Pegasystems Inc.'s AI Innovation Drives Strong ACV Growth and Record Cash Flow in Q4 2024

WALTHAM, Mass.--(BUSINESS WIRE)--Pegasystems Inc. (NASDAQ: PEGA), the Enterprise Transformation Company, released its financial results for the fourth quarter and full-year 2024.

"2024 was a transformative year for Pega, the industry, and our clients," said Alan Trefler, Pega founder and CEO. "Our team's impressive performance drove the introduction of the most innovative solutions in our history. The reaction from our clients and partners has been remarkable, leading to deeper engagement and new opportunities.

"We met or exceeded our financial objectives for 2024 including becoming a Rule of 40 company," said Ken Stillwell, Pega COO and CFO. "We're committed to accelerating growth and free cash flow in 2025 and beyond."

Financial and performance metrics ⁽¹⁾

Reconciliation of ACV and Constant Currency ACV
(in millions, except percentages)	December 31, 2023			December 31, 2024			1-Year Change
ACV	$	1,255		$	1,372		9	%
Impact of changes in foreign exchange rates		-			23
Constant currency ACV	$	1,255		$	1,395		11	%
Note: Constant currency ACV is calculated by applying the December 31, 2023 foreign exchange rates to all periods shown.

_____________________________

¹ Refer to the schedules at the end of this release for additional information, including a reconciliation of GAAP and non-GAAP measures.

(Dollars in thousands, except per share amounts)	Three Months Ended December 31,									Year Ended December 31,
		2024			2023		Change				2024			2023		Change
Total revenue	$	490,830		$	474,233		3	%		$	1,497,180		$	1,432,616		5	%
Net income - GAAP	$	119,090		$	142,665		(17	)%		$	99,189		$	67,808		46	%
Net income - non-GAAP	$	147,953		$	152,141		(3	)%		$	270,542		$	210,159		29	%
Diluted earnings per share - GAAP	$	1.25		$	1.61		(22	)%		$	1.11		$	0.73		52	%
Diluted earnings per share - non-GAAP	$	1.61		$	1.77		(9	)%		$	3.03		$	2.48		22	%

(Dollars in thousands)	Three Months Ended December 31,										Change						Year Ended December 31,										Change
	2024					2023											2024					2023
Pega Cloud	$	149,638	30	%		$	120,346	25	%		$	29,292		24	%		$	558,734	37	%		$	461,328	32	%		$	97,406		21	%
Maintenance		81,257	17	%			86,646	18	%			(5,389	)	(6	)%			323,304	22	%			331,856	24	%			(8,552	)	(3	)%
Subscription services		230,895	47	%			206,992	43	%			23,903		12	%			882,038	59	%			793,184	56	%			88,854		11	%
Subscription license		204,697	42	%			207,559	44	%			(2,862	)	(1	)%			398,102	27	%			407,625	28	%			(9,523	)	(2	)%
Subscription		435,592	89	%			414,551	87	%			21,041		5	%			1,280,140	86	%			1,200,809	84	%			79,331		7	%
Consulting		52,822	11	%			54,310	12	%			(1,488	)	(3	)%			213,273	14	%			221,706	15	%			(8,433	)	(4	)%
Perpetual license		2,416	-	%			5,372	1	%			(2,956	)	(55	)%			3,767	-	%			10,101	1	%			(6,334	)	(63	)%
Total revenue	$	490,830	100	%		$	474,233	100	%		$	16,597		3	%		$	1,497,180	100	%		$	1,432,616	100	%		$	64,564		5	%

2025 Guidance ⁽¹⁾

As of February 12, 2025, we are providing the following guidance:

	2025
Annual contract value growth	12%

	2025
	GAAP		Non-GAAP (1)
Revenue	$1.6 Billion		$1.6 Billion
Diluted earnings per share	$1.60		$3.10

	2025
Cash provided by operating activities	$455 million
Free cash flow	$440 million
(1) A reconciliation of our GAAP and Non-GAAP guidance is contained in the financial schedules at the end of this release.

Quarterly conference call

A conference call and audio-only webcast will be conducted at 8:00 a.m. EST on Thursday, February 13, 2025.

Members of the public and investors are invited to join the call and participate in the question and answer session by dialing 1 [phone] (domestic) or 1 [phone] (international) and using Conference ID 3830305, or via https://events.q4inc.com/attendee/343473625 by logging onto www.pega.com at least five minutes prior to the event's broadcast and clicking on the webcast icon in the Investors section.

Discussion of non-GAAP financial measures

Our non-GAAP financial measures should only be read in conjunction with our consolidated financial statements prepared in accordance with GAAP. We believe that these measures help investors understand our core operating results and prospects, which is consistent with how management measures and forecasts our performance without the effect of often one-time charges and other items outside our normal operations. Management uses these measures to assess the performance of the company's operations and establish operational goals and incentives. They are not a substitute for financial measures prepared under U.S. GAAP. Refer to the schedules at the end of this release for additional information, including a reconciliation of GAAP and non-GAAP measures.

Forward-looking statements

Certain statements in this press release may be "forward-looking statements" as defined in the Private Securities Litigation Reform Act of 1995.

Words such as expects, anticipates, intends, plans, believes, will, could, should, estimates, may, targets, strategies, intends to, projects, forecasts, guidance, likely, and usually or variations of such words and other similar expressions identify forward-looking statements. These statements represent our views only as of the date the statement was made and are based on current expectations and assumptions.

Forward-looking statements deal with future events and are subject to risks and uncertainties that are difficult to predict, including, but not limited to:

• our future financial performance and business plans;
• the adequacy of our liquidity and capital resources;
• the successful execution of investments in artificial intelligence;
• the continued payment of our quarterly dividends;
• the timing of revenue recognition;
• variation in demand for our products and services, including among clients in the public sector;
• reliance on key personnel;
• reliance on third-party service providers, including hosting providers;
• compliance with our debt obligations and covenants;
• foreign currency exchange rates;
• potential legal and financial liabilities, as well as damage to our reputation, due to cyber-attacks;
• security breaches and security flaws;
• our ability to protect our intellectual property rights, costs associated with defending such rights, intellectual property rights claims, and other related claims by third parties against us, including related costs, damages, and other relief that may be granted against us;
• our ongoing litigation with Appian Corp.;
• our client retention rate; and
• management of our growth.

These risks and others that may cause actual results to differ materially from those expressed in such forward-looking statements are described further in Part I of our Annual Report on Form 10-K for the year ended December 31, 2024, and other filings we make with the U.S. Securities and Exchange Commission ("SEC").

Investors are cautioned not to place undue reliance on such forward-looking statements, and there are no assurances that the results included in such statements will be achieved. Although subsequent events may cause our view to change, except as required by applicable law, we do not undertake and expressly disclaim any obligation to publicly update or revise these forward-looking statements, whether as the result of new information, future events, or otherwise.

Any forward-looking statements in this press release represent our views as of February 12, 2025.

About Pegasystems

Pega is The Enterprise Transformation Company that helps organizations Build for Change® with enterprise AI decisioning and workflow automation. Many of the world's most influential businesses rely on our platform to solve their most pressing challenges, from personalizing engagement to automating service to streamlining operations. Since 1983, we've built our scalable and flexible architecture to help enterprises meet today's customer demands while continuously transforming for tomorrow. For more information on Pega (NASDAQ: PEGA), visit www.pega.com.

All trademarks are the property of their respective owners.

PEGASYSTEMS INC. UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS (in thousands, except per share amounts)
	Three Months Ended December 31,								Year Ended December 31,
		2024				2023				2024				2023
Revenue
Subscription services	$	230,895			$	206,992			$	882,038			$	793,184
Subscription license		204,697				207,559				398,102				407,625
Consulting		52,822				54,310				213,273				221,706
Perpetual license		2,416				5,372				3,767				10,101
Total revenue		490,830				474,233				1,497,180				1,432,616
Cost of revenue
Subscription services		40,988				34,697				149,918				144,250
Subscription license		384				635				1,888				2,606
Consulting		60,978				55,298				238,842				231,560
Perpetual license		5				16				17				67
Total cost of revenue		102,355				90,646				390,665				378,483
Gross profit		388,475				383,587				1,106,515				1,054,133
Operating expenses
Selling and marketing		139,655				133,924				534,780				559,177
Research and development		76,379				71,250				298,074				295,512
General and administrative		28,207				22,850				112,848				96,743
Litigation settlement, net of recoveries		-				-				32,403				-
Restructuring		1,245				297				4,528				21,747
Total operating expenses		245,486				228,321				982,633				973,179
Income from operations		142,989				155,266				123,882				80,954
Foreign currency transaction gain (loss)		6,318				(1,271	)			(912	)			(5,242	)
Interest income		6,944				3,428				25,779				9,259
Interest expense		(1,788	)			(1,647	)			(6,835	)			(6,876	)
Gain (loss) on capped call transactions		4				(899	)			(663	)			(1,348	)
Other (loss) income, net		(299	)			25				1,385				18,693
Income before provision for income taxes		154,168				154,902				142,636				95,440
Provision for income taxes		35,078				12,237				43,447				27,632
Net income	$	119,090			$	142,665			$	99,189			$	67,808
Earnings per share
Basic	$	1.38			$	1.71			$	1.16			$	0.82
Diluted	$	1.25			$	1.61			$	1.11			$	0.73
Weighted-average number of common shares outstanding
Basic		86,000				83,654				85,265				83,162
Diluted		95,636				89,447				89,634				84,914

PEGASYSTEMS INC. UNAUDITED CONDENSED CONSOLIDATED BALANCE SHEETS (in thousands)
	December 31, 2024			December 31, 2023
Assets
Current assets:
Cash and cash equivalents	$	337,103		$	229,902
Marketable securities		402,870			193,436
Total cash, cash equivalents, and marketable securities		739,973			423,338
Accounts receivable, net		305,468			300,173
Unbilled receivables, net		173,085			237,379
Other current assets		115,178			68,137
Total current assets		1,333,704			1,029,027
Long-term unbilled receivables, net		61,407			85,402
Goodwill		81,113			81,611
Other long-term assets		292,049			314,696
Total assets	$	1,768,273		$	1,510,736
Liabilities and stockholders' equity
Current liabilities:
Accounts payable	$	6,226		$	11,290
Accrued expenses		31,544			39,941
Accrued compensation and related expenses		138,042			126,640
Deferred revenue		423,910			377,845
Convertible senior notes, net		467,470			-
Other current liabilities		18,866			21,343
Total current liabilities		1,086,058			577,059
Long-term convertible senior notes, net		-			499,368
Long-term operating lease liabilities		67,647			66,901
Other long-term liabilities		29,088			13,570
Total liabilities		1,182,793			1,156,898
Total stockholders' equity		585,480			353,838
Total liabilities and stockholders' equity	$	1,768,273		$	1,510,736

PEGASYSTEMS INC. UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS (in thousands)
	Year Ended December 31,
		2024				2023
Net income	$	99,189			$	67,808
Adjustments to reconcile net income to cash provided by operating activities
Non-cash items		227,582				227,983
Change in operating assets and liabilities, net		19,155				(78,006	)
Cash provided by operating activities		345,926				217,785
Cash (used in) investing activities		(202,576	)			(50,750	)
Cash (used in) financing activities		(30,214	)			(81,963	)
Effect of exchange rate changes on cash, cash equivalents, and restricted cash		(4,434	)			2,701
Net increase in cash, cash equivalents, and restricted cash		108,702				87,773
Cash, cash equivalents, and restricted cash, beginning of period		232,827				145,054
Cash, cash equivalents, and restricted cash, end of period	$	341,529			$	232,827

PEGASYSTEMS INC. RECONCILIATION OF SELECTED GAAP AND NON-GAAP MEASURES (in thousands, except percentages and per share amounts)
	Three Months Ended December 31,											Year Ended December 31,
		2024				2023			Change				2024				2023			Change
Net income - GAAP	$	119,090			$	142,665			(17	)%		$	99,189			$	67,808			46	%
Stock-based compensation (1)		34,500				33,269							142,718				143,352
Restructuring		1,245				297							4,528				21,747
Legal fees		4,499				2,817							18,713				13,883
Litigation settlement, net of recoveries		-				-							32,403				-
Amortization of intangible assets		700				963							3,153				3,940
Interest on convertible senior notes		594				615							2,451				2,603
Capped call transactions		(4	)			899							663				1,348
Repurchases of convertible senior notes		(459	)			-							(459	)			(7,855	)
Foreign currency transaction (gain) loss		(6,318	)			1,271							912				5,242
Other		759				19							(869	)			(10,266	)
Income taxes (2)		(6,653	)			(30,674	)						(32,860	)			(31,643	)
Net income - non-GAAP	$	147,953			$	152,141			(3	)%		$	270,542			$	210,159			29	%
Diluted earnings per share - GAAP	$	1.25			$	1.61			(22	)%		$	1.11			$	0.73			52	%
non-GAAP adjustments		0.36				0.16							1.92				1.75
Diluted earnings per share - non-GAAP	$	1.61			$	1.77			(9	)%		$	3.03			$	2.48			22	%
Diluted weighted-average number of common shares outstanding - GAAP		95,636				89,447			7	%			89,634				84,914			6	%
Capped call transactions		(3,553	)			(3,719	)						(214	)			(235	)
Diluted weighted-average number of common shares outstanding - non-GAAP		92,083				85,728			7	%			89,420				84,679			6	%

Our non-GAAP financial measures reflect the following adjustments:

• Stock-based compensation: We have excluded stock-based compensation from our non-GAAP operating expenses and profitability measures. Although stock-based compensation is a key incentive offered to our employees, and we believe such compensation contributed to our revenues recognized during the periods presented and is expected to contribute to our future revenues, we continue to evaluate our business performance, excluding stock-based compensation.
• Restructuring: We have excluded restructuring from our non-GAAP financial measures. Restructuring fluctuates in amount and frequency and is significantly affected by the timing and size of our restructuring activities. We believe excluding these amounts from our non-GAAP financial measures is useful to investors as these amounts are not representative of our core business operations and ongoing operational performance.
• Legal fees: Legal and related fees arising from proceedings outside the ordinary course of business. We believe excluding these amounts from our non-GAAP financial measures is useful to investors as the types of events giving rise to them are not representative of our core business operations and ongoing operational performance.
• Litigation settlement, net of recoveries: Cost to settle litigation, net of insurance recoveries, arising from proceedings outside the ordinary course of business. See "Note 20. Commitments And Contingencies" in our Annual Report on Form 10-K for the year ended December 31, 2024 for additional information. We believe excluding these amounts from our non-GAAP financial measures is useful to investors as the types of events giving rise to them are not representative of our core business operations and ongoing operational performance.
• Amortization of intangible assets: We have excluded the amortization of intangible assets from our non-GAAP operating expenses and profitability measures. Amortization of intangible assets fluctuates in amount and frequency and is significantly affected by the timing and size of acquisitions. Investors should note that intangible assets contributed to our revenues recognized during the periods presented and are expected to contribute to future revenues. Amortization of intangible assets is likely to recur in future periods. We believe excluding these amounts provides a useful comparison of our operational performance in different periods.
• Interest on convertible senior notes: In February 2020, we issued convertible senior notes, due March 1, 2025, in a private placement. We believe that excluding the amortization of issuance costs provides a useful comparison of our operational performance in different periods.
• Capped call transactions: We have excluded gains and losses related to our capped call transactions held at fair value under U.S. GAAP. The capped call transactions are expected to reduce common stock dilution and/or offset any potential cash payments we must make, other than for principal and interest, upon conversion of the convertible senior notes. We believe excluding these amounts from our non-GAAP financial measures is useful to investors as the types of events giving rise to them are not representative of our core business operations and ongoing operational performance.
• Repurchases of convertible senior notes: We have excluded gains from the repurchases of Convertible Senior Notes. We believe excluding these amounts from our non-GAAP financial measures is useful to investors as the types of events giving rise to them are not representative of our core business operations and ongoing operational performance.
• Foreign currency transaction (gain) loss: We have excluded foreign currency transaction gains and losses from our non-GAAP profitability measures. Foreign currency transaction gains and losses fluctuate in amount and frequency and are significantly affected by foreign exchange market rates. Foreign currency transaction gains and losses are likely to recur in future periods. We believe excluding these amounts provides a useful comparison of our operational performance in different periods.
• Other: We have excluded gains and losses from our venture investments and expenses incurred due to the cancellation of in-person sales and marketing events. We believe excluding these amounts from our non-GAAP financial measures is useful to investors as the types of events giving rise to them are not representative of our core business operations and ongoing operational performance.
• Diluted weighted-average number of common shares outstanding:
  • Capped call transactions: In periods of GAAP income, the shares that would be issued if the Company's Convertible Senior Notes were fully converted to common shares are included in the diluted weighted-average shares outstanding. The capped call transactions are expected to reduce common stock dilution and/or offset any potential cash payments the Company must make, other than for principal and interest, upon conversion of the convertible senior notes, with such reduction and/or offset subject to a cap of $196.44. We believe that including the expected impact of the capped call transactions in our non-GAAP financial measures provides a useful comparison of our operational performance in different periods.

(1) Stock-based compensation:
	Three Months Ended December 31,								Year Ended December 31,
(Dollars in thousands)		2024				2023				2024				2023
Cost of revenue	$	6,795			$	6,497			$	27,353			$	28,994
Selling and marketing		13,463				14,265				55,084				57,675
Research and development		7,059				6,753				29,838				31,039
General and administrative		7,183				5,754				30,443				25,644
	$	34,500			$	33,269			$	142,718			$	143,352
Income tax benefit	$	(422	)		$	(618	)		$	(1,799	)		$	(2,187	)

(2) Effective income tax rates:
	Year Ended December 31,
	2024			2023
GAAP	30	%		29	%
non-GAAP	22	%		22	%

Our GAAP effective income tax rate is subject to significant fluctuations due to several factors, including our stock-based compensation plans, research and development tax credits, and the valuation allowance on our deferred tax assets in the U.S. and U.K. We determine our non-GAAP income tax rate using applicable rates in taxing jurisdictions and assessing certain factors, including historical and forecasted earnings by jurisdiction, discrete items, and ability to realize tax assets. We believe it is beneficial for our management to review our non-GAAP results consistent with our annual plan's effective income tax rate as established at the beginning of each year, given tax rate volatility. See "Note 18. Income Taxes" in our Annual Report on Form 10-K for the year ended December 31, 2024 for additional information.

PEGASYSTEMS INC. RECONCILIATION OF FREE CASH FLOW (1) AND OTHER METRICS (in thousands, except percentages)
	Year Ended December 31,								Change
		2024				2023
Cash provided by operating activities	$	345,926			$	217,785			59	%
Investment in property and equipment		(7,712	)			(16,781	)
Free cash flow (1)	$	338,214			$	201,004			68	%
Supplemental information (2)
Litigation settlement, net of recoveries	$	32,403			$	-
Legal fees		16,197				14,645
Restructuring		5,252				29,401
Interest on convertible senior notes		3,810				4,134
Other		-				601
Income taxes		82,317				11,664
	$	139,979			$	60,445

(1)		Our non-GAAP free cash flow is defined as cash provided by operating activities less investment in property and equipment. Investment in property and equipment fluctuates in amount and frequency and is significantly affected by the timing and size of investments in our facilities. We provide information on free cash flow to enable investors to assess our ability to generate cash without incurring additional external financings. This information is not a substitute for financial measures prepared under U.S. GAAP.
(2)		The supplemental information discloses items that affect our cash flows and are considered by management not to be representative of our core business operations and ongoing operational performance.

• Litigation settlement, net of recoveries: Cost to settle litigation, net of insurance recoveries, arising from proceedings outside the ordinary course of business. See "Note 20. Commitments And Contingencies" in our Annual Report on Form 10-K for the year ended December 31, 2024 for additional information.
• Legal fees: Legal and related fees arising from proceedings outside the ordinary course of business.
• Restructuring: Restructuring fluctuates in amount and frequency and is significantly affected by the timing and size of our restructuring activities.
• Interest on convertible senior notes: In February 2020, we issued convertible senior notes, due March 1, 2025, in a private placement. The convertible senior notes accrue interest at an annual rate of 0.75%, payable semi-annually in arrears on March 1 and September 1.
• Other: Fees related to canceled in-person sales and marketing events.
• Income taxes: Direct income taxes paid net of refunds received.

PEGASYSTEMS INC.

ANNUAL CONTRACT VALUE

(in thousands, except percentages)

Annual contract value ("ACV") - Annual Contract Value ("ACV") represents the annualized value of our active contracts as of the measurement date. The contract's total value is divided by its duration in years to calculate ACV. ACV is a performance measure that we believe provides useful information to our management and investors.

	December 31, 2024			December 31, 2023			Change						Constant Currency Change
Pega Cloud	$	652,443		$	552,998		$	99,445		18	%		21	%
Maintenance		291,807			324,091			(32,284	)	(10	)%		(8	)%
Subscription services		944,250			877,089			67,161		8	%		10	%
Subscription license		427,268			377,794			49,474		13	%		14	%
	$	1,371,518		$	1,254,883		$	116,635		9	%		11	%

PEGASYSTEMS INC.

BACKLOG

(in thousands, except percentages)

Remaining performance obligations ("Backlog") - Expected future revenue from existing non-cancellable contracts:

As of December 31, 2024:

	Subscription services								Subscription license				Perpetual license				Consulting				Total
	Pega Cloud				Maintenance
1 year or less	$	525,133			$	230,866			$	88,880			$	317			$	50,519			$	895,715		56	%
1-2 years		328,234				65,461				10,874				-				3,297				407,866		25	%
2-3 years		159,536				24,598				733				-				125				184,992		11	%
Greater than 3 years		114,256				19,935				678				-				50				134,919		8	%
	$	1,127,159			$	340,860			$	101,165			$	317			$	53,991			$	1,623,492		100	%
% of Total		70	%			21	%			6	%			-	%			3	%			100	%
Change since December 31, 2023
	$	166,895			$	(33,694	)		$	20,068			$	(2,410	)		$	9,265			$	160,124
		17	%			(9	)%			25	%			(88	)%			21	%			11	%

As of December 31, 2023:

	Subscription services								Subscription license				Perpetual license				Consulting				Total
	Pega Cloud				Maintenance
1 year or less	$	446,160			$	245,271			$	62,070			$	2,284			$	39,810			$	795,595		54	%
1-2 years		279,474				67,720				9,138				443				2,020				358,795		25	%
2-3 years		144,453				37,142				9,789				-				2,896				194,280		13	%
Greater than 3 years		90,177				24,421				100				-				-				114,698		8	%
	$	960,264			$	374,554			$	81,097			$	2,727			$	44,726			$	1,463,368		100	%
% of Total		66	%			25	%			6	%			-	%			3	%			100	%

PEGASYSTEMS INC. RECONCILIATION OF GAAP BACKLOG AND CONSTANT CURRENCY BACKLOG (in millions, except percentages)
	December 31, 2023			December 31, 2024			1 Year Growth Rate
Backlog - GAAP	$	1,463		$	1,623		11	%
Impact of changes in foreign exchange rates		-			39
Constant currency backlog	$	1,463		$	1,662		14	%
Note: Constant currency Backlog is calculated by applying the December 31, 2023 foreign exchange rates to all periods shown.

PEGASYSTEMS INC. RECONCILIATION OF FORWARD-LOOKING GUIDANCE (in millions, except percentages and per share amounts)
		2025
Annual contract value growth		12	%
Revenue (GAAP and Non-GAAP)	$	1,600
Net Income - GAAP	$	149
Stock-based compensation		147
Legal fees		25
Incomes taxes		(32	)
Net Income - Non-GAAP	$	289
Diluted earnings per share - GAAP	$	1.60
Non-GAAP adjustments		1.50
Diluted earnings per share - non-GAAP	$	3.10
Diluted weighted-average number of common shares outstanding (GAAP and Non-GAAP)		93.1

		2025
Cash provided by operating activities	$	455
Investment in property and equipment		(15	)
Free cash flow	$	440
Supplemental information
Legal fees	$	25
Income taxes (1)		50
	$	75
(1) Evolving U.S. tax legislation may impact the amount of tax payments.

Contacts

Press contact:
Lisa Pintchman
VP, Corporate Communications
[e-mail]
617-866-6022
Twitter: @pega

Investor contact:
Peter Welburn
VP, Corporate Development & Investor Relations
[e-mail]
617-498-8968

View source version on businesswire.com: https://www.businesswire.com/news/home/20250212298048/en/