Q4 2024 Paylocity Holding Corp Earnings Call

August 1, 2024

[inaudible]

Operator: Hello, and thank you for standing by. Welcome to Paylocity Holdings Corporation's fourth quarter 2024 fiscal year results. At this time, all participants are in a listen-only mode.

Steve Beauchamp: However, I will still be involved in the product initiatives as I have before. I'll be involved with our corporate strategy team as we kind of chart out our course over the next several years. So I think this is the stuff that I'm the best at, to be quite honest with you.

Speaker Change: Hello and thank you for standing by. Welcome to Paylocity Holdings Corporation 4th Quarter 2024 Fiscal Year Results.

Operator: After the speaker's presentation, there will be a question and answer session. To ask a question during this session, you will need to press star 11 on your telephone. You will then hear an automated message advising your hand is raised. To withdraw your question, please press star 1 1 again.

Speaker Change: At this time, all participants are on a listen-only mode.

After the speaker's presentation, there will be a question and answer session.

Speaker Change: To ask a question during this session, you will need to press star 1-1 on your telephone. You will then hear an automated message advising your hand is raised. To withdraw your question, please press star 1-1 again.

Operator: I would now like to turn the call over to Ryan Glenn. Sir, you may begin. Good afternoon, and welcome to Paylocity's earnings results call for the fourth quarter of fiscal year 24, which ended on June 30, 2024. I'm Ryan Glenn, Chief Financial Officer, and joining me on the call today are Steve Beauchamp and Toby Williams, co-CEOs of Paylocity. Today we will be discussing the results announced in our press release issued after the market closed.

Steve Beauchamp: It gives me an opportunity to focus on that, and I think the second part is I've got a tremendous amount of confidence in both Toby and the team of executives that we have around so that I feel like I'm in a position to do that. Thank you.

Speaker Change: I would now like to turn the call over to Ryan Glenn. Sir, you may begin.

Operator: Please stand by for our next question. Our next question comes from the line of Scott Berg with Needleman Company. Your line is open. Hi, everyone, and Steve. Good luck on the next step. And Toby, I hope you have really big, broad shoulders.

Ryan Glenn: Today, we will be discussing the results announced in our press release issued after the market closed. A webcast replay of this call will be available for the next 45 days on our website under the Investor Relations tab. Before beginning, we must caution you that today's remarks, including statements made during the question and answer session, contain forward-looking statements.

Operator: A webcast replay of this call will be available for the next 45 days on our website under the Investor Relations tab. Before beginning, we must caution you that today's remarks, including statements made in the question and answer session, contain forward-looking statements. These statements are subject to numerous important factors, risks, and uncertainties, which could cause actual results to differ from the results implied by these or other forward-looking statements. Also, these statements are based solely on present information and are subject to risks and uncertainties that can cause actual results to differ materially from those projected in the forward-looking statement. For additional information, please refer to our filings with the Securities and Exchange Commission for the risk factors contained therein and other disclosures. We do not undertake any duty to update any forward-looking statement.

Scott Berg: Um, I have a couple questions for you. Let's start off with the guidance for the year. The guidance would, at least to me, imply subscription revenue growth of sub 10% exiting the year. How do we think about, you know, kind of breaking that down a little bit between ARPU growth and net new customers as your, you know, your growth between accounts and customers pretty balanced until last year, roughly 8% in each of those categories. But if we're going to be in the sub 10% category, how do we think about that kind of Hey, Scott. I mean, I think you saw a pretty balanced performance this last year.

Speaker Change: These statements are subject to numerous important factors, risks, and uncertainties, which could cause actual results to differ from the results implied by these or other forward-looking statements.

Speaker Change: Also, these statements are based solely on the present information and are subject to risks and uncertainties that can cause actual results to differ materially from those projected in the forward-looking statements.

Ryan Glenn: Also, during the course of today's call, we will refer to certain non-GAAP financial measures. We believe that non-GAAP measures are more representative of how we internally measure the business, and there is a reconciliation schedule detailing these results currently available in our press release, which is located on our website at paylocity.com under the Investor Relations tab and filed with the Securities and Exchange Commission. Please note that we are unable to reconcile any forward-looking non-GAAP financial measure to the directly comparable GAAP financial measure because the information which is needed to complete a reconciliation is unavailable at this time without unreasonable effort.

Speaker Change: We believe that non-GAAP measures are more representative of how we internally measure the business, and there is a reconciliation schedule detailing these results currently available in our press release, which is located on our website at paylocity.com, under the Investor Relations tab, and filed with the Securities and Exchange Commission.

Ryan Glenn: In regard to our upcoming conference schedule, Toby will be attending the Steeple Tech Executive Summit in Deer Valley on August 27th, and I will be attending the Citi Global Tech Conference in New York on September 4th, and HR Tech in Las Vegas in late September. Please let me know if you'd like to schedule time with us at any of these events. With that, let me turn the call over to Steve. Thank you, Ryan.

Speaker Change: In regard to our upcoming conference schedule, Toby will be attending the Steeple Tech Executive Summit in Deer Valley on August 27th, and I will be attending the Citi Global Tech Conference in New York on September 4th, and HR Tech in Las Vegas in late September .

Speaker Change: Please let me know if you'd like to schedule time with us at any of these events. With that, let me turn the call over to Steve.

Ryan Glenn: And thanks to all of you for joining us on our fourth quarter and fiscal 24 earnings call. Our differentiated value proposition of providing the most modern software in the industry continues to resonate in the marketplace and help drive recurring revenue growth of 15% and total revenue growth of 16% in Q4. For Fiscal 24, recurring revenue grew 17% over Fiscal 23, and total revenue grew 19% and finished at $1.4 billion. Our solid results were once again driven by both adding new clients and employees and increasing average revenue per client. We ended fiscal 24 with 39,050 clients compared to 36,200 at the end of last fiscal year, an increase of 8%.

Toby Williams: And I think that came from, you know, the result of executing pretty well from a go-to-market perspective, driving, I think, a ton of new products to market over the course of the last, you know, call it a year and a half or so and having success with those products, both in terms of attached to new deals and then being able to sell back into the customer base. And I think ultimately, then, we also had, you know, strong execution from an operations perspective. And providing service to our clients. So I think, you know, we had a pretty balanced year; as you know, those numbers in the mix have been pushed around in prior years a little bit.

Toby Williams: And I think as we jump into fiscal 25, you know, we're really pressing on all the same things, you know, driving strong go-to-market execution, continuing to drive from a product execution and from an attach and penetration perspective, and then ultimately, the same thing from an operations standpoint, delivering world-class service to our clients. So I think it has changed; the mix is different every single year.

Toby Williams: You know, we're, I think we're happy with the result from a balanced perspective in fiscal 24. And I think as we jump into 25, it's continuing to drive on those three things. And you'll probably expect that to be, you don't know exactly where it's going to land throughout the course of the year, but probably expect a relative level of balance in those different factors.

Steve Beauchamp: Additionally, our average number of employees per client increased to over 150, given our continued upmarket success. Average recurring revenue per client was nearly $33,000 in Fiscal 24 compared to just over $30,000 in Fiscal 23, an increase of approximately 8% as a result of increasing product attach rates across our client base. We continue to attach more product at the time of sale and have realized increased success selling back into existing clients as our products focused on the modern workforce resonate across our entire client base, with learning management, recognition and rewards, and employee voice seeing particular success.

Steve Beauchamp: Our sustained investment in product development allows us to continue to expand our product suite, as evidenced by the release of several new premium offerings and feature enhancements in Fiscal 24, including recognition and rewards, employee voice, advanced scheduling, market pay, AI-driven personalized learning plans, and our next-gen mobile app. We are pleased with the early traction of these new product offerings, highlighted by more than 30,000 market job searches within market pay, over 500,000 AI-assisted platform interactions, and our mobile app ranking is one of the highest in the software industry, with the majority of employee interactions on the platform now occurring via mobile.

Steve: Our sustained investment in product development allows us to continue to expand our product suite, evidenced by the release of several new premium offerings and feature enhancements in Fiscal 24, including recognition and rewards.

Steve: Employee Voice.

Steve: Advanced Scheduling.

Steve: Market Pay, AI-Driven Personalized Learning Plans, and our NextGen mobile app.

Steve: with the majority of employee interactions on the platform now occurring via mobile.

Steve Beauchamp: Our commitment to product development continues to be recognized in the market, with Paylocity recently being ranked as an overall leader for 10 product categories in G2's summer 2024 grid reports. Listed as the best payroll and software combo by Forbes Advisor, named as TrustRadius' top rated HR management software platform for the second year in a row, and recognized in Gartner Peer Insights 2024 voice of the customer for cloud HCM suites for a thousand plus employee enterprise.

Speaker Change: Listed as the Best Payroll and Software Combo by Forbes Advisor

Toby Williams: I would now like to pass the call to Toby to provide further color on the quarter and Fiscal 25. Thanks, Steve. As Steve highlighted, in Fiscal 24, we continued our investments in R&D to further grow our differentiated value proposition of providing the most modern software in the industry and increased our PEPUI by more than 10% with the introduction of new premium products and feature enhancements. And we're excited to continue this trend with the launch of headcount planning later in Fiscal 25.

Scott Berg: And then, Toby, I think you noted that your sales capacity is up 8% year over year going into this year, and you're fully staffed for the busy selling season. But how do we think about your investments here going forward through the balance of your fiscal year here? What have you contemplated for capacity growth, you know, in the next spring? And then how flexible are those plans, assuming that macro might potentially change one way or the other?

Toby Williams: In Q4 and Fiscal 24, our differentiated position was reflected in solid sales execution, and we have continued investing in our go-to-market functions to carry this momentum into Fiscal 25 across sales, marketing, and channels. Coming into Fiscal 25, we expanded our sales force by 8% to 885 sales reps and will be focused on continuing to drive productivity and efficiency across our team. Consistent with prior years, we are pleased to be fully staffed to begin Fiscal 25.

Toby Williams: Yeah, I think we've maintained a fair amount of flexibility as we go through the course of fiscal 25. And I think that's certainly been our thinking and what we've said over the last couple of quarters. And I think the recognition coming into 25 was that, you know, we want to be right sized for the opportunity in front of us in terms of going to market capacity. And as Steve said, I think we feel really good about the opportunity out there in the market. Coming in with, you know, 8% year over year growth and reps, I think it allows us to press on the productivity levers as well.

Speaker Change: In Q4 and Fiscal 24, our differentiated position was reflected in solid sales execution, and we have continued investing in our go-to-market functions to carry this momentum into Fiscal 25 across sales, marketing, and channels.

Toby Williams: As we've launched a lot of new products, we feel really good about the go-to-market motion. And, you know, I think coming in fully staffed with the ability to attract, I think, the best sales and go-to-market talent in the industry, I think we feel really good about how we're positioned coming into the year. And if we get an uplift in terms of what the macro looks like, I think we have the flexibility that would allow us to, you know, to even move that up from where we're starting and coming into the fiscal year. Great, very helpful. Thanks for taking my questions. Thank you.

Operator: Please stand by for our next question. Our next question comes from the line of Mark Marcon with Baird. Your line is open.

Toby Williams: We continue to successfully attract the best talent in the industry, and we believe that we are well positioned for the fiscal year. We've also continued to invest in our marketing and channel efforts to support our sales teams throughout Fiscal 25, including the recent release of our new Benefits Decision Support Enhancement to help continue driving further differentiation and value to our clients and broker channel, which once again delivered 25% plus of our new business in Q4 and Fiscal 24.

Speaker Change: We've also continued to invest in our marketing and channel efforts to support our sales teams throughout Fiscal 25, including the recent release of our new Benefits Decision Support Enhancement to help continue driving further differentiation and value to our clients and broker channel, which once again delivered 25% plus of our new business in Q4 and Fiscal 24.

Toby Williams: Revenue retention also remains strong at greater than 92%, and we remain committed to continuing to invest in our service and support teams to deliver world-class service to our clients. The strong culture at Paylocity continued to be recognized this fiscal year as we were recently named one of Forbes Best Employers for Diversity for the third year in a row, received ATD's Best for Employee Talent Development Award, and earned the Great Place to Work certification for the seventh consecutive year.

Ryan Glenn: Our strong culture, industry-leading software, and exceptional sales and operational execution would not be possible without the dedication and commitment of our over 6,000 employees. As we close out a very strong Fiscal 24, I'd like to thank all of our people and teams for a fantastic year. I would now like to pass the call to Ryan to review the financial results in detail and provide Fiscal 25 guidance. Thanks, Toby.

Ryan Glenn: Recurring revenue for the fourth quarter was $324.7 million, an increase of 15%, with total revenue of 16% from the same period last year. As Toby noted, our sales team had another solid quarter, and we were pleased to come in $5.5 million above the top end of our revenue guidance, with the majority of our Q4 beat coming from recurring and other revenue. Adjusted EBITDA for the fourth quarter was $120.2 million, or a 33.6% margin, and it exceeded the top end of our guidance by $13.1 million.

Speaker Change: As Toby noted, our sales team had another solid quarter, and we were pleased to come in $5.5 million above the top end of our revenue guidance, with the majority of our Q4 beat coming from recurring and other revenue.

Ryan Glenn: For Fiscal 24, Adjusted EBITDA was $505.6 million, or a 36% margin, and an increase of 35% on a dollar basis from Fiscal 23, resulting in leverage of $410 million. Excluding the impact of interest income on funds held for clients, the adjusted EBITDA margin for Fiscal 24 was 30%, reflecting operating leverage of 280 basis points versus Fiscal 23.

Toby: Excluding the impact of interest income on funds held for clients, adjusted EBITDA margin for Fiscal 24 was 30%, reflecting operating leverage of 280 basis points versus Fiscal 23.

Ryan Glenn: Additionally, we continue to show strong progress on free cash flow, with Fiscal 24 free cash flow margin of 21.8%, up 340 basis points and an increase of 42% on a dollar basis from Fiscal 23. Excluding the impact of interest income on funds held for clients, we drove 170 basis points of operating free cash flow leverage in fiscal 24 to 14.4%. Given our increased profitability and limited remaining NOLs and credits, we expect to become a full cash taxpayer in Fiscal 25, which will create a free cash flow margin headwind in Fiscal 25.

Speaker Change: Additionally, we continue to show strong progress on free cash flow, with Fiscal 24 free cash flow margin of 21.8%, up 340 basis points and an increase of 42% on a dollar basis from Fiscal 23.

Speaker Change: Excluding the impact of interest income on funds held for clients, we drove 170 basis points of operating free cash flow leverage in fiscal 24 to 14.4% margin.

Speaker Change: Given our increased profitability and limited remaining NOLs and credits, we expect to become a full cash taxpayer in fiscal 25, which will create a free cash flow margin headwind in fiscal 25. But we remain confident in our ability to continue expanding free cash flow margin in the coming years.

Ryan Glenn: But we remain confident in our ability to continue expanding our free cash flow margin in the coming years. We continue to make significant investments in research and development. To understand our overall investment in R&D, it is important to combine both what we expense and what we capitalize. On a combined, non-GAAP basis, total R&D investments were 14.6% of revenue in the fourth quarter, and on a full-year basis, total R&D investments were 14.2% of revenue.

Speaker Change: We continue to make significant investments in research and development, and to understand our overall investment in R&D, it is important to combine both what we expense and what we capitalize.

Speaker Change: On a combined, non-GAAP basis, total R&D investments were 14.6% of revenue in the fourth quarter, and on a full-year basis, total R&D investments were 14.2% of revenue.

Ryan Glenn: On a dollar basis, our year-over-year investment in total R&D increased by 18% in Fiscal 24 when compared to Fiscal 23. We continue to believe our investments in R&D provide us with valuable product differentiation and the ability to drive future growth as we deliver the most modern platform in the industry. On a non-GAAP basis, sales and marketing expenses were 22.5% of revenue in the fourth quarter and 21.2% of revenue in fiscal 24.

Speaker Change: On a dollar basis, our year-over-year investment in total R&D increased by 18% in Fiscal 24 when compared to Fiscal 23.

Speaker Change: We continue to believe our investments in R&D provide us with valuable product differentiation and the ability to drive future growth as we deliver the most modern platform in the industry.

Speaker Change: On a non-GAAP basis, sales and marketing expenses were 22.5% of revenue in the fourth quarter and 21.2% of revenue in fiscal 24.

Ryan Glenn: On a non-gap basis, G&A costs were 9.6% of revenue in the fourth quarter versus 10.7% in the same period last year. Full-year G&A costs were 9.3% of revenue as compared to 11% in Fiscal 23, representing 170 basis points of leverage.

Speaker Change: On a non-gap basis, G&A costs were 9.6% of revenue in the fourth quarter versus 10.7% in the same period last year.

Speaker Change: Full-year G&A costs were 9.3% of revenue as compared to 11% in Fiscal 23, representing 170 basis points of leverage, and we remain focused on consistently leveraging G&A expenses on an annual basis.

Ryan Glenn: And we remain focused on consistently leveraging G&A expenses on an annual basis. Briefly, covering our GAAP results, for Q4, gross profit was $240.4 million, operating income was $62.9 million, and net income was $48.8 million. For the full year, gross profit was $960.8 million, operating income was $260.1 million, and net income was $206.8 million.

Speaker Change: Briefly covering our GAAP results for Q4, gross profit was $240.4 million, operating income was $62.9 million, and net income was $48.8 million.

Speaker Change: For the full year, gross profit was $960.8 million, operating income was $260.1 million, and net income was $206.8 million.

Ryan Glenn: In regard to funds held for clients and interest income, our average daily balance of client funds was $2.8 billion in Q4 and $2.6 billion for fiscal 24. We are estimating the average daily balance will be approximately $2.5 billion in Q1 of Fiscal 25, with an average annual yield of approximately 450 basis points, representing approximately $28 million of interest income on client-held funds in Q1. On a four-year basis, we are estimating the average daily balance will be $2.75 billion in Fiscal 25, with an average yield of approximately 390 basis points, representing approximately $107 million of interest income on funds held for clients. Regarding interest rates, our guidance assumes four 25 basis point rate cuts during fiscal 25, with a cut assumed in September, November, March, and May reflected in guidance.

Speaker Change: In regard to funds held for clients and interest income, our average daily balance of client funds was $2.8 billion in Q4 and $2.6 billion for fiscal 24.

Speaker Change: We are estimating the average daily balance will be approximately $2.5 billion in Q1 of Fiscal 25 with an average annual yield of approximately 450 basis points, representing approximately $28 million of interest income on client-held funds in Q1.

Speaker Change: On a four-year basis, we are estimating the average daily balance will be $2.75 billion in fiscal 25, with an average yield of approximately 390 basis points, representing approximately $107 million of interest income on funds held for clients.

Speaker Change: In regards to interest rates, our guidance assumes four 25 basis point rate cuts during fiscal 25, with a cut assumed in September , November , March, and May reflected in guidance.

Ryan Glenn: Additionally, given the confidence we have in our business and our strong cash flows, we repurchased approximately 1.1 million shares of common stock at an average price of $142.82 per share for $150 million in aggregate repurchases during Q4. As a reminder, we have $350 million remaining under our share repurchase program. We also closed Q4 with $401.8 million in cash and cash equivalents on our balance.

Speaker Change: Additionally, given the confidence we have in our business and our strong cash flows, we repurchased approximately 1.1 million shares of common stock at an average price of $142.82 per share for $150 million in aggregate repurchases during Q4.

Speaker Change: As a reminder, we have $350 million remaining under our Share Your Purchase Program.

Speaker Change: We also closed Q4 with $401.8 million in cash and cash equivalents on our balance sheet.

Ryan Glenn: In Fiscal 24, we also drove 200 basis points of leverage in stock-based compensation expense. And in Fiscal 25, we expect to drive continued leverage in stock-based compensation towards our target of less than 10% of revenue, and we are committed to driving incremental leverage in stock-based compensation annually going forward. Finally, I'd like to provide our financial guidance for Q1 and full Fiscal 25, which includes the impact of the 425 basis point interest rate cuts in Fiscal 25, as mentioned earlier, and roughly flat workforce levels in Fiscal 25 versus Fiscal 24.

Speaker Change: In Fiscal 24, we also drove 200 basis points of leverage in stock-based compensation expense, and in Fiscal 25, we expect to drive continued leverage in stock-based compensation towards our target of less than 10% of revenue.

Speaker Change: and are committed to driving incremental leverage in stock-based comp annually going forward.

Speaker Change: Finally, I'd like to provide our financial guidance for Q1 and full Fiscal 25, which includes the impact of the four 25 basis point interest rate cuts in Fiscal 25, as mentioned earlier, and roughly flat workforce levels in Fiscal 25 versus Fiscal 24.

Ryan Glenn: For the first quarter of Fiscal 25, recurring and other revenue is expected to be in the range of $325.5 million to $330.5 million, or approximately 12.5% growth over the first quarter of Fiscal 24 recurring and other revenue. And total revenue is expected to be in the range of $353.5 million to $358.5 million, for approximately 12.1% growth over first quarter of fiscal 24 total revenue. Adjusted EBITDA is expected to be in the range of $116.5 million to $120.5 million.

Speaker Change: For the first quarter of fiscal 25, recurring and other revenue is expected to be in the range of $325.5 million to $330.5 million, or approximately 12.5% growth over first quarter fiscal 24 recurring and other revenue.

Speaker Change: And total revenue is expected to be in the range of $353.5 million to $358.5 million for approximately 12.1% growth over first quarter fiscal 24 total revenue.

Speaker Change: Adjusted EBITDA is expected to be in the range of $116.5 million to $120.5 million.

Speaker Change: An adjusted EBITDA excluding interest income on funds held for clients is expected to be in the range of $88.5 million to $92.5 million, which represents approximately 60 basis points of leverage over Q1 of fiscal 24.

Ryan Glenn: And adjusted EBITDA excluding interest income on funds held for clients is expected to be in the range of $88.5 million to $92.5 million, which represents approximately 60 basis points of leverage over Q1 of fiscal 24. And for fiscal year 25, recurring and other revenue is expected to be in the range of $1.405 billion to $1.420 billion, or approximately 10.2% growth over fiscal 24 recurring and other revenue. Total revenue is expected to be in the range of $1.512 billion to $1.527 billion, or approximately 8.3% growth over fiscal 2014. Adjusted EBITDA is expected to be in the range of $533 million to $543 million.

Speaker Change: And for fiscal year 25, recurring and other revenue is expected to be in the range of $1.405 billion to $1.420 billion, or approximately 10.2% growth over fiscal 24 recurring and other revenue.

Speaker Change: total revenue is expected to be in the range of 1.512 billion to 1.527 billion or approximately 8.3 percent growth over fiscal 24.

Speaker Change: Adjusted EBITDA is expected to be in the range of $533 million to $543 million.

Ryan Glenn: Adjusted EBITDA excluding interest income on funds held for clients is expected to be in the range of $426 million to $436 million, which represents approximately 50 basis points of leverage over fiscal 24. Despite the macro headwinds we faced in 2024, we're pleased to finish the year with 19% total revenue growth, 17% recurring revenue growth, and just even a margin of 36% and a Rule 55 overall performance. As we kick off Fiscal 25, we remain confident in our differentiated value proposition, go-to-market strategy, operational strength, and product roadmap, and we have a high level of confidence in our ability to continue driving durable revenue growth and increasing margins as we execute against our multi-year goal of achieving $2 billion in total revenue. I would now like to turn the call over to Steve for his final remarks. Thanks, Ryan.

Speaker Change: Adjusted EBITDA excluding interest income on funds held for clients is expected to be in the range of $426 million to $436 million, which represents approximately 50 basis points of leverage over fiscal 24.

Speaker Change: Despite the macro headwinds we faced in 2024, we're pleased to finish the year with 19% total revenue growth, 17% recurring revenue growth, and in just even a margin of 36%, and a Rule 55 overall performance.

Speaker Change: As we kick off Fiscal 25, we remain confident in our differentiated value proposition, go-to-market strategy, operational strength, and product roadmap.

Speaker Change: We have a high level of confidence in our ability to continue driving durable revenue growth and increasing margins as we execute against our multi-year goal of achieving $2 billion in total revenue.

Mark Marcon: Good afternoon, and thanks for taking my questions. Steve, it has been a, [inaudible] The internal Sales Group in terms of that back to base motion, and how much when we take a look at the bookings over the course of this year, how much was from new logos versus upsells into the existing base? And how do you think that could trend? Yeah, I mean, maybe just start with a little bit of history.

Steve Beauchamp: As announced in our earnings release, I'm excited to move into the role of Executive Chairman of the Board, effective August 5. This is a natural evolution of the co-CEO model we put in place in March of 2022. I have full confidence that under Toby's leadership as President and CEO, Paylocity will continue to be a market leader. My role as Executive Chairman will allow me to continue to focus on product and corporate strategy while working closely with Toby and the Paylocity leadership team to continue delivering the most modern platform in the industry. As Executive Chairman, I will continue to dedicate my time and energy to Paylocity, including participating on all future earnings calls.

Speaker Change: I would now like to turn the call over to Steve for final remarks.

Steve: Thanks, Ryan. As announced in our earnings release, I'm excited to move into the role of Executive Chairman of the Board, effective August 5th. This is a natural evolution of the co-CEO model we put in place in March of 2022.

Steve: I have full confidence that under Toby's leadership as President and CEO , Paylocity will continue its market-leading position.

Speaker Change: My role as Executive Chairman will allow me to continue to focus on product and corporate strategy while working closely with Toby and the Paylocity leadership team to continue delivering the most modern platform in the industry.

Speaker Change: As Executive Chairman, I will continue to dedicate my time and energy to Paylocity, including participating on all future earnings calls. Looking back, I'm very proud of everything we have accomplished, and I'm very excited about our future opportunities. With that, we are ready for questions.

Operator: Looking back, I'm very proud of everything we have accomplished, and I'm very excited about our future opportunities. With that, we are ready for questions. Thank you. Ladies and gentlemen, as a reminder to ask a question, please press star 1-1 on your telephone and then wait to hear your name announced. To withdraw your question, please press star 11 again.

Speaker Change: Thank you. Ladies and gentlemen, as a reminder to ask a question, please press star 11 on your telephone and then wait to hear your name announced.

Operator: Please stand by while we compile the Q&A roster. Our first question comes from the line of Brad Reback with CFO. Your line is open. Great, thanks very much.

Speaker Change: To withdraw your question, please press star 11 again. Please stand by while we compile the Q&A roster.

Speaker Change: Our first question comes from the line of Brad Reback with CFO , the line is open.

Brad Reback: And Steve, it's been a great run, and I know it'll continue. Given your experience, Steve and Toby, in the market for as long as you've been in it, can you help frame up what's going on?

Brad Reback: Great, thanks very much and Steve, it's been a great run and I know it'll continue. Given your experience, Steve and Toby, in the market for as long as you've been in it,

Steve Beauchamp: Obviously, growth is meaningfully decelerated across the industry. Is this purely cyclical, or are there some secular issues at play here as well? Thanks. Sure, I'll start, Brad.

Speaker Change: Can you help frame up what's going on? Obviously, growth has meaningfully decelerated across the industry. Is this purely...

Speaker Change: Cyclical or are there some secular issues at play here as well? Thanks.

Steve Beauchamp: I think, you know, you've got a few things going on. So, first of all, we remain pretty excited about the size of the opportunity. So, you know, we obviously have a small penetration rate in terms of the available TAM, and so we still think there's a great opportunity to be able to grow. You've got, you know, certainly some large numbers, and growing at this size and scale certainly has been impactful.

Steve: Sure, I'll start, Brad. I think, you know, you've got a few things going on. So I think, first of all, we remain pretty excited about the size of the opportunity. So, you know, we obviously have a small penetration rate in terms of the available TAM, and so we still think there's a great opportunity to be able to grow. You've got, you know, certainly some large numbers and then growing at this size and scale certainly has been impactful. We've called out the most recent impact in terms of, you know, whether it was employees on the platform or some of the economic headwind we saw in the sales cycle, we see, you know, certainly some impact from that. And so I think you you get to a bit of a new normal where we still have an opportunity to be a growth company, focus on that two billion dollar target, and at the same time we've shifted our focus

Steve Beauchamp: We've called out the most recent impact in terms of whether it was employees on the platform or some of the economic headwinds we saw in the sales cycle. We see, you know, certainly some impact from that. And so I think we have reached a bit of a new normal where we still have an opportunity to be a growth company focused on that $2 billion target. And at the same time, we've shifted our focus to driving profitability.

Steve Beauchamp: And so we're balancing that equation. I think when you put all that together, we're still pretty excited about the story that we've got in front of us and the size of the, That's great. Thanks very much.

Steve: to driving profitability. And so balancing that equation, I think when you put all that together, we're still pretty excited about the story that we've got in front of us and the size of the opportunity. Transcribed by https://otter.ai

Speaker Change: That's great. Thanks very much.

Operator: Thank you. Please stand by for our next question. Our next question comes from the line of Samad Samana with Jeffreys. Your line is open. Hi, this is Mason Marion on First Mod.

Speaker Change: Thank you.

Speaker Change: Please stand by for our next question.

Speaker Change: Our next question comes from the line of Samad Samana with Jeffries. Your line is open.

Samad Samana: Thanks for taking our question. So congrats on the move, Steve. Can you talk about why you felt this was the right time to step back from the co-CEO role? And glad to hear you will still be joining us on these calls in the future. Yeah, it feels pretty natural.

Mason Marion: Hi, this is Mason Marion on First Mod. Thanks for taking our questions. So, congrats on the move, Steve. Can you talk about why you felt this is the right time to step back from the co-CEO role and glad to hear you will still be joining us on these calls in the future.

Steve Beauchamp: I think internally, Toby has been co-CEO now for over two years, and I have been gradually transitioning different functions to him. This past year, I have largely been focused on our product and technology organization. So that will obviously transition to him formally, and that team will report to Toby.

Steve: Yeah, it feels pretty natural, I think, internally. Toby has been COSEO now for over two years, and I have been gradually transitioning different functions to him. This past year, I've largely been focused on our product and technology organization. So that will obviously transition to him formally, and that team will report into Toby. However, I will still be involved in the product initiatives, as I have before. I'll be involved with our corporate strategy team as we kind of chart out our course over the next several years. So I think this is the stuff that I'm the best at, to be quite honest with you. It gives me an opportunity to focus on that. And I think the second part is I've got a tremendous amount of confidence in both Toby and the team of executives that we have around so that I feel like I'm in a position to do that.

Steve: Thank you.

Speaker Change: Thank you. Please stand by for our next question.

Speaker Change: Our next question comes from the line of Scott Berg with Needleman Company. Your line is open.

Scott Berg: Um, I have a couple questions for you. Let's start off with the guidance for the year. The guidance would, at least to me, imply subscription revenue growth of sub 10% exiting the year. How do we think about, you know, kind of breaking that down a little bit between ARPU growth and net new customer ads? Your, you know, growth between accounts and customers was pretty balanced until last year, roughly 8% in each of those categories. But if we're going to be in the sub 10% category, how do we think about that? Hey, Scott. I mean, I think you saw a pretty balanced performance this last year.

Speaker Change: A couple questions for me. Let's start off with the guidance for the year. The guidance would, at least to me, imply subscription revenue growth of

Speaker Change: Sub-10% Exiting the Year

Speaker Change: How do we think about, you know, kind of breaking that down a little bit between ARPU growth and net new customer ads?

Speaker Change: Unknown Speaker Your, you know, your growth between accounts and customers pretty balanced this last year, you know, roughly 8% in each of those categories. But if we're going to be in the sub 10% category, how do we think about what that kind of blend looks like?

Speaker Change: Hey Scott, I mean I think you saw a pretty balanced performance this last year and I think that came from

Scott Berg: You know the result of executing pretty well from a go-to-market perspective, you know driving I think

Speaker Change: A ton of new products to market over the course of the last, you know, call it year and a half or so and having having success with those products both in terms of

Toby Williams: And providing service to our clients. So I think, you know, we had a pretty balanced year; as you know, those numbers in the mix have been pushed around in prior years a little bit. And I think as we jump into fiscal 25, you know, we're really pressing on all the same things, you know, driving strong go-to-market execution, continuing to drive from a product execution and from an attach and penetration perspective, and then ultimately, same thing from an operations standpoint, delivering world-class service to our clients. So I think it has changed; the mix is different every single year.

Speaker Change: You know, had a pretty balanced year, as you know, those numbers in the mix have pushed around.

Speaker Change: In prior years a little bit, and I think as we jump into fiscal 25, you know, we're really pressing on all the same things, you know, driving strong go-to-market execution, continuing to

Speaker Change: You know, drive from a product execution and from an attach and penetration perspective. And then ultimately, same thing from an ops standpoint, delivering world-class service to our clients. So, yeah, I think it has changed. The mix is different every single year. You know, I think we were happy with the result from a balanced perspective in fiscal 24. And I think as we jump into 25, it's continuing to drive on those three things.

Toby Williams: You know, we're, I think we're happy with the result from a balanced perspective in fiscal 24, and I think as we jump into 25, it's continuing to drive on those three things. And you'll probably expect that to be, you don't know exactly where it's going to land throughout the course of the year, but probably expect a relative level of balance in those different facts. Toby, I think you noted that your sales capacity is up 8% year over year going into this year, and you're fully staffed for the busy selling season.

Speaker Change: You know, probably expect that to be, you don't know exactly where it's going to land throughout the course of the year, but probably expect a relative level of balance in those different factors.

Speaker Change: Understood, helpful. And then Toby, I think you noted that your sales capacity is up 8% year-over-year going into this year, you're fully staffed.

Toby Williams: But how do we think about your investments here going forward through the balance of your fiscal year here? What have you contemplated for capacity growth, you know, in the next spring? And then how flexible are those plans assuming that the macro might potentially change both one way or Yeah, I think we've maintained a fair amount of flexibility as we go through the course of fiscal 25.

Speaker Change: for the busy selling season. But how do we think about your investments here going forward through the balance of your fiscal year here? What have you contemplated for capacity growth in the next spring? And then how flexible are those plans, assuming that the macro might potentially change both one way or the other?

Scott Berg: And I think that's been, that's certainly been our thinking and what we've said over the last couple of quarters. And I think the recognition coming into 25 was that, you know, we want to be right sized for the opportunity in front of us in terms of going to market capacity. And as Steve said, I think we feel really good about the opportunity out there in the market. Coming in with, you know, 8% year over year growth and reps, I think it allows us to press on the productivity levers as well.

Speaker Change: Yeah, I think we've maintained a fair amount of flexibility as we go through the course of fiscal 25. And I think that's been, that's certainly been our thinking and what we've said over the last couple of quarters. And I think the

Scott Berg: As we've launched a lot of new products, we feel really good about the go-to-market motion. And, you know, I think coming in fully staffed with the ability to attract, I think, the best sales and go-to-market talent in the industry, I think we feel really good about how we're positioned coming into the year. And if we get an uplift in terms of what the macro looks like, I think we have the flexibility that would allow us to, you know, even move that up from where we're starting and coming into the fiscal year. Great. Very helpful.

Speaker Change: Recognition coming into 25 was that, you know, we want to be right-sized for the opportunity in front of us in terms of go-to-market capacity, and as Steve said, I think we feel really good about the opportunity out there in the market. Coming in with, you know, 8% year-over-year growth in reps I think allows us to press on.

Speaker Change: The productivity levers as well, as we've launched a lot of new product, we feel really good about the go-to-market motion.

Speaker Change: Great, very helpful. Thanks for taking my questions.

Operator: Thanks for taking my questions. Thank you. Please stand by for our next question. Our next question comes from the line of Mark Marcon with Baird. Your line is open.

Speaker Change: Our next question comes from the line of Mark Marcon with Bayer. Your line is open.

Mark Marcon: Good afternoon, and thanks for taking my questions. Steve, it has been a pleasure, and Toby, congratulations on taking on the sole role. I'm wondering, with regard to the comments on the back-to-base motion, can you tell us how big the internal...

Mark Marcon: Good afternoon and thanks for taking my questions. Steve, it has been a...

Speaker Change: Tremendous run and glad that you're going to stay and Toby, congrats.

Toby Williams: The internal sales group is in terms of that back to base motion, and how much of the bookings over the course of this year were from new logos versus upsells into the existing base? And how do you think that could trend? Yeah, I mean, maybe just start with a little bit of the history.

Toby Williams: I think if you go back to our back to base motion, it really started in earnest coming off of ACA. And that was a, you know, coming out of I think 2016, in terms of time general timeframe wise. And, you know, I think that was a really the start of that movement and being able to go after that opportunity for us. I think we've continued to invest in that more every single year.

Toby Williams: And part of that is we've grown the client base, part of that is we've also grown the product set that we have available to sell back into the base and deliver incremental value to our existing clients. And I think that's been the direction of it over the last handful plus of years. And most years we've invested, the headcount growth in that team has been higher than the overall growth, coming off of a smaller base then and a bigger one now. But that, that's been the investment philosophy.

Toby Williams: And part of that is we've grown the client base. Part of that is we've also grown the product set that we have available to sell back into the base and deliver incremental value to our existing clients. And I think that's been, that's been the direction of it over the last handful plus of years. And most years we've invested, the headcount growth in that, in that team has been higher than the overall. I'm coming off of a smaller base then and a bigger one now.

Speaker Change: Thank you for being able to go after that opportunity for us. I think we've continued to invest in that, more so every single year.

Mark Marcon: And part of that is we've grown the client base, part of that is we've also grown the product set that we have available to sell back into the base and deliver incremental value to our existing clients, and I think that's been

Toby Williams: I think it's paid off really well for us, both in terms of being able to drive incremental, you know, product attach and penetration and incremental revenue growth. But it's still, you know, smaller on a relative basis to our focus on going after new logos and new business in the market. And, you know, I think that's, but as we come into 25, and even as we look forward, I think our philosophy around investing there would, would remain, would remain true and constant in terms of continuing to deploy dollars there.

Toby Williams: But that's been the investment philosophy. I think it's paid off really well for us, both in terms of being able to drive incremental, you know, product detachment, penetration, and incremental revenue growth. But it's still, you know, smaller on a relative basis to our focus on going after new logos and new business in the market. And, you know, I think that's, but as we come into 25 and even as we look forward, I think our philosophy around investing there would remain, would remain true and constant in terms of continuing to deploy dollars there.

Speaker Change: That's been the direction of it over the last handful plus of years, and most years we've invested.

Speaker Change: The headcount growth in that team has been higher than the overall, coming off of a smaller base then and a bigger one now.

Speaker Change: That's been the investment philosophy. I think it's paid off really well for us, both in terms of being able to drive incremental product attachment penetration and incremental revenue growth, but it's still...

Speaker Change: Smaller on relative basis to our focus on going after new logos and new business in the market And you know I think that's

Speaker Change: But as we come into 25, and even as we look forward, I think our philosophy around investing there would remain true and constant in terms of continuing to deploy dollars there. And ultimately, it's about being able to...

Toby Williams: And ultimately, it's about being able to bring back solutions to our customers who might not have bought those products or those solutions at the outset of their partnership with us and being able to just keep providing more and more value to our clients. Can you say, like, how big it is in terms of the incremental bookings that you had this year relative to the total bookings and where that could ultimately go? Yeah, I don't think we've done that with any of our other teams.

Speaker Change: You know, to bring back solutions to our customers who might not have bought those products or those solutions at the outset of their partnership with us and being able to just keep providing more and more value to our client base.

Speaker Change: can you say like how how big it is in terms of the

Speaker Change: The incremental bookings that you had this year relative to the total bookings and where that could ultimately go?

Speaker Change: Yeah, I don't think we've done that with any of our, any of our different teams. But I guess, you know, try to give you a pretty good directional view of how we've thought about the opportunity. And, you know, I think it

Mark Marcon: But I guess I'll try to give you a pretty good idea of how we've thought about the opportunity. And, you know, from a strategy perspective, and then into the execution, I think the real focus is on continuing to drive new unit growth, continuing to drive employees on the platform, and also expanding the product set to be able to continue to take advantage of that opportunity as we look forward.

Mark Marcon: But I guess, you know, try to give you a pretty good directional view of how we've thought about the opportunity. And, you know, I think it, from a strategy perspective, and then into the execution, I think the real focus is on continuing to drive new unit growth, continuing to drive the employees on the platform, and also expanding the product set to be able to continue to take advantage of that opportunity as we look forward. And again, ultimately, just being able to deliver, you know, incremental value year in and year out to our client base. Great.

Speaker Change: from a strategy perspective and then into the execution, I think.

Speaker Change: The real focus is on continuing to drive new unit growth, continuing to drive the employees on the platform, and also expanding the product set to be able to continue to take advantage of that opportunity as we look forward. And again, ultimately, just being able to deliver incremental value year in and year out to our client base.

Mark Marcon: And again, ultimately, just being able to deliver, you know, incremental value year in and year out to our client base. And then can you just comment with regard to, you mentioned success in terms of engagement tools, LMS is getting good upsells. On some of the upsells, obviously, some of them are you're pioneering, and they didn't exist before, not broadly available, but things like LMS, which have been around, are you displacing other players?

Steve Beauchamp: Or are some of your clients just basically saying, hey, this sounds like a great tool that we haven't used? Yeah, I think as we think about our new product strategy, you can kind of fit it into a couple buckets. So one ends up being kind of an innovation in the market where we're often first to market, and we're able to sell that as a new module. And then the second category probably refers to some kind of LMS, or even think about that as scheduling plus, where we have an existing offering.

Steve Beauchamp: And then can you just comment with regard to, you mentioned success in terms of engagement tools, LMS is getting good upsells. On some of the upsells, obviously, some of them are you're pioneering, and they didn't exist before, not broadly available, but things like LMS, which have been around, are you displacing other players? Or are some of your clients just basically saying, hey, this sounds like a great tool that we haven't used? Yeah, I think as we think about our new product strategy, you can kind of fit it into a couple buckets.

Speaker Change: Great. And then can you just comment with regards to...

Speaker Change: You mentioned success in terms of...

Speaker Change: Engagement tools, LMS is getting good upsells. On some of the upsells, obviously some of them are your pioneering and they didn't exist before, not broadly available, but things like LMS which have been around. Are you displacing other players or are some of your clients just basically saying,

Speaker Change: Hey, this sounds like a great tool that we haven't used before.

Steve Beauchamp: So one ends up being kind of an innovation in the market where we're often first to market, and we're able to sell that as a new module. And then the second category probably refers to some kind of LMS, or even think about that as scheduling plus, where we have an existing offering. And we've enhanced it to a point where there are additional capabilities that we think we can monetize and bundle. And so LMS was a new bundle that we had with additional content that was available from a compliance perspective for customers who saw value in it.

Steve Beauchamp: And we've enhanced it to a point where there are additional capabilities that we think we can monetize and bundle. And so LMS was a new bundle that we had with additional content that was available from a compliance perspective for customers who saw value in it.

Steve Beauchamp: So we have the opportunity there to sell that to new customers as they come on board, but we also have the opportunity to go back to customers. And so as we think about the product opportunity going forward, we look for both of those opportunities. How can we add more value by taking our products to the next level and coming up with new bundles and packages that offer customers value?

Speaker Change: How do we add more value by taking our products to the next level and coming up with new bundles and packages that offer them value? And then how do we come up with new and innovative ideas that allow us to continue to be the most modern platform in the industry?

Steve Beauchamp: And then how do we come up with new and innovative ideas that allow us to continue to be the most modern platform? Great, thank you. Thank you. Our next question comes from the line of Brian Peterson with Raymond James. Your line is open. Thanks, everyone. And Steve, it's been a heck of a run. Glad you're staying on.

Operator: Great, thank you. Thank you. Our next question comes from the line of Brian Peterson with Raymond James. Your line is open. Thanks, everyone, and Steve, it's been a heck of a run. Glad you're staying on, and Toby, I'll...

Speaker Change: Great, thank you.

Speaker Change: Thank you. Will you stand by for our next question?

Speaker Change: Our next question comes from the line of Bryant Peterson with Raymond James. Your line is open.

Brian Peterson: And Toby, I'll echo a well-deserved congratulations. So we've seen growth rates moderate across the industry. I appreciate there's still a big opportunity ahead as you look towards $2 billion in revenue. But I'm curious if there's anything that's changed as you're thinking about your guidance strategy. No, I don't think there has been.

Bryant Peterson: Thanks everyone. And Steve, it's been a heck of a run. I'm glad you're staying on. And Toby, I'll echo a well-deserved congratulations. So we've seen growth rates moderate across the industry. I appreciate there's still a big opportunity ahead as we look towards $2 billion in revenue. But I'm curious if there's anything that's changed as you're thinking about your guidance strategy.

Toby Williams: I mean, I think we've been pretty consistent in our guidance philosophy, you know, over the course of time. And I think, you know, we come into fiscal 25 with that same philosophy. And, yeah, I think we try and call what we can see right in front of us at the beginning and evolve that as we go throughout the course of the year. Yeah, Brian, I guess I'd agree.

Speaker Change: No, I don't think there has been. I mean, I think we've been pretty consistent in

Speaker Change: Our guidance philosophy, you know, over the course of time, and I think, you know, we come into Fiscal 25 with that same philosophy and

Speaker Change: Yeah, I think we try and call what we can see right in front of us at the beginning and evolve that as we go throughout the course of the year.

Ryan Glenn: I think, you know, obviously we had a strong fourth quarter, particularly on the recurring revenue side, really happy with where the beat came in. I feel like we have a lot of momentum headed into fiscal 25. But I think to Toby's point, as we start out any fiscal year, certainly a desire to get back to a beat and raise the cadence, I think you see higher revenue growth in the first quarter, which is closer to us and more visible.

Speaker Change: Yeah, Brian , I agree. I think, you know, obviously had a strong fourth quarter, particularly on the recurring revenue side, really happy with where the beat came in.

Speaker Change: I feel like we've got a lot of momentum headed into Fiscal 25, but I think to Toby's point...

Speaker Change: As we start out any fiscal year, certainly a desire to get back to a beat-and-raise cadence. I think you see a higher revenue growth in the first quarter.

Speaker Change: closer to us and more visible, and taking a sort of prudent and measured approach as we think about the balance of fiscal year. I think, you know, with some strong execution, we feel really good about this plan and certainly feel good about the momentum across both product and operations and sales as well.

Ryan Glenn: And taking a sort of prudent and measured approach as we think about the balance of the fiscal year, I think you know, with some strong execution, we feel really good about this plan and certainly feel good about the momentum across both product and operations and sales as well. It's good to hear, maybe maybe following up just on sales hiring. I'm curious if anything has changed in terms of the types of reps that you may be looking to bring in, and anything in terms of the types of people that are available in the current environment. Thanks, guys. Yeah, sure. It's a good question.

Speaker Change: It's good to hear maybe maybe hollowing up just on sales hiring. I'm curious if anything has changed in terms of the types of reps that you may be looking to bring in, and anything in terms of the type of people that are available in the current environment. Thanks, guys. Yeah.

Brian Peterson: I think Toby made the point out as well that we've been pretty happy with getting fully staffed. And I would say we had very low turnover, certainly when you think of the performing category this year. And so that is another element of our strategy in terms of building the sales force. And so all three of those elements were clicking going into this fiscal year. Great, thank you.

Toby: Sure, it's a good question. I think Toby made the call out as well that we've been pretty happy with getting fully staffed. And I would say we had very low turnover, certainly when you think of the performing category this year. So not only were we fully staffed, but we came in with a really strong team that we were able to retain going into the year. I think that really speaks to the position that we have in the marketplace. The reps often want to be able to sell the best product in the marketplace.

Speaker Change: And so we feel good about that. We continue to hire mostly with industry experience. So that would be another point I would make, we're able to bring on talent. Sometimes it comes from a competitor, sometimes they've got prior experience in the industry, but we definitely feel like those folks can ramp faster. And so that is another element of our strategy in terms of building the sales force. And so all three of those elements were clicking going into this fiscal year.

Steve: Great. Thanks, Steve.

Steve: Thank you.

Operator: Please stand by for our next question. Our next question comes from the line of Jared Levine with TV Cohen. Your line is open.

Speaker Change: Please stand by for our next question.

Speaker Change: Our next question comes from the line of Jared Levine with TVCohen. Your line is open.

Jared Levine: Thank you. Can you discuss how top of funnel activity and the pace of prospective client decision making have progressed since the last earnings call? So I think we highlighted on the last couple earnings calls that we were definitely seeing good activity at the top of the funnel. Think about that as first time appointment opportunities.

Jared Levine: Thank you. Can you discuss how top-of-funnel activity and pace-of-perspective client decision-making has treaded since the last earnings call?

Speaker Change: So I think we highlighted on the last couple earnings calls that we were definitely seeing good activity top of funnel. Think about that as first time appointment opportunities. We were definitely seeing maybe a little bit longer decision cycles, particularly upmarket. And we were certainly making some changes in that part of the sales force just to be able to drive efficiency. So we feel like going into the start of this fiscal year, we've been able to continue to see strong top of funnel activity. We've been able to drive, I think, a better sales process and a more efficient sales process. The reality is those larger clients take longer to implement and start. And so I think we called out last quarter that.

Toby Williams: We were definitely seeing maybe a little bit longer decision cycles, particularly upmarket, and we were certainly making some changes in that part of Salesforce just to be able to drive efficiency. So we feel like going into the start of this fiscal year, we've been able to continue to see strong top of funnel activity. We've been able to drive, I think, a better sales process and a more efficient sales process. The reality is that larger clients take longer to implement and start. And so I think we called out last quarter that, you know, you start to see the success of that in the back half of that year. You get a fair number of starts in January.

Speaker Change: You know, you start to see the success of that on the back half of that year. You get a fair number of starts in January . So, you know, we're off to a good start. We feel good about the plan that we've got in front of us and the activity levels are strong.

Toby Williams: So, you know, we're off to a good start. We feel good about the plan that we've got in front of us, and the activity levels are strong. Okay, great. And then, in terms of the 4Q Exhaled Healthy Beat, can you discuss what drove that beat there?

Speaker Change: Okay, great. And then in terms of the 4Q Exxalode Healthy Beat, can you discuss what drove that beat there?

Ryan Glenn: Sure, I think it was, you know, as you said, that beat really came from recurring revenue. I think, you know, sales activity was strong in the quarter. We felt really good about where retention ended from a fiscal year perspective. We probably saw some incremental positive trends from a workforce level perspective. I wouldn't call that out as particularly material, but it was incrementally better than expectations.

Speaker Change: Sure, I think it was, you know, as you said, that beat really coming from recurring revenue. I think, you know, sales activity was strong in the quarter. We felt really good about where retention ended from a fiscal year perspective. We probably saw some incremental positive trends from a workforce level perspective. Wouldn't call that out as particularly material, but was incrementally better than expectation. So I think it's really a combination of each of those items that drove a better fourth quarter than maybe was initially expected.

Jared Levine: So I think it's really a combination of each of those items that drove a better fourth quarter than maybe was initially expected. Just to clarify, were client employment levels flat quarter over quarter, or was there still some sequential pressure? Did not see the same sequential pressure that we saw earlier in the year, up a bit year over year sequentially, that really started to normalize. Perfect, thank you.

Speaker Change: Just to clarify, were client employment levels flat quarter over quarter, or was there still some sequential pressure?

Speaker Change: We did not see the same sequential pressure that we saw earlier in the year, up a bit year over year sequentially, that really started to normalize.

Speaker Change: Perfect, thank you.

Speaker Change: Thank you.

Speaker Change: Please stand by for our next question.

Operator: Thank you. Please stand by for our next question. Our next question comes from the line of Terry Tillman with Truist Securities. Your line is open. Great, thanks so much for taking the questions. Steve and Toby, congratulations to you both. Curious what kind of signals you're seeing down market and in the more traditional mid market. And then I had one follow-up.

Speaker Change: Our next question comes from the line of Terry Tillman with Truist Securities. Your line is open.

Terry Tillman: Great, thanks so much for taking the questions. Steve and Toby, congratulations to you both. Curious what kind of signals y'all are seeing down market and in the more traditional mid-market? And then I had one follow-up. Thank you.

Terry Tillman: Thank you. Yeah, we've been pretty happy with the activity levels and kind of our core marketplace. So think about that is, you know, kind of under 500 employees. That's where we have the bulk of our Salesforce where we've been for a long time. We get a lot of our broker referrals come in from that marketplace. And so kind of the similar comments going in really well staffed, feel really good about the staffing levels. Ryan just called out, you know, certainly sales was one of the reasons we beat in the fourth quarter.

Speaker Change: Yeah, I we've been pretty happy with the activity levels and kind of our core marketplace. So think about that is, you know, kind of under 500 employees. That's where we have the bulk of our sales force where where we've been in a long time, we get a lot of our broker referrals come in in that marketplace. And so

Speaker Change: Kind of a similar comment, going in really well staffed, feel really good about the staffing levels. Ryan just called out, you know, certainly sales was one of the reasons we beat in fourth quarter.

Toby Williams: So coming into this year with a fair amount of momentum, and the top of funnel comments would be the same. We're seeing good top of funnel activity in the upmarket space as well as our core. Much appreciated. And then if rates move aggressively over the next couple years, does that change your thinking around long-term margin targets? And if so, you know, are those still achievable?

Speaker Change: So, coming into this year with a fair amount of momentum and the top of funnel comments would be the same. We're seeing good top of funnel activity in the upmarket space as well as our core.

Speaker Change: Much appreciated. And then if rates move aggressively over the next couple years, does that change your thinking around long term margin targets? And if so, you know, are those still achievable?

Ryan Glenn: Yeah, I think we obviously reset or increased our margin targets on this call last year. And as I referenced in my prepared remarks, we've made significant progress, not only this year, but over the last few years, well into the profitability levels that we have today. So certainly, there's a potential headwind there.

Speaker Change: Yeah, I think we obviously reset or increased our margin targets on this call last year and as I referenced in my prepared remarks have made significant progress, not only this year, but over the last few years well into the profitability levels that we have today. So certainly there's a potential headwind there. If you look at the guidance for 25, we have four rate cuts assumed, so pretty aggressive rate cut activity over the next 12 months.

Terry Tillman: If you look at the guidance for 2025, we have four rate cuts assumed, so pretty aggressive rate cut activity over the next 12 months. I think the way that we would think about it is that you're seeing us continue to drive leverage X flows, right? We've called out what the guidance looks like outside of interest rates. We're guiding to call it 50 to 60 basis points of leverage this fiscal year. So obviously, that may be a headwind over time.

Speaker Change: I think the way that we would think about it is you're seeing us continue to drive leverage X flow, right? We've called out what the guidance looks like outside of interest rates we're guiding to.

Terry Tillman: But I think from an operational standpoint, we expect it to be able to continue to drive leverage both within adjusted EBITDA as well as free cash flow. Thank you. Thank you. Please stand by for our next question. Our next question comes from the line of Jake Wilberge with William Blair. Your line is open.

Speaker Change: Call it 50 to 60 basis points of leverage this fiscal year. So obviously that may be a headwind over time, but I think from an operational standpoint, we expect it can be able to continue to drive leverage both within adjusted EBITDA as well as free cash flow.

Speaker Change: Thank you.

Speaker Change: Thank you. Please stand by for our next question.

Speaker Change: Our next question comes from the line of Jake Roberge with William Blair. Your line is open.

Jake Wilberge: Hey, thanks for taking my questions. Just on the guidance, has anything changed from a competitive environment perspective that's impacting the guide? Or is it mainly just the macro-driven issues and the law of large numbers as you scale? Yeah, so I think it's probably more the latter.

Jake Roberge: Hey, thanks for taking my questions. Just on the guidance, has anything changed from a competitive environment perspective that's impacting the guide, or is this mainly just the macro-driven issues and the law of large numbers as you scale?

Toby Williams: We're seeing the same competitors in the market. It's always been a pretty competitive environment. You're typically competing with two or three different competitors. As a customer's evaluating that, that dynamic has not changed. Certainly, the law of large numbers applies not just with us, but with the competitive set as well.

Speaker Change: Yeah, so I think it's probably more the latter. We're seeing the same competitors in the market. It's always been a pretty competitive environment You're typically competing with, you know, two or three different other competitors as a customer's evaluating that. That dynamic has not changed. Certainly the law of large numbers is not just with us, it's with the competitive set as well. So we've all gotten bigger and so that is definitely a factor. But, you know, when we look at the size of the opportunity relative to our size today we still feel pretty comfortable that we can not only execute on the plan in front of us this fiscal year, but we can really set our sights on $2 billion and beyond.

Jake Wilberge: So we've all gotten bigger, and so that is definitely a factor. But when we look at the size of the opportunity relative to our size today, we still feel pretty comfortable that we can not only execute on the plan in front of us this fiscal year, but we can really set our sights on $2 billion and beyond. Okay, helpful.

Toby Williams: And then if you just had to parse out some of the growth drivers heading into next year, with between new logos coming from competitive displacements, and then new logos that are being driven from that partner channel motion, and then the last being the expansion motion back into the existing base, which do you feel kind of the most confident about heading into next year, and which might maybe be a little bit more pressured in the near future? Yeah, I mean, overall Most of your Most of your questions really centered around going to the market.

Speaker Change: Okay, helpful. And then if you just had to parse out some of the growth drivers heading into next year, with between new logos coming from competitive displacements, and then thinking new logos that are being driven from that that partner channel motion, and then the last being the expansion motion back into the existing base, which do you feel kind of the most confident in heading into next year, and which might maybe be a little bit more pressured in the near term?

Toby Williams: I think we feel, you know, good about our staffing levels; we feel great about our level of talent across all the go-to-market teams, particularly the sales teams. Yeah, I think we feel Q4 and then fiscal 24, another year of driving, you know, 25% plus of our new business coming through referrals from our partners. And I think, you know, I have a high degree of confidence in our ability to continue to execute that play as we go through fiscal 25.

Speaker Change: Yeah, I mean, I would say overall, I think we feel good about our relative position coming into the fiscal year. Most of your questions are really centered around go-to-market. I think we feel good about our staffing levels. We feel great about our level of talent across all the go-to-market teams, particularly the sales teams. Yeah, I think we feel...

Speaker Change: Q4 and then Fiscal 24, another year of driving, you know, 25% plus of our new business coming through our referrals from our partners and I think, you know, have a high degree of confidence in our ability to continue to execute that play as we go through Fiscal 25. So, I mean, I think we feel

Toby Williams: So, I mean, I think we feel, you know, good about our starting point coming into the fiscal year; we think we have some momentum around going to market. And, you know, I think that that momentum and the confidence we have is fairly well balanced across each one of the areas that you asked about.

Speaker Change: You know, we feel good about our starting point coming into the fiscal year. We think we have some momentum around go-to-market. And, you know, I think that momentum and the confidence that we have is fairly well balanced across each one of the areas that you asked about.

Speaker Change: Yeah, I think the only thing I would add is, and we've made this clear the last couple of earnings calls, we've focused a fair amount of time. We've grown that upmarket team pretty aggressively. We've had great success over the last several years. It certainly was a little bit of a headwind into this year, but as we go into next year, we feel very well positioned with that team. That's the one that we've held up before that we focused on, and that's the one that, you know, we spent more time and attention on. And if I look back at where we are at the start of this fiscal year with that team versus last year, we are in a much better position.

Operator: Very helpful. Thanks for taking the questions. Thank you. Please stand by for our next question. Our next question comes from Alana Daniel Jester with BMO Capital Markets. Your line is open.

Speaker Change: Very helpful. Thanks for taking the questions.

Speaker Change: Thank you. Please stand by for our next question.

Speaker Change: Our next question comes from the line of Daniel Jester with BMO Capital Markets. Your line is open.

Daniel Jester: Great. Thanks for taking my question. Maybe one on sort of headcount planning that's coming up this year is you think about a solution like that feels like it could be used for use cases beyond just in the HR suite. And so as you start thinking about your roadmap and the opportunity to expand wallet share within your customers, how are you thinking about selling it to potentially different personas in an organization, if at all? Yeah, it's a great question.

Steve Beauchamp: I think one of the real values that we offer our customers is just, you know, the way we give them a platform to manage all their employee data. And when you've got all the employees continually logging into the platform, logging onto our mobile app, and using the platform for things like workflows and approvals, it really does start to open up different opportunities. As we think we've been, you know, first to market on so many different products, you think of video as part of the platform. That probably wasn't something I would have imagined 10 years ago.

Daniel Jester: Yeah, it's a great question. I think one of the real values that we offer our customers is just

Speaker Change: You know, the way we give them a platform to manage all their employee data, and when you've got all the employees continually logging into the platform, logging onto our mobile app and using the platform for things like workflows and approvals, it really does start to open up different opportunities. As we, you think we've been, you know, first to market on so many different products, you think of video as part of the platform, that probably wasn't something I would have imagined 10 years ago. So we're really starting to look at how do we leverage that employee data that we have to be able to really help our clients offer more value. And I think a lot of that planning has a natural tie to HR, as a position gets replaced or a new position gets added, there's approvals, there's workflows, you've got to then tie it into your recruiting platform, then gets tied into onboarding. So we're going to continue to maybe push the boundaries of what might have been in traditional HCM by leveraging that data.

Steve Beauchamp: So we're really starting to look at how we leverage that employee data that we have to be able to really help our clients offer more value. Headcount planning has a natural tie to HR as a position gets replaced or a new position gets added, there are approvals, there are workflows, you've got to then tie it into your recruiting platform, which then gets tied into onboarding.

Speaker Change: The CFO is the personal that we'd be selling Headcount Planning to, largely. They're very much involved in the sale already today, so I wouldn't call that as a new persona. They probably become more the primary buyer than maybe the decision maker today. But our teams are really used to dealing with that persona. They have a lot of interaction with the CFOs today, so that part is probably an easier part of the equation for us.

Steve Beauchamp: So we're going to continue to maybe push the boundaries of what might have been in traditional HCM by leveraging that data set, and we are, we're very excited. The CFO is the persona that we'd be selling headcount planning to largely. They're very much involved in the sale already today. So I wouldn't call that a new persona; they probably have become more the primary buyer than maybe the decision maker today. But our teams are really used to dealing with that persona; they have a lot of interaction with the CFOs today. So that part is probably an easier part of the equation. Okay, that's really helpful.

Daniel Jester: And then, Ryan, I think you mentioned cash tax payments that we're going to see this year and a little bit of a headwind on operating cash flow. Did you sort of quantify what that could look like maybe relative to EBITDA margins? So, not in the prepared remarks, Dan, but I think the way to think about that is there's sort of a two-step process for us to become a full cash taxpayer, and you saw step one this year, and if you look at the cash flows in the supplemental disclosure, you see we paid roughly $50 million of cash taxes this year versus just a So, that is a headwind that we encountered.

Speaker Change: So not in the prepared remarks, Dan, but I think the way to think about that is there's sort of a two-step process for us to becoming a full cash taxpayer and you saw it step one this year and you look if you look on the cash flows

Speaker Change: At the supplemental disclosure, you see we paid roughly $50 million of cash taxes this year versus just a few million dollars a year prior. So, that is a headwind that we faced this year. Obviously, you saw significant increases in overall profitability, working capital improvements. So, we grew through that and we continue to leverage free cash flow. Next year, we'll have a similar step up. So, you know, you may be looking at $100 million on the round of cash paid for taxes.

Ryan Glenn: This year, obviously, you saw significant increases in overall profitability and working capital improvements. So, we grew through that, and we continue to leverage free cash flow. Next year, we'll have a similar step up. So, you may be looking at $100 million on the round of cash paid for taxes. So, that was the call out.

Daniel Jester: Next year, we will become a full cash taxpayer and continue to have a lot of confidence in our ability to drive free cash flow leverage going forward, but that will be a headwind in this 12-month period that we'll be fighting through. This float would still be expected to be able to drive at least flat free cash flow margins, but I did want to call that out as we are entering a sort of inflection point there on the cash tax side. Great, thank you very much.

Speaker Change: So that was that was the call out. Next year, we would become a full cash taxpayer, continue to have a lot of confidence in our ability to drive free cash flow leverage going forward, but that will be a headwind in in this 12 month period that we'll be fighting through. X float would still expect to be able to drive at least flat free cash flow margins, but did want to call that out as we are entering sort of inflection point there on the cash tax side.

Operator: Thank you. Please stand by for our next question. Our next question comes from the line of Pat Walravens with Citizens JMP. Your line is open.

Speaker Change: Great, thank you very much.

Speaker Change: Please stand by for our next question.

Speaker Change: Our next question comes from the line of Pat Walravens with Citizens JMP. Your line is open.

Pat Walravens: Oh, great. Thank you. And congratulations to Steve and Toby on what seems like a well-planned transition. Are you guys seeing any signs that as your clients adopt more AI technologies, that's going to impact them at the client level? Yeah, so we haven't seen that yet.

Pat Walravens: Oh, great. Thank you. And congratulations, Steve and Toby on the award.

Speaker Change: That seems like a well-planned transition.

Speaker Change: Are you guys seeing any sign that as your clients adopt

Toby Williams: And I, you know, it's hard for us to know what's going to happen from a macro perspective in terms of, you know, AI driving efficiency in the overall workforce. But as Ryan said, this last quarter, we actually saw things stabilize pretty well. So workforce levels were better last quarter than a little better than what we would have expected and pretty stable on a sequential basis. So, no early signs that that is kind of happening in the workforce today.

Speaker Change: Client Levels

Speaker Change: Yeah, so we haven't seen that.

Speaker Change: yet. And I, you know, it's hard for us to know what's going to happen from a macro perspective in terms of, you know, AI driving efficiency in the overall workforce. As Ryan said, this last quarter, we actually saw things

Ryan Glenn: Stabilized pretty well. So workforce levels were better last quarter than a little better than what we would have expected and pretty stable on a sequential basis. So no early signs that that is kind of happening in the workforce today.

Toby Williams: And I think one of the things you have to remember is just a significant part of that workforce that is in industries that will take a much longer time to be impacted from an AI perspective. And I think lots of organizations might be hiring a little bit less trying to drive efficiencies in this type of macro market. That's been evidenced by workforce levels over the last 15 months. But when we talk to our customers, and we have interactions with them, we don't really hear AI as being the primary driver of, "All right, that's great." Just a quick follow-up. What are some examples of some of those industries?

Speaker Change: And I think one of the things you got to remember is you still have a significant part of that workforce that are in industries that will take a much longer time to be impacted from an AI perspective. And I think lots of organizations might be hiring a little bit less, trying to drive efficiencies in this type of macro market that's been evidenced by workforce levels over the last 15 months. But when we talk to our customers and we have interactions with them, we don't really hear AI as being the primary driver of that.

Speaker Change: Alright, that's great. Just a quick follow-up. What are some examples of some of those industries?

Pat Walravens: Well, we're in every industry, you know, the great part about our business, nearly 40,000 clients are in every industry you can imagine, you know, restaurants, hospitality, and we really kind of line up if you took like the Dun & Bradstreet distribution of businesses, our client base lines right up over top of that. So, you know, more than half of our client workforce is hourly, as an example. And that's the case kind of across America.

Speaker Change: Well, we're in every, you know, it's a great part about our business.

Speaker Change: Nearly 40,000 clients, we're in every industry, you know, you can imagine, you know, restaurants, hospitality, and we really kind of line up if you took like the Dun & Bradstreet distribution of businesses, our client base lines right up over top of that. So

Speaker Change: You know, more than half of our client workforce is hourly, as an example, and that's the case kind of across America. So it really lines up to what you see, you know, every day.

Speaker Change: All right, great. Thank you.

Toby Williams: So, it really lines up to what you see, you know, every day. Great. Thank you. Thank you. Our next question comes from the line of Raimo Lenschow with Barclays. Your line is open. Hey, thank you. Thanks for squeezing in.

Speaker Change: Thank you.

Speaker Change: Please stand by for our next question.

Speaker Change: Our next question comes from the line of Raimo Lenschow with Barclays. Your line is open.

Raimo Lenschow: And a lot of the questions centered around like, you know, the growth questions that you've got centered around like, okay, what's the growth outlook for you, but like, I want to frame it slightly bigger. Do you think there has been a change, or do you think there's been a change in the industry growth rate? How do you see industry growth rates and how they've evolved over the last years, and how do you think about that going forward?

Raimo Lenschow: Hey, thank you. Thanks for squeezing in. A lot of the questions centered around like, you know, the growth questions that you got centered around like, okay, what's the growth outlook for you, but like, I want to frame it slightly bigger.

Speaker Change: Do you think there has been a change or do you think there's a change in industry growth rate? How do you see industry growth rate and how it's evolved over the last few years and how do you think about that going forward?

Raimo Lenschow: Well, I think if you look at earlier in our growth trajectory, you know, we were certainly relatively small in terms of that size and that opportunity. So now you've obviously got us at, you know, 1.4 billion, you've got Paycom a little larger than that, you know, ADP paychecks, UKG all still growing. And so yeah, I think there's some element of the law of large numbers.

Speaker Change: Well, I think if you look at earlier in our growth trajectory, you know, we were certainly, you know, relatively small in terms of what that size that opportunity. So now you've obviously got us at, you know, 1.4 billion, you've got Paycom, Paycom a little larger than that, you know, ADP paychecks, UKG all still grow. And so yeah, I think there's some element of the law of large numbers. And it's always like I said, it's always been kind of a competitive environment. I think you've had a macro that's been kind of uncertain overlaid on top of that.

Toby Williams: And it's always, like I said, it's always been kind of a competitive environment. I think you've had a macro that's been kind of uncertain overlaid on top of that. So, you know, we are not out there saying, hey, this is you, we think we can grow this business at 30% per year. We're talking about, can we continue to grow this business double digits on a recurring revenue basis? At the same time, can we drive profitability and margin? Because I think that's also a factor. You're trying to balance the equation.

Speaker Change: So, you know, we are not out there saying, hey, this is, we think we can grow this business at 30% per year. You know, we're talking about, can we continue to grow this business double digits on recurring revenue basis? At the same time, can we drive profitability and margin? Because I think that's also a factor. You're trying to balance the equation. And so.

Toby Williams: And so you put all that together, and you know, we think we can have kind of a great business. We outlined what those targets would look like last year, and we've made great progress over this past year to be able to get there. And we feel good about our starting point and kind of focus on beating and raising from there. Yeah, okay. Perfect.

Speaker Change: And you put all that together and, you know, we think we can have kind of a great business. We outlined what those targets will look like last year. We've made great progress over this past year to be able to get there. And we feel good about our starting point and kind of focus on beating and raising from there if we can execute.

Raimo Lenschow: Yeah, that's very clear. Thank you very much for that. And then, Ryan, one for you on capital allocation. And in the context of this answer as well, maybe, like, can you talk a little bit about how you think about things like M&A, share repurchasing, etc. From your perspective, maybe remind us where you stand there.

Speaker Change: Okay, perfect.

Speaker Change: on capital allocation. And in this context of the answer as well, maybe, like, can you talk a little bit about how you think about like M&A share repurchase and etc. From your perspective, maybe remind us on where you're standing them. Thank you.

Ryan Glenn: Thank you. Sure. So, as you remember, last quarter, we announced a $500 million share repurchase program. We repurchased $150 million of stock this past quarter. So we have $350 million remaining under that program. There's no formal expiration date, so that's something that will be available to us for the foreseeable future.

Speaker Change: Sure. So, as you remember, last quarter we announced a $500 million share repurchase program. We repurchased $150 million of stock this past quarter, so we have $350 million remaining under that program. There's no formal expiration date, so that's something that will be available to us.

Speaker Change: for the foreseeable future. So that continues to be something that we will look at closely in fiscal 25. I think for us, we have the ability to really drive a number of different priorities from a capital allocation standpoint. So having done $150 million of repurchase in the fourth quarter, we still have $400 million of cash on balance sheet.

Ryan Glenn: So that continues to be something that we will look at closely in fiscal 25. I think for us, we have the ability to really drive a number of different priorities from a capital allocation standpoint. So having done $150 million of repurchase in the fourth quarter, we still have $400 million of cash on the balance sheet.

Raimo Lenschow: We have access to a significant amount of cash within our credit facility, and we have increasing cash flow. So we will continue to look at sort of all aspects of capital allocation. Obviously, we've had a handful of acquisitions over the last few years.

Speaker Change: We have access to a significant amount of cash within our credit facility and we have increasing cash flow. So we will continue to look at sort of all aspects of capital allocation. Obviously, we've had a handful of acquisitions over the last

Raimo Lenschow: We're certainly active looking. The bar is high for us, but we're looking at things that may be strategic as well. So I feel like we're in a great position, and sort of all things are on the table because of where we are from a financial standpoint.

Speaker Change: A few years we're certainly active looking, bar is high for us, but we're looking at things that may be strategic as well. So I feel like we're in a great position and sort of all things are on the table because of where we are from a financial standpoint.

Ryan Glenn: Thank you. Thank you. Please stand by for our next question. Our next question comes from the line of Siti Panigrahi with Mizzou.

Speaker Change: Thank you.

Speaker Change: Thank you. Please stand by for our next question.

Speaker Change: Our next question comes from the line of Siti Panigrahi with Mizzou. Your line is open.

Siti Panigrahi: Your line is open. Thanks for taking my question. I just want to dig into the recurring revenue per client growth. If I see that that's two years back, growing 18% to 14% to 8% this year, and I'm in FY 24, so what are the factors influencing that? Are you seeing any kind of pricing pressure or less cross selling, or lower size, or customer size? What's driving that?

Siti Panigrahi: Thanks for taking my question. I just want to dig into the recurring revenue per client growth.

Siti Panigrahi: If I see that that's two years back growing 18% to 14% to 8% this year, I am in FY24. So what are the factors influencing that? Are you seeing any kind of pricing pressure or less cross-selling?

Speaker Change: Lower size customer size what's driving that and how should we think I think about that? revenue for client going forward

Toby Williams: And how should we think about that revenue per client going forward? Yeah, I think, as we've called out, we have largely been focused on really landing new customers and selling them more products. And so when you've got 8% client growth and you're selling those customers more product, that is a big contributor to that average revenue per customer. I think when you go back for years when, you know, it was higher, we had much higher client growth. So that's one aspect of it.

Speaker Change: Yeah, I think as we've called out, we have largely been focused on really landing new customers and selling them more product. And so when you've got 8% client growth, and you're selling those customers more product, that is a big contributed.

Speaker Change: I think when you go back for years when, you know, it was higher, we had much higher client growth. So that's one aspect. And then on top of that, we've called out the fact that we've been able to sell back to the client base pretty effectively. And so you put that together, and that's what gives us the 8% average revenue per customer growth.

Siti Panigrahi: And on top of that, we've called out the fact that we've been able to sell back to the client base pretty effectively. So, you put that all together. And that's what gives us the 8% average revenue per customer growth. I think the only thing I would add is if you go back a couple years, which I think was embedded in your question, you have periods where you saw some pretty rapid expansion within the client base from an average number of employees as companies rehired post COVID.

Speaker Change: I think, Sid, the only thing I would add is if you're going back a couple years, which I think was embedded in your question, you have periods where you saw some pretty rapid expansion within the client base from an average number of employees as companies rehired post-COVID. So that likely showed up in that year-over-year growth in recurring revenue. So you've got some elevated numbers in the fiscal 22 and 23 period that probably, when you start to normalize it, would make those numbers look more consistent with what you would have seen last year.

Siti Panigrahi: So that likely showed up in that year-over-year growth and recurring revenue. So you've got some elevated numbers in the fiscal 22 and 23 periods that, probably, when you start to normalize them, would make those numbers look more consistent with what you would have seen last year. Okay, that's fair.

Toby Williams: Now, looking at client growth, also, it assumes, I think your guidance assumes, that for the disclosure on client growth. So what sort of trends are you seeing among customers switching their payroll vendors? And what's really driving that? Because it's a displacement market. So what is causing them not to switch or to switch in this kind of environment?

Speaker Change: Okay, that's fair. Now, looking at the client growth also, it assumes, I think your guidance assumes that for the disclosure on the client growth. So what sort of trends are you seeing among customers switching their payroll vendors? And what's really driving that? Because it's a displacement market.

Speaker Change: So what is causing them not to switch or to switch in this kind of environment?

Toby Williams: Yeah, I think you're trying to get at the same question of, you know, what does the growth model look like on a going forward basis for this business? You know, we're at 1.4 billion in revenue. And we feel like we can continue to grow this business on a recurring revenue basis by double digits. I think that's, that's what we're talking about doing. And at the same time, we can increase profitability; the size of the opportunity is big enough. As you mentioned, everybody has to get paid in some way.

Speaker Change: Yeah, I think you're trying to get at the same question of, you know, what does the growth model look like on a go-forward basis for this business? You know, we're at $1.4 billion in revenue, and we feel like we can continue to grow this business on a recurring revenue basis, double digits. I think that's what we're talking about doing, and at the same time, we can increase profitability. The size of the opportunity is big enough. As you mentioned, everybody has to get paid some way, so the payroll component is often displacement. We then try to add additional products beyond that, and so we feel like we're approaching this with a growth priority, but a fairly balanced view on profitability going forward, and we think there's still a really big TAM for us to attack.

Siti Panigrahi: So the payroll component of it is often displacement; we then try to add additional products beyond that. And so we feel like we're approaching this with a growth priority but a fairly balanced view on profitability going forward. And we think there's still a really big TAM for us to attack. Thank you. Thank you. Please stand by for our next question. Our next question comes from the line with Kevin McVeigh with UBS. Your line is open. Great, thank you so much.

Speaker Change: Thank you.

Speaker Change: Thank you. Please stand by for our next question.

Speaker Change: Our next question comes from Alarm's Kevin McGee with UBS. Your line is open.

Kevin Mcveigh: Following up on the 25 guidance, it looks like the recurring revenue is outpacing the float, but it looks like EBITDA. Second, Solid, where's the leverage?

Kevin McGee: Great, thank you so much. Following up on the 25 guidance, it looks like the recurring is...

Speaker Change: Alpishing

Kevin McGee: The flow that it looks like the EBITDA is a little bit better and all things equal I would think floats a little bit higher margin. Anything to reconcile like where's the leverage coming in just you know given them it looks like on a relative basis again the cores outpacing the float a little bit just any puts and takes on how that flows to the EBITDA?

Ryan Glenn: Sure, so in the guidance, both in the prepared remarks as well as in the earnings release, we provided a recurring revenue guide, a total revenue guide, so the delta there is going to be the interest income expectations. And then we gave adjusted EBITDA as well as adjusted EBITDAX interest income on client health funds, so you're able to see all the puts and takes.

Speaker Change: Sure, so I think in the guidance, both in the prepared remarks as well as the earnings release, we provided a recurring revenue guide, a total revenue guide, so the delta there is going to be the interest income expectations, and then we gave adjusted EBITDA as well as adjusted EBITDA X interest income on client health funds, so you're able to see all the puts and takes. I think if you look at those pieces, we're guiding to about 50 basis points of adjusted EBITDA leverage X float. When you include the impact of the four rate cuts assumed in the guide, you do see adjusted EBITDA margins going backwards a touch because of those four rate cuts embedded in the guide.

Kevin Mcveigh: I think if you look at those pieces, we're guiding to about 50 basis points of adjusted EBITDA leverage X float. When you include the impact of the four rate cuts assumed in the guide, you do see adjusted EBITDA margins going backwards a touch because of those four rate cuts embedded in the guide. Thank you.

Operator: Please stand by for our next question. Our next question comes from a line from Jason Celino with Key. Your line is open. Yeah, thanks for taking my question. Maybe if we kind of go back to cities, you know, logic and reasoning.

Speaker Change: Okay, thank you.

Speaker Change: Thank you.

Speaker Change: Will you stand by for our next question?

Speaker Change: Our next question comes from a line of Jason Celino with Key, your line is open.

Jason Celino: Yeah, thanks for taking my question. Maybe if we kind of go back to the cities, you know, logic and reasoning. So if we think about the current environment.

Jason Celino: So if we think about the current environment, in any normal year, we would say that there's a finite number of customers who would be willing to evaluate, you know, switching payroll providers, and then, Would you find that that number that that propensity to switch has been reduced in this type of environment and increased in a better environment? kind of increase. Sure.

Speaker Change: In any normal year, would you say that there's a finite number of customers who would be willing to evaluate, you know, switching payroll providers? And then would you find that that number, that

Speaker Change: The propensity to switch has been reduced in this type of environment and in a better environment it would kind of increase.

Toby Williams: So we have, you know, just shy of 40,000 customers. The market for us is over a million customers. And yes, so in any given year, there are a fair number of customers that would consider changing. Sometimes, you can convince a customer to change when they were not considering a change. So I'm not sure that's completely formulaic. And then there are cycles, whether they're economic cycles; we've also seen compliance cycles where certain laws and rules come in place that create more of a burden for customers. So there can be some cyclical nature to what happens.

Speaker Change: Sure. So we have, you know, just shy of 40,000 customers, the market for us is over a million customers.

Speaker Change: And yes, so in any given year, there's a fair number of customers that would consider change. Sometimes you can convince a customer to change when they're not considering a change. So I'm not sure that's completely formulaic. And then there are cycles, whether they're economic cycles. We've also seen compliance cycles where certain laws and rules come in place that create more of a burden for customers. So there can be some cyclical nature to what happens. And then, of course, macro. You know, maybe I'm less inclined when the macro environment is a little bit tougher. But still, a lot of customers go through change there. So yeah, I think that's absolutely the case.

Jason Celino: And then, of course, macro, you know, maybe I'm less inclined when the macro environment is a little bit tougher, but still, a lot of customers go through change there. So yeah, I think that's absolutely the case. I think we've called out over the last 12 months that, from a macro perspective, it has been, a little bit of a tougher environment, taking people a little bit longer to make decisions. But we've called out this quarter and last quarter that top of the funnel activity has been pretty good. And we obviously had a pretty, pretty nice beat in this last quarter.

Speaker Change: We've called out this quarter and last quarter that top of funnel activity has been pretty good. And we obviously had a pretty nice beat this last quarter. So right now we're feeling like a more normalized environment than maybe it was six months ago.

Toby Williams: So right now, we're feeling like a more normalized environment than maybe it was six months ago. Okay, and then you're a little more insulated because you have a junior end, but do SMBs, you know, care about the election in terms of their spending or payroll? You know, you know, intentions, not from like a hiring standpoint but from like a software standpoint, I don't think that's something that we've necessarily observed in the past; it's probably just a broader macro than, you know, specifically in elections. Okay, thank you.

Speaker Change: I don't think that's something that we've necessarily observed in the past, it's probably just broader macro than, you know, specifically an election.

Deputy: Deputy, if you're on mute.

Speaker Change: [inaudible]

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Speaker Change: [inaudible]

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Jason Celino: Thank you. Please stand by for our next question. Our next question comes from the line of Zachary Gunn with FT Partners. Your line is open. Jeff, I see if you're on mute. Zachary, your line is open. Check to see if you're on mute.

Speaker Change: Hello and thank you for standing by. Welcome to Paylocity Holdings Corporation's fourth quarter 2024 fiscal year results.

Speaker Change: At this time, all participants are on a listen-only mode.

Speaker Change: After the speaker's presentation, there will be a question and answer session.

Speaker Change: To ask a question during this session, you will need to press star 11 on your telephone. You will then hear an automated message advising your hand is raised. To withdraw your question, please press star 11 again.

Operator: All right, a response from Mr. Gunn. Do we have any other questions? I'm showing no further questions in the queue.

Speaker Change: I would now like to turn the call over to Ryan Glenn. Sir, you may begin.

Operator: I would now like to turn the call back over to management for closing remarks. Well, I wanted to just say thank you very much for all of you with your interest in Paylocity this quarter and over the last 17 years. And my final, you know, remarks are that I'm not going anywhere. That's the big message.

Ryan Glenn: Good afternoon and welcome to Paylocity's earnings results call for the fourth quarter of fiscal year 24, which ended on June 30th, 2024. I'm Ryan Glenn, Chief Financial Officer, and joining me on the call today are Steve Beauchamp and Toby Williams, co-CEOs of Paylocity.

Speaker Change: Today, we will be discussing the results announced in our press release issued after the market closed. A webcast replay of this call will be available for the next 45 days on our website under the Investor Relations tab. Before beginning, we must caution you that today's remarks, including statements made during the question and answer session, contain forward-looking statements.

Steve Beauchamp: I'm excited about Paylocity and what we're going to be able to do. I'm excited about Toby and the team that we have driving the success going forward. So I look forward to continued conversations. Have a great day, everybody.

Ryan Glenn: These statements are subject to numerous important factors, risks, and uncertainties, which could cause actual results to differ from the results implied by these or other forward-looking statements.

Speaker Change: For additional information, please refer to our filings with the Securities and Exchange Commission for the risk factors contained therein and other disclosures. We do not undertake any duty to update any forward-looking statements.

Speaker Change: Also, during the course of today's call, we will refer to certain non-GAAP financial measures. We believe that non-GAAP measures are more representative of how we internally measure the business, and there is a reconciliation schedule detailing these results currently available in our press release, which is located on our website at paylocity.com, under the Investor Relations tab, and filed with the Securities and Exchange Commission.

Speaker Change: Please note that we are unable to reconcile any forward-looking non-GAAP financial measure to the directly comparable GAAP financial measure because the information which is needed to complete a reconciliation is unavailable at this time without unreasonable effort.

Operator: Ladies and gentlemen, this concludes today's conference call. Thank you for your participation. You may now disconnect. ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ?? ??.

Speaker Change: Please let me know if you'd like to schedule time with us at any of these events. With that, let me turn the call over to Steve.

Operator: ... Hello, and thank you for standing by. Welcome to Paylocity Holdings Corporation's fourth quarter 2024 fiscal year results. At this time, all participants are in a listen-only mode.

Steve: Thank you, Ryan, and thanks to all of you for joining us on our fourth quarter in fiscal 24 earnings call. Our differentiated value proposition of providing the most modern software in the industry continues to resonate in the marketplace and help drive recurring revenue growth of 15 percent and total revenue growth of 16 percent in Q4.

Speaker Change: For Fiscal 24, recurring revenue grew 17% over Fiscal 23, and total revenue grew 19% and finished at $1.4 billion.

Speaker Change: Our solid results were once again driven by both adding new clients and employees and increasing average revenue per client. We ended fiscal 24 with 39,050 clients compared to 36,200 at the end of last fiscal year, an increase of 8%.

Speaker Change: Additionally, our average number of employees per client increased to over 150, given our continued upmarket success.

Speaker Change: Average recurring revenue per client was nearly $33,000 in fiscal 24 compared to just over $30,000 in fiscal 23, an increase of approximately 8% as a result of increasing product attach rates across our client base.

Speaker Change: We continue to attach more product at the time of sale, and have realized increased success selling back into existing clients, as our products focused on the modern workforce resonate across our entire client base, with learning management, recognition and rewards, and employee voice seeing particular success.

Speaker Change: Our sustained investment in product development allows us to continue to expand our product suite, evidenced by the release of several new premium offerings and feature enhancements in Fiscal 24, including recognition and rewards.

Speaker Change: Employee Voice.

Speaker Change: Advanced Scheduling, MarketPay, AI-Driven Personalized Learning Plans, and our NextGen mobile app.

Speaker Change: We are pleased with the early traction of these new product offerings, highlighted by more than 30,000 market job searches within MarketPay.

Speaker Change: Over 500,000 AI-assisted platform interactions, and our mobile app ranking is one of the highest in the software industry, with the majority of employee interactions on the platform now occurring via mobile.

Speaker Change: Our commitment to product development continues to be recognized in the market with Paylocity recently being ranked as an overall leader for 10 product categories in G2's Summer 2024 Grid Reports. Listed as the best payroll and software combo by Forbes Advisor,

Speaker Change: Named as TrustRadius' top-rated HR management software platform for the second year in a row and recognized in Gartner PeerInsight's 2024 Voice of the Customer for Cloud HCM Suites for 1,000-plus employee enterprises.

Speaker Change: I would now like to pass the call to Toby to provide further color on the quarter and fiscal 24.

Toby: Thanks, Steve. As Steve highlighted, in Fiscal 24, we continued our investments in R&D to further grow our differentiated value proposition of providing the most modern software in the industry and increased our PEPUI by more than 10% with the introduction of new premium products and feature enhancements.

Speaker Change: And we're excited to continue this trend with the launch of headcount planning later in Fiscal 25.

Toby: In Q4 and Fiscal 24, our differentiated position was reflected in solid sales execution, and we have continued investing in our go-to-market functions to carry this momentum into Fiscal 25 across sales, marketing, and channels.

Toby: Coming into Fiscal 25, we expanded our sales force by 8% to 885 sales reps and will be focused on continuing to drive productivity and efficiency across our teams.

Speaker Change: Consistent with prior years, we are pleased to be fully staffed to begin Fiscal 25. We continue to successfully attract the best talent in the industry, and we believe that we are well positioned for the fiscal year.

Speaker Change: We've also continued to invest in our marketing and channel efforts to support our sales teams throughout Fiscal 25, including the recent release of our new Benefits Decision Support Enhancement to help continue driving further differentiation and value to our clients and Broker Channel, which once again delivered 25% plus of our new business in Q4 and Fiscal 24.

Speaker Change: Revenue retention also remains strong at greater than 92% and we remain committed to continuing to invest in our service and support teams to deliver world-class service to our clients.

Speaker Change: The strong culture at Paylocity continued to be recognized this fiscal year as we were recently named one of Forbes Best Employers for Diversity for the third year in a row, received ATD's Best for Employee Talent Development Award, and earned the Great Place to Work certification for the seventh consecutive year.

Speaker Change: Our strong culture, industry-leading software, and exceptional sales and operational execution would not be possible without the dedication and commitment of our over 6,000 employees. As we close out a very strong Fiscal 24, I'd like to thank all of our people and teams for a fantastic year.

Toby: I would now like to pass the call to Ryan to review the financial results in detail and provide Fiscal 25 guidance.

Ryan Glenn: Thanks Toby. Recurring revenue for the fourth quarter was $324.7 million, an increase of 15%, with total revenue up 16% from the same period last year.

Ryan Glenn: As Toby noted, our sales team had another solid quarter, and we were pleased to come in $5.5 million above the top end of our revenue guidance, with the majority of our Q4 beat coming from recurring and other revenue.

Speaker Change: Adjusted EBIT after the fourth quarter was $120.2 million or 33.6% margin and exceeded the top end of our guidance by $13.1 million.

Ryan Glenn: For Fiscal 24, Adjusted EBITDA was $505.6 million, or a 36% margin, and an increase of 35% on a dollar basis from Fiscal 23, resulting in leverage of 410 basis points.

Speaker Change: Excluding the impact of interest income on funds held for clients, adjusted EBITDA margin for Fiscal 24 was 30%, reflecting operating leverage of 280 basis points versus Fiscal 23.

Ryan Glenn: Excluding the impact of interest income on funds held for clients, we drove 170 basis points of operating free cash flow leverage in fiscal 24 to 14.4% margin.

Ryan Glenn: Given our increased profitability and limited remaining NOLs and credits, we expect to become a full cash taxpayer in fiscal 25, which will create a free cash flow margin headwind in fiscal 25. But we remain confident in our ability to continue expanding free cash flow margin in the coming years.

Ryan Glenn: We continue to make significant investments in research and development, and to understand our overall investment in R&D, it is important to combine both what we expense and what we capitalize.

Ryan Glenn: On a combined, non-GAAP basis, total R&D investments were 14.6% of revenue in the fourth quarter, and on a full-year basis, total R&D investments were 14.2% of revenue.

Ryan Glenn: On a dollar basis, our year-over-year investment in total R&D increased by 18% in Fiscal 24 when compared to Fiscal 23.

Ryan Glenn: We continue to believe our investments in R&D provide us with valuable product differentiation and the ability to drive future growth as we deliver the most modern platform in the industry.

Ryan Glenn: On a non-GAAP basis, sales and marketing expenses were 22.5% of revenue in the fourth quarter and 21.2% of revenue in fiscal 24.

Ryan Glenn: On a non-gap basis, G&A costs were 9.6% of revenue in the fourth quarter versus 10.7% in the same period last year.

Ryan Glenn: Full-year G&A costs were 9.3% of revenue as compared to 11% in Fiscal 23, representing 170 basis points of leverage, and we remain focused on consistently leveraging G&A expenses on an annual basis.

Ryan Glenn: Briefly covering our gap results, for Q4, gross profit was $240.4 million, operating income was $62.9 million, and net income was $48.8 million. For the full year, gross profit was $960.8 million, operating income was $260.1 million, and net income was $206.8 million.

Ryan Glenn: In regard to funds held for clients and interest income, our average daily balance of client funds was $2.8 billion in Q4 and $2.6 billion for fiscal 24.

Ryan Glenn: We are estimating the average daily balance will be approximately $2.5 billion in Q1 of fiscal 25 with an average annual yield of approximately 450 basis points, representing approximately $28 million of interest income on client-held funds in Q1.

Ryan Glenn: On a four-year basis, we are estimating the average daily balance will be $2.75 billion in fiscal 25, with an average yield of approximately 390 basis points, representing approximately $107 million of interest income on funds held for clients.

Ryan Glenn: In regards to interest rates, our guidance assumes four 25 basis point rate cuts during fiscal 25, with a cut assumed in September , November , March, and May reflected in guidance.

Ryan Glenn: As a reminder, we have $350 million remaining under our Share Your Purchase Program.

Ryan Glenn: We also closed Q4 with $401.8 million in cash and cash equivalents on our balance sheet.

Ryan Glenn: and are committed to driving incremental leverage in stock-based comp annually going forward.

Ryan Glenn: Finally, I'd like to provide our financial guidance for Q1 and full Fiscal 25, which includes the impact of the four 25-basis point interest rate cuts in Fiscal 25, as mentioned earlier, and roughly flat workforce levels in Fiscal 25 versus Fiscal 24.

Ryan Glenn: And total revenue is expected to be in the range of $353.5 million to $358.5 million for approximately 12.1% growth over first quarter fiscal 24 total revenue.

Ryan Glenn: Adjusted EBITDA is expected to be in the range of $116.5 million to $120.5 million.

Ryan Glenn: In adjusted EBITDA, excluding interest income on funds held for clients is expected to be in the range of $88.5 million to $92.5 million, which represents approximately 60 basis points of leverage over Q1 of fiscal 24.

Ryan Glenn: And for fiscal year 25, recurring and other revenue is expected to be in the range of $1.405 billion to $1.420 billion, or approximately 10.2% growth over fiscal 24 recurring and other revenue.

Ryan Glenn: Total revenue is expected to be in the range of $1.512 billion to $1.527 billion or approximately 8.3% growth over fiscal 24.

Ryan Glenn: Adjusted EBITDA is expected to be in the range of $533 million to $543 million.

Ryan Glenn: Despite the macro headwinds we face in 2024, we are pleased to finish the year with 19% total revenue growth, 17% recurring revenue growth, and an adjusted EBITDA margin of 36%, and a Rule 55 overall performance.

Ryan Glenn: As we kick off Fiscal 25, we remain confident in our differentiated value proposition, go-to-market strategy, operational strength, and product roadmap.

Ryan Glenn: We have a high level of confidence in our ability to continue driving durable revenue growth and increasing margins as we execute against our multi-year goal of achieving $2 billion in total revenue.

Ryan Glenn: I would now like to turn the call over to Steve for final remarks.

Steve: Thanks, Ryan. As announced in our earnings release, I'm excited to move into the role of Executive Chairman of the Board, effective August 5th. This is the natural evolution of the co-CEO model we put in place in March of 2022.

Steve: I have full confidence that under Toby's leadership as President and CEO , Paylocity will continue its market-leading position.

Steve: My role as Executive Chairman will allow me to continue to focus on product and corporate strategy while working closely with Toby and the Paylocity leadership team to continue delivering the most modern platform in the industry.

Steve: As Executive Chairman, I will continue to dedicate my time and energy to Paylocity, including participating on all future earnings calls. Looking back, I'm very proud of everything we have accomplished, and I'm very excited about our future opportunities. With that, we are ready for questions.

Speaker Change: Thank you. Ladies and gentlemen, as a reminder to ask a question, please press star 1-1 on your telephone and then wait to hear your name announced.

Ryan Glenn: To withdraw your question, please press star 1 1 again. I would now like to turn the call over to Ryan Glenn. Sir, you may begin. Good afternoon, and welcome to Paylocity's earnings results call for the fourth quarter of fiscal year 24, which ended on June 30, 2024. I'm Ryan Glenn, Chief Financial Officer, and joining me on the call today are Steve Beauchamp and Toby Williams, co-CEOs of Paylocity. Today we will be discussing the results announced in our press release issued after the market closed.

Ryan Glenn: A webcast replay of this call will be available for the next 45 days on our website under the Investor Relations tab. Before beginning, we must caution you that today's remarks, including statements made during the question and answer session, contain forward-looking statements. These statements are subject to numerous important factors, risks, and uncertainties, which could cause actual results to differ from the results implied by these or other forward-looking statements. Also, these statements are based solely on present information and are subject to risks and uncertainties that can cause actual results to differ materially from those projected in the forward-looking statement. For additional information, please refer to our filings with the Securities and Exchange Commission for the risk factors contained therein and other disclosures. We do not undertake any duty to update any forward-looking statement.

Speaker Change: To withdraw your question, please press star 11 again. Please stand by while we compile the Q&A roster.

Speaker Change: Our first question comes from the line of Brad Reback with CFO . Your line is open.

Ryan Glenn: And thanks to all of you for joining us on our fourth quarter and fiscal 24 earnings call. Our differentiated value proposition of providing the most modern software in the industry continues to resonate in the marketplace and help drive recurring revenue growth of 15% and total revenue growth of 16% in Q4. For fiscal 24, recurring revenue grew 17% over fiscal 23, and total revenue grew 19% and finished at $1.4 billion. Our solid results were once again driven by both adding new clients and employees and increasing average revenue per client. We ended fiscal 24 with 39,050 clients, compared to 36,200 at the end of last fiscal year, an increase of 8%.

Steve Beauchamp: Additionally, our average number of employees per client increased to over 150, given our continued upmarket success. Average recurring revenue per client was nearly $33,000 in fiscal 24 compared to just over $30,000 in fiscal 23, an increase of approximately 8% as a result of increasing product attach rates across our clients. We continue to attach more products at the time of sale and have realized increased success selling back into existing clients as our products focused on the modern workforce resonate across our entire client base, with learning management, recognition, and rewards, and employee voice seeing particular success.

Brad Reback: Great, thanks very much and Steve, it's been a great run and I know it'll continue. Given your experience, Steve and Toby, in the market for as long as you've been in it,

Speaker Change: Can you help frame up what's going on? Obviously growth is meaningfully decelerated across the industry. Is this purely cyclical or are there some secular issues at play here as well? Thanks.

Steve: certainly has been impactful. We've called out the most recent impact in terms of, you know, whether it was employees on the platform or some of the economic headwind we saw in the sales cycle. We see, you know, certainly some impact from that. And so I think you get to a bit of a new normal where we still have an opportunity to be a growth company focused on that $2 billion target, and at the same time, we've shifted our focus to driving, you know, profitability. And so balancing that equation, I think when you put all that together, we're still pretty excited about the story that we've got in front of us and the size of the opportunity.

Speaker Change: That's great. Thanks very much.

Speaker Change: Thank you.

Speaker Change: Please stand by for our next question.

Steve Beauchamp: Our commitment to product development continues to be recognized in the market, with Paylocity recently being ranked as an overall leader for 10 product categories in G2's Summer 2024 grid reports, listed as the best payroll and software combo by Forbes Advisor, named as TrustRadius' top-rated HR management software platform for the second year in a row, and recognized in Gartner PeerInsight's 2024 Voice of the Customer for cloud HCM I would now like to pass the call to Toby to provide further color on the quarter and fiscal 2020. Thanks, Steve.

Speaker Change: Our next question comes from the line of Samad Samana with Jefferies. Your line is open.

Toby Williams: As Steve highlighted, in Fiscal 24, we continued our investments in R&D to further grow our differentiated value proposition of providing the most modern software in the industry and increased our PEPUI by more than 10% with the introduction of new premium products and feature enhancements. And we're excited to continue this trend with the launch of headcount planning later in Fiscal 25. In Q4 and Fiscal 24, our differentiated position was reflected in solid sales execution, and we have continued investing in our go-to-market functions to carry this momentum into Fiscal 25 across sales, marketing, and channels.

Steve: So I think this is the stuff that I'm the best at, to be quite honest with you, it gives me an opportunity to focus on that, and I think the second part is I've got a tremendous amount of confidence in both Toby and the team of executives that we have around so that I feel like I'm in a position to do that.

Steve: Thank you.

Speaker Change: Thank you. Please stand by for our next question.

Speaker Change: Our next question comes from the line of Scott Berg with Needleman Company. Your line is open.

Speaker Change: Hi everyone and Steve good luck on the on the next step and Toby I hope you have really big broad shoulders. You might need them.

Speaker Change: [inaudible]

Speaker Change: A couple questions for me. Let's start off with the guidance for the year. The guidance would, at least to me, imply subscription revenue growth of...

Speaker Change: Sub-10% Exiting the Year

Speaker Change: How do we think about, you know, kind of breaking that down a little bit between ARPU growth and net new customer ads, your, you know, your growth between accounts and customers pretty balanced this last year, you know, roughly 8% in each of those categories, but if we're going to be in the sub 10% category, how do we think about what that kind of blend looks like?

Speaker Change: Hey Scott, I mean I think you saw a pretty balanced performance this last year and I think that came from

Speaker Change: You know, the result of executing pretty well from a go-to-market perspective, you know, driving, I think.

Speaker Change: A ton of new products to market over the course of the last, you know, call it year and a half or so and having having success with those products both in terms of

Speaker Change: Attached to new deals and then being able to sell back into the customer base and I think ultimately then we also had strong execution from an operations perspective and providing service to our clients. So I think, you know, had a pretty balanced year, as you know, those numbers in the mix has pushed around.

Speaker Change: It would drive from a product execution and from an attach and penetration perspective and then ultimately, same thing, from an ops standpoint, delivering world-class service to our clients.

Speaker Change: Yeah, I think it's it has changed. The mix is different every single year. You know, we're I think we're happy with the result from a balanced perspective in fiscal 24. And I think as we jump into 25, it's it's continuing to drive on those three things.

Speaker Change: Understood. Helpful. And then, Toby, I think you noted that your sales capacity is up 8% year-over-year. Going into this year, you're fully staffed for the busy selling season. But how do we think about your investments here going forward through the balance of your fiscal year here? What have you contemplated for capacity growth?

Toby Williams: Coming into fiscal 25, we expanded our sales force by 8% to 885 sales reps, and we'll be focused on continuing to drive productivity and efficiency across our. Consistent with prior years, we are pleased to be fully staffed to begin fiscal 25.

Speaker Change: You know, in the next spring, and then how flexible are those plans, assuming that the macro might potentially change both one way or the other?

Toby: Yeah, I think we've maintained a fair amount of flexibility as we go through the course of Fiscal 25. And I think that's been, that's certainly been our thinking and what we've said over the last couple of quarters. And I think the

Toby: Recognition coming into 25 was that, you know, we want to be right-sized for the opportunity in front of us in terms of go-to-market capacity, and as Steve said, I think we feel really good about the opportunity out there in the market.

Steve: Coming in with, you know, 8% year-over-year growth in reps, I think, allows us to press on the productivity levers as well, as we've launched a lot of new product, we feel really good about the go-to-market motion, and, you know, I think coming in fully staffed with the ability to attract, I think, the best

Steve: Sales and go-to-market talent in the industry, I think we feel really good about how we're positioned coming into the year, and if we get an uplift in terms of what the macro looks like, I think we have the flexibility that would allow us to even move that up from where we're starting and coming into the fiscal year.

Speaker Change: Great. Very helpful. Thanks for taking my questions.

Speaker Change: Thank you.

Speaker Change: Please stand by for our next question.

Speaker Change: Our next question comes from the line of Mark Marcon with Baird. Your line is open.

Ryan Glenn: But we remain confident in our ability to continue expanding our free cash flow margin in the coming years. We continue to make significant investments in research and development. To understand our overall investment in R&D, it is important to combine both what we expense and what we capitalize. On a combined, non-GAP basis, total R&D investments were 14.6% of revenue in the fourth quarter, and on a full-year basis, total R&D investments were 14.2% of revenue.

Mark Marcon: Good afternoon and thanks for taking my questions. Steve, it has been a

Ryan Glenn: And we remain focused on consistently leveraging G&A expenses on an annual basis. Briefly, our gap results for Q4 were gross profit of $240.4 million, operating income of $62.9 million, and net income of $48.8 million. For the full year, gross profit was $960.8 million, operating income was $260.1 million, and net income was $206.8 million.

Ryan Glenn: In regard to funds held for clients and interest income, our average daily balance of client funds was $2.8 billion in Q4 and $2.6 billion for fiscal 2014. We are estimating the average daily balance will be approximately $2.5 billion in Q1 of Fiscal 25, with an average annual yield of approximately 450 basis points, representing approximately $28 million of interest income on client-held funds in Q1. On a four-year basis, we are estimating the average daily balance will be $2.75 billion in fiscal 25, with an average yield of approximately 390 basis points, representing approximately $107 million of interest income on funds held for clients. Regarding interest rates, our guidance assumes four 25 basis point rate cuts during fiscal 25, with a cut assumed in September, November, March, and May reflected in guidance.

Ryan Glenn: Additionally, given the confidence we have in our business and our strong cash flows, we repurchased approximately 1.1 million shares of common stock at an average price of $142.82 per share for $150 million in aggregate repurchases during Q4. As a reminder, we have $350 million remaining under our Share Your Purchase program. We also closed Q4 with $401.8 million in cash and cash equivalents on our balance. In Fiscal 24, we also drove 200 basis points of leverage in stock-based compensation expense.

Ryan Glenn: And in Fiscal 25, we expect to drive continued leverage in stock-based compensation towards our target of less than 10% of revenue, and we are committed to driving incremental leverage in stock-based compensation annually going forward. Finally, I'd like to provide our financial guidance for Q1 and full Fiscal 25, which includes the impact of the four 25-basis point interest rate cuts in Fiscal 25, as mentioned earlier, and roughly flat workforce levels in Fiscal 25 versus Fiscal 24.

Mark Marcon: a tremendous run and glad that you're going to stay and Toby, congrats.

Ryan Glenn: In adjusted EBITDA, excluding interest income on funds held for clients, is expected to be in the range of $88.5 million to $92.5 million, which represents approximately 60 basis points of leverage over Q1 of fiscal 24. And for fiscal year 25, recurring and other revenue is expected to be in the range of $1.405 billion to $1.420 billion, or approximately 10.2% growth over fiscal 24 recurring and other revenue. Total revenue is expected to be in the range of $1.512 billion to $1.527 billion, or approximately 8.3% growth over fiscal 2014.

Ryan Glenn: Adjusted EBITDA is expected to be in the range of $533 million to $543 million. Adjusted EBITDA excluding interest income on funds held for clients is expected to be in the range of $426 million to $436 million, which represents approximately 50 basis points of leverage over fiscal 24.

Ryan Glenn: Despite the macro headwinds we faced in 24, we're pleased to finish the year with 19% total revenue growth, 17% recurring revenue growth, an adjusted EBITDA margin of 36%, and a Rule 55 overall performance. As we kick off fiscal 25, we remain confident in our differentiated value proposition, go-to-market strategy, operational strength, and product roadmap, and we have a high level of confidence in our ability to continue driving durable revenue growth and increasing margins as we execute against our multi-year goal of achieving $2 billion in total revenue. I would now like to turn the call over to Steve for his final remarks. Thanks, Ryan.

Toby: in terms of taking on the sole role.

Speaker Change: I'm wondering, with regards to the comments on the back-to-base motion, can you tell us how big the internal...

Speaker Change: the internal sales group is in terms of that back-to-base motion, and how much, when we take a look at the bookings over the course of this year, how much was from new logos versus upsells into the existing base, and how do you think that could trend?

Operator: Please stand by while we compile the Q&A roster. Our first question comes from the line of Brad Reback with CFO. Your line is open. Great, thanks very much.

Speaker Change: Yeah, I mean, maybe just start with a little bit of the history. I think if you go back to our back-to-base motion, really would have...

Steve Beauchamp: Is this purely Cyclical, or are there some secular issues at play here as well? Thanks. Sure, I'll start, Brad.

Speaker Change: You know started in earnest coming off of ACA and that was a you know coming out of I think 2016 you know time general time frame wise and yeah, I think that was a that was really the start of of that motion and

Speaker Change: I think we've continued to invest in that, more so every single year.

Speaker Change: And part of that is we've grown the client base, part of that is we've also grown the product set that we have available to sell back into the base and deliver incremental value to our existing clients, and I think that's been

Speaker Change: That's been the direction of it over the last handful plus of years and in most years we've invested.

Speaker Change: The headcount growth in that team has been higher than the overall, coming off a smaller base then and a bigger one now.

Speaker Change: That's been the investment philosophy. I think it's paid off really well for us, both in terms of being able to drive incremental product detachment, penetration, and incremental revenue growth. But it's still, you know...

Steve Beauchamp: We see, you know, certainly some impact from that. And so I think you get to a bit of a new normal where we still have an opportunity to be a growth company focused on that $2 billion target. And at the same time, we've shifted our focus to driving profitability. And so we're balancing that equation. I think when you put all that together, we're still pretty excited about the story that we've got in front of us and the size of the opportunity. That's great. Thanks very much.

Speaker Change: Smaller on a relative basis to our focus on going after new logos and new business in the market and you know, I think that's

Speaker Change: can you say like how how big it is in terms of the

Speaker Change: The incremental bookings that you had this year relative to the total bookings and where that could ultimately go?

Speaker Change: Yeah, I don't think we've done that with any of our different teams, but I guess I'll try to give you a pretty good directional view of how we've thought about the opportunity.

Speaker Change: From a strategy perspective and then into the execution, I think...

Speaker Change: Great. And then can you just comment with regards to...

Speaker Change: You mentioned success in terms of...

Speaker Change: Engagement Tools, LMS is getting good upsells. On some of the upsells, obviously some of them are you're pioneering and they didn't exist before, not broadly available, but things like LMS which have been around, are you displacing other players or are some of your clients just basically saying, hey this

Speaker Change: This sounds like a great tool that we haven't used before.

Speaker Change: Yeah, I think as we think about our new product strategy, you can kind of fit it into a couple buckets. So one ends up being kind of an innovation in the market where we're often first to market and we're able to sell that as a new module. And then the second category probably refers to kind of LMS or even think about that as scheduling plus, where we have an existing offering and we've enhanced it to a point where there's additional capabilities that we think we can monetize and bundle. And so LMS was a new bundle that we had with additional content that was available from a compliance perspective for customers that they saw value in. So we have the opportunity there to sell that to new customers as they come on board, but we also have the opportunity to go back to customers. And so as we think about the product opportunity going forward, we look for both of those opportunities.

Operator: Thank you. Please stand by for our next question. Our next question comes from the line of Samad Samana with Jefferies. Your line is open. Hi, this is Mason Marrion on First Mod.

Speaker Change: Great, thank you.

Speaker Change: Thank you. Will you stand by for our next question?

Speaker Change: Our next question comes from the line of Brian Peterson with Raymond James. Your line is open.

Steve Beauchamp: I think internally, Toby has been co-CEO now for over two years, and I have been gradually transitioning different functions to him. This past year, I've largely been focused on our product and technology organization. So that will obviously transition to him formally, and that team will report to him.

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