SPS Commerce (SPSC) FY Conference Transcript

Summary of SPS Commerce (SPSC) FY Conference Call - June 10, 2025 Company Overview - SPS Commerce operates a cloud-based network connecting retailers and suppliers for efficient supply chain information exchange, primarily focused on the ordering process [4][5] - The company has the largest EDI (Electronic Data Interchange) network in North America, emphasizing community enablement to connect suppliers digitally to retailers [6][10] Key Points Industry and Market Position - SPS Commerce's total addressable market (TAM) is now estimated at $11 billion, up from a previous estimate of $5 billion, reflecting growth in the EDI market [14][15] - The U.S. accounts for approximately $6.5 billion of the TAM, with a potential global supplier base of about 275,000, including 147,000 in the U.S. [15] Revenue Growth and Customer Acquisition - The company reported 300 net new customers in Q1, indicating a reacceleration in network expansion, driven by community enablement programs [10][12] - Revenue growth can come from new customer acquisition or increasing average revenue per customer, influenced by the nature of community enablement programs [11][12] Pricing Model - The core EDI pricing model is based on the number of connections suppliers have within the network, with a fixed fee per connection making up about 80% of revenue [21][23] - A small variable component is based on the number of documents exchanged, which remains stable despite fluctuations in consumer spending [21][23] Research and Development (R&D) - R&D spending has been consistent at about 10% of sales, focusing on enhancing existing products and internal tools, with a growing emphasis on AI and machine learning [24][26] - The company is also developing rule books to help retailers manage their supply chain processes more effectively [26] New Product Development - SPS recently launched a manufacturing supply chain performance suite aimed at co-packers and manufacturers, addressing upstream supply chain needs [28][29] - The company has also acquired revenue recovery software to help suppliers manage chargebacks and deductions from retailers, presenting a significant cross-selling opportunity [32][36] Financial Metrics and Goals - SPS aims for adjusted EBITDA margins of at least 35%, with current margins in the upper twenties [47] - The company targets gross margins in the low to mid-seventies, with ongoing investments in customer experience expected to drive improvements [48][45] International Growth - Currently, 17% of sales are international, with growth ambitions focused on expanding direct sales and community enablement in Europe following the acquisition of Thai Kinetics [51][52] Data Monetization Opportunities - SPS is exploring ways to monetize the data generated from transactions on its network, potentially offering insights for demand planning and forecasting [73] Additional Insights - The company has a strong focus on community enablement programs, which not only drive supplier connections but also enhance revenue opportunities through existing customer relationships [56] - The integration of recent acquisitions is ongoing, with efforts to standardize pricing and service delivery models [40][41] This summary encapsulates the key points discussed during the SPS Commerce FY Conference Call, highlighting the company's strategic initiatives, market position, and financial outlook.