What guidance did Appian's management provide for the next earnings period?

What does Appian do and what are its main business segments?

What is Appian's gross profit margin?

What is the revenue and EPS growth rate for Appian year over year?

What were the key takeaways from Appian’s earnings call?

What were the key takeaways from Appian's earnings call?

Did Appian beat or miss consensus estimates last quarter?

What is the market's earnings forecast for Appian next quarter?

- **Revenue Surge**: Q4 cloud subscriptions up 18% YoY, total revenue 22% YoY, driven by AI-integrated deals and federal sector strength.
- **AI-Driven Growth**: AI use on platform grew 14x YoY, with customers upgrading for AI features, leading to 25% price increases.
- **Strategic Wins**: Secured $500 million Army deal and 50% more 7-figure transactions, including aerospace and pharma clients.
- **Operational Excellence**: 11% EBITDA margin vs. -8% two years ago; announced $50 million buyback to return capital.
- **2026 Outlook**: Cloud growth 16% YoY, EBITDA margin expansion, and focus on AI and federal modernization.

**【CEO Summary Section】**
- **Revenue Growth**: Cloud subscriptions revenue rose 18% YoY to $117 million, total revenue increased 22% to $202.9 million, and adjusted EBITDA was $19.7 million. Full-year cloud subscriptions grew 19% to $437.4 million.
- **Strategic Wins**: Secured 50% more 7-figure deals, including a North American aerospace manufacturer saving $60 million via automation and a U.S. military branch adopting Appian as its cornerstone platform.
- **AI Integration**: AI use on the platform grew 14x YoY, driving 25% price increases for AI licenses. Customers like a European bank and a U.S. advocacy group upgraded to access AI features, saving millions annually.
- **Operational Efficiency**: Achieved 11% adjusted EBITDA margin (vs. -8% two years prior) and $63 million operating cash flow. Announced a $50 million stock buyback.
- **Market Position**: 2/3 of top 10 life sciences firms and all U.S. cabinet agencies use Appian for mission-critical processes. Emphasized AI needs process for reliability, positioning Appian as an essential enabler.

**【CFO Financial Commentary】**
- **Q4 Results**: Cloud net ARR expansion was 114%, up from 113% YoY. 140 customers with $1M+ ARR (vs. 115 last year). Non-GAAP gross margin was 73%, with subscription gross margin at 86%.
- **Guidance 2026**: Cloud subscription revenue expected to grow 16% YoY to $502-$510 million. Adjusted EBITDA margin to expand 1 percentage point. Q1 2026 cloud revenue guide: $119-$121 million (20% YoY growth at midpoint).
- **Financial Changes**: Introduced cloud net ARR expansion metric, refined customer definition, and reclassified expenses for better comparability.
- **Cash Flow**: Ended Q4 with $187.2 million in cash, up from $159.9 million. Full-year operating cash flow was $62.9 million.

**【Q&A Highlights】**
- **AI and Sales**: AI-driven upsells and new business are accelerating, with customers upgrading for AI features. Doc Center, an AI-powered document processing solution, is a key growth driver.
- **Army Deal**: $500 million 10-year enterprise agreement reflects government shift to direct vendor partnerships. Highlights Appian's role in modernizing critical systems.
- **Sales Growth**: Reinvesting in sales capacity after improving productivity. Focus on federal sector and AI-driven opportunities, with moderate OpEx growth planned.
- **FX Impact**: Q1 2026 guidance includes FX tailwind, but full-year growth will normalize. Cloud net ARR expansion remains strong despite FX effects.
- **On-Prem Transition**: On-prem bookings in Q4 were federal-driven, but long-term focus is on cloud migration. Pipeline shows increasing cloud adoption.


Appian Corporation (APPN) Q4 2025 Earnings Call Transcript

- **AI adoption surge**: 75% of customers now paying for AI, with 25% using agents.
- **Government risk**: Shutdown could reduce Q4 revenue by up to $10M.
- **Margin expansion**: EBITDA target 10% for FY25 vs. 2% last year.
- **Agent Studio success**: 95% beta participation rate, 1/4 customers paying for AI.
- **International growth**: 40% of revenue from international markets.

**【CEO Summary Section】**
- Q3 2025 revenue grew 21% YoY, driven by AI adoption in process automation and government sector deals.
- Launched Agent Studio, achieving 95% customer beta participation rate.
- 75% of customers now paying for AI, with 25% using AI agents for document processing.
- 40% of revenue from international markets, up from 36% last year.

**【CFO Financial Commentary】**
- GAAP net income $24.4M ($0.32 EPS) vs. $1.8M ($0.02 EPS) last year.
- Q4 guidance: cloud revenue $115-117M, total revenue $187-191M.
- Full year 2025 cloud revenue $435-437M (18-19% YoY), EBITDA $67-70M.
- Government shutdown could impact Q4 revenue by up to $10M.

**【Q&A Highlights】**
- 1/4 of customers paying for AI, with Agent Studio adoption accelerating.
- Professional services gross margin 34% vs. 30% last year.
- Modernization projects growing 29% YoY, with AI agents automating 80% of legacy processes.
- 75% of new sales focused on AI and process automation.
- 10% EBITDA margin target for FY25 vs. 2% last year.

Appian Corporation (APPN) Q3 2025 Earnings Call Transcript

- **AI-Driven Growth**: 25% AI upcharge in new deals, with Q2 cloud subscriptions up 21% YoY. AI pipeline growth exceeds revenue impact.
- **Modernization Opportunity**: $38M annual savings for a U.S. agency highlights Appian's ability to consolidate legacy apps (e.g., 22 call centers into one).
- **Financial Outperformance**: EBITDA of $8.1M vs. -$5M to -$2M guidance, driven by revenue beat and delayed expenses.
- **Updated Guidance**: Full-year cloud subscriptions growth raised to 17-18%, reflecting confidence in AI and modernization momentum.
- **Competitive Edge**: Unique combination of AI, secure platform, and multi-app consolidation capabilities differentiates Appian from competitors.


**【Management Opening Remarks】**
- VP of Investor Relations, Jon Andrews, introduced the call, emphasizing forward-looking statements and non-GAAP financial measures. He highlighted the importance of AI and app modernization in driving growth.

**【CEO Commentary】**
- **Q2 Financial Highlights**: Cloud subscriptions revenue grew 21% YoY to $106.9M; total revenue rose 17% to $170.6M. Adjusted EBITDA was $8.1M, exceeding guidance.
- **Go-to-Market Productivity**: The Rule of 40 improved to 31%, with a 3.3 go-to-market productivity ratio, up 8 quarters sequentially.
- **AI Impact**: AI adds a 25% upcharge in new deals, driving higher pricing and pipeline growth. Examples include a grocery retailer automating supply chain claims and an asset manager accelerating customer request processing.
- **App Modernization**: A $38M annual savings opportunity for a U.S. healthcare agency highlights the market's scale. Appian consolidates legacy systems (e.g., 22 call centers into one app for Aviva) and offers AI-driven app creation with designer oversight.
- **New CMO Hire**: David Crozier joins to strengthen marketing efforts around AI and modernization.

**【CFO Financial Commentary】**
- **Revenue Growth**: Cloud subscriptions up 21% YoY; total subscriptions 17% YoY. Services revenue grew 13% YoY, though variable quarter-over-quarter.
- **Margins**: Subscription gross margin 87%, services 33%. Total gross margin 75%, flat YoY but down from 78% in Q1.
- **Profitability**: Adjusted EBITDA of $8.1M vs. guidance of -$5M to -$2M, driven by higher-than-expected revenue and delayed expenses.
- **Balance Sheet**: Cash and investments rose to $184.8M. Q2 cash used in operations was $1.9M, vs. $17.6M a year ago.
- **Guidance Update**: Full-year cloud subscriptions now expected to grow 17-18% (up from 15-16%), with EBITDA of $49-55M.

**【Q&A Highlights】**
- **App Modernization**: Matt emphasizes AI's role in both extraction and instantiation phases, positioning Appian as a leader with superior platform functionality.
- **AI Competitive Advantage**: Serge likens AI to an engine needing a car (Appian's secure, scalable platform). Matt adds that AI can't replicate features like high-availability failover or data fabric optimization.
- **NRR Trends**: Serge attributes 111% NRR to legacy down-sells and new logo focus, noting NRR is an output metric, not a target.
- **Federal Business**: Despite DOGE concerns, federal bookings outperformed globally, with a U.S. healthcare agency signing a $7M deal for virtual care operations.
- **Pricing Strategy**: Shifting from seat-based to consumption models to capitalize on AI-driven efficiency without sudden price shocks.
- **Efficiency Gains**: Serge highlights R&D expansion in India and internal AI adoption for go-to-market and back-office functions.


Appian Corporation (APPN) Q2 2025 Earnings Call Transcript

- **Revenue Surge**: Q1 cloud subscription up 15% YoY, driven by AI adoption and gov't wins.
- **AI Breakthrough**: AI usage exploded 7.9x YoY; $9M in Q1 from AI-inclusive tiers.
- **Gov't Growth**: Federal bookings +59% YoY, outpacing total revenue (+11% YoY).
- **Profitability**: Adjusted EBITDA turned positive ($16.8M vs. -$1.3M YoY); non-GAAP net income $9.8M.
- **Efficiency Drive**: Sales productivity up 30% YoY; targeting 70%+ of deals >$100K.


**【CEO Key Highlights】**
- **Revenue Growth**: Cloud subscription revenue up 15% YoY to $99.8M; total revenue $166.4M (+11% YoY). Retention rate 112%.
- **AI Adoption**: 70% of cloud customers use AI; production AI usage grew 7.9x YoY. AI-inclusive tier revenue doubled QoQ to $9M.
- **Government Momentum**: Federal bookings +59% YoY; Dept. of Labor saves $M annually using Appian.
- **New Metrics**: Introduced "weighted Rule of 40" (27 in Q1) and GTM productivity metric (sales efficiency +30% YoY).

**【CFO Financial Breakdown】**
- **Profitability**: Adjusted EBITDA $16.8M (vs. -$1.3M YoY). Non-GAAP net income $9.8M (+$14.7M YoY).
- **Gross Margins**: Subscriptions 89%, Services 30%. Total deferred revenue $262.5M (+16% YoY).
- **Guidance**: Q2 cloud rev $101-103M (+14-16% YoY); FY25 cloud rev $419-423M (+14-15% YoY). Adjusted EBITDA $40-46M.

**【Q&A Key Takeaways】**
- **Gov't Risk Mitigation**: No material pull-forward in Q1; cautiously optimistic on Q3 despite DOGE uncertainty.
- **AI Pricing**: 25% uplift for AI tier; 47% new logos choose AI-inclusive plans.
- **Data Fabric**: 166% YoY query growth to 7B; industry-leading semantic layer enables true cross-enterprise data access.
- **Sales Efficiency**: Net new bookings per rep +30% YoY; targeting 70%+ of deals >$100K by end-2025.


Appian (APPN)-8 May 25-2025 Q1 Earnings call transcript

- **Record Growth**: Q4 cloud subscription revenue up 19%, total revenue +15%, with full-year cloud growth 21%.
- **AI-Driven Differentiation**: 6 advantages of embedding AI in processes, highlighted by 88% claims processing time reduction and $2B+ customer revenue growth.
- **Profitability Breakthrough**: Adjusted EBITDA positive $21.2M in Q4, full-year $20.3M vs. $44.8M loss in 2023.
- **2025 Outlook**: 14% cloud growth, 10% total revenue growth, with EBITDA target $38-42M.
- **Public Sector Caution**: 80/20 cloud/on-prem mix expected, despite Q4 skew to on-prem deals.


**【CEO Summary Section】**
- **Revenue Growth**: Q4 2024 cloud subscription revenue grew 19% YoY to $98.9M, total revenue rose 15% to $166.7M. Full-year cloud subscription revenue increased 21% to $368M.
- **AI Strategy**: Highlighted AI's value in processes, showcasing 6 advantages: ease of deployment, structured roles, data access, action capabilities, visibility, and scalability. Customer examples include 88% reduction in claims processing times and $2B+ revenue growth for a reinsurer.
- **Customer Retention**: Cloud subscription retention rate of 116%, with 2/3 of customers upselling during 2024. New customers bought above base tier at 49% in Q4.
- **Public Sector Focus**: Cautiously optimistic on federal opportunities, with a long-term track record in government modernization (e.g., Army Knowledge Online, ACA rescue).

**【CFO Financial Commentary】**
- **Profitability**: Q4 non-GAAP gross margin 80%, highest since IPO. Adjusted EBITDA $21.2M vs. guidance of $6-8M. Full-year adjusted EBITDA turned positive at $20.3M.
- **Revenue Mix**: Subscriptions represent 82% of total revenue (up from 80% YoY). Cloud bookings mix 65% in Q4 (vs. 80% YoY), skewed by public sector on-prem deals.
- **2025 Guidance**: Cloud subscription revenue $419-421M (+14%), total revenue $680-684M (+10%). Adjusted EBITDA $38-42M, non-GAAP EPS $0.17-0.22.
- **Cost Control**: Operating expenses down 1% YoY to $113.8M. Shifting cloud investments to Q1 and efficient marketing drove outperformance.

**【Q&A Highlights】**
- **Public Sector Risk**: Cautious on federal budget uncertainty but 80% cloud/20% on-prem mix expected in 2025 (vs. 65/35 in Q4). 
- **AI Pricing**: Agents priced by usage, with subsidies to encourage adoption. Long-term pricing TBD.
- **Go-to-Market**: Sales kick-off focused on fundamentals, incentives tilted toward larger deals. GAM suite pipeline strong, well-positioned for federal efficiency trends.
- **Retention Trends**: Gross renewal rate 99%, best-in-class. NRR 116% (110-120% target range).


Actual											-0.12	-0.12	0	-0.03	-0.06	-0.24	-0.22	-0.16	-0.06	-0.46	-0.43	-0.28	-0.27	-0.39	-0.2	0.06	-0.24	-0.26	0.15	0	0.13	0	0.32	0.15
Forecast											-0.2038	-0.2467	-0.1674	-0.1665	-0.1277	-0.2298	-0.1919	-0.226	-0.1302	-0.347	-0.2672	-0.4046	-0.295	-0.4257	-0.2571	-0.2428	-0.1731	-0.3112	-0.085	-0.0104	0.0309	-0.1278	0.0548	0.0662
Surprise	0.00%	0.00%	0.00%	0.00%	0.00%	0.00%	0.00%	0.00%	0.00%	0.00%	+41.12%	+51.36%	+100.00%	+81.98%	+53.01%	-4.44%	-14.64%	+29.20%	+53.92%	-32.56%	-60.93%	+30.80%	+8.47%	+8.39%	+22.21%	+124.71%	-38.65%	+16.45%	+276.47%	+100.00%	+320.71%	+100.00%	+483.94%	+126.59%

APPN

APPN fundamentals

APPN Q4 2025 Earnings

Earnings Call

You can ask Aime

APPN

APPN fundamentals

APPN Q4 2025 Earnings

Earnings Call

APPN Earnings Call Summary for Q4/20258:30 AM on Feb 19, 2026

APPN Earnings Call Summary for Q3/20258:30 AM on Nov 6, 2025

APPN Earnings Call Summary for Q2/20258:30 AM on Aug 7, 2025

APPN Earnings Call Summary for Q1/20258:30 AM on May 8, 2025

APPN Earnings Call Summary for Q4/20248:30 AM on Feb 19, 2025

You can ask Aime