Manhattan Associates - Q2 2023

Transcript

Operator (participant)

Good afternoon. My name is Camilla, and I will be your conference facilitator today. At this time, I would like to welcome everyone to the Manhattan Associates Second Quarter 2023 Conference Call. All lines have been placed on mute to prevent any background noise. After the speaker's remarks, there will be a question and answer period. If you would like to ask a question during this time, simply press star and then the number one on your telephone keypad. If you would like to withdraw your question, press star and then the number two. As a reminder, ladies and gentlemen, this call is being recorded today, July 25, 2023. I would now like to introduce your host, Mr. Michael Bauer, Head of Investor Relations of Manhattan Associates. Mr. Bauer, you may begin your conference.

Michael Bauer (Head of Investor Relations)

Great. Thank you, Camilla. Good afternoon, everyone. Welcome to Manhattan Associates 2023 Second Quarter Earnings Call. I will review our cautionary language and then turn the call over to Eddie Capel, our CEO. During this call, including the question and answer session, we may make forward-looking statements regarding future events or the future financial performance of Manhattan Associates. You will caution that these forward-looking statements involve risk and uncertainties are not guarantees of future performance, and that actual results may differ materially from the projections contained in our forward-looking statements.

I refer you to reports Manhattan Associates files with the SEC for important factors that could cause actual results to differ materially from those in our projections, particularly our Annual Report on Form 10-K for fiscal year 2022, and the risk factor discussion in that report, as well as any risk factor updates we provide in our subsequent Form 10-Qs. We note the turbulent global macro environment could impact our performance and course actual results that differ materially from our projections. We are under no obligation to update these statements. Our comments include certain non-GAAP financial measures to provide additional information to investors. We have reconciled all non-GAAP measures to the related GAAP measures in accordance with SEC rules. You'll find reconciliation schedules in the Form 8-K we submitted to the SEC earlier today and on our website at manh.com.

Now I'll turn the call over to Eddie.

Eddie Capel (President and CEO)

Very good. Thanks, Mike. Well, good afternoon, everyone, and thank you for joining us as we review our Second Quarter Results and discuss our increased full year 2023 outlook. Manhattan delivered record Q2 and first half results. For the quarter, total revenue increased 20% to $231 million, and adjusted earnings per share increased 28% to $0.88, both exceeding our expectations. Q2 was our ninth consecutive all-time record revenue quarter. Driving top line outperformance and earnings leverage was 44% growth in cloud revenue and 23% growth in services revenue. This encompasses double-digit top-line growth across all our geographies as our global teams continue to execute very well for our customers. While global macro volatility continues to be persistent, Manhattan's business fundamentals are solid.

Demand for our solutions are robust, customer satisfaction is high, investment in research and development in our associates continues to widen that technological leadership across supply chain execution, omnichannel, and retail POS markets. RPO, the leading indicator of our growth, increased 38% to just over $1.2 billion. Demand for our mission-critical cloud solutions remains strong and resilient across all of our product portfolio. From a vertical perspective, retail, manufacturing, and wholesale to continue to drive more than 80% of our bookings for the quarter. Across our solutions, the sub verticals are pretty diverse. For example, in the quarter, cloud deals won include a beverage distributor, a luxury brand and specialty retailer, a food distribution services company, an office supply retailer, a technology distributor, and a home furnishing brands and manufacturer, as well as a number of others.

Year to date, competitive win rates continue to be pretty solid. They're about 75%, with 25% of our new cloud bookings being generated from net new logos. In Q2, we had a healthy mix of conversions, upsells, and cross-sells. The timing of large deals and bookings mix will certainly vary on a quarterly basis, we believe the breadth across sales categories and products exemplifies our multiple opportunities for sustainable future growth. Foundational to our growth is the combination of our ability to deliver industry-leading solution and service to our customers. Our best-of-breed cloud native platform and solutions provide unmatched access to innovation and are a key component to our customers' success, helping our clients strengthen their relationships with their end customers, drive more revenue, and improve efficiency.

These powerful benefits are translating into a robust solutions pipeline that has new potential customers, representing about 35% of our demand. Our solid product activity is also driving our services growth and pipeline. For example, our professional services team completed over 100 go-lives in the quarter and continues to perform superbly for our customers. To support our growth, we're making pretty solid progress on our hiring goal of approximately 450 new associates for 2023. In Q2, we added over 150 new team members, bringing our total new hires to over 330 for the first half of the year, and over 900 over the past 18 months. While we remain appropriately cautious regarding the global economy, we continue to invest for growth.

This includes strategic investments in industry innovation, further enablement of our customer success, and expanding our addressable market. In late May, at our global conference, Momentum, we showcased some of our industry-leading innovation. Our customer attendance trends continue to be strong, with both 2022 and 2023 conferences running above pre-pandemic attendance levels. A part of the explanation for our continued engagement growth at Momentum is the expanded breadth of the customer personas that we serve, and this includes significant participation level increases from both store systems leadership and technologists within our customer base. This will be the focus of my brief product update today. Now, as you'll recall from prior calls, and it's clearly noted in the recent Forrester Wave for omnichannel order management, we're the definitive market leader when it comes to providing store capabilities around order fulfillment.

In fact, every day, nearly 100,000 store associates use our cloud-native technology to ship orders to customers' homes, get them ready for pickup and curbside, and perform other critical omnichannel retail functions. As our customers evolve their consumer experiences, we have cutting-edge advancements waiting to help them. For example, this year we unveiled native support for RFID within our store applications, and we're currently working with several leading retailers to deploy this technology. Support for RFID delivers a dramatic improvement in store inventory accuracy, a metric which has a direct impact on store fulfillment of online orders and the digital consumer experience. RFID can also deliver significant reduction in store associate labor hours, and we've also built RFID support into our point-of-sale application, so checkouts and returns are faster and easier for the customer.

Now, speaking of point of sale, we recently closed a new point-of-sale deal with a leading North American outdoor apparel brand. This deal was notable for a few reasons, including that our point of sale is the very first application that they're subscribing to from Manhattan. While we believe more strongly than ever in the power of unification within omnichannel and supply chain, it's also important to be able to compete successfully on an application by an application basis for brand-new business. Now, turning to another key customer constituency, a constituent, that was present at our Momentum conference, technologists.

Ever since the first release of Manhattan Active Platform in 2017, we've made it a priority to deliver new capabilities each quarter, focused on the technologists within our customer base, from unmatched library of API endpoints, extension points, and a full extensibility-focused application. The focus we have on serving technologists and developers has never been more apparent. It's easier than ever for our customers to tie our APIs into their broader supply chain commerce system landscape. Our Manhattan Active Platform technology sessions at Momentum this year were, frankly, standing room only. Our customers weren't just there to hear about the tools for their technologists. Given the modern API-first architecture of the Manhattan Active Platform, they also wanted to learn about the possibilities that OpenAI might afford us all.

We believe that the combination of best-in-class supply chain commerce solutions, a modern technology architecture, and generative AI has strategic and game-changing potential for all of us. What we wanted to do at Momentum was feature some real-world working generative AI prototypes for our customers, so that we could bring the abstract to life for them. I thought I'd share a couple of those proof of concepts that we demonstrated at Momentum with you today. One of the challenges of using best-in-class, agile supply chain technology is the around the almost infinite flexibility and configurability that it offers. Whilst machine learning can help with system self-tuning, workflow adaptation and optimization through manual configuration can sometimes be pretty time-consuming and sometimes even challenging. We believe the power of natural language models can help on both fronts.

By providing super fast and easy access to key documentation, knowledge bases, and explainer videos, also by giving our customers the ability to configure our application directly from text-based dialogue. Once fully productized, this powerful facility will allow for both faster initial implementation of our systems and the ability to quickly adapt configurations to changing business conditions and new innovation. We've also had some initial success by using Large Language Models to write code. During implementation, for example, integration to our systems into the broader ecosystem can sometimes be one of the proverbial long poles in the tent. In our labs, we've seen these LLMs successfully develop integration code across several key endpoints. Whilst progress in this area is very early, it is meaningful and very encouraging nonetheless.

My final example is we're also optimistic about this technology's ability to deliver strategic step change in chatbots focused on the end consumer. Now, chatbot technology of the past has certainly successfully automated simple questions and answers around things like order and delivery status. By and large, these capabilities have been confined to a pretty finite and fairly narrow set of capabilities. Using LLMs, we think the range of what chatbots can do can expand enormously. Given our focus on all things customer service-related, there's a real opportunity to deliver next-generation end consumer experiences around chatbot and customer engagement. Well, as you can probably tell, we're pretty excited about the potential opportunities around LLMs, and we'll continue to work and collaborate with our technology partners to progress our strategy into the future. That concludes my business update.

Dennis is gonna provide you with an update on the financial performance and our outlook, and then I'll close our prepared remarks with a very brief summary before we move to Q&A. Dennis?

Dennis Story (EVP and CFO)

Okay, thanks, Eddie. Our Manhattan global teams continue to execute very well in a challenging macro environment. For the quarter, we delivered a strong, balanced financial performance across top line growth, operating margin, and cash flow. This includes posting record results across revenue, RPO, adjusted operating margin, and earnings per share. On an as-reported basis, our Q2 results came in at the Rule of 50, and if our revenue growth is normalized for our cloud transition, which excludes license and maintenance revenue, our results exceeded the Rule of 50. FX really did not have a meaningful impact to RPO or revenue in the quarter. Also, in reviewing our strong financial performance, growth rates are on a year-over-year basis unless otherwise stated.

Looking at total revenue, total revenue was $230 million, up 20%. Excluding license and maintenance revenue, which removes the compression driven by our cloud transition, our total revenue was up 27%. Cloud revenue totaled $61 million, up 44%. As Eddie highlighted, we ended the quarter with RPO of $1.2 billion, up 38% compared to the prior year and up 7% sequentially. Our RPO performance was a healthy mix of sales across our sales categories, including conversions, new logos, and upsells, cross-sells, as well as solid results from our Manhattan Active suite of products. We also experienced some larger deals push on a timing, combined with a few customers experiencing bankruptcies.

While immaterial as a percentage of RPO, without the bankruptcy contraction, our sequential RPO increase would have been roughly in line with Q1 or about $100 million. Also, as of June 30th, 98% of our RPO represents cloud-native subscriptions. Global Services smoked it, delivering record revenue totaling $125 million, up 23% as cloud sales continue to fuel services revenue growth globally. Adjusted operating profit, we like profit, was $68 million, with adjusted operating margin of 29.6%, up 210 basis points year-over-year. Our performance was driven by strong cloud and services revenue growth, combined with operating leverage as our cloud business scales. Importantly, as Eddie discussed, we continue to also invest for future growth.

This resulted in Q2 earnings per share of $0.88, up 28%, and GAAP earnings per share of $0.63, up 29%. We don't take GAAP for granted. Turning to cash, operating cash flow was a solid $41 million, with timing of collections driving the year-over-year change. This resulted in free cash flow margin of 17% for the quarter, with year-to-date free cash flow margin totaling 22%. Year-to-date operating cash flow increased 18% to $99 million and includes absorbing about $37 million in cash taxes paid in the first half of the year. For the full year 2023, we are on pace to pay approximately $75 million to Uncle Sam in cash taxes. Moving to the balance sheet. Deferred revenue increased 28% to $227 million.

We ended the quarter with $153 million in cash and zero debt. We leveraged our strong cash position and invested $67 million in share repurchases in the quarter, resulting in $141 million in buybacks year to date. Our board has approved the replenishment of our $75 million share repurchase authority. On to our updated 2023 guidance. As consistently mentioned, our financial objective is to deliver sustainable double-digit top line growth and top quartile operating margins benchmarked against enterprise SaaS comps. This includes a balanced investment approach to growth and profitability. With our strong first half performance and increasing visibility, we are again raising our 2023 revenue, operating margin, and EPS guidance. We are also reiterating our 2023 RPO guidepost range and midpoint of $1.35 billion.

Consistent with our recent earnings releases, our guidepost and guidance ranges can be found in today's earnings release supplemental schedules. All guidance references made on today's call will be the midpoint of their respective ranges. As noted on prior earnings calls, we will be updating our RPO outlook on an annual basis. Lastly, on RPO, as previously noted, our bookings performance is impacted by the number and relative value of large deals we close in any quarter, which can potentially cause lumpiness or nonlinear bookings throughout the year. For full year 2023, we expect total revenue of $890 million, up $30 million or 3% from our prior midpoint of $860 million. Excluding license and maintenance attrition, this represents 24% growth. All in, our target is 16%.

For Q3, we expect total revenue of $226 million, with 24% year-over-year growth, ex license and maintenance. All in, our target is 14%. For operating margin, we are increasing our midpoint to 27.5%, up from our prior midpoint of 26.5%. Included in this outlook is 150+ basis points headwind from the reduction in license and maintenance revenue. As Eddie highlighted, given the combination of our demand and size of our opportunity, we are continuing to invest in our business. At the midpoint, we are targeting Q3 operating margin of 27% and 24.3% in Q4, which accounts for retail peak seasonality.

Our full year adjusted EPS outlook is increasing by $0.21 to $3.09, up 7% from our prior midpoint of $2.88. On a quarterly basis, we are targeting Q3 to be $0.77 and $0.65 in Q4, which again accounts for Q4 retail peak seasonality. For GAAP EPS, our midpoint increases by $0.17 to $2.20, up 8% from our prior $2.03 midpoint. For Q3, we are targeting GAAP EPS of $0.53. Here are some additional details on our 2023 outlook. We are increasing our cloud revenue midpoint to $247 million, representing 40% growth, and is up 3% from our prior midpoint of $240 million.

On a quarterly basis, we are targeting $63 million in Q3 and about $66 million in Q4. For services, we are increasing our forecast of $473 million-$479 million. The $476 million midpoint represents 21% growth and is up $17 million or 4% from our prior $459 million midpoint. On a quarterly basis, we are targeting Q3 services revenue of $125 million and $110 million in Q4, which accounts for retail peak seasonality. For maintenance, we are targeting $131.5 million or an 8% decline. On a quarterly basis, we are targeting Q3 at $31 million and Q4 at $29 million.

We expect hardware revenue of about $5.5 million per quarter and expect license of $1.5 million per quarter. For consolidation, subscription, maintenance, and services margin, we continue to target about 54% for the full year. On a quarterly basis, we are targeting approximately 54.5% in Q3 and 53.5% in Q4 on retail peak seasonality. Finally, we expect our tax rate to be 21.5% and our diluted share count to be 62.6 million shares, which assumes no buyback activity. In summary, solid execution by the Manhattan Global team, and a great Q2 and first half performance. Thank you, and back to Eddie.

Eddie Capel (President and CEO)

Very good. Thank you, Dennis. We're pleased. We're pleased with our second quarter and our first half results, and well, we certainly continue to be appropriately cautious on the volatile macro conditions, Manhattan's business momentum remains positive, and we're just very optimistic about our long-term market opportunity. Thank you, everybody, for joining the call, and thank you to our global team for all of the really terrific work that you're doing for our customers out there. That concludes our prepared remarks, and Camilla, we'd be happy to take any questions.

Operator (participant)

Thank you. We will now be conducting a question and answer session. Once again, if you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate that your line is in the question queue. You may press star two if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment, please, while we pull for questions. Thank you. Our first question comes from Terry Tillman with Truist Securities. Please proceed with your question.

Terry Tillman (Managing Director and Application Software/SaaS Equity Research Analyst)

Hey, good afternoon, Eddie, Dennis, and Mike. great GAAP earnings performance, by the way, in the quarter. maybe Eddie, I got a question for you, and then Dennis had a two-parter for you. I guess first question for you, Eddie, I mean, it's a really important event every year. Y'all put a lot of effort into it in terms of Momentum. kind of this theme.

Eddie Capel (President and CEO)

Yeah

Terry Tillman (Managing Director and Application Software/SaaS Equity Research Analyst)

- around unified commerce, I think, is intriguing. you know, how does that resonate with some of the interactions and maybe even some of the prospects there at the conference? you know, 'cause what I'm getting at is they're using a lot of tools, probably, to do buy online, pickup in store, but it's a lot of point solutions. Do you all see an opportunity, whether it's like that POS win or with your OMS or your other store-level technologies, to almost start to, you know, be able to create a vendor consolidation play and actually win net new business that way versus just like a WMS deal?

Eddie Capel (President and CEO)

Yeah, I mean, that's certainly part of the strategy, Terry. You know, the good news is that across our OMS and store systems customer base, you know, we're leading with different capabilities, frankly, and then, you know, gradually rolling out more and more capabilities as those customers need them. Certainly, you know, you can feel some of the, you know, vendor consolidation play, as you call it, coming into play, and certainly, you know, part of the strategy and seems to be taking hold.

Terry Tillman (Managing Director and Application Software/SaaS Equity Research Analyst)

That's good to hear. I guess maybe, Dennis, the follow up question, the two-parter. The first part is, you definitely, handily beat my RPO addition estimate, but I think you did call out a couple of things, some puts and takes. I'm curious around a couple of maybe larger deals, slipping in the quarter. You know, is that something that, you know, you think timing-wise, can be made up in the second half of the year, or just how do you think about that going forward? Then the second part, and I can repeat all this 'cause I'm long-winded, the second part is just, we're getting further and further along through this transformation, both in the business model and the financial model. I'm curious about the visibility as you look into 2024 and 2025 and just how it's shaping up, both on subscription revenue and services. Thank you.

Eddie Capel (President and CEO)

Well, just I'll take the, just that front end piece of the lumpiness and, you know, kind of deals moving around. Terry, that hasn't changed, you know, in the, frankly, in the 23 years or so that I've that I've been here. To, you know, use the expression, puts and takes, and that's what it is. You know, it's always going to be a little lumpy. You know, we feel like we had a pretty solid Q2, actually. You know, hey, there's always seems like there's a couple that got away, you know, we'll pick those up. You know, we'll pick those up at the down the river a little bit.

Dennis Story (EVP and CFO)

Yeah, just the final point, Terry, is visibility is great. We've got a super pipeline in front of us. We've got to execute, obviously, but real happy with the visibility.

Terry Tillman (Managing Director and Application Software/SaaS Equity Research Analyst)

Okay. Thank you.

Eddie Capel (President and CEO)

Very good. Thank you, Terry.

Operator (participant)

Thank you. Our next question is from Brian Peterson with Raymond James. Please proceed with your question.

Brian Peterson (Managing Director, Application Software Analyst and Financial Advisor)

Hi, guys. Thanks for taking the question. Eddie, maybe just starting with you. You spent some time on generative AI in the prepared remarks. You know, I'm curious to think about the magnitude of what that could do for you guys internally. I know that's early. As you guys have kind of built this microservices cloud architecture, what does that do to the monetization potential of the business longer term?

Eddie Capel (President and CEO)

Well, certainly, we think it's got a ton of potential for sure. There is, you know, I'll do a little aside. I think all of us are wondering exactly how much this is gonna cost, we've got to figure, you know, as we move forward with the practicalities of implementing generative AI, we've got to make sure that we keep our eye on the return on investment, both for internal usage and, you know, and for our customers. There is no question that we are what can only be described as fortunate. When we designed and architected our API-first microservices architecture a number of years ago, we didn't know that generative AI was on, you know, sort of the, you know, the horizon.

The fact of the matter is, in order to be able to really benefit from the implementation of generative AI, you need a API-first architecture. It's pretty hard to, you know, bench generative AI up against a monolithic architecture because, you know, it really doesn't have very good ears and doesn't have a mouth to speak back. We feel very fortunate about that. As I mentioned, we're in the early stages, but, you know, whether it be from a knowledge base perspective, a navigation perspective, a configuration perspective, and a code generation perspective, which, you know, I sort of highlighted all of those just a little bit today, we are doing real work and creating real proof of concepts, so that as the technology...

hardens and becomes, more regularly available, we are right on the forefront of being able to, A, use the capability to increase our internal efficiency, but also be able to offer a differentiating capability, to our customers.

Brian Peterson (Managing Director, Application Software Analyst and Financial Advisor)

Great. Thanks for the perspective, Eddie. Maybe just one on hiring, very good progress this quarter. You know, I'm just curious, has the hiring environment eased at all? And given what you've seen in RPO, was there a temptation to kind of raise that hiring target for the year? Thanks, guys.

Eddie Capel (President and CEO)

Yeah, no, you know, look, we've got a pretty healthy target. We did 5, 550 or so last year. You know, 450 is the target for this year. We're on track for that. No, hiring hasn't got any easier. Now, bear in mind, we're after the top technical talent on the planet, and nothing has waned in terms of that demand profile. We're still at it, and we think that if there are folks out there that are looking for a place to invest their career, then a market-leading company using forward and modern technology like ours is a really terrific place.

Dennis Story (EVP and CFO)

Pretty solid operating margin, adding that head count, Brian.

Eddie Capel (President and CEO)

Yeah, yeah.

Brian Peterson (Managing Director, Application Software Analyst and Financial Advisor)

Yes, it is. Good luck. Nice job, guys.

Eddie Capel (President and CEO)

Thank you, Brian.

Operator (participant)

Thank you. Our next question is from Joe Vruwink with Baird. Please proceed with your question.

Joe Vruwink (Senior Research Analyst)

Great. Hi, everyone. Maybe just a discussion on point of sale and how big that business could become over time, and maybe one way to tackle the question. If I just think about the size of the order management business and appreciating how long Active Omni has been in market, do you think that's maybe a relevant starting point for how big point of sale could be? Could point of sale approach, you know, that size over a similar point in its life cycle? I guess, what are kind of the puts and takes as you think about forecasting that business? 'Cause it's obviously a much larger TAM, but also a comparably newer offering from Manhattan.

Eddie Capel (President and CEO)

Yeah. Good question, Joe. I think the opportunity for point of sale is, for us, is at least as big as our warehouse management system business. That is sort of on a go-forward basis, right? I mean, we're not, we're not gonna pick up 30 years of WMS revenue and everything that goes along with that, in a short period of time. If you were to dam that up, start the, you know, start the clock over time, I think the opportunity for us is point of sale can be as big as WMS. In other words, bigger than OMS.

Joe Vruwink (Senior Research Analyst)

Okay. Very, very good. Then just following up on RPO. Good bookings quarter. Some big deals slipped, but good bookings nonetheless. Is kind of the read here that if big deals slipped a bit, then this quarter just had a standout volume of deals, and the volume of transactions made up the difference? I guess if that's true, and we are looking at a higher volume of transactions, does that suggest anything about maybe underlying market health or just how you think about handicapping pipeline conversion? You know, because it sounds like the pipeline is also in a good spot.

Eddie Capel (President and CEO)

No, I don't think there's really anything to read, Joe, to be perfectly honest, into, you know, into one quarter. I know we frankly get a little boring with how frequently we repeat that there is opportunity for lumpiness in all kinds of different ways, whether it be, you know, big deals, new logo acquisition, you know, customer migrations, all those kinds of things. They do, they bounce around every, you know, every quarter. There was nothing really particularly different when you look across multiple quarters, there was nothing particularly different about this quarter than any other. It was a little different the last quarter, but, you know, next quarter will be a little bit different to the one that we've just concluded. I really don't think there's anything to read into 1 90-day period in that regard.

Joe Vruwink (Senior Research Analyst)

Okay. Thank you very much.

Eddie Capel (President and CEO)

My pleasure, Joe. Thank you.

Operator (participant)

Thank you. Our next question is from Matt Pfau with William Blair. Please proceed with your question.

Matt Pfau (Equity Research Analyst)

Hey, great. Thanks for taking my question. Wanted to first ask on the commentary around bankruptcies. I think you said it would have been closer to $100 million in sequential RPO added if it weren't for those, so basically implying a $15 million impact. Was that all driven by one customer, or were there multiple customers in that, in that number?

Eddie Capel (President and CEO)

A small handful of customers.

Matt Pfau (Equity Research Analyst)

Okay, got it. Then wanted to follow up on the commentary around the point of sale customer that you added, and that was the first product that they elected to go with Manhattan. Maybe just, you know, a little bit more detail on how that came about, and, you know, do they have a roadmap to add additional products from you?

Eddie Capel (President and CEO)

Yeah, I think, you know, look, it's, it's, there's no guarantee there. We've got to execute well on the work in front of us to be able to garner, you know, more business from this customer. You know, this was a full-on RFP-driven, multi-vendor selection process for a standalone point-of-sale system. Nothing else that, you know, nothing else alongside it, and really nothing else being considered. That's really why we called it that. You know, as you know, you know, we're very high on the opportunity around whether it be commerce or supply chain unification. But, you know, our ability to be able to, you know, frankly, beat the best of the best in the point-of-sale industry, you know, on the merits of that particular product alone, was encouraging.

Blair Abernethy (Senior Research Analyst and Managing Director)

Great. Thanks. Appreciate it, guys.

Eddie Capel (President and CEO)

Okay. Our pleasure, Matt. Thank you.

Operator (participant)

Thank you. Our next question is from Mark Schappel with Loop Capital Markets. Please proceed with your question.

Mark Schappel (Managing Director and Senior Equity Analyst)

Hi, thank you for taking my question, and nice job on the quarter. Eddie, starting with you, with respect to the new Active Yard Management solution that you introduced at the user conference. I know it's still early, but I was wondering if you could just add some additional insight in maybe some of the interest you're seeing around the solution, and

Eddie Capel (President and CEO)

Yeah

Mark Schappel (Managing Director and Senior Equity Analyst)

what type of customers are giving you the most interest?

Eddie Capel (President and CEO)

Yeah. Well, we're excited about it, Mark. Look, it's not the biggest product that we've ever, you know, released, of course, but it's sort of an important one. Yard management is, as you know, the physical intersection and unification, the physical unification of WMS and TMS, is where those things kinda, you know, kinda come together. We're excited to get it out in the field. We're seeing good early interest. You know, currently, the plan is to have the first live customer in the fall of this year. You know, pretty good, you know, early adoption, frankly.

Mark Schappel (Managing Director and Senior Equity Analyst)

Okay, great. Then, kind of building on that question, you know, product-wise at the user conference, you mentioned that the company is kind of focused on filling in the white space between the solutions, and I think yard management's one of those white spaces. I was wondering if you could just give us some insights in, maybe what some of the other white spaces might look like.

Eddie Capel (President and CEO)

Yeah. you know, obviously, without getting into the specifics, which, I'd get my wrist slapped by all kinds of people if I got into the specifics, Mark, but there's, you know, a healthy amount of white space still in the supply chain execution area. In the, you know, still inside the four walls of the distribution center, certainly the extended execution portfolio, and also around the commerce space. There is frankly still a lot to be done. There's a lot of changes shaping up in the, you know, in the commerce space.

Whereas there used to be, you know, very strong, powerful e-commerce platforms, such names as WebSphere Commerce, Hybris, ATG, you know, and the like, we're certainly seeing those channels truly starting to collapse from a technology perspective now, and certainly more, more headless approaches to bringing those, you know, physical stores and the e-commerce stores, you know, together. Of course, we're right in the middle of all of that. A lot of opportunities still in front of us and a lot of places for us to deploy our 1,000 plus research and development engineers.

Mark Schappel (Managing Director and Senior Equity Analyst)

Great, thanks. That's all for me.

Eddie Capel (President and CEO)

Our pleasure, Mark. Thank you very much for your time.

Operator (participant)

Thank you. Our final question is from Blair Abernethy with Rosenblatt Securities. Please proceed with your question.

Blair Abernethy (Senior Research Analyst and Managing Director)

Thanks. A great quarter, gentlemen.

Eddie Capel (President and CEO)

Blair.

Blair Abernethy (Senior Research Analyst and Managing Director)

Just wanted to ask, for starters, a more of a macro question. You know, I noticed the EMEA region kind of grew 29% this quarter, seems to be doing fairly well in what I perceive as a slightly more difficult macro environment there. I'm just wondering if you can give us your sense of how the geographies are looking comparably, and maybe back to sort of at the beginning of this year when you set your guidance for 2023. You know, are we trending about the same generally from your perspective, or are things getting worse or better?

Eddie Capel (President and CEO)

About the same from a geographic performance perspective. You know, there are a couple of spots, I don't wanna overstate them because, you know, they have moved on us a little bit. You know, the U.K. is frankly pretty flat. We had thought there might be a little more supply chain expansion as a function of Brexit, and, you know, the movement of goods across borders not being quite so straightforward. That's a little flatter than maybe than we expected. We thought China might bounce back a little faster, particularly on the luxury side of the world, than it, you know, than it has.

You know, there are a couple of spots that deviated from our original plan, but, you know, that's part of the reason we have a multi-geography business here, so, you know, we can absorb those ups and downs. Again, I don't wanna make, you know, a big deal of either of those. I'm just giving you a couple of examples. Sure, there's a few things that are moving, you know, moved around it on us a little bit. You know, we put what we thought was a perfect plan together, and guess what? It changed. It's changed along the way, and my guess is it'll change just a little bit, even between now and the end of the year, probably.

Blair Abernethy (Senior Research Analyst and Managing Director)

Okay, great. Thanks, Eddie. Just back on the product side for a moment. Your commentary and some of the things you were talking about at the Momentum, you know, what would you say, sitting back here, you know, with a crystal ball, what do you think are gonna be the most impactful areas for Manhattan Associates with, you know, leveraging some of this new technology?

Eddie Capel (President and CEO)

Well, you know, look, you know, we've got a market-leading position with next generation warehouse management. I think that, you know, the continued need for distribution, advanced distribution capability is going to continue for as far as we can, as far as we can see. You know, our order management suite of solutions is market-leading, you know, as well. Certainly, there's the continued evolution of the commerce side of the world, bringing together transportation management, warehouse management, inventory management, commerce solutions, and a unified suite of solutions, has a great deal of promise and upside for us.

If you were to ask me what's got the greatest CAGR opportunity, it would be our point of sale solution, simply because we are so early to the game, in a market that is being disrupted. Maybe if the question is where do we maybe get the most, you know, the single most leverage, it may be there because the, you know, the potential for CAGR is greatest.

Blair Abernethy (Senior Research Analyst and Managing Director)

Great. Okay, great. Thanks very much, guys.

Eddie Capel (President and CEO)

Our pleasure, Blair. Thank you.

Operator (participant)

Thank you. With that, this concludes our question and answer session. I would like to turn the floor back over to CEO and President, Eddie Capel, for closing comments.

Eddie Capel (President and CEO)

Terrific. Thank you, Camilla. Well, I'll just say thank you very much for your time, your support and your diligence. We always appreciate getting on these calls and sharing our results and listening to the feedback. We look forward to doing the same again about 90 days from now. Thanks a lot. Bye-bye.

Operator (participant)

Thank you. This concludes today's teleconference. You may disconnect your lines at this time. Thank you for your participation.