Intapp Inc at JPMorgan Global Technology, Media and Communications Conference Transcript

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

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : And John, I guess, maybe we could start with an overview of the business. Obviously, we've been public for four years. But maybe for those that are less familiar with some of the verticals that you serve, you could perhaps give us a breakdown of the ARR and talk about some of the solutions that you offer?

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : Perfect. And maybe you could give us some view on the trends that you're seeing in terms of demand for each of those customer groups and the value proposition that Intapp offers in current environment. REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. MAY 13, 2025 / 7:50PM, INTA.OQ - Intapp Inc at JPMorgan Global Technology, Media and Communications Conference

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : How about the potential delayed effect that you may see for the financial services division. Obviously, private capital is the bigger portion of it, and that perhaps is more insulated. But what about the CIB segment? And how do you generally view that part of the business, which is probably more cyclical current environment?

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : Perfect. Wrong door. How about -- if we could maybe discuss a bit more the sales motion that you mentioned in selling more into the enterprises

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : As part of the efficient go-to-market strategy, can you elaborate a bit more about the blueprint, the notion of the blueprint and how it differentiates you from your competitors?

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : If I could switch to one of the very successful acquisitions that you've done back in 2018, the acquisition of DealCloud. Can you talk about the win rates that you're able to reach with DealCloud? And where does it stand in terms of competition against horizontal players?

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : Any anecdotes you can share in terms of competitive displacements that have been done recently?

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : And you also mentioned in the past the industry graph data model, can you highlight how exactly it helps you differentiate from your competitors and improve your win rates?

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : Thank you, John. And looking at the industry from sort of a broader perspective, are there any regulatory changes that could come into play and post Intapp's value proposition? REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. MAY 13, 2025 / 7:50PM, INTA.OQ - Intapp Inc at JPMorgan Global Technology, Media and Communications Conference

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : Interesting. And moving to a new sector that your -- a new vertical that you're expanding into the real assets vertical. Can you talk about how you selected this vertical as a pathway for expansion and maybe mention some of the acquisitions that you've done, the term sheet deal.

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : Amazing. How about the cloud mix, the latest data that you recently reported, 77% of ARR on the cloud is quite impressive. Do you still feel confident in your ability to continue to add about 5 percentage-points per year on average in terms of cloud penetration? And what sort of carats and stakes are you using to drive that?

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : How about some initial feedback on the recently launched AI products. What are you hearing from customers? And how do these new AI SKUs increase the intensity and demand for cloud offerings?

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : Perfect. And maybe the next question could be for Dave. Dave, could you discuss your plan of using more of system integrators as you move more to the cloud and offload some of the low-margin services revenues to them?

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : Thank you, Dave. And John, maybe you could elaborate a bit more about the Microsoft partnership and the relationship that has evolved the value add that you can provide on the back of that partnership.

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : Great. Dave, maybe another question for you. Can you elaborate on how new logos and expansions have contributed to your growth? And within expansions -- what is the share roughly of upsell versus cross-sell?

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : And roughly one-third of your business is international, any specific markets that are driving expansion internationally right now?

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : Perfect. And Finally, maybe you can talk about some more gross margin opportunities. Outside of the cloud focus and the mix shift that we already discussed. Are you seeing any benefit from scale as you work with your partners on the cloud, any potential drivers for gross margins there?

Question: Alexei Gogolev - JPMorgan Chase & Co - Analyst : Perfect. John, Dave, thank you very much for joining today. I appreciate your time. Thank you.