Manhattan Associates Q2 2025 Earnings Report

Manhattan Associates EPS Results

• Actual EPS: $1.31
• Consensus EPS: $1.12
• Beat/Miss: Beat by +$0.19
• One Year Ago EPS: $1.18

Manhattan Associates Revenue Results

• Actual Revenue: $272.42 million
• Expected Revenue: $263.62 million
• Beat/Miss: Beat by +$8.80 million
• YoY Revenue Growth: +2.70%

Manhattan Associates Announcement Details

• Quarter: Q2 2025
• Date: 7/22/2025
• Time: After Market Closes
• Conference Call Date: Tuesday, July 22, 2025
• Conference Call Time: 4:30PM ET

Manhattan Associates (NASDAQ:MANH) (NASDAQ: MANH) is a provider of supply chain and omnichannel commerce software solutions designed to optimize the flow of goods, information and funds across enterprise operations. Its flagship offerings include warehouse management, transportation management, order management and omnichannel fulfillment applications. These solutions are delivered through a cloud-native platform called Manhattan Active, which enables retailers, manufacturers, carriers and third-party logistics providers to orchestrate inventory, manage distribution and improve customer service in real time.

Key product areas include Manhattan Active Warehouse Management, which automates and optimizes warehouse operations from receiving through shipping; Manhattan Active Transportation Management, supporting carrier selection, routing and freight payment; and Manhattan Active Omni, which unifies order capture, inventory visibility and fulfillment across stores, distribution centers and e-commerce channels. The company’s software leverages analytics, machine learning and visualization tools to provide demand forecasting, labor management and network optimization capabilities.

Founded in 1990 by technology entrepreneur Alan Dabbiere, Manhattan Associates is headquartered in Atlanta, Georgia, and maintains a global footprint with offices and partners across North America, Europe, the Middle East, Africa and the Asia-Pacific region. The company completed its initial public offering in 2012, evolving from on-premises deployments to a cloud-first model that supports rapid scalability and continuous innovation.

Under the leadership of President and Chief Executive Officer Eddie Capel Jr., Manhattan Associates focuses on advancing its platform through regular product releases, strategic partnerships and industry collaborations. The company regularly serves large-scale retailers, consumer goods companies, parcel carriers and third-party logistics firms, positioning itself as a key technology partner for organizations seeking to modernize their supply chain and fulfillment operations.

Manhattan Associates Q2 2025 Earnings Call Transcript

Key Takeaways

• Positive Sentiment: Manhattan delivered 22% cloud revenue growth and saw remaining performance obligations (RPO) rise 26% year-over-year, surpassing the $2 billion milestone.
• Positive Sentiment: The company raised its full-year 2025 guidance, with total revenue now expected at $1.071 to 1.075 billion, adjusted operating margin targeted at 35% and EPS at $4.80.
• Positive Sentiment: Manhattan is boosting go-to-market efforts by naming Bob Howell Chief Sales Officer, hiring more sales talent than in any of the past ten quarters, and expanding partnerships with Google Cloud Marketplace and Shopify.
• Positive Sentiment: Innovation accelerated with enhanced Manhattan Assist capabilities and a fall launch of agentic.ai agents and an Agent Foundry to automate and optimize supply chain and commerce tasks.
• Negative Sentiment: Services revenue dipped 6% year-over-year due to customer budget constraints, and management remains cautious on services growth amid ongoing macroeconomic uncertainty.

Presentation

[Operator]

Good afternoon. My name is Julian, and I will be your conference facilitator today. At this time, I would like to welcome everyone to Manhattan Associates Q2 twenty twenty five Earnings Conference Call. All lines have been placed on mute to prevent any background noise. After the speakers' remarks, there will be a question and answer period.

[Operator]

As a reminder, ladies and gentlemen, this call is being recorded today, 07/22/2025. I would now like to introduce you to our host, Mr. Michael Bauer, Head of Investor Relations of Manhattan Associates. Mr. Bauer, you may begin your conference.

[Michael Bauer, Senior Director - IR at Manhattan Associates]

Thank you, Julian, and good afternoon, everyone. Welcome to Manhattan Associates twenty twenty five second quarter earnings call. I will review our cautionary language and then turn the call over to our Executive Chairman, Eddie Caple, for some brief opening commentary before he hands it off to our President and Chief Executive Officer, Eric Clark. During this call, including the Q and A session, we may make forward looking statements regarding future events or Manhattan Associates' future financial performance. We caution you that these forward looking statements involve risks and uncertainties, are not guarantees of future performance and actual results may differ materially from the projections contained in our forward looking statements.

[Michael Bauer, Senior Director - IR at Manhattan Associates]

I refer you to Manhattan Associates' SEC reports for important factors that could cause actual results to differ materially from those in our projections, particularly our annual report on Form 10 ks for fiscal year twenty twenty four and the risk factor discussion in that report and any risk factor updates we provide in our subsequent Form 10 Qs. Please note that turbulent global macro environment could impact our performance and cause actual results to differ materially from our projections. We're under no obligation to update these statements. In addition, our comments include certain non GAAP financial measures to provide additional information to investors. We have reconciled all non GAAP measures to the related GAAP measures in accordance with SEC rules.

[Michael Bauer, Senior Director - IR at Manhattan Associates]

You'll find reconciliation schedules in the Form eight ks we filed with the SEC earlier today and on our website at nnh.com. Now, I'll turn the call over to Eddie.

[Eddie Capel, Executive Chairman at Manhattan Associates]

Thanks, Mike, and good afternoon, everyone. It's my pleasure one more time to kick things off and welcome everyone to today's call. Now before we get to the real substance of the update though, I'd like to commend Eric on his first one hundred and sixty days as CEO. The transition really couldn't have been smoother. We've had a very successful Momentum conference a couple of months ago.

[Eddie Capel, Executive Chairman at Manhattan Associates]

You're going to hear about excellent Q2 performance and execution in just a moment. And Eric is making meaningful and positive impact to our company across the board. Manhattan's fundamentals continue to be strong and as always we're innovating at pace, driving success for our customers, employees and shareholders. And with this in mind, the Board and I plan for me to transition away from all of my remaining executive management responsibilities during the balance of 2025, so that beginning on 01/01/2026, my title and role at Manhattan will be Chairman of the Board. I continue, as you would expect, to be as excited as ever about Manhattan's future and the opportunity in front of us.

[Eddie Capel, Executive Chairman at Manhattan Associates]

And I look forward to supporting Eric and our global teams in any possible way that I can. So with that, over to Eric.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Great. Thank you, Eddie. Good afternoon, everyone, and thank you for joining us as we review our record second quarter results and discuss our increased full year 2025 outlook and briefly recap some of the market leading innovation that we announced at our customer conference just a couple of months ago. Our Q2 results were better than expected as 22% cloud revenue growth drove top line outperformance and earnings leverage. And while the global macro environment remains volatile, for consecutive quarters our services revenue has slightly outperformed expectations.

[Eric Clark, President, CEO & Director at Manhattan Associates]

This execution is encouraging, however, given the inherent flexibility of time and materials contracts coupled with the ongoing tariff and general market uncertainty, we remain cautious on our services revenue growth. Importantly, our business fundamentals are solid and we remain optimistic on our long term opportunity. Manhattan's platform is superior and our product portfolio offers best in class functionality across the supply chain commerce ecosystem. This is driving solid pipeline and providing our sales team with numerous opportunities to drive growth. Those opportunities include adding new customers, cross selling our growing unified product portfolio and converting our on premise customers to the cloud.

[Eric Clark, President, CEO & Director at Manhattan Associates]

All of these sales channels contributed to RPO increasing 26% year over year and surpassing the $2,000,000,000 milestone at the end of the quarter. Win rates against our top five competitors in the quarter were consistent at over 70% and like Q1, we once again experienced strength from new customers as more than 70% of our new cloud bookings were generated from net new logos. With new logos representing approximately 35% of our current pipeline, we anticipate bookings from net new logos to revert back to the standard one third of our bookings over time. From a vertical perspective, our end markets are diverse and we have healthy established footprints across numerous subsectors, which include retail, grocery, food distribution, life sciences, industrial, technology, airlines, third party logistics and more. For example, Q2 deals included a global logistics and supply chain company that became a new logo with MAWM and MAO, a grocery wholesaler that became a new logo with MAWM, a global producer, wholesaler and retailer of luxury goods that converted from on prem to MAWM a global beverage and snack provider that became a new logo with MAO a global automated warehouse services company that became a new logo with MAWM and MATM, and finally a regional healthcare system that became a new logo with Manhattan Active Supply Chain Planning and Manhattan Active Scale, as well as a number of others that we closed during the quarter.

[Eric Clark, President, CEO & Director at Manhattan Associates]

And while the timing of large deals and the mix of bookings will vary on a quarterly basis, we believe our bookings breadth from both new and existing customers over a broad set of industries and across our full product portfolio exemplifies our multiple opportunities for sustainable long term growth. To accelerate our sales velocity and drive even further share gains within our large addressable market, we're strategically increasing our investment in sales and marketing. So I want to share several updates since our last call. First, we promoted Bob Howell to Chief Sales Officer. Bob has been a sales leader at Manhattan for nearly twenty years and has over twenty five years of supply chain experience.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Bob's knowledge, leadership and strong executive strong execution leading our Americas Sales Organization makes him ideal for this expanded role. We look forward to Bob bringing his proven disciplined approach to our entire global sales team. Second, we've hired several new sales leaders on the team. So this includes a new strategic sales leader to facilitate executive demand creation as well as new sales leaders for both POS and TMS. These are two large markets where we have industry leading solutions and a tremendous runway for market share gains.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Third, we've added and will continue to add more feet on the street. This includes individual sales talent and product specialists. Since our last earnings call, we've hired more sales talent than in any quarter in the past ten years. And fourth, we've expanded key go to market partnerships with Google and Shopify. Announced in May at our user conference, Manhattan solutions are now available on Google Cloud Marketplace.

[Eric Clark, President, CEO & Director at Manhattan Associates]

This expanded alliance removes friction and enables customers to more easily procure, deploy and manage our industry leading solutions. This sales channel has already hit the ground running. In fact, our largest deal in Q2 was influenced by Google Cloud Marketplace and we have a growing pipeline of Google Marketplace deals. We're also excited about our expanded partnership with Shopify. The Connector app to Manhattan Active Order Management is now available in the Shopify App Store.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Several enterprise class retailers are live on the app as we partner with Shopify to deliver a leading end to end commerce solution. We believe this deeper partnership will drive quicker adoption and deployments of our OMS and POS solutions. Now let's turn to some brief updates on our products. First, I'd like to provide an update on agentic.ai. Earlier this year at Momentum, we provided some exciting updates on our existing AI capabilities in Manhattan Assist and Manhattan Active Maven.

[Eric Clark, President, CEO & Director at Manhattan Associates]

And we also announced new capabilities in our forthcoming agent platform. So starting with Manhattan Assist, we've now serviced hundreds of thousands of inquiries from customers across the globe spanning all Manhattan Active platform applications. For multiple quarters, customers have been receiving high quality responses to questions regarding application capabilities. More importantly, Manhattan Assist is providing detailed guidance on how to best configure applications like warehouse transportation and order management to drive optimal business outcomes. More recently, we've added the ability for customers to upload their own operational documentation and for Manhattan Assist to provide answers which reflect each customer's operational preferences.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Customers are uploading content including training documents, process flows and annotated screenshots. Armed with this additional information, Assist now enables associates to ask questions about customer specific distribution centers or store operations. We believe this set of new capabilities expands the user pool for Assist and commensurately expands the value it creates across our customers each day. But we didn't stop there. At Momentum, we also announced our next big step forward with agentic.ai.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Starting this fall, each Manhattan Active Platform application will include purpose built agents for each app's respective roles and personas. These agents will intelligently automate and optimize processes, allowing associates to be faster and far more effective. For example, our labor optimization agent will recommend real time reassignment of associates in the DC based on upcoming workload and historical productivity at the associate level. For years, DC managers have found it challenging to dynamically balance department level capacity with fulfillment demand and we think agentic.ai offers a unique path forward for finally solving this difficult problem. And in the store, associates can receive detailed selling guidance in real time.

[Eric Clark, President, CEO & Director at Manhattan Associates]

When a store associate is actively selling, our store selling agent will provide personalized selling guidance based on the customer's omni channel transaction history and the items they're purchasing at that moment. And in between customer visits, the agent will provide selling insights to store associates, including highlighting what items or styles are currently selling well either online or in other stores in their area. Right now, we're actively collaborating with store operations leaders from across our point of sale customer base to hone these use cases in advance of our release later this year. But I believe the most exciting part of our AI story is the agent foundry. In addition to these out of the box agents within each application, Manhattan Active Agent Foundry enables our customers to build their own agents within our platform.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Foundry will provide customers the freedom to define the scope and capability of the agents they want their associates to use. Customers can either start with an existing Manhattan agent and provide tweaks of their own or they can create an agent completely from scratch using our library of APIs. And finally, Foundry also provides the ability to interact with other agents, including agents outside of the Manhattan Active platform through our native support of both agent to agent and model context protocol. The excitement we heard from our customers after our AI announcements at Momentum was overwhelming and we're excited to get these base agents and agent foundry into the hands of our customers later this year. Now on a different note, I'm happy to share that we continue to see exceptional cross sell results when it comes to our unified product platform.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Our functional and technical unification message continues to resonate with customers of all across geographies and across industries. Over the past five quarters, roughly 80% of our customers that bought MATM also bought or had previously purchased MAWM. So our customers are truly experiencing the value of unification. The cross sell results that we've seen since launching Manhattan Active Supply Chain Execution have far exceeded what we were able to achieve with our prior platform. And we continue to double down on this investment strategy with an engineering team focused solely on building unified functional advantages.

[Eric Clark, President, CEO & Director at Manhattan Associates]

We also recently launched a product council dedicated to serving our unified customers because we know that the best way to innovate is to co create alongside the world class supply chain practitioners in our customer base. So that concludes my business update. Next Dennis will provide you with an update on our financial performance and outlook and then I'll close our prepared remarks with a brief summary before we move to Q and A. So Dennis take it away.

[Dennis Story, EVP & CFO at Manhattan Associates]

Okay. Thanks Eric. Our Manhattan Global teams continue to execute well in a challenging macro environment. For the quarter, we delivered a better than expected financial performance on the top and bottom lines. This includes solid results across RPO bookings, cloud revenue growth, gross and operating margin expansion as well as free cash flow generation.

[Dennis Story, EVP & CFO at Manhattan Associates]

FX volatility persists. In Q2, it was a one point tailwind to year over year total revenue growth, but did not have a material impact on first half revenue growth. FX was also a $29,000,000 tailwind to sequential RPO growth and a $28,000,000 tailwind to year over year RPO growth. Now turning to our Q2 results, which were better than expected regardless of FX movements, Our growth rates are reported on a year over year basis unless otherwise stated. For the quarter, total revenue was $272,000,000 up 3%.

[Dennis Story, EVP & CFO at Manhattan Associates]

Cloud revenue increased 22% to $100,000,000 and services revenue declined 6% to $129,000,000 Both were a bit better than expected. As previously discussed, the year over year decline in services revenue reflects customer budgetary constraints that shifted services work to future periods. As Eric highlighted, given the uncertain macro environment and inherent flexibility of time and material contracts, we remain cautious on our services revenue growth. We ended Q2 with RPO of $2,010,000,000 up 26 compared to the prior year and 6% sequentially. The solid Q2 performance was driven by strength in new customers and a healthy contribution from existing customers.

[Dennis Story, EVP & CFO at Manhattan Associates]

Our average contract duration remains at five point five to six years. Like Q1, some customers are electing longer ramp timelines. While the full contract is non cancelable, we believe the current macro environment has resulted in some customers taking a more conservative approach to the implementation timeline of their contracts. Accordingly, we expect 38% of RPO to be recognized as revenue over the next twenty four months. As we've previously stated, our teams are focused on accelerating the adoption of our products and our contracts always allow customers to amend their timeline for quicker deployments, but not slower ones.

[Dennis Story, EVP & CFO at Manhattan Associates]

Adjusted operating profit was $101,000,000 with an adjusted operating margin of 37.1. This is up two ten basis points year over year. Our performance was driven by strong cloud revenue growth combined with operating leverage as our cloud business continues to scale. Turning to earnings per share, we delivered Q2 adjusted earnings per share of $1.31 up 11% and GAAP earnings per share of $0.93 up 9%. Moving to cash, operating cash flow increased 1% to a solid $74,000,000 Note, our Q2 growth rate was adversely impacted by strong cash collections in the year ago period.

[Dennis Story, EVP & CFO at Manhattan Associates]

This resulted in a 26% free cash flow margin and a 38% adjusted EBITDA margin with the difference due to the cash taxes paid in the quarter. Year to date, our operating cash flow is up 17% to $149,000,000 Regarding the balance sheet, deferred revenue increased 16% to $300,000,000 We ended the quarter with $231,000,000 in cash and zero debt. In the quarter, we leveraged our strong cash position and invested $50,000,000 in share repurchases resulting in $150,000,000 in buybacks year to date. Additionally, our Board has approved the replenishment of our $100,000,000 share repurchase authority. Now on to our updated 2025 guidance.

[Dennis Story, EVP & CFO at Manhattan Associates]

Our long term and long standing financial objective is to deliver sustainable double digit top line growth and top quartile operating margins benchmarked against enterprise software comps. These are drivers to our best in class return on invested capital as we maintain a balanced investment approach to growth and profitability. As noted on prior earnings calls, our goal is to update our RPO outlook on an annual basis. Year to date FX has been about a $42,000,000 tailwind to RPO and removing this impact we are entering the second half of the year tracking to the high end of our guidance. Additionally, as previously discussed, our bookings performance is impacted by the number and relative value of large deals we close in any quarter which can potentially cause lumpiness or non linear bookings throughout the year.

[Dennis Story, EVP & CFO at Manhattan Associates]

As discussed earlier on this call, the macro environment remains uncertain. While clarity on external variables remains limited, given our strong first half performance and second half visibility, we are raising our full year total revenue, operating margin and EPS outlooks. This guidance is also provided in our earnings release. And regarding FX, it is about a $4,000,000 tailwind to second half revenue from guidance we provided in late April. With that, for RPO, we continue to target $2,110,000,000 to $2,150,000,000 excluding FX movements.

[Dennis Story, EVP & CFO at Manhattan Associates]

For total revenue, we expect $1,071,000,000 to $1,075,000,000 with a $1,073,000,000 midpoint comparing favorably to our prior outlook due to our first half outperformance. For Q3, we continue to target total revenue of $270,000,000 to $272,000,000 accounting for retail peak seasonality. For Q4, we continue to target a midpoint of $267,000,000 For adjusted operating margin, we are increasing the midpoint to 35% from our prior midpoint of 33.25%. At the midpoint, we are targeting Q3 adjusted operating margin of 35% and accounting for retail peak seasonality about 33.2% in Q4. Our full year adjusted earnings per share at the midpoint is increasing by $0.21 to $4.8 up from our prior midpoint of $4.59 and includes our annual tax rate increasing to 22.5%, up from 21, which represents an $08 headwind to the second half of the year.

[Dennis Story, EVP & CFO at Manhattan Associates]

The increase in our tax rate is related to an increase in tax reserves caused by the acceleration of our domestic R and D cost deductions under the July 4 U. S. Tax law change. As such, this change will also lower our cash taxes paid and likely benefit operating cash flow by approximately $30,000,000 in 2025. On a quarterly basis, we are targeting a Q3 tax rate of 25% and earnings per share of 1.17 and accounting for retail peak seasonality and a tax rate of 22.5%, dollars $1.01 3 in Q4.

[Dennis Story, EVP & CFO at Manhattan Associates]

For GAAP EPS, our range is increasing to $3.23 to $3.31 For Q3, we are targeting GAAP EPS of $0.77 Here are some additional details on our 2025 outlook. For full year 2025 on our first half outperformance, our cloud revenue midpoint upticks to $408,500,000 on a quarterly basis, we continue to assume 104,500,000 in Q3 and $109,000,000 in Q4. For services, we continue to expect a midpoint of $497,000,000 On a quarterly basis, this assumes $127,000,000 in Q3 and accounting for retail peak seasonality $120,000,000 in Q4. For maintenance, our midpoint increases to 128,000,000 or a 7% decline on attrition to the cloud. On a quarterly basis, we expect Q3 $32,000,000 and Q4 $29,000,000 And finally, we expect our diluted share count to be 61,300,000.0 shares, which assumes no buyback activity.

[Dennis Story, EVP & CFO at Manhattan Associates]

In summary, a solid Q2 performance by the Manhattan global team. Thank you and back to Eric for some closing remarks.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Great. Thank you, Dennis. We're really pleased with our better than expected second quarter and first half results. As we have stated, the global macro environment remains challenging. However, we're optimistic about our business fundamentals and our growth opportunity. We believe our industry leading unified cloud platform positions Manhattan as the clear choice for modern supply chain commerce solutions. So thank you to everyone for joining the call and thank you to the Manhattan team for their dedication and execution. And that concludes our prepared remarks and we'd be happy to take questions.

[Operator]

Thank you. We will now be conducting a question and answer session. And our first question comes from the line of Terry Tillman with Truist Securities. Please proceed with your question.

[Terry Tillman, Managing Director at Truist Securities]

Yes. Thanks for taking my questions. And good afternoon, Eddie, Eric, Dennis and Mike. Nice to see these results, so good job on that. Two questions.

[Terry Tillman, Managing Director at Truist Securities]

First question is on supply chain unification. It resonated at the Momentum event that I attended. I think you all showed a bunch of logos in terms of combined TM and WM transactions. I mean, maybe easier said than done, but is there anything you can programmatically kind of now do to even put more kind of gas on the fire here in terms of whether it's tuning the products better together? Is it go to market investments?

[Terry Tillman, Managing Director at Truist Securities]

Maybe AI fuses them better together? Just what can you do on your own and your controllables to even drive more of these unification deals? And then I had a follow-up.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Okay. Yes, great. Thank you, Terry. Love the question. As I mentioned in my prepared remarks, we're truly doubling down on our investment in unification and we're doing that in several ways.

[Eric Clark, President, CEO & Director at Manhattan Associates]

So we have created an engineering team that's focused solely on building these unified functional advantages. So we want to make that even bigger and more clear of why it makes sense to leverage our unified platform. We've also engaged with our customers by creating this product council that's dedicated to serving these unified customers to really find out directly from them what they're looking for, what they need and co innovate and co create. And then sales and awareness is a big part of that as well. But I think one of the common themes that I heard at Momentum this year, because you're right, we talked a lot about unification, but our customers also talked a lot about unification.

[Eric Clark, President, CEO & Director at Manhattan Associates]

And one of the themes was that customers would tell me a year ago at Momentum that unification was a compelling strategy, customers believed in it, people were starting to lean in. But this year at Momentum, it came to life. And there were customers on stage telling their stories of how it increased efficiency, how it increased ROI, how it created strategic advantages for them. So we're really seeing our customers buying in. And also to your point, yes, I think Manhattan Active Warehouse Management and Transportation Management are probably leading the way and we've more than doubled our unification logos in that area from year over year.

[Eric Clark, President, CEO & Director at Manhattan Associates]

But we're also seeing lots of unification logos and I mentioned some of them in my opening remarks that are unified leveraging MAO and supply chain planning and POS. So great optimism and we're continuing to lean in and invest here around unification.

[Terry Tillman, Managing Director at Truist Securities]

That's great. Thanks, Eric for that. And my follow-up question is on cloud subscription revenue. It picked up a bit in terms of the growth rate compared to first quarter, so that was nice to see. It does look like you have this large balance of RPO.

[Terry Tillman, Managing Director at Truist Securities]

So I guess that supports going forward visibility. But I would just love an update on confidence level and sustaining 20% growth beyond the next quarter or two. Just anything you could share on that subscription revenue visibility? Thank you.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Yes. So when we originally provided the multiyear metric of the sustained multiyear 20% growth, we said we weren't going to update that metric every quarter. But I can tell you we do remain confident. And the reasons why we remain confident, we've got a large booked business in RPO like you mentioned and that gives us good visibility, particularly good visibility second half of next year. Our bookings and pipeline continue to be solid.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Our TAM is expanding. As I mentioned, we're making changes to accelerate sales velocity that includes specialization and that specialization around products, around renewals, around conversions, strengthening partnerships, adding sales talent. And then another big factor that we talk about when it comes to maintaining that 20% plus growth is the renewal cycle. And that really starts to pick up pace next year, particularly with our Manhattan Active Warehouse Management. And if you walk through the mechanics of that, you think about as the contract progresses, the dollars move from RPO to subscription revenue.

[Eric Clark, President, CEO & Director at Manhattan Associates]

And by the end of the contract, there's no RPO left. And then when we renew, it renews that RPO and refreshes that RPO, but it also does that at a higher level for a number of reasons. Number one, we've ramped that customer through the first X number of years of the contract. So we've ramped up DCs and users. So we're now going to be renewing at a run rate that's much higher.

[Eric Clark, President, CEO & Director at Manhattan Associates]

We've also got the opportunity to cross sell when we renew. So when those customers that are going to be renewing in 2026, when they bought warehouse management, we didn't have transportation management or supply chain management or AI agents. So all of those things are opportunities for cross sell. Of course, there's also the opportunity for price increases in some cases and all of this will drive higher RPO and higher subscription revenue. And then add to that the fact that, as we've mentioned in previous calls, we do have customers that are maybe taking a conservative view of their deployment cycles and are rolling out a little bit slower.

[Eric Clark, President, CEO & Director at Manhattan Associates]

We are actively working with those customers to find opportunities for them to move faster. And as they move faster, that grows our subscription revenue faster as well. So we think we've got lots of levers to pull to be proactive and work with our customers to drive this and continue the success.

[Terry Tillman, Managing Director at Truist Securities]

That's great. Thanks. Thank

[Operator]

you. And our next question comes from the line of Joe Brewink with Baird. Please proceed with your question.

[Joe Vruwink, Senior Research Analyst at Baird]

Hi, great. Thanks for taking my questions. Eric, just four different go to market investment areas you walked through. I appreciate some of these take time to become productive and revenue enhancing. But maybe you could go into a bit more just qualitative detail on what you think is possible through like the enhanced specialists and new hires.

[Joe Vruwink, Senior Research Analyst at Baird]

And quantitatively, you have to put a number on it, I understand given Terry's question, 20% growth in cloud subs that was intended to be a multiyear target. But do you really think that some of these go to market investments pay off, we're thinking about a number beyond the 20% level?

[Eric Clark, President, CEO & Director at Manhattan Associates]

Yes. Thank you for the question. Yes. As I mentioned, we're not making changes to that long term projection, but we are making a lot of changes to what we're doing in sales and go to market. And I think these are low risk changes that can have relatively quick impact, some quicker than others.

[Eric Clark, President, CEO & Director at Manhattan Associates]

So you talk about Bob Howell, who I mentioned is taking over as Chief Sales Officer. He's been here twenty years. He's worked closely on a lot of the big deals that we've done in Europe and APAC already. He's worked closely with those teams. So this gives him the opportunity to take some of the things that Bob and his sales team in The Americas have really perfected in terms of specialization, sales diligence, etcetera and leverage that more globally.

[Eric Clark, President, CEO & Director at Manhattan Associates]

So some of the things that we're doing really well in The Americas, we can tap into in other parts of the world. And I think that's very low risk and can have a quick return. I think some of the things that we're doing with partnerships, with Google, with Shopify, as I mentioned, we're already seeing returns. The product specialization, I mentioned we've got new leaders for POS and TMS since the last time we had this call. Those guys are coming up to speed quickly.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Obviously, they've been in this market. They know the business. They know Manhattan more as a competitor and how they're learning us as a company that they're working for. But the relationships that they have in the market will be valuable and they will help us to increase our pipelines very quickly. And I'm confident that the specialized teams that they're building around them will give us the ability to enter new markets.

[Eric Clark, President, CEO & Director at Manhattan Associates]

I think one of the things that we've been pretty clear about is we know that we've got market leading products in POS and TMS, but we probably don't have the market awareness that we want in those spaces. And I think those guys that we brought in can help us address that very, very quickly. So yes, I think there are several things that we're doing that can have material impact, certainly next year. Some of these things when you look from a revenue perspective, it's difficult to impact significantly revenue in the second half from a product standpoint. But all of these things should be able to give us a good impact for next year.

[Joe Vruwink, Senior Research Analyst at Baird]

Okay. That's great color. Thank you. I wanted to ask about the RPO bookings much better this quarter than last quarter. I'm curious if you can maybe parcel out how much is customers just acclimating to the macro versus Manhattan works a pipeline sometimes for a while and opportunities come together in a period.

[Joe Vruwink, Senior Research Analyst at Baird]

Do you think it was just the pipeline opportunities you had going into this period that was conducive to better RPO activity?

[Eric Clark, President, CEO & Director at Manhattan Associates]

Well, I think a big part of it was just very solid execution by our sales team. But from a macro point of view, I think some of the uncertainty has abated, but I think also customers are adapting to moving forward with some uncertainty. And just like we are doing. We're managing through the uncertainty and controlling what we can and I think our customers are doing that as well. And the pipeline that we went into Q2 was solid and we continue to see solid pipeline in the second half.

[Eric Clark, President, CEO & Director at Manhattan Associates]

One of the interesting things we talk about the tough macro that we've been in for a while now. Our last three bookings quarters have been our best three bookings quarters ever. So you can argue that all three of those quarters were during at least a changing if not a challenging macro. So I think our team continues to execute well and we've got a product that the market wants and demand is strong.

[Joe Vruwink, Senior Research Analyst at Baird]

Great. Thank you very much.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Thank you.

[Operator]

Thank you. And our next question comes from the line of Brian Peterson with Raymond James. Please proceed with your question.

[Brian Peterson, Managing Director at Raymond James Financial]

Thanks gentlemen and congrats on the strong quarter. So I wanted to hit on maintenance. That was a little bit higher than I had expected this quarter. Are you seeing some of your existing on premise customers kind of renew for longer? And can we get an update on where we stand on the status of that on premise to cloud migration for WMS?

[Eric Clark, President, CEO & Director at Manhattan Associates]

Yes. So bottom line, we've always taken the approach that our customers are going to convert to cloud when they're ready. And this is the second quarter in a row where we've had really strong bookings from new logo. And ultimately in the long run that's going to drive more growth opportunity, because that creates more opportunity for cross sell. That being said, we are continuing to look at our conversion opportunities and conversion pipelines.

[Eric Clark, President, CEO & Director at Manhattan Associates]

And I do see that as an area that we can get more aggressive and not only create more cloud subscription revenue, but also create more services revenue. So conversions is an area that we will continue to focus on. Now from a percentage standpoint, not a significant change from what we talked about a quarter ago. Roughly 20% of our on prem customers have started that conversion to the cloud. When I walk through kind of some samples of our new logos and conversions that we closed in Q2, we do continue to close conversions, but we still have a lot of conversions in the pipeline to close over the next several years.

[Brian Peterson, Managing Director at Raymond James Financial]

Thanks, Eric. And maybe just a follow-up. I know ERP migrations have gotten a lot of talk kind of industry wide. As you see that strength in net new, is that a big factor in what's driving new customers to Manhattan or maybe some commonality on what you're seeing on the net new side? Thanks guys.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Yes. So the ERP continues to be a tailwind for us, right? As people are making decisions on ERP and looking at what some of the ERP players have to offer and comparing that to what we have to offer, the change that they have to do in ERP is creating an opportunity for them to do a change in supply chain as well. So that's absolutely creating pipeline for us. And I think the amount of pipeline and what that's driving has been consistent over the past several quarters and we continue to see pipeline created that way.

[Operator]

Thank you. Our next question comes from the line of Dylan Becker with William Blair. Please proceed with your question.

[Dylan Becker, Research Analyst - Technology, Media & Communications at William Blair]

Hey, gentlemen. Congrats here. Appreciate it. Maybe, Eric, sticking on one of those prior topics around the idea of conversion momentum, but also on the new logo side. I wonder if you could contextualize some of the efficiency gains you're seeing around kind of delivery and implementation, what you can do to make that process easier and faster?

[Dylan Becker, Research Analyst - Technology, Media & Communications at William Blair]

And maybe if that is a TAM unlock in and of itself, as it's kind of historically been viewed as heavy implementation, if that allows you to go maybe more down market into Tier two and what that TAM unlock could potentially look like?

[Eric Clark, President, CEO & Director at Manhattan Associates]

Yes, great question. And in fact, this is something that we talked about at Momentum as well. Our team is having success of leveraging automation and AI to reduce implementation timelines, to reduce the number of extensions required, to reduce the number of hours to create an extension. So there's example after example of where we're reducing timelines and reducing cost and deployment. So that absolutely makes our TAM bigger.

[Eric Clark, President, CEO & Director at Manhattan Associates]

And that's one of the things that we're one of the message that we're taking to market right now as well. As we can reduce the speed or increase the speed and reduce the complexity, it increases our TAM and it also can be another way to encourage customers to do those migrations and convert from on prem to the cloud. So those are messages that we're taking to market right now and I think they're being received very well.

[Dylan Becker, Research Analyst - Technology, Media & Communications at William Blair]

Sure. Thank you.

[Eric Clark, President, CEO & Director at Manhattan Associates]

And by the way at Momentum our customers were also happy to hear that with that speed and reducing complexity it gets them to their ROI faster, which is a very important message for them.

[Dylan Becker, Research Analyst - Technology, Media & Communications at William Blair]

Very much. Yes, perfect. Okay.

[Dylan Becker, Research Analyst - Technology, Media & Communications at William Blair]

Thank you. And then we've talked about kind of the pace and productivity, kind of the expectations on sales hiring and where you think about kind of segmenting that out. But if we were to kind of step back and contemplate the renewal cycle in fiscal twenty twenty six, kind of having come on board now one hundred and fifty, one hundred and sixty days, could you maybe draw any parallels in your prior experiences of how you're kind of positioning and viewing navigating that renewal opportunity and what that can kind of contextualize from a potential upsell, obviously, unification cross selling dynamic as well? Thank you.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Yes, yes, definitely. So it's not too dissimilar from the cycle that we were on when I joined ServiceNow, when ServiceNow was just over $1,000,000,000 and we were going through significant renewal cycles. And at the same time, we were introducing new products and doing cross sell and upsell when we did those renewals. So that will be a big focus for us in the second half of this year and that's a big part of what Bob Howell and his team are going to be putting together is that global structure that we will use to make maximizing the opportunity at renewal and not just renewing, but driving growth within those customers as well.

[Dylan Becker, Research Analyst - Technology, Media & Communications at William Blair]

Great. Thanks, Eric. Appreciate it.

[Operator]

Thank you. And our next question comes from the line of George Corusawa with Citi. Please proceed with your question.

[George Kurosawa, Equity Research Analyst at Citi]

Hey, thanks for taking the questions. Maybe as it relates to the macro backdrop, if you could talk about kind of linearity in the quarter, did things improve as the quarter progressed? And any comments on how things are trending so far into July?

[Eric Clark, President, CEO & Director at Manhattan Associates]

I wouldn't say there was anything material to note in terms of things improving throughout the quarter or even in July. Typically in our business, Q3 has been seasonally a weaker quarter and Q4 seasonally a stronger quarter. We'll see if that plays out. But in terms of the macro, meaningful.

[George Kurosawa, Equity Research Analyst at Citi]

Okay. That's helpful. And then on this twenty twenty six, twenty twenty seven renewal cycle that you're gearing up for, anything you can help us with in terms of when you're looking at the time lines for when we should expect those to really start to kick in when you have kind of the big book of business, coming back to the table? And, how are you thinking about success relative to renewal cycles you've seen in the past?

[Eric Clark, President, CEO & Director at Manhattan Associates]

Yeah. So it's not gonna hit in one big wave all of a sudden. It it hits it gets a little bit bigger every quarter. So it it it can sneak up on you if you're not prepared for it, and that's why we are, you know, making a very clear effort to be prepared for it and build the team, build the comp plan, build the structure all around it, that we can measure it very well. And in fact, we're already measuring at eighteen months out.

[Eric Clark, President, CEO & Director at Manhattan Associates]

We're looking at the next eighteen months, what the renewals are coming in, making sure that we're preparing and making sure that we can have the right cross sell conversations in advance, so they can have their budgets ready and we can maximize this opportunity.

[George Kurosawa, Equity Research Analyst at Citi]

Great. Thanks for taking the questions.

[Operator]

Thank you. Our next question comes from the line of Mark Schappel with Loop Capital Markets. Please proceed with your question.

[Mark Schappel, Managing Director at Loop Capital Markets LLC]

Hi. Thank you for taking my question and nice job on RPO print. Eric, question for you. Given that things kind of seem to be settling down a little bit since Liberation Day, what's your observation around or sentiment around CIOs moving forward with, say, large WMS or TMS upgrades or expansions? And then also since Liberation Day, are you seeing any of these initiatives kind of being crowded out by other priorities?

[Eric Clark, President, CEO & Director at Manhattan Associates]

Well, I think one thing is very clear that Liberation Day was just one more reason for CIOs and Boards to recognize that this is mission critical software. And what we are seeing is while some of the uncertainty is maybe getting more clear and some of the uncertainty is getting more common, people are figuring out how to work around the uncertainty. We're seeing that the most forward leaning companies are not holding back on investing in supply chain. They recognize this as a differentiator and they recognize it as something that they need to look for strategic advantages. So we're not seeing large customers use this as a place to save money.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Thanks, That being said, I'll continue to use the same caution that when it comes to rollout cycles, that's where they have a little bit more flexibility and how quickly they want to spend and how quickly they want to deploy.

[Mark Schappel, Managing Director at Loop Capital Markets LLC]

Great. Thank you. And then, I appreciate your earlier comments on the go to market investments you're making. On the marketing front or market awareness front, what can we expect on that front for the balance of the year?

[Eric Clark, President, CEO & Director at Manhattan Associates]

Yes. We're in a period of change right now. So I think maybe a quarter from now, we can give you a bigger update on what that's going to look like. But we have an open search for a Chief Marketing Officer. And we've made it clear that we want to invest.

[Eric Clark, President, CEO & Director at Manhattan Associates]

We want to change our awareness and presence in the market. And we're taking the steps to make sure that we do that.

[Mark Schappel, Managing Director at Loop Capital Markets LLC]

Thank you. That's all for me.

[Operator]

Thank you. And our next question comes from the line of Chris Quintero with Morgan Stanley. Please proceed with your question.

[Chris Quintero, VP & Equity Research Analyst at Morgan Stanley]

Hey, Eric. Hey, Dennis. Great to be on the call here with you all. Thanks for taking the questions. Based on the go to market changes here, just curious kind of how far along are we on those?

[Chris Quintero, VP & Equity Research Analyst at Morgan Stanley]

How much more is left? And when you think about the new sales reps that you're hiring, what's the kind of background and profile? And is that different from the historical sales rep that you all have hired?

[Eric Clark, President, CEO & Director at Manhattan Associates]

Yes. So in terms of how far along, we're just getting started. You know you know, I mentioned a lot of these hires were were in the past quarter since the last time we we did this earnings call. Backgrounds, they're, you know, coming from our competitors in many cases. And, you know, they're they're coming from the competitors that we're often routinely beating and they want to come be a part of Manhattan.

[Eric Clark, President, CEO & Director at Manhattan Associates]

So this group of people that we hired has experience across Blue Yonder and Oracle, Mad Mobile, Walmart, and just about every competitor, we're bringing in people that understand those businesses and can help us build a better product and create more market awareness around our product.

[Chris Quintero, VP & Equity Research Analyst at Morgan Stanley]

Got it. That's helpful, Eric. And then I want to follow-up on services. Really nice to see that outperformance in the quarter. The full year guide stayed unchanged.

[Chris Quintero, VP & Equity Research Analyst at Morgan Stanley]

So just curious, like any change on how you're thinking about the full year or just staying conservative?

[Eric Clark, President, CEO & Director at Manhattan Associates]

Yes. We're staying conservative. Again, that's the part of our business that the customers have a lot of flexibility. It's time and material contracts. And if they want put their foot on the throttle and really go fast, we can help them do that.

[Eric Clark, President, CEO & Director at Manhattan Associates]

But if they want to slow down, we do that with them as well. So, we're just taking a conservative approach and but we're pleased with where we are at this point in the year.

[George Kurosawa, Equity Research Analyst at Citi]

Excellent. Thank you.

[Operator]

Thank you. And with that there are no further questions at this time. I'd like to turn the call back to Eric Clark for closing remarks.

[Eric Clark, President, CEO & Director at Manhattan Associates]

Yes. Thanks very much. Appreciate you joining and appreciate all the questions. Bottom line, we're pleased. We had a very solid quarter and we did better than expected and had great new logo performance and great margin expansion.

[Eric Clark, President, CEO & Director at Manhattan Associates]

I'm personally very excited about the go to market changes. I'm excited about what Bob can bring to the global team and also excited to see the impact that agentic.ai will have on our business in the second half and beyond.

[Operator]

Great. Thank you. And everyone this does conclude today's teleconference. We thank you for your participation. You may disconnect your lines at this time.

Participants

Executives

• Michael Bauer, Senior Director - IR
• Eddie Capel, Executive Chairman
• Eric Clark, President, CEO & Director

Analysts

• Dennis Story, EVP & CFO at Manhattan Associates
• Terry Tillman, Managing Director at Truist Securities
• Joe Vruwink, Senior Research Analyst at Baird
• Brian Peterson, Managing Director at Raymond James Financial
• Dylan Becker, Research Analyst - Technology, Media & Communications at William Blair
• George Kurosawa, Equity Research Analyst at Citi
• Mark Schappel, Managing Director at Loop Capital Markets LLC
• Chris Quintero, VP & Equity Research Analyst at Morgan Stanley