Jessica

Jessica from Raymond James asked whether Paylocity's increasingly differentiated platform value is leading customers to initially adopt more products than previous cohorts, or if it primarily offers more entry points for customers to land and then expand later.

Answer

Toby Williams, President and CEO, confirmed that Paylocity is observing both trends. He stated that platform differentiation aids overall client acquisition and unit growth, while also noting a consistent year-over-year increase in the number of products clients adopt, leading to higher average revenue per user (ARPU) at acquisition and through subsequent cross-selling.

Jessica asked if Paylocity's increasingly differentiated platform is leading customers to land with more products initially, or if it primarily offers more entry points for later expansion.

Answer

President and CEO Toby Williams observed both trends: differentiation gains aiding client acquisition and unit growth, and a long-term increase in average revenue per client (ARPU) as clients adopt more products over time, both at acquisition and through cross-sells.

Jessica inquired about any structural differences in the international opportunity and competitive environment compared to domestic growth, and whether competitors are becoming more aggressive on pricing.

Answer

Sanjit Biswas (CEO) noted consistent competitors (point solutions, regional players) and differentiated Samsara through its platform approach and value unlock. He acknowledged competitors often discount heavily but stated Samsara focuses on demonstrating greater value beyond just price.