Stephen Polk

Speaking for Jeff Mueler, Stephen Polk of Baird asked if FICO is seeing changes in customer behavior, such as longer sales cycles for its platform, and questioned the go-to-market strategy for non-financial services customers.

Answer

CEO Will Lansing stated that platform sales cycles have not materially slowed, as customers view it as a critical strategic purchase. He confirmed that the go-to-market strategy for non-financial services verticals involves both direct and indirect channels, with a growing emphasis on partners.

Stephen Polk, on for Jeff Mueller at Baird, asked if FICO is seeing changes in customer behavior regarding platform sales, such as longer sales cycles or different contract terms. He also inquired about the go-to-market strategy for non-financial services customers, specifically the mix between direct sales and partners.

Answer

CEO Will Lansing stated that deal cycles have not slowed, as the platform is a strategic purchase for customers and not easily deferred despite macro conditions. He explained that the go-to-market for non-financial services is a mix of both direct and indirect channels, with an increasing emphasis on growing the indirect channel.