Core Insights - In 2025, businesses experienced rapid advancements in artificial intelligence (AI), impacting their growth trajectories, while concerns about an AI bubble and macroeconomic challenges dampened stock performances. However, beaten-down stocks are expected to benefit from the January Effect, presenting opportunities for investors to acquire fundamentally strong stocks with promising earnings growth prospects [1][10]. AI Industry Trends - The integration and adoption of AI across various sectors are anticipated to be significant growth catalysts, enhancing operational efficiency, optimizing supply chains, and improving decision-making processes. Companies investing in AI-driven analytics and automated customer engagement are likely to see improved margins and accelerated growth [3][10]. - The global AI infrastructure market is projected to reach $758 billion by 2029, driven by strong demand for compute and storage hardware. Global AI spending is expected to exceed $2 trillion in 2026, up from an estimated $1.5 trillion in 2025, indicating robust investment momentum [4]. Company-Specific Insights - **nCino**: This company is expected to drive demand in 2026 with its AI-powered solutions. The Zacks Consensus Estimate for nCino's fiscal 2026 earnings is 89 cents per share, reflecting a 36.92% year-over-year increase, despite a 21.7% decline in stock value over the past year [5][7]. - **Global-e Online**: Benefiting from AI integration, the company is enhancing efficiency and customer experience. The Zacks Consensus Estimate for its fiscal 2026 earnings is 94 cents per share, indicating a 177.06% year-over-year increase, although shares have dropped 27.4% in the last year [8][11]. - **GitLab**: This company is experiencing strong demand for its AI-native DevSecOps platform. The Zacks Consensus Estimate for GitLab's fiscal 2026 earnings is 88 cents per share, showing an 18.92% year-over-year increase, despite a 33% decline in stock value over the past year [12][13]. - **Samsara**: The company has introduced advanced AI capabilities, with a Zacks Consensus Estimate for fiscal 2026 earnings at 50 cents per share, reflecting a 92.31% year-over-year increase, despite a 16.9% decline in stock value over the past year [14][15].

nCino FY Conference Summary Company Overview - nCino is a leading platform in commercial lending in the U.S. and is expanding internationally, with a focus on various financial services including small business, consumer, and mortgage lending [3][6][7]. Key Points and Arguments Company Evolution and Market Focus - nCino has evolved from a commercial lending focus to a comprehensive platform serving various financial institution needs globally [6][7]. - The company has seen success in international markets, particularly in the UK and Japan, and is focused on expanding further into Europe [7][9]. Financial Performance - The third quarter results showed a 600 basis point increase in operating margin year-over-year, indicating strong execution and growth [13]. - Over 110 customers have adopted the Banking Advisor AI, showcasing traction in AI initiatives [13]. Market Environment - The financial institutions' balance sheets are generally healthy, leading to a positive spending environment post-liquidity crisis [16][17]. - AI is a significant catalyst for customer engagement and sales activity, contributing to a more normalized market environment [16][17]. U.S. Commercial Lending - There remains significant growth potential in U.S. commercial lending, even with existing customers, as there are opportunities for deeper product penetration [23][24]. - The platform's ability to scale and serve both small and large banks is a competitive advantage [6][24]. International Expansion - nCino's competitive landscape is favorable, with no direct competitors offering the same comprehensive solutions [28][29]. - The company is focusing on Spain and the Nordics for further expansion, with early successes noted [29][30]. Consumer Banking - Consumer banking is seen as a growth area, primarily through a "rip and replace" strategy, where existing systems are replaced with nCino's platform [39][40]. - The competitive landscape in consumer banking is evolving, with nCino's platform offering a unique value proposition [40][44]. Pricing Model Transition - nCino is transitioning to a platform-based pricing model, which is expected to align better with customer value and drive revenue growth [55][59]. - As of the end of Q3, approximately 27% of overall Annual Contract Value (ACV) was on the new pricing model, which is expected to accelerate renewals and new sales [59][63]. Mortgage Business - The mortgage segment has shown strong growth, with a 22% year-over-year increase in Q2 and over 20% in Q3, driven by market stabilization and increased loan volumes [74][78]. - The company anticipates continued growth in the mortgage sector as market conditions improve [78][82]. Capital Allocation Strategy - nCino has authorized a $100 million buyback, reflecting confidence in the business trajectory and a balanced approach to capital allocation [119][121]. - The focus remains on executing the current strategy while being open to future M&A opportunities if they align with business needs [121][126]. Margin Expansion - The company is targeting improvements in gross margins, particularly in professional services, through more efficient implementations and leveraging AI [109][110]. - The mix of professional services revenue is expected to trend down as the company focuses on its core product offerings [116][118]. Additional Important Insights - The transition to platform pricing is expected to enhance revenue recognition and cash flow visibility, aligning revenue with customer asset growth [100][106]. - nCino's strategy emphasizes execution and accountability across the organization, which is critical for maintaining growth momentum [22][39].

Summary of nCino Conference Call Company Overview - **Company**: nCino - **Industry**: Application Software for Financial Institutions - **Key Customers**: Includes major banks like Bank of America and Wells Fargo, as well as international clients like Barclays and Macquarie [3][4] Core Value Propositions - nCino focuses on four main areas: lending (commercial, consumer, small business, mortgage), account opening, customer onboarding, and portfolio monitoring [3] - The platform serves a wide range of financial institutions, from community banks to large global banks [3] - Approximately 21% of subscription revenues were generated outside the U.S. last quarter [3] Financial Performance Highlights - The latest quarter showed a **600 basis points** year-over-year and quarter-over-quarter increase in operating margin [5] - U.S. mortgage business grew over **20%** for the second consecutive quarter, excluding tough comparisons from the previous year [5] - Organic subscription revenue growth in the U.S. accelerated by **200 basis points** to **9%** [5] AI Integration and Adoption - nCino has introduced over **110 Banking Advisor customers** in the AI segment, with significant momentum in AI adoption [5][6] - The company aims for all software to evolve into AI capabilities, enhancing decision-making for financial institutions [9] - AI features include Continuous Credit Monitoring and operational analytics dashboards to track efficiency gains [10][11] Sales and Market Strategy - New KPI introduced for **Annual Contract Value (ACV)** growth, targeting **80%-90%** growth [15] - The company is optimistic about Q4, historically its biggest bookings quarter, with a healthy customer base and improved sales activity [18] - Changes in the sales organization have focused on accountability and efficiency, with a shift from a one-product to a global enterprise sales model [21][22] Margin and Efficiency Improvements - A reduction in workforce was implemented to streamline operations, resulting in improved margins [27] - The company aims to achieve its **Rule of 40** target by focusing on subscription revenue growth [28] Growth Initiatives - nCino has identified five growth initiatives, with plans to add more in the future [28] - The mortgage segment, which constitutes about **15%** of revenue, is expected to contribute positively to growth despite previous market challenges [29] International Expansion - International growth was reported at **3%**, with expectations for accretive growth next year [40] - The company has made strategic acquisitions to enhance its international offerings and onboarding capabilities [41] Pricing Model Transition - Transitioning from a seat-based to an asset-based pricing model, with **27%** of customers already migrated [46] - This model aligns with customer growth and efficiency gains, providing a potential **10% uplift** in revenue [48] M&A Impact - nCino has been involved in **270 customer transactions** over the past decade, winning **95%** of those deals [49] - The new pricing model is expected to enhance revenue from M&A activities by recalculating assets post-merger [50] Underappreciated Aspects - The AI strategy is seen as a key differentiator, with nCino positioned to lead in AI banking solutions [58] - The rapid adoption of AI by customers is not fully recognized by investors, despite significant growth in customer engagement [59] Conclusion - nCino is well-positioned for future growth with a strong focus on AI, operational efficiency, and international expansion, while maintaining a robust customer base and innovative product offerings [58][59]

Core Thesis - nCino, Inc. is positioned as a leading cloud-native software platform for financial institutions, with a strong competitive advantage in commercial lending and a robust market presence [2][3] Company Overview - nCino's shares were trading at $24.64 as of November 26th, with a forward P/E ratio of 23.64 [1] - The platform serves over 2,700 financial institutions, including major clients like Bank of America, Wells Fargo, and TD Bank [3] Market Position and Competitive Advantage - nCino has a deeply entrenched competitive moat characterized by high switching costs and deep integration with Salesforce, making it difficult for competitors to replicate its offerings [3][4] - The company is the only vendor covering the full banking vertical, which enhances its market position [3] Growth Opportunities - Commercial client penetration is under 30%, consumer solutions under 15%, and international revenue is rapidly expanding, particularly in Europe and Japan [3] - New pricing models linked to customer asset size are expected to drive broader adoption of nCino's services [4] Financial Performance - nCino targets a revenue growth rate of 15% compounded annually, with long-term EBIT/FCF margins projected to be between 25% and 35% [5] - Despite resilient underlying growth, nCino's shares are trading at a discount compared to peers due to recent cyclical challenges [5] Strategic Initiatives - The company is focusing on international expansion, cross-selling matured products, and leveraging AI strategies based on its extensive process-centric dataset [3][5] - Recent acquisitions, such as DocFox, FullCircl, and ILT, are aimed at enhancing onboarding, analytics, and credit union offerings [4]

Financial Data and Key Metrics Changes - Total revenues in Q3 were $152.2 million, up 10% year-over-year [18] - Subscription revenues were $133.4 million, up 11% year-over-year on a reported basis and 7% organically [18] - Non-GAAP operating income was $39.9 million, or 26% of total revenues, representing 600 basis points of operating margin expansion both year-over-year and quarter-over-quarter [21] - Non-GAAP net income attributable to the company in Q3 was $35.8 million, or $0.31 per diluted share [22] - Free cash flow generation is expected to be seasonally lower in the second half of the year, with a meaningful influx of cash anticipated in Q1 of fiscal 2027 [23] Business Line Data and Key Metrics Changes - U.S. mortgage subscription revenues were $21.1 million, up 2% year-over-year [20] - Professional services revenues were $18.8 million, a decrease of 1% year-over-year [20] - Non-U.S. total revenues were $33.6 million, up 13% as reported and in constant currency [21] - Non-U.S. subscription revenues were $27.9 million, up 21% as reported and in constant currency [21] Market Data and Key Metrics Changes - The company saw strong sales traction in the U.S. community market, with a $5.5 billion bank expanding its relationship with nCino [16] - In Japan, a major regional bank signed with nCino for mortgage lending, reinforcing opportunities in that market [17] - In EMEA, the Integration Gateway API Infrastructure solution was included in renewals with a $90 billion bank in the Czech Republic and a $9 billion credit union, resulting in ACV uplifts of 13% and 48% respectively [17] Company Strategy and Development Direction - The company focuses on leveraging AI and automation to enhance operational efficiency and user experience for financial institutions [5][10] - nCino aims to be a trusted AI partner for banks, emphasizing the need for a deep understanding of banking and the ability to drive industry-wide change [10] - The company is transitioning to platform pricing, with approximately 27% of ACV converted to this model, up from 21% last quarter [24] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving sales and financial goals for fiscal 2026, citing strong demand across market segments and geographies [7][8] - The macro environment is seen as favorable, with banks increasing IT budgets and focusing on efficiency and modernization [46] - Management anticipates a spike in AI adoption as banks shift from understanding AI to deploying it quickly [86] Other Important Information - The company repurchased approximately 1.4 million shares at an average price of $27.71 per share, completing a $100 million buyback authorization [23] - The company expects total revenues for fiscal 2026 to be $591.9-$593.4 million, representing growth of approximately 10% at the midpoint [29] Q&A Session Summary Question: On margins and AI efficiencies - Management noted that they see opportunities for further efficiency and are confident in hitting their Rule of 40 target around Q4 of next year [33][34] Question: Visibility into future subscription revenue - Management refrained from discussing next year but expressed confidence in the current sales activity and pipeline [37][39] Question: Demand from big customers and international markets - Management highlighted aggressive tech investments by banks, with a focus on efficiency and modernization driving demand [46][48] Question: Impact of customer M&A on nCino - Management indicated that bank M&A has historically been a tailwind for nCino, with a high percentage of customers continuing to use nCino post-M&A [58][60] Question: Drivers of mortgage business outperformance - Management pointed to expansion in top 100 banks and traction in the IMB space as key drivers of mortgage business growth [82][83]

Financial Data and Key Metrics Changes - Total revenues in Q3 were $152.2 million, up 10% year over year [18] - Subscription revenues were $133.4 million, up 11% year over year on a reported basis and 7% organically [18] - Non-GAAP operating income was $39.9 million, or 26% of total revenues, representing 600 basis points of operating margin expansion both year over year and quarter over quarter [20] - Non-GAAP net income attributable to nCino in Q3 was $35.8 million, or $0.31 per diluted share [21] - Free cash flow generation is expected to be seasonally lower in the second half of the year, with a meaningful influx of cash anticipated in Q1 of fiscal 2027 [22] Business Line Data and Key Metrics Changes - U.S. mortgage subscription revenues were $21.1 million, up 2% year over year [19] - Professional services revenues were $18.8 million, a decrease of 1% year over year [19] - Non-U.S. total revenues were $33.6 million, up 13% as reported and in constant currency [20] - Non-U.S. subscription revenues were $27.9 million, up 21% as reported and in constant currency [20] Market Data and Key Metrics Changes - The company saw strong sales traction in the U.S. community market, with a $5.5 billion bank expanding its relationship with nCino [16] - In Japan, a major regional bank signed with nCino for mortgage lending, reinforcing opportunities in that market [17] - In EMEA, the Integration Gateway API Infrastructure solution was included in renewals with a $90 billion bank and a $9 billion credit union, resulting in ACV uplifts of 13% and 48% respectively [17] Company Strategy and Development Direction - nCino aims to leverage AI and automation to enhance operational efficiency and user experiences for financial institutions [6][9] - The company is transitioning to platform pricing, with approximately 27% of ACV converted to this model, up from 21% last quarter [23] - The focus remains on driving adoption of AI capabilities while ensuring customers are comfortable with the technology [11] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving sales and financial goals for fiscal 2026, citing strong demand across market segments [5] - The company is witnessing a shift in banks' technology investments towards efficiency and modernization, driven by AI [38] - Management anticipates a spike in AI adoption as banks move from understanding AI to deploying it quickly [57] Other Important Information - The company repurchased approximately 1.4 million shares at an average price of $27.71 per share, completing a $100 million buyback authorization [22] - The fiscal 2026 outlook for total revenues is now expected to be $591.9-$593.4 million, representing growth of approximately 10% at the midpoint [27] Q&A Session Summary Question: On margins and AI efficiencies - Management noted that they continue to see opportunities for further efficiency and are confident in delivering on medium-term free cash flow and operating margins targets [31][32] Question: Visibility into NTM subscription revenue - Management refrained from discussing next year but expressed confidence in the current sales activity and pipeline [34][35] Question: Drivers of mortgage business outperformance - The outperformance is attributed to expansion in top 100 banks and traction in the IMB space, with normalized revenue growth in line with industry volumes [54][55] Question: Update on DocFox and onboarding experience - The onboarding experience has seen a year-over-year pipeline increase, with expectations for ACV conversion next year [59]

Core Insights - nCino, Inc. has launched "Digital Partners," a new feature within its platform aimed at enhancing human-centric AI capabilities for financial institutions, focusing on domain-specific intelligence to meet the unique needs of banking operations [1][2]. Group 1: Digital Partners Overview - Digital Partners are designed to support various roles within financial institutions, from C-suite executives to relationship managers, by providing contextually relevant assistance and operating alongside staff to create a "dual workforce" [2][6]. - The Digital Partners utilize a multi-layer architecture that combines foundational tools, specialized sub-agents, and orchestrated workflows, enabling role-specific intelligence through natural conversation [3][5]. Group 2: Role-Specific Digital Partners - Five specific Digital Partners have been introduced: - **Executive Digital Partner**: Provides strategic intelligence for C-suite decision-making, including market insights and personalized data science expertise [6]. - **Analyst Digital Partner**: Accelerates risk assessment and complex financial analysis for underwriters and credit analysts, utilizing peer-benchmarked intelligence [6]. - **Service Digital Partner**: Enhances customer relationship management, helping relationship managers identify cross-sell opportunities [6]. - **Processor Digital Partner**: Eliminates workflow bottlenecks by coordinating documentation and validating compliance [6]. - **Client Digital Partner**: Offers AI-enhanced self-service digital banking experiences directly to customers [7]. Group 3: Strategic Vision and Future Development - The introduction of Digital Partners reflects the next phase of nCino's AI strategy, building on the previously established Banking Advisor as a unified conversational experience [8]. - nCino aims to continuously evolve its technology and capabilities, allowing financial institutions to redirect talent towards higher-value work as the tools become more robust over time [8][9].

Core Insights - nCino, Inc. has launched "Digital Partners" within its platform to enhance banking operations by providing role-based AI agents that support decision-making and relationship building [1][2] Group 1: Digital Partners Overview - The Digital Partners are designed to address specific workflows and pain points for various users, including C-suite executives and relationship managers, by delivering contextually relevant assistance [2][3] - These agents operate alongside staff, creating a "dual workforce" that amplifies human capabilities rather than replacing them [2][3] - The Digital Partners are built on a multi-layer architecture that includes foundational tools and role-specific intelligence, accessible through nCino's conversational AI interface, Banking Advisor [3][4] Group 2: Specific Digital Partners - The five Digital Partners include: - Executive Digital Partner: Provides strategic intelligence for C-suite decision-making [4] - Analyst Digital Partner: Accelerates risk assessment and financial analysis for underwriters [4] - Service Digital Partner: Enhances relationship management for identifying cross-sell opportunities [4] - Processor Digital Partner: Eliminates workflow bottlenecks by coordinating documentation and compliance [4] - Client Digital Partner: Offers AI-enhanced self-service banking experiences directly to customers [3][4] Group 3: Future Developments - The deployment of Digital Partners will occur over the coming year, starting with the Analyst Digital Partner in November 2025 [5] - nCino aims to continuously evolve its technology and capabilities, allowing financial institutions to redirect talent toward higher-value work [3][5]

Core Insights - nCino, Inc. has been awarded the 2025 Datos Insights Impact Award Gold Medal for its AI-powered Banking Advisor, which transforms financial institutions' operations [1][4] Company Overview - nCino is a leading provider of intelligent banking solutions, helping financial institutions digitize and reengineer business processes to enhance efficiency and customer experience [6] - The company serves over 2,700 customers globally, including community banks, credit unions, and large financial entities [6] Product Features - The nCino Banking Advisor utilizes a proprietary agent framework and banking-specific AI models, leveraging 13 years of platform usage across more than 2,800 financial institutions and trillions in processed loan history [2] - It operates as a native interface within the nCino Platform, providing role-based personalization and just-in-time intelligence [2][3] - The solution automates document filing and routine tasks, enabling institutions to file documents 3.5 times faster, allowing staff to focus on higher-value activities [3] Industry Impact - The Banking Advisor addresses key adoption barriers for AI in financial services by minimizing workflow disruption, which is crucial for efficiency and compliance [3] - nCino's innovations, including enhancements to the nCino Mortgage Suite and the launch of Operations Analytics Pro, aim to create a competitive advantage for financial institutions through data-driven decision-making [4][5] Recognition and Future Directions - The award reflects nCino's commitment to embedding intelligence across its platform, fostering an interconnected environment for AI-powered tools and advanced analytics [5] - The company is focused on advancing agentic workflows and expanding analytics capabilities to enhance operational sophistication for financial institutions of all sizes [4]

Summary of nCino FY Conference Call (September 11, 2025) Company Overview - **Company**: nCino (NasdaqGS:NCNO) - **Industry**: Cloud Banking and Financial Technology Key Points and Arguments Business Growth and Market Position - nCino has tripled its Annual Recurring Revenue (ARR) since its IPO in July 2020, but growth has slowed to about 13% this year [3][4] - The company aims to double its ARR to reach a billion dollars in the next five to six years, focusing on execution and expanding its product portfolio [4][5] - The commercial banking segment has a Serviceable Available Market (SAM) of approximately $5 billion, with nCino holding a 50% market share among the top 30 banks in the U.S. [8][10] Product Portfolio and AI Integration - nCino has developed a broad and deep product portfolio, positioning itself as a leader in AI banking [5][6] - The company is at a technology inflection point with AI, which is expected to drive growth and enhance customer engagement [5][6] - The AI product roadmap is seen as a critical conversation starter, even if products are not yet fully deployed [7][6] Commercial Banking Strategy - nCino has secured significant contracts with major banks, including expansions with top 50 banks in the U.S. and a top five bank in Canada [9][12] - The company is focused on cross-selling opportunities within existing clients and expanding into new markets, including international regions like Spain [14][19] Retail and Consumer Banking - The consumer and mortgage segment has a SAM of about $10 billion, with nCino's consumer product still in early stages of development [19][20] - The company has made strides in consumer lending, achieving over 20 wins in Q4, including contracts with banks over $50 billion in assets [19][20] Business Model Transition - nCino is transitioning from a seat-based pricing model to an asset-based model, which went into effect on February 1, 2025 [60][62] - This new model is expected to streamline procurement processes for adding new products and services [86][87] Future Growth and Challenges - The company aims to achieve a "Rule of 40" by the fourth quarter of next year, balancing growth and profitability [102][110] - nCino sees significant opportunities in AI, credit unions, international markets, mortgage solutions, and onboarding processes [111][130] Competitive Landscape - The threat of banks developing custom software solutions is acknowledged, but nCino believes that most banks lack the resources to build and maintain such systems [30][36] - The company emphasizes the importance of its data assets and the ability to provide unique insights to clients [111] Additional Important Insights - nCino's focus on providing a unified platform for banks to manage commercial, consumer, and mortgage operations is seen as a key differentiator [20][22] - The company is excited about the potential of its AI capabilities to enhance operational efficiency and customer experience [40][42] - Strategic acquisitions in onboarding technology are expected to enhance nCino's offerings in commercial lending [131]