인탭(INTA) 2027 회계연도 1분기 실적 발표: 셀레스테 파이프라인 2.5배 급증

핵심 요약

• 2027 회계연도 1분기 구독 매출은 전년 동기 대비 29% 증가한 1억 2,550만 달러를 기록했으며, 총매출은 16% 증가한 1억 6,130만 달러를 기록했습니다.
• Non-GAAP 영업이익은 3,540만 달러에 달했으며, 영업이익률은 전년 동기 대비 약 7%포인트 확대된 22%를 기록했습니다. 잉여현금흐름은 2,810만 달러로 2배 이상 증가했습니다.
• 클라우드 ARR은 28% 증가한 5억 1,530만 달러를 기록하며 전체 ARR의 85%를 차지했습니다. 클라우드 순매출 유지율(NRR)은 123%를 유지했습니다.
• 경영진은 셀레스테(Celeste)의 정식 출시(GA) 이후 적격 파이프라인이 전분기 대비 약 2.5배 증가했다고 밝혔습니다. 셀레스테 기반 제품군이 순신규 계약액의 40% 이상을 차지하며, 전분기의 20% 초과 수준에서 크게 상승했습니다.
• 셀레스테에 대한 수요는 인탭(Intapp)의 구축 역량을 상회하고 있습니다. 회사는 개념 검증(PoC) 및 기업 고객 구축을 지원하기 위해 현장 배치 엔지니어를 확충하고 있습니다.
• 인탭은 2027 회계연도 전체 총매출 가이던스로 6억 5,820만~6억 6,220만 달러, Non-GAAP EPS 가이던스로 1.64~1.68달러를 제시했습니다.

주요 재무 실적

인탭은 해당 분기 동안 2,500만 달러 규모의 자사주 약 60만 주를 매입했습니다. 기존 자사주 매입 한도 중 5,000만 달러가 남아 있습니다.

ARR 10만 달러 이상을 창출하는 고객 수는 전년 동기 대비 12% 증가한 908곳을 기록했습니다. 또한 ARR 5만 달러 이상을 창출하는 고객 수도 1,400곳을 넘어섰습니다.

사업 및 운영 성과

셀레스테는 7월 15일 인탭이 지원하는 전 산업 영역에서 정식 출시되었습니다. 이어 8월 19일에는 '컴플라이언스 위드 셀레스테(Compliance with Celeste)'와 '타임 위드 셀레스테(Time with Celeste)'가 출시되었습니다. 경영진은 이 플랫폼을 고객 유치, 이해상충 검토, 신규 수임(intake), 딜 스크리닝, 시간 기록, 수임 경제성 등을 포함한 기업 워크플로우에 특화된 '기업형 AI(firm AI)'로 포지셔닝하고 있습니다.

회사 측은 셀레스테의 적격 파이프라인이 전분기 대비 약 2.5배 성장했다고 밝혔습니다. 200개 이상의 기업 고객이 셀레스테를 도입해 운용 중이나 아직 정식 구독으로 전환하지는 않은 상태입니다. 또한 경영진은 셀레스테가 인탭이 지원하는 모든 산업 분야에서 이미 실제 운영 환경에 도입되어 적용되고 있다고 언급했습니다.

인탭은 기존 고객을 위한 추가 권한 제공, 신규 고객을 위한 셀레스테 기반 제품 판매, 제3자 AI 툴에 대한 거버넌스 수수료 등 세 가지 수익화 채널을 제시했습니다. 경영진은 셀레스테 기능이 적용된 컴플라이언스 및 타임 제품을 단순한 표준 업그레이드가 아니라 실질적으로 크게 확장된 신규 솔루션으로 보기 때문에, 고객들은 해당 제품에 대해 추가 비용을 지불합니다.

'월스 포 AI(Walls for AI)'는 출시 이후 가장 높은 매출 기여도를 기록한 분기를 달성했습니다. 이 제품은 기업의 기존 비밀유지 및 윤리적 장벽(ethical-screening) 정책을 하비(Harvey) 및 레고라(Legora)를 포함한 제3자 AI 플랫폼으로 확장해 줍니다. 이미 'Am Law 100'에 속한 로펌 중 70개 이상이 인탭 월스(Intapp Walls)를 사용하고 있습니다.

파트너 연계 공동 판매(co-selling)는 전년 동기 대비 34% 증가했으며, 마이크로소프트와의 공동 판매는 26% 증가했습니다. 해당 분기 동안 인탭의 상위 10개 대형 계약 중 7개에 파트너가 참여했습니다.

사상 최대 실적을 기록했던 4분기에 이어 클라우드 전환은 과거 평균 수준을 크게 웃돌았습니다. 경영진은 AI 전환과 셀레스테에 대한 접근성이 온프레미스 제품에서의 이탈 및 클라우드 이전을 가속화하고 있다고 설명했습니다. 일단 클라우드로 전환한 고객은 셀레스테 효과를 제외하고도 연간 반복 매출(ARR)이 약 20%~30% 증가하는 경향을 지속적으로 보이고 있습니다.

경영진 가이던스

경영진은 2027 회계연도 2분기 총매출이 전분기 대비 감소할 것으로 예상되는 원인으로 온프레미스 계약에서 클라우드 구독으로의 전환 가속화를 꼽았습니다. 회사 측은 근본적인 구독 및 서비스 기반(펀더멘털)은 견고하게 유지되고 있다고 덧붙였습니다.

리스크 및 주요 점검 사항

• 셀레스테 수요가 인탭의 현재 개념 검증(PoC) 및 구축 수행 역량을 초과하고 있습니다. 경영진은 수용 능력을 확충하고 있으나, 이번 회계연도 동안 본격적인 도입이 진행되는 동안에는 제약 요소가 지속될 것으로 예상하고 있습니다.
• 셀레스테 구축에는 각 기업의 자체 데이터, 워크플로우 및 거버넌스 요구사항에 맞춘 설정 작업이 필요합니다. 경영진은 이것이 즉각적인 제품 활성화가 아니라 구현 주기가 수반되는 기업 차원의 의사결정이라는 점을 강조했습니다.
• 온프레미스 고객들이 클라우드 이전을 앞두고 계약 기간을 1년 이하로 단축함에 따라 라이선스 매출이 감소했습니다. 이러한 전환 과정은 총매출 및 잔여이행의무(RPO) 성장에도 부담을 주고 있습니다.
• 온프레미스 RPO는 전체 RPO 성장에 지속적인 역풍(부담)으로 작용했습니다. 또한 이번 분기 실적에는 향후 6개월 동안 예정된 주요 구독 재계약 건들이 제외되었습니다.
• 경영진은 비밀유지, 규제 요구사항, 윤리적 장벽(ethical-wall) 문제로 인해 기업들이 AI 거버넌스를 면밀히 검토하고 있으며, 이에 따라 통제된 시스템 배치가 도입의 핵심 요소가 되고 있다고 밝혔습니다.

애널리스트 Q&A 주요 내용

애널리스트들은 클라우드 전환에 따른 매출 영향, 셀레스테 수익화, 구축 수용 능력, 기업용 판매 주기에 집중적인 질문을 던졌습니다.

경영진은 2분기 총매출 추이가 구독 수요 약화가 아닌 온프레미스에서 클라우드로의 빠른 전환을 반영한 결과라고 설명했습니다. 회사는 클라우드 전환, 기존 고객 내 확장, 신규 고객 확보 전반에서 지속적인 기회를 포착하고 있습니다.

수익화 방식과 관련해 경영진은 기존 고객들이 셀레스테 지원 제품에 대해 추가 요금을 지불하고 있다고 말했습니다. 또한 초기부터 셀레스테를 도입하는 신규 고객과 기업 전체에서 사용되는 제3자 AI 플랫폼을 통제·관리(governing)함에 따른 매출 발생도 기대하고 있습니다.

경영진은 셀레스테 구매 결정이 대표 파트너 및 경영위원회가 주도하는 기업 차원의 대형 계약(commitments)이라고 설명했습니다. 실제 시스템 구현 과정에서 규제 대상 워크플로우와 자체 기밀 정보가 다루어지기 때문에, 기업들은 개념 검증(PoC), 거버넌스 통제 및 전담 엔지니어링 지원을 요구하고 있습니다.

인탭은 셀레스테가 결정론적(deterministic) 방식과 확률론적(probabilistic) 방식을 결합한 점도 강조했습니다. 경영진은 이러한 아키텍처가 토큰 효율성을 높이고, 규제 워크플로우에서 일관된 답변이 필요한 경우 감사 가능한(auditable) 결과를 제공한다고 설명했습니다.

실적발표 컨퍼런스 콜 전문

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전체 실적 발표 컨퍼런스 콜 녹취록

경영진 발표

David Trone

Thank you. Welcome to Intapp's Fiscal First Quarter 2027 Financial Results. On the call with me today are John Hall, Chairman and CEO of Intapp, and David Morton, Chief Financial Officer.

During the course of this conference call, we may make forward-looking statements regarding trends, strategies, and the anticipated performance of our business, including guidance provided for our fiscal second quarter and full year 2027.

These forward-looking statements are based on management's current views and expectations, entail certain assumptions made as of today's date, and are subject to various risks and uncertainties, including those described in our SEC filings and other publicly available documents that are difficult to predict and could cause actual results to differ materially from those expressed or implied by such forward-looking statements.

Intapp disclaims any obligation to update or revise any forward-looking statements, except as required by law.

Further on today's call, we will also discuss certain non-GAAP metrics that we believe aid in the understanding of our financial results, including non-GAAP gross margin, non-GAAP operating expenses, non-GAAP operating income, non-GAAP operating margin, non-GAAP diluted net income per share and free cash flow.

Our GAAP financial results, along with reconciliations of GAAP to non-GAAP financial measures, can be found in today's earnings release and its supplemental financial tables, which are available on our website and as an exhibit to the Form 8-K furnished with the SEC prior to this call, or a supplemental financial presentation, which is available on our website.

With that, I'll hand the conversation over to John.

John Hall

Thanks, David. Good afternoon, everyone, and thank you for joining us. Q1 was a defining quarter for Intapp.

This was the quarter we made Intapp Celeste generally available. And in the weeks since, we've seen firm AI moving from launch to adoption, a leading AI ecosystem building around Celeste, and more clients moving to the cloud.

There are 3 categories of AI in professional firms today. Horizontal AI speeds up everyday tasks for workers. Practice AI helps professionals with their individual work product, like a brief or a diligence memo.

Both horizontal AI and practice AI live at the desk. Firm AI is AI for the business of the firm. That means winning clients, clearing conflicts, screening deals, capturing time, and managing engagement economics.

That's where growth, market share, and operating margin are decided. It depends on the firm's own data and compliance rules, which generic AI tools can't and shouldn't be allowed to reach.

Horizontal AI and practice AI make individuals faster. Firm AI makes the firm bigger. Our job is to deliver firm AI and to govern AI on behalf of the firm wherever the firm's people use it.

Firm AI is resonating at the very top of the world's leading firms. Our firm AI blueprint is circulating among managing partners and management committees, and the number of senior leaders we're meeting with now is unlike anything I've seen in the past.

We're talking to firm owners and leaders because AI for the business of the firm is their priority, and it's a lane that is uniquely ours. On July 15, Celeste became generally available across all the industries we serve.

Firm AI is an enterprise decision affecting the entire organization. Firm leaders are starting with the governance question across the entire firm. With new stories every week about AI agents operating without controls, firms are choosing carefully, and governance is a key reason why they're choosing Intapp.

Since GA, our Celeste pipeline has grown 2 to 3x and has never been larger, with more firms moving from trials into deployment. What's working is consistent across the industries we serve.

Firms start where Firm AI delivers value fastest in deal screening, intake, conflicts, and time capture, and then expand from there. We have already activated DealCloud with Celeste for more than 150 clients.

On August 19, we made Celeste the core of 2 of our largest product families. Compliance with Celeste brings agentic workflows into Intapp intake, conflicts, and terms. And time with Celeste does the same for Intapp time.

Firm AI generates revenue in 3 ways. Existing clients upgrade through new entitlements on products they already run. New clients choose Celeste-powered products from day 1, and firms pay to govern every third-party AI tool they connect.

Confidentiality has been one of the largest barriers to AI adoption at law firms. A firm cannot put thousands of lawyers on an AI tool if its ethical walls stop at the edge of it. That's why Intapp Walls for AI is becoming the governance layer for AI in professional firms.

More than 70 of the Am Law 100 rely on Intapp walls, and walls for AI extends those same policies automatically into the AI platforms their lawyers use. That now includes the 2 leading practice AI platforms in legal.

Our Harvey integration became generally available this past quarter and is already seeing adoption. At Iltacon in August, we announced a strategic partnership with Legora that brings walls for AI and Intapp Time into Legora.

Whichever platform a firm chooses, or if it chooses both, the governance is the same, and it's Intapp. Also, at Iltecon, we introduced the Intapp profitability Network, which extends Intapp beyond systems of record into a connected profitability ecosystem.

Its 8 founding partners, Capacity, Engage AI Solutions, Legora, Lexpipe, Narrative, Autor, ZebraWorks, and envoice, help firms manage how they price, staff, capture, bill, and collect on every matter.

Our ecosystem has become one of the clearest validations of our firm's AI strategy. When OpenAI launched Astra for Law, it selected Intapp to bring the business of the firm into ChatGPT. And DealCloud with Celeste is part of the ChatGPT for financial services ecosystem.

Celeste connectors are also available in Anthropic fraud. The leading horizontal AI platforms are coming to Intapp because we sit where industry workflows, trusted data, and AI meet. That ecosystem is also becoming a growth engine for Celeste.

Our data, AI, platform, and services partners extend what Celeste can do and help firms adopt and expand it. In Q1, partner-involved co-sell grew 34% year-over-year, and co-sell with Microsoft grew 26%.

Our partners bring AI to the individual. We bring AI to the firm. Let me share a few highlights from the quarter. Cloud ARR grew 28% year-over-year and now accounts for 85% of our total ARR.

We have more than 1,400 clients with more than $50,000 of ARR, including 908 with more than $100,000. Cloud net revenue retention was consistent at 123%.

Following a record Q4, cloud migrations remained above historical levels in Q1. Celeste's general availability is a big part of that demand.

As we transitioned clients from the on-premises version of intake, conflicts and terms, demand for compliance with Celeste helped bring firms to the cloud.

Walls for AI is also adding to that momentum. On average, on-premises clients ultimately spend significantly more with Intapp once they move to the cloud.

Every migration is an opportunity to grow, and we are seeing firms choose Intapp to do more. Let's take a look at some client wins this quarter. Starting with Legal. We saw a mix of existing clients expand, and new clients join.

A top 10 global law firm and an Intapp client for more than a decade is moving its compliance suite to the Intapp Cloud and adding Celeste. They chose to reaffirm their commitment to Intapp in one of the largest deals in our history.

Walls for AI drove several wins in Legal. Bryan Cave Leighton Paisner, a global law firm, added Walls for Harvey and Walls for Legora and is migrating walls to the cloud, so its ethical screens follow client content into both platforms.

A leading intellectual property law firm chose Walls for AI to secure its Harvey deployment. And Toutman Pepper Lock, an Am Law 100 firm, is migrating to the cloud with Walls for AI. Celeste is winning across our legal portfolio.

A leading Wall Street law firm chose Intapp Time, Billstream and Celeste after a competitive evaluation against the industry's other time providers. Baker Donelson, a leading national law firm, chose DealCloud with Celeste to modernize business development.

A leading U.K. law firm chose DealCloud with Celeste and Compliance with Celeste to build a single governed view of their clients. And Shoosmiths, a leading U.K. law firm, added time with Celeste through a competitive RFP after choosing Intapp's compliance platform last year.

Next, Accounting and Consulting. A multibillion-dollar global management consulting firm expanded Intapp compliance with Celeste from a single department to the entire firm, bringing agentic workflows to new engagement intake and approvals.

BDO Capital, the investment banking arm of BDO USA, selected DealCloud with Celeste as the deal management platform for its capital advisory and investment banking teams.

DealCloud now supports corporate finance teams at 6 of the top 8 accounting firms. And Epiq, a global legal AI services and software provider, chose DealCloud with Celeste and Time with Celeste to deepen its relationship intelligence.

In financial services, the firm AI conversation is reaching some of the largest financial institutions in the world. Firms want Celeste to work across their entire technology landscape, making the release of integrations with our other products important drivers.

A leading credit investment firm is a new client that chose DealCloud with Celeste to modernize its direct lending business.

In Asia Pacific, the investment banking arm of a leading Japanese financial group chose DealCloud for its deal-level permissions, keeping information secure across client engagements.

And a Singapore-based investment firm moved to DealCloud with Celeste, giving its team AI that meets its own data governance standards. And as examples of existing clients, a global investment firm client and a global private equity firm client each added DealCloud with Celeste to grow with us.

In Real Assets, one of the world's largest real estate investment firms renewed and significantly expanded their partnership with Intapp. The firm is deploying Celeste across the firm to enhance DealCloud, its system of record for every real asset it owns, with Intapp firm-deployed engineers working alongside its teams.

A multifamily real estate investment firm chose DealCloud with Celeste to strengthen investor relationships and fundraising. And a New York real estate developer and investor replaced its legacy deal management platform with DealCloud with Celeste, so its development and fund teams can work from one shared view of every deal.

This is the most important year in Intapp's history. Last year, we defined firm AI as a category. A few weeks into this quarter, we launched Celeste into general availability, and our pipeline has expanded meaningfully. This year, we're delivering it.

Celeste is already in production at firms in every industry we serve. The leading horizontal AI providers are building with us because they need the market expertise and governance for these highly regulated industries that we've spent 25 years building.

We are unique in our position running the firm's data, workflows, and compliance infrastructure, governed and ready for agents.

With Celeste now shipping, that advantage will continue to compound every quarter. To our clients, partners, investors, Board, and the Global Intapp team, thank you. David, over to you.

David Morton

Thank you, John, and thanks to everyone for joining us today. We delivered a strong start to fiscal 2027 with subscription revenue up 29%, a non-GAAP operating margin of 22%, and free cash flow more than doubling year-over-year.

Our thesis, AI for the business of the firm, is resonating with the market, and the core drivers of our path to $1 billion in ARR are in place: extending cloud mix, deepening penetration of named accounts, expanding Celeste adoption and monetization, ramping AI partner collaboration, and delivering more margin expansion.

We crossed into fiscal 2027 with the general availability launch of Celeste in July, compliance and time with Celeste in August, and the broader declaration of Intapp's Agentic Firm AI value proposition.

Where horizontal AI serves everyone and practice AI serves the individual practitioner, firm AI is built for the business of the firm.

Our vertically focused preview events in support of the GA release this quarter are generating all-time high qualified Celeste pipeline, up approximately 2.5x quarter-over-quarter, which gives us confidence in FY '27.

Firm AI now sees Celeste as the re-architected core platform across our growth, compliance, and profitability offerings, representing more than 40% of net new bookings in FQ1, up from over 20% last quarter.

Demand is running ahead of our ability to engage, run proofs of concept, and deploy. Celeste is a true enterprise deployment configured around each firm's data, playbooks, and professional governance.

We are adding deployment capacity to catch up to demand, and Walls for AI had its strongest contribution quarter since its release.

As we look ahead, each incremental playbook release, use case discovery, proof-of-concept process, and pilot term deployed adopter will build references and proof points for a Celeste sales motion anchored with the firm leaders.

Business of the firm transformation grounded in enterprise governance is a strategic systems decision. This means buying at the highest level. Client managing partners and management committees are increasingly calling on us for Celeste.

As more firms adopt Celeste, their proprietary data and playbooks compound inside the platform, deepening the moat for each client. That gives us confidence in the demand ahead as we invest in the Agentic TAM opportunity to serve and grow with our professional firms.

On to the F Q1 results. Subscription revenue was $125.5 million, up 29% year-over-year, accelerating from 27% in F Q4, reflecting a continued strong expansion motion highlighted by our AI offerings.

License revenue was $23 million, down 21% year-over-year, reflecting the continued shortening of on-premises contract durations, many to 1 year or less, as these clients prepare to move to the cloud for an agentic-first future.

We continue to move on-prem clients to the cloud, supported by AI transformation and access to Celeste. We expect this dynamic to continue as the fiscal year progresses.

Professional services revenue totaled $12.7 million, up 3% year-over-year and now represents just 8% of total revenue as we continue to leverage our services partner organization for wider-scale implementation support.

Total revenue was $161.3 million, up 16% year-over-year, reflecting the continued strong growth in subscription revenue, which is steadily progressing towards an 80% mix.

Our partner co-sell momentum continued this quarter with joint engagement on 7 of our 10 largest deals, and we entered fiscal 2027 with renewed top-tier partner status with Microsoft and meaningful Azure credits to allocate and catalyze flagship deals.

On the product side, we are scaling the ecosystem around Celeste and AI-enabled professional workflows to meet clients where they are. And this quarter, we continue to announce new integrations with key horizontal AI platforms and data providers.

And our Wall for AI initiative is extending Intapp's trusted governance layer to practice AI providers with early client proof points to secure their deployments.

As more practice AI providers build on it, the addressable market across our installed base expands. On to the profitability and cash flow, our non-GAAP gross margin was 80.4%, up from 77.7% a year ago, reflecting steadily increasing cloud scale.

Our non-GAAP operating expenses were $94.2 million compared to $87.1 million in the prior year period, driven by continued investment in support of the Celeste launch and the broader firm AI sales motion entering the new fiscal year.

Non-GAAP operating income was $35.4 million, up from $20.9 million last year, a 22% margin and up approximately 7 points, reflecting leverage from R&D and G&A.

Non-GAAP diluted EPS was $0.44 compared to $0.24 a year ago. Free cash flow was $28.1 million, more than double the prior year. In the trailing 12 months, free cash flow was approximately $160 million, and we ended Q1 with $147.7 million in cash and cash equivalents.

Share repurchase activity continued this quarter with approximately 600,000 shares bought back for $25 million. At the end of F Q1, $50 million remained under our current repurchase authorization.

On the key metrics, cloud ARR grew 28% year-over-year to $515.3 million, and total ARR increased 20% to $607.1 million. Cloud is now 85% of our total ARR, up from 80% a year ago.

Our cloud net revenue retention rate was 123% in the first quarter, demonstrating continued strong retention and strong upsell and cross-sell expansion among existing cloud clients.

Total remaining performance obligations were $799.4 million, up 12% year-over-year, with on-premises RPO representing a headwind to the overall growth rate, reflecting cloud migrations and shortening on-prem contract durations as described in the license revenue line.

In addition, this quarter did not include many of the meaningful subscription renewals expected over the next 6 months. Clients generating at least $100,000 in ARR reached 908, up 12% year-over-year, and we exited the quarter with over 1,400 clients at $50,000-plus ARR.

Under the outlook, for the second quarter of fiscal 2027, we expect subscription revenue between $129.1 million and $130.1 million. Total revenue between $158.8 million and $159.8 million, non-GAAP operating income between $31.8 million and $32.8 million, and non-GAAP EPS between $0.37 and $0.39 based on approximately 79 million diluted shares.

For the full fiscal year 2027, we expect subscription revenue between $530.5 million and $534.5 million, total revenue between $658.2 million and $662.2 million, non-GAAP operating income between $136.8 million and $140.8 million, and non-GAAP EPS between $1.64 and $1.68, based on approximately 80 million diluted shares.

Thank you. And I'll now turn the call back to the operator.

Operator

[Operator Instructions]

Your first question comes from the line of Alexei Gogolev with JPMorgan.

질의응답

Isabella Camaj

This is Bella Camaj on for Alexei. So to start, the 2Q total revenue guide implies a sequential decline despite continued strong subscription growth, and the full-year revenue outlook has moved modestly higher.

So can you walk through what is driving the 2Q dynamic and whether this is primarily the ongoing license transition, timing, or anything you're seeing in the underlying demand environment?

David Morton

No, that's exactly it, right, because we specifically guide to total subscription. And then what you have is the total revenue.

So obviously, we continue to excel and overachieve on some of our on-prem to cloud motion as they want to take advantage of all of our Agentic offerings and even more so.

And so as we continue to go through that transition, that's where you're starting to see an acceleration there, and it's really hitting us in FQ2. But as far as the basic fundamentals on subscription as well as total services, those are all very much intact.

So that's what you're seeing within FQ2 specifically, and then it plays through for the remainder of the fiscal year.

Isabella Camaj

And as a quick follow-up, cloud ARR grew 28%, and you noted migrations remained above historical levels this quarter.

So thinking about that, and now that Celeste is GA and helping drive cloud migrations, how should we think about the mix of growth for migrations versus expansion among existing customers and then versus new logos and whether Celeste can help sustain that momentum as the migration opportunity gets smaller?

David Morton

Absolutely. And so really, our key focus is on the agentic opportunity and bringing that forward.

We still have a lot of remaining clients today that we're working on. As you heard in my prepared remarks, we can't necessarily keep up with demand. We are constrained and working aggressively to fix that with our specific firm-deployed engineers, with all the pilots underway currently today.

But then, even as you think about all of the pipe in front of us, not only for total Intapp, but also specifically on Celeste, we have a lot of net new logos as well as expansion opportunities there.

And so for us, we're very confident in maintaining these prescribed growth rates that we've narrated around and guided to.

Operator

Your next question comes from the line of Kevin McVeigh with UBS.

Kevin McVeigh

Congratulations on the continued execution. I wonder, could you just help us -- it sounds like you announced some new or enhanced strategic collaborations with OpenAI, Moody's, and Legora. And then I think you mentioned Harvey in the prepared remarks.

So maybe help us understand what you're doing with Legora relative to Harvey and how those alliances overall compare with the existing Microsoft and KPMG alliances that you've had so much success with.

John Hall

Sure, Kevin. Thank you very much. The ecosystem that is forming around Celeste is fantastic. It includes the horizontal AI players, both Anthropic and OpenAI, and the practice AI players, both Harvey and Legora.

And our category is the firm AI category. So we are talking to the senior leaders of the firm about how to identify the macro business process that the firm runs, from winning new clients or sourcing new investment opportunities to onboarding those and getting through the whole compliance and due diligence step of onboarding those opportunities to executing and managing the deals and the assets over their life cycle or executing the client engagements over time.

So that large business process, we refer to the opportunity for identifying that as firm AI, and it really sets us apart from the horizontal players who are trying to provide great tools to the individuals in the firm or the practice-specific players who are trying to provide specific document manipulation capabilities on the desk, both of which are great opportunities.

But there is a gigantic space. If you look at the labor pool that runs these firms, particularly the business services functions that support all the professionals, it's a giant portion of the firm's OpEx.

And the opportunity to identify that requires a whole compliance capability because the firms are highly regulated in the way that they execute those business processes and workflows.

And it's a huge untapped space that Intapp is perfectly positioned to pursue.

In order to do that, we have our Celeste strategy, our firm AI playbooks, and now coworkers and agents to help them pursue those business processes for the entire firm and get cost effectiveness, operational efficiency, and client success out of it.

But at the same time, interoperating with the tools at the desk, whether that's OpenAI or Anthropic or that's more of these or Legora. So our ecosystem strategy, consistent with our whole history, is to work well with the universe of tools that exist inside the firm.

So what you saw us do over the past 6 to 9 months, and in particular this quarter, was to make some major announcements to communicate the growing ecosystem of integrations that Celeste works with, running from the center of the firm in a governed way.

And in fact, our platform with MoltraAI is the governance system for those tools now. So the firm can have more confidence deploying those SaaS tools if they are governed by Intapp, which is a huge opportunity for us as well.

Kevin McVeigh

And then John, just whomever, just one point of clarification. Just remind us: you talked about the sensitivity of on-prem to the cloud, what the uptick is versus post-AI versus [prac] because I thought initially way back, it was the conversion was net neutral to revenue, but it sounds like it's significantly more today.

Did I hear that right? Or maybe just could you repeat that comment?

David Morton

Kevin, the ARR: when you sign a contract, you'll take some upfront, and then the rest will transfer when you deploy.

The revenue gets a little trickier as you work through 2-year or 3-year specifically duration of deals if it wasn't upon renewal. The net of it is we are still seeing an uptick when we do move it from on-prem to cloud, when we get them deployed.

And yes, we are seeing them even outside of Celeste; we are still seeing that uptick of 20% or 30%.

The acceleration of going from on-prem to cloud that we're seeing is really so that our key clients could take even more advantage of all of our Agentic offerings, which is actually accelerating that motion.

Operator

Your next question comes from the line of Terry Tillman with Truist.

Unknown Analyst

This is Luke Rides on for Terry. I just want to go further into compliance with Celeste and time with Celeste and talk more about the transition for customers on the current product.

Are these new products something customers pay extra for? Or does it upgrade for current subscribers? Kind of based on that response, that's the way that we should be thinking about it for future rebuild products with Celeste?

John Hall

Thanks, Luke. Yes. So we're very excited about these core product releases based on the Celeste Agentic AI technology.

We announced them for general availability in the middle of August. So we only had a few weeks of this quarter for those to be generally available.

But the engagement on those has been tremendous because we have such a footprint in these firms in these highly regulated workflows at the enterprise level around compliance, which is the process that they have to go through, which includes the process they have to go through for onboarding new clients and doing all the due diligence and all the compliance checks and then governing the relationship with those clients and all of their confidential information over the life cycle of their relationship with the firm.

And then with time, which is how do we help keep track of all of the effort that goes into working on these deals and clients over time.

So people can use that for cost and economics management, and to the extent that the work is being built on an hourly basis, how can we help them build for that better?

The Agentic opportunity with Celeste is to transform those core workflows of the firm into a much more efficient, modern AI-driven experience, saving labor, increasing quality, and creating around-the-clock concierge services for all the professionals.

It's an awesome value proposition to the firms, and they are so excited because we're the only people really that are talking to them about the firm side of the business, which is where all the operating margin is and where all the opportunity for performance improvement at scale is for the business.

So firms absolutely pay extra as we bring these solutions out because the value proposition is significantly better than what we were doing in the prior era, and we're perfectly positioned because we have command of those processes inside the firm today; we're the natural people to identify them for these firms in a way that maintains their compliance requirements.

So going forward, absolutely, this is the plan. The opportunity to do work replacement, labor replacement on the cost side, has huge potential when looking at the labor force of these firms.

It's 20% to 30% of the OpEx of these firms that goes to this kind of function. So the return here, if you can actually identify those jobs, is tremendous.

But in addition to a pure cost argument, which is compelling in itself, there is an around-the-clock concierge that knows the entire Internet and the entire portfolio of the firm's proprietary knowledge and history with each and every client and can personalize that for each professional if they need it at any time of day; the quality of service that we can create is light years ahead of the manual process that humans had to provide before.

And the value to the firms associated with that is off the charts. And the firms know that they have to do this because the firm across the street is going to do it and become more competitive.

So the whole Celeste story around firm AI, and in particular, in these areas that you just named, is a transformational opportunity for these firms, not just at the depth, but in the way that the firm functions at a macro scale.

And our strategy is to go after that core operating model transformation with the agentic generation of technologies in these areas and the other solutions that we bring to the market.

Unknown Analyst

And then just a quick follow-up. Customers above $100,000 in ARR increased 11% sequentially this quarter, a little bit smaller than in recent quarters.

Can you speak to this dynamic? Is this normal 1Q seasonality? Or are you seeing longer sales cycles or smaller initial deals with these large firms?

David Morton

No, no. Nothing abnormal. I would just say there's some rounding involved with all of this.

At the end of the day, we're working with each of our enterprise clients. The cohorts are strong. Our NRR is still solid. Our churn is still at de minimis levels.

So we're very excited about the opportunity ahead and even more so as we work through the pipeline sitting in front of us. So yes, no new change.

Operator

Your next question comes from the line of Alex Sklar with Raymond James.

Alexander Sklar

John, maybe first question for you. When you look at that strong 2.5x increase in Celeste pipeline, what are you hearing from these prospects in terms of evaluation period?

And how has the Celeste pipeline progressed from a new logo perspective in particular? Have you seen us an unlock in terms of improving win rates for that new name 2K kind of logos that you don't have already today?

John Hall

Yes. Thanks, Alex. We had 2 quarters of limited availability during which time we brought out the firm AI blueprint.

It took several forms, but one of them is a white paper. And the circulation of that document among the most senior members of the leadership teams in the firms of this market has been incredible.

The number of calls and inbounds that we're getting from people who have titles like managing partner or operating committee member- we've never seen this before.

So I think we've really tapped into something that was missing. They've all bought into the horizontal AI or the practice AI tools. Their clients have to do that.

Everybody is doing it. It's obviously a tremendous success story. But what is there for them as the leadership team to leverage AI to manage the firm better? And that's what this whole firm AI story and value proposition talks about.

And a lot of this pipeline growth that we've seen, we just did a general availability launch a couple of weeks into this quarter. And then the compliance and the time releases were actually halfway through the quarter.

And so this uptick has happened very quickly with very senior members of the firm. I can tell you, even in that amount of time, we have gone to now 200 enterprise firms that are running Celeste today following this launch and have not yet converted to a full subscription.

So, very significant response inside that pipeline and that enterprise class of firm is where 70% of our TAM is and the business services spend, all these business services roles that the agents that we're bringing out can help to identify or support with coworkers is a giant portion of the economic spend of these firms, but it's the senior people who make that decision.

It's not something that the individual desk people decide. This is something that's made at the top of the firm about the economic opportunity to identify the business.

That's what we're chasing. In terms of sales cycle, it is absolutely an enterprise decision. And so we announced this quarter, and you would expect us to get out and roll out this Agentic platform.

We have a firm-deployed engineer group now that is working on the highest-value identification opportunities across the business processes inside these firms, from business development, fundraising, fund deployment, compliance, and onboarding through time reporting in each firm where this is happening.

We have firm-deployed engineers that are working with the leadership of the firm. And there is a little bit of a cycle there because these are highly regulated processes.

And you can't just throw agents in there and have them figure it out for themselves. You have to be able to roll this out in a way that the firm can understand and defend.

So our whole compliance capability is supporting us and being the people who can actually achieve the identification opportunity inside these business services functions.

So we're really excited about what's happening. Obviously, it was our launch quarter. So we had to get all those processes started, and a big chunk of them have come up in that amount of time, and we have an opportunity to convert them.

Alexander Sklar

And maybe, John, another one for you. Just about context and the context engine. So you continue to add a lot of data and then technology partners in the ecosystem.

Where do you feel like you stand today in terms of Context Advantage feeding the Celeste? And then how do you think about other areas of context that you'd like to add into the platform, either via some of the newer integrations on the practice of law side or some of your practice management side or just as a potential area of M&A?

John Hall

Absolutely. So we think that we have a fundamental differentiation because of our history owning the core business data of these firms about their fundraisings, their fund deployments and deals, the life cycle of those deals and their dispositions of them, the same analogous experience with clients, the client relationship, the engagement history with each client.

That's all proprietary business information that the firm holds, and that experience is what the firms use to differentiate themselves in their pitches and in their value propositions to their investors and their clients.

So in addition to the practice-specific knowledge where you say, what is the best precedent for this particular document, as a business, you want to say, I can show you my experience across my history as to why I'm the best firm to win your business and your trust.

And that's what we traditionally have excelled at and had unique access to. So the context that we have is the business-level, firm-level insight into what makes the firm unique historically, and what makes the firm competitive historically.

And how do you, in this Agentic AI era, leverage that across the entire history of the firm's experience in each and every engagement or each and every pitch or each and every professional working with their client? How do you help them leverage that into a much better, much more successful, much more compelling client win and, ultimately, client delivery experience?

And so the context that we have is unique. It is governed and compliant because the flip side of that whole thing is you're not allowed to tell everybody everything. That's the point.

You have the secrets of all of these firms. And the real art in working in this highly regulated industry is how you get the most leverage on all that expertise without screwing anything up and spilling the beans on something that you're not supposed to.

And in particular, if you propose to bring agents in here and have them start to operate as coworkers or even autonomously, every single one of those agents has to understand exactly what those rules are now.

It is a serious thing to propose to do this. Huge opportunity, but you need a partner that has that governance and compliance expertise to really differentiate.

So what you're seeing us do is connect to all the partners in the ecosystem, just as you say, so the horizontal AI players that I mentioned earlier, the practice AI players across the market, in addition to the other enterprise software systems of record providers that have interesting data that firms want to leverage, and third-party data and the Internet.

So all of those sources need to come together and then be governed consistently with the firm's obligations in the way that the agents manipulate and work with that data to drive performance for the firm.

And so I think context and the governance of that context give us a really unique position to be the people that drive Agentic transformation in these firms successfully.

And the way that you do that is by talking to the most senior folks in the organization. And they don't flip the switch overnight. But when they do, they transform the whole firm. And that's what we're doing with Celeste.

Operator

Your next question comes from the line of Parker Lane with Stiffel.

Unknown Analyst

This is Jack McShane on for Parker. David, you mentioned that demand for Celeste is running ahead of supply of headcount and the ability to serve deployments.

Is there any anticipated headwind due to this dynamic? And how long would you expect until you can normalize the ability to serve Celeste deployments?

David Morton

It's tricky, meaning that, as John had articulated, not only in the prepared remarks, but even giving qualification to some of that pipe that we're seeing in the 2.5x just up sequential quarter, and then working with over 200 enterprise clients right now, and then on top of that.

And so as we continue to work through with resources and stand this up in their own governed framework, where we excel at, clearly, we're seeing the execution come online through not only this quarter but through the back half of the year.

And so as we continue to garner more and more pipe, more and more opportunities, obviously, we're swiftly working through this, but we continue to be constrained in that matter.

Unknown Analyst

And John, you specifically called out operating margins in relation to AI adoption in your prepared remarks.

How quickly are firms that are leveraging Celeste able to actually capture this margin expansion? Are you seeing firms currently balance headcount because of Celeste adoption?

Or do you have any other like early ROI metrics that you can share with us?

John Hall

Yes. Thank you, Jack. It's a really interesting combination of factors because there is an operational transformation opportunity: how much of the labor force works, particularly in the business services functions, which is 20%, 30% of the firm's spend overall, supporting all the professionals with all of the business development and finance and IT and compliance, operational support- how much of that can we identify?

And what is the labor cost opportunity to make some of those jobs have better coworker support and maybe, in some cases, even identify some of those roles entirely?

If you just do the math on that ROI, the transformation opportunity for the firm is profound. And so we're getting a lot of attention from the senior-most people with that part of the story.

But it doesn't actually stop there because there's a very interesting aspect to the Soles architecture that we've talked about on previous calls, which is that not every part of the firm's business problem is well suited to a probabilistic technology approach.

So this is a little counterintuitive with all the AI buzz, but it's not a probabilistic question: how many clients do you have, or what history do you have with this client, or a whole set of facts that you need to pull out of the firm's information so that you can start to apply judgment to other aspects of the firm.

And part of the elegance of the Celeste architecture is that it knows when to apply deterministic approaches and when to apply probabilistic approaches to solve the business process problem.

And unlike a lot of the other players who are throwing every single possible question against the model and burning tokens on it, Celeste is extremely token efficient because it makes this distinction, and it uses the models in the areas where you need a probabilistic answer, and it uses other techniques where you need a deterministic answer, particularly in a highly regulated environment where you have to prove how you did it each and every time.

And that architecture design, which I think people may not really appreciate, was co-developed with the CIOs and the AI leaders of these highly regulated firms from the beginning.

This is how we did it in our advisory sessions that Celeste was coming together; it turns out to be a significantly more token-efficient architecture and a much higher-quality response rate because it's not guessing the parts of the problem that are not supposed to be guessed at.

And so there's a very interesting IT economic case in addition to the personnel justification transformation just on the token side, which is getting a lot of attention from the technical side of the people who are suddenly experiencing these new AI budget burns.

And I think those 2 things, together with the compliance angle, just make this a home run.

So I'm very excited about the response on exactly this point. What is the economic argument? And then on top of that, you have all of the service to clients and the service to the professionals argument for why this is the right architecture to help them with.

Operator

Your next question comes from the line of Saket Kalia with Barclays.

Saket Kalia

Dave, maybe I'll start with you. I'd love to dig into net new ARR a little bit. You mentioned something about just seasonally weaker renewals this quarter. You look at net new ARR down about 11% year-over-year.

Can you just talk about some of those dynamics in the quarter? And then similarly, I know that we don't guide to net new ARR through the year, but how do you think about the shape, just as we think about year-over-year compares, as well as what seems like a very fast-growing Celeste pipeline?

David Morton

Yes, sure. I don't think I necessarily commented anything specifically on seasonal renewals.

The commentary would have been on on-prem. Some of that duration is starting to shorten, as last quarter. And so when you get those shortened, obviously, the on-prem to cloud, that's playing a part in it.

When you think about a big renewal season, that is our FQ2, our December quarter. And so those shape and form of the opportunity from your book of business will always exist both for the June and specifically for the December quarter.

As we think about the total ARR, clearly, we spend a lot of time and focus working on our new AI sees identification across our whole portfolio. And that's where not only our clients, but our respective sales team are leading.

And as we continue to work through and engage with our key clients, get through the POC successfully, deploy the firm deployed engineers to stand up each of these provisioned use cases within their own environments in a very safe manner and governed manner.

We're really excited about not only this quarter, but then obviously, the first half of calendar year '27 brings us. And so anyway, that's a long way of saying we're really confident in the continued execution for our FY '27 and beyond, for that matter.

Saket Kalia

John, for my follow-up, maybe for you. In your prepared remarks, you talked about 3 ways to monetize firm AI. I think there were new entitlements for existing customers, new customers starting with Celeste from day 1, and then governance for use with third-party tools like Legora and Harvey.

As you look at the deal activity so far and the pipeline, which of those 3 is the biggest driver? Or how would you rank them as you look at all this activity so far?

John Hall

Thanks, Saket. I think the pipeline that I quoted includes all 3 of those.

We are excited about the ability to go back to all of our existing clients who have technology from us that are running these core workflows and introduce Celeste and the Agentic workflow opportunity to them because the whole Firm AI story is different and fresh to the senior people who haven't really interacted with the AI tools themselves, and they haven't had it as part of their business.

So that's a big part of that pipeline growth, and that firm AI paper has really helped us to build pipeline there.

As part of that, we're getting inbound from new clients who have known about us but have had alternative systems over the years, who are looking at the Celeste identification strategy and saying, " That's a reason to engage with Intapp.

I'm very happy about these partnerships that we put in place with OpenAI, Anthropic, Harvey, and Legora because the Walter AI story, which we've been working on, as we've talked with you all about over time, going back to the partnership with Microsoft as well, where we were securing Copilot and still do, is a really important aspect of them being successful in rolling out these tools more broadly and allowing people to collaborate more broadly.

They have to have a governance layer that is at the firm level because a lot of these firms are not standardizing on one of these tools. They're using multiple tools. And so they need something that sits above those tools and governs them.

And as was shared, this was our biggest walls for AI quarter as well that we've ever had, and we're excited about where that's headed in addition.

So I think this firm AI strategy for highly regulated industries, with an identification opportunity for the business of the firm and governance for the regulated nature that interacts with the rest of their technology portfolio.

I think it's a winning strategy, and the responses that we're getting are very positive, and I'm very encouraged by this first quarter or half-quarter of launch here.

Operator

There are no further questions at this time. I will now turn the call back to John Hall, Chairman and CEO, for closing remarks.

John Hall

Thank you, everyone. We're very excited about the FirmAI strategy and what we're rolling out. We appreciate the questions today.

We look forward to talking to you again in 90 days. So thank you so much, and we'll let you go.

Operator

This concludes today's call. Thank you for attending. You may now disconnect.