Q2 2023 Earnings Call Presentation Matt Calkins, Founder & CEO Mark Matheos, CFO Disclaimer. In this presentation, we may make statements related to our business that are forward-looking statements under federal securities laws and are made pursuant to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995, including statements related to our financial results, trends and guidance for the third quarter and full year 2023, the impact of macroeconomic changes, the benefits of our p ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION WASHINGTON, DC 20549 FORM 10-Q (Mark One) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended June 30, 2023 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to Commission File Number: 001-38098 appian APPIAN CORPORATION (Exact Name of Registrant as Specified in its Charter) Delaware 54-1956084 (State or other jurisdi ...

Appian Corporation (NASDAQ:APPN) Q1 2023 Earnings Conference Call May 9, 2023 4:30 PM ET Company Participants Sri Anantha - Senior Director of Finance, Investor Relations Matt Calkins - Chairman and Chief Executive Officer Mark Matheos - Chief Financial Officer Conference Call Participants Steve Enders - Citi Sanjit Singh - Morgan Stanley Kevin Kumar - Goldman Sachs Joe Meares - Truist Securities Jacob Roberge - William Blair Andrew Sherman - TD Cowen Andrew DeGasperi - Berenberg Vinod Srinivasaraghavan - B ...

Q1 2023 Earnings Call Presentation Matt Calkins, Founder & CEO Mark Matheos, CFO Disclaimer. In this presentation, we may make statements related to our business that are forward-looking statements under federal securities laws and are made pursuant to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995, including statements related to our financial results, trends and guidance for the second quarter and full year 2023, the impact of macroeconomic changes, the benefits of our ...

Revenue Performance - Cloud subscription revenue for Q1 2023 was $69.7 million, representing a 30.6% increase from $53.4 million in Q1 2022[132]. - Revenue from government agencies accounted for 20.5% of total revenue in Q1 2023, up from 18.1% in Q1 2022[123]. - For Q1 2023, 73.2% of total revenue was derived from subscription sales, while 26.8% came from professional services[130]. - Total revenue increased by $21.0 million, or 18.4%, to $135.2 million for the three months ended March 31, 2023, compared to $114.3 million for the same period in 2022[157]. - Subscription revenue rose by $15.2 million, or 18.2%, driven by a $16.3 million increase in cloud subscription revenue[157]. - Professional services revenue increased by $5.7 million, or 18.8%, primarily due to a $6.4 million increase in sales to new customers[158]. Cost and Expenses - Total cost of revenue increased by $5.2 million, or 16.7%, to $36.1 million, with subscriptions cost rising by 27.3%[159]. - Sales and marketing expenses increased by $17.2 million, or 37.4%, to $63.1 million, primarily due to a 29.0% increase in sales and marketing personnel headcount[161]. - Research and development expenses rose to $41.6 million, reflecting ongoing investments in enhancing the software platform[146]. - General and administrative expenses are expected to decrease in 2023 due to anticipated declines in legal costs[147]. - General and administrative expense decreased by $1.8 million, or 5.6%, to $29.7 million for the three months ended March 31, 2023, compared to $31.5 million in the same period in 2022[164]. Profitability and Loss - Gross profit margin improved slightly to 73.3% for the three months ended March 31, 2023, compared to 72.9% in the same period in 2022[160]. - Net loss for the three months ended March 31, 2023, was $36.8 million, compared to a net loss of $23.2 million for the same period in 2022[152]. - Non-GAAP net loss for the three months ended March 31, 2023, was $19.7 million, compared to a non-GAAP net loss of $4.4 million in the same period in 2022[174]. Cash Flow and Liquidity - Cash and cash equivalents as of March 31, 2023, were $198.7 million, up from $148.1 million as of December 31, 2022[183]. - Short-term investments and marketable securities increased to $55.8 million as of March 31, 2023, from $47.9 million as of December 31, 2022[183]. - The company had working capital of $145.5 million as of March 31, 2023, compared to $150.0 million as of December 31, 2022[183]. - Net cash used by operating activities was $25.3 million for the three months ended March 31, 2023, compared to $20.6 million for the same period in 2022, primarily due to a $13.7 million increase in net losses[195]. - Net cash provided by financing activities was $88.1 million for the three months ended March 31, 2023, an increase from $24.4 million in the same period in 2022, mainly due to a $92.0 million increase in proceeds from borrowings[197]. Strategic Initiatives - The business model focuses on maximizing customer lifetime value, with significant investments in customer acquisition and sales team expansion[125]. - The company plans to continue investing in its platform and infrastructure to support long-term growth and may pursue strategic acquisitions[131]. - The company targets organizations with over 2,000 employees and $2 billion in annual revenue for its sales efforts[123]. - The company has established partnerships with firms like KPMG, Accenture, and Deloitte to enhance customer coverage and solution delivery capabilities[122]. Debt and Financial Commitments - As of March 31, 2023, the company had outstanding debt of $210.6 million, with a potential increase in interest expense of approximately $2.1 million annually for a hypothetical 100 basis point increase in interest rates[204]. - The company entered into a Senior Secured Credit Facilities Credit Agreement in 2022, providing a five-year term loan facility of $120.0 million and a revolving credit facility of up to $60.0 million[185]. - The company has a minimum purchase commitment of $131.0 million over five years with Amazon Web Services, with $9.4 million spent in the three months ended March 31, 2023[190]. Market Conditions - The company is closely monitoring liquidity and market conditions following the receivership of Silicon Valley Bank, but does not expect a material impact on operations[191][192]. - A 10% change in foreign currency exchange rates would have impacted total revenue by approximately 3% and operating loss by approximately 1% for the three months ended March 31, 2023[206].

Appian Corp (NASDAQ:APPN) Q4 2022 Earnings Conference Call February 16, 2023 4:30 PM ET Company Participants Srinivas Anantha - Senior Director, Finance & IR Matthew Calkins - Founder, Chairman, CEO & President Mark Matheos - CFO Conference Call Participants Sanjit Singh - Morgan Stanley Kevin Kumar - Goldman Sachs Group Andrew Sherman - Cowen and Company Steven Koenig - SMBC Nikko Securities Jacob Roberge - William Blair & Company Andrew DeGasperi - Berenberg Frederick Havemeyer - Macquarie Research Joseph ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION WASHINGTON, DC 20549 FORM 10-K (Mark One) ☒ ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the fiscal year ended December 31, 2022 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to Commission File Number: 001-38098 APPIAN CORPORATION (Exact Name of Registrant as Specified in its Charter) Delaware 54-1956084 (State or other jurisdiction of in ...

Financial Data and Key Metrics Changes - In Q2 2022, Appian's cloud subscription revenue grew 34% year-over-year to $57.1 million, while total revenue increased 33% to $110.1 million [6][19] - Subscription revenue was $76.7 million, reflecting a 35% year-over-year growth [7][19] - Adjusted EBITDA loss was $25 million, compared to a loss of $16.3 million in the same period last year [23][24] - Non-GAAP net loss was $33.4 million, or $0.46 per share, compared to a loss of $16.9 million, or $0.24 per share, in Q2 2021 [24] Business Line Data and Key Metrics Changes - Professional services revenue was $33.4 million, an increase of 28% year-over-year, driven by strong performance in the U.S. public sector, U.S. commercial, and APAC [19][20] - Subscriptions revenue accounted for 70% of total revenue, compared to 69% in the prior year [21] Market Data and Key Metrics Changes - International operations contributed 35% of total revenue, consistent with the previous year, with growth driven by APAC and EMEA regions [21] - Cloud software net new ACV bookings were approximately 80% of total net new software bookings in the first half of 2022 [21] Company Strategy and Development Direction - Appian is focusing on the convergence of low-code markets, integrating process mining, workflow, and automation into a unified platform [7][8] - The company plans to continue hiring, opening new offices, and acquiring new customers even in a potential downturn [9] - Appian launched new solutions, including Appian Portals and enhancements to its government acquisition management program suite, to broaden its appeal [11][13] Management's Comments on Operating Environment and Future Outlook - Management expressed a bearish outlook on the economy but noted that Appian is not currently experiencing any downturn symptoms [8][9] - The company aims to grow cautiously through economic uncertainty, leveraging its strong customer retention and value proposition [9][35] - Management emphasized the importance of efficiency and optimization in their messaging to customers, especially in a challenging economic environment [9][40] Other Important Information - Appian opened a new product development center in Chennai, India, to enhance operational efficiency and expand its product team [17] - The company welcomed a new Chief Revenue Officer, Chris Jones, to strengthen its sales organization [17] Q&A Session Summary Question: Can you provide context on the guidance and assumptions for Q3 and Q4? - Management indicated that guidance reflects economic uncertainty and includes FX considerations, with no significant changes in sales cycles observed [31][32] Question: What trends are seen in core verticals and exposure to SMB customers? - Management noted a low churn rate of 99% and attributed it to the appeal of their value proposition, with no significant exposure to SMBs or startups [35][36] Question: Can you discuss the opportunity for international government entities? - Management highlighted the growth potential in international public sector deals and the importance of partners in securing these opportunities [38] Question: Has the IL-5 certification led to new business? - Management acknowledged the certification's significance but noted that it has not yet resulted in new business due to long public sector sales cycles [43] Question: How is the strength of new products like Portals impacting customer awareness? - Management stated that new products are broadening user engagement and raising awareness of the Appian platform [48] Question: What is the outlook for profitability amidst economic uncertainty? - Management emphasized a cautious growth strategy, focusing on prudent investments that align with long-term revenue growth [58] Question: How is the mix of pricing options evolving? - Management indicated that the unlimited pricing option remains a minority choice, with most customers preferring flexible pricing models [60]