Ella Smith

Ella Smith from JPMorgan Chase & Co. asked to parse out nCino's various growth vectors—including credit unions, mortgage, onboarding products, AI offerings, and EMEA traction—to identify which areas are particularly driving ACV growth. She also inquired about the linearity of nCino's path to achieving the Rule of 40 target throughout the next fiscal year.

Answer

CEO Sean Desmond stated that momentum is strong across all core areas, with international opportunities (EMEA and Japan) expected to outpace overall company growth due to retooling and focused efforts. He also noted that all five core growth initiatives are exceeding overall company growth rates in pipeline or ACV. Regarding the Rule of 40, Desmond affirmed commitment to reaching it around the end of next year, driven by re-accelerated bookings growth and leaner cost management initiatives.

Ella Smith asked to parse out nCino's various growth vectors, such as serving credit unions, mortgage products, onboarding solutions, AI offerings, or continued traction in EMEA, to identify which areas are particularly driving ACV growth. She also inquired if nCino expects its path to achieving the Rule of 40 to be linear throughout the next fiscal year.

Answer

Sean Desmond, nCino's Chief Executive Officer, stated that momentum is strong across all core areas, with international opportunities (EMEA and Japan) expected to outpace overall company growth. He noted that all five core growth initiatives are exceeding the company's overall growth rates in pipeline or ACV. He affirmed commitment to achieving the Rule of 40 around the end of next year, citing leaner operations and re-accelerated bookings growth.

Ella Smith asked if new customers are primarily landed through telematics and video-based safety, or if it's becoming more common to land them via non-fleet solutions. She also inquired about Samsara's continued strength in the construction segment despite weak macro data, and the nature of conversations with construction customers.

Answer

Dominic Phillips (CFO) confirmed it's increasingly common for new logos to land with multiple products (two, three, or more), including equipment monitoring and other emerging products, alongside traditional fleet solutions. Sanjit Biswas (CEO) explained that the construction industry is asset and labor-intensive, relatively early in its digitization journey, and customers are recognizing the value of technology for deep visibility, safety, and labor efficiencies, presenting a significant greenfield opportunity.

Ella Smith of JPMorgan Chase & Co. asked which core offerings help Q2 win large Tier 1 and enterprise deals, and what the company views as the most attractive uses of capital beyond retiring its convertible debt.

Answer

CEO Matt Flake highlighted the PrecisionLender pricing tool and the single platform for retail, small business, and corporate banking as key differentiators for upmarket wins. CFO Jonathan Price outlined capital allocation priorities as disciplined M&A, reinvestment in the business for growth, and potential future return of capital.