Workiva Inc. Citi’s 2026 Global TMT Conference

Yeah. Excellent. For those not familiar with the story, we are a cloud software provider. Solutions that cover financial reporting, broader regulatory reporting, Governance, Risk, and Compliance, and sustainability. We have a couple dozen solutions, a wide portfolio of things we can sell. 6,700-plus customers. Many of the largest companies in the world that utilize our software. We've been a very strong, durable growth story over the years. We are crossing the billion-dollar mark as guided this year in revenue. So, great growth story with a lot of room for opportunity to grow.

Yeah. As disclosed, if you go look back at our most recent earnings, last couple of quarters, even go back the last couple of years, we talk about our demand being very broad-based. So we have a lot of different things that we sell and have seen some interesting trends. This gets back into, I would say, the broader growth algorithm for us.

Which is it is landing new customers. We continue to land new customers. In fact, we had our largest number of net new logos from the last seven quarters this last quarter as reported. As well as selling into the install base. As we disclosed at our investor day last year, 55% of our customers only have one solution. We believe there's opportunity to sell, what, three, four, five solutions to every customer, which means we have a lot of opportunity to grow into that. We've seen good traction in our large contract customers or those customers at over $300K, over $500K. Those cohorts are growing over 30% each, and have been for a sustained time. And we think we have a lot of opportunity there and seen a good uptick in our deal size. And that comes from selling the platform.

We're landing bigger, landing larger, and also very successful in selling back into that installed base.

Yeah. If we look at the different use cases, one of the themes that we have across our use cases is a good percentage of those have something to do with something that could be deemed as regulatory. I'd say it's oftentimes something that I would call something that is required. So think about a couple of our use cases. Our heritage is in SEC Reporting, so that is what we call them '34 Act or Qs and Ks. And that is something if you're a listed company, you must report your Qs and Ks. We also support that for European-listed companies with ESEF. We support use cases beyond that for financial reporting, including selling to private companies. You could say, well, gee, they're not regulated. But yes, they are. Anybody that has debt financing, anybody that has an owner, whether it's private equity or even a family business, you just have a different type of regulation, which means you have to report something to those owners of the shares of the capital.

So regulator or not, we are doing those things. We support use cases for Multi-Entity Financial Reporting, which is multinationals reporting to their tax authorities. If you look at Governance, Risk, and Compliance, that is both regulated by things like the Sarbanes-Oxley Act or just by discipline. Anybody that goes through an audit from an external auditor, there are certain standards that your external auditor's looking for, and we help organizations through that governance, whether it's around internal audit or Internal Controls Management. We also support sustainability, which some of that's regulated, some of that is voluntary.

Science Based Targets initiative is an initiative that tens of thousands organizations have voluntary complied to. Is it regulated? No, it is discretionary, but it is something people choose to do.

In our vertical specific use cases, whether it's government or financial services or energy, we support them and their disclosures of that information as well. Some are guided by regulators, some by broader just general practice.

Yeah. Sustainability has been part of the narrative the last 18 months. If you go back and look at 2023 into 2024, we had very strong growth in that area. The sentiment in that market changed with some political changes that happened in 2025 that wasn't front and center yet. I would say, if you talk to large multinationals, it has not gone away. All the discussion that was around the European regulations. The regulations are there, and yeah, some of the delays that have happened, those organizations are going to have to start reporting on some in 2027 and some in 2028. So it didn't go away. They were just pushed down the road a little bit.