Certara Q3 2024 Earnings Call Transcript

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Provided by Quartr
November 6, 2024

Key Takeaways

  • Certara reported Q3 revenue of $94.8 million, up 11% year-over-year, with total bookings rising 13%, driven by 15% software revenue growth and strong software bookings across all customer tiers.
  • In early October, Certara closed its $90 million acquisition of Chemaxon, adding a preclinical software suite and about $20 million in annualized revenue to create an end-to-end biosimulation platform.
  • Adjusted EBITDA grew to $33.1 million (35% margin) versus $28.8 million a year ago, while adjusted EPS rose to $0.13 from $0.11, reflecting higher utilization in biosimulation services and absence of last year’s goodwill impairment.
  • Full-year 2024 guidance was modestly lowered to $380 million–$385 million in revenue (7%–9% growth) and $120 million–$124 million in adjusted EBITDA, as management removes typical Q4 seasonality amid cautious demand.
  • Certara’s $50 million–$55 million regulatory services business is under a strategic review for long-term options, as its growth profile and customer base diverge from the core biosimulation business.
AI Generated. May Contain Errors.
Earnings Conference Call
Certara Q3 2024
00:00 / 00:00

There are 10 speakers on the call.

Operator

Good day and thank you for standing by. Welcome to the Certara Third Quarter Earnings Conference Call. At this time, all participants are in a listen only mode. After the speakers' presentation, there will be a question and answer Please be advised that today's conference is being recorded. I would now like to hand the conference over to your first speaker today, David Deichler.

Operator

Please go ahead.

Speaker 1

Good afternoon, everyone. Thank you all for participating in today's conference call. On the call from Certara, we have William Furey, Chief Executive Officer and John Gallagher, Chief Financial Officer. Earlier today, Certara released financial results for the quarter ended September 30, 2024. A copy of the press release is available on the company's website.

Speaker 1

Before we begin, I would like to remind you that management will make statements during this call that include forward looking statements and actual results may differ materially from those expressed or implied in the forward looking statements. Please refer to Slide 2 in the accompanying materials for additional information, which you can find on the company's Investor Relations website. In their remarks or responses to questions, management may mention some non GAAP financial measures. Reconciliations of these non GAAP financial measures to the most directly comparable GAAP measures are available in the most recent earnings release available on the company's website. Please refer to the reconciliation tables in the company materials for additional information.

Speaker 1

This conference call contains time sensitive information and is accurate only as of the live broadcast today, November 6, 2024. Certara disclaims any obligation, except as required by law, to update or revise any financial projections or forward looking statements, whether because of new information, future events or otherwise. And with that, I will turn the call over to William.

Speaker 2

Thank you, David. Good afternoon, everyone. Thank you for joining Sutara's Q3 earnings call. John and I will begin with prepared remarks and then we will take your questions. During the Q3, Sitara continued to benefit from our strategy of investing in the development of biosimulation for global drug development.

Speaker 2

3rd quarter revenue of $94,800,000 increased by 11% compared with last year, while total bookings of $96,100,000 increased by 13%. Among our Tier 1 biopharma customers, we saw stability and some improvement in new business activity versus the 2nd quarter, while bookings from our Tier 3 customers continue to grow on a somewhat improved funding environment and on our increased investment in sales and marketing. In early October, we closed the Chemaxon transaction, which further expands our biosimulation reach into the preclinical market. We are excited about the prospects of combining core capabilities of Chemaxon software and data with Sutara's data infrastructure and biosimulation capabilities to create an end to end biosimulation platform. As we expand the serviceable market with Cam Axon, we will look to deepen existing customer relationships and develop new ones.

Speaker 2

Consistent with the plan outlined in our last earnings call, our biosimulation services achieved higher utilization during the quarter, which drove sequential improvement in our EBITDA margins. We see several positive indicators of biosimulation demand, particularly that we have a strong pipeline and a very high win rate. However, we have also experienced a lengthened decision making process among many of our larger customers and have seen more discrete engagements compared with years past. This backdrop has made us more cautious about predicting second half growth. Our experience in the regulatory services market has been different.

Speaker 2

Where we are also achieving higher utilization rates, but market dynamics have been more challenging relative to our expectations earlier this year. As a result, we are revising our 2024 guidance modestly to reflect the changes that we have seen. Zotara has a good regulatory services business with revenues expected to be $50,000,000 to $55,000,000 this year and operating margins that are comparable to a traditional CRO. However, for some time, the growth profile of this business has diverged from our core biosimulation business and the customer base has less overlap with our core biosimulation business. For these reasons, we have begun a review process to consider the long term strategic options for the business.

Speaker 2

Please understand that we are at the beginning of this review process and we are not going to be making any additional comments until the review is completed during the first half of twenty twenty five. Turning to the biosimulation and data related businesses at Certara, I'd like to take a moment to highlight the investments we've made over the past 10 months and their importance to our growth strategy. Earlier this year, we announced investments to strengthen our software product suite and broaden our commercial reach. In research and development, we steadily grew our software team with 3 key goals in mind: to accelerate the integration of artificial intelligence and machine learning into existing products, to accelerate the development of new products and the cadence of products updates, and to begin the process of integrating Sitara's software into a more unified platform. We think of our software business as having 3 existing pillars, centered around the SimSip, Pfenex and Pinnacle 21 products, which are core to our goal of increasing the broader adoption of biosimulation.

Speaker 2

We have also begun to implement a strategy of uniting these pillars into an overall platform through the introduction of the Certara cloud. The initial version of Certara cloud was launched this year and provides easier access to our software and updates, increases awareness of Certara's entire platform and it lowers IT and security costs for customers. As we move forward, Certara Cloud will further unite our software pillars by integrating data storage and providing workflow and collaboration, which enhance the use of our biosimulation products and services across drug development stages. Our recent acquisition of Chemaxon furthers this strategy. Chemaxon is a leading software company focused on chemical property calculation, search, research workflow and in silico simulation.

Speaker 2

It brings Certara a complementary customer base and a close knit group of employees with a track record of success. We plan to create a 4th software pillar within Certara by aligning Chemaxon closely with Certara's D360 product, which is used today by over 6,000 life sciences users in the screening process for drug selection and optimization. This combination which will be further tied into our SimSIP and QSP development will create a very powerful tool for our customers to use biosimulation to select and optimize molecules. We also intend to fully leverage Certara's other software investments by integrating this combined product offering into Certara Cloud and Certara's AI capabilities. Speaking of Sitara's AI capabilities, we have dramatically increased our ability to process data and scientific literature in the wake of the Fiasa transaction, bringing on additional software developers to implement artificial intelligence across our platforms.

Speaker 2

Our previously announced launch of co author into the regulatory writing market is proving successful with our internal testing indicating the product can generate the majority of a clinical study report and reduce the delivery time to a level that has generated significant customer interest. We have already begun to generate revenues with the product and we have a healthy sales pipeline. In sales and marketing, we took steps to build out our commercial infrastructure, bringing on global account managers and additional heads across several regions. Our sales team also grew inorganically as we brought in members from Applied Biomass and ForMedics and are now integrating team members from ChemAxon. By adding experience across a variety of geographies and areas of expertise, we have implemented new best practices and evolved our commercial strategy to focus on large key accounts and on expanding our presence in the biotech market.

Speaker 2

This is an important and exciting time for Satara and I want to emphasize how Chemaxon and our 2024 investments tie into our broader strategy. While it's still early days, it is difficult to understate the impact of this year's activities on Certara's ability to drive biosimulation adoption. On the product and services side, we are bringing technology in house that expands our serviceable market further into drug discovery via Chemaxon. We've built out a software team that can create and validate models more efficiently using AI technology acquired from Viasa. We are integrating our products to form a single platform which will lower the technological requirements required to adopt our software and biosimulation.

Speaker 2

We are now leveraging investments in our commercial teams to execute an enterprise style commercial effort to drive cross selling and software license expansion. Zatarra has made big strides toward a broader, more interconnected and user friendly suite of software products supported by the proper commercial infrastructure to expand our wallet share among existing and new customers. We believe we are better positioned to drive long term growth in biosimulation adoption today than we were 10 months ago. Now I will turn to some of our recent highlights from the Q3. Mid August, we launched version 8.5 of Phoenix, introducing several enhancements that reflect feedback from existing users and stakeholders.

Speaker 2

Notable new features include integration with Certara Cloud, reporting enhancements for tables and plotting and improvements to the precision of the Phoenix NLME population modeling tool. Additionally, towards the end of the quarter, Syntara's SimSip Consortium celebrated its 25th anniversary at the consortium's annual meeting in London. In conjunction for the first time ever, SimSip hosted an Open Day where nonconsortium members were given the opportunity to join and connect with industry leaders in the PPPK modeling field. The event was a great success and we look forward to hosting similar events in the future. In our services group, one notable highlight in the quarter was our QSP collaboration with Ichnos Glenmark Innovation or IGI, which was published in Nature Cancer in September.

Speaker 2

IGI sought Sutard's help in optimizing the 1st in human dosing of their candidate called ISV-two thousand and one as a potential treatment for multiple myeloma. Our QSP services team developed an innovative model to accelerate the speed at which ISV-two thousand and one was administered to patients identifying an optimal dose that was significantly greater than the conventional starting dose. The model was accepted by the U. S. FDA and the Australian HREC meaningfully impacting the opportunity for patients.

Speaker 2

We are proud of the team's accomplishments which highlights the potential efficiencies and patient impact that can result from PPPK and QSP modeling. As we progress through the Q4 and into 2025, we are focused on uniting our investments in R and D and sales and marketing, the purchase of Kinaxon and our evolving commercial strategy to drive sustainable growth at Certara. Through the 1st 10 months of the year, we have made significant progress on several fronts that have positioned us well to gain wallet share amongst our biopharmaceutical customers. We are entering the earlier stages of development through a well established software acquisition and we have continued to invest in our software innovation engine. With that, I will hand over things to John Gallagher to discuss our financial results in more detail.

Speaker 3

Thank you, William. Hello, everyone. Total revenue for the 3 months ended September 30, 2024 was $94,800,000 representing year over year growth of 11% on a reported basis and 10% on a constant currency basis. Software revenue was $35,900,000 in the 3rd quarter, which increased 15% over the prior year period on a reported basis and 14% on a constant currency basis. The growth in the quarter was driven by biosimulation software and Pinnacle 21.

Speaker 3

Ratable and subscription revenue accounted for 72% of 3rd quarter software revenues, up from 68% in the prior year period. Software bookings were $34,800,000 in the 3rd quarter, which increased 28% from the prior year period. Trailing 12 month software bookings were $153,000,000 up 15% year over year. The software net retention rate was 108%, which is consistent with our long term growth profile. Looking at our software bookings performance by tier, we saw very strong performance in both Tier 1 and Tier 3 customers driven by continued adoption of our software.

Speaker 3

Now turning to services revenue, which was $58,900,000 in the 3rd quarter, up 9% versus the prior year period on a reported basis and 8% on a constant currency basis. Our services business continues to recover following a period of cautious spending among our customers. We were pleased to see improving performance in the Tier 3 customer base continue in the 3rd quarter, while revenue performance among Tier 1 customers also showed some sequential improvement. Technology driven services bookings in the Q3 were $61,300,000 which increased 6% from the prior year period. Trailing 12 month services bookings were $266,700,000 down 1% as compared to the prior year.

Speaker 3

In the quarter, our services bookings performance saw continued divergence between regulatory and bio Conversely, we saw further deterioration and weakness in Conversely, we saw further deterioration and weakness in our regulatory services bookings, which factored into our revenue assumptions for the Q4. Total cost of revenue for the Q3 of 2024 was $37,200,000 an increase from $35,900,000 in the Q3 of 2023, primarily due to a $900,000 increase in employee related expenses and a $700,000 increase in software amortization. Total operating expenses for the Q3 of 2024 were $55,000,000 a decrease from $102,500,000 in the Q3 of 2023, primarily due to a $47,000,000 decrease in goodwill impairment expense. Sales and marketing expense increased versus the prior year due to higher employee related expenses from recent acquisitions and planned investments in our commercial infrastructure, while general and administrative expense was lower due to decrease in the change in fair value of contingent considerations. As we have discussed in prior quarters, we have invested in research and development to accelerate and expand software efforts where we have seen good initial success.

Speaker 3

We believe these investments are tracking to our expectations and we will continue to evaluate and invest in good opportunities moving forward. We have reprioritized some investments in sales and marketing to better align with the realities of our end markets. However, we saw strength across biosimulation bookings performance in the quarter and will continue to support new business opportunities in biosimulation where appropriate. Adjusted EBITDA for the Q3 of 2024 was 33 $100,000 an increase from $28,800,000 in the Q3 of 2023. Adjusted EBITDA margin was 35%.

Speaker 3

Wrapping up the income statement, net loss for the Q3 of 20 24 was $1,400,000 compared to a net loss of $49,000,000 in the Q3 of 2023 when we took a $47,000,000 goodwill impairment in that period. Reported adjusted net income for the Q3 of 2024 was $20,300,000 compared to $17,100,000 for the Q3 of 2023. Diluted loss per share for the Q3 of 2024 was 0 point 0 $1 compared to a loss of $0.31 per share in the Q3 of 2023 with the variance again related to the goodwill impairment last year. Adjusted diluted earnings per share from the Q3 of 2024 was $0.13 compared to $0.11 for the Q3 of last year. Moving to the balance sheet.

Speaker 3

We finished the quarter with $233,000,000 in cash and cash equivalents. As of September 30, 2024, we had $296,100,000 of outstanding borrowings on our term loan and full availability under our revolving credit facility. As a reminder, we closed the $90,000,000 Chemaxon acquisition in early October, subsequent to the end of the quarter. We are updating our guidance for the full year 2024 to reflect the impact from the Chemaxon transaction as follows. We expect total revenue in the range of $380,000,000 to $385,000,000 representing growth of 7% to 9% compared with 2023.

Speaker 3

Revenue growth excluding Chemaxon is expected to be in the range of 6% to 7% for the year. We expect adjusted EBITDA in the range of 120

Speaker 2

dollars to

Speaker 3

$124,000,000 We expect adjusted EPS in the range of $0.41 to $0.44 per share, fully diluted shares in the range of $160,000,000 to 162,000,000 and a tax rate in the range of 25% to 30%. I will now turn the call back over to our CEO, William Fairey for closing remarks.

Speaker 2

Thank you, John. To summarize our message today, we were pleased with the many exciting developments of Certara during the Q3 and we remain focused on executing our growth and profitability goals in 2024. There's a lot to be excited about at Certara as we advance biosimulation with our innovative technology. Operator, can you please open the line for questions?

Operator

Thank you. At this time, we will conduct the question and answer session. Our first question comes from Jeff Garro from Stephens Inc. Your line is now open.

Speaker 4

Yes, good afternoon. Thanks for taking the question. Maybe we can flush out the demand environment a little bit more. It sounds like mostly favorable commentary on that end. But I wanted to ask how we should think about the intersection of the current demand environment for biosimulation, the typical end of year budget flush activity and then the Myriad Certara specific go to market strategies that you discussed that you've been executing on?

Speaker 4

Thanks.

Speaker 2

Thanks, Jeff. Appreciate the question. It's a good question. So we have traditionally seen a budget flush to some extent by our pharmaceutical customers in the 4th quarter. Based on our pipeline right now, I would say there'll be some degree of that this quarter, but it's always difficult to tell how much and we didn't count on that in the guidance that we gave you.

Speaker 2

We are benefiting, I think, from our increased organization and investment in our commercial team. So that's certainly helping right now. And especially because I think that what we're seeing in the overall as far as overall market conditions is probably similar to what a number of other companies reported that it's a little bit healthier than it was in earlier this year. Biotech funding is modestly up and I would say Tier 1 customers are looking a little bit better than they were, but it's not a huge change. So I'd say that the change that the performance we're seeing is probably more a result of our investment and sort of just the general uniqueness and demand for biosimulation.

Speaker 4

Excellent. I appreciate that. And maybe just to follow-up a little bit, Could you help us understand how those various Sitara cloud and commercial strategies are translating into different customer interactions? In other words, are you interacting with different buyers? Are you finding it easier to unlock budgets?

Speaker 4

What's kind of blocking and tackling that those strategies are yielding?

Speaker 2

Thanks. Yes, thanks. That's a good question, Dew. So Certara cloud is it's still just was launched earlier this year, but it's acting as kind of the overall platform glue across all of our products. And we've been rolling that out gradually across our products this year.

Speaker 2

So, it does at the moment, it does a couple of things. One is it lowers their IT costs because we can have we have single sign on to access our products and it makes our marketing discussions easier because it's easy for us to go into companies and talk about the products that they have and the companies that they don't have, track that and have those conversations. So we are seeing benefits from that. Hard to say exactly how much, but our software bookings have been healthy and so I'll say that it's certainly helping on that side. I think the other piece of it is, it's always good to make it easier to implement our products and using Sitara Cloud makes it easier for IT audits and security, the security costs that particularly a lot of our larger customers are concerned about.

Speaker 2

So, you can reduce those costs, people are willing to go through the upgrade cycle more frequently than they might otherwise. So, these things kind of help us kind of foster overall software growth, but they're helping, right? I mean, what's really driving software growth overall is that we've got unique software primarily focused on biosimulation. We've been investing a lot of new features, new products, and those things have caused their own demand.

Speaker 4

Understood. Thanks for taking the questions.

Speaker 2

Thank you.

Operator

Thank you. Our next question comes from Max Schach from William Blair. Your line is now open.

Speaker 5

Hey, good afternoon guys. Thanks for taking our questions. Maybe just a few more housekeeping questions on the Kimaxon acquisition or the closing of that acquisition. Based on your guidance, I just want to confirm, it seems like about $5,000,000 in total revenue here in

Speaker 6

the

Speaker 5

Q4, first just confirming on that number. And then are you still expecting that to be about 90% software and about 10% services?

Speaker 3

Hi, Mac. Yes, dollars 5,000,000 is about the right estimate. So what we had disclosed previously is that it's about a $20,000,000 business. So the $5,000,000 is the right number to cook in and that's consistent with the non Chem Axon growth that we had said of 6% to 7% on the guide. And yes, it's pretty much a software business.

Speaker 3

So the 90% estimate is the right number to happen.

Speaker 5

Okay. That's helpful. Thank you for that. And then we've heard a lot about a broad slowdown in discovery type work. Just wondering if you have any sense, I know it's early days with you all getting your hands on that asset, but just in terms of the outlook for Chemex on revenue moving forward.

Speaker 5

And then on the margin side, can you just remind us how their software and services margin profile compares to kind of your legacy software and services?

Speaker 3

Yes. So I'll start maybe. And then on the growth profile, so we've said that we expect Chema Axon to be able to grow consistent with how we've been growing our software business. And based on what we've seen so far and the work that we've done, we continue to believe that's the case. The margin profile is below that of Certara, but we had said and would continue to say that we expect to be able to exit 2025 with a margin that's consistent with the corporate average Certara margin right now.

Speaker 2

Okay. Yes. And this is Bill. To answer your question about the discovery market. So, Chemaxon is kind of a unique company.

Speaker 2

They have some very sticky products that are regarded by their customers as providing very good value for the price. So they as we've gotten into this, we found that they have a healthy sales pipeline and a number of new products that have been launched totally independent of what we intended to do with this business. So we're pleased with that right now. But the overall strategy that we're implementing here is to use ChemaXon to answer questions about molecule selection using biosimulation that our customers have been asking us about for years. So, Chemoxon fills an important strategic position in the biosimulation story and product suite that we've got as we go forward.

Speaker 2

And so, we think that beyond what they're doing in their own that there's some there's going to be a lot of interest in tying this into the rest of Certara's biosimulation.

Speaker 5

Got it. That's really helpful. Thank you for that Bill and John. Maybe just one more quick one for me on the regulatory services piece. And I know it's early in the process there, but could you just remind us, give us some detail on the size of that regulatory services business just to help us frame out what could be the impact of a potential divestiture as you go through your review process here?

Speaker 3

Yes, Max. So the business is about $50,000,000 to $55,000,000 of revenue. And we said that it would be, like pharma services like margins. So think of that in the context of about 20% to 30% is the way to size it.

Speaker 5

Got it. Thank you for that, John. Appreciate you taking our question.

Speaker 2

Yes.

Operator

Thank you. Our next question comes from Vikram Parekh from Morgan Stanley. Your line is open. Hi, everyone. This is Morgan on for Vikram.

Operator

Thank you for taking your question. Wanted to learn a little bit more about the improvements that you're seeing with Tier 1 customers and what has changed from 2Q to 3Q now? Thank you.

Speaker 3

So what we saw with Tier 1 is we saw some stability moving from Q2, where we had pressure and so we saw some improvement there. On the software side of the business, we've continued to see very strong performance across the tiers. On the services side is where we had seen some of the pressure in Q2. We saw some of that resolve into Q3, most notably on BioSim Services, which was then offset by some contraction in the regulatory services Tier 1 performance.

Operator

Okay. Thank you. Thank you. Our next question comes from Michael Cherny from Leerink Partners. Your line is now open.

Speaker 6

Hi, good evening. This is Ahmed Mohammed on for Mike Cherny. I'm going to ask about the setup for FY 2025. I'm not looking for specific guidance, but given your high degree of visibility on the business, what are you seeing in terms of demand from Tier 1 clients and maybe the smaller biotech customers? Peers have mentioned some disruption from large pharma customers and like sort of a hesitancy to pull the trigger for smaller projects in the biotech smaller biotech world.

Speaker 6

Are you seeing any of that as well? Any color would be helpful. Thanks.

Speaker 2

Yes. Thanks for the question. So I think as we went into Q2, we had there was a lot of restructuring in the pharma industry, particularly in Tier 1s this year and that probably hit us. As we've gone forward, I would say our sales pipeline is pretty healthy. We've seen a lot of projects come through in the second half of the year, but we are seeing a lengthening of time to close those projects.

Speaker 2

So I guess that gets to your point about a little bit of hesitancy. We think that as in past years, we will get some degree of effect of companies projects in our pipeline that want to get that done before the end of the year. But like I said earlier, we haven't baked a lot of that into our guidance just to be conservative. John, you want to?

Speaker 3

Yes. The only thing I'd add to that is, the revision on the guide here takes out a lot of the seasonality that we might normally expect, which does come from Tier 1. So the end market environment, although we saw stability moving from Q2 into Q3 and some recovery, that's good. But overall, the end market environment as we exit the year continues to be challenged and we expect that to continue into next year.

Speaker 6

Great. Thank you.

Operator

Thank you. Our next question comes from Michael Ryskin from BofA. Your line is open.

Speaker 7

Hi. Thank you for taking the question. And Bilbantika on for Mike. Could you provide any additional color on the reallocation of resources from your services business to your software business and how that's driving growth? And then given your software investments, are you seeing conversion from service customers to software?

Speaker 7

Thank you.

Speaker 3

So, on the first point there, we've certainly seen for software, our net retention rate has been consistent. In fact, on a year to date basis, our NRR is 110. And so we're seeing good renewal and expansion by our customers. Then we're adding new logos, which has taken that up and then we're getting a boost from M and A as well. So that the deals that we did last year that is.

Speaker 3

So that's part of what's driving consistent performance in software in addition to of course all the products that Bill had mentioned before that we're rolling out and that's driving the performance. On the services side, so our services do as a component of selling software, we are able to sell services and that's where I mentioned the performance when you look at BioSim services in particular, we saw strong performance in Q3 in Tier 1 and in Tier 3 customers and BioSim services, which was then offset by weak performance in regulatory services. And so that's some part of the story that we wanted to make sure we got out there. So we are seeing correlation between the strong software performance and BioSim Services.

Operator

All right, great. Thank you so much. Thank you. Our next question comes from Kyle Cruze from UBS. Your line is now open.

Speaker 8

Thank you for taking the questions. Could you please talk about the uniqueness and demand for biosimulation that you mentioned earlier? What do you feel is driving kind of the strength in biosimulation versus and diversions from your regulatory writing business? Is it efforts by regulatory agencies to help promote biosimilars? Is it increased educational efforts by Certara such as what you mentioned earlier in opening up the consortium for simcyt to non members for educational purposes?

Speaker 2

Yes. Great. Thanks, Kyle. Appreciate the question.

Speaker 3

The well, I think one of the

Speaker 2

things that's really driving demand is that we've had a very sustained investment in expanding our biosimulation product suite, which is driven a lot more capability over the last couple of years. But as we've said before, biosimulation is favored by the regulatory agencies. It's becoming more of an accepted technique as and you can see that in submissions of lots and lots of approved drugs today. So we have the backdrop of that where it's accepted by the regulatory agencies. We have our investment in biosimilation, which has been going on for a number of years now and we're planning on continuing that.

Speaker 2

So that's making it easier to use the technology and to implement it for specific for more types of drugs than we could have earlier. And then I think the other thing that maybe helps us to some extent here is as pharma has gotten a little bit more interested in the cost side of things that biosimulations is basically lower cost than going out and running more clinical trials. So it drives more interest in learning what we offer and how to best use it.

Speaker 8

Great. Thank you. And then one quick follow-up. Could you speak to your exposure to small molecule versus large molecule drug development and any efforts you're making to expand biosimulation for large molecules?

Speaker 2

Yes, that's a good question. We've said for a while that our foot print from the standpoint of the types of molecules we look at is a pretty good snapshot of what pharma is working on at any given time. So as bio molecule research has picked up over the last, I don't know, what do you want to say, 10 or 15 years, our percentage has also increased. Our tools, you don't answer you don't ask necessarily all the same questions in biosimulation for small molecules as they do for large molecules, but our tools have features for both and certainly widespread use in both.

Speaker 8

Great. Thank you.

Speaker 2

Thank

Operator

you. Our next question comes from Luke Surgott from Barclays. Your line is open.

Speaker 9

Hey guys, sorry jumping on late here. So sorry if I repeat anything, but just a quick cleanup on can you give us the M and A contribution to each segment from the quarter to revenue? And any of the bookings there as well?

Speaker 3

Yes, sure. So the reported total revenue was 11%, the organic was 6%. On software, it was 15% and 10%. So you're seeing about 500 basis point, 5 to 600 basis point spread on services, the organic was 3%.

Speaker 2

Okay.

Speaker 3

Then when you look at bookings, the organic number on bookings in total was 7% against the reported 13%. On software, the reported was 28% bookings growth and that was 25%. So very strong software quarter on bookings across all three tiers as we had mentioned. And then the organic on services was a minus 1.

Speaker 9

Okay. That's great. And then I guess just kind of follow-up on that from a visibility perspective. I understand that the market is relatively soft here. You're still putting up really good core bookings on that.

Speaker 9

So what's the as you're looking at the guide and the cut that you guys just did, like why I would expect that given the good bookings trend you'd have probably a little bit better visibility like a couple maybe a quarter or 2 ahead. Is this something that where the you're getting the bookings, but the burn rate is essentially coming down from those bookings based on longer implementation times and like essentially that these are just function as a push out?

Speaker 3

No, that's the I wouldn't think about it that way. Instead, we had baked in typical seasonality into our original guidance from February and which we had seen historically a pretty significant uptick, particularly related to services in Q4s of every year. But given the end market volatility that we've discussed on the call today, a lot of that surrounding the regulatory services Tier 1 performance is causing us to really remove that seasonality. And so that's the primary driver around the revision lower.

Speaker 9

Okay, great. And then just last one for me. On the regulatory services strategic update, just this has obviously been a business that struggled over the last year. It's starting to kind of pick up here. Just why now is the I understand that now might be the right time, but thinking about this, the portfolio, like why doesn't this fit in with the overall strategy going forward?

Speaker 2

Yes, Luke, thanks for the question. Look, we've just done 3 biosimulation, primarily software focused acquisitions. So the biosimulation platform that we have is expanding a lot and that's causing, I would say, a divergence in both sort of the strategic necessity of staying in the regulatory writing group and also just the businesses as you pointed out haven't been operating really on the same cadence for some time. So, I'd say the direct answer to your question is, I think what really prompted this is we've made the last couple of acquisitions has really given us even more mass critical mass in biosimulation and where we think that's going in the future, which has caused us to think about this.

Speaker 9

Got you. Got you. Makes sense. Thanks.

Operator

Thank you so much. I'm showing no further questions at this time. Thank you for your participation in today's conference. This does conclude the program and you may now disconnect.

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