Appian Corp at Citi TMT Conference Transcript

The following is excerpted from the question-and-answer section of the transcript.

Question: Steven Enders - Citibank Cameroon SA - Analyst : Maybe for those who might be a little bit newer to Appian, can you just give a little background on the company and what is it that Appian does?

Question: Steven Enders - Citibank Cameroon SA - Analyst : Yes. Perfect. No, I think it's a great place to start here. You recently came over to Appian from MongoDB. I guess, what led you to Appian? Why did you decide to move over to Appian?

Question: Steven Enders - Citibank Cameroon SA - Analyst : Yes. That's great to hear. I do want to dig in a little bit more on the go-to-market. But before jumping into that, I think you've been on the job now for three or four months, I'm going to say.

Question: Steven Enders - Citibank Cameroon SA - Analyst : Okay. Right in the middle there. Where do you see kind of the most opportunity to help kind of operationalize the business and see areas where you can find the most efficiencies and just help Appian become a better overall company? REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. SEPTEMBER 03, 2025 / 4:50PM, APPN.OQ - Appian Corp at Citi TMT Conference

Question: Steven Enders - Citibank Cameroon SA - Analyst : I guess, looking specifically at the efficiencies that you have seen in the go-to-market, I guess, what was it that you that you've changed to be able to drive that? And where do you kind of see incremental opportunities to, I guess, kind of further enhance that approach and drive further efficiencies and leverage from here?

Question: Steven Enders - Citibank Cameroon SA - Analyst : Okay. That makes sense. Maybe we start to pivot a little bit into the AI discussion. I know that you have started to drive a little bit of AI revenue, but I still think we hear concerns in the market from investors around how does Appian monetize it? Is there a risk to the revenue stream from AI, whether it's a seat-based replacement or maybe there's different ways to build applications? Just how do you think about the, I guess, risk versus opportunity for Appian? How do you kind of capture the next use case within a customer? And I guess as you think about that customer, a lot of ways to build an application now, where does it make sense for Appian? Where is there maybe more of a code-based solution? Just how do you think about that?

Question: Steven Enders - Citibank Cameroon SA - Analyst : Okay. So you're saying the platform approach, the auditability, security, governance, all that matters more and that's not going to be replaced by --

Question: Steven Enders - Citibank Cameroon SA - Analyst : Okay. All right. That makes sense. You have been working on your AI product set, the solution set. And I think coming out of your conference, it seemed like the use cases were pretty compelling and a lot of new innovation there. How are customers, at this point, how are they thinking about where does it make sense to build? Where does it make sense to buy? And how does the platform decision-making process maybe change from AI? REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. SEPTEMBER 03, 2025 / 4:50PM, APPN.OQ - Appian Corp at Citi TMT Conference

Question: Steven Enders - Citibank Cameroon SA - Analyst : That makes sense. I mean if I think about some of the use cases that maybe you're going after, I think there have been some traditional, either like OCR technology or some of those kind of like more document-based solutions. It seems like that's kind of where that's centered at. Just how do you think about, I guess, net new TAM opportunity that you're kind of going after that kind of opens up the aperture for dollars versus maybe there is some kind of displacement kind of going on in that market?

Question: Steven Enders - Citibank Cameroon SA - Analyst : Sure. No, that was -- it's great to hear. I think we're about halfway here. If there's any questions in the room, I want to make sure that we can get to those and address those. But I guess continuing on kind of the AI discussion, I guess, how does the Appian AI strategy evolve from here? REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. SEPTEMBER 03, 2025 / 4:50PM, APPN.OQ - Appian Corp at Citi TMT Conference Where do you kind of see the most opportunities to build that out further within the product set?

Question: Steven Enders - Citibank Cameroon SA - Analyst : That makes sense. I know you've given some disclosures around , I think it's the advanced tier in terms of like AI contribution. How do you think about AI disclosure? How quickly maybe some of these capabilities are going to begin to impact the model? Like what does that look like on a go-forward basis?

Question: Steven Enders - Citibank Cameroon SA - Analyst : Sure. I guess when you think about either the customer base or when you're finding new opportunities, just maybe where are we in that journey in terms of customers actually ready to deploy AI applications? Like are we still kind of like in the early stages of that?

Question: Steven Enders - Citibank Cameroon SA - Analyst : Okay. What does it take for that to begin to inflect for us to kind of turn the corner and kind of see a little bit more mass market adoption?

Question: Steven Enders - Citibank Cameroon SA - Analyst : Sure. Last question on the AI side and we'll shift gears. But I think one of the things -- and it's more product related. I think one of the things that we've heard historically about Appian is you're selling a platform, right? And trying to find like the right use case or like really kind of like narrowing down the message to we can help you solve for X, I think has maybe been a question from customers or partners that we've heard. So does this help simplify the messaging? Or how do you think about like what the real kind of like killer use case application is that Appian can go after and target here?

Question: Steven Enders - Citibank Cameroon SA - Analyst : That makes sense. I'm going to pause here to see if there's any questions in the audience. I'm going to go more into the financial side of the house. We have a mic coming just real quick. Unidentified_1 In terms of the importance of metrics, how important is NRR to you? And then do you see a scenario where we see some acceleration over the next year or so?

Question: Steven Enders - Citibank Cameroon SA - Analyst : Okay. That's great. I want to ask about the DOGE side, the federal government, just kind of the deal environment. But I guess, what are you seeing out there? What are the kind of the conversations like within the federal side of the house right now?

Question: Steven Enders - Citibank Cameroon SA - Analyst : I guess when you thought about the guidance philosophy for 3Q, I guess, in particular, do you take a bit more of a conservative approach given this uncertainty? And I guess, secondly, I think we've heard from some of our colleagues who knew you from Mongo who maybe saw you as a pretty conservative guider in general. But I guess is that how you think about guidance here at Appian? Or is there something maybe different about the Mongo experience that is separate?

Question: Steven Enders - Citibank Cameroon SA - Analyst : Okay. That makes sense. We're in the final minute here or so. But last question for you. Just I think we've always got the question around balancing growth and profitability for Appian. And just how do you think about that moving forward? How do you think about top line versus margin?

Question: Steven Enders - Citibank Cameroon SA - Analyst : Okay. That's great to hear. I think we're out of time here. So Serge, I want to thank you so much for being here. I want to thank everybody in the room for attending today as well. So thank you so much.