Summary of Pegasystems FY Conference Call (December 11, 2025) Company Overview - **Company**: Pegasystems (NasdaqGS: PEGA) - **Industry**: Software and Technology, focusing on AI and business process automation Key Points and Arguments Technological Landscape - The current era of Generative AI (Gen AI) is compared to previous technological disruptions, highlighting excitement and confusion in the marketplace [3][4] - Enterprises are seeking clarity on how Gen AI impacts profitability and customer connections [3] Competitive Landscape - The emergence of new competitors is acknowledged, but the focus is on the unique capabilities of Pegasystems, particularly in deterministic workflows [4][6] - Pegasystems integrates large language models into its platform, reducing barriers to entry and accelerating sales conversations [6] Blueprint Offering - The Blueprint offering was developed to streamline the sales process by allowing clients to visualize their future technology state quickly [9][39] - Continuous updates to Blueprint enhance its capabilities, including the ability to design business rules and integrate agentic capabilities for app modernization [10][28] Application Modernization - There is a growing urgency for enterprises to modernize applications, especially those built on legacy systems like COBOL [27][30] - Pegasystems collaborates with AWS to utilize tools like AWS Transform for documenting legacy code, facilitating modernization [28][30] Customer Service Transformation - Customer service is viewed as a collection of workflows, and Blueprint is used to create these workflows efficiently [50] - There is a trend towards self-service channels, with Blueprint enabling rapid deployment of self-service workflows [51][52] Business Value and Efficiency - The focus is on delivering business value through technology, emphasizing the importance of deterministic processes alongside agentic capabilities [13][14] - Pegasystems aims to improve the efficiency of business processes while ensuring compliance with regulatory obligations [14][17] Market Position and Future Outlook - Pegasystems is positioned as a partner in business transformation, not just IT modernization, unlocking value for clients and consulting opportunities for partners [32] - The company is experiencing increased momentum and enthusiasm internally, attributed to the success of Blueprint and its impact on client engagements [57] Additional Important Insights - The integration of agents into workflows is seen as a way to enhance efficiency and customer experience [12][56] - The company is adapting its go-to-market strategy to focus on business outcomes rather than technical complexities [39][43] - Pegasystems supports both Pega Cloud and client cloud environments, ensuring flexibility for clients [47] This summary encapsulates the key discussions and insights from the Pegasystems FY Conference Call, highlighting the company's strategic direction, technological advancements, and market positioning.

Summary of Pegasystems Conference Call Company Overview - **Company**: Pegasystems (NasdaqGS:PEGA) - **Industry**: Workflow automation and AI-driven customer engagement solutions - **Key Focus**: Automating and improving decision-making processes in large organizations [3][4][5] Core Points and Arguments 2025 Performance and Growth Drivers - **Sales Transformation**: Significant changes in the sales team structure, focusing on client engagement rather than lead generation [4][5] - **Pega Blueprint**: Introduction of Pega Blueprint, leveraging AI for application design and modernization, facilitating faster workflow creation [4][5][18][19] - **New Client Acquisition**: Renewed focus on acquiring new clients after a period of concentrating on existing client relationships [5][24] Financial Metrics - **Annual Contract Value (ACV) Growth**: Mid-teens growth in ACV for Q3 2025, with a guidance of 12% for the full year, but actual growth at 14% annualized [7][8] - **Pega Cloud Growth**: 27% year-over-year growth in Pega Cloud ACV in Q3, driven by increased demand for cloud migration and modernization [9][10] Competitive Landscape - **AI Differentiation**: Pega's unique position in the market is reinforced by its ability to handle both structured workflows and flexible AI applications [12][13][14][28] - **Market Position**: Pega is positioned as a leader in workflow automation and AI-based decisioning, with a focus on addressing legacy systems and modernization [28][30] Strategic Partnerships - **AWS Relationship**: A five-year strategic agreement with AWS, enhancing Pega's cloud capabilities and integration with AWS services [30][31] - **Legacy Transformation**: Collaboration with AWS to modernize legacy COBOL applications, addressing a significant market need [34][35] Future Outlook - **Digital Transformation Trends**: Increased focus on security, usability, and customer experience as key drivers for digital transformation initiatives [37][38] - **Long-term Financial Goals**: Targeting over $700 million in free cash flow by 2028, with a strong emphasis on recurring revenue and high retention rates [44][45] CIO Priorities - **AI Utilization**: CIOs are prioritizing how and where to implement AI within their organizations, indicating a strategic focus on targeted AI applications [46][47] Additional Important Insights - **Market Potential**: Pega has a significant addressable market, with many existing clients not fully utilizing their digital transformation capabilities [24][25] - **Sales Efficiency**: The introduction of Pega Blueprint has streamlined the sales process, allowing new sales personnel to engage effectively with clients from the outset [22][23] This summary encapsulates the key points discussed during the Pegasystems conference call, highlighting the company's strategic direction, financial performance, and market positioning.

Core Insights - Pegasystems stock experienced a significant increase of 24.2% over the past week, closing higher compared to the previous week's market close [1] - The company's valuation improved following better-than-expected quarterly results and the announcement of AI growth initiatives, coinciding with a positive market trend where the S&P 500 rose by 1.9% and the Nasdaq Composite increased by 2.3% [2] Financial Performance - Pegasystems reported its third-quarter results on October 22, exceeding market expectations with non-GAAP earnings of $0.30 per share and sales of approximately $352 million. Revenue grew over 17% year-over-year, while adjusted net income surged by 59% [4] - The annual contract value for the Pega Cloud offering showed strong growth, and management highlighted initiatives aimed at sustaining this momentum [4] Future Outlook - The company is focused on enhancing its tools for enterprises to develop large language models (LLMs) for AI, believing that its Pega Blueprint suite has transformative potential to reduce the time from application design to production [5] - Pegasystems anticipates that the Pega Blueprint will significantly shorten sales cycles and support continued strong sales growth [5] Market Context - Despite the recent positive developments, Pegasystems' stock is still down approximately 1% over the last five years, contrasting with the nearly doubling performance of the S&P 500 during the same period [6]

Core Insights - Pegasystems has demonstrated significant growth, with shares rising 15% on October 22 following impressive earnings results, outperforming other tech stocks like Intuitive Surgical [1][2] - The company has achieved a total return of approximately 89% over the past 52 weeks, indicating strong investor interest and confidence in its future prospects [2] Financial Performance - In Q3, Pegasystems reported revenue of approximately $381 million, reflecting a growth rate of 17.3%, which exceeded expectations of $352 million and 8.1% growth [2] - The adjusted earnings per share (EPS) of 30 cents surpassed estimates of 18 cents, marking a 50% increase from the previous year, while analysts had forecasted a 10% decline [2] Growth Indicators - The Pega Cloud average contract value (ACV) grew by 27%, indicating strong demand for the company's cloud-based solutions, and this growth rate accelerated from 25% in the previous quarter [3][4] - The growth in ACV suggests potential for future revenue acceleration, as it reflects new, annually recurring business added during the quarter [3] Product Innovation - The GenAI Blueprint is a key driver of Pegasystems' growth, enabling customers to design internal applications more efficiently and automate tasks predictably, which is particularly valuable in regulated industries [5][6] - The unique capabilities of GenAI Blueprint position Pegasystems favorably in the market, with potential for further client acquisition and revenue growth [6] Analyst Sentiment - Pegasystems has a 12-month stock price forecast of $69.61, indicating a potential upside of 5.04%, with an average price target among analysts moving up by nearly 17% following the latest earnings report [7][8] - The stock has shown a consistent pattern of positive performance post-earnings, with an average increase of 10% over the last 12 quarters, reinforcing analyst confidence in the company's ability to deliver strong results [7]

Core Viewpoint - Pegasystems Inc. (NASDAQ:PEGA) is identified as an overlooked AI stock with a potential upside, supported by a positive outlook from analysts and expected strong revenue growth from its cloud offerings [1][2]. Financial Performance - The company is set to report its third-quarter earnings on October 21, with expectations of strong adoption of its Blueprint offering, which is projected to drive approximately 18% growth in cloud revenue for the year, contributing up to 45% of total revenue [2]. - Pegasystems' cloud annual contract value (ACV) increased by 28% year-over-year on a constant currency basis in the second quarter, with total ACV reaching $1,514 million, indicating a 16% year-over-year growth [3]. Analyst Ratings - Rosenblatt has reiterated a 'Buy' rating on Pegasystems and raised the price target from $61 to $65, suggesting a potential upside of about 16% [1].

Core Insights - Pegasystems (PEGA) reported strong third-quarter 2025 results with non-GAAP earnings of $0.30 per share, exceeding the Zacks Consensus Estimate by 66.67% and reflecting a 58% year-over-year increase [1][7] - Revenues reached $381.35 million, surpassing the Zacks Consensus Estimate by 7.42% and showing a 17% year-over-year growth [1][7] Financial Performance - Subscription services revenues, including Pega Cloud and Maintenance, totaled $264.2 million, accounting for 69% of total revenues and increasing 18% year-over-year [2] - Subscription license revenues, which represent 16% of total revenues, were $60.6 million, marking a 33% year-over-year growth [3] - Total subscription revenues, combining subscription services and licenses, rose 20% year-over-year to $324.8 million, contributing 85% to total revenues [3] - Consulting revenues, making up 15% of total revenues, were $56.4 million, up 4% year-over-year [3] - Perpetual license revenues, which accounted for 41.4% of total revenues, declined 65% year-over-year to $158 million [4] Growth Metrics - Pega Cloud's Annual Contract Value (ACV) increased 27% year-over-year to $815 million [4] - Total ACV rose 14% year-over-year, reaching $1.557 billion [5] - The company's backlog grew 19% year-over-year, indicating strong demand for its services and products [5] Operating Results - Gross margin expanded by 190 basis points year-over-year to 72.3% [6] - Total operating expenses increased by 8.7% year-over-year to $261 million, with operating expenses as a percentage of revenues decreasing by 550 basis points [6] Cash Flow and Shareholder Returns - As of September 30, 2025, cash and cash equivalents and marketable securities stood at $351.3 million, down from $411.6 million as of June 30, 2025 [9] - Operating cash flow increased by over 38% year-over-year to $347 million, while free cash flow also grew by 38% to approximately $338 million [9] - The company repurchased 8.7 million shares for $393 million in the year-to-date period [9]

Core Insights - Pegasystems reported better-than-expected third-quarter results, with sales and earnings surpassing Wall Street's consensus estimates, driven by growth in cloud-based services and artificial intelligence momentum [1][4][6] Financial Performance - Adjusted earnings per share (EPS) for the third quarter were $0.30, exceeding analysts' expectations of $0.18, marking a 58% improvement year-over-year [4] - The company achieved net income of $43.4 million, a turnaround from a loss of $14.4 million in the same quarter last year [4] - Revenue increased by 17% to $381.4 million, surpassing the expected $351.5 million [5] Growth Drivers - Annual contract value (ACV) rose by 14%, with Pega Cloud ACV increasing by 27% to approximately $1.6 billion [5][7] - The company's AI strategy is yielding positive results, enhancing enterprise application performance [6] Future Outlook - Management aims to maintain momentum heading into the fourth quarter, with a focus on achieving 2025 guidance of 12% ACV growth and a 30% increase in free cash flow to $440 million [6][7] - Free cash flow rose by 38% in the third quarter, indicating strong operational performance [7]

Financial Data and Key Metrics Changes - Pegasystems reported record results in Q3 2025, with Pega Cloud ACV, revenue, and free cash flow all reaching new highs, indicating continued acceleration in performance [19][20] - Annual contract value (ACV) grew 14% year over year, with over $147 million in net new ACV added in constant currency during the first nine months of 2025, surpassing the total net new ACV added in all of 2024 [19][20] - Pega Cloud was the standout performer, growing 27% year over year and representing the fastest-growing component of Pega's total ACV [20][21] Business Line Data and Key Metrics Changes - Pega Cloud margins approached 80% in Q3, reflecting the scalability of the platform and increasing client focus on cloud-native architectures [21] - The unique approach of utilizing AI in the design phase while leveraging predictable workflows at runtime continues to differentiate Pegasystems in the market [22] Market Data and Key Metrics Changes - The demand for Pega's solutions is driven by clients migrating to Pega Cloud, which is becoming the foundation for mission-critical workloads [21][26] - The company is experiencing accelerated growth as clients shift from experimentation to execution, particularly with the adoption of Pega GenAI Blueprint [10][22] Company Strategy and Development Direction - Pegasystems aims to be the workflow automation and AI orchestration platform of choice for enterprises, leveraging its unique architecture and solutions [10][15] - The introduction of Pega GenAI Blueprint is seen as a game changer, enhancing client engagement and shortening sales cycles [11][12] - The company is focused on closing the year strong and continuing the momentum seen throughout 2025 [26] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the future, highlighting the structural advantages of their unique architecture and the Pega GenAI Blueprint [17][18] - The company is confident that its approach to AI will resonate with prospects, clients, and partners, emphasizing the importance of reliability at runtime [18] Other Important Information - Pegasystems completed its largest share repurchase quarter ever, purchasing $393 million of stock, demonstrating confidence in the long-term value of the business [24][25] - The company remains debt-free after repaying its convertible senior notes in March 2025 [25] Q&A Session Summary Question: What drove the much better ACV and acceleration versus your expectation of it slowing down? - Management indicated that the positive impact of Pega GenAI Blueprint on business performance was a key driver of the better-than-expected ACV growth [29] Question: What is the deal environment like in the federal space? - Management noted that while the federal space has faced challenges, long-term projects continue to move forward, and IT modernization remains a priority [31][70] Question: Can you talk about the early feedback on the new predictable AI agents? - Management highlighted that the understanding of the differences in their AI agents is resonating with customers, emphasizing predictability and reliability [33][34] Question: How is the legacy transformation opportunity tracking? - Management stated that any acceleration in growth is largely tied to Pega GenAI Blueprint and legacy transformation opportunities [65] Question: What is the impact of cloud migration on term license revenue? - Management explained that while term license revenue may decline over time due to cloud migration, overall growth is driven by increased client spending [80]

Financial Data and Key Metrics Changes - Pegasystems reported record results in Q3 2025, with Pega Cloud annual contract value (ACV), revenue, and free cash flow all reaching new highs, reflecting a 14% year-over-year growth in ACV [29][30] - Free cash flow increased by 38% year-over-year, totaling $338 million for the first nine months of 2025 [35][36] - Pega Cloud ACV grew 27% year-over-year, indicating strong demand for cloud-native architectures and solutions [30][31] Business Line Data and Key Metrics Changes - The standout performer was Pega Cloud, which significantly contributed to the overall ACV growth, with over 85% of ACV growth this year generated from Pega Cloud [30][38] - The company’s unique approach of utilizing AI in the design phase while leveraging predictable workflows at runtime continues to differentiate it in the market [32] Market Data and Key Metrics Changes - The company is experiencing accelerated growth and momentum as clients migrate to Pega Cloud, with margins approaching 80% in Q3 [31] - The federal sector has seen changes due to government shutdowns, but long-term projects remain strategic and are expected to continue despite short-term disruptions [42][91] Company Strategy and Development Direction - Pegasystems aims to be the workflow automation and AI orchestration platform of choice for enterprises, leveraging its unique architecture and AI strategy [15][24] - The introduction of Pega Blueprint is seen as a game changer, enhancing client engagement and accelerating the time from design to production [17][20] - The company is focused on application modernization and legacy transformation, with significant energy around new features that facilitate these processes [66] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the future, citing strong momentum as clients shift from experimentation to execution with Pega Blueprint [15][27] - The company is confident in its business model and strategy, emphasizing the importance of ACV as a measure of business momentum and durability [63][64] Other Important Information - Pegasystems completed its largest share repurchase quarter ever, purchasing approximately $393 million worth of stock [36] - The company remains debt-free after repaying its convertible senior notes in March 2025 [37] Q&A Session Summary Question: What drove the much better ACV and acceleration versus expectations? - Management indicated that the positive impact of Pega Blueprint on business performance was a key driver of the better-than-expected ACV growth [41] Question: What is the deal environment on the federal side? - Management noted that while the federal space has faced challenges, long-term projects remain strategic and are expected to continue [42] Question: Can you discuss the early feedback on the new Predictable AI agents? - Management highlighted that the differentiation of their agents is resonating with customers, emphasizing predictability and efficiency in design and execution [46][47] Question: How is pricing evolving in the industry? - Management stated that Pegasystems is ahead of competitors by moving towards work-based pricing, aligning vendor and customer incentives [70][72] Question: Are you seeing any new players in the space? - Management acknowledged the presence of new players but emphasized the importance of a comprehensive orchestration layer that Pegasystems provides [75] Question: Are customers integrating the new Blueprint capabilities into production? - Management confirmed that Blueprint is responsible for many new implementations, with numerous clients already in production [80][82]

Financial Performance - Year-to-Date Free Cash Flow reached $338 million[22] - ACV Growth was 14%[22] - Pega Cloud ACV Growth achieved 27%[22] - Total Backlog increased by 19% to $1755 million, with Current Backlog growing by 15% and Long-term Backlog by 23%[83, 84] - Net ACV Add for 2025 is $147 million, a 52% increase over 2024[77] Market Opportunity and Growth Strategy - The company is targeting a $150 billion+ market opportunity by FY29[27, 57] - Total ACV grew from $1360 million to $1557 million, a 14% increase[61, 72, 75] - Pega Cloud ACV grew from $641 million to $815 million, a 27% increase[72, 75] Pega Cloud - Pega Cloud gross margin has improved over time, reaching 78% in the Trailing 12 Months[87]