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Exam Number : PEGACPDC74V1
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Gain greater understanding of the key features, capabilities and benefits of the Customer Decision Hub in this essentials course. Learn how components such as Proposition Management, Predictive Analytics and Interaction History are used to create, simulate and analyze real-time Next-Best-Action decision strategies. Get hands-on experience building strategies for real-time interactions as well as simulating and analyzing their results using Visual Business Director.

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

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



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Pegasystems Decisioning Question Bank

Pegasystems inc (PEGA) Q2 2021 income name Transcript | PEGACPDC74V1 test questions and boot camp

a close up of a logo: Pegasystems inc (PEGA) Q2 2021 Earnings Call Transcript © offered with the aid of The Motley fool Pegasystems inc (PEGA) Q2 2021 earnings name Transcript

Pegasystems inc (NASDAQ: PEGA)

CONSTELLATION manufacturers, INC.

Q2 2021 revenue name

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

Contents:
  • prepared Remarks
  • Questions and answers
  • call contributors
  • prepared Remarks:

    Operator

    good day, everybody and welcome to the Pegasystems 2nd Quarter 2021 profits results call. modern day call is being recorded.

    at the moment, i want to turn the convention over to Ken Stillwell, Chief Operations Officer and CFO. Please go forward.

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    this article is a transcript of this convention name produced for The Motley fool. while they strive for their silly ideal, there may well be error, omissions, or inaccuracies during this transcript. as with every their articles, The Motley idiot does not expect any accountability on your use of this content, and they strongly inspire you to do your personal analysis, together with being attentive to the name your self and studying the enterprise's SEC filings. Please see their phrases and prerequisites for extra particulars, together with their obligatory Capitalized Disclaimers of liability.

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

    Ken Stillwell -- Chief working Officer & Chief economic Officer

    thank you. first rate night, women and gentlemen, and welcome to Pegasystems Q2 2021 salary call.

    before they begin, i would want to study their protected Harbor remark. certain statements contained in this presentation can be construed as forward-looking statements as described within the inner most Securities Litigation Reform Act of 1995. The phrases expects, anticipates, intends, plans, believes, will, might, should, estimates, may additionally, pursuits, techniques, tasks, forecasts, suggestions, doubtless and always or adaptations of such words or different an identical expressions determine forward-searching statements, which talk handiest as of the date of the remark turned into made and are in line with current expectations and assumptions. because such statements contend with future movements, they are discipline to a variety of hazards and uncertainties. real results for fiscal 12 months 2021 and past might vary materially from the company's latest expectations. components that may trigger the enterprise's results to vary materially from these expressed in ahead-looking statements are contained within the business's press unencumber announcing its Q2 2021 profits and within the company's filings with the Securities and alternate commission, together with its Annual report on kind 10-ok for the year ended December 31, 2020 and other latest filings with the SEC. buyers are counseled not to place undue reliance on such ahead-searching statements, and there are not any assurances that the matters contained in such statements will be carried out. besides the fact that children subsequent hobbies could cause their view to alternate apart from as required by means of applicable legislation they don't undertake and principally disclaim any responsibility to publicly update or revise these ahead-looking statements, whether as a result of new counsel, future hobbies, or in any other case.

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

    Alan Trefler -- Founder & Chief executive Officer

    thanks, Ken, and thanks to their shareholders. i'm happy with their effects for the first half of the yr, and that they replicate the potent demand for their digital transformation know-how and their endured progress toward a routine income mannequin. Their complete ACV, which they trust to be the premier indicator of their efficiency, multiplied with the aid of 22% yr-over-12 months as their backlog endured to develop as smartly. i am excited that we're seeing truly powerful cloud adoption, led via Pega Cloud which is almost all of their new company, complemented by incredible success in client cloud.

    Now, as materials of the area begin to emerge from the intense circumstances of the pandemic, digital transformation is still on the forefront of their clients' priorities. it be more appellant than ever that there's no straight line again to a pre-pandemic environment, and customers, I suppose, are figuring out the want for agility and that it be greater essential than ever in the event that they're going to thrive in an more and more unpredictable world. We're also making the most of a renewed hobby in workflow, a class they helped pioneer and it is being heavily mentioned out there. although, they believe that their low-code platform and their outcomes-centric method to workflow actually differentiates us and uniquely positions us to help their valued clientele solve their business complexity while maximizing flexibility and delivering magnificent value now and in the future.

    Our approach is to proceed to focus their efforts on constructing solutions and an ecosystem directed in enhancing efficiency, usability, accessibility and time to value. once they closing spoke, they have been days inside the PegaWorld inspire person conference and saw several enormous announcements. They launched the next important unencumber of Pega Infinity that contains stronger low-code clever automation and AI capabilities. This latest version empowers company clients to carry differentiated person experiences with potent development capabilities that deliver digital transformation at scale for even the largest and most refined global firms. using a center-out strategy, the existing enhancements aid enhance again-conclusion system efficiencies, streamline front-end client service approaches and enable true one-to-one consumer engagement to drive significant and lasting transformation. employees can work smarter to pressure impactful outcomes, while conclusion shoppers can enjoy faster, less difficult and greater personalized experiences that actually assist their purchasers convey pride and loyalty.

    We also launched their new streamlined Pega partners software, designed to aid valued clientele hastily accelerate their digital transformation initiatives via greater quite simply making a choice on the partner that most closely fits their wants through new distinctions. moreover the implementation position their partners have historically applied, the program makes it simpler for them to engage with us in joint answer development, co-promote and even on incentives for referring valued clientele. here is the 2nd 12 months they held PegaWorld encourage nearly, and we're capable of comprise a lot of researching and innovation to make this year's adventure even more engaging. i hope many of you were capable of join reside or can nevertheless watch the replays. After greater than a year of essentially all world hobbies fitting virtual, they had some concerns about digital experience burner. however they had an outstanding response with greater than 18,000 attendees from very nearly 800 wonderful customer companies. moreover, for the reason that the reside experience, they now have viewed more than 16,000 replay views, enormously broadening the have an effect on and impact of the content material. As a hit as their remaining two digital PegaWorld have been, we're longing for being lower back in grownup in Las Vegas in 2022 and hope you will be capable of join us.

    Now, when it comes to new business and a few of the client work they have now been doing. In Q2, they continue to see a fine mixture of company globally inside their key verticals and throughout all three most important answer areas while making some inroads in some rising areas. They proceed to peer both web new enterprise and expansion of business within current customers, indicative of the persevered chance to prolong their footprint inside their put in base. i love winning business, but i am nevertheless most excited through seeing the first rate consequences they have now been able to support their purchasers achieve, a lot of whom did share their stories at PegaWorld in may additionally, like proper 10 global financial institution HSBC is following a incredibly a hit deployment of Pega marketing and precise-time decisioning in Australia through the use of Pega across the entirety of its retail banking and wealth management customer base. they're maximizing reuse and deploying to a couple of markets throughout dissimilar sales and service channels. And this results in big advancements in consumer and colleague adventure as well as profits uplift.

    Blue protect of California is reducing cost per client while transforming into in the highly competitive California market. they're enhancing customer service to carry personalization with each engagement, growing an built-in service model that thrills both valued clientele and team of workers. Fortune 500 insurer Unum has efficaciously applied Pega herbal language processing to guide one in all its greatest contact centers, offering enterprise users more advantageous insight into the kinds of requests being made by means of valued clientele. And UPC Switzerland, the nation's largest cable operator and part of the liberty global neighborhood, is responding to the problem of massive changes within the telecoms industry. Pega is assisting UPC with an intensive digital transformation to create seamless customer adventure throughout channels while maintaining charges down and productiveness up. that you could hear more about these successes without delay from their valued clientele through looking at PegaWorld encourage replays on their site. just click on the events tab on the domestic page, and that i suppose you'll find it really worthwhile.

    Now, from an operational viewpoint; they continue to hire strategically, attracting talent from peers and opponents while they put money into conserving and constructing their personal excessive-caliber team. world wide, I proceed to be impressed with the tenacity, commitment and fervour their team has proven to get us via these new challenges and to reveal new issues to their valued clientele. We're just starting to help commute and enabling people lower back into offices as, of path, local circumstances and rules permit, while prioritizing the health and security of their body of workers, valued clientele and companions.

    Now look, all of us be aware of the pandemic has had a profound effect on how they work. a few of it is awfully difficult. however it's additionally stressed their limits and advantageous techniques. And they found resourceful new tactics in working at the side of their shoppers to develop into an even tighter and more linked company. many of these changes will persist and proceed to bring tremendous exchange going forward, and we're seeing with many corporations all over the world that they have jointly realized that they can be tons greater bendy than they notion feasible. And this creates new alternatives from everything from recruiting to retaining the gold standard individuals, to being able to engage in a different way with their consumers. You might also have seen that their headquarters building in Cambridge become currently offered, and we're ending their hire there. in place of with no trouble find yet another identical space in Cambridge, they took this possibility to rethink what their team of workers would look like sooner or later in response to employee surveys and discussions with peers.

    due to this fact, we're leasing a smaller headquarters in Cambridge in an effort to include a state-of-the-art client briefing center and additionally a second house west of the city in Waltham, which we're building out now and should be custom designed to assist their future group of workers. They additionally, within the region, have beautiful offices in sale of new Hampshire north of the metropolis. They believe, as an example, this strategy will provide current and future team of workers more options for where to work and guide the bendy work environments that they see employees in search of. They believe their workplace should be a magnet, not a mandate and that this strategy will improvement their recruitment and retention efforts.

    So in summary, I believe we're executing neatly on their approach, and here is mirrored in their consequences for the first half of 2021. We're making wonderful progress on their transition to the ordinary income mannequin. Their customers are leveraging their software to handle both immediate and short-time period challenges in addition to Preparing and constructing for long-term alternatives. I consider we're making the right strategic investments to take expertise of the heightened focal point on digital transformation, and they now have their enjoyable outcome-driven workflow on the way to permit this to be feasible, all whereas they are collectively working to judiciously control margins. And they proceed to see tremendous opportunities among each their existing and new valued clientele.

    To supply more colour on the financial effects, let me now flip this over to their COO and CFO, Ken Stillwell. Ken?

    Ken Stillwell -- Chief working Officer & Chief fiscal Officer

    Thanks, Alan. For these of you who have an interest, i'm excited to say this is my 20th revenue call as Pega's CFO. The economic system is definitely feels like or not it's recuperating, and they continue to execute well on their cloud transition. Now all the way through this transition, there are two key metrics that I've mentioned, which are how they measure their company success.

    the primary key metric is the increase in annual contract cost, they call ACV. ACV increase represents the annual contract cost of recurring arrangements between Pega and its consumers. i'm in fact excited to look Q2 entire with ACV growth of twenty-two% yr-over-yr, inclusive of a three% to four% tailwind from FX. total ACV reached $899 million, an increase of $161 million from the same length three hundred and sixty five days ago. The biggest contributor to their ACV growth turned into Pega Cloud. Pega Cloud ACV grew by using an miraculous forty six% to $307 million. client Cloud ACV grew via 12% yr-over-yr, achieving $592 million. The 2d metric to measure their company success all over the cloud transition is increase in remaining performance responsibility or backlog. complete backlog on the end of the second quarter crossed the $1 billion mark to $1.03 billion, a rise of 26% from a 12 months ago.

    The increase in existing backlog, which is backlog of the one year -- the increase in present backlog, which is backlog of three hundred and sixty five days or less, turned into additionally amazing, increasing 23% to $567 million over the equal duration, powered through current Pega Cloud backlog boom of 47%. With these ACV and backlog metrics in intellect, Q2 became an effective quarter, and it was sequentially plenty more desirable than Q1. As I explained remaining quarter, their cloud transition contains three fundamental phases. Pega is at present within the 2d section of the cloud transition. I name this the income increase transition.

    in the first few years of the cloud transition, the salary increase expense declined as new client commitments transition from perpetual license agreements to subscription preparations. almost all these new preparations are subscription bookings and go into backlog for awareness as profits in future periods. for example, in the first half of 2018 and '19, Pega's total earnings increase fee declined yr-over-12 months. although, as soon as an organization passes the midpoint of the cloud transition, revenue increase starts to accelerate once again and may exceed the ACV growth cost, which is what Pega skilled in the first half of 2021.

    total income within the first half grew by way of 30% year-over-yr, achieving $639 million. here is the fastest total earnings increase that Pega's enterprise has skilled in over a decade when evaluating first half salary of the latest 12 months to first half earnings of a previous year. however, it be critical to point out that total salary in the first half of 2020 included the have an effect on of the pandemic, a a bit of reduce renewal period and the income trough of being in the center of the cloud transition. Subscription earnings for the first half of the yr become $511 million, a 37% boost from the identical length twelve months ago. Subscription revenue, which includes Pega Cloud, and preservation, now contributes about 80% of complete profits from just over 50% once they started the cloud transition in late 2017.

    you're going to word that they disclosed in their 10-Q that within the second quarter of 2021, they had a large latest customer that renewed an existing multiyear contract also elevated their use of Pega application and prolonged the term of the settlement prior in the 12 months than they had expected. The accounting for this deal below 606 ended in over $30 million of suggested revenue in Q2, which would have otherwise been predicted in future durations. That deal became the biggest single variant to their expected income effects for the quarter and the first half. A core element of their go-to-market strategy is to raise revenue insurance for their gigantic target money owed, win new offers and cross-sell and up-sell into these customer bases. Their first half results are just another proof element that their method is working.

    a few of their purchasers are doubling or tripling down on their Pega investments as a result of they want a low-code platform to aid them develop digital transformation initiatives and enhance workflows. because of this, they plan to proceed to invest in expertise, management and further income capacity as they win more than their fair proportion of the $65 billion-plus market opportunity for digital transformation.

    Our non-GAAP salary for the first half of the year was $42 million or $0.forty nine per share. This development resulted from a mix of solid profits growth and improved price administration, although, became impacted by way of the colossal time period deal in Q2.

    I want to reiterate that ACV and backlog are both most essential increase metrics for the business. Pega Cloud is their software-as-a-carrier providing. For these purchasers, they manipulate the cloud infrastructure on behalf of their purchasers. client cloud profits comprises revenue from renovation and time period license contracts. The client manages these deployments on the infrastructure of their choice. The closing section, the cloud transition, is the money movement transition. They expect their money stream will normalize in the coming years and has already more desirable in the past yr. They agree with it might be essential to stability boom and profitability over the long run. They believe of the rule of thumb of forty metric, the aggregate of ACV growth and free cash movement margin, to calibrate the exchange-off between profitability and growth. They continue to predict that as they complete the cloud transition in 2023, they are able to make increasing growth toward that goal.

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

    Questions and solutions:

    Operator

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

    Kevin Kumar -- Goldman Sachs -- Analyst

    here is Kevin on for Chris. I had a question on the partner channel. Given you could have had a number of alterations in the approach that you just collaborate together with your partners, are you seeing any early signs of growth in engagement? Thanks.

    Alan Trefler -- Founder & Chief govt Officer

    sure, this is Alan. I suppose the engagement is visibly more extreme. And they now have added to that crew to be capable of work more intently with partners. and that i'll tell you that the stage of accomplice engagement on each exact deals and prospective opportunities are each visibly up. So i am feeling first rate concerning the effort we're inserting in their partners. and obviously, they need to continue to cultivate and advance that. but we're listening to from them lots of enthusiasm about Pega, which is superb.

    Kevin Kumar -- Goldman Sachs -- Analyst

    first rate. and then probably one more for me. it be terrific to see ACV growth accelerate. curious about type of the CRM facet of the business, how is deal undertaking been in that segment? What forms of use circumstances are you seeing along with your purchasers?

    Alan Trefler -- Founder & Chief govt Officer

    smartly, for example, certainly one of that massive expansions that they mentioned I consider is terribly squarely in what people would consider to be set of CRM and broad CRM use cases. I consider CRM, of path, capacity different things to diverse people, however the tremendous majority of their utility is used and why is that possibly have an effect on valued clientele while making an attempt to keep the place the client their client funds. and people are only going to continue, and they see a lot of activity and a lot of starvation for carrying on with to Strengthen client engagement.

    Operator

    And next, we'll go to Jack Andrews from Needham. Your line is open.

    Jack Andrews -- Needham -- Analyst

    I wish to ask, Alan, you mentioned renewed pastime in workflow on your organized remarks. i used to be curious in case you might drill into what specific types of use situations are you seeing consumer interest in on that front?

    Alan Trefler -- Founder & Chief govt Officer

    So, I believe it varies a little bit through business. as an example, within the healthcare space, the conversations in lots of instances are round how do you Strengthen your care management and population fitness to make it in order that, for example, that you may both make people's lives more advantageous, at the same time that you simply're saving money, which is the best of all possible worlds.

    i would inform you in monetary features, which has been and continues to be a powerful enviornment for us, a lot of the workflows are about making an attempt to get the -- a lot of people used to refer to as the center workplace out of the photograph and changing that with a high level of automation so so that you can go without delay from a multichannel or omnichannel want all of the manner via execution, even if that's via a Pega front conclusion or with the aid of plugging us into one of the different channels.

    I've in no way adored the note workflow, to be honest, although or not it's been popularized of late, and we're truly impressive at it. I've at all times preferred the be aware work do. because you don't really wish to flow the work around, you in fact wish to in fact execute and do it. and that is truly what they excel. and admittedly, I believe we're miles past lots of different americans who were or declare to be in that space.

    So, i am satisfied to have that note become greater favorite, and i believe that it plays to their differentiation.

    Jack Andrews -- Needham -- Analyst

    admire that. And simply as a follow-up query, may you update us when it comes to your hiring plans for the 12 months? And any metrics when it comes to simply productivity and things like that? and the way they should still predict the steadiness of hiring to unfold all through the 12 months?

    Alan Trefler -- Founder & Chief executive Officer

    neatly, i could flip it over to Ken for the numbers. i may just remark. but the hiring you do in a given 12 months is in fact, to be honest, about improving productiveness for the upcoming ones, appropriate? so you don't -- actually, as you enter the 2nd half, anything else they do isn't going to be considered as productivity except they get some time into subsequent 12 months, just being the character of on-boarding, et cetera. Ken, do you wish to remark about the way you feel these group of workers numbers are going to seem?

    Ken Stillwell -- Chief operating Officer & Chief monetary Officer

    sure, sure. So Jack, they had done -- they have been concentrated on form of the simply circular numbers around variety of the 20% increase in type of selling means. i would say their goal for the 12 months isn't some distance off of that quantity. i'd say that we're a bit bit -- they have grown a little slower within the first half of the year. or not it's now not linear when it comes to the growth. So no matter if they truly achieve that increase rate by using the conclusion of the 12 months, it probably might be a little less than that just because of it be a aggressive market accessible.

    And they have been a bit bit extra, i'd say, considerate about hiring into the returned of the 12 months within the first quarter as a result of COVID changed into type of nonetheless lingering a bit bit. however actually, we're -- the economic system is retaining up in fact smartly, their customers are very energetic. And like Alan mentioned, hires that they do that 12 months -- even hires that they bring on during this quarter are only actually starting to have an opportunity to influence next yr. that's truly a rent for 2023. So they really need to keep the growth cost up. So sort of feel of that quantity, doubtless a little in need of 20% for the year.

    Operator

    And subsequent, they are going to go to Mark Murphy from JPMorgan. Your line is open.

    Mark Murphy -- JPMorgan -- Analyst

    sure, thank you very tons. i'm interested in no matter if you've got any metrics you may provide that may support us just understand your scale of adoption in the low-code market? for instance, just how many Pega clients or what number of seats do you consider you have got that could say that they are sitting in developers that sort of take a seat on the business side in place of on the IT aspect? And just what does that combine appear to be for you when it comes to seats on the IT side versus the company side?

    Alan Trefler -- Founder & Chief government Officer

    So the work that now they have completed actually for the previous 24 to 36 months, in case you go on to their web page and you look at what they call their Pega categorical methodology, and you really look at probably the most brief video clips or consumer testimonials or other things. you are going to see that they have in fact worked to make the know-how obtainable to the business.

    And the real key for us is their utility is designed to be attainable for the business, however now not to do a bit type of what i might describe as kind of tiny toy solutions that might basically compete with spreadsheets. it truly is no longer where they think the needle goes to get moved for material groups.

    So if you take a glance at the latest unlock they have 8.6, which they just announced at PegaWorld and at the moment are actively shipping, we've got received dozens of customers who're in the low-code manufacturing facility area, trying to install factories for his or her citizen developers or their populations to be in a position to both construct apps, but additionally definitely facilitate a collaboration between the enterprise and IT where they could reuse issues that IT gives, however do it in a method that has the right sort of safety, reliability and different forms of things in-built.

    once I hearken to the one of the crucial low-code mantras, it simply kind of brings you back to the eras of Lotus Notes and power builder and all forms of different issues that frankly ended up having a little bit of a, let's just say, restricted and not always lucky existence at their end.

    And what i'm excited about is that they now have been able to power those sorts of business builders which I select is an improved word than citizen developers, which sounds a little kind of radical, however be able to in reality empower these developers to participate in a completely diverse manner and work constructively on issues which are going to emerge as being critical apps for their corporation. And there are going to be issues that may birth small and develop to true large.

    And we've -- i am considering of a few my Fortune 50 consumers who actually have these sorts of builders who developed more than 500 functions and are operating, tremendous numbers of apps which are getting used by way of tens of heaps of the workforce in these groups, all powered via people who you wouldn't suppose of as natural IT at all.

    Mark Murphy -- JPMorgan -- Analyst

    ok, very enjoyable. thank you for that Alan. The -- also on the client engagement segment, following up on that query from Chris Merwin group. I believe -- i'm trying to have in mind the place did you see the strongest growth factors in Q2? could be greater within the customer provider and help, extra within the earnings automation or the other piece that does the cross-sell, the subsequent most appropriate action piece? i'm simply trying to be mindful what is getting prioritized because the economy reopens and starts constructing momentum right here?

    Alan Trefler -- Founder & Chief government Officer

    lots of next top-quality action, coupled with carrier and end time success. there is a lot of people who've considered the bailing wire in their internal operations and know that they need to actually make this greater, trying to make issues extra productive. and that's essentially some thing that has to do with shoppers but is ready an efficiency play and about an conclusion-to-conclusion automation play interior these orgs.

    So i'd put it very an awful lot extra in the kind of success and deepening customer relationships. I feel a lot of corporations have realized that the style they're going to get through income is, in lots of cases, going to be by way of deepening latest relationships as adversarial to always going out after an entire supply of latest businesses. And we're getting used heavily in those styles of environments.

    Mark Murphy -- JPMorgan -- Analyst

    okay, understood. after which I simply had a remaining quick one for Ken. I consider it's -- you type of -- you spoke to the form of the mega deal that led to Q2. And so it helps us take into account why that time period license line can show so plenty volatility. The -- it pretty much gave the impression of it may have gone slightly past that. can you help us understand the -- once they seem to be on the upside in that time period license line, what number of diverse offers might be are using form of that full magnitude of upside, in case you will?

    Ken Stillwell -- Chief operating Officer & Chief economic Officer

    So might be I might possibly reply your query in type of maybe a little greater direct. So i could say, I feel that probably the most views of their Q2 earnings had been probably a little conservative in the term line. So let me beginning there. They -- naturally, they don't book, however they definitely saw a chance to function well in the time period line. in order that would be one statement i might make.

    And absent that $30-plus million deal, there may be -- in a customary quarter, you are going to have 50 deals or in order that make a contribution to income in a quarter, however best a extremely small variety of them in order to contribute, say, over $1 million in a quarter. so you don't think about Q2 as just like the large deal plus two extra. It was more than I feel there become probably extra of a lesser expectation on that term line than might be what they concept could turn up when it comes to this -- sort of the sell-facet target, as a way to communicate.

    Operator

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

    Rishi Jaluria -- RBC -- Analyst

    hi there, guys. Thanks for taking my query after which satisfactory to peer persevered solid execution. i wished to beginning off by way of perhaps drilling a bit bit greater into the ACV and cloud numbers because they did see a little bit of a drop off in Pega Cloud ACV growth rates. And look, I remember the story about Cloud alternative. but possibly you might help us remember that as well because the mild decel that they saw on the cloud income side. have been there any components that you just name out in the quarter? and should they are expecting that line to probably reaccelerate over the coming yr? and then I've got a follow-up.

    Ken Stillwell -- Chief working Officer & Chief fiscal Officer

    sure. So let me take that one, Alan. So yes, Rishi, and that i realize they just launched profits like an hour ago. so you guys want time to digest all of the numbers for that takes greater than 30 minutes. but i will highlight one component. The specific boom in Pega Cloud ACV sequentially in Q2 become -- I consider possibly just like the biggest quarter we've got ever had in Pega Cloud absent of this fall. So it become a very mighty quarter in sequential Pega Cloud ACV increase.

    here's what's going on. You now have a big denominator should you're doing these boom numbers, right? And so by using definition, attempting to maintain a 50% increase price into perpetuity after we're getting $300 million, $four hundred million, $500 million, $600 million over time of Pega Cloud ACV will probably be an unrealistic expectation.

    however what i would say is that also, that quantity is a 12-month number and does have some -- depends on sequential -- or excuse me, prior yr quarters and the way that works out. however what i would inform you, notwithstanding, is only appear on the sequential Q1 to Q2 boom in ACV. I think if my math changed into right, they grew Pega Cloud ACV anything like $25 million and they grew client Cloud, some thing like $21 million.

    and that is the reason -- those -- that boom number are pretty outstanding increase numbers. however I do not suppose there's any weak spot in any respect or any factor that they should be thinking about for Pega Cloud or cloud or ACV in familiar. I simply suppose occasionally the math receives a little bit sort of screwy depending on which quarter and additionally they acquired a bigger base quantity. it is definitely what's happening.

    Rishi Jaluria -- RBC -- Analyst

    okay. terrific. No, that makes sense. I totally take note. and then following up just on the ACV line, it be best to peer ACV boom tick up some extent or two on a relentless currency foundation from last quarter. I think about you nonetheless have ambitions to not to look it get returned as much as that 20% mark that it had been pretty at all times above but accelerated extra from there.

    can you might be focus on what sort of the street map to get drive that reacceleration looks like? and what kind of development you might be seeing on some of these initiatives, together with the development in revenue action and superior leveraging the associate ecosystem?

    Ken Stillwell -- Chief working Officer & Chief monetary Officer

    neatly, i could take one piece to that and Alan, believe free to add any colour right here. So in terms of 2021 versus, say, '22, '23, '24, if you think about the difference this year, they absolutely are expecting their ACV growth steady foreign money to stay sort of at that 20% and optimistically even north of 20% number. So that is definitely their expectation and their hope for the year.

    Now I do not consider you're going to look a whole lot chance to accelerate ACV in 2021. I simply do not think or not it's -- it be just -- they got a brand new income chief that -- the new go-to-market leader that came in remaining 12 months. we've bought alterations. now they have got a brand new associate action occurring, as you be aware of. I don't suppose or not it's sensible to think that, that's a 2021 huge affect.

    perhaps i could be wrong, and that i'll be chuffed to be incorrect on that, however I just believe atmosphere expectation. '22, '23 are years that they may still definitely see the improvement of the outstanding work that Herde and his crew are doing to basically construct some of those additional variety of relationship connections and lever aspects like the engagement with their companions and in reality pushing the tighter operational cadence.

    these things that we're hoping and expecting to look an have an effect on in 2022 and beyond, but i would say for 2021, I in reality -- am attempting to find ACV to enrich over the place it is now. but I do not think to consider that or not it's going to be a big acceleration, doubtless is a bit bit unrealistic, given the place we're within the growth curve.

    Rishi Jaluria -- RBC -- Analyst

    obtained it. okay.

    Alan Trefler -- Founder & Chief government Officer

    just to add a little little bit of colour to the longer term. I consider Ken's view on '21 simply represents where they are in the 12 months and of the recency of probably the most alterations they made, but when you go take a glance at LinkedIn and notice the senior individuals that now they have brought from some pretty astounding other agencies.

    without doubt, we're bringing on -- they brought on lots of new and intensely senior leadership throughout Europe. in the APAC area, we've got introduced, we've delivered in the Americas. We're bringing these individuals on because it's their belief in the market has the expertise to develop quicker than during the past. there may be nothing that we'd say in a different way about what now they have been seeing.

    The aim evidently is in '22 and '23 to get a return on that talent that we've been bringing in. And we'll see how they do that year. They get a bit bit of a move since it takes a while to deliver things up, to get individuals as much as velocity, but additionally to get an organization moving. but i'm very excited via one of the talent that we've been capable of not just locate but basically appeal to. So we're excited.

    Rishi Jaluria -- RBC -- Analyst

    sure. acquired it. this is advantageous. And last one and i'll hop off, but wanted to suppose maybe going returned to the hiring query. So they hear a lot of groups in application land, talking about labor shortages or problem in getting the correct talent. possibly are you able to speak a bit bit about what you're seeing from that standpoint?

    And if I recall as it should be, if they wanted to take back to the depths of the pandemic, right, in April and may, you kind of made this deliberate choice to hold form of hiring and never placed on a hiring freeze, not slow down hiring to take capabilities of the atmosphere. are you able to talk a little bit about how some of these hires have panned out? and maybe what kind of position that leaves you in relative to -- if you had to placed on a hiring freeze like many businesses and application had?

    Alan Trefler -- Founder & Chief government Officer

    So I consider that -- look, the hiring influences us in a number of locations and in a lot of ways. in case you consider about they had been just talking about go-to-market, I believe they have now been capable of put together a crew so one can have very wonderful potentialities for us over the subsequent four years. From a product factor of view, they talked to PegaWorld about the continuation of what they had announced 2.5 years in the past as project Phoenix, which is the true continued motion of their products to be state-of-the-artwork and viewed in more latest and greater enjoyable ways.

    and that i cherished what they had been able to demonstrate at PegaWorld. and ideas that we've like the thought of a procedure fabric being in a position to interweave approaches throughout methods, together with non-Pega techniques is, I consider, exactly heading in the right direction. and people sorts of ideas, one of the vital new work we're doing in terms of working with each a extremely advanced Pega UI and being capable of have this digital adventure API that can work in different settings, et cetera.

    i really like what we're seeing, and they spent a while on the site. I consider you'll hear some simply tremendous case reviews which are all being empowered by using being in a position to deliver the correct individuals on, being in a position to grow the product, the culture normal and their go-to-market. So i'm feeling fairly good across the board.

    Operator

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

    Steve Koenig -- SMBC Nikko -- Analyst

    hello, gents. thank you. I've bought one for Ken and then one for Alan, a multipart query. So Ken, you talked a bit bit about what the quarter seemed like casting off the huge term renewal. So they heard about it wasn't a quarter pushed by using different. Cloud become strong sequentially, ex that time period renewal, any color you can provide us on duration, cloud combine in your business and any conversions to cloud? I consider you've got some huge ones within the 12 months ago quarter. and then I received one for Alan.

    Alan Trefler -- Founder & Chief executive Officer

    yes, certain, Steve. So it changed into a just a little -- Pega Cloud become a bit over 50% of new customer commitments. which you can variety of see that if you look on the sequential ACV growth. You recognize what I suggest, which you could kind of -- it was a little bit -- it changed into somewhere in the form of mid-5 0s, I accept as true with, in terms of the volume of latest Pega Cloud versus new client cloud. No migrations of size. that's now not how they did it. they are all the time speaking to customers, however there wasn't any large shift that might have pushed that quantity.

    The duration isn't an have an effect on to income in any respect. They didn't do anything else. They typically sell three-year deals. that's type of the standard, and customers renew for like phrases or every so often somewhat shorter phrases in terms of the renewals, so nothing weird going on there at all. So i'd say we're looking on the numbers, Steve, no migration and no have an effect on from -- i am sorry, and a little more than 50% have an effect on from Pega Cloud in terms of new. And Steve, no longer that i would think the deserve to preserve a renewal, but I ensure you that this very big deal that did come in a little past within the 12 months than they could have anticipated in one big lump, calling as a renewal is a massive understatement. This was a extremely, very significant reflection of their competitive positioning in opposition t proper line opponents at one of the crucial biggest and most crucial agencies on earth, it is ended up figuring out that they were very a good deal in with Pega. And so that you could classify it as a renewal, I believe, undershoots it by greater -- by the bulk, simply to be candid.

    Steve Koenig -- SMBC Nikko -- Analyst

    received it. Very helpful. Very advantageous. Thanks Alan. after which, Alan, possibly two issues for you that might possibly be linked. So i could ask them each. once they talk about workflow or, as you say, work due, competitors talk about automation, they discuss integration, they talk about laptop studying. You guys have expertise it is leading edge for automation and decisioning. You don't speak as plenty about integration. and that i sort of ask yourself what's your -- what instructions are you headed there?

    after which i may simply ask involving that, different things that may be enabled with the aid of FNX. are you able to provide us any color on your pondering constructing an software ecosystem, some sort of marketplace? Are you some sort of multi-tenant IDE or variety of would you keep on with your existing method? Any concepts there about stuff that might be enabled via FNX in terms of your ecosystem or client building, that might be really wonderful.

    Alan Trefler -- Founder & Chief government Officer

    sure. So what i could let you know is that to start with the remaining bit, the FNX part is -- it in fact represents, and they noted a extremely broad thinking and evolution of how they wish to go ahead. And they have completed this a lot of times earlier than because we've got been around a very long time and have seen lots of expertise transitions.

    So I think they have received an unusually first rate, no longer simply realizing of the styles of things you should do but knowing the way to not lose a consumer base, optimistically in the procedure of doing it. And so we've observed how will as it continues, enable multi-tenancy as an alternative. as an instance, no longer that I suppose their most important stand-by myself purchasers are going to want to run in necessarily their own tenant.

    but certainly, being able to aid that offers us further alternatives and that is the reason been on their highway map right here, and we've got been doing the work to be capable of support it. Relative to being able to guide a industry, we've got, I feel, naturally brought up that assisting the means to boost Pega-primarily based components and being capable of have them obtainable and shippable and sellable by way of other events is a very crucial a part of this Phoenix journey.

    And in case you take a glance at what's definitely been delivered, here's not some badly designed waterfall strategy. This really is lots of generation this is bringing many of these capabilities into the 4 presently. and you can see a lot of it in 6, you'll be able to see extra of it in seven. Coming to integration, we're so deeply integrated in their customers.

    And it's so significant to what they do this they basically don't discuss it as a result of they do integration like they have been falling off a log. it be simply absolutely common. and you'll't do the type of automation and the type of conclusion-to-end provider they do without being capable of combine with no trouble. And what i love is the style that they combine really insulates the "workflows" or insulates the decisioning. It insulates it from adaptations in the back-conclusion systems.

    in order that i was bear in mind speaking to a CIO who "standardize" in a extremely, very gigantic enterprise on SAP and mentioned that that they had four similar SAP circumstances. and i pointed out, in fact similar? And he observed, smartly, a form of. neatly, they make these techniques all seem similar to the a considerable number of provide chain and other provider-related tactics that they do.

    and they can now alter, adjust, pull those together, purchase yet another enterprise. And their integration is constructed into their structure. and admittedly, I analyze pretty plenty each person else it is available, and it's an add-on. I mean your revenue force needed to go purchase yet another enterprise so as to add on integration. Ours is definitely part of the Pega model. And so maybe they may still mention it more, Steve. I don't suppose we're getting enough credit score for it.

    Operator

    And subsequent, they will go to Pat Walravens from JMP Securities. Your line is open.

    Pat Walravens -- JMP Securities -- Analyst

    first-rate. And let me add my congratulations. So Ken, on a relentless currency basis, ACV increase remains under 20%, appropriate? So is the sales team humming the way you want it to be? And -- if not, what are form of the proper one or two things so you might get it to the element you want it to be at?

    Ken Stillwell -- Chief operating Officer & Chief monetary Officer

    well, first off, of course, i wouldn't call it buzzing because they aren't -- their income productivity when it comes to ACV increase compared to their revenue and advertising cost is not where they desire it to be. So i might really not say or not it's buzzing. i'd say Q2 was a extremely potent quarter for their earnings team, and that i believe they may still be -- you recognize how it is with quarters, correct? I imply you have fun for precisely 30 seconds you then beginning the subsequent quarter, but I do suppose their income team performed neatly in Q2 in all of their areas, somewhat frankly.

    So I in reality consider decent signal. this is precisely one quarter, however's a superb sign. I believe that Hayden and the ability that has been brought in is definitely promising, Alan outlined that past. I imply i am very excited in regards to the crew that they now have and the talents to in reality see that turn north in a meaningful way. So i'd say greater positive now than I even have been. That said, no, i am now not happy with their productivity from the earnings and advertising spend neither is Hayden. So they now have -- they definitely have work to do there.

    Pat Walravens -- JMP Securities -- Analyst

    it really is super advantageous. and then this is -- I do not know if you can address this one. but -- and that i be aware of you guys don't update your counsel, however $0.25 and $1.25 billion for the yr and you're already at $0.49 in only the primary half of the year. So any big photograph innovations you could share with this when it comes to how to consider about Q3 and the year?

    Ken Stillwell -- Chief operating Officer & Chief financial Officer

    neatly, so one component i would say is actually having a deal of the measurement that they had have revenue being identified in Q2 where it otherwise would have been identified later within the yr or later in later intervals actually doesn't always exchange a 12 months theoretically in that mannequin, correct? however does alternate the distribution of income and EPS between the primary and the second half. So that you can nearly take that deal out a bit bit after which see what you consider about.

    You comprehend what I mean, Steve. I suggest, Pat, it's type of my pondering on that. If naturally, if they do some thing that was materially distinctive, we'd actually have to reevaluate no matter if that became significant or not, however we're now not a company it's sort of they have with 606, there is some variability there and when revenue is recorded naturally, when revenues recorded that affects EPS.

    So i wouldn't -- I believe one of the vital biggest mistakes that americans could make is looking at a quarter or half a year after which just extrapolating like the place Starbucks or something, appropriate? or not it's not -- that's probably the one message i might want to be certain americans don't start to that conclusion.

    Alan Trefler -- Founder & Chief govt Officer

    Ken, or not it's well-nigh such as you're struggling note which I consistently.

    Ken Stillwell -- Chief working Officer & Chief fiscal Officer

    This was -- sure, lumpy is a fair observe. So -- and i think that you simply simply obtained to -- they obtained to just be aware that.

    Alan Trefler -- Founder & Chief executive Officer

    however it is pleasant. although the $30 million had are available at a small or more average deal size, the quarter would were decent anyway. So I feel advantageous about that. and that i think Ken is fully appropriate about now not getting carried away with due to the fact that one quarter a fashion. If anything, they would type of be aware of that some of this enterprise became coming in this 12 months or it become prone to are available this year once they did their usual planning, it just hit in Q2 and we're thrilled to do it. They cling the customer was that serve about getting things completed.

    Operator

    And next, they are going to go to Yun Kim from Loop Capital Markets. Your line is open.

    Yun Kim -- Loop Capital Markets -- Analyst

    So following up on Steve's previous query about changing Pega client customers to Pega Cloud, it seems like they get this query essentially every name. are you able to just discuss why that conversion has now not been going on extra directly? Is it no longer feasible for a customer to have each client cloud and Pega Cloud structure, the place you just retain the ancient stuff the place it's and just deploy new stuff on the cloud? What wouldn't it take for that Domino's to birth falling?

    Alan Trefler -- Founder & Chief executive Officer

    absolutely, they have loads of valued clientele who've client cloud or their more traditional customers even in variety of a pre-cloud mentality who've moved and begun bringing instances of Pega up on Pega Cloud. so they're not at the same time exclusive. or not it's completely now not a large bang kind of element.

    I think that some corporations have virtually, maniacally in some instances, seem to be to circulation their base to an interior cloud, which will get more credit for it. And to inform you the truth is that we're truly encouraging their base, their sales groups to sell new to both existing or new shoppers. I just feel this is a higher -- given their excessive retention charges, whether it be Pega Cloud or customer Cloud, I think this is just a higher strategy to supply cost.

    So we, in contrast to lots of other companies obtainable that I've examine, do not have a, hiya, let's simply convert the whole base type of strategy, which I do see in other places. I believe ultimately, it truly is going to add greater long-time period value for their valued clientele and for their purchasers.

    Ken Stillwell -- Chief operating Officer & Chief fiscal Officer

    there's a misunderstanding obtainable and probably this is a superb time to toughen this. customer Cloud is not historical stuff and Pega Cloud is new stuff, right? it's the equal solution. and i consider that as a result of so many corporations that have went throughout the subscription transition, the on-premise stuff in the different corporations is just like the ancient legacy stuff that you just cease helping and you stream each person to your SaaS solution. it's no longer what we're doing.

    And so some customers will are looking to movement, however similar to the deal, the growth deal that they observed in Q2 that had all the salary, that wasn't an historical solution. that's a state-of-the-art new, contemporary digital transformation use case that, that client is expanding on a relationship that they multiplied on just a few years ago as well.

    So I suppose that there's a misunderstanding with Pega that customer cloud is historical and legacy and historic models and never effective. And besides the fact that children some customers do have upkeep from perpetual licenses on types during the past, loads of shoppers that they have are on the new state-of-the-paintings stuff on client cloud.

    Yun Kim -- Loop Capital Markets -- Analyst

    obtained you. I consider that basically helps, Ken. So simply perhaps some housekeeping form of question. What are you seeing when it comes to new and current client combine? Now i'm assuming with a companion ecosystem ramping, probably you are seeing the new client combine kind of raise?

    Ken Stillwell -- Chief operating Officer & Chief fiscal Officer

    not yet, they nevertheless have nearly all of their bookings coming from their current installed base, variety of over 75% of their business recreation is from shoppers that they have accomplished company with. we'd predict that to be an have an impact on sooner or later, however no longer for this year, units still been. And with COVID still virtual promoting, you would predict it to kind of nonetheless dwell that method a bit bit except you have americans form of a little bit out and interacting type of are living greater than they are right now.

    Yun Kim -- Loop Capital Markets -- Analyst

    k, incredible. after which ultimate question for you, Ken. For Pega Cloud, can you just talk about any variety of tendencies that you just're seeing across the deal size?

    Ken Stillwell -- Chief working Officer & Chief fiscal Officer

    No, deal sizes are pretty constant. Deal sizes and deal period and contract durations are relatively constant. i wouldn't say there may be anything else substantial that that I've considered that would suggest we're relocating in some dramatic route both manner.

    Operator

    And next, they are going to go to Mark Schappel from Benchmark. Your line is open.

    Mark Schappel -- Benchmark -- Analyst

    thank you for taking my question. only one query here, Alan, for you. Your September quarter coming up is usually a very good quarter for your federal executive business. You got your FedRAMP certification a few years in the past. And just questioning in case you may just supply us some additional colour on the way you suppose the FedRAMP, some federal enterprise is progressing?

    Alan Trefler -- Founder & Chief govt Officer

    yes, we're relatively chuffed with the federal company. in reality, they were -- i was simply talking to the CEO of capabilities Australia, which is the Australian federal enterprise. We're seeing a lot of success, no longer simply within the U. S., but they really published a piece of writing about how they are ramping up with Pega down below.

    and obviously, Germany has been just terrific for us as we've observed that because the U.k. executive too. So I think no longer just around the FedRAMP successes that we're having. I consider a few of you guys may additionally be aware of that it's been available and pieces of the public area. They won the census a few years ago in a really, very tight competition.

    i am thrilled that it be now deemed successful. And they have heard that they're really, in reality satisfied with the manner that every one worked and how that all played out with their application. And we've got bought a lot of groups we're doing work with, some of which have lots of advantage, like, frankly, the IRS, which they don't are inclined to announce those too a good deal in boost of them being rolled out. but it surely's in the public domain, if you have been to analyze one of the most federal sites.

    So timing is at all times hard to foretell. and that i believe in the government, it can be a little trickier than any place else. however those organizations, that complete govt arm is going to proceed, I feel, to be extraordinarily strong as the governments proceed to grasp that they ought to modernize and there's simply so a great deal want. So, we're truly enthusiastic about that business.

    Operator

    And they haven't any additional questions at the present.

    Alan Trefler -- Founder & Chief government Officer

    well, it's remarkable as a result of they were going to have to wrap. I do have -- I do not want to steal Ken's thunder. and that i do need to congratulate you, Ken, on the twentieth salary announcement that you've done. and i will tell you, it's been a privilege to be on this, this wild experience with you as they flow from a very, very distinct shape of company in the markets to one that i am extraordinarily excited as they start to head into the remaining phases of the cloud transition.

    i will be able to just share and this is a intellect numbing issue to well known that here's my one hundredth salary call. And so, i'm very thankful to those investors who've been along with us for, in some instances, a good looking good part of that experience. I need you guys to all understand and all of you to recognise that they have now bought a terrific team it truly is working hard to live up to your expectations and to your wants, and we're very excited about what's advantage is.

    So with that, let me say thanks. thanks for the one hundred calls. And we're anticipating getting returned to work in your behalf. talk to you all soon.

    Operator

    [Operator Closing Remarks]

    period: sixty one minutes

    call contributors:

    Ken Stillwell -- Chief working Officer & Chief fiscal Officer

    Alan Trefler -- Founder & Chief government Officer

    Kevin Kumar -- Goldman Sachs -- Analyst

    Jack Andrews -- Needham -- Analyst

    Mark Murphy -- JPMorgan -- Analyst

    Rishi Jaluria -- RBC -- Analyst

    Steve Koenig -- SMBC Nikko -- Analyst

    Pat Walravens -- JMP Securities -- Analyst

    Yun Kim -- Loop Capital Markets -- Analyst

    Mark Schappel -- Benchmark -- Analyst

    greater PEGA evaluation

    All profits call transcripts

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