AgileThought (AGILQ) 14 May 222022 Q1 Earnings call transcript

Ladies and gentlemen, thank you for standing by. Good afternoon, and welcome to the AgileThought First Quarter 2022 Financial Results Conference Call. At this time, all participants are in a listen-only mode [Operator Instructions]. A webcast replay of the call will be available approximately one hour after the end of call to August 12, 2022. I would now like to turn the call over to Scott Gordon of Core IR, Company’s Investor Relations Firm. sir. ahead, go Please

thank participating And conference today’s call. you afternoon. in for AgileThought Good

the are Financial leadership and me Officer. company’s Joining from team Hernández, Operations Officer; Amit Ana Chief and Manuel Singh, and Chief Officer; Chief Finance Executive Chairman Senderos,

events sense me statements begin, a provide expected the results required time information content related forward-looking call. from after update The circumstances and call, or May obligation a of or to AgileThought allow financial in this due accurate as revise are The uncertainties. as statements. subject the that disclaims actual that to non-GAAP EBITDA. materially to call, company measures, differ disclaimer therefore portion uncertainties that filings. are of forward-looking this for the the only also references described contains any will Q&A its SEC may Before of projections remarks other is forward-looking statements. The and XX, adjusted are number call statements XXXX. include may risks and by release any This of such results to reflect of today, to we publicly to earnings regarding including and include Except company’s occur forward-looking future our to as risks Today’s information law,

information to discuss highlights call GAAP ir.agilethought.com. AgileThought’s Additional the press through financial conference provide website first information the at non-GAAP including a review the This is company’s quarter available section. go we be will to Manuel will provided in financial to between Relations our financials to the some information please earnings CEO, release. business replay then Investor webcast quarterly will pleasure and reconciliation associated by it’s the turn and Q&A outlook. financial about the the call guidance walk to through Manuel, Manuel that, the over my Amit Senderos. a ahead. of now comments before With proceed and corporate

Most value a and sales direct confident future first XXXX, fourth scale digital This is TCV position ongoing joining market next The for importantly, our conference our up we to our from the previous in achieve everyone we we Time deliver for U.S. are? clients. for this ability do investments to the a XXXX. In our what quarter next thanks in performance our growth. calls, and afternoon, earnings is transformation and just sizeable to the call. with XXXX provider. total contract result XX% first to our XXXX, during of North the opportunity, first up million $XX the the building over to capability delivery fifth We sequentially And revenue strategic start plan financial we million America quarter. leading quarter higher a years. several than performance. end-to-end our Good as than In total quarters. the goals financial to $XX.X Scott. period Thanks customers? quarter our XXXX our positioning TCV sequential of was quarter do quarter a reported continue services strong who us in XX% guidance, well I revenue fourth strong XXXX, X% of the same indicator quarter revenue revenues results $XX.X of consecutive our higher XXXX, in us We posted and remain of at first of and and from and outlined several record million signed of build came for

component they key are growth our land our customers organic New feed a and expand of as strategy.

from to industry to the our are For verticals. our financial services base, of we sector the strategic nine two added customers quarter XXXX, which first healthcare, ranging new of

quarter We revenue. year, us annual In a existing had and of year. more compared the first this Agile solutions of believe XX the of be to same metric We share period contributing one materially over continues for remains next team strong. continuing A talent wallet in ability XX the the our customers. the as customers. clients top opportunity to continue customers significant while to client among our to Building we or this million XXXX, growth of our us, generation for the have to Thinkers in [ph] is rest number key trend expand attract we’ve last priorities top growth deliver expect of to of new to onboard specifically our $X retain

well in as as both and managing are continue recruiting rates. make progress attrition We our onboarding steady to

progress, Some programs are company additional digital are resulting experienced between being points strong of it dividends. in hiring employee market connection staff our the units needs clients’ better implemented initiatives and and and more allow that to teams hiring and business tied tying proposition to in infrastructure is risk top a which programs value the our accelerated, and way HigherEd are our with overall recruitment retention our proposition, to strong, focus us our together and involve program value in retention enabling serve of On which work better more our talent, delivery of are quickly. such LatAm enhancing training functions, as talent campus our effective together the to

and creating Manzocchi increasing retention the right metrics. getting the Technology key a Officer quarter in we and talent with are witnessing billable delivery is Delivery Chief as XXXX, resulting resources XX% former each in quarter dedicated first ended skills acquisitions with planning and X,XXX right Alejandro We last talents Chief over team quarter time. first region, the capacity our of Officer, several the the improved including executive and at of addition launch from better last Another quarters, staffing initiative Global of the addition Executive the

these leaders new by launched initiatives taking are the As effect.

to strengthen team. senior continue also leadership We our

formerly clients for and Head Amit have team, and class with work Investor back we Amit Globant organization. Singh, Finance U.S. of are Amit and experience for announced serving as additions finance returns. community in the continue Last our record to Relations. the Head and corporate a vast shareholder new On executive We into world the moves to our of of of of team Global investment XXXX. has a CFO, excited the addition key week, strong the track and delivering building welcome him the

do our Now, competitors. who I highlight would our like how transform on is we provide some best to is to and some AgileThought of way customers It insights our choose key take help. have this with to reality. details reason over them accomplished to customers this The a

to that they’re of inefficient the way. scale that innovation, strategy government output transforming into speed functional operations performing local in business in an to IT in yield progression clients provided organization, and based IT to provide resiliency, waste align agile We increasing more eliminating sector natural business the in productivity to reality and our of Using One a significant state methods, organization their a higher we organization. and rapid faster move workflows, higher had and an the required vision move results way. and connected faster a in

chronic lab lab traditional deployed of platforms time. surveillance a short the We accuracy, driven that early disease high a Using proactive drivers incoming doctors. identify predictive competitive disease management models of and diagnostics of Another measures, sector screen and period AI for platforms. on to casual based testing early detection software result example, creation client We records a of was causality highly healthcare company build was alert [ph] patients kidney suite in very proactively were and new not be machine the service a detection techniques testing. disease that focused AI leveraging in can lab to on The line of now for learning a offered progression. for cloud-based

thinking, the analytics over to space agile transformation our AgileThought is digital advanced choose organizations for in data and competition recent Another transformation. due our AI

event our on first thought of the AgileThought by which quarter, leadership This conference, away is annual During organizations look virtual reality. from we to transformation event. the virtual move conducted a two-day that concept accelerate focused digital to our

chat initiatives. of such achieved to real are conversation through agile of range closing, transform as from our panel use for can to discussion with organization our variety cultivate viewing organizations to discussions. using with are we website. how event partners opportunities. sectors innovation. We a on the The and methods from clients cases AI sessions have and on available ranging and In about a and All recorded excited a what were future digital Our sessions date examples, topics by of implementing we showcase industries discussed extremely fireside encouraged an are our to culture

achieve journey towards high the we to a work continue of ongoing conviction industry it our our And Our direct Agile hard dedication have ability why to is Thinkers. of and objectives. result our leadership and is

will who will turn Amit? Singh to into call provide financial insights over CFO, the results. our Now, additional our Amit I

afternoon, Manuel, you, everyone. Thank good and

leading this the company I’m with from the in discussion, about Board, team leadership. sector. strong financial And Before excited would I me for the this transformation always the opportunity seen Agile putting help Coming around another the and a services I very the globe role. take for Thinkers like competitor company, AgileThought to in is their jump trust digital attain this to working I’ve extremely thank to industry into Manuel,

sequentially guidance. a and our with XXXX Now, revenues quarter start AgileThought and quarter of increase full of second results. I $XX.X provided new an provide the would million These solid brief clients. a like the quarter both XX% I’ll existing providing the summary financial then Revenues XXXX in guidance and by to also call. first at of financial our driven mainly our X% of delivered year demand last had by increase year-over-year. beat quarter our were the of and services earnings we first within results expansion

XX.X% TCV, point margins As XXX first in our year-over-year. and Gross signed we XXX beating sequentially basis the improving quarters. had our the we points basis quarter guidance prior in were fulfilled and

in our fluctuate strong and currently initiatives remain of demand our want increased revenue gross As capture previously increase of year XXXX aggressively of million, possibility adjusted gross on towards to initiatives increase nimble the sequential margins quarter-to-quarter, said, sequential EBITDA period engagements. us from TCV for the gradually from half Demand expect growth we XXXX of growth. same XXXX as quarter The million in increase that a we the SG&A increase remain have driver quarter in Adjusted business adjusted our $X.X talent and implementing of EBITDA services to drive hiring the becoming margins first $X.X compared U.S.-based main revenues the and the public experience of discussed, was drive of the number These to in retention. of XXXX. include in to in million drivers that first aforementioned may XXXX. growth extremely for deficiencies of is the increase to first focused accelerate anticipate increases, million XXX% from quarter compared prior to in and infrastructure, a second decline. of the result goal in That we increase pricing we that XX% trends as we to margins. industry-leading of a we company $X.X the and the investments main EBITDA $X.X delivery our will our investments fourth quarter during next-generation year-over-year was a to and decreased in gross of The were

SG&A expect We net of was to Net of of providing XX, the $X.X leverage. million, million $X.X loss loss first XX, to mid compared December a stood million. the normalize levels a the quarter end Switching $X balance revenues first that term, debt million in the XXXX of $XX.X fourth to quarter industry percent XXXX, at million and loss in a the at strong to at first of for as total $X.X the XXXX as operating long million Cash to quarter compared XXXX. of XXXX. in sheet quarter March was net at will $XX.X

and like Now, full the forward for to XXXX. provide guidance quarter second I’d year

XXXX Gross at And for revenues Also This to at $XXX.X Manuel, year-over-year margin quarter XXXX concludes least be least XX% We $XX.X be range year million the full XX%. for back prepared for the XX% remarks. please. the second growth. we the to of XXXX full implying closing the expect now to revenues to is million. turn expect my year call least I’d in of like to expected any for be Manuel to remarks. at

with margin show improvement you, the demand over We expect we strong conclusion, believe Thank and that, the to benefit the In to from years. and in the operator, transformation to about And Operator? well so digital world. turn the like the question-and-answer are positioned we that Amit. very revenues session. across are our can to I’d call begin confident continuous coming we momentum

from comes Nolan question with with Maggie [Operator Our question. proceed William your Instructions] first Blair. Please

year. the you’ve year? And and confidence Thank what you. wanted outlook full start growth and the out in congrats strong upside ask in put drove you the revenue the to saw, what you the the that to quarter revenue about I gives to for on that

Hi, Maggie. joining Good for us. afternoon. Thanks

signing. main we I start and going So, quickly with on say engagement how can starting want. last achieving increases main say price quarter backlog those growth to we big we have first efforts right our the actually, In the more growth the the constraint the and the mentioned. over forward, here talent to been signing now is are TCV accelerating becoming strong our been is, very that discussion we And that two and main right talent impacts that fast and And the implement our them new us would of attrition we’ve our be in revenue the cause I of a how I an and that from staff quality. industry-wide a throughout think are obviously TCV problem. staffing we’ve quarters just combination retaining projects backlog that the the And quarter would the able for is us

So, all I battling think we’re to that.

two key are those way. the to So in move positive trying that levers we’re a

little And your on talk initiative? bit point, you a that your in Manuel. progress Thanks, talent can last about retention

want ahead. Amit? absolutely. Yes, to you Yes, ahead, go Go

sure. Sure,

to the but little be. currently So than Manuel taking, the few I the just would in trend. last if you we Manuel, Maggie, improvement you seeing already the all we seen into wanted want taking? of it into and look that you details as if are remains over you then you’ve like efforts understand, a over go industry, And we’re trend. are we to the month point out the that that where in month as months, can attrition go at the a And In attrition, steps that higher

would Alejandro few we’ve I new a say year the Amit. to came Thanks, able retain which addition at in Yes. to more Manzocchi, quite the people. of with beginning of strategies the implemented be

we sufficiently is it which probably geographies all the America, One strong the value was proposition, geographies. of in throughout and where participate the employee of different wasn’t developing within clear them in not Latin

interesting think in that our employee been really Alejandro So work us value We career it done around stick interesting time with good is and doing in that overall the very proposition. our job implementing to of engineers of a has proposition he’s the tie short we that that the with company that possibility because do work. their progressing company in a really value

really and only sure message that retain more put more but we out attract people. people, also that we’re to not trying make to there So, to

a excited gave Very there industry pose good opportunity And on then Are hear think good. AgileThought? that that client call. to you the those for any great examples particular you’re that verticals you about

Yes.

strong, in large add and and there’s require that them. technology-based are out companies I really there healthcare, healthcare think the for that lot services our the U.S. a can mid-size strongest industries that to now, we is, two us for value of

as sector. financial So, new they in we’ve a a us successful big is consume been logos very that well capturing lot sector The of in services. for our very and sector

Latin market. into also we’ve been expand a knowledge good the U.S. throughout America that So, to but have bring where presence, able we

more most because U.S. But services America, global are of financial for same expanding market about So, Latin say. excited services it firms I firms throughout is as would U.S. today, we’re are in financial firms. those the our

opportunity same the U.S. move the into have them with we to So, market.

little you last their and of about bit they that in areas these comment then intentions for budgeting you service their client within kind on spend to you quarters to year? as a And me. talk and you. sentiment provide the Thank one Can coming

for for budgets I operations. for with being now a continue and in mean, driver those becomes important work the business marketing, the clients. us IT, budgets, be many like placed we’re are future budgets combination were grow. our now what most most Absolutely. their enhanced seeing budgets IT, those traditionally that their of and to expanding them do to industries. are important that is There’s for for traditional companies that successful to of And The combinations and in probably

as able those seen grow, we’ve capture we’ve to new as budgets well So been logo.

new opportunity think grow with capturing there’s well have as participate we now. easily those big and have So, in them the logos a we scope can digital of of within that very very to I accounts the grow that same already. as caliber and huge Most spending transformation, we

inbound disruption any Thank since environment? Eastern of the follow while competitive you in delivery changes of new any there mentioned kind logos, some European this up clients one And otherwise increase or other just locations given in in you. is

this of Yes, played able been logos been existing very because have course And been out. because our There’s disrupted going in been see war to by capture us projects. they – how Eastern also their a been what’s new the they’ve of reached Europe, out on it’s interesting in And to it’s continue by help, Central even some lot has they’ve of we’ve competitors clients, to Ukraine. impaired Ukraine. to in that for or that need

working with new capture we’ve clients existing also business able So, from some logos. actually but been our as some new and to cooperation, competitors doing been

in that for a geopolitical front for of us. in strategy Latin puts So their risks requirement the clients. the with for obviously I at and work future this the really definitely hedge for global owners, budget distributor it plays of managers out very good IT type has the looking played believe the in of America

So, we to are you benefiting want Amit from compliment? that.

Maggie, delivery thing bigger advantage, is small us a couple I amount expanded over forward years, profile. we services obviously bigger and of last revenue the given the of if add growth would our significantly location game think the of benefit we the TAM the witnessing to And improving location sort that get from – how is, Yes, market. for look breadth of advantage, company have services broader and what we our enhanced I a going in playing in targeting overall market and are the over is and

a on right but exceed that are know to leading this exists the growth internally or industry reach improving has ability for the the So continue to we we of company year, guiding yes, that sort now. growth to that growth certain

you. context. Helpful Thank

Maggie. you, Thank

comes question next Bergin Our ahead. from Cowen. go with Please Bryan

for is This Bryan. Ajzenman thanks. Hi, Zack on

role as early Can same recent talk outside a and time, most the maybe focus with congrats now assess First question drew then in to you the tenure? do where what Amit, at what here your on as to company, joiner about you most new the attractive, you find experience. you on AgileThought plan you

Okay, you have and much, to the good very perfect. call. you on Zach Thank

right? mean space. a strong in competitor I I look, at strong very as my a I’d seen but I So smaller mean, digital very firm, the AgileThought a competitor, when was always prior a competitor, very, transformation

as certain and continue improve there in forward obviously materially which improving leading. help materially margin us, our So hopefully on factor my primary that line sort sort and the things been and industry top for I be of firm and as And can have the firm we that was discussed improve attraction profile the to the the you our are was me, work profile – of the knew has that should doing, company. past, we so for move that,

and North factor obviously bigger, where playing we’ve in, but some a that So being opportunity has have right me America management line this the its leader the and attracted was margins all to as just know, industry grow multinational now, at factor seen talking Latin seen company not then leading existing we inside field, be the this for field to as top everyone’s in we another delivery America. towards, company, of become point attract, will for benefit obviously And we the plus after capabilities, improvement, as both focus was clients given AgileThought it in is, this the attractive all plus across but me. from the is,

as company that’s benefit for the a well. So

over revenue things better very organization as come making One there approach growth within call clients, better is, I so our Then growth, drive in with given more on all to called my see our term, it aware internal trending within are to help overall long of closely sort enabler, in clients working data growth our drive growth a than that margin the the analysis then a shareholders us, within and and and better my we our the on. work mid I’ll finance investors, Using to analyst and and finance that trajectory. forecasting the and board keeping be how firm, right? that’ll and of focusing the and a rather next, term, from be base margins separate As business finance, couple of finance, shareholder the in more near one clients, target. on business then the keeping background, on company sort margin to time trying with number completely the

operational, there’s will the be And finally drive in more to a automation that more of and operations opportunity the as focus. and and of is the it efficiencies more companies So within more more organization. lot then a all big

delivery well already already up set my already We that, well. that see, to I’m it’s is very the any that further I team focusing because I are And the on. these improve whole but strong a strong network about, week as opportunities, board. just work, it’s shows of a is on So, I’m everywhere up. deal initial is have working excited know and at about, out very our all look, here. executing We in very things And activity set just have now from second execution those sales base departments, you

view Appreciate degree XXX the complete there.

in we the bit workforce. dig on up, to follow want a Our

in dorms, see we other And then versus with quarter hiring as accelerate in it’s and seen backyard. outside Eastern is incremental Europe, on Mexico confidence hiring America. but curious So the competition the know looking the hear AgileThoughts, vendors well to specifically positioned levels, and exposure AgileThought of efforts if broadly their just historical to parts resourcing where more you’ve anticipated nice utilization to Latin front,

of that that in the is competition firm project has LatAm. of the firms, for that. not been when And has a certain from it my like always mean, in and in call sort the firm, XX% first anywhere for can there. drive that you now, makes look all, company and than past, always type prior lot you in from But look us, I non-LatAm question. grow you and of a it utilization of, area, generally Even if to sense, look in XX% certain at tried been, same I’ve a was just higher low at they’ve lot even always to presence it multinational of these had XXs

would So, digital competitive what for always market been has I is transformation the talent. say

company, comfortable us of to the finally, the for all drive firm. able have on of right? headcount this, of mind keep now just we low, growth. drive sort that. relatability with little headcount current players our building right Like more in bit our to with feel the their is in region. confident very being maybe Manuel hiring value base given more We of Ukraine, I techniques, and will And then, of proposition all increasingly out continue Russia a or that the small So, and enhancing we’re Mexico, And strong the given top still be especially talent in mentioned to know also aggressive, we as in a in base, our feel certain situation now but very had

number on is materially to are the areas, the accelerate we expect hiring people all that different small. of absolute still relatively but We

very all going positively us for So works, that forward.

very much. Thanks

JPMorgan. Our go next Puneet question comes ahead. with from Please Jain

take me opportunity for this let taking question and congratulate thanks Amit. Hi, Yes. my also to

at macro the Maggie’s question. economy down as to seeing about concerns second being specifically you it maybe around ask in me let budgets delays strength or a are follow like more anywhere in in any stocks So, reallocation all? any obviously macro of of behavior, half, change starts you new up Are business in project client with seeing environment lot

Puneet. Hey,

ahead. Go

cutting I’ve Sorry, to firm. you firm, digital Look Manuel, for please help much. Puneet. Digital out and transformation can sort jump teams I and I and right? their to help digital of of partners top of Thank always the cost. market. working clients of when a slow just them Maybe placed be very drive better generally when in line economic transformation sort economic mean, I start the couple end counter of competitive become happens, Like, that to mean that’s drive sort slowdown played They because more line sort top down, the versus in. need

feel, witnessing trend. is positive very I’ll see been we TCV we leave what color to continue to and are And add in So, among any our it to that trend reporting. positive evident And see clients. that we the We that please. have Manuel

with agree Well, I think I Amit.

I the is of side think demand business our super strong.

to be We decline haven’t actually it’s seen continue strong and will accelerating. any at all we I think,

of our teams very, ability in, the and market all to demand for peers is meet of is can main business a in the way market our think the I actually us our the grow strong. demands. But component that very

actually had you supply hear you if About to answered good constrain. constrain question very that’s already. my demand or No, second

hiring, at about talk typically you do ask like in terms for from? hire from, like like me about hire do of needs, experience can entry you you of hires where where new Let levels your level mix and versus

probably the our, work more larger into going also the and Sure. to meet of expand But senior demand growth expectation. high need understand that our bottom to We of a achieve through individuals able we hire Because the forward to college we do, hires. pyramid the we company. level that of

month. both doing we’re the us So, college hires for program to continued grow is every

with up and programs new universities different adding different We’re locations in we partnering operate. where

the But future. we is our of high end senior and of that developers work senior is part that think require we So, the consultants. reality that is do type

part most most the senior So, hires today, are from the say I would of our coming of pyramid.

Got Thank you. it.

from with Thind comes next ahead. Jefferies. Surinder Our Please question go

you. Thank

Just a point earlier on issue in this sounds little clearly not bit following time. the up it demand it’s like, some a at mean, of commentary, I

just really think other the down some understand Does can of ability are things? come you Or other that talent? your brand as what fully those well retain me we there of to should kinds So, scale and gating considerations recruit recognition, help it factor is? the to about

I start projects in clients main stressful assigned the people. most dates. constraint are the our retain projects That’s to on would say small, because the that and organization, certain hire the are to is expecting sold, the ability just TCV point the whole the and

most just now demand. is have the that hiring and so meet to stress the And we right trying

attraction, Manzocchi, that big mentioned a So, opportunity in I and we implementing changes the year. of lot value think opportunity deployment the think you to you the we we the the improve and have came our through hire. we of different hiring. hiring. in recruiting have we’ve, same, the in our move do He the I proposition in to And of that the both there’s where retain. Alejandro a is levers lot same the beginning as geographies obviously the throughput brand throughput a to And of attract

significantly have quarter of direct very levers. And we with recognize So, that we those a amount those we actually can impact that of on revenue both here, feel Alejandro every very positive improve the can

Understand.

that the strong it more U.S. are the And and the procedures work improve look that does. important to able right? to the across the good sort periphery companies call have, I leading around enhancing more If is But we talent Manuel’s place and And most overall comments, the methods a all. add it’s part further it, thing of hire putting company just with already could being in already of it, to about now the around just working retention in we is

very strong digital doing already We’re work. transformation

in have place. which hire a being strong the already them able place. and lot core things that, is And We So are we of talent. other the component place of in being are put that have to in

So, that we we be, that to feel we fulfill the move very to hiring enough we seeing. that talent confident able should start be we as of sort are forward should and demand

Understood.

have to about getting need should I’ll So of I it, you of to, that needs need point. be that able should processes in and fair talent organization here is that? to niche sense just make we is stuff. company kind the of versus characterize think the it you how transition more going small that to call through the kind big Or to player a to terms the are that it larger retain it the in value Is in mentality to a think we would the it that to this point? this proposition and put call lot of do where what truly How still sure that, at about at just you the company do be from firm these, place a

here I’ve efforts the a mentality. comes from team Well, that making big big in made sure management company

from DXC Global people [ph] or So into or IBM other.

looks our in exactly the made management that what know operate effort how sure So that’s they I’ve making at so that a big team like. to scale, knows and case, that

that, So what there is part of you’re saying.

So the transitioning, a that are over years, of example. changed with Johnson, changed that, there’s of been and couple last processes for Kevin being have

acceleration demand the we also, There’s of what So think a that that I there’s as faster is than probably anticipated. part transition.

And strong need so we catch part the to is more demand of with up it. supply and the probably

happening. kind I what’s of think that’s

expect demand us. part we pandemic and opportunity the high on a with so year in sure that’s the equation. over need are just the We that didn’t we of an just of for coming after the think to make I and that that we have, par supply last

there in talk then downturn the any was obviously of sensitivity Got in terms it. markets Obviously in just there’s forecast. do being considerable the should about we the confidence how digital how earlier really if a volatile. are? is but little And been you some very year macro was I really There proof AgileThought about about macro potential more or bit there market? full Can you that, the understand think earlier expressed transformation have maybe commentary macro to proof, risk.

Sure.

want You Amit? address to that

guide I to we you’ve guiding I something, have Yes, to have yes, something, way, first as the in going or of mean time year numbers, we the And this the we have is to high be to Similar in very is sort seen, companies. right? full here well. the we’re when visibility as definitely. prior those and followed, followed Look, strategy

couple you’ve we already a is it’s signed quarters last our lot this TCV. signed we’ve So in of work already, in seen of that’s where the And stand. as

guidance, guidance and thing, better But in this XX% we be growth, years provided. level to would coming this from insight to know that guiding that So for all there. we than strong this of confidence do very in you, us gives Hopefully us we this one the a hope. have slightly all can that, the opportunity accelerate materially is it

guidance to think this and years, all year. with are we have in but to company this see forward coming this of we is the way the metrics that the guiding strong is, as improvement. guidance, about And, this year-over-year confidence in think we the okay, move I should So,

in amount the then the the make completely So, And goal street are make yes, sure to earlier the we about, at my I and was make the is well. here, there’s I’ll that, as that we’ll communication always the when of and then to aware goals happens asked sure second knows is kept, and everyone mentioned it that between that. and a question sure, street direction and going huge company that that all of leave

and helpful me. you. That’s Thank that’s Understood. it for

next Our go Brian ahead. Global from question Kinstlinger Please Alliance with Partners. comes

revenue for year Hi attention, program, year, typical more questions, what’s major a and joined I with In comment of churn how a customer their been change? to than for from hard company one? if on is priorities that program easy transformational late. guys. average or a Thanks them they’re it duration And starting can comes then their have much lastly, plans, you or taking slow once the customers sorry, for a the either my how

joining. good afternoon. for Brian, Thanks Hi,

our from that of the the budget say is growth from a accounts. plan of business always the way clients. I typically that coming we the So, or growth plan ahead. of would new within for bit comes we rest existing And plan our XX% existing then of rest The quite we And is clients. those

the surprised contributor bring business to been a last on we’ve couple able Now, of account, new a from revenue. large them large rapidly a into account that I grow into have new quarters the over been and the to ability

very for So, I that. am encouraged

would we help at churn, term to we engage. engagement zero. say say fashion. to have potential And to to a a zero, but that clients would the very make clients we in I those in completely us, expect sure strategy. don’t very we that in actually carefully them the because I to I try we churn, close Now, don’t before zero client And their have to have being very very terms want we term look close do very profile long for long ability of

time the of every year, land going hope I part be as to old a year we believe, So think, please? been we that’s five question. you Brian, a And and that’s repeat for And could us. account the case first client, it’s and new the your other XX part,

less I up I’m them Yes, down asked starts line for their ramp program curious. down it’s ramp I change? deep, questioning easy if if hard? of in or with more, or just priorities a along that in few to or actually similar more is a how guess guys, you have mean, it a it customer transformational ramp a Is the

a funnel want large And projects very client do we we limited have has the funnel. that of projects very resources they that be budget what attract that see have are the to they to There’s all Typically of large terms we in a enough budget. profile they done. do. see, Well, – typically to is never

trying managing client is So what do priorities. typically is to the

to ramp Now more try strong fact, onboard to squads and term. very we every a long a them a time. down. quarter to teams in squad initiative we or obviously strong they have different have them to in manner all what for teams ability or to We place ramp we where the typically or large take the put see in engage squads clients down, Agile constantly adding ability They existing we that but seldom see the is

at moment. mostly growing So it’s accounts this for us

much. Thanks Great. so

Thank Brian. you,

This for back remarks. concludes Manuel would the like Senderos over question-and-answer turn to closing to conference the session. I our

you information hesitate please out like even able I’d and enough you Thank appreciate don’t evening. need more, received. that I to just directly us questions you to hope needed. the that attended were in your get if you myself. But we reaching everyone we were enjoy to everybody and or to the Amit and clear

Thank you everyone.

The now you conference for concluded. has presentation. today’s attending Thank

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