Appian Corp at Oppenheimer Technology, Internet & Communications Conference (Virtual) Transcript

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

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Thanks, gentlemen. And just maybe to kick us off, first presentation of the day, can you talk a little bit about just what your Firm does and what solutions, what problems you do address as a 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. AUGUST 10, 2021 / 12:15PM, APPN.OQ - Appian Corp at Oppenheimer Technology, Internet & Communications Conference (Virtual)

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Great, so you recently completed an acquisition, and I was just wondering if we could talk a little bit more about how that fits into your portfolio. And then in general, maybe some comments on how acquisitive you have been as a firm and then how significant that is to your strategy.

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : When you say that, do you plan on fully integrating or offering as a standalone product?

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Great. And how does that impact your competitive positioning against competitors like PEGA and UiPath?

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Very good. And I am getting questions submitted, so I will read some of these as well. So last year, you acquired the Jakota platform in the RPA space -- . REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. AUGUST 10, 2021 / 12:15PM, APPN.OQ - Appian Corp at Oppenheimer Technology, Internet & Communications Conference (Virtual)

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Jidoka, okay. How does that -- sorry about that, but [I'm tracking] with customers, sorry I'm just reading through. What are the opportunities that you see in the segment moving forward? And how does RPA interact with low code?

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Very good. And switching gears here, you recently reported Q2 results. It looks like you had 44% cloud subscription growth, but guidance implies maybe a deceleration in the second half. Can you walk us through some of that language as well and kind of the puts and takes 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. AUGUST 10, 2021 / 12:15PM, APPN.OQ - Appian Corp at Oppenheimer Technology, Internet & Communications Conference (Virtual)

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Can you help us understand a little bit more on your partner strategy and contributions you had from them so far?

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Very good. And professional services will contribute about 30% of your revenue. How do you see this trending over the next 3 to 5 years? and what role is the partner channel to that business?

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Thank you, Mark. So last month, you hosted your annual customer event, Appian World. Can you talk about some of the product announcements that came out of that, and I'm assuming it was virtual?

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Very good. Anything to add on that for Mark or Sri?

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Very good. If you then could -- can you talk us a little bit more about the most common use cases you see in your customer base and a little bit about what verticals you are seeing the most traction in?

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Yes, that's very helpful, Mark. Actually, I had a question that is a great segue into it. And you said 8 weeks, how much faster is Appian's low-code platform versus manual? And do you think that over time, low code will be the primary way to develop software?

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Very good. And then so can you talk a little bit about how Appian's low-code promise, I believe it says ability to build an application in a-tenth of the time at half the cost, is that something that would continue to progress faster and faster and cheaper over time? Or how should we look at the progression?

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Thank you, Malcolm. So when you're talking to the CIOs and sort of the roadmap on development and awareness, so where are we with the awareness of the CIOs? And ultimately, what are some of the gating factors that might be an inhibiting factor to adopting low code?

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Very good. And I think you -- I want to say you have about 700 customers today, if that's correct? How do you see your sales and your go-to-market strategy going forward and the acquisition to kind of boost that number, more realistic growth in customer acquisitions?

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Great. The next question is a little bit on the competitive dynamics a little bit more. As you broaden your platform with RPA and process mining, do you expect potential changes on the competitive landscape front?

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Great. And I think we have a couple of minutes left, so I might just sort of bring this back full circle. We started with investments and acquisitions. I just wanted to talk a little bit more about any other investments you are making to continue to drive that 3%-plus subscription revenue growth, particularly in the sales and marketing area or any other areas you'd like to --?

Question: Charles Moreau - Oppenheimer & Co. Inc. - Analyst : Thank you, Mark. So that actually solves the majority of our questions. So I just wanted to thank you, Mark, Malcolm and Sri, for your time today. We really appreciate it. Thank you for joining Oppenheimer's conference. And we're very much looking forward to seeing you guys again soon. And thanks to our audience for listening today.