nCino, Inc. Q3 FY2026 earnings call

• nCino's value proposition is AI-powered intelligent automation on a unified platform to solve legacy system issues for financial institutions. • Sales and product development picked up momentum in Q3. • AI strategy is expanding opportunities, with Banking Advisor shifting to a pervasive experience and over 100 capabilities expected by year-end. • Operational Analytics provides actionable intelligence. • Sales highlights include U.S. community bank expansion, U.S. enterprise market expansion, new customer in Japan, and EMEA Integration Gateway renewals.

Total revenues in the third quarter were $152.2 million, up 10% year-over-year. Subscription revenues were $133.4 million, up 11% year-over-year on a reported basis and 7% organically. Professional services revenues were $18.8 million, a decrease of 1% year-over-year. Non-U.S. total revenues were $33.6 million, up 13% as reported and in constant currency. Non-U.S. subscription revenues were $27.9 million, up 21% as reported and in constant currency and 3% organically.

• Fourth quarter of fiscal '26: Expected total revenues $146.75M - $148.25M, subscription revenues $130.75M - $132.25M. • Fiscal '26: Expected total revenues $591.9M - $593.4M, up from prior guidance; subscription revenues $520.5M - $522M, up from prior guidance; non-GAAP operating income $127.2M - $128.2M; non-GAAP net income per diluted share $0.90 - $0.91; ACV outlook $564M - $567M.

Q: Michael Infante asked about margins and leverage.

A: Gregory D. Orenstein discussed opportunities for further efficiency from AI and cost discipline, and gross margin opportunities.

Q: Saket Kalia asked about ACV guide color.

A: Sean Desmond talked about execution focus, customer tech investment on AI, and shift to precision implementations.

Q: Alexander Sklar asked about top 50 bank commercial expansions.

A: Gregory D. Orenstein mentioned expansion opportunities within existing customer business lines.

Q: Joseph Vruwink asked about execution-based upside.

A: Sean Desmond and Gregory D. Orenstein discussed balanced portfolio, churn mitigation, and guidance philosophy.

Q: Charles Nabhan asked about mortgage business outperformance.

A: Sean Desmond and Gregory D. Orenstein talked about expansion in top 100 banks, IMB traction, and mortgage solution focus.

Q: Adam Hotchkiss asked about AI adoption timeline.

A: Sean Desmond discussed quick deployment cycle and customer interest in proactive portfolio risk monitoring.

Q: Eleanor Smith asked about ACV growth vectors.

A: Gregory D. Orenstein mentioned momentum across core areas, including EMEA growth.

Q: Cristopher Kennedy asked about consumer business bookings.

A: Gregory D. Orenstein talked about consumer business momentum and Rule of 40 target.

Q: Aaron Kimson asked about agent adoption change management.

A: Sean Desmond discussed customer success focus and change management in agent deployment.

Q: Kenneth Suchoski asked about platform pricing and international growth.

A: Gregory D. Orenstein talked about platform pricing progress and international growth focus.

Q: Koji Ikeda asked about expansion drivers for existing customers.

A: Sean Desmond discussed balanced portfolio and expanding into untapped solution areas for existing customers.

Q: Connor Passarella asked about banking adviser internal metrics.

A: Sean Desmond talked about focusing on customer outcomes like efficiency gains from banking adviser.