Henry (Jack) & Associates Goldman Sachs Communacopia + Technology Conference 2026

Yeah. Thanks for having me, Will.

Yeah. Thanks for that. We did have a record year. Some of the priorities that we still have today are in place from the day that I took the seat about 2 years ago. One of them was to go upmarket and be more strategic in core wins with larger institutions. Over the last 3 years, we've had 45 of those multi-billion-dollar wins compared to 22 the 3 years prior to that. That's one example. Our SMB strategy, which we actually came out with 2 years ago at our Investor Day, which we've been very successful at rolling that out. We now have over 900 institutions live on our Tap2Local and about 150 on our Jack Henry Rapid Transfers, which is all part of that. We're going to actually talk a lot more about SMB next week at our Investor Day.

I think the Jack Henry Platform itself, which has been an announcement that we made 4 years ago, where we talked about building on top of our existing cores and having full integration, that's far different than what anybody else in the space has been doing. We've built almost 30 components onto that platform today over the last 4 years, all public cloud native API first. It's created a nice headwind or a nice tailwind for us with going upmarket and the overall success of the company. Those are the 3. There's other ones, but as you know, it's all about execution. One of the things that we pride ourselves on is doing what we say we're going to do, and we've been very successful with those 3 initiatives.

Yeah. The main message is that we are going to put our money where our mouth is, where we talk a lot about culture, service, innovation, strategy, and execution being the 5 differentiators for our company. We're going to showcase those 5 things. We're going to show live demos of the technology that we have built, and again, especially show the progress that we've made since the last Investor Day 2 years ago to give a strong indication. We're not only just going to show a preview of what 2028 looks like, we're going to give a preview into 2029 as well at a top line. Those are something we've never done before at an Investor Day. We've never really looked past the current year.

Back to the excitement that we've had on the year we just had and where we think we're going, and we've been signaling that 2027 would be similar to this year, but 2028 and 2029 would have some step up, so we're going to show that.

Yeah. So a typical core win is usually there's contract term left. So one of the gating items of even going live is how much contract term is left, and it's usually 12 to 24 months or so. Then you actually have to train the bank or credit union's personnel, their staff, and everything on what products they're buying. So when we sell a core deal at Jack Henry, it usually comes with about 40 complementary and payment solutions. So it's about a 12 to 24-month lag for those reasons. It has nothing to do with any other thing other than contract term and training and things like that. We are using AI to speed up some of the data conversion stuff. That's great, but it doesn't necessarily help us in a new core win.

You can use the math there to realize that the deals that we're implementing this year were deals that we sold last year or the year prior to that based on term. So we have good visibility. We know exactly when a core is sold. We know when they plan to go live. So we can map that out, which again, part of the reason why we're going to be able to show that level of guidance for the next two years. But again, that's just standard and people ask me all the time, "Well, isn't AI going to help speed some of that out up?" It doesn't necessarily help speed up the contract term size or the training size.

It does help with the data conversion, and where it does help us immediately is in a Jack Henry to Jack Henry merger, where we can actually have a shorter timeframe to bring them live with that.