Matthew Kikkert

Matthew Kikkert from Stifel inquired about the progress of the company's focus on acquiring net new logos in Q1 and the outlook for the international business, including JustGiving and YourCause.

Answer

CEO Michael Gianoni reported that new logo bookings were 'up substantially' in Q1 with a strong pipeline. He also noted solid performance in international markets like Asia-Pacific and Europe, highlighting the continued success of JustGiving and significant future growth potential for the corporate-focused YourCause platform.

Matthew Kikkert, on for Parker Lane, asked for an update on the TrueLark acquisition, specifically regarding the integration of the team, assets, go-to-market strategy, and any early customer feedback. He also questioned the impact of the enterprise push on Customer Acquisition Cost (CAC) and future opportunities for sales and marketing leverage.

Answer

CEO Brett White detailed that the TrueLark go-to-market integration is underway for multi-location clients, with plans to offer it to the installed base in Q4 and new single-location prospects in Q1 2026, pending the development of a unified inbox. He noted that the mid-market sales motion has a favorable CAC. CFO Jason Christensen added that the net revenue retention for multi-location logos is over 100%, highlighting the model's scalability and long-term leverage.

Matthew Kikkert from Stifel Financial inquired about the incremental functionality from the Quanti acquisition and the steps needed to reach the 80% long-term subscription gross margin target.

Answer

CEO Mike Rosenbaum explained that Quanti's pricing and rating technology provides an actuarial workbench, adding significant agility for customers. CFO Jeff Cooper stated that reaching the 80% gross margin target requires no "heroic steps," but will be achieved through continued platform automation and increased scale.

Matthew Kikkert of Stifel Financial Corp. inquired about the strategic rationale for the Quanti acquisition and asked about the key levers for reaching the long-term subscription gross margin target.

Answer

CEO Mike Rosenbaum described the Quanti acquisition as a move to provide customers with advanced pricing and rating design capabilities, enhancing agility. CFO Jeff Cooper stated that reaching the 80% long-term subscription gross margin target will be achieved through continued platform automation and the benefits of increased scale.

Matthew Kikkert of Stifel inquired about the continued traction of selling DealCloud into the legal vertical and the pipeline for that motion. He also asked how to think about the incremental spending on AI features in relation to long-term margin expansion targets.

Answer

Chairman and CEO John Hall confirmed strong demand for DealCloud in the legal sector, driven by firms' needs for cross-selling and integrating lateral hires. Regarding AI spend, he explained that Intapp's 'applied AI' strategy leverages existing technologies rather than building models from scratch, meaning it does not involve significant CapEx and fits within their existing margin expansion framework.

Matthew Kikkert of Stifel Financial Corp. questioned the split between new and expansion customers in the 2025 guidance and asked which go-to-market changes were contributing to recent positive booking trends.

Answer

CFO Stefan Schulz stated that the mix of new versus existing customers is approximately 40% new and 60% existing, a balance they expect to continue. President and CEO Andres Reiner explained that the positive booking trends are a result of improved sales execution, including better rep productivity, shorter sales cycles, improved quarterly linearity, and more effective demand generation from marketing.

Matthew Kikkert inquired about the revenue guidance split between new and existing customers and the go-to-market changes.

Answer

CFO Stefan Schulz indicated a roughly 40/60 split between new and existing customers. CEO Andres Reiner highlighted improved sales execution and marketing functions.

Matthew Kikkert, on for Parker Lane, inquired about the incremental value of the Zest AI partnership, the company's broader fraud product strategy for 2025, and which market areas MeridianLink might target for M&A.

Answer

Chief Executive Officer Nicolaas Vlok described Zest AI as a foundational partner providing deep AI-driven decisioning capabilities integrated into the platform. Regarding fraud, he noted high customer interest and ongoing investment in partnerships to expand fraud detection to new account onboarding. For M&A, Vlok stated the focus is on tuck-in acquisitions that expand the platform's breadth and depth, as well as opportunities in near-adjacencies, to meet customer demand for vendor consolidation.

Matthew Kikkert, on behalf of Parker Lane, asked if the recent leadership changes would alter the go-to-market strategy and questioned the drivers behind the recent downtick in customer accounts.

Answer

CEO Nicolaas Vlok stated that no changes to the go-to-market strategy are anticipated, highlighting that the new President's role now covers the entire commercial journey to drive efficiency. President and CFO Larry Katz explained that customer churn is slowing and is concentrated among smaller clients, and advised focusing on the rising ARR per customer, which reflects the company's expansion strategy and focus on larger clients.

Asked about the specific drivers for the guided EBITDA margin expansion in the second half of the year and questioned the high percentage of new fund launches in the quarter's wins, asking if that mix is expected to change.

Answer

The company attributed future margin expansion to broad-based efficiencies, highlighting a specific initiative around client 'self-service' tools and scale benefits in G&A. Regarding the client mix, they explained that many 'launches' are effectively conversions from competitors and that on an ARR basis, the mix is already heavily skewed towards larger conversion deals, a trend they expect to continue.

Asked for the specific drivers behind the guided increase in net dollar retention (NDR) to 106-107% and whether the strong quarter for new customer wins was due to a change in go-to-market strategy or external factors.

Answer

The improved NDR is driven by a recovery in net organic growth (fewer downgrades, more seat additions) and a decrease in churn rates from their mid-2023 peak. The strong customer wins were not due to a change in strategy but rather the consistent execution of a purposeful global strategy, diversifying geographically and winning a balanced mix of new launches and conversions.