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February 13, 2021

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Pegasystems Inc (PEGA) this fall 2020 earnings call Transcript | PEGACPBA73V1 test Questions and boot camp

a close up of a logo: Pegasystems Inc (PEGA) Q4 2020 Earnings Call Transcript © offered with the aid of The Motley fool Pegasystems Inc (PEGA) q4 2020 salary call Transcript

Pegasystems Inc (NASDAQ: PEGA)

this fall 2020 salary call

Feb 17, 2021, 5:00 p.m. ET

  • organized Remarks
  • Questions and solutions
  • name contributors
  • organized Remarks:


    respectable day and welcome to the Pegasystems' Fourth Quarter and whole yr 2020 profits effects convention name. today's convention is being recorded.

    And now at the present, i'd want to flip the convention over to Mr. Ken Stillwell, Chief fiscal Officer. Please go forward, sir.

    this article is a transcript of this convention name produced for The Motley fool. whereas they attempt for their silly foremost, there may be error, omissions, or inaccuracies in this transcript. as with every their articles, The Motley idiot does not assume any accountability to your use of this content material, and they strongly inspire you to do your personal analysis, including paying attention to the call your self and studying the company's SEC filings. Please see their phrases and prerequisites for extra particulars, including their obligatory Capitalized Disclaimers of liability.

    Motley idiot Transcribers has no position in any of the shares outlined. The Motley idiot recommends Pegasystems. The Motley fool has a disclosure coverage.


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    Ken Stillwell -- Chief financial Officer

    thanks. good night, women and gents and welcome to Pegasystems' fourth quarter 2020 profits name.

    earlier than they start, i would like to examine their protected Harbor remark. definite statements contained during this presentation can be construed as ahead-searching commentary, as described within the inner most Securities Litigation Reform Act of 1995. The words expects, anticipates, intends, plans, believes, will, may, should still, estimates, may additionally, ambitions, innovations, projects, forecasts, suggestions, possible and always, or adaptations of such words or different similar expressions, identify ahead-searching statements, which speak most effective as of the date this commentary turned into made and are in response to current expectations and assumptions. as a result of such statements deal with future pursuits, they're discipline to various hazards and uncertainties. The specific consequences for fiscal yr 2021 and past might differ materially from the business's existing expectations. elements that might cause the enterprise's outcomes to vary materially from those expressed within the ahead-searching statements are contained within the enterprise's press free up asserting it be this autumn and full yr 2020 salary and within the enterprise's submitting with the Securities and alternate commission, including or not it's Annual record on form 10-okay for the year ended 12/31/2020 and other exact filings with the SEC. traders are recommended not to vicinity undue reliance on such ahead-looking statements and there are no assurances that the concerns contained in such statements might be achieved. youngsters subsequent movements may cause their view to trade, except as required by using relevant legislation, they do not undertake and certainly disclaim any responsibility to publicly replace or revise these ahead-looking statements, whether as the outcome of latest suggestions, future pursuits, or in any other case.

    And with this, i'll flip the name over to Alan Trefler, Founder and CEO of Pegasystems.

    Alan Trefler -- Founder & Chief government Officer

    thank you, Ken. The spotlight is strong and they suppose first rate about what we've got achieved and where they landed in 2020. They adapted neatly to a very elaborate condition bringing on new techniques of working with each other, their customers, and their partners. They delivered new solutions and enhanced their business-main low-code application to aid their consumers control the short-time period challenges, while building for lengthy-term success. And they made immense development in their transition to a ordinary profits model. that you would be able to see clear indications of this development in their full year effects.

    We achieved the stream of their Pega Cloud valued clientele onto their subsequent-generation cloud platform, atmosphere us up for lengthy-time period margin improvements. They accelerate as Pega Cloud boom is proven by way of Pega Cloud annual contract cost of 57% year-over-yr, and Pega Cloud backlog, up 40% yr-over-yr. in view that they in reality begun emphasizing Pega Cloud three years in the past, they have considered an explosion of Pega Cloud low-code apps with a compound annual growth price over these three years of 85%. And they also grew total annual contract value by using 21%, they delivered list profits that crossed the $1 billion milestone and grew backlog to greater than $1 billion for the first time.

    We additionally invested in key revenue and advertising initiatives and start to increase their brand cognizance, and attracted new expertise from main tech corporations together with their fiercest opponents. They made significant enhancements to their accomplice ecosystem strategy, a crucial long-time period accelerator with profits and margin increase. And they proceed to Boost their solutions in a single-to-one consumer engagement, consumer provider, and clever automation with ingenious capabilities enhancing functionality, productiveness and speed-to-value. They drove deeper into long-time period purchasers and brought unique trademarks to their becoming breadth [Phonetic].

    We keep expertise management in key areas that their purchasers [indecipherable] and proceed to get consciousness with the aid of influential industry analysts in more than a dozen experiences covering CRM, robotic manner automation, low-code, client engagement, digital manner automation, decisioning and precise-time interplay management. They stayed real to their values, lifestyle and commitment to retaining the neatly-being of their workforce, their consumers of the prolonged Pega community, their hearts and minds nonetheless extended planned the efforts, their improved focal point on inclusion the range; and they did all of this whereas together with markets.

    ultimately, just a few fund notes. they will be leaving the NASDAQ opening now on Monday, the twenty second, to have a good time their $1 billion income milestone. And up the Layer cakes, a band made up of Pega staff currently won the good award in a combat of the bands sponsored by using one of their key CRM influencers. it be right to know they feel some of the Board participants in opposition t the likes of Salesforce, Oracle, SAP and Zoho; and some of the bands the place they get them to [Phonetic].

    Now, when it comes to the market dynamics, digital transformation has never been greater principal to the manner their customers are considering; basic to their persevered prosperity, and in some instances, their continued existence. Reliance right here has made it abundantly clear that organizations need to speed up their digital transformation initiatives, no longer simply to continue to exist, however to truly compete and thrive during this wildly changing world. And they suppose they have now not ever been superior located to help this want. Their solutions help valued clientele crush enterprise complexity enabling more suitable decision-making, saving time, and helping them get work carried out. Their software is notably potent and adaptable with a scalable and wonderful founded their enterprise architecture that puts consequences and customers on the core. And their prescriptive strategy to designed considering brings workforce throughout the firm collectively to collectively design and install ingenious options in weeks or days leveraging their low-code platform. In their recently launched trademark, Pega system material, leaves together company procedures, therefore management and workloads to streamline the customer event and Boost employee productivity across the business.

    As i mentioned, they continue to boost their options to fulfill their shoppers' lengthy and short-time period wants. within the starting of the pandemic, they directly rolled out a group of industry-concentrated solutions, particularly built to support manipulate a few of their valued clientele' most pressing wants like managing surges in unemployment claims for their free COVID-19 tracking app. in a single-to-one consumer engagement, they added the ethical Bias verify to support dispose of bias used in AI; so that you can power client engagement figuring out or not it's going to be fair. And launching the value Finder to aid consumers contend with and serve underserved segments with meaningful empathetic offers. In client service, they launched the SaaS Unified Messaging version to support brokers' more suitable handle expanding volumes of provider enquiries. And simply a number of weeks in the past, they announced the acquisition of Qurious, a developer of potent AI speech analytics with a purpose to assist consumer provider brokers in real-time by way of examining provider calls, and recommending subsequent ideal actions and by the use of correct proactive and pre-emptive client carrier.

    In clever automation, they launched X-ray imaginative and prescient, the industry's first self-fueling robotic technique automation; and they added the trade's first RPA Auto-balancing characteristic, which uses AI to support valued clientele in the reduction of robotic technique automation charges. They made it more straightforward for valued clientele to make progress on excessive have an effect on digital transformation initiatives by using bringing a brand new low-code Pega categorical methodology and constructed it without delay into the platform with a brand new set of ways for purchasers to get began speedy and increase effects, and to aid shoppers and partners benefit an advanced Pega software talents. They delivered their new Pega Academy with mission-based studying and adorning the Pega community to make it less demanding for consumers, partners and Pega to share most suitable practices. They proceed to work on these enhancements and seem forward to sharing some important capabilities with you at PegaWorld inspire in might also.

    Now, in terms of consumers and business highlights; their new business is still strong as in their typical areas corresponding to monetary services, govt, telecoms, healthcare, insurance; industries less challenging hit by the pandemic the place fortuitously, we've had mighty crucial mass [Phonetic]. In 2020, they had an excellent mix of new enterprise expansions in present shoppers like Anthem, British Telecom, CIBC, Citigroup, national Australia bank, and at executive agencies around the world. They rather additionally brought in some enjoyable new trademarks like Emirates national bank, partners health and Takeda Pharmaceutical, and proceed to look greater partnered source deals and possibility they had been concentrated on in 2021 and past.

    Our shoppers continue to leverage Pega to cut during the complexity of the business systems, a good way to truly make their resolution and get work performed. and you be aware of what's exciting within the govt area is, on the heels of their successful Census projects, we're at once fitting a favored low-code solution for executive as proven through their fresh interior salary provider win and persisted success during this market. we've got been capable of arise new systems quickly to meet the instant wants, and help corporations feel deeply about their future, and there is nothing more awarding for us than purchasers who're inclined to tell their studies publicly. PegaWorld encourage, will again, this 12 months be held as a tune of half hour interactive digital experience and it's simply around the nook on may additionally 4. they now have already have extraordinary listing of customers lined as much as inform their experiences; as an example, 5 years and 70-plus functions into their Pega experience, Scotiabank has build a big catalog of reusable Pega capabilities, they're going to discuss how they're gaining leverage from these assets to accelerate the world rollout, and with the formation of an commercial enterprise enterprise core of Excellence to maximize price and standardization and leaders.

    Vodafone UK, will talk about driving transformation by way of automating business tactics supplying powerful clever automation at scale throughout it be organizations leveraging Pega Agile low-code delivered capabilities, building and updating functions with unparalleled speed, and have a new automation platform that allows for dissimilar used circumstances, radically simplified operations, and reduces fees. And for example of work so totally obligatory this past 12 months, is the product and the software they supported for StepChange debt charity in the UK the place more than 5.6 million americans who'd been negatively impacted by using the pandemic with an collected $10.3 billion in debt had been helped via being able to follow the Pega applied sciences. StepChange will announce the way to use Pega to launch their COVID fee Plan, a brand new on-line carrier inbuilt a count number of hire to provide short-term advice through up to a yr for those that qualify. We're really proud that their expertise is getting used to assist transform and increase the lives of thousands and thousands of people who acquired harm via the pandemic, and especially proud that these corporations and others are willing to step forward and talk doubtless [Phonetic].

    smartly, in abstract, they comprehend the challenges of the pandemic can be with us for some time, and it be going to take a while for the realm to kind via or not it's have an effect on but they have now adjusted neatly over the remaining yr to new approaches of working in customer necessities, and think that they delivered robust performances, nevertheless, and absolutely are smartly positioned to proceed to do with that as required. i will let you know that the needs of digital transformation has by no means been more desirable, and we're superior located than ever to respond to that want in approaches that are really future-looking. and i consider we're in further position to help their purchasers as smartly concerning the brief-time period and the long-term problems that they face in ways that they accept as true with are enjoyable. They stay impressed and are only amazed at the continued support and commitment of their workforce, their shoppers, and their partners, and are optimistic about this 12 months in their lengthy-term boom agenda.

    To provide some more colour, let me turn this over to Pega's Chief financial Officer, Ken Stillwell. Ken?

    Ken Stillwell -- Chief financial Officer

    Thanks, Alan. i go to start by using recognizing a milestone however also one which i'm now not going to dwell on too tons both. however their -- by their count number, there are more than 1,600 publicly traded utility organizations international, and fewer than four% of those organisations exceed $1 billion in salary. With their 2020 full 12 months outcomes, Pega joined this group with total earnings, a bit greater than $1 billion. They view this milestone as pleasing, however more of a mile marker; they hope to some distance surpass in some category of endpoint. youngsters, there are some inherent advantages of scale on their journey to be a Rule of 40 enterprise.

    First, is working leverage. You may see Pega realizing the advantages of scale in their increasing Pega Cloud gross margin increasing from fifty one% in 2019 to sixty three% in 2020. As they develop in scale, they can naturally perform actions more efficiently, which they predict to positively contribute to their goal of achieving the rule of forty as they exit their cloud transition. things like virtualization and automation may also be leveraged greater easily at their accelerated dimension. one other benefit is scale has elevated brand awareness. They expect investing in some incremental initiatives to make sure the market is conscious on how Pega helps their valued clientele to control their digital transformation initiatives. This extended manufacturer attention will support us reduce earnings cycles, lessen their client acquisition fees, and Boost earnings efficiency; all huge advantage value levers for Pega. Third, their elevated scales strengthens their potential to attract world-type skill. an outstanding instance is the addition of Hayden Stafford to their group in June of 2020 as President of international client Engagement. They predict that expanding revenue productiveness can be one in every of their most essential valued lives.

    Our ongoing event to increase the size of their business is not the only multi-year transformation under way at Pega. We're additionally more than halfway through the multi-12 months cloud transition; I believe it's crucial to share about what they now have completed and where they have more work to do. Their transition to routine income for a application business consistently takes about 5 years, as I've outlined up to now, and follows three predominant phases. First, the enterprise strikes from promoting perpetual licenses to promoting subscription licenses. after they begun the cloud transition in late 2017, as an instance, over 60% of their new client commitments have been subscription. They changed their earnings compensation plan to center of attention on annual contract value. As referred to, a complete contract value in 2018, and their customer's prospects and revenue teams jumped onboard. by using the end of 2018 about eighty five% of their new customer commitments were ordinary contracts that accelerated to ninety five% in 2020; so they have now achieved an outstanding job of completing the primary part.

    The revenue boom transition is next. all the way through the 2d phase, income boom rates declined, primarily within the first few years; this is because the business is relocating faraway from promoting perpetual licenses, the place the revenue is diagnosed upfront to promoting cloud arrangement where a lot of the profits is recognized extra time. for example, their profits increase expense dropped from the mid-teenagers before they began the cloud transition to the low-single digits for few years. once the midpoint of the transition is passed, the revenue growth cost starts to enrich. as an instance, their complete salary boom fee grew to 12% in 2020, and that increase become even within the face of large reduction in perpetual license salary from 2019 compared to 2020. in the final two years of the earnings growth transition, increase quickens coming near the growth cost in annual contract price on the end of the transition; it really is why they expect salary increase at ACV growth will both exceed 20% in the final years of the cloud transition. a really vital aspect to spotlight is that their subscription income grew by 26% in 2020. once I say subscription earnings, I suggest the full of all client and Pega Cloud revenue.

    The money circulation transition comes ultimate. all the way through it be ultimate section, billing to cash collections greater; in other phrases, an organization has accomplished the transition of moving from a company that accrued most of or not it's cash billings from new customer commitments upfront to a company that builds and collects money billings from purchasers normally extra time. They expect their free cash circulation to speed up as they conclude the name transition in late 2022 to early 2023. due to the fact they are still in the center innings of this cloud transition, growth in annual contract cost is still essentially the most crucial operational metric that displays some underlying boom of their business. lots of their different operational metrics don't correctly mirror the underlying energy of the business, if you happen to are half means via a transition like they had embarked on.

    In 2020, total ACV grew by way of 21% year-over-12 months, attaining $835 million. foreign money became a couple of 1% to 2% tailwind to this growth in 2020. total ACV is the sum of habitual Pega Cloud and client cloud commitments representing the annualized ordinary spend from their consumers for cloud, time period license and maintenance arrangements. it's great that perpetual license decreased from about 10% of new client commitments in 2019 to about 5% of latest customer commitments in 2020. whereas this dynamic has a dampening impact on near-term income consequences in 2020, it units us up for even greater routine earnings in the future. it be excellent to peer the Pega Cloud ACV boom accelerated in 2020 expanding to 57% -- increasing 57% from $169 million in 2019 to $267 million in 2020 as cloud demand for their client -- from their valued clientele proceed to grow.

    The 2nd most important operational metric all the way through the cloud transition is ultimate performance responsibility or backlog. Backlog represents the overall client commitment Pega has booked the business, haven't taken into profits yet. In 2020, total RPO grew by way of 28% or an impressive $236 million yr-over-12 months becoming from $836 million to $1.07 billion. here is the first time in their business background the backlog has exceeded $1 billion. it be additionally fantastic to see Pega Cloud backlog raise over 40% within the identical length. total existing backlog, which is the backlog within -- to be recognized inside 12 months elevated through 24% from $493 million at December 31, 2019 to $630 million as of December 31, 2020. this is the brief-time period backlog as i discussed, it's going to come into salary within the next fiscal yr which supports their expectations for total profits increase of over 20% in 2021.

    Turning to income, Pega Cloud salary grew with the aid of fifty six%, increasing from $134 million in 2018 to $208 million in 2020. And as i mentioned earlier, subscription profits, which contains Pega Cloud maintenance and time period license income jumped an surprising 26% within the identical period. total annual revenue elevated with the aid of 12% going from $911 million in 2019 to $1.02 billion in 2020. To definitely take into account the financials of the enterprise all through the cloud transition or not it's crucial to now not just analyze anybody measure, as an alternative you deserve to examine ACV revenue and backlog. as an example, if ACV goes up, the backlog goes down; whereas they have not completed nearly as good a job as these appealing ourselves for the long run. And here is extra compounded by using the cloud transition which has a deferral impact on mentioned revenue, which is why we're searching so plenty to ACV boom to measure their business momentum. Taken collectively, their financial consequences in 2020 put us on the correct tune to meet or exceed their long-term aims that were set in 2017 of $1.three billion in total ACV and $1.6 billion in complete salary by way of the end of 2022. notwithstanding they are on course with their plan, they aspire to grow faster; it's why we've made principal investments in selling potential accomplice support and consumer success.

    Turning to their fiscal year 2021 advice; assuming that Pega Cloud continues to be a bit bit greater than half of all new customer commitments in 2021, they are expecting total earnings of $1.25 billion, an increase of 23% 12 months-over-year. As regular, they are expecting their bookings to be skewed toward the backend of 2021 which ability that their earnings should be skewed greater towards the backend of 2021, as usually is the case in commercial enterprise application. moving to non-GAAP EPS; they assignment 2021 full-year non-GAAP EPS of $0.25. They expect non-GAAP EPS to increase from 2020 as a result of they assume that their salary will develop faster than their charges. They additionally anticipate non-GAAP EPS will Boost due to the raises in Pega Cloud gross margin which is fitting a much bigger affect on the company.

    In conclusion, like many agencies, they are happy to welcoming 2021. Their full year consequences are very staggering, given all of the market disruption from COVID-19, this is the first year in their historical past that profits, backlog and cash collections every exceeded $1 billion, and we're positive that 2021 will exhibit continued growth in their key metrics. before opening the call for questions, i might like to invite each and every of you to their annual customer conference, PegaWorld encourage, on Tuesday, may four. The adventure will be virtual once more this yr, and you'll register at www.pega.com/pegaworld. They plan to grasp their Annual Investor session almost immediately after on Thursday, June 3. they are able to unencumber more information in regards to the Investor session all over their Q1 2021 revenue name within the spring.

    And with that, operator, please open the call to questions.

    Questions and solutions:


    thank you. [Operator Instructions] we'll take their first query from Steve Koenig with SMBC Nikko Securities. Please go forward.

    Steve Koenig -- SMBC Nikko Securities -- Analyst

    excellent, thanks guys for taking my questions. the first query is going to be for Ken right here. Ken, can you supply us some color on cloud mix in q4 and conversions to cloud? after which, possibly just for their advantage, ties -- if you tie returned to this fall precise line results to your bridging to your prior commentary about what happens as your cloud mix changes. because I could tie -- i'd like to tie it lower back to variety of your preliminary assistance for the year. after which, how your view of the year evolve as it went on? and then lastly on that, probably are you able to support us with what are one of the most variables that might have an effect on fiscal '21? i am a little -- possibly a bit surprised that you just failed to as a baseline assume your cloud mix could be greater vastly higher than 50%. So, thanks for that. and then I've got one brief observe-up.

    Ken Stillwell -- Chief monetary Officer

    sure, Steve. So, i'll hit on your questions and optimistically, I catch all of them. So, the primary factor that I think is important is to think concerning the combine for the yr which -- the combine for the ultimate three years, Pega Cloud has been about 50% of their of new client commitments. In q4 of the yr, that quantity tends to skew a little bit lessen than 50% in this fall, and the reason for that, and here is hypothesis on my half, but the explanation for it really is that consumers tend to use 12 months-conclusion finances funds which may additionally have a mild skew to extra customer cloud arrangements versus SaaS arrangements; that has been the vogue. It hasn't been a significant skew but it's typically a little bit below Pega Cloud in this autumn and the other three quarters customarily turn out to be being a little bit more than Pega Cloud percentage of bookings. Now, when it comes to 2021, they trust there is an opportunity for Pega Cloud to be an even bigger part of their business, however they also believe that as a result of they have had the sort of demo of so many consumers definitely enjoying the Pega Cloud choice Messaging, and their flexibility in how they install, that they in fact do not have a crystal ball to indicate that that quantity can be notably higher than what we've viewed for the last few years. So this is form of on the Pega Cloud percentage.

    I wish to discuss this autumn in 2020; the biggest gap that they saw in 2020 was the stream far from perpetual licenses into either Pega Cloud or customer Cloud ordinary preparations and that -- you may additionally suppose, neatly, if or not it's time period or if it's perpetual, would not it be the same amount of earnings; it's not. The equal volume of revenue doesn't are available the existing duration if you happen to book an equal term or perpetual deal. Perpetual does have greater earnings and you may see the large drop in perpetual income in 2020. in order that become their largest ingredient. after they at the beginning modeled they idea that Pega -- excuse me, perpetual would nevertheless reside form of whatever thing simply south of 10% but no longer go as low because it actually did in 2020. So it really is probably the biggest lever element in terms of what changed in 2020, and then -- and in this fall. So it really is kind of the largest factors that i might say is superb; I suggest we're tremendous satisfied that that came about, don't get me wrong, however that changed into a variant from the customary mannequin that they now have constructed up for 2020.

    Steve Koenig -- SMBC Nikko Securities -- Analyst

    received it. ok. Thanks for that, Ken. And this one is doubtless for Alan, here. assignment Phoenix [Phonetic], possibly a quick replace there and type of remind us what functionalities or used circumstances do you suppose are going to advantage most instantly as you innovate around your platform, and undertake micro capabilities, etcetera? where are you taking that in the short-time period, Alan?

    Alan Trefler -- Founder & Chief govt Officer

    well, you be aware of, we've a extremely unique agenda in that front. You see a few of it relatively directly in the advancements in cloud margins, and clearly, for client cloud -- they like Pega Cloud or quite do a Pega Cloud than a client cloud, however we're within the customer cloud enterprise too, they trust in customer option. I believe this helps all of their customers when it comes to their means to store funds, their capacity to retailer money, and their potential to innovate quicker. now they have additionally been in a position to enhance round cycle time and building for the issues which have been broken out as micro features; and that i would inform you it's working beautifully in that front. And loads of what we're doing that we've got said that you'll see in Phoenix [Phonetic] according to the unencumber late ultimate yr and the place we're going here is being in a position to permit their consumers many new alternatives and capability to really inject Pega up into their present entrance-ends on account of their means to comprise app-primarily based [Phonetic] expertise as a part of their digital event API, which is a big a part of relocating to this API-centric mannequin.

    So we're seeing interior advances, we're seeing valued clientele who years ago used to consider that their architecture became bigger, possibly heavy, asserting the they truly like what we're doing architecturally; whereas architect from time to time can be pretty important, anyone who appears at this architecture is responding positively to each, what they have achieved, and the place we'll proceed to head over the subsequent forty eight months -- 24 months, I imply. So, I feel it be gotten us lots of tremendous flight [Phonetic] with their shoppers.

    Steve Koenig -- SMBC Nikko Securities -- Analyst

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    Thanks a lot, Alan. Thanks Ken.


    thanks. i could then circulate on to their next query from Jack Andrews with Needham.

    Jack Andrews -- Needham -- Analyst

    smartly, good afternoon and thanks for taking my query. i'm wondering if you could supply some extra commentary when it comes to simply how your partner practices are progressing in terms of -- just any commentary that you would be able to supply when it comes to just new brand wins that are being generated from partners or how should they predict that to ramp extra time?

    Alan Trefler -- Founder & Chief executive Officer

    So within the 2d half of the 12 months, they under the workplaces of Hayden Stafford; and you may remember, Hayden build the business at Microsoft within the CRM space to $3.5 billion, fairly all of a sudden. We're beginning neatly below $1 billion, and also has the -- I suppose potent partner adventure from revenue drive in his historical past. He really has embraced important push toward partners and getting gigantic mutual commitments from companions that they will definitely go to market collectively. so as Ken mentioned, we're investing in income and advertising, and a large part of it's making sure that the companion ecosystem is entrance and center in how they go to market. i can inform you that the number of companions' involved and accomplice-sourced offers is materially up in the pipeline. And it's relatively enjoyable to see truly that the massive acceleration handiest took place after they started within the 2d half of last year.

    Jack Andrews -- Needham -- Analyst

    it really is superb, thanks for the colour around that. And simply as a observe-up; I wish to ask you about in case you might flush out a few of your feedback on the govt chance, in specific, you mentioned fitting potentially a typical for certain use situations. Any strategies in terms of how beneath a new administration that may deliver opportunities for you more largely?

    Alan Trefler -- Founder & Chief govt Officer

    well, I suppose there have been alternatives beneath the old administration and they do not see them abating below the current one. and you know, the reality is that's a tremendous quantity in executive that needs to be made more productive, that needs to be made greater effortless to alternate and wishes to cast off loads of the paper and the waste. The IRS has been public about how they have over 60 base management techniques, and they won head-to-head competition in opposition t numerous, a lot of other providers to be chosen and publicly obtainable by the IRS; and that's the reason value -- it really is going to head on over years and how as already lagged via it's initial creation years. So, I consider now they have bought an amazing government story, and i'll tell you that Hayden has -- in fact, talked about they should still double-down on their government company; and that incidentally is a further region where partners obviously are their key.

    i'll additionally let you know what's enjoyable, that their govt business now not just in the U.S. goes so smartly, but when I take a glance at Australia, on the UK, at the German government, we're definitely seeing a pleasant push there and a nice neighborhood of executive the use of [indecipherable].

    Ken Stillwell -- Chief economic Officer

    One addition -- i may make one further touch upon companions. They did their first a couple of accomplice sales kick-off this year the place they definitely engaged in a working form of session with their partners, and they have now had a large number of companions up-dimension; I may not point out the exact names which are definitely committing to signal-up for extremely massive commitments to pressure impartial business between Pega and their practices, that has -- that didn't take place prior to say at least, 2021 just within the last month or so. So that's an instance of a few huge trade in their engagement with companions.

    Jack Andrews -- Needham -- Analyst

    it is really helpful. Thanks an awful lot for taking the questions.


    thanks. and i'll take their next query from Mark Murphy with JP Morgan.

    Unidentified Participant

    okay, thanks. here's Benjamin [Phonetic] sitting in for Mark, thanks for taking the questions. Alan, brief query on the manner fabric for that you simply're speakme about within the conference closing year. Any updates on that, how that has been doing or what is the preliminary remarks from valued clientele? after which, i'm curious to hear how are you considering this scorching area that is rising round system mining and what is PEGA doing around that.

    Alan Trefler -- Founder & Chief govt Officer

    sure. i'll contact on each of these. So after they said system material whereas center of last 12 months, it turned into very much to make people understand when they focus on a center out architecture, where you in reality wish to feel concerning the work across would might possibly be a very gigantic corporation. The thing you want to do is not have some large large equipment bunkering in the center of there, you are looking to have the illusion of a virtual built-in device where the work and really within dissimilar equipment and the procedure of diverse programs including some locations on Pegasystems which need to be capable of be a part of that work. They now had their first couple of purchasers the usage of it fairly correctly. And we're carrying on with to raise have been transforming into below the offices of Phoenix and it be large pleasing. I mean imagine a company, simply to draw an analogy, suppose of in-effect having Google tied into the entire work into your business but done within the method this is safe and comfy, and managed -- and being in a position to deliver entry and bring that work in a allotted world as if it was all small and coming near near [Phonetic]. I consider it be extremely entertaining and construct on the Phoenix work that now they have been doing and it's getting a lot of tremendous reception and it drives not simply the positive cloth device, nonetheless it drives the extra use of kind of primarily in colossal material customers.

    Now you asked about system mining, process mining is one of those issues that now it be very generic and often it be no longer so general, very frequent. or not it's no longer too popularity again and they have now been doing some really enjoyable work, it's part of their group of workers intelligence and robotics initiatives that allow us to observe in mind the tactics of what individuals are definitely doing as adversarial to what they let you know that they are doing. and i consider that it's one of those examples of complementary know-how to their core or automation since you in reality need to provide is keep in mind what people are doing however then very possibly now not do it within the real identical way, that's on the state robotic process automation executed incorrectly. individuals are form of the display scraping and annualizing key strengths. They take that, I suggest with the mining work in one of the most different work we're doing with [indecipherable] going to drag that in and then actually determine a way to drive and ship outcomes with no need [indecipherable]. and that i will inform you it is a a good deal more sustainable, a plenty stronger and a a whole lot extra resilient approach to tackle these types of issues. So they suppose first rate about what we're doing there as neatly.

    Unidentified Participant

    Understood, thank you for the particulars. And Ken one quickly for you on the ACV increase cost when i'm 20% to 21% around, I suppose you referred to one to 2 features of forex headwind, so if I regulate for that, it seems like it may have dipped under 19%. I imply, don't get me wrong, it be still good at that scale, but if I evaluate it to a year ago, probably it became 22% and now probably sub 20%. and may you leave out what's inflicting that, have you ever viewed definitely more influence from COVID in q4 or the rest that to name out?

    Ken Stillwell -- Chief monetary Officer

    Yeah, respectable question. So, there is no affect that they have seen from COVID, i might say superb somewhat frankly positive or negative actually hasn't been of tailwind. I don't trust or not it's been a headwind either. I mean I suppose the place the 12 months landed is directionally in line from an ACV boom standpoint to where they thought the yr would land, the question basically is, I consider the greater essential query is when can they predict to peer the acceleration of ACV boom past variety of the 20ish percent boom that we've got seen now for the closing variety of years because we're definitely investing in a market chance that should yield superior growth. So I feel it really is type of more of the angle that we're looking at, which is why and when will they predict the acceleration in their ACV boom.

    Our percentage stream in ACV boom in some way is to be honest now not a considerable change within the longer-term approach. They also have cases the place and that i mentioned this a bit bit before, through the years. well also in situations the place ACV moves out and in of a quarter reckoning on advantageous dates and that could comfortably be a percentage skewed somehow as neatly. So I do not focus too an awful lot on that quantity being any precise now, 2021, 2022, even '19 in that latitude is to me kind of their historical, it's basically the center of attention for us is how do they get that number as much as 25 to 30 is something this is past where we've considered the growth fee.

    Unidentified Participant

    Understood. thanks.


    thanks. they can circulation on to their next question from Mohit Gogia from Barclays.

    Mohit Gogia -- Barclays -- Analyst

    So, thanks for taking my questions as well. So I don't know simply questioning in case you supply us kind of like the lay of the land when it comes to the automation portfolio, appropriate, so you obtained an RPA provider a few years back, obviously you have been a pioneer or your flagship product [indecipherable]. So simply supply us little land as to what comparative panorama have you ever considered and what do you expect to look in the following couple of years? I mean there has been, kind of like some companies speakme about this end-to-end automation providing across RPA method mining quarter, I feel you in short contact on that. however those home windows or might be within the IPO pipeline, so there goes to be more investor noise on that. So just aid us remember the way you healthy into that house and the way you healthy into merits [Phonetic]? and then I have a observe-up question for Ken.

    Alan Trefler -- Founder & Chief govt Officer

    sure. So when they consider about, there may be lots of noise out there and a bunch of experimentation, and i feel there is an incredible quantity of BFs for my part right here. The total robotic procedure automation somebody does a little math and takes the number of consumers that are declined with the aid of some of those carriers and divide that into the salary. You see that loads of what's occurring here with experimentation and isn't video game altering for the shoppers. well frankly be much more income and much more constant increase. So they consider the approach we've which remains really feel about method automation of the core and then be in a position to have robotics is a extremely powerful solution to contend with programs, but you no longer yet have APIs is the appropriate solution to do it. And we're getting loads of reinforcement from valued clientele and potentialities that their way of considering the center, their means of thinking as antagonistic to form of like tempo of the computing device the place you're thinking is the appropriate technique to do it. So I consider they might be vindicated in that view and that i'm showing work that makes me extra assured although they now have the competitive panorama and the competitive they were. You observed you had a further query for Ken.

    Mohit Gogia -- Barclays -- Analyst

    sure. So Ken, a good suggestion colour on that ACV boom adjusted for FX tailwinds, but I suggest your counsel, without doubt effective appropriate, I imply you are guiding for 23% revenue boom, which also in line somewhat together with your CRP increase this quarter, but on the same time i am assuming that if they additionally appear to your fiscal '22 ambitions that you have reiterated at your Analyst Day that I suggest there might be an implied acceleration ACV for fiscal '21 if I look in any respect of these variables appropriate? and you have mentioned drivers for that prior to now alongside revenue means investments and productivity, but help us take into account which of these drivers do you suppose they are going to have a extra near-term impact in fiscal ' 21 versus perhaps for instance to be greater penetration to your client base, maybe greater of a long-time period? So supply us an overview of those drivers during which of those they believe they already beginning to exhibit up in fiscal ' 21?

    Ken Stillwell -- Chief financial Officer

    So a way to think concerning the investments that we're making, so i'll provide you with variety of the ones that I think have, i'm going to claim greater close time period that means 2021 and extra mid-term. Let's simply name that '22 into '23. '21 goes to be pushed with the aid of the ramping of the sales skill and those individuals becoming more professional on average in 2021 and in 2020 or 2019. should you feel about whatever thing i might be more of an 18 month to 24 months, it's probably one of the investments that we're making in companions, correct, as a result of these things are likely to mature over no longer they not customarily, they're kind of now not a form of a one quarter type of turn on those investments. and that i suppose there's one other element of that we're thinking about as smartly. They have not fantastically and Steve outlined it early on and they in fact are trying to provide them to deliberately skirt this a part of this question however i'll spotlight it now.

    We aren't up to now nor is it part of their core strategy to just stream all of their client cloud people wish to Pega Cloud, it happens sometimes as shoppers wish to flow, however I do feel as they get out in the 2022 and '23 with processed cloth with the evolution of the product with Pega Cloud being their fundamental go to market with everyone truly seeking to flow to the cloud, there's the expertise that Pega Cloud will accelerate as percent of their enterprise. So those are kind of some issues that I don't feel, I feel it's going to ensue in Q1 or Q2 of '21. There actually is that potential for it to ensue out into the conclusion of '21 into '22. in order that sort of gives you very nearly like productivity, extra individuals purchasing Pega Cloud companions enjoying a bigger function. those are form of the 24-month levers.

    Mohit Gogia -- Barclays -- Analyst

    ideal. Thanks guys.


    thanks. they are able to hear subsequent from Chris Merwin with Goldman Sachs.

    Chris Merwin -- Goldman Sachs -- Analyst

    k, thanks very an awful lot for taking my query. I feel, first off, I simply wanted to ask in regards to the CRM business that, simply provide us the broader category that CRM fits very smartly, pandemic started to simply curious how that piece of your enterprise is trending over the remaining one year in particular, the closing quarter. Then I had a follow-up.

    Ken Stillwell -- Chief financial Officer

    So we're seeing a lot of pastime in CRM, above all in the sort of Omni channel approach to CRM and as a part of probably the most investments that they have finished, what they have now done is they have basically purchased some very powerful management into each and every of the variety of three generic areas of CRM, clever automation and one to 1 engagement. And so we're in reality doubling down on all of those, remember across the 12 months, i am -- every little thing from the total contact middle laptop on the entire strategy to the Omni channel a priority have a typical manner flows and customary decision making throughout mobile, net, provider desktop et cetera. and i feel it is really an improved story, when people who're coming in and simply making an attempt to sell that. It less difficult for consumers to get began and albeit for them to get merits faster with the styled strategy that they now have received. So, I feel that every one falls into CRM this is important to their business. It will be going ahead as neatly.

    Chris Merwin -- Goldman Sachs -- Analyst

    okay, amazing. thanks. Then one simply modeling question, if I appear on the ACV boom exiting the yr. it's 21%, right. after which the earnings information is 23%, i do know that as you get through the transition, I consider there is boom, which you are going to converge time beyond regulation that you're outpacing the ACV boom with revenue increase in 2021? I just desired to tie that together if I could. Thanks.

    Ken Stillwell -- Chief fiscal Officer

    So the earnings boom, so the existing customarily work, and that i consider we're a bit bit skewed by means of the percent of company that skilled features, however i know that form of screw with the numbers a bit bit, but if you suppose about ACV growth, i could simply use a number used 20 to make round. ACV boom of 20% in the event you get to the lower back conclusion of the cloud transition you should predict that your subscription income traces that connect ACV we'll will birth to action they outpace your ACV increase since you're catching up, you had almost a simpler examine in some cases, which is why you form of, I do not desire the hockey stick with the slope kind of slopes upward within the lower back conclusion of the cloud transition. So the salary increase does in fact grow a little faster than your ACV increase, this is what you might be seeing occurring in '21, it'll happen in '22. So there is rarely an instantaneous connection between ACV increase and salary. So truly, you get to the conclusion of the transition, so grow slower in the beginning that it speed up kind of catches up weeks them being extra closely aligned in the event you exit the transition it really is what you see going on in '21.

    Chris Merwin -- Goldman Sachs -- Analyst

    got it. thanks.


    thanks. you will hear next from Rishi Jaluria with D.A. Davidson.

    Rishi Jaluria -- D.A. Davidson -- Analyst

    hiya guys, it be Rishi Jaluria. Alan and Ken, first rate quarter. quality to look persisted powerful outcomes. i needed to start via searching at the cloud gross margins, it be been really amazing this 12 months and enhancing as has long past on. How should still they be considering in regards to the opportunities for future cloud gross margin expansion from here? i know, Ken, you have stated in the past there is extra time, it can be capable of get above 70%; maybe they talk how they should expect that and any areas where you feel there is extra opportunity for greater infrastructure efficiency or to just get enhanced margins obtainable? and i've bought a follow-up.

    Ken Stillwell -- Chief financial Officer

    bound, Rishi. So one aspect that probably most of you know is that I kind of took accountability for their Pega Cloud enterprise in December of 2019, so or not it's been a few year. And probably the most reasons why Alan and i decided that that changed into a realistic move changed into as a result of the magnitude of in fact operating this as a P&L and driving the margin enlargement, and the group has accomplished a fantastic job when it comes to riding that over the final year. So in reality first rate growth; you could say, ok, well, so you're in mid-60s now or coming near mid-60s, how do you get to 70, 75 and one of the most levers? First off, scale is a huge lever, right. Scale, no longer best in the number of consumers, however the size of the client spend in Pega Cloud because as that goes up, there is some variable and a few fastened expenses, and also you're capable of leverage people over a larger pool of consumers and a bigger pool of ACV. So some of here is simply normal working leverage, they see that ensue, in actually, any business mannequin. but technically talking, when they beginning leveraging at scale issues, like -- right to create virtualization in the cloud environments which all of their consumers are deploying on some version [Phonetic] in terms of riding efficiency, it be basically virtualization within the cloud as i am bound you comprehend, that's a huge lever for us.

    additionally, consumers that are adopting to Pega Cloud on Pega Infinity is in reality one other lever aspect because the expansion that they've on the software definitely turns into type of a bigger spend demo and really create us -- skill for us to make sure investments in these stepper breakpoints so that they can basically create pretty much greater efficient cloud ambiance for their shoppers. So it be really about scale, it's about the new product -- Pega's new product, which is Pega Infinity, right, the product that is a net new technology. And about leveraging from very ordinary equipment like people having noted a lot of -- all of their consumers, quite frankly, and their competitors and other organizations are leveraging to construct that stage of effectivity. So those are form of the -- one of the vital key tenants of getting there. but to be honest with you, it's in fact driven by means of a business P&L approach of running their business like a SaaS enterprise, like an Azure provider enterprise for their shoppers, and we're starting to basically see some excellent pick-up in their consequences from that center of attention.

    Rishi Jaluria -- D.A. Davidson -- Analyst

    bought it, it truly is a good suggestion. after which a comply with-up, i wanted to possibly get your sense on the sustainability of some of the trends that you've viewed out of COVID, going forward, and let's say expectantly lower back half of this yr begins to appear a bit bit greater average. And so from that i am speakme; A) variety of acceleration of digital transformation initiatives and efforts from shoppers, however that hasn't been a driver on the revenue side simply yet, but sustainability of those tailwinds. and then on the cost saving side as smartly, as a result of no longer having travel evidently assisting on the margin facet; I imply, if you appear at the boom price of simply your sales and advertising and marketing, or not it's dramatically lower this 12 months than it has been traditionally, I think even half of 2019 to increase expense. So how should they believe concerning the sustainability and people cost savings going forward put up-pandemic? Thanks.

    Alan Trefler -- Founder & Chief executive Officer

    neatly, i'll let you know -- it be definitely hard to predict, however I suppose there can be sustainable charge discount rates because I think conduct has modified. or not it's handy to do a video meeting or in any other case you can have had to arrange a trip to demonstrate people that you simply expected them and trying to make sure you might be within the right place at the correct time. I suppose loads of that goes to persist, I feel lots of implementations where they now have discovered to do issues far off, aren't wholly far flung, individuals are nevertheless going to wish to get in and do a real stroll-through and occasion on the conference desk. and that i'm optimistic that that is going to be viable in the second half of the year or via the conclusion of the yr but I feel there might be some sustainable charge mark downs there. actually the advancements -- this entire project Phoenix which has been part of their circulate -- or not it's a part of a lot of the other alterations that now they have been doing is -- has loads of runway, as they think of what they will do to create sustainable cost discount rates and sustainable tactical scalability in coming years; so I also think definitely respectable about that.


    thank you. they will take their next query from Mark Schappel with Benchmark.

    Mark Schappel -- Benchmark -- Analyst

    hi, first rate night. thanks for taking my question. i used to be hoping if you could simply supply some further commentary on what you are seeing in Europe, and primarily, your business within the UK?

    Alan Trefler -- Founder & Chief govt Officer

    So, it's entertaining. without doubt, the uk has gone through some confusion, that is the complete Brexit aspect took place on properly of the COVID thing. i would let you know that, as I feel about it, the uk and peculiarly areas like one of the most large UK financial institutions with some situations very, very large pastime in moving things to the cloud, however traditionally, they've been greater conservative on. however additionally probably the most giant governmental entities has been -- i'd describe has been effective and intelligent. So, i am feeling relatively respectable about the UK at a time when or not it's basically hard to appreciate it, you understand, what became going to happen as a result of one of the Brexit stuff on appropriate of the COVID. So there is an immense amount of endeavor there. I wager, hope I may go lower back there in someday [Phonetic].

    Mark Schappel -- Benchmark -- Analyst

    after which, Ken, a question for you. The December quarters are usually huge renewal quarters for the business and also big profits quarters; seasonally, how may still they be thinking about your this fall as with appreciate to ACV boom and RPO increase seasonally?

    Ken Stillwell -- Chief economic Officer

    So the -- let me clarify one issue; so Q4s do have greater renewals than -- on usual than other quarters. youngsters, as they have gotten greater, the renewals do birth to spread throughout quarters in the year, and across years, such that it is rarely as huge of an influence as they -- as more of or not it's Pega Cloud and because the business grows. The reason why Q4s are customarily larger because there is more new business activity in a this fall, more promoting undertaking; that is truly an even bigger factor for q4, and that's really the handiest element for ACV growth because their renewals, except there's an upsell, there is rarely in reality any alternate to the ACV. Now in terms of RPO in backlog, that's truly -- this is a troublesome one as a result of market does develop into -- it does turn into -- there is in reality lumpiness round RPO in terms of the overall amount, the place it be no longer as lumpy is within the next one year number, appropriate. And that number -- it is why I center of attention on that quantity as a result of that really is a validation of how a lot of the subsequent yr's salary is already sort of baked, and type of within the backlog to be in a position to come into salary. So if you are evaluating a this autumn over this autumn, ACV is a very valid measure, and the subsequent 365 days is a really legitimate measure. should you seem to be at the gross volume of RPO, then you definately get into adjustments the place get a renewal hit with that was four years versus three years and the cycle of renewals isn't linear when it comes to that. So it really is type of where it kind of screws with you a little bit, now not so a lot on salary, not on ACV at all, and in reality no longer lots on that subsequent three hundred and sixty five days quantity; so if that helps. that's the form of a way to feel about a this autumn.

    Alan Trefler -- Founder & Chief govt Officer

    I believe that the simplest element that is came about, and now they have referred to this a little is; when they did the flip to ordinary, they massively reduced the motivation for long deals. the incentive was once frankly, a little out of whack all the way through total contract price, and that's vastly reduced. So yes, I feel you might be going to proceed to look less lumpiness in RPO, and the real measure i might say is ACV coupled with RPO; it's always what I look at.

    Mark Schappel -- Benchmark -- Analyst

    thank you.

    Alan Trefler -- Founder & Chief govt Officer

    I feel we're attending to the correct of the hour. So, operator, if or not it's good enough with all and sundry, i go to just say to folks that it became definitely hard and difficult [Phonetic] yr; they want basically to thank the total group for simply what we've got carried out and doing large work, thanks their purchasers are standing by means of us. and i need to thank their investors; you should definitely understand we're working difficult for you. and i wish all of you stay protected and let's work via this. We're really feeling like we're stepping into the light this 12 months.

    thank you very an awful lot, everyone. Take care.


    [Operator Closing Remarks]

    length: sixty one minutes

    name participants:

    Ken Stillwell -- Chief fiscal Officer

    Alan Trefler -- Founder & Chief government Officer

    Steve Koenig -- SMBC Nikko Securities -- Analyst

    Jack Andrews -- Needham -- Analyst

    Unidentified Participant

    Mohit Gogia -- Barclays -- Analyst

    Chris Merwin -- Goldman Sachs -- Analyst

    Rishi Jaluria -- D.A. Davidson -- Analyst

    Mark Schappel -- Benchmark -- Analyst

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    Mwongozo wa Uratibu wa Mashirika Yasiyo ya Kiserikali Tanzania Bara
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