Q3 2025 Box Inc Earnings Call
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Abby: Ladies and gentlemen, good afternoon and thank you for standing by. My name is Abby and I will be your conference operator today.
Abby: At this time, I would like to welcome everyone to the Box 3rd Quarter Fiscal 2025 Earnings Conference Call. All lines have been placed on mute to prevent any background noise.
Abby: After the speaker's remarks, there will be a question and answer session. If you would like to ask a question during that time, simply press the star key followed by the number 1 on your telephone keypad. If you would like to withdraw your question, press star 1 a second time.
Speaker Change: Thank you, and I would now like to turn the conference over to Cynthia Hiponia, Vice President of Investor Relations. You may begin.
Speaker Change: Good afternoon and welcome to BOCS's third quarter fiscal 2025 earnings conference call. I'm Cynthia Hiponia, Vice President, Investor Relations.
Speaker Change: On the call today, we have Aaron Levie, Box co-founder and CEO, and Dylan Smith, Box co-founder and CFO. Following our prepared remarks, we will take your questions.
Speaker Change: Today's call is being webcast and will also be available for replay on our Investor Relations website at boxinvestorrelations.com. Our webcast will be audio only, however supplemental slides are now available for download from our website.
On this call, we will be making forward-looking statements, including...
Speaker Change: Our fourth quarter and full year fiscal 2025 financial guidance and our expectations regarding our financial performance for fiscal 2025 and future periods.
including gross margins, operating margins, operating leverage.
Speaker Change: Our expectations regarding the size of our market opportunity, our planned investments, future product offerings, and growth strategies, our ability to achieve our revenue, operating margins, and other operating model targets.
Speaker Change: The Timing and Market Adoption of and Benefits from our New Products, Pricing Models, and Partnerships.
the proceeds from the sale of our data center equipment.
Speaker Change: Our ability to address enterprise challenges and deliver cost savings for our customers. The impact of the macro environment on our business and operating results. And our capital allocation strategies, including potential repurchase of our common stock.
Speaker Change: These statements reflect our best judgment based on the factors currently known to us, and actual events or results may differ materially.
Speaker Change: Please refer to our earnings press release filed today and the risk factors and documents we filed with the Securities and Exchange Commission including our most recent quarterly report on 410Q for information on the risks and uncertainties that may cause actual results to differ materially from statements made on this earnings call.
Speaker Change: These forward-looking statements are being made as of today, December 3rd, 2024, and we disclaim any obligation to update or revise them should they change or cease to be up-to-date.
Speaker Change: In addition, during today's call, we will discuss non-GAAP financial measures. These non-GAAP financial measures should be considered in addition to, not as a substitute for, or in isolation from our GAAP results.
Speaker Change: You can find additional disclosures regarding these non-GAAP measures, including reconciliations and comparable GAAP results, in our earnings press release and in the related supplemental slides which can be found on the IR page of our website. Unless otherwise indicated, all references to financial measures are on a non-GAAP basis.
With that, let me turn the call over to Aaron.
Aaron Levie: Thank you, Cynthia, and thanks everyone for joining us today. It has been an exciting period for Box. For the past several quarters, I have talked about our intense focus at Box on embedding AI into our platform to revolutionize our customers' ability to create value from their content.
Aaron Levie: Our strong financial results in Q3 reflect continued growth in customer demand for BoxAI.
Aaron Levie: In Q3, our revenue grew 5% year-over-year, or 6% in constant currency, and RPO growth of 13% year-over-year.
Aaron Levie: Box AI in Enterprise Plus drove strong customer demand in Q3.
Aaron Levie: Examples of customers who chose Enterprise Plus to gain access to BoxAI include one of the largest advertising agency groups in the world expanded their use of Enterprise Plus within the company as they rolled out BoxAI and Hubs company-wide.
Aaron Levie: With BoxAI, they are able to summarize documents quickly, sharing valuable insights with clients, and they are able to create hubs for each department of the business to better organize and get value for their critical business data.
Aaron Levie: A U.S. federal agency upgraded to Enterprise Plus to support secure collaboration with BoxShield and to support hubs and AI use cases related to internal and external collaboration around inspections.
Aaron Levie: and an American digital marketing and media company that has been a Box customer for 10 years upgraded to Enterprise Plus driven by our innovation with Box AI and Hubs. With Hubs AI, they are now able to provide their sales teams with quick and easy access to resources.
Aaron Levie: as well as enable marketing to streamline their content creation process.
Aaron Levie: We had a strong quarter overall and executed well on both the top and bottom lines.
Aaron Levie: Proving that our disciplined approach to profitable growth creates value for both our customers and our shareholders.
Aaron Levie: And what I'm most excited about is the journey that now lies in front of us.
Aaron Levie: At Boxworks, we rolled out key elements in our drive to create a new era of intelligent content management.
which will be a major driver for growth going forward.
Aaron Levie: First, we unveiled the most transformational product lineup in box history.
Aaron Levie: Second, we launched Enterprise Advanced, a higher tier suite plan for customers to address even more complex and powerful enterprise use cases.
Aaron Levie: And finally, we announced deeper integrations and relationships with key technology partners like Anthropic, OpenAI, Google, and we hosted hundreds of partners.
Aaron Levie: from all of our key regions who came to spend time with our customers and teams and dove into learning about how to build on Box and leverage Box AI.
Aaron Levie: With intelligent content management, businesses of all sizes are able to unleash the full value of their content.
Aaron Levie: and leverage the data within it to drive innovation, automate content-based processes to accelerate their businesses, and secure their most important information, both more easily and at a lower cost compared to legacy ECM systems.
Aaron Levie: To deliver on the full potential of intelligent content management at BoxWorks, we announced groundbreaking intelligent workflow automation capabilities, including BoxApps.
Aaron Levie: to enable customers to create no code apps for any content-based business process inside of Box, leveraging AI-powered metadata views, custom dashboards, and more.
Aaron Levie: Prior to having Box apps, any enterprise that wanted to customize their Box user experience to power a critical workflow had to do this through our APIs.
Aaron Levie: Now, building on the technology we acquired from Cruise earlier this year, Box Apps offers an additional way for customers and partners to rapidly customize and automate content-based workflows for any line of business or industry-specific use case, like contract management, digital asset management, invoice processing, loan document management, and more.
Aaron Levie: Further, we announced Boxed Forms, which extends our workflow capabilities and allows customers to collect structured data in any workflow around content.
Aaron Levie: Box DocGen for the ability to automatically generate documents such as invoices or contracts.
Aaron Levie: and Box Metadata Extraction APIs to help intelligently extract and create structured data from documents to help power Box apps, as well as link data from Box to other systems tied to these critical workflows.
Aaron Levie: This is the precursor functionality to our integrated Alpha Moon technology that we plan to launch in FY26.
When combined, these workflow automation capabilities
Aaron Levie: This dramatically expands the market opportunity for Box and lets us more successfully create value across more and more software categories.
Aaron Levie: In addition to these intelligent workflow capabilities, Box also announced major features to further our leadership in intelligent content management.
Aaron Levie: These include new advancements with AI to help customers interact with their content in new ways through hubs and multi-document querying inside of folders
Aaron Levie: and the ability to create custom AI agents that can be tuned to the specific needs of an enterprise or team.
Aaron Levie: through Box AI Studio, which also lets you manage and create these agents with many more third-party AI model providers, including the GPT family, the Gemini family, and the Anthropic family of models, with additional models coming in the future.
Aaron Levie: And we announced BoxArchive, which allows customers to manage large amounts of content, think petabytes and hundreds of millions or billions of files, that don't need to be actively engaged by end users for compliance, regulatory, or data governance purposes.
Aaron Levie: And with BoxArchive, we can handle more of our customers' most important compliance and security use cases without trading off performance or user experience.
Aaron Levie: At Boxworks, we were also honored to have as keynote speakers the CEOs of Anthropic, Google Cloud, Slack, and Zoom discussing what's possible with content and AI. We are driving deeper integrations with our technology partners as we continue to double down on our open platform.
Aaron Levie: Further, in Q3, we announced an expanded strategic partnership with AWS that will empower organizations of all sizes to build new applications and maximize productivity with generative AI.
Aaron Levie: Box customers can access foundation models directly in BoxAI using Amazon Bedrock, starting with Anthropix Quad and Amazon Titan.
Aaron Levie: With this integration, companies can quickly and securely build generative AI applications by combining some of the world's most advanced AI models with their data residing in Box's intelligent content management platform.
Aaron Levie: Now, turning to go-to-market, we remain focused on leveraging our go-to-market engine to bring the full value of Box to all our customers by delivering high-value solutions through our multi-product suites and platforms, complemented by our key partners.
Aaron Levie: Our suite's customers have higher contract values and higher net retention and gross expansion rates.
Aaron Levie: And Enterprise Plus, which now offers unlimited user access to BoxAI, continues to have solid suite attach rates in large deals across key verticals and record attach rates in the U.S. in Q3.
Aaron Levie: Now with the addition of Enterprise Advanced, which will be generally available in January, companies can power intelligent content workflows across their business.
Box Forms for creating forms natively in Box.
DocGen for generating documents on the fly.
Aaron Levie: Box AI Studio for creating custom AI agents, Box Archive for managing content at the end of its lifecycle, as well as higher API allowances and more, all available in one simple plan.
Aaron Levie: Additionally, customers can purchase incrementally more API bundles such as document generation and AI powered metadata extraction, which are expected to drive growth in platform revenue.
Aaron Levie: From initial conversations with customers at Boxworks, we're already seeing growing interest in this new plan to tap into Box's breakthrough new features.
Aaron Levie: Looking forward, we will continue to drive Enterprise Plus expansion with our enhanced Box AI solutions and we will address more complex use cases around content management, document workflows, security, and governance with Enterprise Advanced.
Aaron Levie: As I mentioned earlier, a key initiative in our go-to-market strategy is to work with a partner ecosystem of system integrators to drive larger deals with customers and power more of their mission-critical workflows.
Aaron Levie: We recently announced a partnership with Swallen, the global business and technology consulting company, to help customers leverage advanced AI and machine learning to unlock valuable insights from their content.
Aaron Levie: Fox and Slalom are working together to enable enterprises to modernize workflows, enhance collaboration, and transform their content management processes with AI.
Aaron Levie: As we are doubling down on partnership efforts, we will be focused on expanding our relationships with key system integrators like Slalom, Deloitte, PCS, IBM, and more.
Aaron Levie: Working hand-in-hand with our partners will be especially helpful as we continue to drive more takeouts and replacements of legacy enterprise content management systems.
Aaron Levie: The feedback from our customers at Boxworks was incredible and it's clear that we have an opportunity using our AI enabled platform to serve enterprises in all new ways to help them transform and accelerate their organizations.
Aaron Levie: We believe our total addressable market is increasing substantially and we can help customers retire more legacy systems and consolidate more in the box.
Aaron Levie: It was also clear that partners are excited about expanding the work that they can do with Box, which will become an even more important growth driver for us going forward.
In this defining period,
Aaron Levie: That will shape how work gets done. I could not be prouder of how the company has executed on the innovation we delivered to our intelligent content management platform.
Speaker Change: FOX is incredibly well positioned to capitalize on the megatrends in AI and workflow automation and power the full lifecycle of content in the enterprise. With that, let me turn it over to Dylan.
Dylan Smith: Thanks, Aaron. Good afternoon, everyone, and thank you for joining us today.
Dylan Smith: Q3 was a strong quarter for Box with revenue, operating margin, and EPS landing at or above the high end of our guidance.
Dylan Smith: We achieved record gross and operating margins this quarter, which has enabled us to continue making targeted investments in our intelligent content management platform, while also returning capital to shareholders.
Dylan Smith: In Q3, we delivered revenue of $276 million at the high end of our guidance, up 5% year-over-year, and 6% in constant currency.
Dylan Smith: We now have approximately 1,900 total customers paying us at least $100,000 annually, up 8% year-over-year.
Dylan Smith: Our Q3 Sweep Attach Rate in Large Deals was 83%, an improvement from 79% in Q3 of last year.
Dylan Smith: Suites customers now represent 59% of our revenue up considerably from 51% a year ago.
Speaker Change: As Aaron discussed, launching Enterprise Advance next month will enable all of our customers to power intelligent content workflows across their businesses.
Speaker Change: We ended Q3 with remaining performance obligations, or RPO, of $1.3 billion, a 13% year-over-year increase, and 14% in constant currency.
Speaker Change: Our strong RPO growth was driven by continued improvement in customer contract durations.
Speaker Change: Consistent with prior quarters, we expect to recognize roughly 60% of our RPO over the next 12 months.
Speaker Change: Q3 billings of $265 million were up 4% year-over-year and up 3% year-over-year in constant currency.
The New York Times
Speaker Change: Q3 billings were impacted by a roughly 100 basis points or $3 million headwind from FX versus our prior expectations.
Speaker Change: We ended Q3 with a net retention rate of 102% in line with our expectations and consistent with our prior quarter.
Speaker Change: Our annualized full churn rate continues to remain strong and stable at 3%, demonstrating that the full value of Box's platform is driving customer stickiness.
Speaker Change: We continue to anticipate exiting FY25 with a net retention rate of roughly 102%.
Speaker Change: In Q3, we delivered record gross margin of 81.9% of 560 basis points year-over-year.
Speaker Change: In Q3, we completed the sale of the remaining data center assets that we noted in our last earnings call, which benefited Q3 gross margin by approximately 70 basis points.
Speaker Change: Q3 gross profit of 226 million was up 13% year-over-year, substantially greater than our revenue growth rate.
Speaker Change: This past quarter we continued to generate leverage across the business delivering record operating income of $80 million, up 24% year-over-year.
Speaker Change: Q3 operating margin of 29.1% was up 440 basis points versus a year ago, even as we absorbed a negative impact from FX of roughly 90 basis points.
Speaker Change: The upside in our operating margin relative to our expectations was due in part to the pacing of H2 expenses.
Speaker Change: This includes a shift in sales and marketing expenses to Q4 to support our first in-person box works in several years and the timing of hiring being more back-end loaded.
Speaker Change: As a result, we delivered another record EPS result of $0.45 in Q3 despite absorbing a negative impact from FX of approximately $0.02.
Speaker Change: EPS was up nine cents year-over-year and above the high end of our guidance of 42 cents.
I'll now turn to our cash flow and balance sheets.
Speaker Change: In Q3, we generated free cash flow of $57 million, down 2% from Q3 of FY24.
Speaker Change: We generated cash flow from operations of $63 million, down 13% year-over-year.
Speaker Change: We ended the quarter with $699 million in cash and equivalents.
Speaker Change: In September, we successfully raised $460 million through a convertible debt offering.
Speaker Change: A portion of these proceeds were used to pay for fees associated with this transaction, to purchase a capped call, and to repurchase approximately $140 million of the outstanding convertible notes due in calendar 2026.
Speaker Change: As a result, net proceeds from this offering were approximately $205 million.
Speaker Change: Additionally, in the third quarter we repurchased 1 million shares for approximately 30 million dollars.
Speaker Change: As of October 31st, 2024, we had approximately 95 million of remaining buyback capacity under our current share repurchase plan.
In addition to our robust stock repurchase program,
Speaker Change: We will continue to leverage our strong balance sheet and consistent cash flow generation to invest in key growth initiatives and to fund strategic tuck-in M&A opportunities, enhancing and accelerating our intelligent content management platform product roadmap.
Speaker Change: With that, let me now turn to our Q4 and full year guidance.
Speaker Change: As a reminder, approximately one-third of our revenue is generated outside of the U.S. with roughly 65% of our international revenue coming from Japan.
Speaker Change: As a reminder, the seasonality of our Q4 expenses will differ from the past few years due to box works held in person in November.
Speaker Change: This event will impact Q4 sales and marketing expenses by approximately three million dollars.
for the fourth quarter of fiscal 2025.
Speaker Change: We expect Q4 revenue to be approximately $279 million, representing 6% year-over-year growth.
Speaker Change: This includes an expected headwind from FX of approximately 90 basis points representing an impact of roughly $2 million versus our previous expectations.
Speaker Change: We anticipate our Q4 billings growth rate to be in the low single-digit range.
Speaker Change: This includes an expected tailwind from FX of approximately 80 basis points.
Speaker Change: We expect our Q4 non-GAAP operating margin to be approximately 27.5%, which includes the previously mentioned Boxworks expenses, as well as an expected negative impact of approximately 100 basis points due to FX.
Speaker Change: This represents an 80 basis point improvement year-over-year and a 180 basis point improvement in constant currency.
The End
Speaker Change: We expect our Q4 non-GAAP EPS to be approximately 41 cents as compared to 42 cents a year ago.
Speaker Change: This includes an expected headwind of approximately two cents from FX and one cent from non-cash deferred tax expenses.
Weighted average diluted shares are
for the full fiscal year ending January 31st, 2025.
Speaker Change: We anticipate revenue to be approximately $1.09 billion, representing approximately 5% year-over-year growth and 7% growth in constant currency.
Speaker Change: We now expect an FX headwind of roughly 190 basis points versus our previous expectations of 170 basis points.
Speaker Change: We now expect our FY25 billings growth rate to be approximately 4%.
Speaker Change: We now expect FX to have a negative impact of approximately 140 basis points on this year's billings growth versus our previous expectations of approximately 30 basis points.
Speaker Change: This represents an incremental $12 million in FX headwinds since we last provided guidance.
Speaker Change: Our FY25 gross margin expectations remain approximately 81%, a year-over-year improvement of 360 basis points.
Speaker Change: We are raising our FY25 non-GAAP operating margin guidance by 50 basis points to be approximately 28% representing a 330 basis point improvement year over year.
Speaker Change: We now expect FX to have a negative impact on operating margin of roughly 140 basis points versus our previous expectations of 130 basis points.
We are raising our EPS expectations for the full year.
Speaker Change: We now expect FY25 non-GAAP EPS to be approximately $1.70, representing a 16% increase versus $1.46 in the prior year.
Speaker Change: This includes the five cent headwind from the deferred tax expenses that I noted previously, as well as an expected FX headwind of 13 cents, which is one penny higher than our previous expectations.
I'm a little bit nervous.
Speaker Change: Weighted average diluted shares are now expected to be approximately $149 million.
Speaker Change: We are proud of the strong results we delivered in Q3, including record gross and operating margins and sustaining a double-digit RPO growth rate.
Speaker Change: Going forward, we're excited to roll out the innovative new products that we unveiled at Boxworks, enabling enterprises to realize the full value of their content and transform how they work.
Speaker Change: Our proven cost discipline and operational excellence allow us to strategically invest in the massive opportunity ahead of us as we remain focused on delivering long-term shareholder value.
Speaker Change: With that, Aaron and I will be happy to take your questions.
Operator
Speaker Change: Thank you. And we'll now begin the question and answer session. If you have dialed in and would like to ask a question, please press star 1 on your telephone keypad to raise your hand and join the queue.
Speaker Change: If you would like to withdraw your question, simply press star 1 a second time.
Speaker Change: If you are called upon to ask your question and are listening via speakerphone on your device, please pick up your handset and ensure that your phone is not on mute when asking your question.
Take care.
Speaker Change: and the other two of us are going to be a great team.
Speaker Change: All right, and so we will take our first question from Steve Anderson. We got it accidentally cut off, so hey Steve.
Speaker Change: Oh, I apologize. I haven't opened Steve's line yet. Our first question comes from Steve Enders with Citi. Your line is open.
Okay, great. Thanks. Can everyone hear me?
Yep.
Speaker Change: Okay, perfect. I guess I just want to start on, I guess, the AI, you know, solutions that have come out and just kind of get a better sense for kind of what the early feedback has been on, you know, the potential contribution for that and maybe how that maybe changes some of the legacy ECM footprint potentially moving to the cloud. Like, is there a view for the ability to maybe capture some of those legacy use cases out there?
What's up?
Speaker Change: Yeah, so there's there's sort of two big categories right now that we are talking about publicly. The first is
Speaker Change: The Core Box AI Interactions that we've already launched with single documents or hubs. So this is where you can really kind of talk to your data for the first time ever, get summarization of information, quickly get insights from leading AI models around your content.
Speaker Change: So this is a breakthrough capability for end-user productivity. It just makes it easier to work with your content. And then with hubs, it lets you really kind of search across and ask questions of a large amount of data. So that's been the initial catalyst of growth with Enterprise+.
Speaker Change: because those capabilities are included on an unlimited basis for Enterprise Plus. And that's been certainly encouraging customers to double down more with Box and move from legacy systems.
Speaker Change: I think the biggest kind of breakthrough in terms of replacing legacy enterprise content management environments
Speaker Change: will be some of the initial announcements that we had at BoxWorks.
Speaker Change: where you can begin to extract metadata from your documents using AI. And then once you have that metadata or structured data in our system, you can begin to automate workflows within Box much more easily and more seamlessly. So being able to, for the first time ever, at really kind of any kind of scale, extract any type of structured data from contracts, or invoices, or digital assets, or loan agreements.
Speaker Change: All of that data going into Box's metadata store then lets you either turn those into Box apps, which gives you custom metadata views, or...
Speaker Change: automated workflows, or even embedding that data into third-party applications like Salesforce or other systems. So that really kind of goes at the heart of traditional enterprise content management, because you have so many of these environments where customers need to be able to manage their documents in a compliant way, tied to a workflow. And the legacy approaches to getting the metadata out of those documents either was through traditional RPA systems, OCR technology, or you had to do a lot of it by hand.
Speaker Change: So AI really is the first time that we can do that at scale in a much more accelerated fashion and I think that will drive much more growth of these kind of traditional ECM takeouts.
Okay, great. That's great to hear.
Speaker Change: And maybe shifting gears a little bit just on, you know, the Billings Outlook for Q4, I guess, are there any things that we should be keeping in mind as we think about that?
Speaker Change: Can you just kind of help us maybe think about the moving parts there between maybe that, you know, low single-digit growth rate you're talking about there versus, you know, the mid-single-digit revenue growth we're at today versus the RPO growth and more in like the mid-teams range and how we should kind of think about all that for next year?
Speaker Change: Sure. So I would say that the Q4 billings expectations that we have are less a function of anything unusual that we expect to see this quarter and more a function of a pretty difficult comparison from a year ago. So as a reminder, Q4 of last year, we delivered 10% constant currency billings growth which included both strong early renewals and an impact from a couple of multi-year customer prepayments.
Speaker Change: So that creates a bit of a challenging setup from a comparison point of view. If you think about the overall trajectory, both with Q3 and then Q4's expectations, our expectations for the business really haven't changed over the last few months, and kind of in constant currency reiterating that Billings Outlook that we had on our last call. So feel good that when you look at both the growth in short-term RPO, overall RPO growth.
Speaker Change: with kind of demonstrate the underlying momentum and adjusting for some of those factors a bit better feel confident in the in the trajectory that we're on
Perfect. Thanks for taking the question.
Thank you.
Speaker Change: And your next question comes from the line of Brian Peterson. I apologize. Yes, Brian Peterson with Raymond James. Your line is open.
Speaker Change: All right, thanks, guys. I will take a question. Aaron, it's great to hear about the positive early feedback from Boxworks. I'm curious on how we should be thinking about that as you head into a big business and renewal period in the fourth quarter. You have some products launching in January. Does that change the seasonality of how some customers may be buying or expanding? Obviously, the functionality is much better, but just curious how we should be thinking about that potentially impacting purchases or renewals in the fourth quarter.
Speaker Change: I'd say maybe two things that we're focused on. One, because obviously Q4 is really a period where there's been a lot of pipeline build throughout the year. A lot of those deals are going to be Enterprise Plus, just given the momentum that we've had with many of these customer conversations. So that will be certainly the bulk of the revenue or new bookings that come in in Q4 will continue to be on Enterprise Plus.
Speaker Change: and even the archive functionality is, you know, we're having a lot of conversations around. And so to the extent that, you know, our sellers can fit those into conversations and, you know, and we can ensure that we can get those deals done in Q4, you know, I think we'll see that in a number of cases, but.
Speaker Change: As we've kind of called out, Enterprise Advanced is much more of a driver for next year's revenue growth rate, and I think you'll still see most of the focus on Enterprise Plus and Q4, we didn't want to get, you know, too much distraction on that. But based on the early signals that we're seeing from customers, there's certainly a lot of energy on Enterprise Advanced.
Speaker Change: It's absolutely the most amount of value and functionality we've ever packed into a plan at once. So as you'll recall from Enterprise Plus, it was sort of incrementally a build.
Speaker Change: over a multi-year period. And so Enterprise Advanced really right out of the gate is going to have just a tremendous amount of advanced capabilities that really let us go and accelerate the move off of legacy enterprise content management systems and get into more categories. So again, you'll see some of this in Q4, but really the focus is going to be for next year's driving of growth.
Speaker Change: So that makes sense. Dylan, maybe a follow-up for you. The NRR, 102% the last two quarters. You're guiding for something similar in the fourth quarter. Is it fair to say that we've seen the bottom of that metric or any color you could add there? Thanks guys.
Dylan Smith: Yeah, so as we said on our last call, still expect that to be where we bottom out. And then over time, both as we see the impact of our newer offerings start to flow through the model, and then at some point, kind of macro headwinds subsiding, both of those should benefit.
Dylan Smith: at our and then our overall growth rate over time. So we do expect from this level at the bottom here to trend gradually upward over time, you know, going forward.
Thank you.
Speaker Change: And your next question comes from the line of Pinja Lumbora with JP Morgan. Your line is open.
Speaker Change: Great, thanks. This is Jaden. I'm for Pendulum. Thanks for taking the question. With the new SKU, how broadly applicable might it be within your customer base?
Yeah, so, um...
Speaker Change: You know, with the new SKU, there's actually sort of something for everyone at the moment.
Speaker Change: I think each customer will sort of value the capabilities a little bit differently, so it's sort of hard to peg a particular percentage.
Speaker Change: on the functionality, but between AI studio, for anybody who's really pushing their AI efforts internally and AI transformation within their enterprise, the AI studio and the ability to change your models and incorporate them in your workflows more deeply, that's gonna be incredibly important.
Speaker Change: For customers that for years have asked us for contract management, or digital asset management, or invoice processing, or quality management systems, or more advanced document management, the Box Apps functionality is going to really cover all of the bases.
Speaker Change: around that. And then finally, we have a number of advanced security, compliance, and governance features with BoxArchive and other capabilities that we're working on. So when you kind of take that collection, there will be some customers that want all of that and will jump right in. Some customers will sort of value one or two of those capabilities as well, and that will be relevant for them. So I'm not calling out a specific percentage, but this plan is certainly intended to be broad-based.
Speaker Change: And really, again, getting our customer base into the future with intelligent content management. Now, that will still take a couple of years as that works through the system, but we expect to see really strong outcomes as that even rolls out in the near term. But I think you've seen how these product rollouts work with Enterprise+.
Speaker Change: And, you know, again, this is going to be a core focus for us over time.
Speaker Change: Great, thanks. And do we know anything incremental about pricing yet?
somewhere between a 20 to 40 percent uplift.
Speaker Change: for E-Advanced relative to where Enterprise Plus is priced on kind of a like-for-like volume basis. So certainly not yet generally available, but based on the conversation we've been having with customers, some of that early feedback and the analysis we've done, that's where we expect to land. And then over time we'll share more in terms of what we're seeing in the market.
Thanks for taking the questions.
Speaker Change: And your next question comes from the line of Josh Baer with Morgan Stanley. Your line is open.
Speaker Change: Thanks for the question. So the list of new products and capabilities is quite compelling from a platform perspective.
Speaker Change: a very dynamic, transformational period of time. I guess, Aaron, wondering what are you most excited about, specifically from the business?
Speaker Change: impact or opportunity perspective? And then a follow up for Dylan, like based on Aaron's answer, how do you map that over to the financial impact? And does that align with, you know, what could have the most impact on the model?
Aaron Levie: I feel like I want to give a new answer just to throw Dylan off, but I will, you know, a little bit of it is redundant to what I just kind of spoke about in the prepared remarks, but
Aaron Levie: But I think the best way to think about it is
Aaron Levie: Box has, really since we started the company, the core foundational capability set was secure collaboration, content management, end user productivity. Super powerful, obviously got us to a billion plus in revenue.
Aaron Levie: And then the moment you wanted really advanced customization, we have a set of really powerful APIs that you can embed into your applications and your workflows. And that's incredibly powerful, and that will remain a major driver for us going forward. But we had this chasm in between those two things, which is…
Aaron Levie: Customers come in to us and say, I don't want to just manage my documents inside of folders.
Aaron Levie: and have to go kind of peruse those folders or search through those folders for a contract management workflow.
Aaron Levie: I have a million digital assets for a marketing campaign and all of my retail stores.
Aaron Levie: I don't want to just have to go and click through all of those folders and places to find the content that I'm looking for. Or an invoice process where you have hundreds or thousands of documents coming in. People don't want to have to just go and work through that in a manual way. So unfortunately, we've had this sort of dichotomy where we have a really simple end user application or really powerful APIs, but that requires time and customization.
was, we said, well, wait a second.
Aaron Levie: If you look at, let's say, Salesforce with Force.com and then the AppExchange and then Lightning.
Aaron Levie: that powers the business processes for every line of business that I have that deal with content. And again, Cruise had been building up in our ecosystem, kind of delivering that type of capability for our customer base.
Aaron Levie: and between the crew's acquisition and the timing around that, as well as coupled...
Aaron Levie: with really the advancements in AI, we said, okay, this is the moment where we can finally deliver that type of solution. We can have an AI-powered, no-code,
in the enterprise.
Aaron Levie: that give us really a superior offering. So that's what I'm most excited about. Obviously, this is all kind of culminating in this idea of intelligent content management.
Aaron Levie: and Boxworks for us was just the milestone event to put a flag on the ground and say the world
Aaron Levie: We are going to be the most transformational platform for working with your content. But for us, it opens up hundreds or thousands of new use cases that we can go after. Certainly, over the next couple of quarters, we'll share some updates around how this is going to evolve. But as you can imagine, internally, our plans for this are quite ambitious.
Yeah, and then in terms of impact on the model,
Speaker Change: I think I'm going to share Aaron's excitement and throw me off too much on that, but the answer is there's really no single component. Just as today we talk about the impact of Suites and Enterprise Plus rather than any single component. So I would say that it's really just about the overall impact. Certainly based on the expectations that we laid out, we do expect this to be a key contributor and reason that we're confident in seeing a higher growth rate over time, as well as just as we've seen with Enterprise Plus.
Speaker Change: the opportunity to further improve our customer economics, both in terms of the stickiness and with the higher price.
Speaker Change: flowing through to the bottom line. And so do expect it from a business point of view to be probably the biggest driver of the overall growth that we expect to see in the coming years. But it's hard to parse out what Aaron is most excited about and map that directly to a specific growth number. Aaron Levy, CFO Alphabet and Google
and the metrics and KPIs on these customers.
Speaker Change: were just incredibly powerful as compared to any other, you know, kind of cohort we have. So the retention rates of these customers...
Speaker Change: their overall ACVs. So these were customers, you know, prior to Box owning the technology that were embedding Box even more deeply into their business processes because the cruise technology let them construct these.
Speaker Change: custom dashboards and workflows and metadata views and so now you know we're very excited about the ability to bring this out to all of our customers at a very different scale and level of seamlessness. So that's what Enterprise Advanced is all about.
Great, thank you.
Speaker Change: And ladies and gentlemen, that concludes our question and answer session. I will now turn the conference back over to Cynthia Hiponia for closing remarks.
Cynthia Hiponia: Thank you operator. Thank you everyone for joining us here today and we look forward to chatting with you again on our next call.
Cynthia Hiponia: And ladies and gentlemen, this concludes today's call and we thank you for your participation. You may now disconnect.