Pegasystems (PEGA) 46th Annual William Blair Growth Stock Conference summary

Industry context and platform overview

• Focuses on serving large, highly regulated organizations such as banks, insurers, healthcare, and governments, providing structured, repeatable workflows for critical processes like claims, loan origination, and onboarding.

• Platform is recognized for its scalability, configurability, and security, supporting billions of transactions annually and holding over 100 industry certifications.

• Differentiates between deterministic workflows (strict, repeatable processes) and probabilistic workflows (AI-driven, error-tolerant tasks), emphasizing the importance of each in enterprise environments.

• Enables clients to adapt workflows as regulations and business needs evolve, with a unique case-based approach to contextualizing and managing work.

Pricing model and customer engagement

• Transitioned from a user-based to a case-based (usage) pricing model, aligning revenue with the volume of automated work rather than headcount.

• Over 75% of contracts are now case-based, allowing for more flexible and scalable pricing as automation increases.

• This model supports rapid adoption and incentivizes efficiency gains for clients.

AI integration and Blueprint impact

• AI-driven Blueprint tool has revolutionized sales and implementation cycles, reducing manual discovery and design phases.

• Blueprint leverages proprietary workflow knowledge, enabling rapid prototyping and preview of applications, significantly accelerating client onboarding and solution delivery.

• The upcoming Infinity Studio will extend Blueprint’s agentic experience through to production deployment.

• Sales cycles have been cut in half, with some enterprise deals going live in as little as 42 days.