5 Attention-grabbing Learnings from Workiva at $600,000,000 in ARR

So there’s a quiet SaaS chief you most likely haven’t heard of within the monetary reporting area that’s doing simply tremendous right this moment.  They handle monetary reporting, audit, danger and extra.  A lot of you’ll find yourself utilizing it as you scale to later levels.  That’s Workiva.

They’ve crossed $600,000,000 in ARR, rising a gentle 19%, and are value a cool $5.5 Billion in right this moment’s world.  That’s a fairly good a number of, so that they’re doing one thing Wall Avenue likes.  Let’s dig in and study simply what.

5 Attention-grabbing Learnings:

#1.  5,945 clients, up 7% From 12 Months In the past.

Workiva’s common deal measurement as you possibly can see is about $100k, and their NRR is 112% with ad-ons.  112% + 8% emblem development = 119% whole income development.  That’s not epic buyer development nevertheless it will get more durable as you strategy $1B in ARR.

#2.  NRR Over 112% — With Add-Ons.  98% With Out

It is a tremendous useful breakdown.  All of us now know the way necessary second merchandise might be to driving up NRR.  Workiva has properly damaged it out for us.  NRR with out add-ons is 98%.  However with add-ons?  112%

#3.  A Slight Dip in NRR in 2022, However They’ve Absolutely Bounced Again

Workiva noticed some NRR dip in 2022, however they’ve bounced again in 2023.  And its GRR is increased than ever, at a formidable 97%+.  They don’t go.

#4.  Excessive GRR “Balances Out” Good-However-Not-Prime Tier NRR

The maths right here is attention-grabbing, as you possibly can see within the chart in Slide 3.  NRR is sweet however not top-tier for an enterprise resolution, at 112%.  However what may be very enterprise and top-tier is their buyer retention, at 97% GRR.

As soon as of us put in a monetary reporting system, they don’t have a tendency to tear it out.  Workiva remains to be on the journey of going multi-product and driving NRR up, as we’ll see within the subsequent level, and there most likely is much more to realize right here.

#5.  Majority of Clients Now Multi-Resolution / Multi-Product.

That is the theme of so many leaders in SaaS as they cross $100-$200m ARR.  You simply should have a multi-product engine generally to continue to grow.  Workiva has leaned in right here and since 2020, most of their clients at the moment are multi-solution.

And some bonus learnings:

#6.  Like Nearly Everybody Else, They’ve Gotten A Lot Extra Environment friendly.  And Now Have An Working Revenue.

Workiva has held the road on prices and hiring, and in consequence, development has stayed fairly constant however the firm has flipped and develop into working margin constructive this yr.

#7.  Skilled Providers is 12% of Income, Down from 17% a Few Years In the past

Merchandise like Workiva that entail a major quantity of enterprise course of change virtually all the time require skilled companies.  That’s not a nasty factor, however the margins are decrease and the distraction might be excessive.  So the query tends to be who does them — the seller themselves, or an company or associate?

Workiva has been slowly and steadily driving down the % of income from companies, and is working to get into the only digits by 2027.

#8.  All of the Development Is In $100k+ Accounts Now

Whereas not a shock, it’s useful to see this damaged out.  Sub-$100k offers simply don’t transfer the needle at Workvia anymore.

Workiva!  The monetary reporting and compliance engine that simply retains scaling!

And watch the A+ SaaStr Annual session with CEO Julie Iskow on simply how they’ve gone upmarket right here:


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