Certified Pega Decisioning Consultant (CPDC) 74V1 test Dumps

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Gain greater understanding of the key features, capabilities and benefits of the Customer Decision Hub in this essentials course. Learn how components such as Proposition Management, Predictive Analytics and Interaction History are used to create, simulate and analyze real-time Next-Best-Action decision strategies. Get hands-on experience building strategies for real-time interactions as well as simulating and analyzing their results using Visual Business Director.

Understand the basic components and capabilities of Pega's Customer Decision Hub.
Understand how Next-Best-Action improves the customer experience.
Create a predictive model and use it in the Next Best Action strategy.
Explain how adaptive modeling works and configure adaptive models.
Prioritize propositions based on marketing weight, customer intent and predicted customer.
Run alternative strategies and compare the results using Visual Business Director.

Course Outline
Course Introduction
Before You Begin
- Improving Customer Experience with Next-Best-Action
- Improving the Customer Experience with Next-Best-Action
- Inside Pega Decision Management
- Enriching Business Applications with Next-Best-Action
- The Importance of Propositions
- How to Design a Decision Strategy
- Using Decision Analytics in a Decision Strategy
- Making Your Next-Best-Action More Relevant
- Testing strategies en masse with simulations
- Take control of your next-best-action strategy
- Manage Business Rules Changes
- Assessing the impact of a new product offer
- Decision strategy execution
- Balancing Business Objectives with Customer Needs
- Avoiding redundant product offerings
- Retaining your Customers with Predictive Analytics
- Avoiding Loan Default with Predictive Analytics
- Third Party Predictive Models
- Predicting Customer Behavior Using Real-time Data
- Your First Decisioning Assignment
- Course Summary
- Before You Leave

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Pegasystems inc (PEGA) Q2 2021 revenue call Transcript

a close up of a logo: Pegasystems inc (PEGA) Q2 2021 Earnings Call Transcript © offered via The Motley idiot Pegasystems inc (PEGA) Q2 2021 salary call Transcript

Pegasystems inc (NASDAQ: PEGA)


Q2 2021 salary name

Jul 28, 2021, 5:00 p.m. ET

  • prepared Remarks
  • Questions and solutions
  • name individuals
  • organized Remarks:


    good day, each person and welcome to the Pegasystems second Quarter 2021 income consequences name. modern day call is being recorded.

    at the moment, i would like to show the convention over to Ken Stillwell, Chief Operations Officer and CFO. Please go forward.


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    this article is a transcript of this convention call produced for The Motley fool. whereas we strive for our silly ideal, there could be blunders, omissions, or inaccuracies during this transcript. as with every our articles, The Motley idiot does not assume any accountability for your use of this content material, and we strongly motivate you to do your personal analysis, including paying attention to the call your self and analyzing the company's SEC filings. Please see our terms and stipulations for additional details, including our necessary Capitalized Disclaimers of liability.

    The Motley idiot recommends Pegasystems. The Motley fool has a disclosure coverage.

    Ken Stillwell -- Chief working Officer & Chief economic Officer

    thank you. good evening, girls and gentlemen, and welcome to Pegasystems Q2 2021 earnings call.

    before we begin, i'd like to study our protected Harbor statement. definite statements contained in this presentation may well be construed as ahead-searching statements as described within the inner most Securities Litigation Reform Act of 1995. The words expects, anticipates, intends, plans, believes, will, might, may still, estimates, may additionally, aims, techniques, initiatives, forecasts, assistance, probably and continually or adaptations of such words or other an identical expressions determine ahead-looking statements, which speak simplest as of the date of the remark turned into made and are based on present expectations and assumptions. as a result of such statements contend with future movements, they're discipline to a variety of risks and uncertainties. specific consequences for fiscal year 2021 and past could range materially from the enterprise's latest expectations. elements that could trigger the enterprise's consequences to vary materially from these expressed in forward-searching statements are contained within the enterprise's press free up announcing its Q2 2021 salary and in the business's filings with the Securities and trade fee, including its Annual file on form 10-okay for the 12 months ended December 31, 2020 and different contemporary filings with the SEC. investors are recommended no longer to vicinity undue reliance on such ahead-searching statements, and there are not any assurances that the matters contained in such statements might be carried out. besides the fact that children subsequent pursuits may cause our view to alternate except as required by relevant law we don't undertake and primarily disclaim any obligation to publicly replace or revise these ahead-looking statements, no matter if because of new suggestions, future hobbies, or in any other case.

    And with that, i will turn the name over to Alan Trefler, Founder and CEO of Pegasystems.

    Alan Trefler -- Founder & Chief government Officer

    thank you, Ken, and thanks to our shareholders. i'm blissful with our outcomes for the primary half of the yr, and they mirror the amazing demand for our digital transformation technology and our persevered progress towards a recurring revenue mannequin. Our total ACV, which we consider to be the most advantageous indicator of our efficiency, improved by means of 22% year-over-yr as our backlog endured to develop as smartly. i am excited that we're seeing really amazing cloud adoption, led via Pega Cloud which is almost all of our new enterprise, complemented by means of superb success in client cloud.

    Now, as elements of the world start to emerge from the acute situations of the pandemic, digital transformation remains at the forefront of our valued clientele' priorities. or not it's extra appellant than ever that there is no straight line back to a pre-pandemic atmosphere, and shoppers, I consider, are knowing the want for agility and that or not it's extra critical than ever if they're going to thrive in an increasingly unpredictable world. We're additionally profiting from a renewed activity in workflow, a class we helped pioneer and it is being closely mentioned out there. however, we agree with that our low-code platform and our result-centric method to workflow actually differentiates us and uniquely positions us to help our clients solve their business complexity whereas maximizing flexibility and offering astonishing price now and sooner or later.

    Our method is to proceed to center of attention our efforts on constructing solutions and an ecosystem directed in improving effectivity, usability, accessibility and time to price. once we remaining spoke, we have been days within the PegaWorld inspire person conference and noticed a few huge bulletins. We launched the next main release of Pega Infinity that comprises enhanced low-code clever automation and AI capabilities. This most accurate edition empowers company clients to deliver differentiated consumer experiences with potent development capabilities that bring digital transformation at scale for even the largest and most sophisticated international businesses. the usage of a middle-out strategy, the latest enhancements assist enrich returned-end method efficiencies, streamline entrance-end client carrier techniques and allow precise one-to-one customer engagement to power significant and lasting transformation. personnel can work smarter to pressure impactful consequences, whereas end valued clientele can have fun with quicker, more straightforward and more personalised experiences that really support our customers bring pride and loyalty.

    We also launched our new streamlined Pega companions program, designed to support shoppers impulsively accelerate their digital transformation initiatives via greater effectively picking out the partner that most closely fits their wants via new distinctions. apart from the implementation position our partners have traditionally utilized, the application makes it easier for them to interact with us in joint answer building, co-promote and even on incentives for referring purchasers. here is the 2d 12 months we held PegaWorld inspire virtually, and we're capable of contain lots of researching and innovation to make this 12 months's adventure much more enticing. i hope a lot of you had been capable of be a part of are living or can still watch the replays. After greater than a 12 months of just about all international pursuits becoming virtual, we had some concerns about digital adventure burner. however we had an outstanding response with greater than 18,000 attendees from just about 800 entertaining customer companies. moreover, for the reason that the reside adventure, now we have seen more than sixteen,000 replay views, vastly broadening the affect and effect of the content material. As successful as our final two virtual PegaWorld have been, we're longing for being returned in grownup in Las Vegas in 2022 and hope you will be able to be part of us.

    Now, in terms of new company and a few of the client work now we have been doing. In Q2, we continue to peer a superb mixture of company globally within our key verticals and throughout all three principal answer areas while making some inroads in some emerging spaces. We continue to look both net new company and growth of business within current customers, indicative of the continued chance to lengthen our footprint inside our put in base. i like successful business, however i am still most excited by way of seeing the high-quality consequences we've been in a position to support our clients achieve, a lot of whom did share their studies at PegaWorld in may also, like properly 10 world bank HSBC is following a tremendously successful deployment of Pega advertising and marketing and true-time decisioning in Australia by using Pega across the whole lot of its retail banking and wealth administration client base. they're maximizing reuse and deploying to a few markets throughout varied earnings and repair channels. And this consequences in large advancements in consumer and colleague event as well as salary uplift.

    Blue look after of California is lowering cost per customer whereas turning out to be within the particularly aggressive California market. they're enhancing client carrier to carry personalization with every engagement, developing an integrated carrier mannequin that thrills each shoppers and body of workers. Fortune 500 insurer Unum has effectively implemented Pega herbal language processing to help certainly one of its largest contact centers, providing company clients better insight into the forms of requests being made by means of consumers. And UPC Switzerland, the country's greatest cable operator and part of the freedom global community, is responding to the challenge of big changes in the telecoms industry. Pega is helping UPC with a thorough digital transformation to create seamless consumer event across channels whereas keeping expenses down and productivity up. that you can hear greater about these successes without delay from our valued clientele by using watching PegaWorld inspire replays on our web site. just click on on the pursuits tab on the domestic web page, and that i suppose you will discover it in reality rewarding.

    Now, from an operational standpoint; we continue to employ strategically, attracting skill from friends and rivals whereas we invest in holding and constructing our personal high-caliber crew. all over, I continue to be impressed with the tenacity, dedication and keenness our crew has proven to get us through these new challenges and to show new things to our shoppers. We're simply starting to assist trip and enabling people back into workplaces as, of path, native conditions and laws permit, while prioritizing the fitness and safety of our workforce, valued clientele and partners.

    Now appear, all of us recognize the pandemic has had a profound impact on how we work. some of it is terribly challenging. nonetheless it's additionally wired our limits and advantageous ways. And we discovered resourceful new strategies in working together with our consumers to turn into an even tighter and extra connected corporation. a lot of these adjustments will persist and proceed to bring superb change going ahead, and we're seeing with many agencies around the globe that we've collectively learned that we can be plenty more bendy than we concept viable. And this creates new opportunities from every thing from recruiting to conserving the greatest americans, to being in a position to interact otherwise with our consumers. You might also have seen that our headquarters constructing in Cambridge changed into lately offered, and we're ending our hire there. in preference to simply find a different an identical house in Cambridge, we took this probability to rethink what our staff would appear to be in the future in keeping with worker surveys and discussions with friends.

    subsequently, we're leasing a smaller headquarters in Cambridge which will consist of a state-of-the-art client briefing middle and also a 2nd house west of the city in Waltham, which we're constructing out now and should be custom designed to help our future body of workers. We also, within the place, have eye-catching places of work in sale of accurate Hampshire north of the city. We suppose, as an example, this strategy will supply present and future personnel extra options for the place to work and assist the bendy work environments that we see employees searching for. We trust our workplace may still be a magnet, not a mandate and that this strategy will advantage our recruitment and retention efforts.

    So in abstract, I think we're executing neatly on our approach, and here's mirrored in our effects for the primary half of 2021. We're making terrific development on our transition to the recurring income model. Our purchasers are leveraging our software to address both instant and short-term challenges as well as preparing and constructing for lengthy-term opportunities. I feel we're making the right strategic investments to take advantage of the heightened center of attention on digital transformation, and we have our exciting effect-pushed workflow in order to enable this to be feasible, all whereas we're together working to judiciously manipulate margins. And we proceed to see large opportunities amongst both our present and new shoppers.

    To supply more colour on the economic effects, let me now turn this over to our COO and CFO, Ken Stillwell. Ken?

    Ken Stillwell -- Chief operating Officer & Chief economic Officer

    Thanks, Alan. For these of you who have an interest, i am excited to assert here's my 20th income name as Pega's CFO. The financial system is definitely looks like it's convalescing, and we continue to execute smartly on our cloud transition. Now all through this transition, there are two key metrics that I've mentioned, that are how we measure our business success.

    the first key metric is the boom in annual contract value, we call ACV. ACV increase represents the annual contract value of routine preparations between Pega and its customers. i am in reality excited to look Q2 complete with ACV increase of twenty-two% year-over-12 months, inclusive of a three% to four% tailwind from FX. total ACV reached $899 million, an increase of $161 million from the identical duration 12 months ago. The largest contributor to our ACV increase was Pega Cloud. Pega Cloud ACV grew by using an fabulous forty six% to $307 million. customer Cloud ACV grew by way of 12% yr-over-year, attaining $592 million. The second metric to measure our business success right through the cloud transition is increase in remaining efficiency duty or backlog. complete backlog on the conclusion of the second quarter crossed the $1 billion mark to $1.03 billion, an increase of 26% from a year in the past.

    The increase in current backlog, which is backlog of the one year -- the increase in current backlog, which is backlog of 365 days or less, become also strong, increasing 23% to $567 million over the same duration, powered by using latest Pega Cloud backlog boom of forty seven%. With these ACV and backlog metrics in intellect, Q2 turned into an effective quarter, and it changed into sequentially much more advantageous than Q1. As I explained remaining quarter, our cloud transition contains three principal phases. Pega is at the moment within the second part of the cloud transition. I call this the earnings growth transition.

    within the first few years of the cloud transition, the earnings increase expense declined as new client commitments transition from perpetual license agreements to subscription arrangements. most of these new preparations are subscription bookings and go into backlog for awareness as profits in future intervals. for example, within the first half of 2018 and '19, Pega's total earnings boom cost declined 12 months-over-12 months. however, once an organization passes the midpoint of the cloud transition, income increase starts to speed up again and might exceed the ACV growth price, which is what Pega skilled in the first half of 2021.

    total revenue in the first half grew through 30% year-over-yr, achieving $639 million. this is the fastest total revenue increase that Pega's company has experienced in over a decade when comparing first half salary of the current year to first half profits of a previous 12 months. besides the fact that children, or not it's vital to factor out that total profits within the first half of 2020 covered the impact of the pandemic, a a little decrease renewal length and the income trough of being in the center of the cloud transition. Subscription revenue for the primary half of the yr turned into $511 million, a 37% increase from the equal period twelve months ago. Subscription income, which includes Pega Cloud, and preservation, now contributes about 80% of complete revenue from simply over 50% once we began the cloud transition in late 2017.

    you'll word that we disclosed in our 10-Q that within the 2nd quarter of 2021, we had a big existing client that renewed an existing multiyear contract additionally accelerated their use of Pega utility and prolonged the time period of the agreement previous within the yr than we had expected. The accounting for this deal under 606 led to over $30 million of said salary in Q2, which might have otherwise been anticipated in future durations. That deal become the biggest single variant to our expected earnings consequences for the quarter and the first half. A core factor of our go-to-market method is to enhance earnings insurance for our colossal goal accounts, win new deals and move-sell and up-sell into those client bases. Our first half effects are just a different proof aspect that our strategy is working.

    some of our consumers are doubling or tripling down on their Pega investments because they want a low-code platform to help them increase digital transformation initiatives and enhance workflows. subsequently, we plan to continue to put money into expertise, leadership and further earnings capacity as we win greater than our justifiable share of the $sixty five billion-plus market chance for digital transformation.

    Our non-GAAP salary for the primary half of the year become $42 million or $0.forty nine per share. This growth resulted from a combination of strong profits boom and improved rate management, although, turned into impacted through the colossal time period deal in Q2.

    I want to reiterate that ACV and backlog are the two most vital boom metrics for the company. Pega Cloud is our software-as-a-provider offering. For these consumers, we control the cloud infrastructure on behalf of our customers. client cloud revenue includes revenue from upkeep and term license contracts. The customer manages these deployments on the infrastructure of their choice. The final phase, the cloud transition, is the money flow transition. We predict our money circulation will normalize within the coming years and has already superior in the past year. We trust it may be important to steadiness increase and profitability over the long term. We believe of the rule of thumb of forty metric, the combination of ACV increase and free money flow margin, to calibrate the trade-off between profitability and boom. We continue to expect that as we comprehensive the cloud transition in 2023, we will make increasing development towards that aim.

    In conclusion, this became actually a fantastic quarter on all fronts. Operator, please open the line for questions.

    Questions and answers:


    [Operator Instructions] First, we are going to go to Chris Merwin from Goldman Sachs. Your line is open.

    Kevin Kumar -- Goldman Sachs -- Analyst

    here is Kevin on for Chris. I had a question on the associate channel. Given you've gotten had a couple of changes within the method that you collaborate together with your companions, are you seeing any early signals of improvement in engagement? Thanks.

    Alan Trefler -- Founder & Chief executive Officer

    sure, this is Alan. I believe the engagement is visibly greater severe. And we have now delivered to that team to be able to work more intently with partners. and i'll tell you that the level of associate engagement on each exact offers and potential alternatives are each visibly up. So i am feeling decent about the effort we're placing in our partners. and clearly, we deserve to continue to domesticate and strengthen that. but we're hearing from them lots of enthusiasm about Pega, which is exceptional.

    Kevin Kumar -- Goldman Sachs -- Analyst

    first rate. and then probably another for me. it be extremely good to look ACV increase accelerate. interested by variety of the CRM aspect of the company, how is deal undertaking been in that section? What styles of use situations are you seeing together with your clients?

    Alan Trefler -- Founder & Chief executive Officer

    smartly, for instance, one in every of that large expansions that we said I believe is very squarely in what people would believe to be set of CRM and extensive CRM use circumstances. I think CRM, of direction, means various things to distinctive people, but the significant majority of our utility is used and why is that perhaps influence clients whereas trying to shop the vicinity the consumer our client cash. and those are just going to proceed, and we see lots of interest and lots of starvation for carrying on with to Excellerate customer engagement.


    And subsequent, we will go to Jack Andrews from Needham. Your line is open.

    Jack Andrews -- Needham -- Analyst

    I wish to ask, Alan, you outlined renewed pastime in workflow for your organized remarks. i was curious in case you might drill into what particular styles of use instances are you seeing customer hobby in on that entrance?

    Alan Trefler -- Founder & Chief executive Officer

    So, I think it varies a little bit by means of business. for instance, within the healthcare space, the conversations in lots of circumstances are around how do you enhance your care management and inhabitants health to make it in order that, as an instance, that you could both make americans's lives more desirable, at the same time that you just're saving funds, which is the better of all viable worlds.

    i would tell you in monetary functions, which has been and is still a powerful area for us, loads of the workflows are about attempting to get the -- lots of people used to consult with because the middle office out of the graphic and replacing that with a high stage of automation so that you should go at once from a multichannel or omnichannel need all of the approach via execution, no matter if it's through a Pega front conclusion or by means of plugging us into probably the most different channels.

    I've not ever adored the observe workflow, to be honest, even though it's been popularized of late, and we're definitely spectacular at it. I've all the time favorite the notice work do. because you don't basically are looking to flow the work round, you really are looking to definitely execute and do it. and that's in fact what we excel. and admittedly, I suppose we're miles beyond lots of different people who had been or declare to be in that space.

    So, i am chuffed to have that be aware develop into greater widespread, and that i feel that it plays to our differentiation.

    Jack Andrews -- Needham -- Analyst

    respect that. And just as a follow-up question, might you update us in terms of your hiring plans for the year? And any metrics when it comes to just productivity and issues like that? and the way we should expect the steadiness of hiring to unfold all the way through the 12 months?

    Alan Trefler -- Founder & Chief government Officer

    well, i could flip it over to Ken for the numbers. i'll just comment. but the hiring you do in a given yr is in fact, to be sincere, about enhancing productiveness for the upcoming ones, appropriate? so that you do not -- definitely, as you enter the second half, anything else we do is not going to be considered as productiveness except we get a while into subsequent yr, simply being the nature of on-boarding, et cetera. Ken, do you want to remark about how you think these workforce numbers are going to seem to be?

    Ken Stillwell -- Chief working Officer & Chief financial Officer

    sure, certain. So Jack, we had achieved -- we had been focused on kind of the simply round numbers round variety of the 20% raise in type of promoting skill. i might say our target for the yr is not some distance off of that number. i would say that we're a bit bit -- we've got grown a bit slower in the first half of the year. it be not linear when it comes to the boom. So even if we actually achieve that increase fee with the aid of the end of the 12 months, it doubtless can be rather less than that just as a result of or not it's a aggressive market accessible.

    And we were a little bit extra, i'd say, considerate about hiring into the back of the yr within the first quarter because COVID was kind of nevertheless lingering a bit bit. but definitely, we're -- the economic system is protecting up in reality well, our consumers are very energetic. And like Alan noted, hires that we do this 12 months -- even hires that we convey on in this quarter are just really beginning to have a chance to have an effect on subsequent year. this is truly a rent for 2023. So we actually need to keep the growth cost up. So sort of feel of that number, probably a bit wanting 20% for the 12 months.


    And subsequent, we will go to Mark Murphy from JPMorgan. Your line is open.

    Mark Murphy -- JPMorgan -- Analyst

    sure, thank you very plenty. i'm interested in no matter if you have got any metrics you might supply that might aid us simply take into account your scale of adoption in the low-code market? as an example, simply what number of Pega clients or what number of seats do you think you have that might say that they are sitting in developers that type of take a seat on the company side in place of on the IT facet? And simply what does that mix seem like for you in terms of seats on the IT aspect versus the company side?

    Alan Trefler -- Founder & Chief govt Officer

    So the work that we now have done definitely for the previous 24 to 36 months, if you go on to our site and you examine what we call our Pega specific methodology, and you actually analyze probably the most brief videos or customer testimonials or different things. you're going to see that we've really labored to make the know-how purchasable to the company.

    And the precise key for us is our application is designed to be purchasable for the company, but now not to do a little variety of what i would describe as type of tiny toy options that may pretty much compete with spreadsheets. that is not where we consider the needle is going to get moved for cloth corporations.

    So in case you take a glance at the existing unlock we have 8.6, which we simply introduced at PegaWorld and are actually actively transport, we now have acquired dozens of shoppers who're within the low-code factory area, attempting to set up factories for their citizen developers or their populations to be in a position to both construct apps, however also basically facilitate a collaboration between the business and IT the place they can reuse issues that IT offers, but do it in a means that has the correct variety of protection, reliability and different forms of things built in.

    once I hearken to the probably the most low-code mantras, it simply kind of brings you back to the eras of Lotus Notes and vigor builder and all forms of other issues that frankly ended up having a bit of of a, let's simply say, restrained and not always fortunate life at their conclusion.

    And what i'm excited about is that we've been capable of energy those styles of enterprise developers which I select is a far better notice than citizen builders, which sounds a little sort of radical, but be able to in reality empower these builders to participate in a very distinctive approach and work constructively on issues that are going to emerge as being vital apps for his or her company. And there are going to be things that can start small and grow to actual big.

    And we have -- i am pondering of a few my Fortune 50 customers who even have these kinds of developers who developed more than 500 purposes and are running, immense numbers of apps that are being used by means of tens of hundreds of the team of workers in these organizations, all powered by people who you wouldn't believe of as natural IT at all.

    Mark Murphy -- JPMorgan -- Analyst

    ok, very wonderful. thank you for that Alan. The -- additionally on the client engagement phase, following up on that query from Chris Merwin group. I suppose -- i am attempting to be aware the place did you see the strongest increase components in Q2? would be extra in the client service and guide, extra within the income automation or the different piece that does the cross-sell, the subsequent surest action piece? i am just making an attempt to remember what's getting prioritized as the financial system reopens and begins constructing momentum right here?

    Alan Trefler -- Founder & Chief govt Officer

    lots of subsequent gold standard action, coupled with provider and conclusion time fulfillment. there's lots of people who've viewed the bailing wire of their internal operations and be aware of that they deserve to actually make this greater, making an attempt to make issues more efficient. and that's primarily some thing that has to do with customers but is about an effectivity play and about an end-to-end automation play internal those orgs.

    So i would put it very a whole lot more in the variety of success and deepening client relationships. I feel lots of businesses have realized that the way they are going to get via income is, in many cases, going to be by deepening latest relationships as hostile to necessarily going out after an entire supply of accurate companies. And we're being used closely in those sorts of environments.

    Mark Murphy -- JPMorgan -- Analyst

    okay, understood. and then I just had a closing quick one for Ken. I think it's -- you sort of -- you spoke to the sort of the mega deal that resulted in Q2. And so it helps us be aware why that time period license line can exhibit so a good deal volatility. The -- it virtually seemed like it may have long gone somewhat past that. are you able to help us have in mind the -- when we look at the upside in that time period license line, how many diverse deals maybe are riding variety of that full magnitude of upside, in case you will?

    Ken Stillwell -- Chief operating Officer & Chief fiscal Officer

    So perhaps I might possibly reply your question in form of maybe a bit greater direct. So i could say, I consider that one of the views of our Q2 income had been doubtless a little conservative within the time period line. So let me delivery there. We -- naturally, we don't e-book, however we actually saw a chance to perform smartly in the time period line. in order that could be one commentary i'd make.

    And absent that $30-plus million deal, there may be -- in a standard quarter, you're going to have 50 offers or so that make a contribution to income in a quarter, however simplest a very small number of them so that you can contribute, say, over $1 million in a quarter. so you do not feel about Q2 as just like the big deal plus two greater. It changed into more than I suppose there became probably extra of a lesser expectation on that term line than probably what we notion could happen when it comes to this -- variety of the sell-side goal, with the intention to talk.


    And next, we are going to go to Rishi Jaluria from RBC. Your line is open.

    Rishi Jaluria -- RBC -- Analyst

    hey, guys. Thanks for taking my query and then best to peer persevered strong execution. i needed to delivery off by way of might be drilling a bit bit greater into the ACV and cloud numbers as a result of we did see a little of a drop off in Pega Cloud ACV growth prices. And appear, I consider the story about Cloud alternative. however perhaps you might support us remember that as smartly because the mild decel that we noticed on the cloud salary aspect. were there any components that you simply call out within the quarter? and should we are expecting that line to might be reaccelerate over the arrival 12 months? and then I've bought a follow-up.

    Ken Stillwell -- Chief working Officer & Chief economic Officer

    sure. So let me take that one, Alan. So sure, Rishi, and that i know we simply released earnings like an hour in the past. so you guys need time to digest all the numbers for that takes greater than half-hour. however i'll highlight one component. The exact growth in Pega Cloud ACV sequentially in Q2 was -- I think might be like the greatest quarter now we have ever had in Pega Cloud absent of this fall. So it turned into a extremely mighty quarter in sequential Pega Cloud ACV boom.

    right here's what's going on. You now have a big denominator for those who're doing these boom numbers, appropriate? And so by using definition, making an attempt to hold a 50% growth cost into perpetuity once we're getting $300 million, $400 million, $500 million, $600 million over time of Pega Cloud ACV will doubtless be an unrealistic expectation.

    however what i would say is that also, that number is a 12-month number and does have some -- depends upon sequential -- or excuse me, prior year quarters and how that works out. but what i'd tell you, notwithstanding, is just seem at the sequential Q1 to Q2 growth in ACV. I consider if my math become correct, we grew Pega Cloud ACV something like $25 million and we grew customer Cloud, something like $21 million.

    and that's -- those -- that boom quantity are relatively spectacular boom numbers. however I don't feel there is any weakness at all or any issue that we should still be brooding about for Pega Cloud or cloud or ACV in conventional. I simply suppose on occasion the maths receives a little bit type of screwy reckoning on which quarter and additionally we got a much bigger base quantity. that is in reality what's happening.

    Rishi Jaluria -- RBC -- Analyst

    k. first-rate. No, that makes experience. I totally keep in mind. after which following up simply on the ACV line, it's best to peer ACV boom tick up some extent or two on a continuing currency foundation from ultimate quarter. I think about you nonetheless have ambitions to no longer to peer it get again as much as that 20% mark that it had been pretty consistently above but accelerated further from there.

    are you able to perhaps focus on what type of the highway map to get force that reacceleration seems like? and what sort of progress you might be seeing on a few of those initiatives, including the development in earnings motion and superior leveraging the partner ecosystem?

    Ken Stillwell -- Chief working Officer & Chief monetary Officer

    neatly, i could take one piece to that and Alan, think free so as to add any colour right here. So in terms of 2021 versus, say, '22, '23, '24, if you suppose about the change this 12 months, we completely are expecting our ACV growth regular foreign money to reside sort of at that 20% and optimistically even north of 20% number. So that is definitely our expectation and our hope for the year.

    Now I don't suppose you might be going to peer a great deal chance to speed up ACV in 2021. I just don't consider it be -- it's simply -- we obtained a brand new earnings chief that -- the new go-to-market chief that came in last year. we now have received alterations. we now have received a brand new associate movement happening, as you recognize. I don't think it be practical to believe that, it truly is a 2021 large impact.

    might be i could be wrong, and that i'll be satisfied to be wrong on that, however I just think atmosphere expectation. '22, '23 are years that we may still in reality see the improvement of the first rate work that Herde and his crew are doing to in reality build some of these extra kind of relationship connections and lever points like the engagement with our companions and basically pushing the tighter operational cadence.

    those issues that we're hoping and anticipating to peer an have an effect on in 2022 and past, but i would say for 2021, I truly -- am looking for ACV to increase over the place it is now. however I do not consider to think that or not it's going to be a big acceleration, likely is a bit bit unrealistic, given where we're in the increase curve.

    Rishi Jaluria -- RBC -- Analyst

    acquired it. k.

    Alan Trefler -- Founder & Chief executive Officer

    just to add a little bit of colour to the long run. I believe Ken's view on '21 simply represents where we are within the yr and of the recency of probably the most changes we made, but if you go take a glance at LinkedIn and see the senior americans that now we have added from some relatively fantastic other groups.

    obviously, we're bringing on -- we brought on a lot of new and extremely senior management throughout Europe. within the APAC location, we have introduced, we now have introduced in the Americas. We're bringing these individuals on since it's our belief available in the market has the capabilities to grow faster than in the past. there's nothing that we would say in a different way about what we've got been seeing.

    The aim obviously is in '22 and '23 to get a return on that ability that we have now been bringing in. And we are going to see how we try this 12 months. They get a bit little bit of a circulate because it takes a while to deliver things up, to get people up to speed, however also to get a firm moving. however i am very excited by means of one of the most ability that now we have been in a position to not simply locate but in fact entice. So we're excited.

    Rishi Jaluria -- RBC -- Analyst

    sure. acquired it. this is helpful. And last one and i'll hop off, but wanted to feel possibly going returned to the hiring question. So we hear loads of companies in utility land, speaking about labor shortages or difficulty in getting the correct skill. possibly are you able to talk a bit bit about what you're seeing from that standpoint?

    And if I bear in mind correctly, if we desired to take lower back to the depths of the pandemic, right, in April and can, you type of made this deliberate resolution to preserve kind of hiring and never placed on a hiring freeze, now not decelerate hiring to take knowledge of the atmosphere. can you speak a little bit about how some of those hires have panned out? and perhaps what type of place that leaves you in relative to -- in case you had to placed on a hiring freeze like many agencies and software had?

    Alan Trefler -- Founder & Chief executive Officer

    So I believe that -- seem to be, the hiring influences us in quite a lot of places and in a lot of approaches. in case you consider about we have been simply talking about go-to-market, I consider we've got been capable of put collectively a crew in an effort to have very interesting possibilities for us over the next 4 years. From a product factor of view, we talked to PegaWorld in regards to the continuation of what we had announced 2.5 years ago as assignment Phoenix, which is the actual persevered action of our products to be state-of-the-artwork and viewed in newer and greater entertaining ways.

    and that i cherished what we were able to demonstrate at PegaWorld. and ideas that we now have like the conception of a process material being able to interweave procedures across systems, together with non-Pega methods is, I agree with, precisely on target. and those styles of ideas, one of the new work we're doing when it comes to working with each a incredibly advanced Pega UI and being capable of have this digital journey API that can work in different settings, et cetera.

    i really like what we're seeing, and we spent some time on the website. I consider you will hear some simply enormous case stories that are all being empowered by being in a position to deliver the appropriate individuals on, being able to grow the product, the culture standard and our go-to-market. So i'm feeling fairly first rate across the board.


    And subsequent, we will go to Steve Koenig from SMBC Nikko. Your line is open.

    Steve Koenig -- SMBC Nikko -- Analyst

    hello, gents. thank you. I've acquired one for Ken after which one for Alan, a multipart question. So Ken, you talked a little bit about what the quarter looked like taking out the big term renewal. So we heard about it wasn't 1 / 4 pushed via different. Cloud turned into effective sequentially, ex that term renewal, any color you can provide us on length, cloud mix for your enterprise and any conversions to cloud? I feel you have some huge ones in the year in the past quarter. after which I got one for Alan.

    Alan Trefler -- Founder & Chief executive Officer

    sure, certain, Steve. So it turned into a a bit -- Pega Cloud became a little over 50% of accurate client commitments. which you could type of see that if you look on the sequential ACV increase. You recognize what I suggest, you could variety of -- it changed into a bit bit -- it became somewhere in the kind of mid-5 0s, I agree with, when it comes to the volume of accurate Pega Cloud versus new client cloud. No migrations of measurement. it is no longer how we did it. we are always talking to customers, but there wasn't any massive shift that might have driven that number.

    The period is not an impact to income at all. We did not do the rest. We customarily sell three-yr deals. it really is kind of the common, and purchasers renew for like terms or now and again a little shorter phrases when it comes to the renewals, so nothing bizarre happening there at all. So i might say we're looking on the numbers, Steve, no migration and no influence from -- i am sorry, and slightly greater than 50% influence from Pega Cloud in terms of new. And Steve, not that i might believe the deserve to take care of a renewal, but I ensure you that this very massive deal that did are available in a little prior in the yr than we might have expected in a single huge lump, calling as a renewal is a massive understatement. This became a extremely, very meaningful reflection of our aggressive positioning towards right line opponents at one of the most largest and most vital corporations in the world, that's ended up figuring out that they were very a whole lot in with Pega. And so to classify it as a renewal, I feel, undershoots it by means of extra -- through the bulk, simply to be candid.

    Steve Koenig -- SMBC Nikko -- Analyst

    bought it. Very constructive. Very helpful. Thanks Alan. and then, Alan, possibly two subjects for you that could be connected. So i may ask them both. when we focus on workflow or, as you say, work due, competitors discuss automation, they discuss integration, they focus on desktop discovering. You guys have know-how it truly is cutting edge for automation and decisioning. You don't talk as a good deal about integration. and i sort of ask yourself what's your -- what directions are you headed there?

    after which i may just ask concerning that, other issues that may be enabled by means of FNX. are you able to supply us any colour for your thinking about building an software ecosystem, some kind of marketplace? Are you taking a look at some type of multi-tenant IDE or sort of would you keep on with your latest strategy? Any concepts there about stuff that would be enabled by FNX in terms of your ecosystem or client building, that would be truly entertaining.

    Alan Trefler -- Founder & Chief government Officer

    bound. So what i could inform you is that to beginning with the final bit, the FNX half is -- it definitely represents, and we noted a very vast thinking and evolution of how we wish to go ahead. And now we have executed this a lot of times before as a result of we've got been around a very long time and have considered a lot of technology transitions.

    So I think we have acquired an surprisingly decent, not just figuring out of the types of things you need to do however realizing how to no longer lose a customer base, confidently within the system of doing it. And so we have now talked about how will as it continues, enable multi-tenancy as an alternative. for example, not that I believe our important stand-by myself clients are going to need to run in always their personal tenant.

    but definitely, being capable of support that offers us additional alternatives and that's the reason been on our highway map here, and we now have been doing the work to be able to aid it. Relative to being in a position to help a industry, we've got, I believe, obviously brought up that helping the capacity to develop Pega-primarily based components and being capable of have them attainable and shippable and sellable by means of different parties is a extremely important part of this Phoenix experience.

    And in case you take a look at what's really been delivered, this is no longer some badly designed waterfall strategy. This really is a lot of iteration it truly is bringing many of these capabilities into the four at the moment. and you can see lots of it in 6, you will be able to see greater of it in seven. Coming to integration, we are so deeply integrated in our valued clientele.

    And it's so vital to what we do that we essentially don't discuss it as a result of we do integration like we were falling off a log. it be just absolutely commonplace. and you'll't do the form of automation and the sort of conclusion-to-conclusion provider we do with out being capable of combine simply. And what i love is the style that we integrate definitely insulates the "workflows" or insulates the decisioning. It insulates it from variations in the lower back-conclusion systems.

    in order that i used to be be aware talking to a CIO who "standardize" in a really, very significant business on SAP and stated that that they had four similar SAP circumstances. and that i pointed out, in fact similar? And he stated, smartly, a form of. well, we make these programs all look similar to the a variety of deliver chain and other carrier-linked processes that we do.

    and they can now alter, regulate, pull these together, purchase one more business. And our integration is constructed into our architecture. and admittedly, I examine fairly an awful lot all and sundry else it really is out there, and or not it's an add-on. I mean your earnings force needed to go buy one other enterprise to add on integration. Ours is in fact a part of the Pega mannequin. And so possibly we may still mention it more, Steve. I don't consider we're getting enough credit for it.


    And next, we are going to go to Pat Walravens from JMP Securities. Your line is open.

    Pat Walravens -- JMP Securities -- Analyst

    high-quality. And let me add my congratulations. So Ken, on a constant forex groundwork, ACV boom continues to be below 20%, right? So is the sales team humming the manner you need it to be? And -- if no longer, what are type of the suitable one or two things that you should get it to the factor you desire it to be at?

    Ken Stillwell -- Chief working Officer & Chief fiscal Officer

    smartly, first off, of path, i would not call it buzzing as a result of we don't seem to be -- our earnings productivity in terms of ACV increase in comparison to our earnings and advertising and marketing expense is not where we need it to be. So i might in fact not say it be humming. i might say Q2 become a really powerful quarter for our earnings team, and i believe they may still be -- you recognize the way it is with quarters, right? I imply you celebrate for exactly 30 seconds you then start the next quarter, however I do believe our income team performed smartly in Q2 in all of our areas, fairly frankly.

    So I basically think good signal. that is exactly one quarter, however's an excellent sign. I consider that Hayden and the skill that has been brought in is actually promising, Alan outlined that prior. I imply i'm very excited concerning the crew that we've and the potential to really see that flip north in a meaningful method. So i'd say more positive now than I have been. That referred to, no, i am now not satisfied with our productiveness from the sales and advertising spend neither is Hayden. So we've -- we actually have work to do there.

    Pat Walravens -- JMP Securities -- Analyst

    it's super positive. and then here's -- I don't know if you can handle this one. but -- and that i recognize you guys do not update your counsel, however $0.25 and $1.25 billion for the yr and you're already at $0.forty nine in barely the first half of the 12 months. So any big photograph options that you can share with this when it comes to a way to believe about Q3 and the yr?

    Ken Stillwell -- Chief working Officer & Chief economic Officer

    well, so one aspect i would say is definitely having a deal of the dimension that we had have revenue being identified in Q2 the place it in any other case would had been diagnosed later within the 12 months or later in later intervals actually would not always exchange a year theoretically in that model, correct? but it surely does change the distribution of salary and EPS between the first and the 2nd half. So so you might nearly take that deal out a bit bit after which see what you consider about.

    You be aware of what I imply, Steve. I suggest, Pat, it's form of my pondering on that. If naturally, if we do whatever that become materially distinct, we might definitely need to reevaluate even if that become meaningful or now not, however we're now not a enterprise that is type of we now have with 606, there may be some variability there and when earnings is recorded naturally, when revenues recorded that affects EPS.

    So i would not -- I think one of the crucial largest errors that individuals can make is looking at a quarter or half a 12 months and then simply extrapolating like where Starbucks or whatever, right? it be no longer -- this is likely the one message i would want to be sure americans don't start to that conclusion.

    Alan Trefler -- Founder & Chief govt Officer

    Ken, it be just about like you're struggling be aware which I normally.

    Ken Stillwell -- Chief operating Officer & Chief fiscal Officer

    This become -- sure, lumpy is a fair observe. So -- and i feel that you just simply got to -- we got to simply bear in mind that.

    Alan Trefler -- Founder & Chief executive Officer

    however it is first-class. besides the fact that the $30 million had are available at a small or more regular deal measurement, the quarter would have been good anyway. So I suppose nice about that. and i think Ken is completely correct about now not getting carried away with given that one quarter a style. If anything, we'd form of understand that some of this company changed into coming in this 12 months or it became more likely to are available this yr once we did our normal planning, it just hit in Q2 and we're overjoyed to do it. We hang the consumer changed into that serve about getting things accomplished.


    And subsequent, we'll go to Yun Kim from Loop Capital Markets. Your line is open.

    Yun Kim -- Loop Capital Markets -- Analyst

    So following up on Steve's earlier question about converting Pega client consumers to Pega Cloud, it looks like we get this query very nearly each call. are you able to simply talk about why that conversion has not been happening extra promptly? Is it now not viable for a customer to have each client cloud and Pega Cloud structure, where you just keep the ancient stuff the place it is and simply installation new stuff on the cloud? What would it take for that Domino's to beginning falling?

    Alan Trefler -- Founder & Chief government Officer

    completely, we have lots of consumers who have client cloud or our more ordinary customers even in form of a pre-cloud mentality who've moved and begun bringing cases of Pega up on Pega Cloud. in order that they're now not together exclusive. it's completely no longer a big bang form of element.

    I think that some corporations have nearly, maniacally in some situations, seem to be to circulation their base to an interior cloud, which will get extra credit score for it. And to inform you the truth is that we're actually encouraging our base, our revenue groups to promote new to either existing or new purchasers. I just suppose that's a better -- given our intense retention charges, even if it be Pega Cloud or client Cloud, I think this is simply a much better solution to deliver value.

    So we, not like lots of other groups out there that I've read about, do not need a, good day, let's just convert the whole base type of method, which I do see somewhere else. I believe subsequently, it really is going to add greater lengthy-time period value for our clients and for our customers.

    Ken Stillwell -- Chief operating Officer & Chief economic Officer

    there may be a misunderstanding accessible and possibly this is a very good time to beef up this. client Cloud isn't historical stuff and Pega Cloud is new stuff, appropriate? it be the equal answer. and i suppose that as a result of so many corporations which have went during the subscription transition, the on-premise stuff in the other organizations is just like the ancient legacy stuff that you simply simply cease supporting and also you movement everyone to your SaaS answer. that is no longer what we're doing.

    And so some valued clientele will want to movement, but identical to the deal, the expansion deal that we noted in Q2 that had all of the profits, that wasn't an historical answer. it truly is a state-of-the-paintings new, modern digital transformation use case that, that customer is expanding on a relationship that they extended on a few years ago as smartly.

    So I believe that there's a misunderstanding with Pega that customer cloud is ancient and legacy and old models and not helpful. And however some purchasers do have preservation from perpetual licenses on models during the past, lots of shoppers that we now have are on the brand new state-of-the-artwork stuff on customer cloud.

    Yun Kim -- Loop Capital Markets -- Analyst

    got you. I feel that in reality helps, Ken. So simply probably some housekeeping form of query. What are you seeing in terms of new and latest customer combine? Now i'm assuming with a associate ecosystem ramping, perhaps you might be seeing the brand new consumer mix kind of increase?

    Ken Stillwell -- Chief operating Officer & Chief monetary Officer

    no longer yet, we nonetheless have nearly all of our bookings coming from our current installed base, kind of over seventy five% of our business pastime is from valued clientele that we now have accomplished enterprise with. we might predict that to be an influence in the future, but no longer for this yr, units nevertheless been. And with COVID nonetheless virtual promoting, you would expect it to form of still live that manner a bit bit except you have got individuals type of a bit bit out and interacting type of live more than we are at this time.

    Yun Kim -- Loop Capital Markets -- Analyst

    ok, outstanding. and then ultimate query for you, Ken. For Pega Cloud, are you able to simply talk about any kind of developments that you just're seeing across the deal size?

    Ken Stillwell -- Chief working Officer & Chief monetary Officer

    No, deal sizes are pretty consistent. Deal sizes and deal duration and contract periods are pretty constant. i wouldn't say there is anything important that that I've viewed that could suggest we're relocating in some dramatic direction both method.


    And subsequent, we will go to Mark Schappel from Benchmark. Your line is open.

    Mark Schappel -- Benchmark -- Analyst

    thank you for taking my question. only 1 question right here, Alan, for you. Your September quarter coming up is usually an outstanding quarter on your federal govt company. You received your FedRAMP certification a few years in the past. And just wondering in case you might simply supply us some additional colour on how you consider the FedRAMP, some federal enterprise is progressing?

    Alan Trefler -- Founder & Chief govt Officer

    sure, we're relatively satisfied with the federal enterprise. truly, we were -- i was just speaking to the CEO of features Australia, which is the Australian federal company. We're seeing lots of success, now not simply in the U. S., but they definitely published an editorial about how they are ramping up with Pega down below.

    and clearly, Germany has been simply top notch for us as now we have pointed out that as the U.okay. executive too. So I suppose no longer simply around the FedRAMP successes that we're having. I feel some of you guys may also comprehend that or not it's been out there and items of the public domain. We gained the census a few years in the past in a extremely, very tight competition.

    i am overjoyed that it's now deemed successful. And we've got heard that they're in reality, in reality satisfied with the manner that all labored and how that each one performed out with our software. And we now have bought lots of organizations we're doing work with, a few of which have a lot of competencies, like, frankly, the IRS, which we don't tend to announce these too an awful lot in boost of them being rolled out. but it surely's in the public area, in case you have been to analyze one of the crucial federal web sites.

    So timing is all the time difficult to predict. and that i think within the govt, it will also be a little trickier than anyplace else. but these agencies, that entire executive arm is going to continue, I consider, to be extremely amazing because the governments proceed to grasp that they must modernize and there is simply so much want. So, we're definitely excited about that enterprise.


    And we haven't any additional questions at present.

    Alan Trefler -- Founder & Chief government Officer

    well, it is awesome as a result of we had been going to ought to wrap. I do have -- I do not want to steal Ken's thunder. and that i do are looking to congratulate you, Ken, on the twentieth revenue announcement that you have performed. and that i will inform you, or not it's been a privilege to be on this, this wild experience with you as we move from a really, very diverse shape of company in the markets to one that i'm extremely excited as we start to move into the ultimate phases of the cloud transition.

    i will be able to simply share and here's a mind numbing aspect to renowned that this is my one centesimal salary call. And so, i'm very grateful to these investors who've been along with us for, in some situations, a beautiful good part of that journey. I want you guys to all understand and all of you to know that now we have bought a fantastic crew it really is working tough to reside as much as your expectations and to your desires, and we are very excited about what's expertise is.

    So with that, let me say thank you. thanks for the 100 calls. And we're eager for getting returned to work to your behalf. discuss with you all quickly.


    [Operator Closing Remarks]

    duration: 61 minutes

    name participants:

    Ken Stillwell -- Chief working Officer & Chief economic Officer

    Alan Trefler -- Founder & Chief govt Officer

    Kevin Kumar -- Goldman Sachs -- Analyst

    Jack Andrews -- Needham -- Analyst

    Mark Murphy -- JPMorgan -- Analyst

    Rishi Jaluria -- RBC -- Analyst

    Steve Koenig -- SMBC Nikko -- Analyst

    Pat Walravens -- JMP Securities -- Analyst

    Yun Kim -- Loop Capital Markets -- Analyst

    Mark Schappel -- Benchmark -- Analyst

    extra PEGA analysis

    All salary call transcripts

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