Appian Corporation (NASDAQ:APPN) Q3 2019 Earnings Conference Call October 31, 2019 5:00 PM ET Company Participants Will Maina – ICR Matt Calkins – Chairman and Chief Executive Officer Mark Lynch – Chief Financial Officer Conference Call Participants Mohit Gogia – Barclays Kevin Kumar – Goldman Sachs Bhavan Suri – William Blair Terry Tillman – Raymond James Sanjit Singh – Morgan Stanley Alex Kurtz – KeyBanc Capital Markets Andrew Sherman – Cowen and Company Operator Greetings. Welcome to the Appian Corporati ...

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 September 30, 2019 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to | --- | --- | |-----------------------------------------------------------------------------------------------|------------------------------------------ ...

Financial Data and Key Metrics Changes - Appian's subscription revenue grew 41% year-over-year to $38.0 million, exceeding guidance [7][22] - Non-GAAP operating loss was $6.6 million, compared to a loss of $6.1 million in the prior year [25][26] - Subscription revenue retention rate remained strong at 117% as of June 30, 2019 [7][23] - Total revenue for Q2 was $66.9 million, up 12% year-over-year [22][23] Business Line Data and Key Metrics Changes - Professional services revenue was $27.7 million, slightly up from $26.8 million in the prior year [23] - Total subscription, software, and support revenue was $39.3 million, an increase of 19% year-over-year [22] - Non-GAAP gross profit margin for subscriptions, software, and support was 90% [25] Market Data and Key Metrics Changes - International operations contributed 31% of total revenue for Q2, up from 28% in the prior year [23] - Cloud subscription revenue accounted for approximately 67% of total subscription revenue, up from 61% in the same period last year [24] Company Strategy and Development Direction - The company emphasizes the importance of the Appian Guarantee, which assures customers that their first application can be completed in eight weeks [8] - Appian is focusing on expanding its platform capabilities and pre-built solutions to enhance application development speed [16][17] - Partnerships are crucial, with partners contributing to 67% of new logo deals, which closed more than a third faster than direct sales [14][66] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the growth of the low-code market and the company's position as a leader [7] - The company is optimistic about the impact of new security features on government contracts, although these were not yet reflected in Q2 results [58] - Management raised full-year revenue guidance, expecting subscription revenue to be between $153 million and $154 million, representing year-over-year growth of 32% to 33% [29] Other Important Information - The company relocated to new headquarters in Tysons, Virginia, which is expected to enhance its presence in the Washington DC region [21] - The company is adopting ASC 606 on a modified retrospective basis, which will not materially change revenue recognition for cloud subscriptions [24] Q&A Session Summary Question: Insights on customer application usage - Management indicated that top customers run dozens of applications on the Appian platform, leveraging synergies for cost-effective adoption [32][36] Question: Pre-built app strategy and market targeting - The company is focusing on proven solutions based on customer demand and successful implementations [37][39] Question: Professional services revenue expectations - Management suggested that professional services margins improved due to prior quarter work being recognized in Q2 [43][44] Question: Direct sales organization efficiency - Management noted improvements in sales efficiency and output per representative, although specific comparisons between commercial and federal sectors were not provided [46][47] Question: Partnership impacts on new logos - Management expressed satisfaction with the increasing partner-sourced new logos, indicating a successful strategy [66] Question: RFP process and low-code adoption - Management confirmed that RFPs specifying low-code solutions are becoming more common, indicating a shift in customer preferences [80][81]

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, 2019 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 (NASDAQ:APPN) Q1 2019 Earnings Conference Call May 2, 2019 5:00 PM ET Company Participants Staci Mortenson - Investor Relations Matt Calkins - Chairman & Chief Executive Officer Mark Lynch - Chief Financial Officer Conference Call Participants Sanjit Singh - Morgan Stanley Chris Merwin - Goldman Sachs Andrew Sherman - Cowen and Co. Alex Kurtz - KeyBanc Bhavan Suri - William Blair Operator Greetings, and welcome to the Appian First 2019 Earnings Conference Call. At this time, all participa ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION WASHINGTON, DC 20549 FORM 10-Q (Mark One) x QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended March 31, 2019 OR ¨ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to | --- | --- | |-----------------------------------------------------------------------------------------------------------|---------------------------------- ...

Financial Performance - Q4 2018 - Subscription Revenue reached $33.8 million, a 44% increase compared to Q4 2017[8] - Total Revenue was $60.2 million, reflecting a 19% growth over Q4 2017[8] - Subscription Revenue Retention stood at 117% as of December 31, 2018[9] - Subscriptions, Software and Support Margin was 91%[9] - Professional Services Margin was 29%[9] - Overall Gross Margin was 65%[9] Financial Performance - Full Year 2018 - Subscription Revenue totaled $115.7 million, a 40% increase compared to 2017[11] - Total Revenue reached $226.7 million, a 28% growth over 2017[11] - Subscription Revenue Retention was 117% as of December 31, 2018[12] - Overall Gross Margin was 64%[12] Business Highlights - The number of seven-figure ARR customers grew by 58% over 2017[5]

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, 2018 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 ...