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    nCino Inc (NCNO)

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    Business Description

    nCino, Inc. is a software-as-a-service (SaaS) company that specializes in providing cloud-based banking technology solutions to financial institutions. The company offers the nCino Bank Operating System, which is designed to enhance efficiency, transparency, and customer experience for banks and other financial entities. nCino's offerings include subscription-based services and professional services that support the implementation and use of its solutions.

    1. Subscription Revenues - Provides access to nCino's solutions, including client onboarding, loan origination, and deposit account opening applications, under multi-year contracts. Offers nIQ and nCino Mortgage solutions, along with maintenance and support services.
      • nIQ - Charged based on asset size or usage.
      • nCino Mortgage - A digital homeownership solution.
    2. Professional Services and Other Revenues - Offers implementation, configuration assistance, training, and advisory services to facilitate the adoption of nCino's solutions. Services are provided directly by nCino or through system integration partners for larger institutions.

    Key Metrics

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    Executive Team

    NamePositionStart DateShort Bio
    Pierre NaudéChairman and Chief Executive OfficerN/APierre Naudé is a founder of nCino and has served as the Chairman and Chief Executive Officer since the company's inception. He became Chairman of the board on May 10, 2022. Prior to founding nCino, he was Divisional President of S1 Corporation and held leadership roles at Unisys.
    Greg OrensteinChief Financial Officer & TreasurerJanuary 2023Greg Orenstein has served as Chief Financial Officer & Treasurer since January 2023. He previously held various leadership roles at nCino, including Chief Corporate Development & Strategy Officer and Chief Corporate Development & Legal Officer and Secretary.
    Sean DesmondChief Product OfficerMay 1, 2024Sean Desmond has served as Chief Product Officer since May 1, 2024. Prior to this, he was the Chief Customer Success Officer from July 2013 to May 2024. He held leadership positions at Informatica and worked as a Business Analyst at Platinum Technologies.
    April RiegerChief Legal & Compliance Officer and SecretarySeptember 2022April Rieger has served as Chief Legal & Compliance Officer and Secretary since September 2022. She previously served as Executive Vice President, General Counsel, and Secretary, and as Assistant General Counsel. Before joining nCino, she practiced law at Williams & Connolly LLP.
    Paul ClarksonExecutive Vice President Global RevenueMarch 22, 2024Paul Clarkson was named Executive Vice President Global Revenue effective March 22, 2024. He has extensive knowledge of nCino's business, having worked closely with Josh Glover, the outgoing President and Chief Revenue Officer, during his tenure leading global sales.

    Questions to Ask Management

    1. With the increased mortgage churn due to IMB M&A activity and continued elevated mortgage rates despite a reduction in the federal funds rate, what specific measures are you taking to address the higher-than-expected mortgage churn and mitigate its impact on your subscription revenues?

    2. You mentioned transitioning to the Intelligent Solution Framework with new platform-based pricing starting in February; can you provide more details on how this new pricing model will impact your revenue recognition and whether there are any risks to customer adoption during this transition?

    3. You've indicated plans to provide an updated KPI framework starting with the fourth quarter's earnings report; can you share any preliminary insights into which new KPIs you will include, and how they will enhance transparency and help investors better model your business?

    4. Given that you've struggled to penetrate continental European markets and have seen varied sales momentum internationally, what are the specific challenges you face in these regions, and what strategic initiatives are you implementing to accelerate international growth and market penetration?

    5. Despite exceeding expectations for revenues and operating income and noting strong sales momentum, your guidance remains cautious; can you elaborate on the factors contributing to this conservative outlook, particularly in light of the expected strong fourth-quarter bookings, and how confident are you in sustaining this growth into next fiscal year?