Progress Software Q3 2024 Earnings Call Transcript

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Provided by Quartr
September 24, 2024

Key Takeaways

  • Progress Software reported Q3 revenue of $179 M, up 2% YoY, and EPS of $1.26, a 17% increase, driven by disciplined cost management and ARR growing sequentially to $582 M with a 99% net retention rate.
  • The SEC completed its investigation into the MoveIt vulnerability with no enforcement action, adding to clearances by UK, Australian and Spanish data privacy regulators.
  • Progress agreed to acquire ShareFile for $875 M in cash, expecting to add over $240 M in annual revenue and ARR, boost total ARR above $800 M, and complete integration within 12 months.
  • Upon closing, the company will suspend its quarterly cash dividend to prioritize debt repayment (pro forma leverage ~3.6x) and future M&A, while continuing opportunistic share repurchases.
  • For Q4 FY24, Progress guides revenue of $207–217 M and EPS of $1.15–1.25, and full-year FY24 outlook includes ~$745–755 M in revenue, ~39% operating margin, $195–205 M free cash flow, and EPS of $4.75–4.85.
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Earnings Conference Call
Progress Software Q3 2024
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Operator

Please be advised that today's conference is being recorded. I would now like to hand the conference over to your speaker, Mr. Mike Micciche, Senior Vice President, Investor Relations. Please go ahead, sir.

Mike Micciche
Mike Micciche
SVP of Investor Relations at Progress Software

Okay, thank you, Sherry. It's always a pleasure to have you with us. Good afternoon, everybody. Thanks for joining us for Progress Software's third quarter twenty twenty-four financial results conference call. On the line with me today are Yogesh Gupta, President and CEO, and Anthony Folger, our Chief Financial Officer. Before we get started, let's go over our safe harbor statement. During this call, we will discuss our outlook for future financial and operating performance, corporate strategies, product plans, cost initiatives, our proposed acquisition of ShareFile, which we announced on September ninth, and other information that might be considered forward-looking. Such forward-looking information represents Progress Software's outlook and guidance only as of today and is subject to risks and uncertainties.

Mike Micciche
Mike Micciche
SVP of Investor Relations at Progress Software

For a description of the risk factors that may affect our results, please refer to the risk factors in our filings with the Securities and Exchange Commission. Progress Software assumes no obligation to update forward-looking statements included in this call. Additionally, please note that all the financial figures referenced on this call are non-GAAP measures unless otherwise indicated. You can find a reconciliation of these non-GAAP financial measures to the most directly comparable GAAP figures in our financial results press release, which was issued after the market closed today. This document contains additional information related to our financial results for the third quarter of fiscal year twenty twenty-four, and I recommend that you reference it for specific details. We also have prepared a presentation that contains supplemental data for our third quarter twenty twenty-four results, provides highlights and additional financial metrics.

Mike Micciche
Mike Micciche
SVP of Investor Relations at Progress Software

Both the earnings release and the supplemental presentation, along with a copy of our press release and a supplemental slide presentation announcing the ShareFile acquisition on September ninth, twenty twenty-four, are all available in the investor relations section of our website at investors.progress.com. Today's call will be recorded in its entirety and should be available for replay on the investor relations section of our website shortly after we finish. With that, let me turn it over to Yogesh.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

Thank you, Mike. Good afternoon, everyone, and thank you for joining us as we share the results of our third fiscal quarter. The last few months have been busy and exciting, and I'm glad to be here this afternoon to talk about all the great things happening here at Progress right now. To begin with, let's talk about the third quarter, which was ahead of the high end of our guidance on both the top and bottom lines. Revenue grew by 2% year-over-year to $179 million, and EPS grew 17% year-over-year, reflecting continued expense management. We ended the quarter with $582 million in ARR, up sequentially 1%, and net retention rate held steady at 99% as some churn from late last year, which we've previously discussed, worked through the trailing twelve-month calculation.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

We generated excellent cash flows with DSOs at 45 days, and our balance sheet remained healthy and strong, ending the quarter with over $230 million in cash. So on just about every metric, we had a strong quarter. I'm very pleased with our Q3 results, and Anthony will provide more details on the financial metrics and dynamics in his remarks. In another important news, during the third quarter, the SEC notified us that it has concluded its investigation into the MOVEit vulnerability with no enforcement action recommended. This news from the SEC in August was in addition to clearance decisions by data privacy regulators in the U.K., Australia, and Spain over the past year.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

We view all these decisions as positive indicators of how we've handled the MOVEit vulnerability, from our rapid initial response and reporting transparency to our forthright cooperation with all regulatory inquiries and investigations. The third piece of exciting news, which we announced two weeks ago, is our signing of the agreement to acquire ShareFile, which is the latest step in our total growth strategy and our largest acquisition yet. We intend to make an all-cash purchase of ShareFile for $875 million and expect to close the transaction before the end of fiscal 2024, subject to regulatory approvals and customary closing conditions. Immediately after closing, we will begin the integration process, and we look forward to welcoming the ShareFile team to Progress. We expect full integration to be completed within twelve months.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

I'm really excited about this acquisition, and let me share some of the reasons why. ShareFile, which we're acquiring from the Cloud Software Group, is a leading provider of collaboration software for document-centric use cases. It is a modern, SaaS-native platform with AI-powered document-centric collaboration and automated workflows, client portals, secure file sync and share, and e-signature capabilities. Any company whose business workflows are document-centric and compliance-heavy, where several internal and external parties collaborate on documents and require various levels of editing and approval through a secure, auditable solution, can benefit from using ShareFile.... This is why ShareFile will complement and fit in perfectly with our existing digital experience offerings and will enable us to offer greater value to users. ShareFile's eighty-six thousand strong customer base is large and loyal, and spans industries such as accounting, financial and legal services, healthcare, construction, and real estate.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

100% of its revenue is recurring, with a net retention rate of over 100%. Integration with our existing digital experience sales, go-to-market, engineering, support, and operating infrastructure will provide us a clear path to our operating margin target for the acquired business of 40%. When the deal closes, we expect ShareFile to add over $240 million in both annual revenue and ARR, which will bring our total annual revenue to nearly a billion and our ARR to well over $800 million. In terms of financing the deal, we will use a combination of cash on hand and our existing revolving credit facility. We expect pro forma net leverage to be around 3.6 at the time of closing, and we intend to delever quickly as we have with our prior acquisitions.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

Speaking of delevering, let me spend a few minutes on why we also announced our intention to suspend our quarterly cash dividend once the deal closes. This decision was made with significant deliberations as part of our total growth strategy, so it's worth examining our commitment to executing our plan in a little more detail. Our goal with the total growth strategy is to make Progress more valuable while making us stronger and larger. Our goal is to provide more value to our customers and create more value for our shareholders. I'm extremely enthusiastic and passionate about our technology and our products, and how they help our customers succeed and thrive in this ever-changing, technology-driven world.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

Our fanatical focus on customer success is one of the three key pillars of our strategy, as is our commitment to investing in and innovating our products to grow and adapt to the needs of our customers. Updating and modernizing our offerings is essential for the continued success of our customers and for retaining them well into the future. This strong foundation of great technology and sustained customer success are the bedrock of our business, and the reason why all products generate significant free cash flow. And that free cash flow, in turn, needs to be guided by a prudent capital allocation policy to continue driving the success of our total growth strategy. We've always placed the highest priority on M&A, followed by share buybacks. So our game plan for growing shareholder value is simple.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

First, achieve greater revenues, earnings, and cash flows by acquiring highly accretive businesses with characteristics similar to ours, businesses with excellent products and loyal customer bases. Second, pay the right price, integrate them quickly and efficiently, while focusing on customer success and retention. And finally, aggressively reduce leverage to prime our liquidity for the next deal. In the meantime, we minimize dilution and return capital to shareholders in the form of well-timed buybacks. When it comes to executing on M&A, we will continue to remain disciplined and patient as we search for new opportunities, and then act decisively. Oftentimes, as you've seen, acting decisively means walking away from a potential acquisition that we don't think will work. We are far more willing to say no than yes when it comes to finding the right fit and paying the right price.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

We're very comfortable walking away, because in the absence of an acquisition, we focus on continuously improving our processes and systems. We put great effort into upgrading and optimizing our internal technology and business practices to continue to make us more integration-ready and efficient. Of course, we're always trying to incorporate the lessons learned from any mistakes we make. Just as important, we keep Progress a great place to work for our employees. Our voluntary turnover remains well below that of the overall software industry, and has hovered around 6% over the past two years. Keeping a talented, stable workforce is essential to the effective execution of our total growth strategy, from innovation and customer success to acquisition and integration. Our front office and back office teams all get better with each deal and its subsequent integration.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

I feel proud of how we have continued to mature and grow our ability to execute on our strategy and create more value for our customers, our shareholders, and of course, our employees. So to wrap up, the third quarter was excellent on several fronts. We had another great performance on the top and bottom lines. We received more good news about MOVEit, and we are getting ready to close on a meaningful acquisition that will provide us recurring revenues at scale. As always, I want to acknowledge all the people on the Progress team who worked hard to produce these great results. Their work is extraordinary, and I'm grateful for their talent, dedication, and desire to succeed. Now, let me turn it over to Anthony to provide more financial detail around our third quarter. Anthony?

Anthony Folger
Anthony Folger
CFO at Progress Software

Great! Thanks, Yogesh, and good afternoon, everyone. Thanks for joining our call. As Yogesh mentioned, we're very pleased with our third quarter results, which once again exceeded the high end of our previously issued guidance ranges. We're also thrilled that on September ninth, we announced the signing of a definitive agreement to acquire ShareFile from Cloud Software Group. I'll talk more about ShareFile and the acquisition in a bit, but first, let's get into the numbers. Starting with ARR, which came in at $582 million, and represented slight growth on a year-over-year basis, and approximately 1% sequential growth over the second quarter. Although no single product drove material growth in our total ARR, the increase that we delivered was the result of modest growth in multiple products across our portfolio, including OpenEdge, DevTools, Sitefinity, LoadMaster, Flowmon, and MOVEit.

Anthony Folger
Anthony Folger
CFO at Progress Software

We also had another strong quarter for net retention, with our Q3 rates coming in at 99%. In addition to our solid ARR performance in the quarter, quarterly revenue of $179 million slightly exceeded the high end of the Q3 guidance range we provided in June, and represents approximately 2% year-over-year growth. Our strong revenue performance in the quarter was driven by stronger than expected demand for multiple products in our portfolio, including OpenEdge. Turning now to expenses. Our total costs and operating expenses were $105 million for the quarter, a decrease of $3 million compared to Q3 of last year. This year-over-year decrease was driven by two factors. First is tight cost management across the business, as our teams again executed well during the quarter. Second is the timing of certain expenses between the third and fourth quarters.

Anthony Folger
Anthony Folger
CFO at Progress Software

Operating income for the quarter was $74 million, an increase of $6 million compared to the same quarter last year, with an operating margin of 41%, up 200 basis points year-over-year. Earnings per share for the quarter were $1.26, 11 cents above the high end of our guidance range, and compared to the prior year, earnings per share were up 18 cents or 17%, with the increase being comprised of an improved operating margin and lower interest, coupled with higher interest income for the quarter, both resulting from the convertible notes issuance and credit facility refinancing we completed earlier in the year. Moving on to a few balance sheet and cash flow metrics.

Anthony Folger
Anthony Folger
CFO at Progress Software

We ended the quarter with cash, cash equivalents, and short-term investments totaling $233 million and debt of $810 million, resulting in a net debt position of $577 million. This represents net leverage of approximately two times using our trailing-twelve-months Adjusted EBITDA. DSO for the quarter was 45 days, down four days compared to the year ago quarter. Deferred revenue was $285 million at the end of the third quarter, down slightly from the second quarter, reflecting normal seasonality in our business. Adjusted free cash flow was $58 million for the quarter, an increase of $10 million or 21% from the year ago quarter. In the third quarter, we repurchased $14 million of Progress stock, bringing our year-to-date total to $87 million.

Anthony Folger
Anthony Folger
CFO at Progress Software

At the end of Q3, we have $107 million remaining under our current share repurchase authorization. On September ninth, in conjunction with the ShareFile announcement, we also announced our intent to suspend our quarterly cash dividend upon closing the ShareFile acquisition. We believe we can generate higher returns on capital through M&A as part of our total growth strategy, and will therefore prioritize debt repayment to free up capacity for future M&A. We expect that we will continue to repurchase shares to offset dilution from our equity plans and on occasion, repurchase shares opportunistically. Now, let's discuss our outlook, starting with ShareFile.

Anthony Folger
Anthony Folger
CFO at Progress Software

We expect ShareFile to contribute approximately one month of results to our fiscal fourth quarter, with revenue of $18-$20 million, an operating margin of 15%-20%, and negative adjusted free cash flow of approximately $15-$20 million. I'd like to emphasize that the negative cash flow is due to the proposed deal structure of the ShareFile acquisition. The acquisition is structured as an asset purchase, and ShareFile's accounts receivable at the time of closing are not included in the assets that are being acquired. To compensate for this structural point, Progress will receive a $25 million working capital adjustment, which will net against the $875 million purchase price at close. After our first billing cycle with ShareFile, we will begin generating cash inflows and expect ShareFile's adjusted free cash flow to be increasingly positive throughout 2025.

Anthony Folger
Anthony Folger
CFO at Progress Software

With that context for ShareFile in mind, for the fourth quarter of 2024, we expect revenue between $207 million and $217 million, and earnings per share of between $1.15 and $1.25. For the full year 2024, we expect revenue to be between $745 million and $755 million, an operating margin for the year of approximately 39%, free cash flow between $195 million and $205 million. This includes the negative contribution from ShareFile, and earnings per share between $4.75 and $4.85. Our guidance for full year EPS assumes a tax rate of approximately 19% and approximately 44 million shares outstanding. In closing, we're really excited to deliver another strong quarter of results, and we're thrilled with the announced ShareFile acquisition, both of which position us very well for 2025 and beyond. With that, Sherry, I'd like to open the call for Q&A.

Operator

Thank you. As a reminder to ask a question, please press star one one on your telephone and wait for your name to be announced. To withdraw your question, press star one one again. One moment while we compile the Q&A roster, and our first question will come from the line of John DiFucci with Guggenheim. Your line is open.

John DiFucci
John DiFucci
Managing Director at Guggenheim Securities

Thank you for taking my questions. First of all, I think I a question for Anthony, and then I'd like to ask a follow-up to Yogesh. Anthony, really nice cash flow in the quarter, and you reduced the annual guidance by $10 million, even though ShareFile impact was negative $15-20 million, so I'm just want to make sure my math is right. It's easy math, but that implies excluding ShareFile effects, you would have raised it $5-10 million, the cash flow guidance, and I just want to make sure, is that correct? And then I know you've talked about this, when you're talking about profit and getting things up to normal levels, but, and you've proven yourself in M&A. You Progress has, your team has done that.

John DiFucci
John DiFucci
Managing Director at Guggenheim Securities

But can you go through some of the detail of why you're confident in bringing ShareFile profit metrics, and I'm really focused with free cash flow, to your level, to your normalized level over the next twelve months? The reason I ask on this one, I know you've said you're going to do that, and you have done in the past, but this is a big one, right? And it's a little different regarding the core customer base relative to a lot of your other acquisitions. Sorry for the long-winded.

Anthony Folger
Anthony Folger
CFO at Progress Software

No, that's great, John. Thank you. You're correct. The first question about free cash flow, yes, there's an implied increase to our cash flow guide for the year that gets netted down by the ShareFile impact in Q4. So your math there is correct. When it comes to our confidence in the ShareFile integration, you know, you're right. It's a larger acquisition, but you know, as our business has grown, you know, ShareFile is about a third of our revenue. And so it's really not that far, you know, out of what we would normally target. It feels like it's manageable to us. You know, the business already is profitable. It's running, let's say, between 15%-20% operating margins. And they already have...

Anthony Folger
Anthony Folger
CFO at Progress Software

You know, one of the things that was attractive to us is it's a cloud platform operating at scale. They've had gross margins better than 80%, at least in terms of the diligence we were able to dig into, and you know, all of those things. I think having already an ability to operate cloud infrastructure at scale like that, to do it at a solid gross margin, and the fact that this is an asset deal, and it's really a carve-out from Cloud Software Group, you know, we have a sizable DX business already, a digital experience business. I think there's a lot of resources that we will bring to bear. You know, I think our DX business is used to a transactional type of, you know, heavy volume business.

Anthony Folger
Anthony Folger
CFO at Progress Software

So, you know, there's an element within Progress that, you know, ShareFile looks very familiar to, and I think bringing it over with really strong gross margins and very good net retention rates, gives us a lot of confidence that we're gonna be able to, you know, to drive margins where we would expect to in our model and to maintain, you know, similar cash flow conversion metrics in this business.

John DiFucci
John DiFucci
Managing Director at Guggenheim Securities

Okay. Okay, thank you. And then Yogesh, to that point about the digital experience business, you have a ShareFile, a lot of exposure to the SMB, you know, the similar-

Anthony Folger
Anthony Folger
CFO at Progress Software

Yeah.

John DiFucci
John DiFucci
Managing Director at Guggenheim Securities

customer base here, right?

Anthony Folger
Anthony Folger
CFO at Progress Software

Yeah.

John DiFucci
John DiFucci
Managing Director at Guggenheim Securities

We're starting to see at least indications of a little bit of a rollover in the market. The SMB's been really strong, right? I'm starting to see a little bit of weakness out of that cohort in the market. Can you comment on your thoughts regarding this and your recent experience regarding your businesses that do sell into sort of the SMB customer base?

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

Happy to, John. You know, so in our digital experience business, right? We also have, you know, a very, very large number of customers. I mean, I think it's quite often, you know, not well known that we have more than 20,000 customers in our digital experience business ourselves. It also is a high velocity, you know, small, repeatable deals business. We continue to see strength there. We continue to see the business doing well. You know, John, from our perspective, business has been solid, is the way I would characterize it. I know that some folks were seeing really, really meaningful upside with the SMB side.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

You know, we saw just a steady, solid business, and we are not seeing changes there in what we do. The ShareFile business is a very interesting one, right? It targets really a business user that is using it for the core part of their business, which is collaborating with their clients and making sure that their business functions, right? If you're an accountant, if you're a lawyer, if you're a doctor, if you are any of the business services people that use this, they are using it to exchange mission-critical, from their perspective, business-critical information in a secure, reliable way, do workflow on it, you know, make sure that multiple people can work on it in a secure way, make sure that there's versioning and ability to audit and track who did what.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

And these many of these industries are highly regulated. So it is a very stable business. The business has had a track record of stability, right? So we know that from looking at what has been shared with us. So we feel good. It isn't just that suddenly the business was doing well over the last couple of years, so we thought it was a good time to buy, John. So that's that. I also wanna sort of add a little bit to Anthony's earlier comment about operating margins. One additional point to share, when you have a business the scale that this is, which is really nice, if you think about it, right, the R&D expense doesn't linearly grow with scale, right?

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

If I had instead of 86 thousand customers, if you know, ShareFile had, instead of 86 thousand customers, they had 75 thousand customers or 60 thousand customers, they would still have to do the same R&D, right? So often as you scale up beyond a certain level, the R&D costs don't go up linearly. So that's one of the reasons why we actually feel really good about our ability to. And that's just one example, but I think, you know, as the scale gives you added benefit.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

The only other single product we have at Progress that is of similar scale is OpenEdge, right? And so, you know, obviously, this is a cloud offering. Obviously, this is an offering in which we need to continue to invest quite aggressively to stay competitive. So, you know, the gross margins aren't the same as an on-prem product, but we are extremely comfortable with the fact that we see line of sight to that 40% operating margin target.

John DiFucci
John DiFucci
Managing Director at Guggenheim Securities

You guys have done it every time. Thanks, thanks, thanks for all this. Thanks.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

Thank you, John. Thank you.

Operator

Thank you. One moment for our next question. And that will come from the line of Lucky Schreiner with D.A. Davidson. Your line is open.

Lucky Schreiner
Lucky Schreiner
Equity Research Analyst at D.A. Davidson

Hi. Awesome, thanks for taking my question, so I know you guys probably don't like this question, but since you mentioned, you know, ShareFile and MOVEit have similar customer bases, some of them both use the product. Is there a cross-sell opportunity here that you see? Yeah, any color there would be helpful.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

So you know, there are some common customers of MOVEit and ShareFile, Lucky. You know, from our perspective, whenever we do these do these transactions and look at these acquisitions, our business model is all done based on assuming no cross-sell, because we believe that cross-sell is often much, much harder than it looks on the surface. You know, we will see, you know, what happens over time. If... Obviously, if there is an opportunity and if we do see some traction, we will share with you transparently. But our plan, at least at this point, does not contemplate any cross-sell.And it just makes it for a more conservative, realistic plan, to be honest, so that you know we get to the targets we need to get to, the way we want to.

Lucky Schreiner
Lucky Schreiner
Equity Research Analyst at D.A. Davidson

Yeah, I appreciate that. That makes sense. Maybe then on any additional color you can give on the average contract length for ShareFile, and maybe what the renewal process will look like here in the future?

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

Sorry, your line was a little scratchy. Were you asking about average contract size?

Lucky Schreiner
Lucky Schreiner
Equity Research Analyst at D.A. Davidson

Average contract length, the dura-

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

Oh, average contract length.

Lucky Schreiner
Lucky Schreiner
Equity Research Analyst at D.A. Davidson

The duration of the contract for ShareFile and how-

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

Yeah

Lucky Schreiner
Lucky Schreiner
Equity Research Analyst at D.A. Davidson

Renewals might trend here in the future.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

Yeah. So, so they have, you know, so they, they do both, you know, the vast majority of them are annual. And, and Anthony, please, please correct if, if I'm wrong. They also have, you know, credit card-based auto renewals of their contracts. They, some of their billings are annual, some of their billings are monthly, I believe.

Anthony Folger
Anthony Folger
CFO at Progress Software

That's right.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

So it is a mix, Lucky, as to, you know, the contract length as well as the billing cycle. But nothing is multi-year billed up front. So it is either billed or maybe de minimis.

Anthony Folger
Anthony Folger
CFO at Progress Software

Yeah.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

Right. Okay. So de minimis-

Anthony Folger
Anthony Folger
CFO at Progress Software

Got you.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

is multi-year billed up front. So it, there isn't in terms of, you know, the kind of lumpiness you see year-over-year for our billings in our other products, you won't see that here.

Anthony Folger
Anthony Folger
CFO at Progress Software

Yeah. Perfect. Appreciate you taking the questions.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

Oh, you're welcome, Lucky.

Operator

Thank you. As a reminder, if you have a question, please press star one, one. One moment for our next question. And that will come from the line of Brent Thill with Jefferies. Your line is open.

Brent Thill
Brent Thill
Analyst at Jefferies

Hey, guys, this is Bo on for Brent. Thanks for, thanks for taking the question. You guys typically, you know, you guys have acquired businesses in the, you know, 15%-25% of your rev base, like that range, but clearly, you know, ShareFile was, was much bigger. And so, you know, what gives you your, you know, the confidence in your ability to integrate that deal in the same timeframe as, you know, previous smaller acquisitions? And, you know, should we be looking at this as an indicator that, you know, perhaps going forward, the M&A pool could be beyond that 25% range? Thanks.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

Yeah. So, you know, Bo, good question. So first of all, right, you are correct that we've historically done deals that have been 15%-25% of our size and revenue. That is our sweet spot. But we've also said, you know, if the right opportunity comes along, we might go a little smaller, we might go a little bit bigger. As you know, it wasn't that long ago that we were looking at a business that was not even quite 10% of our size, right? Which became public because of the way Irish stuff works. But so really, you know, from our perspective, you know, being about a third of our revenue is not that far off. The integration challenge is really not on revenue, right?

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

When you think about it, you know, the integration challenge is around people, it's around systems, it is around processes. That's fundamentally what is the challenge. And when it comes to scale, the biggest scale challenge can be people. So one of the things that we always look for is what is the headcount ratio between our company and the acquired business? Because if that is, you know, as I like to say, it's, you know, four of us, and we're bringing in one new for every four we have, which is what approximately this is, the ratio between ShareFile employees and Progress employees. It's about four to one. You know, four of us to one of ShareFile.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

That makes it easier to sustain our culture, that makes it easier for the people to be brought on board and integrated into our organization. It allows for much easier, you know, go-forward success. And that's why we feel that, you know, bringing in 25% additional folks in our organization is really very doable. So, Bo, integration effort or integration complexity, people are probably always the single biggest thing to watch for. And we're really excited about bringing in the ShareFile people.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

You know, the people we have met have been all delightfully wonderful, and I can't wait to welcome them and to welcome the ShareFile customers into the Progress family. Thanks for that, and maybe a quick one on international. You know, it looks like, you know, EMEA was a little softer this quarter, and you had some outperformance in Asia Pacific. Just anything to call out there in terms of, you know, productivity levels from sales reps between the different regions?

Anthony Folger
Anthony Folger
CFO at Progress Software

No, I don't think so, Bo. I think it was probably generally in line with what we expected. You know, I don't think anything unusual to speak of.

Brent Thill
Brent Thill
Analyst at Jefferies

Great. Thank you.

Operator

Thank you. I'm showing no further questions in the queue at this time. I would now like to turn the call back over to Mr. Yogesh Gupta for any closing remarks.

Yogesh Gupta
Yogesh Gupta
CEO at Progress Software

Thank you, Sherry. Thank you everyone for joining us for this call. We're excited about what lies ahead, and we look forward to speaking with you soon. Thank you very, very much, and have a wonderful evening.

Operator

This concludes today's program. Thank you all for participating. You may now disconnect.

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