LegalZoom.com Inc at JMP Securities Technology Conference Transcript

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

Question: Andrew Boone - JMP Securities LLC - Analyst : So, Dan, let's kick this off with this three kind of strategic priorities that you laid out at earnings, right? One is scale business formations; two, create the ecosystem of subscription services; three, integrate experts. Let's start with just the scale and business formations. Premium is a massive change. Helped to drive market share certainly last quarter. That's expected in '23 to continue. The thing that we're most focused on there is certainly attach rates for premium customers. What are you guys seeing at this point in terms of attach rates for those premium users? Talk about the ability to upsell within the premium tier.

Question: Andrew Boone - JMP Securities LLC - Analyst : All right. So let's keep on that first pillar then. One of the key unlocks with premium is certainly in the messaging. Okay. Awareness is now on the free side. Talk about where we are in terms of rolling out just free within kind of the marketing plan.

Question: Andrew Boone - JMP Securities LLC - Analyst : What is the plan?

Question: Andrew Boone - JMP Securities LLC - Analyst : Can I just ask -- okay, price basically came down. You guys are now taking share. What's the willingness to take price across other areas of the business in terms of bringing that down and certainly testing more on the lower price?

Question: Andrew Boone - JMP Securities LLC - Analyst : All right. Pillar two, right. So the subscription services side, what gets you most excited there for '23?

Question: Andrew Boone - JMP Securities LLC - Analyst : Okay. And that really is the vision for MyLZ?

Question: Andrew Boone - JMP Securities LLC - Analyst : How do you drive frequency, though? Like getting somebody from a formation to being up weekly active user or monthly active user. What do you think are the biggest levers?

Question: Andrew Boone - JMP Securities LLC - Analyst : Okay. All right. Third pillar, experts. Feels like that's the slower of the three, if you will.

Question: Andrew Boone - JMP Securities LLC - Analyst : Is there a bottleneck there as you think about that vision, or is it just blocking/tackling another (multiple speakers)?

Question: Andrew Boone - JMP Securities LLC - Analyst : LZ Tax, help us understand the changes that are kind of taking place with this tax season. It's certainly different than last year. And then again, what's the vision for LZ Tax?

Question: Andrew Boone - JMP Securities LLC - Analyst : Sure. We got an audience question. Unidentified Participant (inaudible - microphone inaccessible)

Question: Andrew Boone - JMP Securities LLC - Analyst : Yeah. (multiple speakers). Talk about the question.

Question: Andrew Boone - JMP Securities LLC - Analyst : Going back to tax, one of the things that strikes me is that it has potential to be a standalone product, right? Can it drive revenue? Can it be its own separate on-ramp in terms of customer acquisition without the business formation side?

Question: Andrew Boone - JMP Securities LLC - Analyst : Okay. Noel, M&A has been a big part in terms of adding on additional products, Revv and Earth Class Mail. You guys have done a great job there. What's the appetite for M&A as you guys are starting to expand margins and clearly going through this from your freemium change?

Question: Andrew Boone - JMP Securities LLC - Analyst : Partners. That's -- this has been a developing thing kind of post the IPO. How do we think about the cadence of new partner adds? And again, it's a similar question, right, what holes do you have on the partner side that are apparent to you today? REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. MARCH 07, 2023 / 9:30PM, LZ.OQ - LegalZoom.com Inc at JMP Securities Technology Conference

Question: Andrew Boone - JMP Securities LLC - Analyst : I'm just going to stick one last one in here. Macro has certainly been a concern for you guys just given that we're still well above 2019 levels in terms of business formations. How do you guys think about it? How sustainable is the current business formation environment? How do you guys weigh that or think about that internally?

Question: Andrew Boone - JMP Securities LLC - Analyst : Cool. All right, guys. Thank you so much for attending and supporting the conference. REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. MARCH 07, 2023 / 9:30PM, LZ.OQ - LegalZoom.com Inc at JMP Securities Technology Conference