Slide 1: Pegasystems Investor Presentation Q3 2024
Pegasystems Investor Presentation Q3 2024 NASDAQ: PEGA pegainvestorrelations@pega.com October 23, 2024 © Pegasystems Inc.
Slide 2: Safe Harbor Statement and Non-GAAP Financial Measures
Safe Harbor Statement Certain statements in this presentation may be “forward-looking statements” as defined in the Private Securities Litigation Reform Act of 1995. Words such as expects, anticipates, intends, plans, believes, will, could, should, estimates, may, targets, strategies, intends to, pr
Slide 3: Pega Overview
Pega Overview © Pegasystems Inc. 3
Slide 4: Our Vision, Software and What We Do
OUR VISION To change the way the world builds software to unleash enterprise potential OUR SOFTWARE Enterprise AI decisioning and workflow automation platform WHAT WE DO Unlock business-transforming outcomes © Pegasystems Inc. 4
Slide 5: What we do: unlock business-transforming outcomes
What we do UNLOCK BUSINESS-TRANSFORMING OUTCOMES How we do it with a powerful LOW-CODE PLATFORM FOR WORKFLOW AUTOMATION AND AI-POWERED DECISIONING 1:1 Customer Customer Intelligent Our Solutions are Engagement Service Automation organized into 3 AUTOMATE & SAVE TIME MAXIMIZE VALUE ADAPT WITH EASE En
Slide 6: Leading enterprises use Pega across the customer lifecycle
Personalize Automate Streamline Engagement Customer Service Operations The world’s leading enterprise-scale organizations are using Pega to connect workflows and interactions across the customer lifecycle: Communications Financial Government Healthcare Insurance Manufacturing service providers servi
Slide 7: Driving Growth and Free Cash Flow
Driving Growth and Free Cash Flow Founded: 1983 HQ: Cambridge, MA Employees: 5,000+ Q3 2024 16% 30% ACV Growth Pega Cloud ACV Growth $246M (1) YTD Free Cash Flow (1) Our non-GAAP free cash flow is defined as cash provided by operating activities less investment in property and equipment. Investment
Slide 8: Corporate Social Responsibility at Pega
Corporate Social Responsibility at Pega E S G ENVIRONMENTAL SOCIAL GOVERNANCE We are committed to reducing the We strive to be a responsible We believe that corporate environmental impact of our corporate citizen and active governance is important to ensure operations on air, land, and water contrib
Slide 9: Key Investment Highlights
Key Investment Highlights • Growing enterprise software company, with a view towards a $90B+ market opportunity • Large enterprise client base in key verticals: financial services, insurance, telecommunications, health care, manufacturing, and public sector • A proven technology leader in customer e
Slide 10: Solution Overview
Solution Overview 10 © Pegasystems Inc.
Slide 11: What are the Business Problems We Solve?
What are the Business Problems We Solve? Pega drives better business outcomes by… Making Decisions Delivering 1:1 customer engagement powered by real-time, omni-channel AI …and very often we do both Getting work done For example, in the context of Customer Making customer and employee-facing Service
Slide 12: Pega Infinity
Pega Infinity™ 1:1 Customer Engagement Customer Service Intelligent Automation MAKE GET WORK DECISIONS DONE REAL-TIME, OMNI- END-TO-END MICROJOURNEY- SITUATIONAL SOFTWARE THAT CLOUD CHOICE ™ CHANNEL AI AUTOMATION & CENTRIC RAPID LAYER CAKE WRITES YOUR ROBOTICS DELIVERY SOFTWARE Industry-leading tech
Slide 13: Unlock Business-Transforming Outcomes
Unlock Business-Transforming Outcomes Solving the problems no one else can. Delivering value, fast. One-to-one customer Maximize customer lifetime value engagement Customer service Simplify service and reduce costs Intelligent automation Boost efficiency © Pegasystems Inc. 13
Slide 14: So How Do We Do It?
So How Do We Do It? Our software can handle quick fixes, lasting transformation, and everything in between Intelligent Scalable Rapid technology architecture innovation © Pegasystems Inc. 14
Slide 15: Pega's Technology Difference
Pega’s Technology Difference Architected differently to maximize revenue and efficiency at enterprise scale Put decisions and Build layers of reuse Personalize experiences workflow at the center and variation and optimize workflows With Pega’s Center-out With Pega’s patented With Pega’s real-time AI
Slide 16: Analysts recognize Pega as a leader
Analysts recognize #1 The Forrester Wave: Real-Time Interaction Management, Q1, 2024 Pega as a leader Gartner MQ: #1 CRM Customer Engagement Center, Q4, 2023 for our enterprise AI decisioning and workflow #1 The Forrester Wave: automation platform Robotic Process Automation, Q1, 2023 © Pegasystems I
Slide 17: Business Overview
Business Overview © Pegasystems Inc. 17
Slide 18: Why Pega Wins
WHY PEGA WINS Differentiated Ease of Depth of Platform Architecture Integration Functionality Strong Deep Vertical Robust Team Expertise ROI © Pegasystems Inc. 18
Slide 19: Selling High-Value Use Cases to Some of the World's Largest Companies
Selling High-Value Use Cases to Some of the World’s Largest Companies BUYER OFFERING VALUE PROPOSITION Robert 1:1 Customer Maximize top-line growth with a centralized, real-time Chief Customer Engagement AI-powered customer decision hub that delivers next- Officer best-actions at every customer inte
Slide 20: How Do Our Clients Drive Value Using Pega?
How Do Our Clients Drive Value Using Pega? ILLUSTRATIVE CLIENT USE CASE IMPACT AND RESULT • 50 million next best action conversations delivered 1:1 Customer Retain across 18 channels Engagement customers • +12 lead in NPS over the competition Read more | https://www.pega.com/customers/cba-marketing
Slide 21: Financial Details
Financial Details © Pegasystems Inc. 21
Slide 22: Financial Outlook
Financial Outlook Massive Market Opportunity Subscription Journey Recurring Model Margin Expansion Opportunities © Pegasystems Inc. 22
Slide 23: Pursuing a Massive Market Opportunity in Platform & CRM
Pursuing a Massive Market Opportunity in Platform & CRM FY 27 $130B+ FY 24 $90B+ Source: IDC Worldwide ICT Spending Guide (Feb. 2024) © Pegasystems Inc. 23
Slide 24: Subscription Journey
Subscription Journey From… To… Perpetual Recurring Less Predictable More Predictable Lagging Growth & Margins Rule of 40 Driven SUBSCRIPTION TRANSITION 2017 2023 TIMELINE © Pegasystems Inc. 24
Slide 25: Recurring Subscription Model
Recurring Subscription Model Annual Contract Value (ACV) Growth since September 30, 2023 $1,400M ACV Reported: 16% $1,360M ACV Constant Currency: 14% $1,300M $1,200M $1,169M $1,100M $1,000M $900M September 30, 2023 September 30, 2024 ACV represents the annualized value of our active contracts as of
Slide 26: Cash Flow Growth
Cash Flow Growth Operating Cash Flow Free Cash Flow $300M $300M $251M $246M $250M $250M $200M $200M $150M $138M $150M $124M $100M $100M $50M $50M $0M $0M September 30, 2023 September 30, 2024 September 30, 2023 September 30, 2024 Year to Date Year to Date Note: For additional information refer to ex
Slide 27: What Does this All Mean?
What Does this All Mean? Strive to build a growing, recurring business to drive increased value With a view towards: • Continuing our technology • Driving ACV growth • Balancing growth & margin leadership • Leveraging Pega Cloud • Rule of 40 driven • Improving sales productivity • Executing our targ
Slide 28: Trademark notice
Pegasystems, Pega, and other Pega products and services mentioned herein are trademarks of Pegasystems Inc. All other company, product, or service names are trademarks or service marks of their respective owners.
Slide 29: Reported ACV: Pega Cloud and Client Cloud
Reported ACV Pega Cloud and Client Cloud Growth since September 30, 2023 Total ACV: 16% $1,360M $1,169M $641M Pega Cloud ACV: 30% $495M $719M Client Cloud ACV: 7% $674M September 30, 2023 September 30, 2024 Pega Cloud Client Cloud ACV represents the annualized value of our active contracts as of the
Slide 30: Reported ACV: Pega Cloud, Maintenance, Subscription License
Reported ACV Pega Cloud, Maintenance, and Subscription License (Term) Growth since September 30, 2023 Total ACV: 16% $1,360M $1,169M $641M Pega Cloud ACV: 30% $495M $307M $319M Client Cloud ACV: 7% $355M $412M September 30, 2023 September 30, 2024 Pega Cloud Maintenance Subscription License (Term) A
Slide 31: Pega Cloud Revenue
Pega Cloud Revenue Trailing 12 Months $529M $503M $484M $461M $444M $423M $402M $384M $363M $344M $323M $301M $281M $257M $233M $208M $186M Cloud $167M Transition $149M Begins $134M $119M $106M $95M $83M $73M $51M $56M $64M Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q
Slide 32: Backlog
Backlog Growth since Total Backlog Up 17% as Reported (13% Constant Currency) September 30, 2023 $1,750M $1,475M $1,500M $1,265M $1,250M 14% Current $779 $1,000M $686 $750M $500M 20% Long-term $696 $250M $579 $0M September 30, 2023 September 30, 2024 Current Long-term © Pegasystems Inc. 32 32
Slide 33: Pega Cloud Gross Margin
Pega Cloud Gross Margin At or above a 75% gross margin, Pega Cloud generates higher gross profit dollars than Client Cloud in a timeless illustrative model 78% 80% Pega Cloud Gross Margin (%) 75% = 74% Gross Profit Dollars Breakeven 70% Between Pega 67% Cloud and Client 63% Cloud 55% 53% 51% 2017 20
Slide 34: Operating and Free Cash Flow Reconciliation
Operating and Free Cash Flow Reconciliation Nine Months Ended September 30, Change (dollars in in thousands) 2024 2023 Cash provided by operating activities $ 250,697 $ 137,920 82 % Investment in property and equipment $ (4,921) $ (14,271) (1) Free cash flow 245,776 123,649 99 % Supplemental informa