Release Date: May 01, 2025

For the complete transcript of the earnings call, please refer to the full earnings call transcript.

Positive Points

• Subscription revenue grew 20% year over year, and total revenue grew 17% year over year, beating the high end of guidance.
• The number of contracts valued over $100,000 increased 23%, and those over $300,000 and $500,000 increased 32%.
• Gross margin improved by 100 basis points year over year, increasing to 79%.
• The company maintained a high gross retention rate of 97%, exceeding the internal target of 96%.
• Workiva Inc (NYSE:WK) continues to see strong demand for its sustainability solutions, which remain a top booking solution.

Negative Points

• There are signs of a more cautious buying environment, particularly towards the end of Q1.
• The uncertainties of regulatory change and new US administration policies have put pressure on booking momentum.
• Professional services revenue was flat compared to Q1 2024, with declines in setup and consulting services.
• Net retention rate was impacted by foreign exchange rate headwinds and the year-over-year impact of leap year.
• The company did not raise its full-year 2025 expectations despite a strong Q1, indicating potential caution in future quarters.

Q & A Highlights

• Warning! GuruFocus has detected 3 Warning Sign with WK.

Q: Can you explain why Workiva maintained its full-year revenue guidance despite a more cautious buying environment? A: Jill Clint, CFO, explained that Workiva had a strong Q1 with 20% subscription revenue growth and expects to maintain this growth for the full year. The company is confident in its long-term market opportunity and growth strategy, supported by a large, relatively unaddressed total addressable market (TAM).

Q: How has demand for ESG and sustainability solutions been affected by recent legislative changes? A: Julie Isko, CEO, noted that sustainability remains a top booking solution for Workiva. The recent EU omnibus legislation has brought clarity, and large companies, which are Workiva's target market, continue to report as required. Sustainability initiatives are driven not only by regulation but also by companies' desire to participate in the global supply chain and enhance business performance.

Q: How does Workiva view the opportunity in the federal financial consolidation order for CFO Act agencies? A: Julie Isko highlighted that Workiva is well-positioned to benefit from the federal mandate requiring CFO Act agencies to modernize their financial systems. This represents a multi-year opportunity, aligning with Workiva's focus on trust, transparency, and accountability.

Q: What is Workiva's approach to pricing and solution expansion in the current market environment? A: Julie Isko emphasized that Workiva focuses on providing value to customers through cross-selling and upselling additional solutions rather than increasing renewal prices. The company aims to optimize pricing while expanding accounts and delivering more value to customers.

Q: How is Workiva's go-to-market strategy evolving, and how is it impacted by the macro environment? A: Julie Isko stated that Workiva is maturing its organization by expanding its team of major account sellers and focusing on smaller territories for greater account focus. The company continues to hire experienced platform sellers and refine sales strategies, maintaining its investment in growth despite macroeconomic uncertainties.

For the complete transcript of the earnings call, please refer to the full earnings call transcript.