Alan Borkowski

Alan Borkowski sought further color on the 12% SaaS net new ARR growth in Q4, particularly how it aligned with the preliminary 20% SaaS revenue growth guide for 2026, and the extent to which incremental confidence is driven by new SaaS deals versus conversions.

Answer

CFO Brian Miller stated that the strength in bookings came from conversions, a solid pipeline of new name deals, and renewals/expansions with existing customers. He confirmed that Q4 bookings were largely in line with expectations when the early 2026 growth outlook was provided, and underlying market conditions continue to support this outlook.

Alan Borkowski asked for more color on the 12% SaaS net new ARR growth in Q4, inquiring about its alignment with preliminary guidance for 20% SaaS revenue growth in 2026, and the drivers of incremental confidence between new SaaS deals and conversions.

Answer

Brian Miller, CFO, explained that the strength in bookings came from conversions, a solid pipeline of new name deals, and renewals/expansions with existing customers, including add-on sales coinciding with on-premise flips. He stated that Q4 bookings were largely in line with expectations when the early 2026 guidance was given, and underlying market conditions continue to support this.