come Bracelin Sandler. You from line next Brent the And Piper from question mute,

You may begin.

Hannah Rudoff

for is guys. Brent my Hannah This for today. on Hi, taking Thanks question. Rudoff

that seeing and thinking improving the strength demand the about growth you're given of the remainder the you year? hiring with new customer how first, Just for are environment,

Mark Partin

majority been strong We've our hiring tech vast in as again QX, very areas well areas. quarter. a the in hiring we customer is Yes. where of hiring aggressive last The over year the in very as the our product had

demand up investing we're extent of which comes and in seeing, like we've parts sales business, now greater a marketing. the at the our As the demand-driven been curve,

have that is move year through hiring a aggressive So profile we'll we our year. expectation the as fairly for this

Hannah Rudoff

there I anything of seeing that lot maybe in recovery? from you're strength, what Great. you're since witnessing that from terms guess, then, a the heard you've demand landscape the And differs of in mid-market enterprise enterprise is

Marc Huffman

of both our as and strong us as globally. adoption very our a well. unit practices, playbook, in None, with accounting that pleased well, leading as our whatsoever. The modern for domestically continued United as business mid-market States here, the was success well business We're

Hannah Rudoff

Thanks.

Operator

America. question next from Koji our Ikeda of And will Bank be of from

may begin. You

Koji Ikeda

Hey, you Can me guys. okay? hear

Mark Partin

Yes, we you. got

Marc Huffman

Loud and clear, Koji.

Koji Ikeda

a a Trying a to look midpoint I Really question Mr. about great start on year. I million a I for mute the the headset, at from basis, wireless think first the Partin can And on what sequential it looks Sorry. kind second When is the guidance quarter new know than like at the over guided mean, of there. the pressed Hey. few Maybe here. only quarter. it's guess, what we've the better past seen high actually you past I I in really that's quarters. $X.X visibility. over what to the see read-through there? I with you've

end this improving the that little versus of market on So the enterprise mid-market the or the about. the it we there be should color Any sounds bit enterprise, maybe a add magnitude that few thinking past of that quarter in maybe like the or on maybe sequential of there, is quarters. guidance with is sort

Mark Partin

might observation, astute Yes, that's very great. And a I add.

we to the -- is -- demand consistent that, every with enterprise the that big the to is large to guidance philosophically digital the our high us confidence guidance to in accelerator has COVID, Our last big at deals as that to where coming done for What's the overall the And different year. that's end come the the been of above a to driving demand for billings today. the have really contributor is in gate returned. prior it we transformation look XX% the from signaled quarter's been this has business, at where how is And from out growth. that guidance raising our now had and of we've

partnership The that of partnership QXs our one second of in SAP our ever opposed was of gaining also that traction a waiting a component to is year, in second And is such stronger early that as that we've is to quarters one the strong stronger loaded signal QX, case. back-end -- very the that had.

part confidence of business. on guidance raising So that the we the are based the in

Koji Ikeda

be got I and it, could. back while. And if a I highest it percentage was revenue looking that, the one this down somewhere overall might wrong? might Got just have that quite I revenue. I we be growth should did professional an a expected? services percentage better guess coming notes anything maybe than On it potentially be maybe, it. thought services my of the And in adding follow-up, some professional I was as I strategy And in of at wrote is aware as down there of quarter, that

Mark Partin

was Well, notes, even can't has ramping the QX, nicely environment. but It's I be strong be. COVID to of speak by where it exactly high Rimilia, I great for which through a to we is quarters utilization expectations. particular, found It a most range of this been you, our thought very tell within positive this efforts addition team, in Yes. the result. have where we should portfolio by coming accounting closing In the are books, of driven product the your can addition our departments strategic

that's of represents we within still So revenue. services our are overall And today X% those our high revenue things very still around Koji. It driving are X% expectation, base. revenue, or subscription because

see pleased area. were we strong QX that in So so to

Koji Ikeda

Got Great taking Thanks, guys. it. my for quarter. questions. Thanks

Mark Partin

you. Thank

Marc Huffman

you. Thank

Operator

Sklar next Our will Instructions] question of come the from [Operator James. from line Alex Raymond

You may begin.

Alex Sklar

All picture some if broadening the of But a your partner customer I'm helping office to and on controller partner enterprise the deals you right. a product that execute back win recent more strategic Thank enterprise? they're seeing feedback Rimilia taking Great. of post bigger announcements is being Marc you. the any on step suite question here got you at if the you've a of product curious, where Huffman, strength. and the

Marc Huffman

the broadening with there's customers. modernization -- process strengthening these intercompany the the of governance going has the to to of out sort product the of platform our The QX well an direction as initiatives exciting that about include Alex. have as BeyondTheBlack relationships and AR with come certainly that with us and it's initiatives we're BlackLine's able Well is excitement into tech we're closed haloed automation conversations has and

organization a across degree investing that and have product the that's company give in last the for product to strength and got a them balance of greater We conversations invest that is seeing us We sort of they're what the think a our of leadership. allows used during strength facets sheet of I stronger our lot our to innovation So pandemic. and year future. confidence

Alex Sklar

Great. kind talked one marketing you. been Okay. operating and teams of success of one of big areas about more organization. one sales And I your you've has as the customer success know focus and kind and on for of cohesive

And a you You just Officer of bigger brought team? on focused could provide she's cohesive Customer some ago. how months just of I'm Chief color goal you're Thanks. towards progressing couple curious, and been the in that a picture where if

Marc Huffman

that. right is goes them been at a hear accounting big great. organizations time up transformation clients, Well expertise. the a on job. a with right looking resources priority an skills people. evolution in days I area existing their doing those really, they she's modernize help of an them strategy to expertise She's new what focused under on be that's clients are stuck is or and What of projects in. large-scale getting in the right area And and where time the these This lot initiatives. those for to and one to right them up you And marry the in that us. process to transformation we meeting a of someone is consistently to in and a underinvested lot our from are innovated And these I ability may is right things time the leading marry who have appreciate trying the it's with of noticing transformation for really our place would phenomenal that's at say in just right XX-ish resources

Alex Sklar

color. Thank right. Great you. All

Marc Huffman

you. Thank

Operator

line JPMorgan. Next Mark of the question from will come from Murphy

You may begin.

Matt Coss

of Hey. Murphy. hope Coss And Account questions. for as year. This of will a Good behalf for Huffman, Mark that you other my expect is catalyst you modules. afternoon. modules? on of it adoption available be Analysis generally Matt you Can of to adoption being other taking on the drive Thank sort you double-click you this how Marc mentioned

Marc Huffman

and designed step those next things across level accounting organization. things that depth are manually and generation still Analysis bear Account done we is accounting organizations. BlackLine and Oftentimes A sort in done of Analysis automation Excel and Matt. is of is accountants of what that expertise deep to you, take been analysis identified that nonstandard that to lot identify Thank once Sure. organizationally. the have for still share do of communicate an allows to of action with brings that is next disconnected and really to Account

sort that of the use believe the it we cases marketplace. the a is accounts. is is something in these that's innovation So reconciling preceded involved rare of it series perfects And this that what some does events in good in of

engine is so sort believe with of automation and matching that usage which identify will engine, couple And nonstandard transactions our drive attach tightly perfect it matching the will which we greater these helps rates. it and

Matt Coss

certain scale a get more maybe taken operating Got is model leverage can a tiny be near it. where and there That's for you. like steps be very target looks hitting Thank Mark the or prior It you you is operating marketing target sales Partin. the to the out side. and then between thing of G&A to expect on your your one helpful. in only standing G&A model, bit you to And But revenue term?

Mark Partin

talked out, orientation Yes. target for of a that but Thanks being our still growth as number as years model. question. We've model about a

and through great ecosystem sales You're marketing, parts the leverage right. including our the last We've progress leverage of our operating in number of years and gross our in made partners. over business driving margin,

mass. made company as office. public operate to a do G&A we've global to is infrastructure so a determined have that progress. come And stack will sort So we've we the these right down companies best-in-class been company serving critical as the large and can what global global of back-end in more great including with the up

of like years in go right is there be the think leverage towards We'll out So as be G&A I driving we will number we're through move. critical that can automation. trend order And achieve and it's that to confident leverage. just today, leverage direction. and highly -- of driving companies a that out through But mass in sort we the

Matt Coss

much. very Thanks

Operator

And our VanVliet from line the Matt from be last will question BTIG.

begin. may You

Matt VanVliet

integration in in whether of of to out? and there? you're kind any key maybe kind highlighting invest incrementally growth of in probably SOLEX the the around of just as of partnership. for of drivers you bit biggest question. huge kind it's features an on what might dig more stands taking little some or wanted the a really And of product really what driver or SAP, where been sort headcount necessary side seeing Thanks huge lately that Hi. on the a it's just Obviously, of some the But curious Maybe area investment.

Marc Huffman

question Good and Yes. you. thank

initiative. I towards think where in front-loaded and of position -- leverage consider a in fairly out we're you sort build to the would invested So that should momentum. moving And more we're a maybe it. be we of investment that We've well

were is to the And in phenomenon sort may was be think the and a I world to improving beneficial some give global us. demand us that's relationship. because that SOLEX coverage a it we designed partnership environment reach for to global of areas that of harder

and On lot beneficiary of being partnering of we have educating based the for partnerships. their and focused seeing pay-off us has self-fulfilling. made partners clearly, Award And to their their through a and we're recently and expansion in been BlackLine partnership really products since top being of era that. parts sort cloud initiatives And sort We've portfolio which the awarded and front into the Pinnacle XXXX in of the has then account and where move we're performance relationship, on business SAP. led think that of in more of it's that which SOLEX So our beneficiary, investment and success center on to more of Rise and good. that of seen and their our deep processes been initiative the moved they've their I that people of

with So really it. we're pleased

Matt VanVliet

Thank right. Great. you. All

Marc Huffman

you. Thank

Operator

Now any back to Marc CEO Huffman, I'll over closing for the call turn remarks.

Marc Huffman

you appreciate was to remind Thank and continue portfolio further excited BlackLine. the support. driving all the tradition with and And today to your to in business. you to for opportunities joining We're like very that you about companies to Therese, transformation our accounting We much. growth I'd of refer ongoing all please in BlackLine. your for thank Well, your us interest established by founder our

Operator

This participating. concludes today's call. conference for Thank you

disconnect. may You now

BlackLine (BL) 7 May 212021 Q1 Earnings call transcript