nCino Q4 FY2026 Earnings Call - AI adoption and platform pricing drove 17% ACV growth and improved retention

Adam Hotchkiss, Analyst, Goldman Sachs3: I would now like to hand the conference over to your speaker today, Harrison Masters, Vice President in Investor Relations.

Harrison Masters, Vice President, Investor Relations, nCino: Good afternoon, and welcome to nCino’s fourth quarter and fiscal year 2026 earnings call. With me on today’s call are Sean Desmond, nCino’s Chief Executive Officer, and Greg Orenstein, nCino’s Chief Financial Officer. During the course of this conference call, we will make forward-looking statements regarding trends, strategies, and the anticipated performance of our business. These forward-looking statements are based on management’s current views and expectations, entail certain assumptions made as of today’s date, and are subject to various risks and uncertainties described in our SEC filings and other publicly available documents, the financial services industry, and global economic conditions. nCino disclaims any obligation to update or revise any forward-looking statements. Further, on today’s call, we will also discuss certain non-GAAP metrics that we believe aid in the understanding of our financial results.

A reconciliation to comparable GAAP metrics can be found in today’s earnings release, which is available on our website and as an exhibit to the Form 8-K furnished with the SEC just before this call, as well as the earnings presentation on our investor relations website at investor.ncino.com. With that, I will turn the call over to Sean.

Adam Hotchkiss, Analyst, Goldman Sachs6: Thank you, Harrison, and thank you all for joining us today. I want to start by saying how proud I am of the entire nCino team for the results we achieved in fiscal 2026, and especially in the fourth quarter. We exceeded our financial guidance across every key metric and delivered an exceptional ACV result, up 17% year-over-year, which we believe was largely driven by customers embracing our AI strategy and product innovation. The team executed incredibly well, and we’re seeing the momentum in the market as more prospects are engaging with and choosing nCino and existing customers are expanding and deepening their commitments with us, in large part because of how we are embedding AI throughout the nCino platform.

I’ll get into the details shortly, but with over 170 customers of all sizes, including global, enterprise, regional, and community banks and credit unions having already purchased AI intelligence units as of the end of fiscal 2026, we believe nCino is rapidly becoming the de facto AI platform for financial institutions across the globe. For those of you just getting familiar with our story, nCino plays a mission-critical role for our customers and the global financial services market. Financial institutions will continue to struggle with legacy fragmented systems that limit growth, hinder financial performance, restrict their ability to leverage data as a competitive advantage, and create poor user experiences. nCino solves these problems with AI-powered intelligent automation on a unified, scalable platform.

We are the only platform for managing lending, onboarding, account opening, and portfolio management across all major lines of business for financial institutions across the globe. This is why the nCino platform serves as a system of record for the most critical operations of banks, credit unions, and IMBs of all sizes in now over 25 countries. Throughout fiscal 2026, I talked about the confidence I had in our team, our technology and strategy, and our market-leading position. I also said the foundation was in place and that our fiscal 2026 performance would come down to execution, including against our AI strategy. This past year’s results only strengthened my conviction about what’s ahead for nCino as we walk hand in hand with our customers into a new era of AI, where data, context, guardrails, security, trust, and a deep understanding of how financial institutions operate matter more than ever.

As banks further embrace automation and think about using AI as an accelerant to do this, they’re choosing nCino because nCino is their process. We connect their data, operate as their system of record, and enable them to comply with numerous rules and regulations. nCino is an essential tier-one mission-critical platform that amplifies their ability to more profitably generate revenues in a regulatory compliant manner. At the start of fiscal 2026, I laid out a few strategic initiatives where I believed we had an opportunity to excel with focused execution. I am very proud of what the team delivered in these areas, and the fourth quarter put an exclamation point on what was a tremendous year for the company.

First, in the U.S. enterprise market, we delivered our best sales quarter in over four years, which included a mortgage expansion with the top 40 banks and cross-selling commercial to our largest consumer lending customer. Second, in EMEA, we leaned in with new leadership, a new go-to-market strategy, and a clear execution plan. We delivered our largest deal of the year with a marquee net new customer win in Austria, and I’m thrilled with the momentum the EMEA team is seeing. I’m also thrilled with the momentum we continue to see in Japan, as highlighted by the fourth quarter signing of one of the largest banks in the world for a commercial lending transformation.

I want to congratulate the Japanese team for tripling their total ACV in fiscal 2026 from fiscal 2025. Third, it’s gratifying to see our existing customers continue to validate our AI strategy as they move to our new platform pricing framework to access our growing AI capabilities. We saw expanded commitments from some of our largest accounts, and our ACV net retention rate improved to 112%, or 109% organically, and in constant currency, up from 106% in fiscal 2025. Consistent with what we saw throughout fiscal 2026, we closed a number of early renewals in the fourth quarter, including a fresh 5-year commitment from our largest customer by ACV. Those customer commitments go beyond dollars. Critically, they come with trust.

More and more customers are choosing to share data with us because they want the insights and benchmarking that only nCino can deliver. Today, almost 500 financial institution customers representing over $11 trillion in assets have granted nCino the right to process their data into a proprietary and anonymized dataset. One that powers the development of our products, fuels best-in-class industry insights, and sharpens the accuracy of our intelligence services. This proprietary dataset that nCino has carefully aggregated and curated for the better part of a decade gives nCino a unique, unmatched global perspective on how to more profitably and efficiently operate a financial institution, how work moves seamlessly through the bank, where bottlenecks form, where exceptions happen, and what great looks like at scale.

We have already put this dataset to work through our product called nCino Operations Analytics, which helps customers pinpoint inefficiencies, track cycle times and win rates, and benchmark performance against anonymized peers. That benchmarking provides valuable and actionable insights as customers get a true baseline, a clear path to ongoing operational and process improvements, and real-time demonstrable ROI as they adopt our AI capabilities. It also informs how we build AI and deploy agents that are practical, relevant, reliable, and trustworthy in real bank environments. It goes a step further. Because of our API foundation and integration gateway, we can seamlessly connect data across a bank’s technology stack as well as to key third parties. That broad 360-degree view of a financial institution’s customers has been nCino’s calling card in the market since we started the company.

Before I turn things over to Greg to talk through our financials in more detail, I want to spend a few minutes addressing the elephant in the room, as we have all heard the narrative that AI will replace SaaS. For some categories of software, that may very well be true. The highly regulated business of banking is different, and nCino’s position and value proposition in banking is different from what you’re seeing across the broader SaaS landscape. Bottom line is we believe AI will be a tremendous tailwind for nCino as it becomes central to how financial institutions operate and compete, and how we’re scaling and operating the company. Here’s how we see the world evolving and how nCino fits in.

AI is moving quickly from help me write and help me search to help me complete meaningful, productive tasks so I can focus on other work to grow my business more efficiently and profitably. In a financial institution, the work is not generic. It’s onboarding, it’s underwriting, it’s credit reviews, it’s monitoring, assessing and managing risk. It’s opening accounts. It’s work where the data is sensitive, strictly adhering to the rules is essential. Regulatory compliance is non-negotiable, and the cost of being wrong can be extremely high, not only financially, but reputationally. To make all this work, AI needs a foundation to run on. In banking, that foundation is the data and regulatory infrastructure nCino provides. That’s why we feel extremely confident about our position.

We are the system of record and user experience for many of the most important processes in a financial institution, and every capability has been built with regulatory compliance in mind. As AI becomes more capable, that makes our platform even more relevant because AI needs a place where it can safely understand context and then take action in an efficient, controlled, secure, trusted, and regulatory compliant way. You’ll hear a lot of discussion in the market about AI commoditizing the application layer. We understand why people raise that point, because it’s undeniable that AI-driven software makes writing code easier and cheaper. But in the highly regulated mission-critical world of banking, deploying that code in a safe and compliant way is harder. Because of this, we believe AI agents actually increase the value of our underlying platform and system of record. An agent can’t operate in a vacuum.

It needs trusted data, industry context, and guardrails, and it needs to be traceable and auditable. The platform that connects the user to the data and records the actions taken becomes the natural home for these AI-driven experiences. nCino is that platform. All this leads to how we’re approaching AI agents. Our role-based agents, what we call Digital Partners, were designed to work alongside banking professionals inside the nCino platform, guided by what we’ve learned from almost a decade and a half of usage patterns across our lending customer base and what those patterns mean for speed, consistency, and results. Now, let me connect that strategy to what we’re seeing in the business today. First, adoption is real and usage is growing.

While much of the SaaS industry continues to debate how best to respond to the agent economy, community, regional, enterprise, and global banks, credit unions, and IMBs are already using nCino’s AI capabilities in production today. Not just as a pilot or beta, but as part of how they do lending and banking work. Customers are not just buying AI access, they’re using it, and we can see that directly in the increasing consumption of intelligence units on our platform. With Banking Advisor usage up over 25 times in March compared to usage in October. For years, we have said that nCino is not only in the software business, we’re in the change management business. Moving every customer from contract signing to implementation to pilot to using nCino’s AI in production as an integral part of the day job is the sole focus of our forward deployed engineering team.

We also continue to see the halo effect we talked about before. nCino’s AI innovation and product strategy is showing up as a clear differentiator in competitive conversations. I have mentioned over the past couple of quarters that it’s helping drive earlier renewals, and it’s becoming another reason new customers are engaging with and choosing nCino, and current customers are expanding their relationship with nCino. Second, when we talk about AI, we try to keep it simple. We care about outcomes. The question isn’t how many features or how many agents exist. The question is, how much time and money did the financial institution save? How much risk was serviced earlier and mitigated, and how much did consistency, efficiency, and profitability improve, all while helping to ensure the financial institution operates in accordance with various rules and regulations and provides an enjoyable and compelling user experience for its customers?

That’s why when we look at Banking Advisor and our Digital Partners, we focus on practical wins. In the past, a single relationship review meant painstakingly pulling documentation from systems, manually identifying the relevant data points, followed by hours and hours of analysis. With agentic credit reviews, released as part of the Analyst Digital Partner family last quarter, nCino summarizes in seconds what changed, highlights the drivers, cites the underlying data, and helps draft the follow-ups. The work stays inside nCino with the right permissions, the right documentation, and the right audit trail. The bank gets faster answers, more consistent reviews, and more capacity for higher value work, like being in front of customers and growing relationships.

This focus on outcomes is exactly why we transitioned our pricing model, and I’m pleased to report that as of the end of fiscal 2026, we have already moved approximately 38% of our ACV away from seat-based pricing to platform pricing. Third, our data is not just a competitive moat. It is the foundation for a new category of proprietary intelligence capabilities. Benchmarking, predictive risk, operations analytics, and other capabilities and products you will hear about as the year progresses that we believe will create entirely new value for our customers and new revenue streams for nCino. We strongly believe that proprietary, domain-specific, real-world data is the most valuable asset in an AI economy, and no other company has the data nCino has. That data moat compounds with every customer we add and every line of business we expand into.

Finally, I want to emphasize something that is especially important in banking: trust. In a regulated environment, close enough isn’t good enough. AI has to be deployed in a way that respects policies and data privacy, aligns with the bank’s risk tolerance, which varies from institution to institution, and produces results both the institution and regulators can confidently rely on. One of our stockholders recently conveyed they were reminded how embedded nCino is within a bank’s internal and external controls, risk management, and governance processes when a top five U.S. bank explained to them that they have over 500 exemption workflows configured in nCino that guide every deterministic step of the lending process. They rely on that process to manage risk, regulatory compliance, and audit trails.

That’s why we’re building AI into the nCino platform, where our customers already have the industry context, the controls, and the ability to measure outcomes over time. The agentic operating system for financial institutions, nCino will be the backbone delivering AI with the same compliance guardrails, the same regulatory audit trails, the same institutional policy logic, and the same lending decision framework they have grown to trust and rely on. That’s also why we believe our approach will uniquely scale, not by asking banks to bolt generic AI onto complex processes, but by delivering banking specific AI that reflects how banks actually operate on a platform that has demonstrated time after time the ability to scale to support some of the largest financial institutions in the world. Stepping back, we feel really good about where we are.

While still early, we’re seeing strong excitement and increasing momentum in AI adoption and growth in usage as measured by intelligence unit consumption. Our sales pipeline looks great, and we believe our AI agents make nCino even more valuable and sticky to our customers because we connect the user, the process, and the data in a trusted, controlled, regulatory compliant environment. In summary, we believe the agent economy expands our addressable market. The outperformance against our financial guidance, the acceleration of ACV bookings, the re-acceleration of subscription revenue growth, and the improvement and strength of our retention KPIs are all reflections of the impact AI is already having on the business, and we’re just getting started. As I wrap up my prepared remarks, I want to welcome a new member to the nCino leadership team.

I could not be prouder of how our sales and marketing teams performed in fiscal 2026. To build on that momentum, we are further investing in our go-to-market organization. Today, we are excited to announce that nCino has hired Keith Kittell as our new Chief Revenue Officer. Keith is a seasoned operator who brings deep financial services, enterprise sales, large global company, and scaling expertise to the company. We believe Keith’s experience and vision are a great addition to the company to help us further accelerate our subscription revenues growth and take nCino to the next level. With that, I’ll hand the call over to Greg to walk through our financial results.

Greg Orenstein, Chief Financial Officer, nCino: Thank you, Sean, and thanks everyone for joining us this afternoon to review our fourth quarter and fiscal year 2026 financial results. Please note that all numbers referenced in my remarks are on a non-GAAP basis unless otherwise stated. A reconciliation to comparable GAAP metrics can be found in today’s earnings release, which is available on our website and as an exhibit to the Form 8-K furnished with the SEC just before this call. Turning to our fourth quarter results. Total revenues were $149.7 million, an increase of 6% year-over-year, and $594.8 million for fiscal 2026, an increase of 10% over fiscal 2025.

Subscription revenues were $133.4 million in the fourth quarter, an increase of 7% year-over-year, and $523.1 million for the full year, an increase of 12% over fiscal 2025. Organic subscription revenues were $132.2 million in the fourth quarter, up 6% year-over-year, and $505.9 million for fiscal 2026, an increase of 8% year-over-year. As a reminder, our fourth quarter organic subscription revenues comparison is negatively impacted by an approximately 3% headwind resulting from one-time subscription revenues that occurred in our international business in the fourth quarter of fiscal 2025 as the result of a contract buyout.

Please see slide 14 of our fourth quarter earnings presentation for additional details on the components of our subscription revenues over performance. International total revenues were $32.9 million in the fourth quarter, down 1% year-over-year, or down 6% in constant currency. International total revenues were $131.5 million in fiscal 2026, up 13% year-over-year, or 11% in constant currency. International subscription revenues were $28.4 million in the fourth quarter, up 1% year-over-year, or down 4% in constant currency in light of the difficult comparison from the one-time contract buyout last year previously noted. International subscription revenues were $109.5 million in fiscal 2026, up 19% year-over-year, or 16% in constant currency and 5% organically.

We had our largest international gross bookings year in company history, and with ACV as a leading indicator of future subscription revenues growth, we look forward to our international subscription revenues growth rate once again being accretive. Professional services revenues were $16.3 million in the fourth quarter, a decrease of 1% year-over-year. Full year professional services revenues were $71.6 million flat year-over-year.

As we have previously highlighted, we are emphasizing professional services gross profit growth over professional services revenues growth and expect to see this reflected within our financial results by the second half of fiscal 2027, due in large part to our ongoing initiatives leveraging AI to accelerate our implementations. Non-GAAP operating income for the fourth quarter of fiscal 2026 was $34.7 million or 23% of total revenues compared with $24.4 million or 17% of total revenues in the fourth quarter of fiscal 2025. Please see slide 14 of our fourth quarter earnings presentation for additional details on the components of our non-GAAP operating income overperformance. Non-GAAP operating income for the full year was $129.4 million or 22% of total revenues, compared with $96.2 million or 18% of total revenues in fiscal 2025.

non-GAAP net income attributable to nCino for the fourth quarter of fiscal 2026 was $42.8 million or $0.37 per diluted share, compared to $22 million or $0.19 per diluted share in the fourth quarter of fiscal 2025. non-GAAP net income attributable to nCino for fiscal 2026 was $122.7 million or $1.07 per diluted share compared to $84.5 million or $0.72 per diluted share in fiscal 2025. As expected, churn year-over-year continued to trend down towards historic norms and settled to a three-year low in fiscal 2026 of $18.2 million or 4% of prior year subscription revenues. We ended the quarter with cash and cash equivalents of $88.7 million, including restricted cash.

Free cash flow was $12.5 million in the fourth quarter of fiscal 2026, up from negative $10.4 million in the fourth quarter of fiscal 2025. Free cash flow for fiscal 2026 was $82.6 million, up 55% compared to $53.4 million in fiscal 2025. We repurchased approximately 1 million shares of our common stock in the fourth quarter at an average price of $25 and 84 cents per share for total consideration of $25 million under the $100 million repurchase authorization announced on December 8, 2025.

When added to the stock repurchases made through the third quarter last year, we repurchased a total of approximately 5 million shares of our common stock in fiscal 2026 at an average price of $25.18 per share for total consideration of $125 million. In addition to the $75 million that remains available under the December 2025 share repurchase authorization, today we announced a $100 million accelerated share repurchase program. We expect to fund this repurchase program with available free cash flow and with a portion of the $200 million term loan expansion of our existing credit facility, which we also announced today and which was funded by some of our largest customers. A portion of the proceeds from this term loan will also be used to reduce the outstanding balance under our revolving credit facility.

We ended the year with 620 customers that contributed greater than $100,000 to fiscal 2026 subscription revenues, an increase of 13% from fiscal 2025. Of these, 114 contributed more than $1 million to fiscal 2026, an increase of 9% from fiscal 2025, and 14 contributed more than $5 million to fiscal 2026 subscription revenues, flat with fiscal 2025. ACV as of January 31, 2026 was $602.4 million, an increase of 17% year-over-year. On an organic constant currency basis, ACV grew 13% year-over-year in fiscal 2026.

ACV net retention rate in fiscal 2026 increased to 112% or 109% on an organic constant currency basis, up from an ACV net retention rate of 106% in fiscal 2025, reflecting growing demand for our AI-powered platform and solutions among our customer base and success implementing our new asset-based pricing framework. Subscription revenue retention rate in fiscal 2026 was 110% or 106% on an organic constant currency basis compared with a subscription revenue retention rate of 110% in fiscal 2025. Note that the subscription revenue retention rate was negatively impacted by the difficult compares in the third and fourth quarters this past year.

Additionally, a significant amount of the existing customer expansion that drove the ACV net retention rate improvement occurred in the fourth quarter, so the subscription revenues from those deals are not yet reflected in the subscription revenue retention rate. Turning to guidance. For the first quarter of fiscal 2027, we expect total revenues of $154.5 million-$156.5 million, with subscription revenues of $137 million-$139 million, an increase of 8% and 10% respectively at the midpoint of the ranges. Non-GAAP operating income in the first quarter is expected to be approximately $38 million-$40 million.

Please note that effective for fiscal 2027, we will be providing annual guidance for free cash flow in lieu of quarterly and annual guidance for non-GAAP net income attributable to nCino per share, as we believe annual free cash flow is a more meaningful measure of our financial performance. For fiscal year 2027, we expect free cash flow of $132 million-$137 million, up 63% year-over-year at the midpoint of the range, which reflects our guidance range for non-GAAP operating income less certain assumptions, including approximately $15 million of interest expense, $6 million in cash taxes, and $1.5 million of fixed asset purchases. Please recall that our cash collections from customers is highest in the first quarter, which does introduce seasonality to free cash flow.

Turning to ACV, for FY 2027, we expect net additions of $60 million-$65 million on a constant currency and organic basis, which would bring our FY 2027 ending ACV to $662.5 million-$667.5 million, representing 10% ACV growth at the midpoint of the range. After a few difficult years for the banking industry, large deals have again become a healthy part of our business, and our sales performance during the fourth quarter included several multi-seven-figure net new and upsell wins. While we are confident in our go-to-market organization and the repeatability of the sales activity that drove these multi-seven-figure wins in FY 2026, these large deals can be inherently difficult to predict in both their timing and eventual sizing.

In order to continue to prudently manage expectations on the booking side of the equation, our ACV guidance framework reflects win percentages that are higher than the approach we took for ACV guidance in fiscal 2026, but lower than the win percentages we actually achieved last year. Also, recognizing that the fourth quarter has historically been, and we expect it to continue to be, the largest gross bookings quarter for us each year, similar to this past year, you should not anticipate quantitative revisions to our ACV guidance throughout the year. For fiscal 2027, we expect total revenues of $639 million-$643 million, with subscription revenues of $569 million-$573 million, representing growth of 8% and 9% respectively at the midpoints of the ranges.

Excluding U.S. mortgage, our guidance assumes 10%-11% year-over-year subscription revenues growth. Please reference slide 15 in our earnings presentation for assumptions around our subscription revenues guidance. As you will note, consistent with the guidance philosophy we instituted last year, our guidance assumes approximately 1% growth in U.S. mortgage subscription revenues. While we recognize mortgage industry volume forecasts are currently indexed higher than what this growth rate reflects, for guidance and internal business planning purposes, our intention is to continue to be prudent around expectations for U.S. mortgage. To help you reconcile our subscription revenues guidance with our fiscal 2026 ACV result, please consider the following. One, a portion of the ACV booked in fiscal 2026 contributed to subscription revenues last year.

Two, recall that we define ACV as the highest annualized subscription fee under a customer contract, and when subscription fees increase during a contract term, the revenue recognition rules require that they are straight-lined, which leads to subscription revenues being less than ACV for such contracts. Three, churn experienced in fiscal 2026 would have generally been from legacy contracts under our old seat-based activation model, where ACV more closely approximated subscription revenues. Four, subscription revenues from mortgage overages are not included in ACV. We expect non-GAAP operating income for fiscal 2027 to be $165 million-$170 million. Finally, I’ll leave you with a few additional comments to assist with your modeling that should be construed as supplemental to our formal guidance.

First, international subscription revenues are expected to be accretive to overall subscription revenues growth in fiscal 2027, beginning with the first quarter. Second, we expect to reduce stock-based compensation expense in fiscal 2027 as a percentage of total revenues by approximately 100 basis points year over year from the 12% reported in fiscal 2026. As a reminder, during our initial Investor Day in September 2023, we referenced a long-term stock-based compensation expense target of 6%-8% of revenues. Third, effective January 2026, nCino is self-insuring for medical benefits, which may introduce some volatility to healthcare expenses in fiscal 2027 as we make our way through the first year of the program. Ultimately, we expect this approach to be a more cost-effective alternative to traditional third-party insurance.

Finally, our subscription revenues outlook includes revenues from both contracted and planned ACV bookings that we attribute to our AI products. Our customers are validating our AI strategy, reinforcing that it is innovative and compelling, and the month-over-month increase in the consumption of intelligence units is trending quite well. At the same time, our experience has taught us that overall, financial institutions are going to adopt AI at a very deliberate pace. Accordingly, and consistent with our guidance philosophy, while we expect to sell incremental bundles of intelligence units this year. Our fiscal 2027 subscription revenues guidance does not yet contemplate this. In closing, I want to thank my nCino colleagues for all of their hard work and efforts successfully executing on our fiscal 2026 operating plan.

We entered fiscal 2027 with a ton of sales momentum and our sales pipeline, which Sean noted looks great, is up meaningfully from this time last year, even after achieving the best gross bookings fourth quarter in company history. The intelligence units usage trends we are seeing are very exciting and reinforce that our AI capabilities and AI strategy are resonating incredibly well with the market. We have the data, the products, capabilities and global reach, a unique and unmatched AI strategy, a reputation for innovation and for taking care of our customers, and a phenomenal customer base that trusts nCino to successfully guide them on this AI journey. It is an incredibly exciting time to be part of nCino, the company leading the financial services industry into the world of AI-powered banking, just as we led the financial services industry into the world of cloud banking.

As evidenced by our financial guidance, we feel really good about our headcount and expense plan and our ability to continue generating increasing non-GAAP operating income and free cash flow. Our financial guidance also reflects reaccelerating subscription revenues growth, and we believe the pieces are in place for that upward subscription revenues growth trend to continue. We remain confident that we are on track to achieving Rule of 40 around the fourth quarter of this fiscal year. While the high end of our financial guidance for fiscal 2027 suggests a Rule of 40 mix of around 10% subscription revenues growth and 30% non-GAAP operating income margin in the fourth quarter, we are keenly focused on driving that mix more towards subscription revenues growth. With that, I will open the line for questions.

Adam Hotchkiss, Analyst, Goldman Sachs3: Thank you. As a reminder to ask a question, please press star one one on your telephone and wait for your name to be announced. To withdraw your question, please press star one one again. One moment for questions. Our first question comes from Alex Sklar with Raymond James. You may proceed.

Alex Sklar, Analyst, Raymond James: Great. Thank you. Sean or Greg, on the positive sales pipeline commentary and the ACV outlook, can you just frame what you saw in terms of the change in close rates or win rates on the back half of the year versus prior years? I know you referenced coming in above. Then how you approach the ACV outlook from a pipeline coverage perspective versus last year. Thank you.

Adam Hotchkiss, Analyst, Goldman Sachs6: Yeah. Thanks, Alex. You know, first of all, we did highlight early in the year our renewed focus on the execution discipline of pipeline growth and our emphasis and prioritization around demand generation in the marketing machine, right? I think you know, some of that played out the back half of the year as our pipeline increased and conversion rates were healthy, but we just had a larger pipeline, and we’re seeing that continue into this year over last year as well, and that’s why we’re so excited about the outlook. Overall, you know, by solution, by geography, it’s pretty balanced. You know, obviously, we’re seeing nice momentum in our international business that we highlighted on the call.

You know, I think a lot of it is around the discipline of just pipeline management overall. When you have a larger pipeline, conversion rates can stay pretty steady and you’ll have a larger ACV outcome.

Alex Sklar, Analyst, Raymond James: Okay. Great. Then Sean, you gave a lot of great color on the banking advisor adoption. 170 customers now on the platform. I think you have over 100 skills now versus 2 a year ago. Can you just frame where you’re actually seeing the greatest usage across that portfolio of capabilities and skills? Then in terms of the magnitude of a 25 times growth in credit usage versus October, maybe help frame how many of those customers are approaching kind of the upper end of their purchase credit allotment. Thanks.

Adam Hotchkiss, Analyst, Goldman Sachs6: Yeah. Listen, first and foremost, our executive leadership team as well as the entire company is maniacally focused on adoption of Banking Advisor and our agentic solutions. I think we’ve been very thoughtful about selling our customers large enough blocks of intelligence units up front to give them the runway that will enable them to navigate the adoption curve and see the benefits and kind of settle into the new experience, which is really important as you’re managing the change. The last thing a customer wants is to feel nickel and dimed when they’re adopting something new, right? So we didn’t want to put them in a position where we sell blocks in small portions, where immediately they have to re-up. I think we can draw some parallels and analogies to the personal experiences that we have, right?

With whatever chat interface you might use, the last thing you want is in the first month to be asked for an increase in your monthly subscription, right? You know, what we’re focused on first and foremost is that adoption, and we’re pivoting a lot of the energy of the field towards sitting side by side with customers and getting them comfortable with that. Then I would expect over time as this settles in, you know, we’ll look into the next block of intelligence units. In particular, your question around what are we seeing traction in. Listen, our agentic credit reviews are really exciting, which falls under our Analyst Digital Partner umbrella. Locate & File has been a mainstay since day one that we launched Banking Advisor.

you know, we’re seeing a lot of traction with credit monitoring as well as Automated Spreading.

Adam Hotchkiss, Analyst, Goldman Sachs3: All right, great color. Thanks, Sean.

Adam Hotchkiss, Analyst, Goldman Sachs6: Thank you.

Adam Hotchkiss, Analyst, Goldman Sachs3: Thank you. Our next question comes from Joe Vruwink with Baird. You may proceed.

Joe Vruwink, Analyst, Baird: Hi. Great. Thanks for the time tonight. Just to stay on some of the AI debates, you know, lending is a very complicated process, and part of that complexity, I’m sure we can appreciate ties to all the different systems and data and decisions that go into it. I guess the risk is that AI models can be good at orchestration. Are you seeing that type of capability and it starts to eat into nCino’s differentiation, or does it cause you to think about how the platform is currently architected, and maybe doing some things differently to match up against what AI makes possible?

Adam Hotchkiss, Analyst, Goldman Sachs6: Yeah. Thanks, Joe. Appreciate the question and certainly understand a lot of the narrative that’s going on in the market today. Some of the realities have changed with the AI capabilities, no doubt. For instance, we all know that coding has never been easier, right? You know, what we need to focus on is the reality that there’s a difference between standing up an overnight user experience and deploying that code and maintaining that code in a highly regulated industry. That’s still hard if you weren’t built from day one in a compliant way for the regulators. If you don’t own the workflow, if you don’t own the data, and you don’t have the trust relationship, then these AI tools aren’t going to stand you up overnight.

All that being said, we’ve acknowledged that workflow is relatively old news, and what we’re focused on is an agentic operating system future where we can instrument the platform with agents that tap into our own embedded intelligent workflows and mine that data and provide a differentiated experience. We believe that is very unique. The right question right now is not necessarily who’s best positioned to deliver overnight because I’ve yet to see somebody that’s taken a customer live, you know, even in the past year that was threatening that posture, you know, this time last year. What I think the right question is who’s best and most uniquely positioned to capitalize on AI and banking, and we think that’s nCino.

Joe Vruwink, Analyst, Baird: That’s helpful. Thanks. On the intelligence units, do you have any metrics you can share maybe around efficiency gains or P&L impact that customers using the units have seen so far? Or maybe is there a spectrum of outcomes you’re seeing between heavy and light users? Can you kind of present to your customer base that here are examples where greater consumption is actually translating into greater benefits, and you start to build referenceability in kind of that way?

Adam Hotchkiss, Analyst, Goldman Sachs6: Yes. Thanks for highlighting the focus on outcomes that we have here at nCino. Listen, you know, I don’t really wake up in the morning excited about people adopting AI. I get excited about them getting real outcomes. When I talk to bank CEOs around the world, they care about what impact we can have in their top line and what impact we can have in their bottom line, right? It’s all about revenue efficiency and cost savings. You know, I think we’re seeing really good gains and traction specifically around credit monitoring, which is why I highlighted that credit analysis. In some cases, we’re seeing months to days and days to minutes. We plan on highlighting at nSight some direct outcomes, e.g., sharing their experiences on leveraging those units.

Safe to say that as I wake up every morning with a CEO agent stack of my own that highlights intelligence units consumption, there’s a direct correlation between the outcomes our customers are getting and the intelligence units they’re drawing down on across the spectrum of Banking Advisor.

Joe Vruwink, Analyst, Baird: Thank you.

Adam Hotchkiss, Analyst, Goldman Sachs6: Thank you.

Adam Hotchkiss, Analyst, Goldman Sachs3: Thank you. Our next question comes from Michael Infante with Morgan Stanley. You may proceed.

Adam Hotchkiss, Analyst, Goldman Sachs1: Hey, guys. Thanks for taking my question. On pricing, obviously sounded like a really strong result with 38% of revenue now on the new pricing model. Any incremental commentary you can share just in terms of price realization for the fiscal 4Q renewal cohort versus your plan? In the instances where customers did push back, can you sort of speak to some of the instances or initiatives you have in place to retain those customers, either in terms of, you know, ancillary product attach or things like Banking Advisor and/or lower price realization? Thanks, guys.

Adam Hotchkiss, Analyst, Goldman Sachs6: Yes. On the pricing front, first and foremost, I want to highlight that we started on the pricing journey nearly three years ago. I really point that out because we’re not reacting to anything here. We had a vision for how outcomes would be the end game for software companies like nCino. We prepared for this. The pricing has now been out there for a little over a year. What I would tell you is that we are exceeding our internal plans and targets, and that momentum even picked up in Q4 versus the prior quarters. While nobody likes a price increase and nobody likes change, I think that we’re very prepared for that. By and large, those customers are going very well. I’m proud of our account teams in the field.

You know, those aren’t necessarily easy conversations, but what I would say is they’re more focused on education and enablement and drawing direct lines to the outcomes that our customers are going to get over time versus the old per-user per-seat model. The value exchange is becoming apparent to our customers, and because of that, we’re seeing early renewals, we’re exceeding our targets, and we’re leaning in heavily. It’s been really accretive to our business.

Adam Hotchkiss, Analyst, Goldman Sachs1: Helpful, Sean. Then maybe just a quick follow-up on gross margins. I know it’s fairly early in terms of thinking about Banking Advisor monetization, but do you expect the consumption of those incremental credits to be gross margin accretive? Should we be focusing on incremental gross profit dollars? How are you sort of thinking about, you know, the inference costs and customer usage intensity when usage exceeds expectations? Thanks again.

Adam Hotchkiss, Analyst, Goldman Sachs6: Yeah, listen, I would absolutely expect these to contribute toward gross margins and really both, right? I mean, what we’re doing in terms of instrumenting our customers with the ability to come to decisions faster over time, we expect the value exchange to play out, right? I think they’re going to be in a position where they can exchange some of the labor costs and add their labor force to more high-value activities and put their employees in front of the customer, right? That’s where they want to be. We’re going to automate the things that happen in the middle and back office, and that’s going to drive margin efficiency for our customers. Ultimately, that will flow through to nCino as well.

Greg Orenstein, Chief Financial Officer, nCino: Michael, just to add, I mean, one of the benefits of seeing the usage, you know, tick up quite well is that it gives us the opportunity to stress test our gross margin model, you know, as we ramp up. We’ve been able to see that over the last few months is, again, 25 times from October to March. Again, so far, we feel good about it.

Adam Hotchkiss, Analyst, Goldman Sachs3: Thank you. Our next question comes from Cristopher Kennedy with William Blair. You may proceed.

Christopher Kennedy, Analyst, William Blair: Yeah, good afternoon. Thanks for taking my question. Can you provide an update on the credit union initiative?

Adam Hotchkiss, Analyst, Goldman Sachs6: Yes. Something we’re very excited about. We mobilized the team, as you know, early last year, that wakes up and sleeps, eats, and breathes just that credit union market. I’m proud of the way they’ve run toward the opportunity, have established relationships and credibility in that space and understand the problems we’re solving for those customers. I think that’s a matter of really being able to tell the same nCino value proposition story in a way that resonates more deeply with the credit union space. That’s given us the opportunity to even envision how we can think about roadmap in a different way and how we can augment the platform and the experiences that we deliver and think beyond, you know, some of the traditional experiences we serve up. We’ve got good momentum there.

The team is fully activated. The pipeline is growing as we head into this year, and we plan on selling the entire platform to our credit union customer base.

Christopher Kennedy, Analyst, William Blair: Great. Thanks for that. Just as a follow-up, historically, you’ve given ACV by category. Can we get an update between mortgage, commercial, and consumer? Thanks.

Greg Orenstein, Chief Financial Officer, nCino: Yeah, Chris, we don’t have that for this call. Maybe in another public forum, we’ll be able to provide that breakdown for you.

Christopher Kennedy, Analyst, William Blair: Okay. Thanks, guys.

Greg Orenstein, Chief Financial Officer, nCino: Thanks, Chris.

Adam Hotchkiss, Analyst, Goldman Sachs3: Thank you. Our next question comes from Ryan Tomasello with KBW. You may proceed.

Adam Hotchkiss, Analyst, Goldman Sachs4: Hi, everyone. Thanks for taking the questions. I guess starting with the organic subs guide, you’re talking about 10%-11% growth ex mortgage for the year. Appreciate the commentary on international being accretive this year, but was hoping you can just put a finer point on the drivers there, ex-mortgage, particularly with respect to the U.S. business ex mortgage in terms of subs growth outlook. Thanks.

Greg Orenstein, Chief Financial Officer, nCino: Yeah, thanks, Ryan. I mean, overall, I think, you know, from a business perspective, whether it’s by product or geo, I think we feel really good about the sales momentum that we’re seeing in the market. Our customer base generally is quite healthy. You know, balance sheets are healthy. You know, lending activity has been up, and I think that is driving, again, demand for nCino and for our products. I would also go back to, you know, AI is a big driver for that as well. You can’t leverage AI, you can’t leverage this revolutionary technology unless, you know, your house is in order. That’s the business that we’re in.

We’re coming in and transforming your bank so that you can operate on a platform and to be able to leverage, you know, not just your data, but the data that nCino has, you know, across our whole customer base that’s given us the rights to leverage that data as part of our product offering. I would point you to the appendix in the back of the earnings call presentation that we put up. You’ll see a nice walk in terms of our year. The other thing I’d highlight again is the continued downward trend in churn, which as we know, over the last couple of years has been unusual for us, right? Heightened churn.

With that coming back more towards historic norms has been a big positive to getting our growth trajectory back towards, you know, back towards an upward motion and one that we can build on.

Adam Hotchkiss, Analyst, Goldman Sachs4: Appreciate that, Greg. Just following up just kind of on this subs cadence for the year. The 1Q guide round numbers looks like 9%-11% organic subs growth versus 9%-10% for the full year. Just trying to reconcile that with your comments earlier, Greg, about being, you know, confident in being able to continue to drive this acceleration in subs growth and just, you know, how we should think about this cadence throughout the year with respect to that Rule of 40 target. Thanks.

Adam Hotchkiss, Analyst, Goldman Sachs6: Yeah. Thanks, Ryan. I think you should assume that mortgage comps in the second and third quarter are a little bit tougher. That, from a trajectory standpoint, is something that you should take into account in your modeling.

Adam Hotchkiss, Analyst, Goldman Sachs4: Okay, great. Thank you.

Adam Hotchkiss, Analyst, Goldman Sachs6: Thank you.

Adam Hotchkiss, Analyst, Goldman Sachs3: Thank you. Our next question goes to Aaron Kimson with Citizens JMP. You may proceed.

Aaron Kimson, Analyst, Citizens JMP: Great. Thanks, guys. Sean, can you talk about why now is the right time to bring Keith in to run sales, and what his top two priorities will be in fiscal 2027? It seems like the sales team is executing well.

Adam Hotchkiss, Analyst, Goldman Sachs6: Sales team is executing phenomenally well. We have been marching towards a point in time where we were going to appoint a global Chief Revenue Officer that’s going to help us scale, you know, to a billion and beyond in terms of where we’re going on the revenue growth side. That has been in the works for some time. What I would share with you is that, you know, we had a model in place where Paul Clarkson, who ran our North America sales operation, is stepping aside for personal reasons, and Keith Kittell is coming in to consolidate the global org. We’ll have, you know, a tight partnership not only in North America but in EMEA and Asia Pac and with our partner organization.

Keith has a lot of experience in these areas. He’s been somebody we’ve known for a long time in our network, not only his days at Salesforce, but also at Alloy. We’re super excited about his leadership. He’s not only a great experienced leader who’s operated in this vertical and has deep relationships with our customer base, but also is a great culture fit for nCino. Yes, the sales organization is operating fantastically well, in large part due to Paul Clarkson’s leadership. Paul is stepping aside for personal reasons, and Keith is the perfect guy to step in at this point in time and take us to the next level.

Aaron Kimson, Analyst, Citizens JMP: Understood. As a follow-up, it was good to see the mortgage win with a top 40 bank where they also use your commercial lending, small business lending and treasury products. Are you getting to a point in mortgage sales cycles now where you have a better idea of how the move-up market with nCino mortgage is going, now that you’re three-quarters in there from when you really rolled it out after the investor day last year at nSight? At the larger FIs, are you finding that existing relationships in other parts of the bank are helping you get a foot in the door on the mortgage side of the house, or that the buyers are just generally separate in those big organizations?

Adam Hotchkiss, Analyst, Goldman Sachs6: The answer is yes, we are, you know, learning from experiences there. As you know, we made the jump from our mortgage solution in the IMB space full on towards some of the largest banks in the world. We’re excited that we have a top 30 bank in the U.S. on the platform. That naturally gets the attention of the peer group and the cohorts to the point where, you know, we start getting some inbound calls for nCino to participate in forums at that level. We’re also getting traction in the community and regional bank space as well as the credit union space with the mortgage solution. I think our teams now have some of the experience and, you know, quite frankly, some of the attitude and confidence that it takes to go aggressively sell that across lines of business.

It’s not uncommon that I would be, you know, meeting with our customer base, whether it’s a CEO or Chief Lending Officer or somebody in the C-suite that would proactively bring up on their side and recommend that we talk to the mortgage leader in their business. That is happening, and it’s happening pretty organically.

Aaron Kimson, Analyst, Citizens JMP: Got it. Thank you.

Adam Hotchkiss, Analyst, Goldman Sachs3: Thank you. Our next question comes from Saket Kalia with Barclays. You may proceed.

Adam Hotchkiss, Analyst, Goldman Sachs5: Okay, great. Hey, guys. Thanks for taking my question. A nice finish to the year. Greg, maybe for you. I think we said we’ve got about 38% of ACV on platform pricing now, which is great to hear. I’m curious, have any of your top 20 banks made that transition yet? Were there any learnings from those customers in particular that you feel you could build upon?

Adam Hotchkiss, Analyst, Goldman Sachs6: Yeah. Thanks, Saket. The answer is yes. I mean, I think with every deal you learn something new. We certainly try to. But to Sean’s point, you know, this is something that we started in terms of this pricing transition going back, you know, about three years. You know, first off, internally and testing with our customers. Again, one of the great things about the wonderful customer base we have is we work very closely with them to get their thoughts and input. The rollout has frankly exceeded my expectations, not just from the uplift that we’ve talked about, but as well just in terms of the execution. You would have heard Sean’s prepared remarks.

Our largest customer by ACV renewed for a five-year deal, and that would have been on the new platform pricing model. We do have some of our larger customers already on it. Again, I think it’s gone quite well. We’re quite pleased with the execution there.

Adam Hotchkiss, Analyst, Goldman Sachs5: That’s great to hear. Maybe for my follow-up. It was great to hear you reconfirm the Rule of 40 expectation. Is it maybe fair to say that that Rule of 40 is achievable based on the ACV that you’ve already booked here in fiscal 2026? Or is it dependent on some of the new bookings that you anticipate this year as well?

Adam Hotchkiss, Analyst, Goldman Sachs6: It would include some new bookings. Again, the slide I referenced earlier, Saket, in the appendix, I think it’s slide 15. You’ll see a nice walk that we tried to lay out so you could see the contribution from bookings last year and what we came into the year with, which is quite a bit of visibility. But we do have some work to do this year. Again, I think as we look at our pipelines, as we look at the activity in the market, and frankly, as we look at the excitement that we see and hear and feel around AI, you know, we come into this year feeling good about the plan that we have.

It’s actually slide 16 if you look in that deck.

Adam Hotchkiss, Analyst, Goldman Sachs5: Super helpful. Thanks, guys.

Adam Hotchkiss, Analyst, Goldman Sachs6: Thanks, Saket.

Adam Hotchkiss, Analyst, Goldman Sachs3: Thank you. Our next question comes from Charles Nabhan with Stephens. You may proceed.

Charles Nabhan, Analyst, Stephens: Hi, good afternoon, and thank you for taking my question. Just one quick one for me. Looking back over the past couple years, you’ve done several acquisitions. I was wondering if you could provide us an update on the progress you’ve made on Sandbox and DocFox, any positives or negatives and, you know, just an update on the traction you’re getting on those solutions in the market.

Adam Hotchkiss, Analyst, Goldman Sachs6: Of course. You know, taking those each on its own, you know, from a Sandbox standpoint, that has actually become the foundation and the backbone of our integration gateway and the MCP layer that we expect to control how agents access data in the nCino moat, right? That’s very strategic. We’re not necessarily selling, you know, looking to that as a standalone, you know, revenue engine, but as a strategic foundational platform that sets us up to be the agentic operating system of the future for banks. We’re really excited about that. From a DocFox standpoint, we remain very compelled by the opportunity with complex commercial onboarding that continues to come up in nearly every conversation as an adjacent problem our customers are solving to the one that we solve so well around commercial loan origination.

Those opportunities in the pipeline are growing. We have acknowledged in past calls that it was gonna take us the better part of the prior fiscal year to complete the technology integration work. Now we’re looking to convert some of that pipeline here in the first half of this fiscal year. We’re really excited about onboarding coming into full focus, as it’s kind of been mainly in the background in the R&D room. Now it’s coming into the sales machine.

Charles Nabhan, Analyst, Stephens: Got it. Appreciate all the color. Thank you.

Adam Hotchkiss, Analyst, Goldman Sachs6: Thank you.

Adam Hotchkiss, Analyst, Goldman Sachs3: Thank you. Our next question comes from Adam Hotchkiss with Goldman Sachs. You may proceed.

Adam Hotchkiss, Analyst, Goldman Sachs: Great. Thanks for fitting me in. Sean, where are bank CIOs leaning in most to AI from your perspective, whether that’s nCino or otherwise, and how does that differ across financial institution size? I’m just curious if smaller to mid-size banks are maybe more likely to lean in to packaged AI use cases. Are you seeing any appetite for some of the larger banks in particular to try to do anything in-house? I’m just trying to understand ultimately what banks are out there trying versus not trying from an experimentation perspective, and then how nCino fits into that.

Adam Hotchkiss, Analyst, Goldman Sachs6: Sure. Yeah. In our landscape, and as you’ve acknowledged, I appreciate the tee up there on market segmentation. Undoubtedly the further downmarket you go, the bigger the appetite those customers have for prepackaged solutions that we would serve up the agents, right? We would actually build and deploy the agents. What’s so powerful about our platform is we render those in the existing workflow, right? You know, at nCino, AI lives in the workflow, so the context is already there. The user doesn’t have to change their behavior, and the trust and compliance are inherited, and the data moat is leveraged. Those banks absolutely get that.

As you go upmarket, the same value proposition applies, but you absolutely have, you know, what I would say more curious and experimental, you know, groups within the organization who are being chartered with, "Hey, if we build our own agents, what would that experience look like," right? Those customers just the same need context, they want trust and compliance, and they want to tap into nCino data. We have thoughtfully architected a platform as we evolve in our journey that would enable customers to do both. We’re seeing enterprise, you know, banks that are asking us to actually sit side by side and co-develop some of these agents and look at those experiences. It’s all exciting.

I do think that, you know, what comes up most for me when I’m talking to customers about the outcomes they want. I’ll go back to, you know, that credit monitoring experience is very powerful. You know, the ability to reduce the time spent analyzing the scores, you know, and reams of documentation and data to get to a proactive monitoring position over time. That’s not only upfront to do a deal, but that’s maintenance. You know, that’s pretty common. Then of course, you know that we have Banking Advisor skills embedded across, you know, across the experiences. That’s one that stands out. They are looking for low-hanging fruit. They are looking for quick wins, and we can serve those up, and that’s exactly how we’ve architected our Digital Partners.

Charles Nabhan, Analyst, Stephens: Okay. That’s really helpful, Sean. Thanks. Greg, just on the slide 16, that fiscal 2027 growth algorithm, really appreciate the detail there. Any way to think about how that contribution mix between contracted in the prior year and forward bookings compares to ultimately what you did in fiscal 2026, just from a mix perspective would be helpful to understand. Thanks.

Greg Orenstein, Chief Financial Officer, nCino: Yeah, Adam, I think you can assume it’s comparable.

Adam Hotchkiss, Analyst, Goldman Sachs: Okay. Thank you very much.

Greg Orenstein, Chief Financial Officer, nCino: Thank you.

Adam Hotchkiss, Analyst, Goldman Sachs3: Thank you. Our next question comes from Terry Tillman with Truist Securities. You may proceed.

Adam Hotchkiss, Analyst, Goldman Sachs7: Yeah. Hey, Sean, Greg, and Harrison. Thanks for fitting me in too. I’ll keep it to one question, but as typical, there’s probably multi parts to it. On the early renewals, it seems like that’s a good sign of the interest in the new innovation. Could you all quantify how much early renewals impacted or benefited the strong Q4 ACV or the in-year ACV target? The kind of the second part of this is with the early renewals, I think you did say that one did a contractual renewal at 5 years, but what is the duration looking like on early renewals versus the original contract? Then just do they tend to consume or sign up for more Banking Advisor or skills versus the non-early renewals? Just double-clicking more on early renewal activity would be great. Thanks.

Greg Orenstein, Chief Financial Officer, nCino: Yeah. In terms of the renewal trajectory and momentum, I’d point you to the ACV extension that we disclosed, going from, it was 102, I think back in fiscal 2024 up to 106, and then up to 112 or 119 on a constant currency organic basis, Terry. Again, really like that trend. I think that’s reflective of, you know, again, the customer relationships that we have, and also again, just the breadth of our product that we can go back to our customers and sell them more.

Again, a lot of those discussions, actually AI, whether it ends up being an AI discussion or not, being able to go talk about AI provides an opportunity for us to explore where else we may be able to add value to our customer base. All that’s exciting, and I think all that’s helping to drive the momentum that we saw last year and that we came into this year with.

Adam Hotchkiss, Analyst, Goldman Sachs7: Thanks.

Adam Hotchkiss, Analyst, Goldman Sachs3: Thank you. Our next question comes from Koji Ikeda with Bank of America. You may proceed.

George McGrehan / Koji Ikeda, Analysts, Bank of America: Hi, this is George McGrehan and Koji Ikeda. I appreciate you guys taking our question. I know that you guys already talked about the relationship between sub revs and ACV, but I kinda wanted to ask this simplistic question. Apologies if it’s a bit redundant, but if you could humor me. Fiscal year 2026 sub-revenue came in higher than ending fiscal year 2025 ACV, but the initial guidance for fiscal year 2027 sub-revenue doesn’t quite get us to ending fiscal year 2026 ACV. What’s kind of the relationship there, and how would you kind of describe the level of conservatism in this fiscal year 2027 sub-revenue guide? Thank you.

Greg Orenstein, Chief Financial Officer, nCino: Yeah, thanks for the question. You know, just going back to some of the earlier comments, you know, there’s a few things to keep in mind when you’re trying to reconcile the ACV performance in our sub rev guide. One is, again, a portion of the ACV that we got actually contributed to subs revs last year. So you need to take that into account. Again, the way that we’ve always defined ACV is the high point of a contract. When there’s increased pricing during a contract, right, the rev rec rules require you to straight line that. Your actual revenue is gonna be short, you know, or fall short of what your ACV is and what that exit contracted amount is, would be another thing to take into account.

The third thing is churn that we experienced last year would generally have been from our older seat-based pricing model. The ACV and subscription revenue would have been more aligned under that historic model that we had. Finally, again, as you think about subs revs, keep in mind that our mortgage overages don’t fall into ACV. Those are some of the deltas to take into account when you’re trying to reconcile the ACV performance we had in fiscal 2026 and the initial guide that we’ve given for sub revs for fiscal 2027.

Adam Hotchkiss, Analyst, Goldman Sachs3: Thank you. Our next question comes from Ella Smith with JP Morgan. You may proceed.

Ella Smith, Analyst, JP Morgan: Good evening. Thank you for taking my question. I think I’ll keep it to one as well. I know many products can be implemented in a matter of weeks or months, but when you land a large new customer, as you did in Japan this quarter, how long does it take to implement a large customer like that? And when do you begin recognizing revenue?

Adam Hotchkiss, Analyst, Goldman Sachs6: Sure. Listen, I think on average, you know, it’s a reality with the efforts we’ve put into rotating a lot of our energy in our field PSO organizations toward our forward deploy engineer as well as applied intelligence groups to reducing overall implementation times. That’s showing up, and they’re compressing nicely, and we’re getting customers live in time frames that are actually exceeding my expectations. Specific to the large Japanese deal, that’s a multinational deployment that is probably unique in its own regard with respect to some of the coordination that needs to happen upfront before we even start thinking about deploying nCino. There’s some of that that’s happening right now.

Once we get hands-on keyboards with nCino, I expect that we’ll hammer through that project in months. There’s a lot of upfront prep work when you’re bringing a global organization together across 26 countries that needs to happen that will probably, you know, elongate the time that we can announce something very exciting with respect to a go live on that particular bank.

Greg Orenstein, Chief Financial Officer, nCino: Yeah, Ella, with respect to the rev rec, you know, just recall with platform pricing, it’s gonna be straight-lined over the term.

It would generally start, you know, a month or two after contract signing when we would start billing just based on the terms of the contract.

Ella Smith, Analyst, JP Morgan: Thanks, Paul. Thanks so much.

Adam Hotchkiss, Analyst, Goldman Sachs6: Thank you.

Adam Hotchkiss, Analyst, Goldman Sachs3: Thank you. Our next question comes from Nick Altmann with BTIG. You may proceed.

Adam Hotchkiss, Analyst, Goldman Sachs2: Awesome. Thanks. Just on the renewal base. I know you guys mentioned 38% of the ACV base is renewed to the new pricing, but can you just talk about where you expect that mix to trend as it relates to the 2027 ACV guide and whether that contemplates some continuation in the early renewal activity that you guys have been seeing? Thanks.

Adam Hotchkiss, Analyst, Goldman Sachs6: Yeah. Thanks, Nick. Yeah, as it relates to fiscal 2027, I mean, we would expect a similar performance as we had in fiscal 2026 in terms of the renewal cohort that comes up. Recall historically the average contract length of our, you know, bank operating system customers is upwards of 4 years. Break that down, you know, generally a quarter, you know, over that 4-year period. We are seeing accelerated renewals, and so I think we’re ahead of plan for that. Again, we would expect a similar performance. Keep in mind, in terms of the comp, you know, because it’s a similar performance, you won’t see that one-time kind of step up that we had this past year, which was the first year really of this step up.

Just keep that in mind from a compare standpoint, as we move into fiscal 2027.

Adam Hotchkiss, Analyst, Goldman Sachs2: Great. Thank you.

Adam Hotchkiss, Analyst, Goldman Sachs6: Thanks, Nick.

Adam Hotchkiss, Analyst, Goldman Sachs3: Thank you. Our next question comes from Ken Suchoski with Autonomous Research. You may proceed.

Adam Hotchkiss, Analyst, Goldman Sachs0: Hey, good afternoon, Sean and Greg. Thanks for taking the question. I’ll keep it to one as well. I wanted to dig into the long-term moat of the business a little bit because it seems like investors are questioning the terminal value of these software companies more broadly. You mentioned how banking is a highly regulated business and how that’s different. Can you just talk a little bit about how nCino works with regulators and how that might impact the ability to remain entrenched and prevent new companies from coming into the space. Secondly, it sounds like data is going to be one of the key sort of aspects to the moat longer term.

Are we at the point where the network effects of the data are strong enough to keep nCino in the lead, or is there, you know, this sense of urgency across the business to try to build up that aspect of the moat? Thank you.

Adam Hotchkiss, Analyst, Goldman Sachs6: Thank you. Yes, we do believe that the future long-lasting durable software companies that are going to be the generational companies that can survive inflection points like these are gonna be able to deliver AI embedded within existing business processes, and in particular in this banking vertical to lend context and within the guardrails of regulation. Beyond regulation, you have to consider things like security. There’s trust, and there’s that data moat that you talked about. We believe that, you know, what’s unique about nCino is we started accumulating this data 14 years ago, right? We are absolutely not sitting here reacting and aggressively trying to build up our data moat overnight because that was the original vision of nCino.

When I joined this company in 2013, I had a conversation with our founding CEO on the power of sitting at the intersection of the things that we do and where we do them, and if we could serve that data up with meaningful insights, that would be very compelling. We just happen to now be in the era of AI. While other companies are scrambling to deliver user experiences overnight with no foundation of data, we actually continue to build on 14 years of buildup. We just, you know, we’re not arrogant about it, but we believe our data moat is unparalleled and unique and nobody else has the type of contextual view on how capital flows through workflows in financial institutions. We’re excited about that, and we believe that’s gonna propel us. We lean into it.

As far as the regulation, you know, I would first point you to the fact that we have hundreds of bankers that work at nCino. They come from that world, right? In many cases, sitting in those chairs side by side with the chairs of the regulators for careers before software. That’s very unique in terms of how you think about product management. Now in the world of, you know, prompt engineering and imagining experiences very quickly, doing that without that human riding shotgun with you is where I’d be nervous, right? That’s where you start getting into hallucinating on public cloud data that you think regulation lives in the public cloud. It does not, and the bankers understand that. That’s why we’re excited about that, and we maintain the relationships with these types of people in the space.

Adam Hotchkiss, Analyst, Goldman Sachs0: Thank you, Sean. Very helpful.

Adam Hotchkiss, Analyst, Goldman Sachs6: Thank you.

Adam Hotchkiss, Analyst, Goldman Sachs3: Thank you. I would now like to turn the call back over to Sean Desmond for any closing remarks.

Adam Hotchkiss, Analyst, Goldman Sachs6: Thank you all for joining us today. We do look forward to seeing many of you at nSight, which is our annual user conference in May, where we will be showcasing many of these agentic experiences we’re talking about with customers on stage delivering outcomes. Hope to see you there.

Adam Hotchkiss, Analyst, Goldman Sachs3: Thank you. This concludes the conference. Thank you for your participation. You may now disconnect.