Oneflow AB (publ) (ONEF) Earnings Call Transcript & Summary

Okay. Good morning, and welcome to this presentation. We walk you through the highlights of our second quarter. My name is Anders Hamnes.

And my name is Viktoria, and I'm here instead of Natalie today, who unfortunately couldn't join us.

Yes. So she's sick, but Viktoria is her close colleague. So that's kind of fine. Please use the Q&A button in BigMarker, and we'll get back to your questions in the end of this presentation. First, let's talk about the highlights. We crossed finally the SEK 200 million ARR number, big milestone for us. Total ARR end of the quarter then SEK 201 million. The growth rate was at 17%. So we are still capturing market share in, I would say, quite demanding market. I think the latest report I saw from Gartner was around 10% to 12% growth in the CLM space. So we are growing faster than the market. Net new ARR closed in at SEK 6.5 million, which was quite flat compared to last year, but the first half was up 44% since last year. So that was a strong performance as well. ARR per FTE, up 51%, so more than SEK 1.4 million in ARR per headcount. And retention rates are continuing to trend upwards, which is very, very good, of course, 99% on net and 88% on gross retention. And the margins continue to increase as well, EBITDA at 21% and EBIT margin at minus 7%. First, for those of you that are not familiar with Oneflow, I'll just describe what we do. So we are a contract life cycle management platform. You can work with contracts throughout the whole process from creating templates to collaborating, editing contracts, signing and also managing your contracts inside Oneflow. And throughout this process, we have a lot of really powerful AI features. We can help you to write contracts. We can highlight risks in contracts and more. We can notify you on key events in your contracts and highlight, yes, your obligations and so on, key events along the time line. AI is obviously very important for us. We work with AI internally in all departments heavily. And also inside the product, we have six different AI features that we augment our current features with customers. During the quarter, just a few of the product highlights. We made some big improvements to our AI summary where you can create templates on how you want summary to work and what kind of key terms and risks you want to highlight. We also had a big launch of what we called document overview. So it's actually a big part of the application where you now can -- you can pick the data fields you want to highlight in the table, you can customize it very detailed, so we can show you what you need to pay attention to and what key events you want to see and so on. Organizational units is a feature for, I would say, more common for the big enterprises. You can structure your contracts, your workspaces, your groups, based on different entities, so we can control very fine grain who should be allowed to see what and do what and so on in your archive. And with the product table, we also made some big improvements for how you handle taxes and the pricing summaries. And integration is one of the big kind of efforts we do all the time. We have a team in Sri Lanka focusing only on integrations, and we constantly improve and build new integrations. So this is one of our strengths, I would say, that we have really, really powerful integrations to the main players in, for example, CRM and ATS and so on. We also completed the examinations of SOC 1 and SOC 2 during the quarter. And SOC 1 is for internal control and financial reporting, and SOC 2 is for security and availability. This is super important for big enterprises, especially within some sectors like finance and especially for companies that have a foot mark in the U.S. And it shows our continuing investment in security, compliance and governance to increase the trust from customers even more. So now we have all the ISO we need, and we have SOC 1 and SOC 2. So it's a really important step for us. So let's dive into the numbers. Net new ARR SEK 6.5 million for the quarter, quite flat from last year. But looking at the first half, it ended at SEK 17.5 million, which was up 44%. We also had end of the quarter SEK 5.6 million in ARR that's going to fall into the coming periods. So we only report what we call live ARR internally. Churn has gone down since last year. It is a steady development that it goes down quarter-to-quarter, which is fantastic. What also these numbers do not show is that we are actually much less sales reps this year than we were last year and the year before. So we are actually performing better than it looks here because we achieved these thresholds on less headcount. Total ARR, SEK 201 million end of the quarter and SEK 202 million end of July. The growth rate is 17% year-over-year. This is below our internal long-term goal. We would like to grow faster, and we have a plan to do so. And how we will achieve that is, of course, different motions. But obviously, when we now do this hard turn right to become profitable, that is -- has also been a painful operation, and it costs growth. It's really, really hard to increase the EBIT margin from minus 50% last year to minus 7% now, and at the same time, maintain a high growth. So once we become profitable, we can refocus and put more effort into growth again. Obviously, the market fundamentals is still not easy. It is tough out there, been tough for at least two, three years now. And I would say it's as tough as it has been for the last -- for that period. It's not getting any worse, but it's not getting any easier either. We make lots of improvements in the products. We're filling the gaps. We are making our customers more happy. This is also going to, of course, impact expansion and growth. We constantly make GTM improvements. We made some bigger ICP changes early this year, narrowing down our focus, and we can see already now that this is paying off. We are working smarter across the board, I would say. So yes, and we also renegotiate contracts with our customers. We launch new stuff all the time, and some of those will go into the tiers we already offer and some of the stuff we launch go into a marketplace. So -- and it's sold as an add-on, so we can also increase the average customer value along the road by having them buy more products, more features in Oneflow. This is a very important KPI to us, the ARR per FTE because we have a really high gross margin. It's at 92%. And basically, all of our revenue is recurring, 98% of our net sales is recurring. So this should be a very good indication when we're going to become profitable. Our main cost is salaries, salaries, salary, salaries. And this shows that we are becoming a more leaner organization with higher productivity per employee. Our internal mantra is to achieve more with less, achieve more with less. Retention rates are trending upwards for the last two quarters, 99% on net retention. Actually, it was 99.45%. So we could almost round it up to 100%, but it was still below, so 99%. Gross 88%. And 50% of the churn is what we call contraction. So companies laying off people, reducing the seat count in Oneflow. And I would say that achieving this development in this market is quite strong because companies out there are not hiring at the moment. Still companies are laying off people. So we achieved to get really close to 100% now in this market. What these numbers also show that is that we have a healthier customer mix now than we had a year and two years back. We have had, as you have seen, quite high churn, especially last year. And we have cleaned out many low-quality small non-ICP customers. So the mix we have right now is much, much better and healthier than it was a year and two years back, which also you can see in these numbers. We continue to invest heavily in our platform. Obviously, the happiness among customers is going up. We measure this all the time. We call it PMF score. So you can see that the PMF score is going up, up from quarter-to-quarter, which also you can see in these numbers. The average revenue per account was up 15%, and the number of accounts was quite flat since last year. And the reason for that is that we have been deprioritizing customers in some segments that is not as profitable to us. For example, really small accounts in industries outside of our ICP. Sometimes it's actually beneficial to churn them because they cost more than they give back. So we have been kind of cleaning up a little bit in our portfolio. That's what you see here. So the quality overall now is much higher. And that is also what you can see in the ARPA number, up 15%. What I also can disclose is that internally, we talk about initial ACV, and ACV stands for annual contract value. So the initial deal size in Q2 this year was close to SEK 70,000, SEK 70,000. And that is up more than 12% since last year, and it's up more than 100% since Q1 this year. So we are closing bigger deals. We are going upstream. We are approaching bigger, bigger accounts, and we close them. And this is also what you can see in the ARPA. Obviously, the ARPA has a big delay compared to the initial ACV metric, which is more instant, more now. So we expect both ARPA and the ACV to increase going forward. And we achieved that by packaging and pricing. We add more value constantly to our customers. We solve new problems all the time. We tweak, optimize our ICP and go-to-market engine all the time. We renegotiate, and we also sell more stuff on the marketplace to our customers. Net sales was up 18% quarter-on-quarter -- last quarter last year. And for the first half of the year, year-to-date, we were close to SEK 97 million, up 20% since last year. Recurring revenue represents roughly 98% of the net sales. And we had 44% of the sales outside of Sweden, which was up from 41% last year. We currently have paying customers in 44 countries. And if you look at users, including the counterparties in contracts, I think we're close to actually every country in the world. So the paying customers in 44 countries, Norway at 14%, Finland at 10% of our net sales in Q2. Gross margin is stable. The two main components is hosting and commission to partners, and commission to partners is by far the biggest component that falls into our cost of service sold. And this is -- I mean, you can see it's quite stable. It's really, really strong, and it gives us the possibility to actually scale and grow effectively going forward. EBIT losses is going down. We achieved an EBITDA at SEK 10.2 million in Q2, which was up from minus SEK 8 million last year. So that's an improvement of almost SEK 19, SEK 19 million in a year. And the EBIT was -- came in at minus SEK 3.4, improved from minus SEK 20.7 million last year, an improvement of more than SEK 17 million. That's really, really impressive. So -- and of course, the main component here between the EBITDA and EBIT is related to activation of development salaries, the developer salaries. Margins, EBIT came in at minus 7% and EBITDA at 21%. It looks like it's been quite flat for the last four quarters. But if you look at the Y-axis, it actually goes from minus SEK 60 million to plus SEK 40 million. So if you had zoomed in a little bit here, you can see that it's actually increasing 5% since Q1. Both EBIT and EBITDA is increasing 5% since Q1. And we obviously expect to continue this trend upwards. Net cash flow rolling 12 months, minus SEK 20 million, and for the quarter at minus SEK 3.4 million. And obviously, the main drivers here is about EBIT. It's about increased cash flow from customer growth, and it's about days sales outstanding. We -- if you use the EBITDA margin, which is most common in the SaaS space, at least in the U.S., we are actually for the last quarters, been around the 40% -- the 40% mark. And obviously, we expect this to increase very soon. Regarding the goals, we reiterate our goals. We've had goals for more than a year now, but we still believe that we will be able to achieve 30% growth again once we become profitable. It is really, really hard to keep up steep growth when you turn right and do whatever you can to save costs. So once this has been reached, we will -- we have a plan to increase growth again. Quick summary of the quarter. ARR up 17%. We had a 51% increase in the ARR per FTE. Net and gross retention is up sequentially for the last two quarters, and the average revenue per account came in at 15% growth for the quarter. We had an EBITDA at SEK 10.2 million in the quarter, which was an increase of almost SEK 19 million since the same quarter last year. And I would like to just also summarize a little bit some of the main highlights or milestones over the last year. So in Q3 last year, we reached positive EBITDA for the first time. In Q1 this year, we had positive net cash flow for the first time. And this quarter or the last quarter, Q2 this year, we finally crossed SEK 200 million in ARR. And also think about this, the EBIT margin has increased from minus 76% two years ago to minus 50% one year ago to minus 7% this year. At the same time, we're growing net sales around 20% this year. This is really, really strong, really strong.

And then we are at the Q&A session. You write that you expect continued improvements in net revenue retention. What are the main drivers for this? I would say that has to do with -- a lot with our ICP work. We go upstream. We focus on customers now in segments where we historically have had much better net retention. If you look at the net retention rate among midsized and large enterprises, that is already way below -- sorry, way above 100%. So what pulls the number down is the small companies in some sectors that cost us more actually than we make sometimes. So it has to do with ICP. It has to do with also with filling the gaps in the product. We know exactly what we have to do to please our customers even more. And that's what we're working really hard on, of course. So -- and we can also see this in the numbers for the last, I would say, year that the PMF score has been increasing month-over-month or month-on-month. That also you can see in the net retention numbers. Why is working capital not better than plus SEK 5 -- sorry, SEK 0.5 million in Q2? Was anything pushed to Q3?

Should I answer?

Yes.

So in the second quarter, we did have costs that were related to SOC 1 and SOC 2.

Quite big costs.