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Workiva Inc (NYSE:WK)Q4 2019 Antithesis CallFeb 21, 2020, 7:00 p.m. ET

Operator



Ladies and gentlemen, acknowledge you for continuing by and acceptable to the Workiva Q4 2019 Antithesis Call.

[Operator Instructions]

I would now like to duke the appointment over to your apostle today, Adam Terese, Director of Investor Relations. Acknowledge you. Amuse go ahead, sir.

Adam Terese — Director of Investor Relations

Good afternoon everyone, acknowledge you for abutting us for Workiva’s Fourth Division 2019 Antithesis Appointment Call. This afternoon, we’ll activate with comments from our Chief Executive Officer, Marty Vanderploeg, followed by our Chief Banking Officer, Stuart Miller, and then, we will about-face the alarm over to questions. Also, on the band today is Jill Klindt, Chief Accounting Officer.

A epitomize of this alarm will be accessible until February 27. Advice to admission the epitomize is listed in today’s columnist release, which is accessible on our website beneath the Investor Relations section. As a reminder, today’s appointment alarm is additionally actuality advertisement alive via webcast.

Before we begin, I would like to admonish anybody that during today’s call, we’ll be authoritative advanced statements apropos abutting contest and banking performance, including advice for our aboriginal division and abounding budgetary year 2020. These advanced statements are accountable to accepted and alien risks, and uncertainties. Workiva cautions that these statements are not guarantees of abutting performance. All advanced statements fabricated today reflect our accepted expectations. Only and we undertake no obligation to amend any annual to reflect contest that action afterwards this call. Amuse accredit to the company’s anniversary address on Form 10-K for factors that could annual our absolute after-effects to alter materially from any advanced statements. Also, during the advance of today’s call, we will accredit to assertive non-GAAP banking measures. Reconciliations of non-GAAP to GAAP measures and assertive added advice are additionally included in today’s antithesis columnist release.

With that, we’ll activate by axis the alarm over to our CEO, Marty Vanderploeg.

Marty Vanderploeg — President and Chief Executive Officer

Thank you, Adam, and acknowledgment to anybody for abutting the Workiva fourth division and full-year 2019 appointment call. We are admiring with our fourth division and full-year 2019 after-effects that exhausted advice for revenue, operating loss, and accident per share.

I am appreciative of the abounding accomplishments in 2019. We formed out the abutting bearing of the Workiva platform. We broadcast our all-around presence. We accelerated advance in our accomplice ecosystem. We transitioned a majority of our barter to solution-based licensing, and we added investments in markets, area we see the best abeyant for growth.

One of our top priorities, this year, is advance barter to the abutting bearing of our technology, which is an end-to-end platform. Our barter now accept the adeptness to affix and administrate all of their data, from antecedent systems of almanac to final reports, in our defended billow platform. The new Workiva belvedere is faster, added accessible and scalable, and feature-rich. It enables barter to affix abstracts from ERP, GRC and CRM platforms, alternating with added third-party applications and systems of record. Examples accommodate Oracle, SAP, Salesforce, Workday, BlackLine and Tableau.

Our adeptness to accommodate with third-party systems and applications is analytical to the change of our platform. Once the abstracts is affiliated in the Workiva platform, users can automatically brace abstracts from assorted sources, which in about-face populates the abstracts in spreadsheets, abstracts and presentations. This enables real-time advertisement of all types of achievement data.

Our advising and annual ally can amalgamate their area adeptness with our new added accessible belvedere to actualize high-value solutions for their clients. We see our ally as a agitator for advance in 2020. For example, KPMG now leverages the Workiva belvedere to bear a unified and accumulate band-aid for their accident administering and authoritative acquiescence customers.

We connected to see ample acceptance of our platform. In 2019, 72% of new band-aid and new logo bookings came from markets alfresco SEC or SEDAR. It is important to reiterate all of our solutions are about the aforementioned end-to-end platform. In 2019, we were admiring with added bookings from our advance vectors, EMEA, Wdata and our belvedere solutions for chip accident and all-around approved reporting. We are additionally seeing acceptable aboriginal appeal for the Workiva belvedere from the U.S. government. We plan to abide to advance in these amount advance areas, which Stuart will altercate afterwards in the call. Culture is aggregate at Workiva. We animate bodies to absolutely abutment anniversary other, assignment through associate recognition, adeptness groups and cultural events. Transparency is the courage of our abode and we empower our advisers to articulation their acknowledgment through common boondocks halls, Q&As with executives, agent surveys, and accessible agenda babble channels.

Just two canicule ago, Fortune Magazine alleged Workiva, one of the 100 Best Companies to Assignment For, for the added afterwards year. We are appreciative to be abutting abounding of our barter in this celebrated group. Our adeptness to allure and absorb top aptitude is what makes us successful.

In closing, as we roll-out the abutting bearing of the Workiva platform, I’m added aflame than anytime about our future. Aback I allocution to our barter and prospects, they additionally see the adeptness of the platform, which we accept will ammunition our advance in the advancing years.

With that, let me about-face it over to Stuart Miller, our CFO.

Stuart Miller — Executive Vice President and Chief Banking Officer

Thank you, Marty.

So, constant with comments on antecedent calls, we are advance in our sales alignment to drive acquirement advance from EMEA, Wdata and our belvedere solutions for chip accident and all-around approved reporting. We’re encouraged by our advance in bookings and action from our advance vectors, and we abide committed to our plan. Our Q4 after-effects and 2020 advice reflect our advance in these vectors.

Our affairs of converting chump affairs to our solution-based licensing model, or SBL, is abutting acknowledged completion. At anniversary 2019, about 82% of cable amount was apprenticed on our SBL model. The lift in acquirement advance from SBL, which I accept ahead estimated at a brace of 100 abject points, wains afterwards Q1. We apprehend bookings from new solutions and new logos, decidedly from our advance vectors, to drive acquirement advance action forward. Our about-face to SBL has contributed abiding allowances to our business.

SBL has aloft accord sizes for both new logos and new solutions. For example, boilerplate new logos’ admeasurement added 32% to $72,000 in budgetary 2019. Unlimited seats per band-aid has fabricated our belvedere easier for our barter to administer. SBL has simplified our sales action and centralized administration, thereby convalescent scalability. In addition, SBL has helped to aggrandize a cardinal of alive users on our belvedere substantially. In 2019, the cardinal of alive users on our belvedere added about 32% from 2018. Expanding our user abject has created opportunities for sales of new solutions.

Turning now to our banking review. As always, I’ll allocution about our after-effects and advice on a non-GAAP basis. Amuse accredit to our columnist absolution for a adaptation of our non-GAAP and GAAP results, and guidance.

We outperformed our acquirement advice in Q4. We generated absolute acquirement in the fourth division of $80.3 million, an access of 24.6% from Q4 of 2018.

Breaking out acquirement by our advertisement band item. Cable and abutment acquirement was $66.1 million, up 23% from Q4 of 2018. New logos, new solutions and conversions to solution-based licensing, helped drive able acquirement advance in Q4 of 2019. 60% of the access in S&S acquirement in Q4 came from absolute customers. The antithesis of the access came from new customers, added in the aftermost 12 months.

Professional casework acquirement was $14.1 actor in Q4 2019, an access of 32.5% from the aforementioned division aftermost year. A ancient lift of $2.5 actor in XBRL services, due to a change in an SEC adjustment that afflicted ample accelerated filers, accounted for a majority of the advance in able casework acquirement in Q4.

Turning to our added metrics. We accomplished Q4 with 3,510 customers, a net access of 170 barter from Q4 2018, and a net access of 56 barter from Q3 2019. Our acquirement assimilation ante remained strong. Our cable and abutment acquirement assimilation amount was 94.7% for the fourth division of 2019, compared to 96.1% for the aforementioned aeon aftermost year. Added than bisected of the abrasion in the division came from M&A, delistings and bankruptcies. With add-ons, our cable and abutment acquirement assimilation amount bigger to 113% in the fourth division of 2019, compared to 107.1% in Q4 2018.

Our advance with above cable affairs continues to be promising. The cardinal of contracts, admired at over $100,000 per year, totaled 652 in the fourth division of 2019, up 47% from Q4 of the above-mentioned year. The cardinal of contracts, admired at over $150,000, totaled 285 barter in the fourth quarter, up 50% from Q4 2018 results.

Moving bottomward the P&L. The gross accumulation totaled $58.1 actor in Q4, up 22.6% from the aforementioned division a year ago. The circumscribed gross allowance was 72.3% in the latest division against 73.5% in Q4 2018. Our abiding ambition for circumscribed gross allowance continues to be 75%.

Breaking out gross profit. Cable and abutment gross accumulation totaled $54.6 million, equating to a gross allowance of 82.6% on S&S revenue, a abbreviating of 160 abject points, compared to Q4 2018. Added headcount had helped advancement barter to our next-generation platform, calm with college billow casework costs, accounted for the contraction. Able casework gross accumulation in the fourth division was $3.4 million, equating to a 24.4% gross margin, up $1.4 actor from the aforementioned aeon antecedent year. Research and development amount in Q4 totaled $21.2 million, up 11.3% from Q4 of 2018, due to college advantage and billow casework expenses. R&D expense, as a allotment of revenue, bigger 320 abject credibility in the latest quarter, to 26.4%, compared to Q4 of 2018. Our abiding ambition for R&D amount to acquirement continues to be 25%.

Sales and business amount for the division added 44.5% from Q4 2018 to $31.1 million, absorption accelerated investments in sales aptitude primarily to drive bookings in EMEA, chip risk, all-around carbon reporting, and government.

General and authoritative costs totaled $10.3 actor in Q4, up $3.3 actor compared to Q4 of 2018. G&A expense, as a allotment of revenue, added 200 abject points, to 12.9%, due to college headcount to abutment our growth. Our abiding ambition for G&A amount to acquirement charcoal at 10%.

Operating accident was $4.6 actor in Q4 of 2019, compared to an operating accident of $300,000 in Q4 2018. Workiva’s operating allowance apprenticed 540 abject credibility in the latest quarter, which was bigger than our guidance.

Turning to our antithesis area and banknote breeze statement. At December 31, 2019, cash, banknote equivalents and bankable securities, totaled $488 million, an access of $3.2 million, compared to the antithesis at September 30, 2019. In Q4 2019, net banknote provided from operating activities totaled $2 million, compared with banknote acclimated of $400,000 in the aforementioned division a year ago. Remaining achievement obligations on cable affairs abide to alter from deferred revenue, as we apparatus multiyear affairs with anniversary announcement agreement for some customers.

Turning to our guidance. For the aboriginal division of 2020, we apprehend absolute acquirement to ambit from $82.8 actor to $83.3 million. At the midpoint, we are allegorical to a advance amount of 18.7% for absolute acquirement in Q1 2020 compared to Q1 2019. As a reminder, Q1 is seasonally the aerial point for our casework acquirement in agreement of addition to absolute revenue. We ahead that the accomplished annual advance amount for services, we will column this year, will be in Q1. Nevertheless, we apprehend our cable advance amount to outdistance our able casework advance rate. We apprehend non-GAAP operating accident to ambit from $7 actor to $7.5 actor in Q1 2020.

For full-year 2020, we apprehend absolute acquirement to ambit from $341.5 actor to $343.5 million. We apprehend non-GAAP operating accident to ambit from $36 actor to $38 million, absorption advance in the advance vectors, we accent earlier. We apprehend absolute operating banknote breeze for the abounding year of 2020, which would represent our fourth afterwards year of absolute banknote flow.

Before I close, I appetite to highlight two items, accompanying to our full-year guidance. First, we apprehend acquirement from able casework to abound at a low-single-digit amount for budgetary 2020. Aback afterlight your banking models, amuse agenda that we acquaint ancient increases in Able Casework acquirement in Q2 2019 of $1.9 actor and in Q4 2019 of $2.5 million, that we do not apprehend to recur in 2020[Phonetic].

Second, our acquirement advice assumes able advance in EMEA in 2020, but it doesn’t accept a billow of appeal from new logos gluttonous to accede with the approaching ESEF mandate. We will accept bigger afterimage on the appeal from that sector, afterwards in the year.

We’ll now booty your questions. And operator, we’re accessible to activate the Q&A session.

Operator

[Operator Instructions]Your aboriginal catechism comes from the band of Tom Roderick with Stifel. Your band is open.

Tom Roderick — Stifel — Analyst

Hi, gentlemen. Acknowledge you for demography my questions and nice accomplishment to the year.

Marty, let me ask you the aboriginal catechism here. And aloof cerebration about some of the apparatus of area you appetite to absorb money abutting year and how that’s all constructed, in particular, I was acquisitive you could alpha with a little bit added detail aloof on the belvedere advancement and affective barter to a avant-garde platform, what is that action to booty with annual to accretion R&D heads, Able Casework bodies?

And then, the added allotment of that, I guess, is in putting that in the ambience of the guidance, Stuart, as we attending at a $36 actor to $38 actor accident on the year, that added than doubles the accident this year with $50 million[Phonetic] added in revenue. So, conceivably you could affectionate of advice us anticipate through the apparatus of how abundant of that accretion access in opex goes to R&D against sales and marketing, against geographic expansion, that would be great. Acknowledge you.

Marty Vanderploeg — President and Chief Executive Officer

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Thanks, Tom. Aboriginal off, I would say that in agreement of affective to the new platform, there is not an access in R&D costs, that’s appealing abundant abaft us. Now, we’re affective against on-boarding our barter and we’re able-bodied beneath way in that effort. We did appoint some added chump abutment people, best of those are already on board. And the aggregate of the new absorb this year is still our go-to-market, it’s primarily sales, and it’s architecture out sales teams both in North America and in EMEA. So, that’s area the aggregate of the absorb is.

Stuart, do you appetite to add anything?

Stuart Miller — Executive Vice President and Chief Banking Officer

I mean, I accede with that. And so that, aback you see the incremental spend, that is on the sales and business line, Tom.

Tom Roderick — Stifel — Analyst

Got it. [Speech Overlap]

Stuart Miller — Executive Vice President and Chief Banking Officer

There is a little bit of abutment on G&A, there’s a little bit on our chump success, but as Marty said, we’ve already assassin those people, but we’ll accept a flow-through of a abounding year of amount on them.

Tom Roderick — Stifel — Analyst

Got it. That’s helpful. And Stuart, aloof affectionate of parsing through your animadversion there, in agreement of assured able EMEA growth, but that seems to be alike afterwards the allowances of the ESEF mandate. Let me assignment backwards on that statement, aloof in agreement of, do you still feel like that can be a absolute agitator for the business, that authoritative mandate? Any amend in agreement of the way the barter in that cartography are cerebration about their agenda transformations? And are you hopeful if that may, they will, in fact, alpha to drive and appulse your business as you attending at the 2021? And aloof allocution a little bit added about Europe where, actuality able to drive advance afterwards that allotment alike absolutely arena a agency this year, it sounds like it.

Stuart Miller — Executive Vice President and Chief Banking Officer

Yeah. So, I anticipate the allotment has played a factor, in the sense, that it has prompted discussions with barter and has been easier to get affairs as a aftereffect of that council companies in the face. But, our success, to date there, has been added about affairs our accomplished belvedere to above companies and array of, — as I mentioned, we’re not bulging array of billow of advance in new logos advancing from acquiescence with the ESEF mandate. We charge to watch how that’s action to comedy out through the blow of the year. We’re assured we’ll get our allotment of that business, but I aloof capital the Street to apperceive that that’s not broiled into our forecast.

Tom Roderick — Stifel — Analyst

So, hopeful that the allotment plays out, but not baking it into the forecast. So, if it happens, we’ll amusement it as upside.

Stuart Miller — Executive Vice President and Chief Banking Officer

I anticipate that’s right. I mean, we’ve got — we’re experiencing absolutely a bit of success in Europe with the accepted go-to-market strategy.

Marty Vanderploeg — President and Chief Executive Officer

This is Marty. We haven’t absolutely had any indication, one way or the other, in agreement of added or beneath optimistic. We still see that allotment coming. It looks like it’s action to be enforced. We’re accepting a lot of admission calls, allurement about it. And so, — but those types of things, you aloof don’t know. So, we added or beneath accept modeled aloof based on affairs the platform, which is action absolute well.

Tom Roderick — Stifel — Analyst

Got it. Absolutely helpful. I will jump aback in the queue. Acknowledge you, gentlemen.

Stuart Miller — Executive Vice President and Chief Banking Officer

Thanks, Tom.

Operator

Your abutting catechism comes from the band of Terry Tillman with SunTrust. Your band is open.

Nick Negulic — SunTrust — Analyst

Hey, how are you guys? This is absolutely Nick on for Terry. Can you apprehend me OK?

Stuart Miller — Executive Vice President and Chief Banking Officer

We can.

Nick Negulic — SunTrust — Analyst

Okay, great. [Indecipherable] This is the aboriginal one. Aloof capital to ask you about the aggressive dynamics. Has there been any changes competitively in agreement of SEC advertisement on our use case areas? And I guess, what are you seeing appropriate now in Europe, competition-wise?

Stuart Miller — Executive Vice President and Chief Banking Officer

So, we absolutely haven’t apparent any change competitively absolutely anywhere in the globe. And in Europe, the aggressive bearings there, at atomic for ESEF is absolute agnate to what is in the U.S. It’s the banking printers, and then, there are some abate companies that are action to be focused on their home countries. So, no change there.

Marty Vanderploeg — President and Chief Executive Officer

Yeah. For me, what I consistently attending for primarily is antagonism from a belvedere point of appearance and we still don’t see any advertisement platforms on the horizon.

Nick Negulic — SunTrust — Analyst

Got you. Okay, that’s helpful.

And I guess, aloof attractive into 2020 and beyond, and additionally demography into annual your advance investments, you guys had ahead mentioned, can you aloof allocution about the drivers of the archetypal amid new barter and amplification sales action forward?

Marty Vanderploeg — President and Chief Executive Officer

Okay. Did you say 2021?

Stuart Miller — Executive Vice President and Chief Banking Officer

He said 2020, I think.

Nick Negulic — SunTrust — Analyst

And aloof 2020 and beyond. Yeah.

Marty Vanderploeg — President and Chief Executive Officer

Well, I anticipate it’s action to break appealing consistent. It will be antithesis for the best allotment amid new logos and add-on sales. New logos, there is a lot of new logo opportunity, obviously, overseas, and additionally in the clandestine companies space. And now, that we accept launched our new belvedere with the connectivity, there’s a lot of befalling to our absolute customers. I anticipate it’s action to break appealing able-bodied balanced.

Nick Negulic — SunTrust — Analyst

Okay, that’s helpful. Acknowledgment guys.

Stuart Miller — Executive Vice President and Chief Banking Officer

Appreciate it.

Operator

Your abutting catechism comes from the band of Chris Merwin with Goldman Sachs. Your band is open.

Chris Merwin — Goldman Sachs — Analyst

Thanks so abundant for demography my question. I aloof capital to ask a bit about billings growth. Obviously, revenues [Indecipherable] in the quarter, billings advance stepped bottomward aloof a little bit. So, I was wondering, if you could allocution a bit about why that was and is it aloof the actuality that we’re lapping the impacts of the solution-based pricing? Aloof curious, if there’s annihilation abroad to alarm out there.

Stuart Miller — Executive Vice President and Chief Banking Officer

Hey, Chris, this is Stuart. So, as you know, we had almanac billings for the quarter, and the accepted billings were up about 15%. As we’ve alleged out on the previous, aftermost November or so, we had acicular out that there had been a billow of conversions in Q4 2018. So, that’s on to SBL. So, that’s absolutely what you’re seeing is — is the allegory from the about-face to SBL.

Chris Merwin — Goldman Sachs — Analyst

Got it. That makes sense. Then, aloof a aftereffect on Europe from an advance standpoint, area are you, in particular, with abacus headcount, I mean, sales headcount, that is to aloof try to anticipate about any added hiring there and how that could again appulse the clip in new logo growth. Thanks.

Marty Vanderploeg — President and Chief Executive Officer

Well, we are continuing to abound our sales aggregation there. We absolutely don’t acknowledge exact numbers, but we’re still aggressively hiring salespeople in Europe.

Stuart Miller — Executive Vice President and Chief Banking Officer

We fabricated acceptable advance in hiring them in the closing bisected of of 2019. And so, you’ll see the abounding year appulse of that. But as Marty said, we’re continuing to appoint in Europe. It’s such a accustomed bazaar for us.

Chris Merwin — Goldman Sachs — Analyst

Thank you.

Operator

Your abutting catechism comes from the band of Rob Oliver with Baird. Your band is open.

Rob Oliver — Baird — Analyst

Hey gentlemen, acceptable evening. Acknowledgment for demography my questions. Marty, one for you, and then, Stuart, I had one aftereffect for you.

Marty, you mentioned fed government [Technical Issue] animadversion as aboriginal absolute signs there, I can’t bethink your exact words. But I know, accepting afresh gotten fed ramp, aloof was analytical for any added blush about the fed opportunity, how that’s afraid blockage out and blush on action there?

Marty Vanderploeg — President and Chief Executive Officer

Sure. Yeah, I mean, you hit the attach on the head. The fed access absolutely enabled us to the authorization, it absolutely enabled us to go afterwards that and we assassin several, really, acclimatized salespeople and had some acceptable antecedent success. The action looks acceptable and the accord admeasurement is absolutely good. One thing, our amount aggregation has a lot of acquaintance actuality is in the government. So, we’re absolutely optimistic.

Rob Oliver — Baird — Analyst

Okay, great. That’s helpful. Thanks, Marty.

And then, Stuart, yeah, I’m sorry, I’m action to go aback to Europe. Yeah. So, I mean, I think, a appealing acceptable indicator, I guess, that you guys aren’t assured a lot from ESEF absolutely in the numbers this year. And aloof the accident of assault it at horse, aloof capital to dive in a little bit added on that, I mean, I apperceive you guys accept put some sales assets on the arena there and that it sounds like things are action appealing well. I apperceive accord sizes accept been affective college for you guys generally. Aloof curious, accepting that affectionate of like belvedere advertise absorption aboriginal on in Europe would assume to be a positive. So, I’m analytical for a little bit added blush there. And whether there are added maybe alfresco drivers like, as for HANA upgrades, bodies are aloof cerebration about the financials added broadly, which are allowance to drive absorption in Workiva’s platform?Thanks guys.

Stuart Miller — Executive Vice President and Chief Banking Officer

Thanks, Rob. Yeah, I mean, not a lot added blush to accord added than to say that the ESEF allotment has catalyzed a lot of conversations that contrarily would booty us best to earn. And there is absolute artlessness to digitization, the appointment of the CFO. There is absolutely a acquiescence focus amid absolutely above European companies that is, every bit, as adult as the best adult companies in the U.S. And absolute acknowledgment for the adeptness of our platform. So, we’re absolutely encouraged.

Marty Vanderploeg — President and Chief Executive Officer

Yeah, this is Marty. Certainly, we’ve acclimated Europe as a test-bed for belvedere selling. And because of that, we’ve abstruse a lot. The accord admeasurement in Europe has absolutely accurate that affairs a belvedere is absolutely a acceptable way to access our market. In added words, one abode to do all of your advertisement and acquiescence activities. And it’s resonating in Europe and acutely we’re action to alpha to do that in the U.S. as well. And we’re accepting beneath way with that. But aloof the fact, we’ve launched the new platform, and we accept absolute connectivity now has absolutely enabled belvedere selling. So, that’s absolutely what, as forecasted, in EMEA this year as against to ESEF, which is added of a, on aerial end, there’s a belvedere sell, but on the basal half, it’s added of a application. So..

Operator

[Operator Instructions]Your abutting catechism comes from the band of Mike Grondahl with Northland Securities. Your band is open.

Mike Grondahl — Northland Antithesis — Analyst

Yeah, acknowledgment guys. Hey, your four advance vectors, any adventitious you could affectionate of rank those? How you’re accomplishing affectionate of on a about abject there?

Marty Vanderploeg — President and Chief Executive Officer

Well, the abbreviate acknowledgment is no. But, I will accord some added color. I mean, we’ve talked a lot about EMEA and that is action well. Chip risk, aloof accepting a platform-approach there is — ewe’re already seeing acceptable after-effects there, affairs assorted types of use cases aural GRC on our platform. And that’s absolutely advice exhausted up the ADS and has absolutely helped to abbreviate the antagonism in abounding ways. So, Wdata has been absolutely appropriate affair in agreement of accepting ADS up beyond the board. It’s had a played a big role in accepting ADS up for all of our new band-aid sales. And then, obviously, we’re action aback to our absolute barter and accepting an uptick there, aback we put Wdata. And so, that’s been a absolutely acceptable adventure as well. So, they’re all alive out adequately well. I absolutely would say that we’re absolute absolute on all of them. We abide to advance in all of them.

Stuart Miller — Executive Vice President and Chief Banking Officer

I would say all-around carbon is accomplishing well, both in North America and in Europe. It’s absolute promising.

Marty Vanderploeg — President and Chief Executive Officer

I didn’t beggarly to leave all-around stat. Yeah, it’s accomplishing absolute well, as the added three are.

Mike Grondahl — Northland Antithesis — Analyst

Got it. And with the solution-based pricing, you affectionate of alleged out like 82% penetration. Can that go a lot college or is that affectionate of a top-end ceiling?

Stuart Miller — Executive Vice President and Chief Banking Officer

So, that was the cardinal at year-end, which included some of the affairs that were active appropriate at 12/31. So, I anticipate it’s fair to say that we’re hopeful to drive that cardinal higher. I agnosticism that will bear 100%, Mike.Just gives the preferences of customers, assertive customers.

Mike Grondahl — Northland Antithesis — Analyst

Sure. Any thoughts, aerial level, aloof on your accretion pipeline, affectionate of, column the convert. What you’re thinking?

Stuart Miller — Executive Vice President and Chief Banking Officer

Sure. So, there is annihilation that rises to the akin of disclosure. Of course, we attending at everything. We’re continuing to appraise targets that we are extensive out to as able-bodied as ones that are brought to us by our administering aggregation about the apple and bankers and consultants and so forth. So, we’ve been campaigning absolutely a few affairs and but annihilation has risen to that akin yet. We’re not in a absolute bustle to do something. Aback we achieve an acquisition, we appetite it to be the appropriate one that absolutely enhances our belvedere and has able business argumentation abaft it. We’re not absorbed in accomplishing a accord for accord sake.

Marty Vanderploeg — President and Chief Executive Officer

Yeah, I aloof appetite to reiterate that, I mean, we’re action to — we’re attractive for abeyant acquisitions that accept a aerial anticipation of success and absolutely bout with what we’re aggravating to achieve strategically. We’re acquisitive we acquisition the appropriate one, but obviously, you never know.

Mike Grondahl — Northland Antithesis — Analyst

Got it. Okay, acknowledgment guys.

Marty Vanderploeg — President and Chief Executive Officer

Thanks, Mike.

Operator

Your abutting catechism comes from the band of Stan Zlotsky with Morgan Stanley. Your band is open.

Stan Zlotsky — Morgan Stanley — Analyst

Hey, guys. Acknowledge you so abundant for demography my questions. Acceptable afternoon.

So, one from us, aloof as investors anticipate about the befalling in the EU, right, aback could they alpha to see the after-effects appearance up in absolute appear numbers, whether it’s billings, that’s apparently action to be the arch indicator. And what are some of the success milestones that we should be alert of in agreeable the absorption that you guys are seeing in Europe?

Marty Vanderploeg — President and Chief Executive Officer

One affair that ability advice you, Stan, is for the aboriginal time — I know, we aloof filed the 10-K today and it’s active in the footnote. But for the aboriginal time, we started to acknowledge acquirement by cartography at a aerial level. And so, we appear Americas revenue, and then, non-Americas revenue. And best of the acquirement alfresco of the Americas and EMEA for us, because it’s aboriginal canicule elsewhere. And so, you’ll see the advance amount in acquirement in non-Americas acquirement was over 66%, it was like 66.7%, if anamnesis serves, against 20% in Americas. So, that’s a new acknowledgment that should advice investors a bit.

Stan Zlotsky — Morgan Stanley — Analyst

Super helpful. Acknowledge you. And then, maybe aloof one more. How are you cerebration about partnerships accurately as you you advance added into the European opportunity?

Marty Vanderploeg — President and Chief Executive Officer

Well, this is Marty. I would say that acutely partnerships in EMEA are absolute important. The absolute cogent change for us is that we’re starting to see cull from partners, acceptation ally are calling us absolutely regularly, both in the U.S. and in EMEA. And that’s because, now we absolutely feel we accept a platform, that’s end-to-end, that you can affix anon to. So, they’re action to be a big allotment of advance in EMEA and additionally in the U.S. We accept to get that agent going, which we’ve been array of backward to do, but we didn’t appetite to do it afore the new belvedere came out.

Stan Zlotsky — Morgan Stanley — Analyst

Very helpful, guys. Acknowledge you so much.

Stuart Miller — Executive Vice President and Chief Banking Officer

Thanks, Stan.

Operator

Your abutting catechism comes from the band of Brian Peterson with Raymond James. Your band is open.

Kevin Ruth — Raymond James — Analyst

Thanks guys. Kevin actuality on for Brian.

I anticipate you acquaint some nice upside on margins this quarter, admitting some of the investments you’ve mentioned dispatch up in 2020. Was there any change in the timing of some of those items that ability accept been planned for this year, but maybe got pushed out into 2020?

Stuart Miller — Executive Vice President and Chief Banking Officer

I anticipate best of the allowance exhausted was absolutely as a aftereffect of the acquirement exhausted and a lot of the acquirement be was in services. So, I anticipate that’s the appropriate way to adapt it.

Kevin Ruth — Raymond James — Analyst

Got it. And then, maybe aloof addition one on the accomplice ecosystem, can you advice us anatomy the allotment of deals that absorb the accomplice in the division against a year ago and maybe how abounding certified ally do you accept now against aforementioned time aftermost year?

Marty Vanderploeg — President and Chief Executive Officer

I don’t accept the cardinal off the top of my head, but our cardinal of ally has added significantly. And we absolutely haven’t appear historically what allotment of our bookings appear from that.

Stuart Miller — Executive Vice President and Chief Banking Officer

But, it’s up.

Marty Vanderploeg — President and Chief Executive Officer

Yes, it’s absolutely up.

Kevin Ruth — Raymond James — Analyst

Got you. Acknowledgment guys.

Operator

[Operator Closing Remarks]

Duration: 38 minutes

Adam Terese — Director of Investor Relations

Marty Vanderploeg — President and Chief Executive Officer

Stuart Miller — Executive Vice President and Chief Banking Officer

Tom Roderick — Stifel — Analyst

Nick Negulic — SunTrust — Analyst

Chris Merwin — Goldman Sachs — Analyst

Rob Oliver — Baird — Analyst

Mike Grondahl — Northland Antithesis — Analyst

Stan Zlotsky — Morgan Stanley — Analyst

Kevin Ruth — Raymond James — Analyst

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