Workiva (WK) 46th Annual William Blair Growth Stock Conference summary

Company overview and platform differentiation

• Provides a centralized cloud platform for financial reporting, regulatory filings, ESG disclosures, and audit compliance, with over 15 years of experience in investor-grade reporting and regulatory expertise.

• Platform ensures data traceability, accuracy, and audit readiness, supporting both financial and non-financial reporting needs.

• Differentiates from competitors by offering deterministic, traceable, and defensible data, addressing CFOs' zero-tolerance for error.

• AI is embedded in the core platform, with advanced features available in higher pricing tiers.

• Not seat-based; pricing is value-driven and metric-based, with tiered options (essentials, standard, advanced) to support expansion.

Growth strategy and market opportunity

• Four strategic pillars: fit-for-purpose solutions, connected AI platform, global expansion, and partner ecosystem.

• $35 billion total addressable market across financial reporting, GRC, sustainability, and industry verticals, with over 6,600 customers and significant global expansion potential, especially in APAC and Europe.

• Growth is balanced between new customer acquisition and expansion within the existing base; recent quarter saw 60% of growth from existing customers and 40% from new logos.

• Larger customers are growing faster, driven by multi-category, multi-solution deals and advanced tier adoption.

• Partner network, especially with the Big Four, is increasingly important for go-to-market and ERP transformation opportunities.

Competitive landscape and AI integration

• Main competition comes from point solutions and manual processes, not from broad platforms with similar reach.

• AI is considered table stakes; core AI features are broadly available, with advanced capabilities in higher tiers, such as benchmarking and agent features.

• Platform's deterministic approach and workflow collaboration are key differentiators versus probabilistic LLMs.

• AI is leveraged internally to drive productivity, especially in R&D and cross-functional workflows.