Summary of Intapp (INTA) FY Conference Call - May 13, 2025 Company Overview - **Company**: Intapp (INTA) - **Industry**: Professional and Financial Services Software - **Business Model**: Focused on vertical industry cloud solutions for large partnership firms, including law firms, accounting firms, consulting firms, investment banks, private equity, and real assets investors [3][4][5] Key Financial Metrics - **Annual Recurring Revenue (ARR)**: Approximately $500 million, with two-thirds from professional services and one-third from private capital and investment banking [6] Market Trends and Demand - **Digital Transformation**: Many firms are behind in digitalizing operations, creating demand for cloud solutions [8] - **Generative AI**: Strong interest in generative AI to enhance operational efficiency, with existing AI solutions already in place for time tracking and billing [9][12] - **Economic Stability**: Professional and financial services are relatively stable through economic cycles, with consistent demand observed [14][16] Sales Strategy and Market Expansion - **Targeting Enterprise Accounts**: Focus on the top 2,000 firms that represent 70% of the Serviceable Available Market (SAM) [20] - **Sales Team Allocation**: Increased focus on enterprise accounts in fiscal year 2025, with successful pipeline building and client wins [22] - **Blueprints Program**: Tailored solutions for different professional roles (lawyers, accountants, investment bankers) to enhance user experience [23][25] Competitive Positioning - **DealCloud Acquisition**: Enhances business development capabilities, with strong win rates against traditional CRM systems due to industry-specific design [26][27] - **Industry Graph Data Model**: Unique data model that captures complex relationships in professional services, differentiating from traditional CRMs [32][36] Regulatory and Compliance Opportunities - **Compliance Growth**: New regulations in accounting (QC 1,000) and anti-money laundering are driving demand for compliance solutions [39][40] Expansion into New Verticals - **Real Assets Vertical**: Expansion driven by demand from multi-strategy asset managers, with recent acquisition of Term Sheet to enhance capabilities [41][45] Cloud Strategy - **Cloud Penetration**: 77% of ARR is now on the cloud, with a goal to increase cloud penetration by 5 percentage points annually [46] - **Migration Program**: Ongoing efforts to transition clients from on-premises to cloud solutions, with positive incentives for migration [48] AI Product Launches - **New AI Offerings**: Introduction of generative AI products like IntePap Assist, enhancing existing solutions and driving demand for cloud offerings [50][54] Partnerships and Ecosystem - **Microsoft Partnership**: Collaboration for technology integration, co-marketing, and co-selling, enhancing market reach and product offerings [58][60] International Expansion - **Global Footprint**: Strong presence in the UK, Canada, Australia, and recent expansions into Central Europe, the Middle East, and Asia [63] Gross Margin Opportunities - **Operational Efficiencies**: Potential for 300 to 500 basis points improvement in gross margins through scale and operational efficiencies [65]