Aspen Technology, Inc. (NASDAQ:AZPN) Q2 2023 Earnings Call Transcript

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Operator: Thank you. And I show our last question comes from the line of Clarke Jeffries from Piper Sandler. Please go ahead.

Clarke Jeffries : Perfect. Thank you for taking the question.

Antonio Pietri: Hello.

Clarke Jeffries : Antonio, your Emerson held its Analyst Day in November and an quoted two metrics that stood out to me on the Aspen business, one being, 1,000 plus salespeople actively selling AspenTech and the second being 70% of Emerson control systems do not have AspenTech software. The question is, how do you expect those metrics to change in the coming calendar year? And which metric would you expect us to see the most progress in soon and which is the most meaningful near-term AspenTech?

Antonio Pietri: Well, let me look, certainly, the — look, I think it’s a combination. The Emerson installed base is addressed by those thousands of sales people. Now they have to be trained, enabled, educated and so on. So the goal here is not to try to boil the ocean in one year because when you try to do that, you dilute yourself and you end up not being successful. I think we want to be very focused on the initiatives that we want to pursue to deliver the synergies that we’ve outlined for ourselves every year going forward. And that eventually will turn into many, many more salespeople selling an AspenTech into a much greater installed base. That installed base is a huge opportunity for Aspen. There are places where Emerson has tremendous market position, pharmaceuticals, China, oil and gas, midstream, LNG and some of these core industries where they’re in.

So we’ll start focusing and working with them in each of these areas. And the fruits of our labor will show up over time. Those thousands of salespeople or the installed base that you refer to think of that as the total addressable market and we’ll start eating into that TAM as time passes on.

Clarke Jeffries : Perfect. Thank you very much. And just a follow-up, Chantelle. Maybe I missed it, but could you clarify what the raise is to the high end of net income? Is that primarily the fluctuation of the currency derivative or could you clarify what the changes there to the full year guidance on EPS?

Chantelle Breithaupt: Yeah. I think it would be the items that come in on that sets of their €“ there is some stock-based compensation in there. There’s the derivative. I think those are the two moving pieces that you would see in that change, the two main drivers.

Clarke Jeffries : Thanks. Perfect. Thank you very much.

Chantelle Breithaupt: Thank you.

Operator: Thank you. That concludes our Q&A session for today. At this time, I would like to turn the conference back over to Antonio Pietri, CEO for closing remarks.

Antonio Pietri: Well, thank you, everyone, and I know it’s already — is January 25, but Happy New Year to everyone. I look forward to meet in-person some of you as we engage in conferences and other activities. So thank you, and have a good evening.

Operator: Thank you. This concludes today’s conference call. Thank you for participating. You may now disconnect.

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