Market Overview - The S&P 500 is experiencing a pullback from all-time highs due to macroeconomic concerns, particularly related to tariffs and the global trade war initiated by President Trump [1] Analyst Background - Gary Alexander has extensive experience covering technology companies on Wall Street and working in Silicon Valley, providing insights into current industry themes [1] - He has been a contributor on Seeking Alpha since 2017 and has been quoted in various web publications, with his articles syndicated to popular trading apps like Robinhood [1]

Group 1 - Appian will release its financial results for Q2 2025 on August 7, 2025, before U.S. markets open [1] - A conference call to discuss the financial results and business outlook will take place at 8:30 a.m. Eastern Time [2] - The conference call will be accessible via a registration link and will also be available as a live webcast on the company's Investor Relations page [2] Group 2 - Appian is positioned as "The Process Company," providing a software platform that enhances organizational processes, reduces costs, and improves customer experiences [3] - The company serves many of the world's largest companies across various industries, emphasizing its commitment to client success [3]

Core Insights - Appian is expanding its sales leadership team to enhance its market presence and drive growth in the UK, Europe, the Middle East, and Africa (EMEA) [1] - The new appointments include Vicky Nesbit as SVP of Sales UK and EMEA, Vincent Perrin as VP of EMEA North, and Rob Cook as VP of EMEA North for Broad Markets and Public Sector [1][2][3][4] - The strategic hires are aimed at leveraging their extensive experience to innovate and deploy AI and process orchestration for organizational success [2] Company Overview - Appian has been providing a software platform for over 25 years, helping organizations improve processes, reduce costs, and enhance customer experiences [5][6] - The company serves many of the world's largest companies across various industries, emphasizing its commitment to client success [6]

Core Insights - Raft and Appian have formed a strategic partnership to enhance logistics and warfighting data integration for U.S. military forces in the Indo-Pacific region [1][2] - The collaboration aims to address critical operational challenges in sustaining distributed forces, particularly in the context of strategic competition with China [2][3] - The solution integrates fragmented supply chain and operational data, enabling faster and more informed decision-making [3][4] Company Overview - Raft specializes in autonomous data fusion and Agentic AI, providing advanced solutions to the Department of Defense and national security organizations [5] - The company is trusted by over 25 federal agencies, including the U.S. Air Force and U.S. Space Force, to modernize operations and enhance decision-making capabilities [4][5] - Appian delivers a software platform focused on process orchestration, helping organizations improve operational efficiency and gain a strategic edge [6]

两家公司高管都公开表示支持政府效率部(DOGE)的目标。该改革计划由马斯克倡导，旨在推动联邦机 构的技术现代化。 Appian首席执行官Matt Calkins表示，公司正积极与政府效率部在多个机构展开合作。Pegasystems首席 执行官Alan Trefler也表达了类似观点，他指出，DOGE对数字化和淘汰过时系统的重视，与 Pegasystems"自动化工作流程、消除低效"的核心使命高度契合。 智通财经APP获悉，随着特朗普政府推动建立更精简、更具科技驱动性的联邦官僚体系， Appian(APPN.US)和Pegasystems(PEGA.US)等中小型政府软件承包商正瞄准新的商业机会。 不过这些企业仍需保持谨慎。虽然可能从这次改革中获益，但它们同样面临与其他公司相同的预算削减 风险。 DOGE的改革措施已引发裁员、合同取消，并推动政府IT基础设施的集中管控。该计划高度依赖自动化 和人工智能技术，成为重塑联邦机构运作模式的重要力量。 这一变革给大型联邦承包商带来了证明自身价值的压力，但对Appian这样的小型企业而言，却是挑战根 深蒂固的财大气粗供应商主导地位的难得机遇。Calkins表示，过去作为一 ...

Core Insights - Appian (APPN) reported revenue of $166.43 million for the quarter ended March 2025, reflecting an 11.1% increase year-over-year and surpassing the Zacks Consensus Estimate of $162.84 million by 2.20% [1] - The company achieved an EPS of $0.13, a significant improvement from -$0.24 in the same quarter last year, resulting in an EPS surprise of 333.33% compared to the consensus estimate of $0.03 [1] Financial Performance Metrics - Subscriptions gross margin was reported at 88.9%, slightly below the average estimate of 89.4% from two analysts [4] - Professional services gross margin stood at 25.1%, compared to the average estimate of 26% from two analysts [4] - Revenue from professional services was $32.07 million, slightly below the estimated $32.36 million, representing a -0.2% change year-over-year [4] - Revenue from subscriptions reached $134.35 million, exceeding the average estimate of $131.44 million, with a year-over-year increase of 14.2% [4] - Revenue from term license subscriptions was $26.91 million, surpassing the average estimate of $25.37 million, marking a 13.2% year-over-year change [4] - Revenue from maintenance and support subscriptions was $7.61 million, below the estimated $8.21 million, but showing a 4% increase compared to the previous year [4] - Revenue from cloud subscriptions was $99.83 million, exceeding the average estimate of $98.43 million, with a year-over-year growth of 15.3% [4] Stock Performance - Appian's shares have returned +8.3% over the past month, while the Zacks S&P 500 composite has changed by +11.3% [3] - The stock currently holds a Zacks Rank 3 (Hold), indicating potential performance in line with the broader market in the near term [3]

PART I [PART I. FINANCIAL INFORMATION](index=4&type=section&id=PART%20I.%20FINANCIAL%20INFORMATION) This section presents Appian's unaudited condensed consolidated financial statements and management's discussion and analysis for the quarter ended March 31, 2025 [Financial Statements](index=4&type=section&id=Item%201.%20Financial%20Statements) This section presents Appian's unaudited condensed consolidated financial statements for the quarter ended March 31, 2025, highlighting a significant reduction in net loss and an 11.1% increase in total revenue [Consolidated Balance Sheets](index=4&type=section&id=Consolidated%20Balance%20Sheets) As of March 31, 2025, Appian reported total assets of $592.9 million, a decrease from $621.0 million at year-end 2024, with cash and cash equivalents increasing to $135.0 million Consolidated Balance Sheet Highlights (in thousands) | Account | March 31, 2025 | December 31, 2024 | | :--- | :--- | :--- | | **Assets** | | | | Cash and cash equivalents | $134,982 | $118,552 | | Total current assets | $411,902 | $435,543 | | Total assets | $592,899 | $621,039 | | **Liabilities and Stockholders' Deficit** | | | | Deferred revenue, current | $258,582 | $281,760 | | Total current liabilities | $330,382 | $354,756 | | Total liabilities | $624,644 | $653,679 | | Total stockholders' deficit | $(31,745) | $(32,640) | [Consolidated Statements of Operations](index=5&type=section&id=Consolidated%20Statements%20of%20Operations) For the three months ended March 31, 2025, Appian's total revenue grew 11.1% year-over-year to $166.4 million, significantly narrowing its operating loss to $(0.8) million Quarterly Statement of Operations (in thousands, except per share data) | Metric | Q1 2025 | Q1 2024 | | :--- | :--- | :--- | | Subscriptions Revenue | $134,352 | $117,694 | | Total Revenue | $166,426 | $149,835 | | Gross Profit | $127,508 | $111,838 | | Operating Loss | $(834) | $(19,535) | | Net Loss | $(1,177) | $(32,923) | | Net Loss Per Share (Basic & Diluted) | $(0.02) | $(0.45) | [Consolidated Statements of Cash Flows](index=8&type=section&id=Consolidated%20Statements%20of%20Cash%20Flows) For the first quarter of 2025, net cash provided by operating activities significantly increased to $45.0 million, with cash and cash equivalents at period-end reaching $135.0 million Quarterly Cash Flow Summary (in thousands) | Activity | Q1 2025 | Q1 2024 | | :--- | :--- | :--- | | Net cash provided by operating activities | $44,966 | $18,866 | | Net cash (used by) provided by investing activities | $(24,077) | $7,459 | | Net cash used by financing activities | $(5,509) | $(4,249) | | Net increase in cash and cash equivalents | $16,430 | $20,757 | | Cash and cash equivalents at end of period | $134,982 | $170,108 | [Notes to Condensed Consolidated Financial Statements](index=9&type=section&id=Notes%20to%20Condensed%20Consolidated%20Financial%20Statements) This section provides detailed accounting policies and disclosures, including revenue recognition, debt, and the status of the Pegasystems litigation Revenue Breakdown (in thousands) | Revenue Source | Q1 2025 | Q1 2024 | | :--- | :--- | :--- | | Cloud subscriptions | $99,826 | $86,603 | | Term license subscriptions | $26,914 | $23,771 | | Total subscriptions | $134,352 | $117,694 | | Professional services | $32,074 | $32,141 | | **Total revenue** | **$166,426** | **$149,835** | - As of March 31, 2025, the company had an aggregate of **$519.1 million** in transaction price allocated to unsatisfied performance obligations, with **$331.9 million** expected to be recognized as revenue over the next 12 months[57](index=57&type=chunk) - The Supreme Court of Virginia granted Appian's petition to hear its appeal regarding the **$2.036 billion** judgment against Pegasystems, which was previously reversed by a lower court[86](index=86&type=chunk) - The company has a non-cancellable cloud hosting arrangement with AWS with minimum annual spending requirements of **$44.0 million** from November 2024 to October 2029[82](index=82&type=chunk) [Management's Discussion and Analysis of Financial Condition and Results of Operations](index=25&type=section&id=Item%202.%20Management's%20Discussion%20and%20Analysis%20of%20Financial%20Condition%20and%20Results%20of%20Operations) Management discusses the company's financial performance, highlighting revenue growth, cost changes, and significant improvements in operating loss and adjusted EBITDA for Q1 2025 [Overview and Strategy](index=25&type=section&id=Overview%20and%20Strategy) Appian positions itself as 'The Process Company,' leveraging AI-integrated software to enhance business processes and grow through strategic partnerships - Appian's platform unifies capabilities like Process Orchestration, Data Fabric, Process Intelligence, and Artificial Intelligence to enable enterprise transformation[105](index=105&type=chunk)[109](index=109&type=chunk) - The company intends to increasingly rely on strategic partners for professional services, which is expected to cause professional services revenue as a percentage of total revenue to decline over time[110](index=110&type=chunk) [Key Metrics](index=28&type=section&id=Key%20Metrics) The company monitors key metrics, including cloud subscriptions revenue, which grew 15.3% to $99.8 million, and the cloud subscriptions revenue retention rate, which was 112% Cloud Subscriptions Revenue (in thousands) | Period | 2025 | 2024 | % Change | | :--- | :--- | :--- | :--- | | Three Months Ended March 31 | $99,826 | $86,603 | 15.3% | Cloud Subscriptions Revenue Retention Rate | As of March 31, | 2025 | 2024 | | :--- | :--- | :--- | | Rate | 112% | 120% | [Results of Operations Comparison (Q1 2025 vs Q1 2024)](index=33&type=section&id=Results%20of%20Operations%20Comparison) Comparing Q1 2025 to Q1 2024, total revenue increased by 11.1% to $166.4 million, driven by subscriptions revenue growth and a 3.6% decrease in operating expenses - Total revenue increased by **$16.6 million** (11.1%), with subscriptions revenue up **$16.7 million**, driven by both new and existing customers[144](index=144&type=chunk) - Sales and marketing expense decreased by **$3.6 million** (6.2%), mainly due to a **24% reduction in headcount** from March 2024 to March 2025[148](index=148&type=chunk) - General and administrative expense increased by **$0.8 million** (2.5%), driven by higher IT spending and professional fees, partially offset by lower insurance and personnel costs[150](index=150&type=chunk) - Other income was **$5.7 million**, a significant shift from an **$8.2 million expense** in the prior year, primarily due to foreign exchange gains versus prior-year losses[151](index=151&type=chunk) [Non-GAAP Financial Measures](index=36&type=section&id=Non-GAAP%20Financial%20Measures) Appian uses non-GAAP measures, reporting a non-GAAP operating income of $14.3 million and adjusted EBITDA of $16.8 million for Q1 2025, a strong improvement year-over-year Reconciliation of GAAP Net Loss to Adjusted EBITDA (in thousands) | Line Item | Q1 2025 | Q1 2024 | | :--- | :--- | :--- | | GAAP net loss | $(1,177) | $(32,923) | | Adjustments (Other income, Interest, Taxes, D&A, etc.) | $17,936 | $17,747 | | Stock-based compensation expense | $10,039 | $10,606 | | Litigation Expense & JPI Amortization | $4,796 | $5,246 | | **Adjusted EBITDA** | **$16,759** | **$(1,322)** | [Liquidity and Capital Resources](index=39&type=section&id=Liquidity%20and%20Capital%20Resources) As of March 31, 2025, Appian had $135.0 million in cash and cash equivalents, with sufficient liquidity to support operations for at least the next twelve months - The company believes existing cash, investments, and cash flows from operations will be sufficient to support working capital and capital expenditures for at least the next 12 months[163](index=163&type=chunk) - In Q1 2024, the company repurchased **1.3 million shares** for approximately **$50.0 million** under its share repurchase program[91](index=91&type=chunk)[170](index=170&type=chunk) - Net cash from operating activities increased to **$45.0 million** in Q1 2025 from **$18.9 million** in Q1 2024, driven by strong cash collections and cost management[175](index=175&type=chunk) [Quantitative and Qualitative Disclosures About Market Risk](index=43&type=section&id=Item%203.%20Quantitative%20and%20Qualitative%20Disclosures%20About%20Market%20Risk) The company is exposed to market risks from interest rates, inflation, and foreign currency exchange rates, with potential impacts on interest expense and total revenue - A hypothetical **1% increase** in interest rates on the company's **$248.0 million** debt would increase annual interest expense by about **$2.5 million**[182](index=182&type=chunk) - A **10% adverse change** in foreign currency exchange rates during Q1 2025 would have negatively impacted total revenue by approximately **$6.0 million**[184](index=184&type=chunk) - The company does not currently engage in hedging for foreign currency transactions but may do so in the future[185](index=185&type=chunk) [Controls and Procedures](index=43&type=section&id=Item%204.%20Controls%20and%20Procedures) Management concluded that the company's disclosure controls and procedures were effective as of March 31, 2025, with no material changes in internal control over financial reporting during the quarter - The CEO and CFO concluded that as of March 31, 2025, the company's disclosure controls and procedures were effective at the reasonable assurance level[188](index=188&type=chunk) - No changes in internal control over financial reporting occurred during the quarter that have materially affected, or are reasonably likely to materially affect, these controls[189](index=189&type=chunk) PART II [PART II. OTHER INFORMATION](index=45&type=section&id=PART%20II.%20OTHER%20INFORMATION) This section provides additional information including legal proceedings, risk factors, equity security sales, and exhibits [Legal Proceedings](index=45&type=section&id=Item%201.%20Legal%20Proceedings) This section refers to Note 12 of the financial statements for information regarding the ongoing litigation with Pegasystems, noting no other material adverse legal proceedings - For details on legal proceedings, the report refers to Note 12, which discusses the Pegasystems litigation[192](index=192&type=chunk) [Risk Factors](index=45&type=section&id=Item%201A.%20Risk%20Factors) The company states that there have been no material changes from the risk factors previously described in its Annual Report on Form 10-K for the year ended December 31, 2024 - There have been no material changes from the risk factors described in the company's 2024 Annual Report on Form 10-K[194](index=194&type=chunk) [Unregistered Sales of Equity Securities and Use of Proceeds](index=45&type=section&id=Item%202.%20Unregistered%20Sales%20of%20Equity%20Securities%20and%20Use%20of%20Proceeds) This section details the company's purchases of its own equity securities, with 17,259 shares purchased in Q1 2025 under the ESPP Issuer Purchases of Equity Securities (Q1 2025) | Month | Total Shares Purchased | Average Price Paid per Share | | :--- | :--- | :--- | | January 2025 | 5,232 | $34.85 | | February 2025 | 5,678 | $35.18 | | March 2025 | 6,349 | $31.24 | | **Total** | **17,259** | **$33.63** | [Exhibits](index=47&type=section&id=Item%206.%20Exhibits) This section lists the exhibits filed with the Form 10-Q, including certifications by the Principal Executive Officer and Principal Financial Officer, and XBRL data files - The exhibits include CEO and CFO certifications pursuant to Sarbanes-Oxley Sections 302 and 906, as well as Inline XBRL documents[201](index=201&type=chunk)

Financial Data and Key Metrics Changes - In Q1 2025, Appian's cloud subscription revenue grew 15% year over year to $99.8 million, while total revenue increased 11% year over year to $166.4 million [5][31] - Adjusted EBITDA was $16.8 million, a significant improvement from an adjusted EBITDA loss of $1.3 million in the same period last year [35] - Non-GAAP net income was $9.8 million or $0.13 per diluted share, compared to a non-GAAP net loss of $4.9 million or $0.07 per share for Q1 2024 [35] Business Line Data and Key Metrics Changes - Cloud subscriptions revenue represented 81% of total revenue, up from 79% in the year-ago period [32] - Professional services revenue was $32.1 million, flat compared to Q1 2024, with expectations for a long-term decline as a percentage of total revenue [32] Market Data and Key Metrics Changes - International operations contributed 36% of total revenue, down from 37% in the year-ago period [33] - Federal government bookings grew 59% year over year, indicating strong performance in the public sector [21][110] Company Strategy and Development Direction - The company is focusing on AI integration within its processes, emphasizing practical applications over hype [6][10] - Appian aims to transition away from per-seat pricing models to alternative pricing mechanisms that reflect AI's value [83] - The introduction of a multi-tiered pricing model for AI features has resulted in revenue from AI-inclusive tiers more than doubling in Q1 [12] Management's Comments on Operating Environment and Future Outlook - Management remains cautiously optimistic about the federal government's spending patterns and overall business momentum despite macroeconomic uncertainties [39][48] - The company has not seen material changes in its sales pipeline, indicating stability in its business operations [39] Other Important Information - Appian's weighted rule of 40 score is 27, combining growth and margin metrics [27] - The company plans to report on new internal metrics to provide better visibility into its performance [28] Q&A Session Summary Question: About government performance and potential pull forward into Q1 - Management does not believe pull forwards were a meaningful factor in Q1 and remains cautiously optimistic about Q3 [46][48] Question: Regarding cloud net retention rates and spending hesitation - Management noted that the net retention rate is a trailing metric and attributed the dip to unrelated down sells and leveling off of revenue growth from some customers [49][50] Question: On AI and the new agentic world - Management emphasized the importance of practical results from AI applications and the need for structured processes to support AI deployment [56][60] Question: Incremental monetization from AI usage - Management is pleased with customer willingness to spend on AI and sees significant value in demonstrating tangible results [65][67] Question: About the new CFO's focus areas - Management expressed excitement about the new CFO's contributions but did not disclose specific strategic details [68][69] Question: On intelligent document processing (IDP) success - Management highlighted the advancements in IDP, which now requires no training on document formats, leading to higher accuracy and customer satisfaction [102][104] Question: Federal government revenue growth compared to expectations - Management indicated that federal revenue growth exceeded expectations, with a year-over-year increase of 21% [110]

Core Insights - Appian (APPN) reported quarterly earnings of $0.13 per share, exceeding the Zacks Consensus Estimate of $0.03 per share, compared to a loss of $0.24 per share a year ago, indicating a significant earnings surprise of 333.33% [1] - The company achieved revenues of $166.43 million for the quarter ended March 2025, surpassing the Zacks Consensus Estimate by 2.20% and showing an increase from $149.84 million in the same quarter last year [2] - Appian has consistently surpassed consensus EPS estimates over the last four quarters, indicating strong performance [2] Earnings Outlook - The sustainability of Appian's stock price movement will largely depend on management's commentary during the earnings call and future earnings expectations [3][4] - The current consensus EPS estimate for the upcoming quarter is -$0.14 on revenues of $160.09 million, while for the current fiscal year, it is $0.17 on revenues of $676.39 million [7] Industry Context - The Internet - Software industry, to which Appian belongs, is currently ranked in the top 37% of over 250 Zacks industries, suggesting a favorable outlook compared to lower-ranked industries [8] - Empirical research indicates a strong correlation between near-term stock movements and trends in earnings estimate revisions, which can impact Appian's stock performance [5][6]

Financial Data and Key Metrics Changes - In Q1 2025, Appian's cloud subscription revenue grew 15% year over year to $99.8 million, while total revenue increased 11% year over year to $166.4 million [4][30] - Adjusted EBITDA was $16.8 million, a significant improvement from an adjusted EBITDA loss of $1.3 million in the same quarter last year [34] - Non-GAAP net income was $9.8 million or $0.13 per diluted share, compared to a non-GAAP net loss of $4.9 million or $0.07 per share for Q1 2024 [34] Business Line Data and Key Metrics Changes - Cloud subscriptions revenue represented 81% of total revenue, up from 79% in the year-ago period [31] - Professional services revenue was flat at $32.1 million compared to Q1 2024, with expectations for a long-term decline as a percentage of total revenue [31][32] - The cloud subscription revenue retention rate was 112%, down from 120% a year ago [32] Market Data and Key Metrics Changes - International operations contributed 36% of total revenue, slightly down from 37% in the previous year [32] - Federal government bookings grew 59% year over year, indicating strong performance in the public sector [20][104] Company Strategy and Development Direction - The company is focusing on AI integration within its processes, emphasizing practical applications over hype [5][7] - Appian aims to monetize AI features, with revenue from AI-inclusive tiers more than doubling to $9 million in Q1 [11][62] - The introduction of a multi-tiered pricing model allows for better monetization of AI and exclusive features [10] Management's Comments on Operating Environment and Future Outlook - Management expressed cautious optimism regarding the evolving opportunities in the federal government sector despite macroeconomic uncertainties [20][38] - The company is taking a prudent approach to guidance for the remainder of 2025, with expected cloud subscriptions revenue growth between 14-16% for Q2 [38][39] - Management highlighted the importance of maintaining sales and marketing efficiency, with net new bookings per sales rep rising over 30% compared to the previous year [27][81] Other Important Information - Appian's new Chief Financial Officer, Serge Tanga, is expected to contribute significantly to the company's strategy and financial planning [29] - The company plans to report on a new metric called "weighted rule of 40," which combines growth and margin metrics [26] Q&A Session Summary Question: Was there any pull forward in government performance due to uncertainty around ordering patterns? - Management indicated that pull forwards were not a meaningful factor in Q1 and expressed cautious optimism for Q3 [42][44] Question: What drove the decline in cloud net retention rates? - Management explained that the decline was due to down sells from the previous year and leveling off of revenue growth from some customers [46][48] Question: How does Appian differentiate itself in the AI and agentic space? - Management emphasized the importance of practical applications of AI and the need for structured processes to support AI deployment [52][56] Question: What is the expected contribution from AI in 2025? - Management is optimistic about the willingness of customers to spend on AI and plans to transition away from per seat pricing [78][80] Question: How durable are the recent sales productivity gains? - Management believes the productivity gains are durable and stem from recent innovations and improved sales practices [82][84] Question: What is the impact of narrowing the channel focus on go-to-market efficiency? - Management noted that focusing on trusted partners has significantly expanded the partner-generated pipeline [88][90]