J.R. Herrera's questions to nCino Inc (NCNO) leadership • Q4 2025
Question
J.R. Herrera inquired about the competitive AI landscape, specifically whether banks prefer custom or pre-packaged solutions, and asked for feedback from large customers on the shift to asset-based pricing.
Answer
CEO Sean Desmond responded that customers prefer to innovate on AI with a trusted partner like nCino, focusing on embedding AI agents into existing workflows rather than pursuing standalone solutions. He added that the shift to asset-based pricing has been received positively, as customers appreciate aligning costs with the value and outcomes they derive from the platform.