Phillip Leytes's questions to Paylocity Holding Corp (PCTY) leadership • Q3 2025
Question
Phillip Leytes, on for Siti Panigrahi, asked about the go-to-market structure for the integrated Airbase offering, specifically whether it would be sold by a single sales team or separate reps.
Answer
Executive Chairman Steven Beauchamp explained that Paylocity will use a hybrid sales model. The primary sales force will identify initial opportunities, with product experts assisting in the sale. These same experts will also focus on cross-selling the solution into the existing client base, a model consistent with how Paylocity sells other specialized products.