Natalie Howe

Asked for more detail on the B2B offering's adoption and ideal customer profile, and questioned the strategy and expected adoption for the planned native payment solution.

Answer

B2B momentum is strong, driven by the platform's capabilities for complex businesses and is being accelerated by partnerships like the one with PROS for CPQ. The upcoming payment solution is an optional, integrated offering for SMBs seeking simplicity, while maintaining flexibility for larger enterprises who need other partners.

Speaking for Koji Ikeda, Natalie Howe asked how Intapp's partnerships, particularly with Microsoft, are expected to evolve and how the company's AI strategy contributes to that momentum.

Answer

CEO John Hall described the partner ecosystem as a core part of Intapp's strategy, with Microsoft being the largest and most strategic relationship. He highlighted that the two companies are working closely on applying AI to specific business problems for clients, including co-selling and co-deploying solutions. This deep integration gives clients confidence and helps bring enterprise-grade, applied AI applications to market, creating significant value.

Natalie Howe, on for Brad Sills, asked for an update on cross-selling activity, noting that management had previously anticipated a pickup in the second half of the year, and inquired how that was tracking against expectations.

Answer

CEO David DeStefano confirmed that cross-selling activity tracked consistently with their expectations. He explained that they had good visibility into customer tax departments receiving budgets in the second half of the year, and this expected acceleration is baked into the company's Q4 guidance.

Asked about the company's M&A strategy in the current environment, including timing, decision-making criteria, and which parts of the business would benefit most from an acquisition.

Answer

The company has a high hurdle rate for M&A to protect its SaaS-native architecture but is actively looking for opportunities created by valuation disconnects in the macro environment. The primary area of interest for acquisitions is in capabilities they currently lack, such as private markets, provided the technology is compatible with their stack.