February 26, 2025 © Copyright 2025 Certara, L.P. All rights reserved. Disclaimer Numerical figures in the presentation have been subject to rounding adjustments. Accordingly, numerical figures shown as totals in various tables may not be arithmetic aggregations of the figures that precede them. Trademarks and Service Marks The Certara design logo, "Certara," and our other registered or common law trademarks, service marks or trade names appearing in this presentation are our property. Solely for convenience ...

Financial Performance - Certara Inc. reported total bookings of $445.3 million for the full year 2024, an increase from $402.3 million in 2023[302]. - The company achieved total revenues of $385,148,000 in 2024, representing a 9% growth compared to 2023, with organic revenue growth of 2% amounting to $357,738,000[321]. - Adjusted EBITDA for 2024 was $122,046,000, slightly down from $123,108,000 in 2023 and up from $120,174,000 in 2022[315]. - Adjusted net income for 2024 was $72,871,000, an increase from $69,021,000 in 2023, but a decrease from $73,390,000 in 2022[316]. - The company reported a net loss of $12,051,000 for the year ended December 31, 2024, an improvement of $43.3 million compared to a net loss of $55.4 million in 2023[366]. - Basic net income (loss) per share for 2024 was $(0.08), compared to $(0.35) in 2023, showing improvement[457]. - Operating cash flow for 2024 was $80,466 thousand, slightly down from $82,755 thousand in 2023, and significantly lower than $92,543 thousand in 2022[463]. - Cash and cash equivalents decreased to $179,183,000 in 2024 from $234,951,000 in 2023, a decline of 23.6%[455]. Customer Retention and Growth - The net retention rate for 2024 was 108.8%, compared to 108.4% in 2023, indicating strong customer retention and expansion[303]. - Certara's solutions have contributed to 90% or more of all new drug approvals by the FDA since 2014, showcasing the effectiveness of its biosimulation technology[296]. - The acceptance of model-informed drug development by regulatory authorities is critical for increasing demand for Certara's products and services[305]. Investments and Acquisitions - Certara plans to continue investing in scientific talent, sales and marketing, and research and development to support growth and innovation[304]. - The company has successfully acquired 21 companies since 2013, with significant acquisitions in 2024 including DIDB for $8.3 million[330][335]. - The company completed the acquisition of Chemaxon, Kft. for $96.4 million, resulting in $50.2 million of intangible assets being recorded[440]. Revenue Breakdown - Revenues for the year ended December 31, 2024, increased by $30.8 million, or 9%, to $385.1 million compared to 2023, driven by technology-enabled services and software product offerings[352]. - Software revenue increased by $24.0 million, or 18%, to $155.7 million for the year ended December 31, 2024, primarily due to strong demand from existing customers and business acquisitions[353]. - Services revenue increased by $6.8 million, or 3%, to $229.5 million for the year ended December 31, 2024, attributed to growth from business acquisitions and technology-enabled services[354]. Operating Expenses - Certara's operating expenses are expected to increase over time as the company expands its solutions and workforce[304]. - Sales and marketing expenses rose by $15.4 million, or 48%, to $47.4 million for the year ended December 31, 2024, driven by headcount growth and increased commission expenses[357]. - Research and development expenses increased by $2.9 million, or 9%, to $37.1 million for the year ended December 31, 2024, primarily due to headcount growth associated with software development investments[358]. - General and administrative expenses decreased by $1.2 million, or 1%, to $94.2 million for the year ended December 31, 2024, mainly due to a decrease in contingent consideration fair value[359]. Tax and Deferred Assets - The company expects income tax expense to increase over time as it continues to grow more profitable[329]. - The company has federal and state net operating losses (NOLs) of approximately $6.2 million and $4.9 million, respectively, which are available to reduce future taxable income[386]. - A valuation allowance of $24 million was recorded as of December 31, 2024, indicating that it is more likely than not that the company will not realize the benefits of certain deferred tax assets[387]. Cash Flow and Financing - Net cash provided by operating activities was $80.5 million for the year ended December 31, 2024, a decrease from $82.8 million in 2023[370]. - Net cash used in investing activities increased to approximately $112.4 million for the year ended December 31, 2024, primarily due to higher cash payments for business acquisitions[377]. - As of December 31, 2024, the company had $298.5 million of outstanding borrowings on the term loan and $100.0 million available under the revolving credit facility[380]. International Operations - 28% of the company's revenue for the year ended December 31, 2024, was derived from international operations[415]. - The company operates in multiple countries, including the United States, Canada, and several European nations, enhancing its global market presence[465].

Revenue Performance - Full-Year 2024 revenue reached $384.4 million, an increase of 8% compared to $354.3 million in 2023[6] - Fourth Quarter 2024 revenue was $99.7 million, representing a growth of 13% from $88.0 million in the fourth quarter of 2023[6] - Software revenue for Full-Year 2024 was $155.0 million, an 18% increase from $131.7 million in 2023[6] - Services revenue for Full-Year 2024 was $229.4 million, a growth of 3% compared to $222.7 million in 2023[6] - The acquisition of Chemaxon contributed $5.9 million in revenue and $11.0 million in bookings[6] Bookings Performance - Bookings for Full-Year 2024 totaled $445.3 million, up 11% from $402.3 million in 2023[6] - Fourth Quarter 2024 bookings were $144.5 million, reflecting a growth of 22% compared to $118.9 million in the fourth quarter of 2023[6] - Software bookings for Full-Year 2024 were $169.4 million, representing a growth of 24% from $136.9 million in 2023[6] - Services bookings for Full-Year 2024 were $275.9 million, a 4% increase from $265.4 million in 2023[6] Financial Expectations - Adjusted EBITDA for Full-Year 2024 is expected to be between $120 million and $124 million[4]

Core Insights - Certara, Inc. reported strong financial results for Q4 2024, with total revenue of $100.4 million, reflecting a year-over-year growth of 14% [4][8] - The company is optimistic about its investment strategy in software and AI, aiming to enhance its biosimulation offerings and capitalize on the growing interest in biosimulation technology within the biopharmaceutical industry [3][4] - Certara provided guidance for 2025, expecting revenue between $415 million and $425 million, with adjusted EBITDA margins in the range of 30-32% [16] Financial Performance - Total revenue for Q4 2024 was $100.4 million, up from $88.0 million in Q4 2023, marking a 14% increase [4][8] - Software revenue reached $42.3 million, a 26% increase from $33.6 million in Q4 2023, driven by growth in biosimulation software [5][8] - Services revenue was $58.1 million, up 7% from $54.4 million in Q4 2023, primarily due to demand for biosimulation services [5][8] Bookings and Growth - Total bookings for Q4 2024 were $144.5 million, representing a 22% year-over-year growth [6][8] - Software bookings increased by 38% to $59.7 million, attributed to strong performance in Certara's core biosimulation software [6][8] - Services bookings grew by 12% to $84.8 million, driven by increased demand for biosimulation and regulatory services [7][8] Profitability Metrics - Net income for Q4 2024 was $6.6 million, compared to a net loss of $12.5 million in Q4 2023 [12][11] - Adjusted EBITDA for Q4 2024 was $33.5 million, a 13% increase from $29.6 million in Q4 2023 [11][12] - Adjusted net income for Q4 2024 was $24.7 million, up from $14.3 million in Q4 2023, with adjusted diluted earnings per share of $0.15 compared to $0.09 in the prior year [13][11] Cost and Expense Management - Total cost of revenue for Q4 2024 was $38.3 million, an increase from $34.1 million in Q4 2023, mainly due to higher employee-related expenses and software amortization [9][8] - Total operating expenses decreased to $56.1 million from $62.4 million in Q4 2023, primarily due to a reduction in the change in fair value of contingent consideration [10][8] 2025 Financial Outlook - Certara expects full-year 2025 revenue to be in the range of $415 million to $425 million [16] - The company anticipates adjusted EBITDA margins to remain in the low thirties for 2025 [3][16] - Adjusted diluted earnings per share for 2025 is projected to be between $0.42 and $0.46 [16]

Group 1 - Certara, Inc. will release its financial results for Q4 and the full year of 2024 on February 26, 2025, after market close [1] - A conference call to discuss the financial results will be held at 5:00 PM ET on the same day [1] - Investors interested in the conference call must register online, with a recommendation to do so at least one day in advance [2] Group 2 - Certara utilizes biosimulation software, technology, and services to enhance drug discovery and development [3] - The company serves over 2,400 clients, including biopharmaceutical companies, academic institutions, and regulatory agencies across 66 countries [3] - Upcoming investor conferences include the Leerink Partners Global Healthcare Conference on March 11 and the Barclays 27th Annual Global Healthcare Conference on March 12 [4]

Core Insights - Certara, Inc. reported a full-year revenue of $384.4 million and bookings of $445.3 million for fiscal year 2024, indicating growth compared to the previous year [1][8] - The company confirmed its adjusted EBITDA guidance for the full year of 2024 to be between $120 million and $124 million [4][1] Financial Performance - For the fourth quarter of 2024, Certara's revenue was $99.7 million, a 13% increase from $88.0 million in Q4 2023 [8] - Software revenue in Q4 2024 reached $41.6 million, up 24% from $33.6 million in Q4 2023 [8] - Services revenue for Q4 2024 was $58.1 million, reflecting a 7% growth from $54.4 million in Q4 2023 [8] - Bookings for Q4 2024 totaled $144.5 million, a 22% increase from $118.9 million in Q4 2023 [8] - Software bookings in Q4 2024 were $59.7 million, representing a 38% growth from $43.3 million in Q4 2023 [8] - Services bookings for Q4 2024 amounted to $84.9 million, a 12% increase from $75.6 million in Q4 2023 [8] Year-over-Year Comparison - Full-year revenue for 2024 was $384.4 million, compared to $354.3 million in 2023, marking an 8% growth [8] - Software revenue for the full year was $155.0 million, up 18% from $131.7 million in 2023 [8] - Services revenue for the full year reached $229.4 million, a slight increase of 3% from $222.7 million in 2023 [8] - Total bookings for the full year were $445.3 million, an 11% increase from $402.3 million in 2023 [8] - Software bookings for the full year were $169.4 million, reflecting a 24% growth from $136.9 million in 2023 [8] - Services bookings for the full year were $275.9 million, a 4% increase from $265.4 million in 2023 [8] Acquisition Impact - The preliminary results for Q4 2024 include revenue from Chemaxon of $5.9 million and bookings of $11.0 million, following the acquisition completed on October 1, 2024 [8]

Core Insights - Certara, Inc. will participate in the 43rd Annual J.P. Morgan Healthcare Conference [1] - The presentation is scheduled for January 15, 2025, at 5:15 PM PT [2] - A live webcast will be available on Certara's investor relations website and will be accessible for replay for at least 30 days [2] Company Overview - Certara is a leader in model-informed drug development, utilizing biosimulation software and technology to enhance drug discovery and development [3] - The company serves over 2,400 clients, including biopharmaceutical companies, academic institutions, and regulatory agencies across 66 countries [3]

Core Insights - Certara, Inc. has achieved significant recognition in 2024 with over 100 publications and 12 scientists listed among the top 2% of most cited researchers globally [1][2][3] Group 1: Company Achievements - Certara's scientists have been recognized for their contributions to drug development, with 12 researchers making it to the Stanford/Elsevier list of top-cited scientists [2][3] - The company emphasizes its science-driven approach, providing advanced biosimulation software and expert advice to clients for strategic decision-making [3] Group 2: Publications and Research Focus - In 2024, Certara's publications cover the entire drug discovery and development process, highlighting key trends in areas such as pediatric oncology, mechanistic modeling, and the use of real-world data [4][5] - Notable topics include the impact of physiologically-based pharmacokinetics (PBPK) modeling on global health and the role of pharmacometrics in clinical trials [5] Group 3: Client Base and Services - Certara serves over 2,400 clients, including biopharmaceutical companies, academic institutions, and regulatory agencies across 66 countries, showcasing its global reach and influence in the industry [6]

Financial Data and Key Metrics Changes - Total revenue for Q3 2024 was $94.8 million, representing an 11% year-over-year increase, while total bookings were $96.1 million, up 13% [8][31] - Software revenue reached $35.9 million, a 15% increase year-over-year, with software bookings at $34.8 million, up 28% [31][32] - Adjusted EBITDA for Q3 2024 was $33.1 million, an increase from $28.8 million in Q3 2023, with an adjusted EBITDA margin of 35% [39] Business Line Data and Key Metrics Changes - Biosimulation services saw higher utilization, contributing to improved EBITDA margins, while regulatory services faced challenges with a divergence in growth profiles [10][11][35] - Services revenue was $58.9 million, a 9% increase year-over-year, with technology-driven services bookings at $61.3 million, up 6% [33][34] Market Data and Key Metrics Changes - Among Tier 1 biopharma customers, there was stability and some improvement in new business activity, while Tier 3 customers continued to grow due to an improved funding environment [8][10] - The regulatory services market experienced a lengthened decision-making process among larger customers, impacting growth expectations [11][12] Company Strategy and Development Direction - The company is focused on expanding its biosimulation capabilities and integrating Chemaxon to enhance its product offerings [9][18] - Certara aims to create a unified platform through Certara Cloud, which will lower IT costs and improve customer engagement [17][49] - A review process for long-term strategic options regarding the regulatory services business has been initiated, reflecting a divergence from the core biosimulation business [12][80] Management's Comments on Operating Environment and Future Outlook - Management noted a cautious outlook for second-half growth due to a lengthened decision-making process among larger customers and challenges in the regulatory services market [11][62] - The company remains optimistic about its biosimulation demand, citing a strong pipeline and high win rates [10][25] Other Important Information - The acquisition of Chemaxon was completed in early October, expected to contribute approximately $5 million in revenue for Q4 2024 [41][53] - The company updated its 2024 guidance, expecting total revenue between $380 million and $385 million, reflecting a growth of 7% to 9% compared to 2023 [42] Q&A Session Summary Question: Demand environment for biosimulation and budget flush activity - Management indicated that there is a traditional budget flush in Q4, but they did not count on it in their guidance [46] Question: Impact of Certara Cloud on customer interactions - Certara Cloud is facilitating easier access to products and lowering IT costs, which is positively impacting software bookings [49][50] Question: Chemaxon acquisition revenue expectations - Expected revenue from Chemaxon in Q4 is about $5 million, primarily from software [53] Question: Regulatory services business size and potential divestiture - The regulatory services business is expected to generate $50 million to $55 million in revenue, with margins comparable to traditional CROs [57] Question: Improvements with Tier 1 customers - There was stability and some improvement in Tier 1 customer performance from Q2 to Q3, particularly in biosimulation services [59] Question: Demand from Tier 1 clients and smaller biotech customers - The sales pipeline is healthy, but there is a noted lengthening of time to close projects, indicating some hesitancy among larger customers [61][62] Question: Resource reallocation from services to software - The company is seeing strong performance in software, with a net retention rate of 110%, while biosimulation services are also performing well [66] Question: Uniqueness and demand for biosimulation - Demand is driven by sustained investment in biosimulation products and acceptance by regulatory agencies, making it a cost-effective alternative to clinical trials [70][72]

Financial Performance - Revenues for the three months ended September 30, 2024, increased to $94.82 million, up 10.3% from $85.58 million in the same period of 2023[16] - Net loss for the three months ended September 30, 2024, was $1.37 million, compared to a net loss of $48.97 million for the same period in 2023[16] - Total operating expenses for the three months ended September 30, 2024, decreased to $55.04 million, down 46.3% from $102.48 million in the prior year[16] - The company reported a basic net loss per share of $0.01 for the three months ended September 30, 2024, compared to a loss of $0.31 per share in the same period of 2023[16] - Net loss for the nine months ended September 30, 2024, was $18,628,000, compared to a net loss of $42,901,000 for the same period in 2023, representing a 56.5% improvement[21] - Adjusted EBITDA for Q3 2024 was $33.1 million, up from $28.8 million in Q3 2023[169] - Adjusted net income for Q3 2024 was $20.3 million, compared to $17.1 million in Q3 2023[171] Cash and Assets - Cash and cash equivalents as of September 30, 2024, were $233.02 million, slightly down from $234.95 million as of December 31, 2023[15] - Total assets as of September 30, 2024, were $1.54 billion, a decrease from $1.56 billion as of December 31, 2023[15] - Accounts receivable increased to $95.96 million as of September 30, 2024, compared to $84.86 million as of December 31, 2023[15] - The company’s total liabilities decreased to $489.82 million as of September 30, 2024, from $516.30 million as of December 31, 2023[15] - Stockholders' equity increased to $1.05 billion as of September 30, 2024, compared to $1.05 billion as of December 31, 2023[15] - Total assets as of September 30, 2024, amounted to $153,102 thousand, with money market funds at $147,478 thousand and interest rate swap assets at $5,624 thousand[42] Expenses and Liabilities - Common shares issued for employee share-based compensation totaled 1,297,519, with a corresponding expense of $27,043,000[19] - The accumulated deficit as of September 30, 2024, was $(134,858,000), an increase from $(116,230,000) as of December 31, 2023[17] - The additional paid-in capital increased to $1,209,196,000 as of September 30, 2024, from $1,178,461,000 as of December 31, 2023[17] - Total liabilities as of September 30, 2024, were $54,457 thousand, consisting solely of contingent liabilities related to acquisitions[42] - Total accrued expenses decreased to $53,294 thousand as of September 30, 2024, down from $56,779 thousand, a reduction of 6.9%[105] Acquisitions and Growth - The Company completed 20 acquisitions since 2013, with 13 involving software or technology[78] - The acquisition of Drug Interaction Solutions from the University of Washington was completed for a total consideration of $8,340,000[79] - The acquisition of Formedix was completed for an estimated consideration of $41,389,000, with contingent consideration not to exceed $9,000,000[82] - The acquisition of Applied BioMath, LLC was completed for an estimated consideration of $36,594,000, with contingent consideration not to exceed $17,550,000[85] - The company completed the acquisition of Chemaxon on October 1, 2024, for a total cash consideration of $90,000 thousand[139] Revenue Breakdown - Total revenue for the nine months ended September 30, 2024, was $284,787,000, representing a 6.5% increase from $266,327,000 in the same period of 2023[72] - Software licenses transferred at a point in time generated $10,202,000 in revenue for 2024, compared to $9,916,000 in 2023, marking a 2.9% increase[72] - Service revenues earned over time increased to $58,908,000 in 2024 from $54,246,000 in 2023, reflecting an increase of 10.0%[72] - Software revenues increased by $4.6 million, or 15%, to $35.9 million for the three months ended September 30, 2024, driven by strong demand from existing customers and business acquisitions[202] - Services revenues increased by $4.7 million, or 9%, to $58.9 million for the three months ended September 30, 2024, attributed to growth from business acquisitions and technology-enabled services[203] Operating Expenses - Sales and marketing expenses increased by $4.1 million, or 57%, to $11.3 million for the three months ended September 30, 2024, mainly due to headcount growth and increased commission expenses[204] - General and administrative expenses decreased by $5.7 million, or 21%, to $22.0 million for the three months ended September 30, 2024, compared to the same period in 2023[206] - Research and development expenses for the nine months ended September 30, 2024, totaled $29.33 million, up from $26.16 million in the prior year[16] - Research and development expenses decreased by $0.7 million, or 8%, to $8.3 million for the three months ended September 30, 2024, primarily due to an increase in capitalized costs in R&D[205] Market and Competition - The company has operations in multiple countries, including the United States, Australia, and Germany, indicating a broad market presence[24] - Regulatory acceptance of biosimulation is increasing, positively impacting demand for the company's products and services[159] - The company faces competition in the biosimulation market, with key factors including model quality and regulatory acceptance[161] Tax and Interest - The effective tax rate for the three months ended September 30, 2024, was 17%, compared to 9% for the same period in 2023[135] - Interest incurred on the Credit Agreement for the term loan amounted to $19,900,000 for the nine months ended September 30, 2024[96] - Interest expense decreased by $0.7 million, or 12%, to $5.2 million for the three months ended September 30, 2024, compared to the same period in 2023[210]