AppFolio Investor Meeting Summary Company Overview - **Company**: AppFolio (NasdaqGM:APPF) - **Industry**: Real Estate Technology - **Event Date**: November 18, 2025 - **Key Speakers**: Shane Trigg (CEO), Kyle Triplett (SVP of Product), Lisa Horner (CMO), Tim Eaton (CFO), Stacy Holden (VP Industry Principal) Core Points and Arguments Company Vision and Strategy - AppFolio aims to create value for customers by focusing on growing units, revenue, and margin through the AppFolio performance platform [10][11] - The company is on track to cross $1 billion in revenue, a significant milestone for public technology companies [11] - AppFolio has transformed its financial performance, with revenue increasing from $472 million in 2022 to a projected $948 million in 2025, effectively doubling revenue in three years [12] - Non-GAAP operating margin improved from negative 1% to a projected 24% [12] - Operating cash flow increased from $25 million to $177 million year-to-date [12] Innovation and Customer Success - AppFolio has added over 3,300 new customers and over 2 million units under management since 2022 [13] - Revenue per unit (RPU) grew from $66 to $103, with units on premium tiers increasing from 10% to 25% [14] - 96% of customers are utilizing the AI suite of products, up from 40% three years ago [14] - AppFolio has been recognized by Fortune as a company with significant long-term growth potential and as a leader in property management software [15] Industry Challenges and Opportunities - The real estate industry faces challenges such as external pressures, a growing number of technology providers, and an over-reliance on disjointed experiences [18][19] - 60% of operators feel they are not fully utilizing their systems, and 75% cite achieving operational efficiency as their top challenge [19] - AppFolio aims to redefine success in the industry by focusing on holistic experiences rather than just task efficiency [20] AppFolio Performance Platform - The platform integrates the system of record, action, and growth to close the performance gap in the industry [21][25] - The AI-native architecture allows for seamless data integration and performance management [30] - The platform empowers property managers to become performance managers, enhancing their operational capabilities [21] Go-to-Market Strategy - AppFolio's go-to-market strategy focuses on five stages: acquire, adopt, grow, retain, and advocate [65] - Sales and marketing expenses as a percentage of revenue are at 13% for 2025 year-to-date [66] - The company has increased its sales capacity by 40% since 2023 to target up-market customers [66] Customer Engagement and Retention - 59% of support interactions are augmented by AI, enhancing customer satisfaction and retention [70] - Customers using RealmX Flows report 20% higher resident retention [70] Additional Important Content - AppFolio emphasizes the importance of values and culture in driving its transformation and success [16][17] - The company is committed to creating a unified experience for property managers and their customers, enhancing overall satisfaction and operational efficiency [24][56] - The introduction of new AI products, such as RealmX Performers, aims to automate routine tasks and improve customer interactions [40][61] Conclusion - AppFolio is positioned for significant growth and innovation in the real estate technology sector, with a strong focus on customer success, operational efficiency, and leveraging AI to enhance its platform and services [11][21][25]