Hello, and welcome to Intapp Fiscal Fourth Quarter and Year-End 2023 Financial Results Conference Call. At this time, all participants are in a listen-only mode. After the speakers’ presentation, there will be a question-and-answer session. [Operator Instructions] I would now like to hand the conference over to David Trone. Sir, you may begin.

Thank you. Welcome to Intapp’s fiscal fourth quarter and year-end 2023 financial results. On the call with me today are John Hall, Chairman and CEO of Intapp; and David Morton, CFO. During the course of this conference call, we may make forward-looking statements regarding trends, strategies and the anticipated performance of our business, including guidance provided for our fiscal first quarter and full year 2024. These forward-looking statements are based on management’s current views and expectations, entail certain assumptions made as of today’s date and are subject to various risks and uncertainties, including those described in our SEC filings and other publicly available documents that are difficult to predict and could cause actual results to differ materially from those expressed or implied by such forward-looking statements. Intapp disclaims any obligation to update or revise any forward-looking statements, except as required by law. Further on today’s call, we will also discuss certain non-GAAP metrics that we believe aid in the understanding of our financial results. A reconciliation to comparable GAAP metrics can be found in today’s earnings release, which is available on our website and as an exhibit to Form 8-K furnished with the SEC prior to this call. With that, I’ll hand the conversation over to John.

Thank you, David. Good afternoon, everyone. Thank you for joining us. We’re pleased to be here with you to share the results of our fiscal fourth quarter and full year fiscal 2023. I’m happy to say that we had another strong year with great results across the business, including Cloud ARR growth of 36% year-over-year. We added new clients through existing accounts, expanded our larger enterprise clients, and expanded our geographic footprint. We also released new applied AI capabilities to our platform, enhanced our product portfolio through organic development and strategic acquisition, and delivered our first profitable year. As I’ve shared before, Intapp serves the overlooked and technologically underserved professional and financial services industry, which we believe has a software TAM of approximately $24 billion. Our target industry includes the world’s private capital, investment banking, legal, accounting, and consulting firms. We deliver applied AI in a purpose-built industry cloud platform that is highly differentiated from traditional CRM and ERP systems. Our industry cloud platform is purpose-built specifically for this industry. Our platform provides a unique data architecture that matches the partnership model and operations of these firms, and correctly enables each professional’s highly specialized market knowledge and expertise, and it provides specialized compliance capabilities that match the complex requirements of this highly regulated industry. Intapp solutions help clients increase revenues and returns to operate more efficiently and profitably to manage risk and compliance more effectively and to leverage their collective knowledge for competitive advantage. Looking at our results for Q4 and for fiscal year ‘23, it’s clear that our value proposition is resonating and the demand for our solutions remains steady. As I noted earlier, in Q4, our Cloud ARR grew 36% year-over-year to $222 million. Cloud now represents 67% of our total ARR of $330 million. In the quarter,…

Thanks, John. And thanks, everyone, for joining us today. Before I get started, I want to express my appreciation to John as well as the Intapp Board and management team on providing me an opportunity to join this great company. Intapp has demonstrated strong, resilient growth performance against a tough macro backdrop, and I am a firm believer in our growth momentum with our target industry markets. I am looking forward to working with our team to execute against our untapped growth opportunities and continue to deliver strong, profitable growth as the company scales. As a reminder, all of our financial figures we will discuss today are non-GAAP except for revenue and revenue growth. Our GAAP financial results, along with reconciliations of GAAP to non-GAAP financial measures, are provided in our earnings release and its supplemental financial tables. Turning to our results, I am pleased to report that for the fourth quarter of our fiscal year, Cloud ARR was up 36% year-over-year and total ARR was up 22% year-over-year. SaaS and support revenue was $67.8 million, up 29% year-over-year, reflecting both new sales to new clients and upsells, and cross-sells to existing clients on Intapp’s purpose built cloud solutions. Subscription license revenue was $12.2 million, down 9% year-over-year as expected, due to a reduction of multi-year renewals, as we continue to move more of our clients to the cloud. Professional services revenue was $14.6 million, up 55% year-over-year, reflecting an accumulation of large clients throughout the year, and completion of implementation projects for those large clients coupled with a continued strong attach rate. Total revenue was $94.6 million, up 25% year-over-year, driven primarily by sales of our Cloud Solutions, as well as by strong growth in professional services revenue, partially offset by an anticipated decline in license revenue. Q4 total…

[Operator Instructions] Our first question comes from the line of Alex Sklar with Raymond James.

Great. Thank you. John, starting with you, I just wanted to follow up on that AmLaw 25, that cloud conversion and cross-sell when you talked about in the quarter. Can you just talk about why the migration of the cloud drove the risk and compliance and then Billstream cross sells? And with that -- do expansion stories like that at all change your view on accelerating that customer shift to the cloud?

Thanks, Alex. So, the migration to the cloud was one piece of the firm’s objectives. And for most of the firms, as we’ve talked about on some earlier calls, we have agreement and a plan to go to the cloud with them. It’s more of a practical transition as they’ve got to work through how are they going to do that in what sequence today? So, we’re past the point I think in the market where the firms are really struggling with the cloud transition. It’s more the practical issues. In this case, Billstream was an exciting new offering that we could come back and talk to the firm about that helped create hard ROI benefits and then they used that as a driving function to do the whole project to move everything to the cloud. So it’s just an example of us bringing out some innovative new offerings, in this case through an M&A transaction that we did, that provides the prompting for the firm to prioritize the project. And I think generally as we continue to bring out more and more innovation, particularly AI in the cloud, which is the only way they can get it from us, we’re seeing more of that. And I do think it’s having an effect and you’re seeing some of the progress on the cloud numbers.

Okay. Great color there. Dave, one for you. Justin terms of the right framework to think about ARR growth, kind of relative to that 20% revenue guide. And in that one 113% to 117% NRR range that you delivered in 20 in FY23, is that still the right framework for 2024? Thank you.

Thanks, Alex. We don’t specifically [Technical Difficulty] NRR, per se, quarter-by-quarter, but that is the correct framework that we’re working under. As John has articulated is where a lot of our prepared remarks is that continuing expansion motion that we’d continue to work through. And our model continues to be very beneficial from that, as we continue to land and then have a really good expand motion, which then obviously is reflected in our commentary as well as our results that we posted for the quarter and of the year.

Okay. Thank you, both.

Thank you. Please standby for our next question. Our next question comes from the line of Kevin McVeigh with Credit Suisse. Your line is open.

Let me add my congratulations to Steve, and welcome Dave as well. Hey. Unpacking the ‘24 guidance a little bit, it seems like there’s just really, really nice leverage on the EBIT line, operating line, given the revenue growth. Is that all just kind of the revenue, or are you starting to see maybe some of the benefits of some of the legacy costs starting to run off? And just again, just a really, really nice outcome from a leverage perspective, we can unpack that a little bit.

Yes. Kevin, thank you. It’s John. We are excited about the progress that the Company is making. As you know, we came public not showing a non-GAAP operating profit, and this year we did. So we felt like that was important milestone for us to achieve in ‘23. And we have also said that we have got a profitable growth strategy generally. So, we are going to be consistently pursuing that as we grow the business. And some of it is scalability, and Dave can talk to you a little bit more about that. I think some of it is some important work that Dave’s group is doing on different operational improvements that we can make now that we can achieve some more scale to improve efficiency further. So, it’s a combination, I think, of revenue growth, good progress in the marketplace, consistent demand, real transformation opportunity to grow a big company up here, and the scaling that comes from that, and then some conscious work internally as now that we are bigger to get some efficiencies inside the operation.

Great. And then just, you’ve got a fair amount of cash on the balance sheet, particularly given some of the recent proceeds. Any thoughts as to use? Is that continued M&A or maybe some additional investments? Just any thoughts on the cash because I would just -- it’s a nice part of the story as well.

Thank you. We don’t have any immediate uses per se. Obviously we are just trying to be really, really good stewards of shareholder capital, be very smart about future investments, making sure we are seeing the right return. And as John had articulated, this comes from a very agile but yet bootstrap company from its infancy. And so, the investment and growth narrative is really rooted here from top to bottom.

Terrific. Congrats again on just a really, really nice outcome.

Thank you. Please standby for our next question. Our next question comes from the line of Koji Ikeda with Bank of America. Your line is open.

Hey, John. Congrats, Steve. I know you’re probably listening out there. And welcome David. Thanks for taking the questions. Just a couple for me. I wanted to ask on the billings in the fourth quarter. I did notice there was a bit of a deceleration in the fourth quarter. Really trying to triangulate that billings exit growth rate with the fiscal ‘24 revenue guide starting point, but also realizing too that when you look at billings from maybe a second half perspective, the growth does look fairly similar from the second half last year perspective, but really trying to figure out if there’s anything specific to call out in the billings exit growth rate or any sort of mechanics in the fourth quarter billings result.

No, there was nothing abnormal about it. I would say, it was in line and fairly consistent across the year. Obviously, you’ll have various points of time of the actual transactional nature of when both billing shows up and how some of the deferreds work DR to DR. But as far as year-over-year comps, I think everything was pretty straightforward.

Got it. Thanks David. And maybe a follow-up for you, realizing -- or just maybe you could comment on if there’s going to be any change or any things that we should be thinking about in the way you’re approaching the guidance methodology versus the prior guidance method methodology? Thank you.

No. No, not whatsoever, I think this organization by design is very prudent. And I’ll continue to carry that flag as we move forward. So no, looking for no immediate changes here.

Our next question comes from the line of Terry Tillman with Truist Securities. Your line is open.

This is Connor Passarella on for Terry. I appreciate you taking the questions. I just wanted to start with one. I believe in the past we talked about the $1 billion revenue opportunity by just simply selling the entire product side into existing customers. I’m just curious as we move into the new fiscal year, how we should continue to think about GTM or growth investment as we kind of focus on accelerating the share of wallet came inside your installed base for selling additional products. And then I had a follow up for Dave.

Yes. Thanks Connor. One of the things that we think is really exciting about our growth opportunity is that we have over the years landed a position in so many of the very largest professional and financial services firm. So the hard work of winning the relationship has happened and now we have the opportunity to expand within them. And you’re right, we’ve talked about the fact that just in the top 100 clients that we already have today, if they bought everything that we make, it’s $1 billion of ARR. So, there’s a whole growth story just from cross-sell and upsell within the client relationships that we have. What you are seeing, and you can see a little bit of this in the $1 million-plus clients that we gave the number four and the a $100,000 clients that we gave the number for, there’s some good upsell and cross-sell happening in those accounts. And some of those upsells and cross-sells because the firms are so fast are quite large in and of themselves. So I think the emphasis to your question about go to market, I think we are looking carefully at strategic accounts and putting together in fiscal ‘24’, a little bit of a larger group to make sure that we’re focused on capitalizing on the opportunity to go win and cross sell inside these, these large firms. So it’s a good instinct. That’s definitely part of our growth strategy.

Got it. That’s great to hear. Maybe just a follow-up, Dave, welcome aboard. You came from the outside. Just curious what you think might be the most underappreciated about the company at this point by investors. And then going forward, maybe what’s your thought on the balance of top line growth and profit expansion? Or maybe just said another way, should we continue to -- or should we expect steady margin expansion over time? Thank you.

So, a couple things. And I could probably go on for the rest of this call just as to the untapped potential here at Intapp. But when I think about not only the product set, not only the end resilient clients that we’re selling into, not only as we’re at a very infancy of this nature as well as, as you think about how some of these larger expand opportunities can continue, and even if you look at that $1 million and above cohort and then those shortly behind that that we’re looking to expand, it provides a lot of strong opportunity heading into not only ‘24, but beyond. As I think about the model itself, there could be some leverage going forward. And obviously, we want to continue to be very, very prudent about our investments and making sure we’re seeing the right return, notwithstanding the backdrop. And so, we’re very cautious about that. But then we also get excited about the opportunity as we think about going the go-forward plan.

Our next question comes from the line of Parker Lane with Stifel.

This is Matthew Kikkert on for Parker. Thanks for taking my questions. And let me first say congrats to Steve, and welcome David to the team. I’m wondering, now that a meaningful share of your ARR is coming from cloud solutions, how are you thinking about the pricing on those cloud solutions versus on-prem? Do you anticipate some of those price actions might play a meaningful role in the growth story the next few years?

Thanks, Matthew. I think this is a topic that we’ve discussed with you all, and there’s definitely opportunity there. One of the things that we’re finding is that the applied AI innovations that we’re bringing out are very well received and have strong value with them. And so, one of the things we’re excited about as we bring more and more together, and we talked a little bit about some of the Microsoft connections that we had come live this past quarter or two quarters, is that we do have a real opportunity as we move people to the cloud, not just to move them there, but to help them achieve higher value from what we’re delivering. And a lot of that is in the applied AI technologies that are embedded in the platform and more and more come out each quarter. So, I think we haven’t officially announced anything, but our experience has been that people do appreciate the value that we’re bringing to them, and we’re going to continue to focus on that.

Okay. Got it. And then, you mentioned the acquisition of Paragon Data Labs in your intro. I wonder if you could give an update on simply the integration process of that company. Is it a part of your go-to-market strategy right now? And then secondly, how widely adopted do you think that your employee compliance tools will be over time? Is it every customer could potentially buy those solutions or just a subset?

Yes. We’re very excited about the progress that we’ve made with the Paragon Data Labs acquisition. It was just a few months ago that we did that. And the team that’s come over, it’s just a fantastic group of people that really have mastered this subject matter and the issues of employee compliance across all the types of firms that we sell to. And, yes, it absolutely is part of our go-to-market today, and we’ve had very encouraging progress already in wins with that product even in areas that weren’t necessarily part of our original business plan. For example, we’re making great progress in the accounting industry. And this is before this PCAOB policy actually becomes real. It’s just a proposal, right now. But a lot of the interest that we are getting, to your question, is from the entire community of firms that we sell to. Some of them have a little bit of a different regulatory requirement today. Some of them are looking more from a risk management perspective. But all of them increasingly realize this is a key category for them. So, this general area of compliance for this highly regulated set of industries is something that I think is a cornerstone of our whole strategy. And the more that we experience in the marketplace, more we realize this is a fundamental differentiator for us that we have been doing for a long, long time. And then the employee compliance offering today is an expansion of that and enhancement of that gives us a little bit richer story to tell on something that has a lot of strength for the business.

Terrific. Thank you very much.

Our next question comes from the line of Brian Schwartz with Oppenheimer. Your line is open.

Yes. Hi. Thanks for taking my questions today. John, I wanted to follow-up. I was going to ask if you had made any changes to the sales organization, as we start a new fiscal year. And then you did answered one of the questions that it does look like you are making an investment on the inside sales force. Can you maybe provide a little more color in terms of how big of an investment that’s going to be in terms of increasing the capacity, and maybe your thoughts in terms of the duration of the increase in the capacity of the organization?

Thanks, Brian. We are focused as we always have been on working with the clients that we have to cross sell and simultaneously winning new clients. So, the go-to-market organization evolves each year as we put the business plan together. For ‘24, one of the specific objectives that we have and one of the choices that we made in increasing the investment in the sales and go-to-market machine a little bit more generally is what we are calling strategic accounts, the large enterprise class firms where there is so much upsell and cross sell potential where just the upsell and cross-sell, can be measured in millions of dollars in some of these accounts. So, we are excited about the opportunity there. I am also very excited about some of the talent that has joined the company in the past year or so, bringing incredible history selling to this class of firm from some of our friends in the software industry and from some of the firms themselves, real experts who know how to do this, who are seeing the success that we are having, and who are inspired by the vision that have for digital transformation inside these terms and want to represent that. So, it’s just been a very positive year in terms of bringing talent and a little bit of organization into that. In terms of how much are we putting there relatively speaking, I don’t know that we are talking specifically about that. But I think you will see, particularly, I guess, some of the aiming about the firms coming on more and more of these large account stories coming in. And I think that’s a real opportunity for the Company for all sorts of reasons.

Thanks, John. And then, one quick follow-up for Dave. Welcome to the call. I have been noticing that the delta between the Cloud ARR growth and the SaaS and support revenue growth has been narrowing here, for almost two years now, which is a good trend. Is there any reason that that trend should not continue as we kind of think about our forecast of the business in the future? Thanks.

Good question, Brian. And I’m just thinking out loud here, as we cogitate our ‘24 plan and the implied guide, we definitely have, SaaS is going to [Technical Difficulty] grow and then obviously the support will have a tail, kind of a flat line, right? It’s not going to grow at the same rate or pace. And so, from there you can kind of see the implied linear where those two are starting to have a crossover effect. Does that make sense, Brian?

Yes. That’s helpful, Dave. And congratulations on real nice quarter.

Our next question comes from the line of Matt Vanvliet with BTIG. Your line is open.

Yes. Thanks for taking the question. And welcome, David. Congrats, Steve. I guess, as you look at some of the recent success you’ve had in the financial services world, as that’s sort of a newer area, thinking about not only investments in go to market, is there an expectation for sort of an outsize portion of those investments you’re talking about coming in this area, or how do you feel about your market coverage in general? And then kind of a part B to that is, you’ve mentioned before that sometimes as things slow down somewhat it gives some of these organizations an opportunity [Technical Difficulty] in new technology rather than just trying to keep their head above water. So, curious how the current market environment, especially with the slower capital markets activity may or may not be impacting overall deal cycles.

Thanks Matt. First of all, you’re right. We have talked about the fact that we’ve had a lot of progress in the financial services target industry, also in the professional services target industry. Both grow for us, but the financial services group is newer and starting from a smaller base and it has really been growing. We’ve also had a lot of success, we’ve talked about this in both the private capital markets firms, private capital asset managers of various strategies, as well as the investment banks and the other advisory firms. And we’ve even talked about some of the other segments like the pension funds. I talked about PSP in the prepared remarks. So there’s a lot of excitement about the range of classes of firms that are picking up, our DealCloud solution, our Collaboration & Content solution, our compliance solution, so really across the board. I think we are going to feed that because it’s such a growth industry itself. Regardless of the cycle of the economy, the general macro trend is a shift of investment dollars from the traditional public markets more and more to these private capital models. And it’s a growth industry just structurally. And I think we’ve really benefited from that and are continuing to benefit from that as the company scales. So, we’re going to support that and make sure that we take advantage of the opportunity there. The second question is you asked about how do we -- how are we impacted by the market generally? I think the one thing that we’ve said is that if there’s a part of our target market that might be more sensitive to the capital markets, it's the investment banking group. The rest of the industries that we sell, even the private capital firms themselves, have been remarkably stable and growing and growing their spend for digital transformation and for cloud and for applied AI because they're trying to modernize themselves. They're trying to do that internationally. So, there's a lot of opportunity for us that has fed our growth through some sort of uncertain times over the past couple years. And the investment banks, interestingly, are some of our largest deals that we've talked about here in this year's report. So, we are making very good progress there, and I think they're kind of coming from behind. There's an opportunity for them to modernize with technology that's purpose built for their industry for the first time. So, there's a lot of tailwinds there. But we have been kind of transparent about that. If there's a market signal that we experience one day, it's probably investment banking.

Our next question comes from the line of Saket Kalia, with Barclays. Your line is open.

John, maybe first for you, a lot of helpful deal examples that you gave on the call and called out some displacements of either in-house or horizontal applications. I was wondering if you just go one level deeper just into the competitive environment a little bit, particularly with those horizontal SaaS providers. Maybe you could just touch on qualitatively, of course a little bit on just on competitive win rates and sort of what you hear from customers about your very purpose-built platform versus other kind of more horizontal solutions out there. Does that make sense?

You bet. And welcome to the group. Saket, we're very appreciative that you guys are covering us. Thank you.

Sure.

So, there's an interesting dynamic that we've talked about a little bit and I can go into. When comparing us to the traditional large horizontal suppliers, the firms are sort of in two classes. They're either coming off of their in-house built bespoke system and they're trying to decide do we go with one of these classic horizontal players that everybody has known for many years, or do we go with a purpose-built company like Intapp in their first move. And in the early days we were a small company and we're not well known, and we won kind of more in the mid-size firms and fewer in the large, because they felt like the big guys were the safe bet. As we have grown and won more market share in the midsize and started to move up and added some real capabilities to the platform that met both the technology requirements and the security requirements for the more enterprise class firms, we now have more and more references that have successfully picked us in the first instance. And the win rate there is pretty good and getting better. The flip side is there's a whole generation of firms that already went to the classic horizontal players for reasons that are very logical, but they're not getting good adoption. And this is the big knock is even after people go through all the pain and efforts to try to put the thing in and try to customize it to make it work for the unique business model that it wasn't really designed for, at the end, they don't get the users to run with it, because it's too clunky, and it's not a knock on the software because the software's excellent. That's why these firms are running all over the…

Yes, absolutely. It makes sense and it shows. David maybe for you for my follow-up. I believe if you could just dig in a little deeper on the professional services business. You touched on a little bit in your prepared remarks, but I am wondering what you -- how you kind of think about the growth there as well as the margin. We’ve seen kind of the gross margin there narrow, quite a bit. I'm wondering how you are thinking about the services business in '24 both from a growth and margin perspective to the extent you could disclose.

Outside of the prepared remarks, first and foremost, we’ve done a lot of work on the margin. And I’d like to commend the team here because that's a hard quarter. And so, I believe over this past year, there has been material improvements that have brought that up. And we still have some work to do as we continue forward into '24 and beyond. But pretty happy at what's been done thus far. As far as the growth, obviously, it's not going to scale as fast as SaaS. But there are but there are some growth plans in place that obviously mirror rapid deployments across our various clients. And so, I'm pleased with what we have done here and what I have been able to learn about the team themselves and how they are deployed. And so, I think we get a lot of good grades from that service offering, so.

Got it. Very helpful. Thanks, guys.

Thank you. Ladies and gentlemen, I'm showing no further questions in the queue. I would now like to turn the call back over to John Hall for closing remarks.

Okay. Thanks, everyone. We appreciate your attention and your questions. And we have a great Q4 behind us. And we are excited about our continued momentum in '24. Thanks again for your time today. And we look forward to talking to you just a little while, next quarter. Thanks so much.

Ladies and gentlemen, this concludes today's conference call. Thank you for your participation. You may now disconnect.