nCino, Inc. 10-Q

Item 2. Management’s Discussion and Analysis of Financial Condition and Results of Operations The following discussion of our financial condition and results of operations should be read together with our unaudited condensed consolidated financial statements and related notes and other financial information included in this Quarterly Report on Form 10-Q and our Annual Report on Form 10-K for the fiscal year ended January 31, 2023 filed with the SEC on March 28, 2023 . The following discussion contains forward-looking statements that reflect our plans, estimates and beliefs. Our actual results could differ materially from those discussed in the forward-looking statements. Factors that could cause or contribute to these differences include those discussed below and elsewhere in this Quarterly Report on Form 10-Q and in our Annual Report on Form 10-K, particularly in the section titled “Risk Factors.” Our historical results are not necessarily indicative of the results that may be expected for any period in the future. Our fiscal year ends on January 31 of each year and references in this Quarterly Report on Form 10-Q to a fiscal year mean the year in which that fiscal year ends. For example, references in this Quarterly Report on Form 10-Q to "fiscal 2024" refer to the fiscal year ended January 31, 2024. Overview nCino is the pioneer in cloud banking. Built by bankers for bankers, the nCino Bank Operating System is a single, multi-tenant software-as-a-service (SaaS) solution that helps financial institutions ("FI") modernize, innovate and outperform. A leader in the global financial services technology industry, nCino is a proven partner that has helped more than 1,850 FIs of all sizes and complexities, including global, enterprise, regional and community banks; credit unions; new market entrants; and independent mortgage banks power distinctive experiences, drive growth efficiencies, and run with full integrity. With nCino, FIs can: • digitally serve their clients across lines of business, • improve financial results, • elevate employee experience and performance, • manage risk and compliance more effectively, and • establish an active data, audit, and business intelligence hub. nCino was originally founded in a bank to improve that FI’s operations and client service. After realizing that virtually all FIs were dealing with the same problems—cumbersome legacy technology, fragmented data, disconnected business functions, and a disengaged workforce made it difficult to maintain relevancy in their clients’ lives—we were spun out as a separate company in late 2011. This heritage is the foundation of our deep banking domain expertise, which differentiates us, continues to drive our strategy and makes us uniquely qualified to help FIs cross the modernization divide by providing a comprehensive solution that onboards clients, originates loans, and opens accounts on a single, cloud-based platform. We initially focused the nCino Bank Operating System on transforming commercial and small business lending for community and regional banks in the United States ("U.S."). We introduced this solution to enterprise banks in the U.S. in 2014, and then internationally in 2017, and have subsequently expanded across North America, Europe, and Asia-Pacific ("APAC"). Throughout this market expansion, we broadened the nCino Bank Operating System by adding functionality for consumer lending, client onboarding, deposit account opening, analytics and AI/ML. In fiscal 2020, we acquired nCino Portfolio Analytics, LLC (formerly Visible Equity) and FinSuite as part of our strategy to build out our nIQ capabilities, and we established our nCino K.K joint venture to facilitate our entry into the Japanese market. Additionally, in January 2022, we acquired SimpleNexus, which expanded our capabilities to the U.S. point-of-sale mortgage market. On September 8, 2023, SimpleNexus began operating as SimpleNexus, LLC d/b/a nCino Mortgage, LLC ("nCino Mortgage") as part of our rebranding effort. We generally offer our solutions on a SaaS basis under multi-year contracts and recognize subscription revenues ratably over the term of the contract. Our customers may initially purchase one of our solutions for implementing a client onboarding, loan origination, and/or deposit account opening in a specific line of business within the FI, such as commercial, small business, consumer, or mortgage. The nCino Bank Operating System is designed to scale with our customers, and once our solution is deployed, we seek to have our customers expand adoption within and across lines of business. 22 Table of Contents We sell our solutions directly through our business development managers, account executives, field sales engineers, and customer success managers. Our sales efforts in the U.S. are organized around FIs based on size, whereas internationally, we focus our sales efforts by geography. As of October 31, 2023, we had 232 sales and sales support personnel in the U.S. and 70 sales and support personnel in offices outside the U.S. To help customers go live with our solutions, we offer professional services including configuration and implementation, training, and advisory services. For enterprise FIs, we generally work with system integration ("SI") partners such as Accenture, Deloitte, and PwC for the delivery of professional services for the nCino Bank Operating System. For regional bank FIs, we work with SIs such as West Monroe Partners, and for community banks, we work with SIs or perform configuration and implementation ourselves. We expect enterprise FIs to make up a greater proportion of our nCino Bank Operating System sales. For the three months ended October 31, 2022 and 2023, our total revenues were $105.3 million and $121.9 million, respectively, representing a 15.8% increase. For the three months ended October 31, 2022 and 2023, our subscription revenues were $88.3 million and $104.8 million, respectively, representing an 18.7% increase. Due to our investments in growth, we recorded net losses attributable to nCino, Inc. of $23.6 million and $16.4 million for the three months ended October 31, 2022 and 2023, respectively. For the nine months ended October 31, 2022 and 2023, our total revenues were $299.1 million and $352.9 million, respectively, representing a 18.0% increase. For the nine months ended October 31, 2022 and 2023, our subscription revenues were $251.9 million and $302.0 million, respectively, representing a 19.9% increase. Due to our investments in growth, we recorded net losses attributable to nCino, Inc. of $81.5 million and $43.5 million for the nine months ended October 31, 2022 and 2023, respectively. During the third quarter of fiscal 2024, the Company rebranded the SimpleNexus solution to nCino Mortgage, resulting in a change to the trade name useful life. As a result, the Company recorded accelerated amortization to fully amortize the remaining trade name intangible asset. The effect of this change in estimate for the three and nine months ended October 31, 2023 was an increase in sales and marketing amortization expense of $10.1 million, which resulted in an increase in loss of operations and net loss attributable to nCino, Inc. of $10.1 million, or $0.09 per basic and diluted share. Factors Affecting Our Operating Results Market Adoption of Our Solution . Our future growth depends on our ability to expand our reach to new FI customers and increase adoption with existing customers as they broaden their use of our solutions within and across lines of business. Our success in growing our customer base and expanding adoption of our solutions by existing customers requires a focused direct sales engagement and the ability to convince key decision makers at FIs to replace legacy third-party point solutions or internally developed software with our solutions. In addition, growing our customer base will require us to increasingly penetrate markets outside the U.S., which accounted for 19.2% of total revenues for the three months ended October 31, 2023 and 18.3% for the nine months ended October 31, 2023. For new customers, our sales cycles are typically lengthy, generally ranging from six to nine months for smaller FIs to 12 to 18 months or more for larger FIs. Key to landing new customers is our ability to successfully take our existing customers live and help them achieve measurable returns on their investment, thereby turning them into referenceable accounts. If we are unable to successfully address the foregoing challenges, our ability to grow our business and achieve profitability will be adversely affected, which may in turn reduce the value of our common stock. Mix of Subscription and Professional Services Revenues. The initial deployment of our solutions by our customers requires a period of implementation and configuration services that typically range from three months to 18 months, depending on the scope. As a result, during the initial go-live period for a customer on the nCino Bank Operating System, professional services revenues generally make up a substantial portion of our revenues from that customer, whereas over time, revenues from established customers are more heavily weighted to subscriptions. While professional services revenues will fluctuate as a percentage of total revenues in the future and tend to be higher in periods of faster growth, over time we expect subscription revenues will make up an increasing proportion of our total revenues as our overall business grows. Macroeconomic Environment. We are currently operating in a higher interest rate environment as the U.S. Federal Reserve has raised interest rates as a means to manage inflation. These rate increases have had an impact on the real estate market in the U.S. and specifically, the demand for mortgages and mortgage-related products and services, which has had a negative impact on our nCino Mortgage business. We will continue to monitor the impact the macroeconomic environment may have on our business. 23 Table of Contents Continued Investment in Innovation and Growth . We have made substantial investments in product development, sales and marketing, and strategic acquisitions since our inception to achieve a leadership position in our market and grow our revenues and customer base. We intend to continue to increase our investment in product development in the coming years to maintain and build on this advantage. We also intend to invest in sales and marketing both in the U.S. and internationally to further grow our business. To capitalize on the market opportunity we see ahead of us, we expect to continue to optimize our operating plans for revenue growth and profitability. Components of Results of Operations Revenues We derive our revenues from subscription and professional services and other revenues. Subscription Revenues . Our subscription revenues consist principally of fees from customers for accessing our solutions and maintenance and support services that we generally offer under non-cancellable multi-year contracts, which typically range from three to five years for the nCino Bank Operating System and one to three years for nCino Mortgage. Specifically, we offer: • Client onboarding, loan origination, and deposit account opening applications targeted at a FI’s commercial, small business, and retail lines of business, for which we generally charge on a per seat basis. • nIQ for which we generally charge based on the asset size of the customer or on a usage basis. • Through nCino Mortgage, a digital homeownership solution uniting people, systems, and stages of the mortgage process into a seamless end-to-end journey for which we generally charge on a per seat basis. • Maintenance and support services as well as internal-use or “sandbox” development licenses, for which we generally charge as a percentage of the related subscription fees. Our subscription revenues are generally recognized ratably over the term of the contract beginning upon activation. For new customers, we may activate a portion of seats at inception of the agreement, with the balance activated at contractually specified points in time thereafter, to pattern our invoicing after the customer’s expected rate of implementation and adoption. Where seats are activated in stages, we charge subscription fees from the date of activation through the anniversary of the initial activation date, and annually thereafter. Subscription fees associated with the nCino Bank Operating System are generally billed annually in advance while subscription fees for nCino Mortgage are generally billed monthly in advance. Maintenance and support fees, as well as development licenses, are provided over the same periods as the related subscriptions, so fees are invoiced and revenues are recognized over the same periods. Subscription fees invoiced are recorded as deferred revenue pending recognition as revenues. In certain cases, we are authorized to resell access to Salesforce’s CRM solution along with the nCino Bank Operating System. When we resell such access, we charge a higher subscription price and remit a higher subscription fee to Salesforce for these subscriptions. Professional Services and Other Revenues . Professional services and other revenues consist of fees for implementation and configuration assistance, training, and advisory services. For enterprise and larger regional FIs, we generally work with SI partners to provide the majority of implementation services for the nCino Bank Operating System, for which these SI partners bill our customers directly. We have historically delivered professional services ourselves for community banks and smaller credit unions and nCino Mortgage has historically provided professional services directly to its customers. Revenues for implementation, training, and advisory services are generally recognized on a proportional performance basis, based on labor hours incurred relative to total budgeted hours. To date, our losses on professional services contracts have not been material. During the initial go-live period for a customer on the nCino Bank Operating System, professional services revenues generally make up a substantial portion of our revenues from that customer, whereas over time, revenues from established customers are more heavily weighted to subscriptions. While professional services revenues will fluctuate as a percentage of total revenues in the future and tend to be higher in periods of faster growth, over time we expect to see subscription revenues make up an increasing proportion of our total revenues. Cost of Revenues and Gross Margin Cost of Subscription Revenues . Cost of subscription revenues consists of fees paid to Salesforce for access to the Salesforce Platform, including Salesforce’s hosting infrastructure and data center operations, along with certain integration fees 24 Table of Contents paid to other third parties. When we resell access to Salesforce’s CRM solution, cost of subscription revenues also includes the subscription fees we remit to Salesforce for providing such access. We also incur costs associated with access to other platforms. In addition, cost of subscription revenues includes personnel-related costs associated with delivering maintenance and support services, including salaries, benefits and stock-based compensation expense, travel and related costs, amortization of acquired developed technology, and allocated overhead. Our subscription gross margin will vary from period to period as a function of the utilization of support personnel and the extent to which we recognize subscription revenues from the resale of Salesforce’s CRM solution. Cost of Professional Services and Other Revenues . Cost of professional services and other revenues consists primarily of personnel-related costs associated with delivery of these services, including salaries, benefits and stock-based compensation expense, travel and related costs, and allocated overhead. The cost of providing professional services is significantly higher as a percentage of the related revenues than for our subscription services due to direct labor costs. The cost of professional services revenues has increased in absolute dollars as we have added new customer subscriptions that require professional services and built-out our international professional services capabilities. Realized effective billing and utilization rates drive fluctuations in our professional services and other gross margin on a period-to-period basis. Operating Expenses Sales and Marketing. Sales and marketing expenses consist primarily of personnel costs of our sales and marketing employees, including salaries, sales commissions and incentives, benefits and stock-based compensation expense, travel and related costs. We capitalize incremental costs incurred to obtain contracts, primarily consisting of sales commissions, and subsequently amortize these costs over the expected period of benefit, which we have determined to be approximately four years. Sales and marketing expenses also include outside consulting fees, marketing programs, including lead generation, costs of our annual user conference, advertising, trade shows, other event expenses, amortization of intangible assets, and allocated overhead. We expect sales and marketing expenses will decrease as a percentage of revenues as we leverage the investments we have made to date. Research and Development. Research and development expenses consist primarily of salaries, benefits and stock-based compensation associated with our engineering, product and quality assurance personnel, as well as allocated overhead. Research and development expenses also include the cost of third-party contractors. Research and development costs are expensed as incurred. We expect research and development costs will decrease as a percentage of revenues as we leverage the investments we have made to date. General and Administrative. General and administrative expenses consist primarily of salaries, benefits and stock-based compensation associated with our executive, finance, legal, human resources, information technology, compliance and other administrative personnel. General and administrative expenses also include accounting, auditing and legal professional services fees, travel and other corporate-related expenses, and allocated overhead, as well as acquisition-related expenses, such as legal and other professional services fees. We expect general and administrative expenses will decrease as a percentage of revenues as we leverage the investments we have made to date. Non-Operating Income (Expense) Interest Income. Interest income consists primarily of interest earned on our cash and cash equivalents. Interest Expense. Interest expense consists primarily of interest related to our financing obligations along with interest expense on borrowings, commitment fees, and amortization of debt issuance costs associated with our secured revolving credit facility. Other Expense, Net. Other expense, net consists primarily of foreign currency gains and losses, the majority of which is due to intercompany loans that are denominated in currencies other than the underlying functional currency of the applicable entity. Income Tax Provision. Income tax provision consists of federal and state income taxes in the U.S. and income taxes in foreign jurisdictions. 25 Table of Contents Results of Operations The results of operations presented below should be reviewed in conjunction with the financial statements and notes included elsewhere in this Quarterly Report on Form 10-Q. The following tables present our selected unaudited condensed consolidated statements of operations data for three and nine months ended October 31, 2022 and 2023 in both dollars and as a percentage of total revenues, except as noted. Three Months Ended October 31, Nine Months Ended October 31, 2022 2023 2022 2023 ($ in thousands, except share and per share amounts) Revenues: Subscription revenues $ 88,290 $ 104,759 $ 251,924 $ 301,996 Professional services and other revenues 17,006 17,183 47,210 50,854 Total revenues 105,296 121,942 299,134 352,850 Cost of revenues: Cost of subscription revenues 26,844 30,605 78,499 89,481 Cost of professional services and other revenues 16,312 17,420 46,180 52,779 Total cost of revenues 43,156 48,025 124,679 142,260 Gross profit 62,140 73,917 174,455 210,590 Operating expenses: Sales and marketing 32,423 38,446 94,274 100,551 Research and development 29,471 29,043 88,287 87,127 General and administrative 18,690 19,334 62,575 59,239 Total operating expenses 80,584 86,823 245,136 246,917 Loss from operations (18,444) (12,906) (70,681) (36,327) Non-operating income (expense): Interest income 87 685 115 2,057 Interest expense (580) (854) (1,849) (3,277) Other expense, net (2,911) (2,320) (5,498) (2,633) Loss before income taxes (21,848) (15,395) (77,913) (40,180) Income tax provision 797 1,782 2,159 4,720 Net loss (22,645) (17,177) (80,072) (44,900) Net loss attributable to redeemable non-controlling interest (257) (320) (908) (868) Adjustment attributable to redeemable non-controlling interest 1,191 (478) 2,348 (526) Net loss attributable to nCino, Inc. $ (23,579) $ (16,379) $ (81,512) $ (43,506) Net loss per share attributable to nCino, Inc.: Basic and diluted $ (0.21) $ (0.15) $ (0.74) $ (0.39) Weighted average number of common shares outstanding: Basic and diluted 110,897,811 112,951,553 110,434,171 112,484,017 26 Table of Contents The Company recognized stock-based compensation expense as follows: Three Months Ended October 31, Nine Months Ended October 31, ($ in thousands) 2022 2023 2022 2023 Cost of subscription revenues $ 392 $ 515 $ 1,120 $ 1,314 Cost of professional services and other revenues 1,778 2,571 5,564 6,660 Sales and marketing 3,326 4,153 10,144 11,194 Research and development 3,012 4,386 8,457 11,665 General and administrative 3,997 4,198 13,191 11,136 Total stock-based compensation expense $ 12,505 $ 15,823 $ 38,476 $ 41,969 The Company recognized amortization expense for intangible assets as follows: Three Months Ended October 31, Nine Months Ended October 31, ($ in thousands) 2022 2023 2022 2023 Cost of subscription revenues $ 4,249 $ 3,990 $ 12,767 $ 12,431 Cost of professional services and other revenues 47 82 47 247 Sales and marketing 2,772 12,880 8,315 18,423 Total amortization expense $ 7,068 $ 16,952 $ 21,129 $ 31,101 Three Months Ended October 31, Nine Months Ended October 31, 2022 2023 2022 2023 Revenues: Subscription revenues 83.8 % 85.9 % 84.2 % 85.6 % Professional services and other revenues 16.2 14.1 15.8 14.4 Total revenues 100.0 100.0 100.0 100.0 Cost of revenues (percentage shown in comparison to related revenues): Cost of subscription revenues 30.4 29.2 31.2 29.6 Cost of professional services and other revenues 95.9 101.4 97.8 103.8 Total cost of revenues 41.0 39.4 41.7 40.3 Gross profit 59.0 60.6 58.3 59.7 Operating expenses: Sales and marketing 30.8 31.5 31.5 28.5 Research and development 28.0 23.8 29.5 24.7 General and administrative 17.7 15.9 20.9 16.8 Total operating expenses 76.5 71.2 81.9 70.0 Loss from operations (17.5) (10.6) (23.6) (10.3) Non-operating income (expense): Interest income 0.1 0.6 — 0.6 Interest expense (0.6) (0.7) (0.6) (0.9) Other expense, net (2.8) (1.9) (1.8) (0.7) Loss before income taxes (20.8) (12.6) (26.0) (11.3) Income tax provision 0.8 1.5 0.7 1.3 Net loss (21.6) % (14.1) % (26.7) % (12.6) % 27 Table of Contents Comparison of the Three and Nine Months Ended October 31, 2022 and 2023 Revenues Three Months Ended October 31, Nine Months Ended October 31, ($ in thousands) 2022 2023 2022 2023 Revenues: Subscription revenues $ 88,290 83.8 % $ 104,759 85.9 % $ 251,924 84.2 % $ 301,996 85.6 % Professional services and other revenues 17,006 16.2 17,183 14.1 47,210 15.8 50,854 14.4 Total revenues $ 105,296 100.0 % $ 121,942 100.0 % $ 299,134 100.0 % $ 352,850 100.0 % Subscription Revenues Subscription revenues increased $16.5 million for the three months ended October 31, 2023 compared to the three months ended October 31, 2022, due to initial revenues from customers who did not contribute to subscription revenues during the prior period, and growth from existing customers within and across lines of business. Of the increase, 71.1% was attributable to increased revenues from existing customers as additional seats were activated in accordance with contractual terms and customers expanded their adoption of our solutions, and 28.9% was attributable to initial revenues from customers who did not contribute to subscription revenues during the three months ended October 31, 2022. Subscription revenues were 85.9% of total revenues for the three months ended October 31, 2023 compared to 83.8% of total revenues for the three months ended October 31, 2022, primarily due to growth in our installed base. Subscription revenues increased $50.1 million for the nine months ended October 31, 2023 compared to the nine months ended October 31, 2022, due to initial revenues from customers who did not contribute to subscription revenues during the prior period, and growth from existing customers within and across lines of business. Of the increase, 80.7% was attributable to increased revenues from existing customers as additional seats were activated in accordance with contractual terms and customers expanded their adoption of our solutions, and 19.3% was attributable to initial revenues from customers who did not contribute to subscription revenues during the nine months ended October 31, 2022. Subscription revenues were 85.6% of total revenues for the nine months ended October 31, 2023 compared to 84.2% of total revenues for the nine months ended October 31, 2022, primarily due to growth in our installed base. Professional Services and Other Revenues Professional services and other revenues increased $0.2 million for the three months ended October 31, 2023 compared to the three months ended October 31, 2022, primarily due to the addition of new customers as well as expanded adoption by existing customers within and across lines of business where implementation, configuration, and training services were required. Professional services and other revenues increased $3.6 million for the nine months ended October 31, 2023 compared to the nine months ended October 31, 2022, primarily due to the addition of new customers as well as expanded adoption by existing customers within and across lines of business where implementation, configuration, and training services were required. Cost of Revenues and Gross Margin Three Months Ended October 31, Nine Months Ended October 31, ($ in thousands) 2022 2023 2022 2023 Cost of revenues (percentage shown in comparison to related revenues): Cost of subscription revenues $ 26,844 30.4 % $ 30,605 29.2 % $ 78,499 31.2 % $ 89,481 29.6 % Cost of professional services and other revenues 16,312 95.9 17,420 101.4 46,180 97.8 52,779 103.8 Total cost of revenues $ 43,156 41.0 $ 48,025 39.4 $ 124,679 41.7 $ 142,260 40.3 Gross profit $ 62,140 59.0 % $ 73,917 60.6 % $ 174,455 58.3 % $ 210,590 59.7 % 28 Table of Contents Cost of Subscription Revenues Cost of subscription revenues increased $3.8 million for the three months ended October 31, 2023 compared to the three months ended October 31, 2022, generating a gross margin for subscription revenues of 70.8% compared to a gross margin of 69.6% for the three months ended October 31, 2022. Costs related to Salesforce user fees increased $2.7 million as we continued to add new customers and sell additional functionality to existing customers and other costs of subscription revenues increased $0.9 million due to costs associated with access to other platforms and data center costs. Personnel costs, including stock-based compensation expense, increased $0.5 million, mainly from an increase in headcount. We expect the cost of subscription revenues will continue to increase in absolute dollars as the number of users of the nCino Bank Operating System grows. Cost of subscription revenues increased $11.0 million for the nine months ended October 31, 2023 compared to the nine months ended October 31, 2022, generating a gross margin for subscription revenues of 70.4% compared to a gross margin of 68.8% for the nine months ended October 31, 2022. Costs related to Salesforce user fees increased $8.2 million as we continued to add new customers and sell additional functionality to existing customers and other costs of subscription revenues increased $1.6 million due to costs associated with access to other platforms and data center costs. Personnel costs, including stock-based compensation expense, increased $1.3 million, mainly from an increase in headcount. We expect the cost of subscription revenues will continue to increase in absolute dollars as the number of users of the nCino Bank Operating System grows. Cost of Professional Services and Other Revenues Cost of professional services and other revenues increased $1.1 million for the three months ended October 31, 2023 compared to the three months ended October 31, 2022, generating a gross margin for professional services and other revenues of (1.4)% compared to a gross margin of 4.1% for the three months ended October 31, 2022. For the three months ended October 31, 2023, personnel costs, including stock-based compensation expense, increased $1.1 million for professional services compared to the three months ended October 31, 2022, mainly from an increase in headcount. The increase in cost of professional services and other revenues also included an increase of $0.3 million in allocated overhead costs due to growth supporting our business. The decrease in our professional services and other gross margin for the three months ended October 31, 2023 was primarily due to a decline in realized effective billing and utilization rates in our professional services teams. Cost of professional services and other revenues increased $6.6 million for the nine months ended October 31, 2023 compared to the nine months ended October 31, 2022, generating a gross margin for professional services and other revenues of (3.8)% compared to a gross margin of 2.2% for the nine months ended October 31, 2022. For the nine months ended October 31, 2023, personnel costs, including stock-based compensation expense, increased $5.4 million for professional services compared to the nine months ended October 31, 2022, mainly from an increase in headcount. The increase in cost of professional services and other revenues also included an increase of $1.0 million in allocated overhead costs due to growth supporting our business. The decrease in our professional services and other gross margin for the nine months ended October 31, 2023 was primarily due to a decline in realized effective billing and utilization rates in our professional services teams. Operating Expenses Three Months Ended October 31, Nine Months Ended October 31, ($ in thousands) 2022 2023 2022 2023 Operating expenses: Sales and marketing $ 32,423 30.8 % $ 38,446 31.5 % $ 94,274 31.5 % $ 100,551 28.5 % Research and development 29,471 28.0 29,043 23.8 88,287 29.5 87,127 24.7 General and administrative 18,690 17.7 19,334 15.9 62,575 20.9 59,239 16.8 Total operating expenses 80,584 76.5 86,823 71.2 245,136 81.9 246,917 70.0 Loss from operations $ (18,444) (17.5) % $ (12,906) (10.6) % $ (70,681) (23.6) % $ (36,327) (10.3) % Sales and Marketing Sales and marketing expenses increased $6.0 million for the three months ended October 31, 2023 compared to the three months ended October 31, 2022, primarily attributable to the accelerated amortization expense of $10.1 million to fully amortize the remaining trade name intangible asset as a result of the rebranding of the SimpleNexus solution to nCino Mortgage. The increase in sales and marketing expenses also included an increase of $0.2 million in allocated overhead costs. 29 Table of Contents The increase in sales and marketing expenses was partially offset by a decrease of $3.2 million in personnel costs, mainly from a decrease in headcount and a decrease in expatriate tax equalization expenses, offset by a $0.8 million increase in stock-based compensation expense, compensation increases, and the impact of changing our merit cycle from a work anniversary basis to an annual basis. The increase in sales and marketing expenses was also partially offset by a decrease of $0.6 million in sales-related travel costs, a decrease of $0.3 million in marketing costs, and a decrease of $0.2 million in third-party professional fees. Sales and marketing expenses increased $6.3 million for the nine months ended October 31, 2023 compared to the nine months ended October 31, 2022, primarily attributable to the accelerated amortization expense of $10.1 million to fully amortize the remaining trade name intangible asset as a result of the rebranding of the SimpleNexus solution to nCino Mortgage. The increase in sales and marketing expenses also included an increase of $0.7 million in allocated overhead costs and an increase of $0.3 million in third-party professional fees. The increase in sales and marketing expenses was partially offset by a decrease of $3.1 million in personnel costs, mainly from a decrease in headcount offset by a $1.1 million increase in stock-based compensation expense, compensation increases, the impact of changing our merit cycle from a work anniversary basis to an annual basis, and an increase in expatriate tax equalization expenses. The increase in sales and marketing expenses was also partially offset by a decrease of $0.9 million in marketing costs and a decrease of $0.8 million in sales-related travel costs. Our sales and marketing headcount decreased by 61 from October 31, 2022 to October 31, 2023 primarily due to attrition and our workforce reduction. We expect sales and marketing expenses will decrease as a percentage of revenues as we leverage the investments we have made to date. Research and Development Research and development expenses decreased $0.4 million for the three months ended October 31, 2023 compared to the three months ended October 31, 2022, primarily due to a decrease of $0.3 million in personnel costs, mainly from a decrease in headcount offset by a $1.4 million increase in stock-based compensation expense, compensation increases, the impact of changing our merit cycle from a work anniversary basis to an annual basis, and a decrease of $0.2 million in third-party professional fees as a result of lower contract research and development spend. The decrease in research and development expenses was partially offset by an increase of $0.3 million in allocated overhead costs due to growth supporting our continued business expansion. Research and development expenses decreased $1.2 million for the nine months ended October 31, 2023 compared to the nine months ended October 31, 2022, primarily due to a $2.2 million decrease in third-party professional fees primarily attributable to reduced contract research and development spend, partially offset by an increase of $1.2 million in allocated overhead costs due to growth supporting our continued business expansion. Personnel costs were comparable for the nine months ended October 31, 2023 compared to the nine months ended October 31, 2022 due to the decrease in headcount offset by a $3.2 million increase in stock-based compensation expense, compensation increases, and the impact of changing our merit cycle from a work anniversary basis to an annual basis. Our research and development headcount decreased by 86 from October 31, 2022 to October 31, 2023 primarily due to our workforce reduction. We expect research and development expenses will decrease as a percentage of revenues as we leverage the investments we have made to date. General and Administrative General and administrative expenses increased $0.6 million for the three months ended October 31, 2023 compared to the three months ended October 31, 2022, primarily due to an increase of $0.5 million in personnel costs, mostly attributable to compensation increases, the impact of changing our merit cycle from a work anniversary basis to an annual basis, and an increase of $0.2 million in stock-based compensation expense, partially offset by a decrease in headcount. The increase in general and administrative expenses for the three months ended October 31, 2023 compared to the three months ended October 31, 2022 also included an increase of $0.5 million in allocated overhead and other general and administrative costs. The increase in general and administrative expenses was partially offset by a decrease of $0.3 million in third party professional fees, due to a decrease in third party professional fees and expenses related to other litigation expenses including the government antitrust investigation and related civil action (the "Antitrust Matters"), partially offset by an increase in other professional fees, and a decrease of $0.1 million in travel-related costs. General and administrative expenses decreased $3.3 million for the nine months ended October 31, 2023 compared to the nine months ended October 31, 2022, primarily due to a decrease of $2.6 million in personnel costs, mostly attributable to 30 Table of Contents a $2.1 million decrease in stock-based compensation expense and a decrease in headcount, partially offset by compensation increases and the impact of changing our merit cycle from a work anniversary basis to an annual basis. The decrease in general and administrative spend also included a decrease of $1.3 million in third party professional fees for the nine months ended October 31, 2023 compared to the nine months ended October 31, 2022, mostly attributable to a decrease in third party professional fees and expenses related to acquisition costs for SimpleNexus and fees and expenses related to the Antitrust Matters, partially offset by the accrual for the proposed settlement agreement of approximately $2.2 million, disclosed in Note 12 "Commitments and Contingencies" of Part I, Item I of this Quarterly Report on Form 10-Q, and an increase in other professional fees. The decrease in general and administrative expenses also included a decrease of $0.4 million in travel related costs, offset by an increase of $0.9 million in allocated overhead and other general and administrative costs. Our general and administrative headcount decreased by 8 from October 31, 2022 to October 31, 2023, primarily due to our workforce reduction which was partially offset by employees that moved from our sales and marketing department to our general and administrative department due to a change in responsibilities. We expect general and administrative expenses will decrease as a percentage of revenues as we leverage the investments we have made to date. Non-Operating Income (Expense) Three Months Ended October 31, Nine Months Ended October 31, ($ in thousands) 2022 2023 2022 2023 Interest income $ 87 0.1 % $ 685 0.6 % $ 115 — % $ 2,057 0.6 % Interest expense (580) (0.6) (854) (0.7) (1,849) (0.6) (3,277) (0.9) Other expense, net (2,911) (2.8) (2,320) (1.9) (5,498) (1.8) (2,633) (0.7) Interest income increased $0.6 million for the three months ended October 31, 2023 compared to the three months ended October 31, 2022, due to increase in our accounts earning interest and increased interest rates. Interest expense increased $0.3 million for the three months ended October 31, 2023 compared to the three months ended October 31, 2022, due to an increase in our financing obligations for leases for which we are considered the owners for accounting purposes. The decrease of $0.6 million in other expense, net for the three months ended October 31, 2023 compared to the three months ended October 31, 2022, was primarily driven by intercompany loans and transactions that are denominated in currencies other than the underlying functional currency of the applicable entity. Interest income increased $1.9 million for the nine months ended October 31, 2023 compared to the nine months ended October 31, 2022, due to increase in our accounts earning interest and increased interest rates. Interest expense increased $1.4 million for the nine months ended October 31, 2023 compared to the nine months ended October 31, 2022, due to borrowing on our revolving credit facility and an increase in our financing obligations for leases for which we are considered the owners for accounting purposes. The decrease of $2.9 million in other expense, net for the nine months ended October 31, 2023 compared to the nine months ended October 31, 2022, was primarily driven by intercompany loans and transactions that are denominated in currencies other than the underlying functional currency of the applicable entity. Income Tax Provision Three Months Ended October 31, Nine Months Ended October 31, ($ in thousands) 2022 2023 2022 2023 Income tax provision $ 797 0.8 % $ 1,782 1.5 % $ 2,159 0.7 % $ 4,720 1.3 % Income tax provision was $1.8 million for the three months ended October 31, 2023 compared to a provision of $0.8 million for the three months ended October 31, 2022, and resulted in an effective tax rate of (11.6)% and (3.6)%, respectively. Income tax provision was $4.7 million for the nine months ended October 31, 2023 compared to a provision of $2.2 million for the nine months ended October 31, 2022, and resulted in an effective tax rate of (11.7)% and (2.8)%, respectively. We continue to maintain a valuation allowance against our deferred tax assets in most jurisdictions, including the U.S. It is determined by management when a valuation allowance should be recorded, utilizing significant judgement and the use of estimates. 31 Table of Contents We have adopted, as required, Code Section 174, as amended by the Tax Cuts and Jobs Act of 2017. This will result in the repartition of our deferred tax asset balances from net operating losses and tax credit carryforwards to non-tax attribute deferred tax balances. In addition, this may reduce our operating cash flows in future periods through cash remittances of U.S. federal and state income tax. Non-GAAP Financial Measure In addition to providing financial measurements based on GAAP, we provide an additional financial metric that is not prepared in accordance with GAAP (non-GAAP). Management uses this non-GAAP financial measure, in addition to GAAP financial measures, to understand and compare operating results across accounting periods, for financial and operational decision making, for planning and forecasting purposes, and to evaluate our financial performance. We believe that this non-GAAP financial measure helps us to identify underlying trends in our business that could otherwise be masked by the effect of the expenses that we exclude in the calculations of the non-GAAP financial measure. Accordingly, we believe that this financial measure reflects our ongoing business in a manner that allows for meaningful comparisons and analysis of trends in the business and provides useful information to investors and others in understanding and evaluating our operating results, and enhancing the overall understanding of our past performance and future prospects. Although the calculation of non-GAAP financial measures may vary from company to company, our detailed presentation may facilitate analysis and comparison of our operating results by management and investors with other peer companies, many of which use a similar non-GAAP financial measure to supplement their GAAP results in their public disclosures. This non-GAAP financial measure is non-GAAP operating income (loss), as discussed below. Non-GAAP operating income (loss). Non-GAAP operating income (loss) is defined as loss from operations as reported in our unaudited condensed consolidated statements of operations excluding the impact of amortization of intangible assets, stock-based compensation expense, acquisition-related expenses, legal expenses related to certain litigation, and restructuring and related charges. See Note 15 "Restructuring" of the notes to our unaudited condensed consolidated financial statements included in Part I, Item 1 of this Quarterly Report on Form 10-Q for more information on the charges related to restructuring. Non-GAAP operating income (loss) is widely used by securities analysts, investors, and other interested parties to evaluate the profitability of companies. Non-GAAP operating income (loss) eliminates potential differences in performance caused by these items that are not indicative of the Company's ongoing operating performance and hinders comparability with prior and future performance. This non-GAAP financial measure does not replace the presentation of our GAAP financial results and should only be used as a supplement to, not as a substitute for, our financial results presented in accordance with GAAP. There are limitations in the use of non-GAAP measures because they do not include all of the expenses that must be included under GAAP and because they involve the exercise of judgment concerning exclusions of items from the comparable non-GAAP financial measure. In addition, other companies may use other measures to evaluate their performance, or may calculate non-GAAP measures differently, all of which could reduce the usefulness of our non-GAAP financial measures as tools for comparison. The following table reconciles non-GAAP operating income (loss) to loss from operations, the most directly comparable financial measure, calculated and presented in accordance with GAAP (in thousands): Three Months Ended October 31, Nine Months Ended October 31, ($ in thousands) 2022 2023 2022 2023 GAAP loss from operations $ (18,444) $ (12,906) $ (70,681) $ (36,327) Adjustments Amortization of intangible assets 7,068 16,952 21,129 31,101 Stock-based compensation expense 12,505 15,823 38,476 41,969 Acquisition-related expenses 186 211 2,070 634 Litigation expenses 1 1,225 153 5,093 4,502 Restructuring and related charges — 150 — 627 Total adjustments 20,984 33,289 66,768 78,833 Non-GAAP operating income (loss) $ 2,540 $ 20,383 $ (3,913) $ 42,506 1 Represents legal expenses related to the Antitrust Matters and a shareholder derivative lawsuit. 32 Table of Contents Liquidity and Capital Resources As of October 31, 2023, we had $100.5 million in cash and cash equivalents, and an accumulated deficit of $354.4 million. Our net losses have been driven by our investments in developing the nCino Bank Operating System and scaling our sales and marketing organization and finance and administrative functions to support our rapid growth. We expect to continue to incur operating losses on a GAAP basis for the foreseeable future. To date, we have funded our capital needs through issuances of common stock including our initial public offering in July 2020, operating cash flows, and during fiscal 2023, our revolving line of credit. We generally bill and collect from our customers annually in advance. Our billings are subject to seasonality, with billings in the first and fourth quarters of our fiscal year substantially higher than in the second and third quarters. Because we recognize revenues ratably, our deferred revenue balance mirrors the seasonality of our billings. In addition, our advanced billing and collection coupled with our recent growth has resulted in our cash used in operating activities generally being less than our net operating losses in recent periods. On February 11, 2022, we entered into the Credit Facility of up to $50.0 million. We borrowed and repaid $20.0 million under the Credit Facility during the three months ended April 30, 2022 and borrowed $30.0 million during the three months ended October 31, 2022. We repaid $30.0 million under the Credit Facility during the nine months ended October 31, 2023. As of October 31, 2023, the Company had no amounts outstanding and no letters of credit issued under the Credit Facility and was in compliance with all covenants. See Note 11 "Revolving Credit Facility" of the notes to our unaudited condensed consolidated financial statements included in Part I, Item I of this Quarterly Report on Form 10-Q for more information. We believe that current cash and cash equivalents as well as borrowings available under the Credit Facility will be sufficient to fund our operations and capital requirements for at least the next 12 months. Our future capital requirements will depend on many factors, including our growth rate, the timing and extent of spending to support research and development efforts to enhance the nCino Bank Operating System and introduce new applications, market acceptance of our solutions, the continued expansion of our sales and marketing activities, capital expenditure requirements, and any potential future acquisitions. We may from time-to-time seek to raise additional capital to support our growth. Any equity financing we may undertake could be dilutive to our existing stockholders, and any debt financing we may undertake could require debt service and financial and operational covenants that could adversely affect our business. There is no assurance we would be able to obtain future financing on acceptable terms or at all. nCino K.K. In fiscal 2020, we established nCino K.K., a Japanese company in which we own a controlling interest, for purposes of facilitating our entry into the Japanese market. We have consolidated the results of operations and financial condition of nCino K.K. since its inception. Pursuant to an agreement with the holders of the non-controlling interest in nCino K.K., beginning in 2027 we may redeem the non-controlling interest, or be required to redeem such interest by the holders thereof, based on a prescribed formula derived from the relative revenues of nCino K.K. and the Company. The balance of the redeemable non-controlling interest is reported on our balance sheet below total liabilities but above stockholders’ equity at the greater of the initial carrying amount adjusted for the redeemable non-controlling interest’s share of earnings or losses and other comprehensive income or loss, or its estimated redemption value. As of January 31, 2023 and October 31, 2023, the redeemable non-controlling interest was $3.6 million and $3.2 million, respectively. As part of our joint venture obligations, we made an additional cash capital contribution of $1.0 million to nCino K.K. during the third quarter of fiscal 2024. Cash Flows Summary Cash Flow information for the nine months ended October 31, 2022 and 2023 are set forth below: Nine Months Ended October 31, ($ in thousands) 2022 2023 Net cash provided by operating activities $ 6,639 $ 49,137 Net cash used in investing activities (13,776) (5,939) Net cash provided by (used in) financing activities 34,637 (24,031) 33 Table of Contents Net Cash Provided by Operating Activities The $49.1 million provided by operating activities in the nine months ended October 31, 2023 reflects our net loss of $44.9 million and $0.8 million used in changes in working capital accounts, offset by $94.8 million in non-cash charges. Non-cash charges primarily consisted of stock-based compensation, depreciation and amortization, amortization of costs capitalized to obtain revenue contracts, non-cash operating lease costs, foreign currency losses related to intercompany loans and transactions, provision for deferred taxes and bad debt. Cash generated by working capital accounts was principally a function of an $35.5 million decrease in accounts receivable due to the timing of billings and collections from customers, a $3.4 million decrease in prepaid expenses and other assets, and a $1.2 million increase in accounts payable. The cash generated by working capital accounts was offset by a $23.8 million decrease in deferred revenue due to the timing of billings and revenue recognition and an $8.0 million decrease in accrued expenses and other current liabilities which includes payments of approximately $5.0 million for severance and other employee costs associated with the restructuring plan and changing commission payment plans from a quarterly basis to a monthly basis. Additional offsets were payments of $6.0 million of capitalized costs to obtain revenue contracts, which consisted primarily of sales commissions, and a $3.1 million decrease in operating lease liabilities. The $6.6 million provided by operating activities in the nine months ended October 31, 2022 reflects our net loss of $80.1 million, offset by $79.5 million in non-cash charges and $7.2 million generated by changes in working capital accounts. Non-cash charges primarily consisted of stock-based compensation, depreciation and amortization, amortization of costs capitalized to obtain revenue contracts, foreign currency losses related to intercompany loans and transactions, and non-cash operating lease costs. Cash generated by working capital accounts was principally a function of a $32.5 million decrease in accounts receivable due to collections from customers. The cash generated by working capital accounts was partially offset by a $9.2 million decrease in accrued expenses and other current liabilities, payments of $8.0 million of capitalized costs to obtain revenue contracts, which consisted primarily of sales commissions, a $3.0 million decrease in operating lease liabilities, a $2.9 million decrease in deferred revenue, a $1.7 million decrease in accounts payable, and a $0.4 million increase in prepaid expenses and other assets. Net Cash Used in Investing Activities The $5.9 million used in investing activities in the nine months ended October 31, 2023 was comprised of $3.1 million for the purchase of property and equipment and leasehold improvements to support the expansion of our business, $2.5 million for the purchase of preferred stock in Rich Data Co, and $0.4 million for the final cash considerations relating to an asset acquisition completed in August 2022. The $13.8 million used in investing activities in the nine months ended October 31, 2022 was comprised of $13.9 million for the purchase of property and equipment and leasehold improvements to support the expansion of our business and $0.6 million for an asset acquisition completed in August 2022. The cash used in investing activities was partially offset by $0.7 million received for a net working capital adjustment from our SimpleNexus acquisition. Net Cash Provided by (Used in) Financing Activities The $24.0 million used in financing activities in the nine months ended October 31, 2023 was comprised principally of payments of $30.0 million on the Credit Facility and principal payments of $0.9 million on financing obligations. The cash used in financing activities was partially offset by $3.2 million of proceeds from the exercise of stock options, $2.7 million of proceeds from stock issuances under the employee stock purchase plan, and $1.0 million in proceeds from the non-controlling interest in our Japan joint venture. The $34.6 million provided by financing activities in the nine months ended October 31, 2022 was comprised principally of $50.0 million of proceeds from borrowings on the Credit Facility to expand our liquidity, $3.0 million of proceeds from the exercise of stock options, and $2.4 million of proceeds from stock issuances under the employee stock purchase plan. The cash provided by financing activities was partially reduced by payments of $20.0 million on the Credit Facility, principal payments of $0.5 million on financing obligations, and debt issuance costs of $0.4 million. Contractual Obligations and Commitments Our estimated future obligations principally consist of leases related to our facilities, purchase obligations related primarily to licenses and hosting services, financing obligations for leases for which we are considered the owners for accounting purposes and the Credit Facility. See Note 10 "Leases," Note 11 "Revolving Credit Facility," and Note 12 "Commitments and Contingencies" of the notes to our unaudited condensed consolidated financial statements included in Part I, Item 1 of this Quarterly Report on Form 10-Q for more information. 34 Table of Contents Critical Accounting Policies and Estimates Our unaudited condensed consolidated financial statements are prepared in accordance with GAAP. The preparation of these financial statements requires our management to make estimates and assumptions that affect the reported amounts of assets, liabilities, revenues, expenses and related disclosures. Our estimates are based on our historical experience and on various other factors that we believe are reasonable under the circumstances, the results of which form the basis for making judgments about the carrying value of assets and liabilities that are not readily apparent from other sources. Actual results may differ from these judgments and estimates under different assumptions or conditions and any such differences may be significant. See Note 7 "Goodwill and Intangible Assets" for a change in estimate related to the useful life of the SimpleNexus trade name during the three months ended October 31, 2023. There have been no material changes in our critical accounting policies or estimates as compared to those disclosed in the Annual Report on Form 10-K for the fiscal year ended January 31, 2023 filed with the SEC on March 28, 2023. Recent Accounting Pronouncements See Note 2 "Summary of Significant Accounting Policies" of the notes to our unaudited condensed consolidated financial statements included in Part I, Item 1 of this Quarterly Report on Form 10-Q for recently adopted accounting pronouncements and recently issued accounting pronouncements not yet adopted, if applicable.