Cole on for Derrick Wood's questions to Appian Corp (APPN) leadership • Q1 2025
Question
Representing Derrick Wood, Cole asked how much of the go-to-market efficiency gains were attributable to the renewed focus on a narrower set of channel partners and inquired about the ACV uplift associated with the GAM suite.
Answer
Matthew Calkins, Chairman and CEO, confirmed that focusing on a select group of trusted partners was "demonstrably, measurably successful" and significantly expanded the partner-generated pipeline in 2024. He clarified that the Government Acquisition Management (GAM) suite is a separate, high-value product, typically representing a "7-figure a year proposition."