The following is excerpted from the question-and-answer section of the transcript.
(Questions from industry analysts are provided in full, but answers are omitted - download the transcript to see the full question-and-answer session)
Question: Amr Ezzat - Echelon Partners - Analyst
: Bill, Xavier, good morning. Congrats on the quarter. My first one, Bill, is on your prepared remarks. You continued to speak to low double-digit
organic growth for 2023. Maybe you could comment on the impact of the current macroenvironment on your business. Just wonder how
conversations are evolving with customers and whether you're seeing any anxiety at all.
Question: Amr Ezzat - Echelon Partners - Analyst
: Great. Bill, I'm not sure you're going to be able to do this, but can you walk us through the different drivers of this quarter's organic growth? I wonder
how much of it was pricing.
Question: Amr Ezzat - Echelon Partners - Analyst
: Thanks. So if I were to think about your billable rate last year and your license prices last year, how did pricing evolve like year-on-year? Is 10% a
good rule of thumb or --?
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Question: Amr Ezzat - Echelon Partners - Analyst
: Understood. Then I'm pleasantly surprised with your EBITDA margin for the quarter. Do you guys feel that your EBITDA margins have sort of
troughed? Last quarter, I think you were just below 30%. Is that a new plateau? Or should we be expecting some more investments, I guess, to
support the strong organic growth? Or would these investments sort of grow in tandem with sales? How do we think about that?
Question: Amr Ezzat - Echelon Partners - Analyst
: Great. Then maybe one last one. You spoke to the appointment of Grant in your prepared remarks. Can you speak to the background behind the
appointment and his key responsibilities in the CRO role?
Question: Amr Ezzat - Echelon Partners - Analyst
: Fantastic. Congrats, again. I'll pass the line.
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MARCH 23, 2023 / 1:00PM, SYZ.TO - Q4 2022 Sylogist Ltd Earnings Call
Question: Gavin Fairweather - Cormark Securities, Inc. - Analyst
: Hey, good morning and congrats on the strong results. I wanted to start just on the productivity of the sales force. You've obviously been investing
a lot in that function in the sales and marketing functions overall. Curious for your perspective on how productive those investments are? What
kind of returns you're getting? Are you finding that the new team is fairly up the curve on driving bookings and revenue? Or do you see kind of
latent capacity there which will benefit you in future quarters?
Question: Gavin Fairweather - Cormark Securities, Inc. - Analyst
: Great. Appreciate the color. And then maybe just on the shift from maintenance to SaaS in some of your customer communities. Appreciate you
breaking out the split of revenue there between those two lines. How should we think about a rule of thumb in terms of the lift from maintenance
to subscriptions as customers move? And maybe you can just discuss generally, how much enthusiasm you're hearing in some of those customer
communities to make the move.
Question: Gavin Fairweather - Cormark Securities, Inc. - Analyst
: Okay. And then you touched on the channel on some of your earlier remarks. I'm curious how much the channel is influencing your bookings
today? And when you think out, maybe, 12, 24 months, how meaningful could this be if you get the vast Microsoft channel really turned on? And
maybe give us your, a bit of a longer-term vision, on how impactful that could be?
Question: Gavin Fairweather - Cormark Securities, Inc. - Analyst
: That's great. And just lastly for me, can you just talk about the mix of bookings that you saw this quarter and -- between services and recurring?
I'm not sure if you could give us like a year-over-year bookings number, like a comp, that we could think about. I don't think you disclosed it last
year. And that's it for me. I'll pass the line. Thank you.
Question: Gavin Fairweather - Cormark Securities, Inc. - Analyst
: Thanks so much.
Question: Nick Agostino - Laurentian Bank Securities - Analyst
: Hi. Yes. Good morning, everybody, and congratulations on the quarter as well. Just a quick question first. You had a nice strong beat, if you will,
on the professional services side of the business. Just looking for more color there, was that as a result of drawing down on prior bookings that
you had in your professional services backlog? Or is that really a function of new business that was coming in late last quarter and through this
quarter, and that's really what helped drive the stronger professional services number?
Question: Nick Agostino - Laurentian Bank Securities - Analyst
: Okay. Great. Thank you for that color. And just to understand the back -- or the bookings number you guys reported in the quarter, is that solely
cloud and maintenance based? Or does that include bookings on the professional services side?
Question: Nick Agostino - Laurentian Bank Securities - Analyst
: Okay. Appreciate that color. And then just one last question for me. Just looking for an update, I think on the prior call, you spoke about an NPO,
NGO lite version of that platform. You also talked about having a self-serve training strategy. Can you just provide an update on both those initiatives
as to where we are today?
Question: Nick Agostino - Laurentian Bank Securities - Analyst
: Okay, great. Thank you. I'll pass the line.
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