Hello, and welcome to Tyler Technologies' third quarter 2026 conference call. Your host for today's call is Lynn Moore, Executive Chair, President, and CEO of Tyler Technologies. At this time, all participants are in a listen-only mode. Later, we will conduct a question and answer session, and instructions will follow at that time. In order to address everyone's questions and stay within the allotted time, please limit your question to one question. And as a reminder, this conference is being recorded today, October 29, 2026. I would like to turn the call over to Hala Elsherbini, Tyler's Senior Director of Investor Relations. Please go ahead.

Thank you. and welcome to our call. With me today is Lynn Moore, Executive Chair, President and CEO, and Brian Miller, our CFO. Also joining us today on today's call is Chief AI Officer Franklin Williams. Franklin will participate during portions of the discussion to provide additional context on our AI strategy, commercialization efforts and adoption trends across the business. While we expect Franklin to periodically join future earnings calls when relevant, Thank you for joining us today. After I give the safe harbor statement, Lynn will have some opening remarks and we'll move directly to our Q&A session. During this conference call, management may make statements that provide information other than historical information and may include projections concerning the company's future prospects, revenues, expenses, and profits. Such statements are considered forward-looking statements under the safe harbor provision of the Private Securities Litigation Reform Act of 1995 and are subject to certain risks and uncertainties which could cause actual results to differ materially from these projections. We refer you to our Form 10-K and other SEC filings for more information on those risks. Lynn?

Thanks, Hala. Our third quarter results reflect continued strong execution across the business. We delivered 11% recurring revenue growth, including SAS revenue growth of 21.2%, expanded operating margins by 150 basis points and generated record quarterly free cash flow of $277 million. Public sector demand remains healthy, supported by ongoing modernization priorities, strong client engagement, and an active pipeline. Budgets remain supportive of continued investment in mission-critical technology, and AI is increasingly being evaluated as an extension of broader modernization initiatives. Total SAS bookings increased 14%, reflecting continued momentum in cloud adoption and digital transformation efforts across government. We made meaningful progress on several of our strategic growth initiatives during the quarter. Cloud migration remains one of the most significant drivers of long-term value, and momentum continues to build. Following our July outreach to on-premises enterprise clients, highlighting the value, incentives, and urgency of moving to the cloud, We have seen strong engagement across our client base and increasing activity among large clients advancing their transition plans. We also reached a key milestone with our first implementation of our multi-tenant solution for an existing enterprise ERP client, representative of our complete cloud living commitment. This is an important step toward a common code stream that enables continuous innovation, automated quarterly release upgrades, and more efficient delivery. With broader cloud living rollouts on track for early 2027, we are well positioned for an accelerating pace of migrations beginning in 2027. We also advanced our AI strategy with growing deployments, expanded agentic capabilities, and continued validation of our commercialization approach. Client adoption continues to grow, with approximately 300 deals containing AI across the portfolio. We also continue to execute our disciplined capital allocation strategy through the acquisition of Kodi Systems and significant share repurchases. Year-to-date, we have repurchased approximately 8.5% of our shares outstanding, with almost $1.4 billion remaining in our authorization. We enter the fourth quarter well-positioned to deliver a strong finish to 26 and confident in the long-term growth initiatives that underpin our Tyler 2030 objectives. With that, let's open the call for questions.

We will now begin the question and answer session. To enter a question into the question queue, please press star 1 on your touchtone phone. If you are using a speakerphone, please pick up your handset and then press the star key and the number 1. To withdraw your request, press the star key, then the number 1. As a reminder, please limit your questions to one question, so we may stay within the allotted time. To ask additional questions, you may re-enter the queue. We will pause momentarily to assemble our roster. Your first question from the line of Matt Van Vliet with Cantor. Your line is now open. Please go ahead.

Yeah, good morning. Thanks for taking the questions. I guess when you look at the pace of SAS flips that you've had over the last couple quarters, we're seeing a little bit of an uptick, but maybe not an acceleration quite to the level that some were expecting. Is there anything on a seasonal basis that you're seeing that is maybe limiting the upside in this quarter or just so far this year? And then how much of the cloud living initiative and sort of push there should actually catalyze maybe a further acceleration to get more customers to make that SAS flip? Thanks.

Yeah, sure, Matt. I don't think there's anything really seasonal to the flips. I think if you look at the way we've approached things over the last several years, our approach has changed. I think if you look back four or five years, we took a little more deliberate approach for a couple of reasons. One, I don't think the market was quite ready. And two, I'm not sure Tyler was quite ready. What we've done in the last few years around version consolidation, and yes, now with our cloud living initiatives, I think we're at the point where now we can be much more proactive and we're starting to take those steps. So we talked about after the July call about the fact that I had sent out a letter to all of our local enterprise clients. Each of those clients then received a touchpoint, a direct contact from their reps, and we're putting together now pricing strategies to sort of help people make that move. We're also in a position now where we're starting to – started to do things, I think, more on what we traditionally call disincentives or sticks, which is our first flagship product this past quarter actually started to announce with its client base end of life for support, as well as the last version release with new product upgrades on the on-prem version. So we're going to continue to do those things in the coming quarters, which will, I think, continue to accelerate our foot in the clouds. will say that the receptiveness from our clients with this new, more proactive approach has been really strong. They welcome it. We talked about this before. We talked about it with Connect and our client advisory board. Some of our clients need that little push. They need that help selling the flips inside their own departments. And we're putting together the strategies to help accelerate that. So we feel confident about where we are today and our overall 2030 flip plan.

Your next question from the line of Terry Tillman with Truist Securities. Your line is now open. Please go ahead.

Yeah, thanks. Good morning, and thanks for taking my question. It's good to see the updates on the AI side and the deal activity, the early deal activity. I am getting some questions from folks on the SAS revenue growth and the guide for the year, so I was going to ask about that. It's kind of a multi-parter. I think you all brought down a little bit the high end of the SAS revenue guidance range. There was something in prepared remarks around timing of new sales and just kind of when that plays out in the year. So could you talk a little bit about is there like a cadence dynamics that's changed a little bit on when you're signing the deals or some of the early revenue that you would see from these SAS deals? And then also like what would Cody provide and fork you? I know it's small, but like what kind of SAS revenue contribution there? Thank you.

Yeah, Terry. If you look at our outlook for SaaS sales for the year, it really hasn't changed meaningfully from where we were a quarter ago or two quarters ago. But the timing has moved a little bit. And so we've seen some deals, especially some larger deals that have signed either later in a quarter or later in the year. So it's become just a little bit more back end loaded. Again, the sales total sales number pretty consistent. So as a result of that shift in the timing into a little bit later in the year, The revenue that we're able to recognize under those new deals and flips included in that has come down a bit. So it's really around timing. As we look at the fourth quarter, we're already off to a good start in terms of the fourth quarter. Thank you for having me.

Your next question from the line of Tamjid Chaudhry with Guggenheim Securities. Your line is now open. Please go ahead.

Hi, thanks for taking my question. Excluding the Texas contract churn, it seems like a transaction revenue growth is actually pretty strong at like 14%. Can you give us more color on what's driving that? And I think in the prepared remarks, there was some language around transaction-funded deals, I think in New Jersey State Police. Can you talk about the pipeline of that sort of deal over the next 12 months? Thank you.

Yeah, transaction growth has been strong. It's exceeded our expectations a little bit this year. I think there are a couple of different vectors there. One is we continue to have a lot of success in our strategy of integrating our payments platform with our software solutions and selling transactions back into our existing customer base that use those systems that have payments embedded in them, as well as with new software sales increasingly, including payments. So that continues to drive incremental growth. But as you mentioned, we do continue to see a number of new SaaS deals that are funded as transactions. And as a reminder, those deals don't show up in SaaS revenue growth or in SaaS bookings. They show up in transactions, but we and these are things like digital motor vehicle titling solutions. This quarter we had a deal in the regulatory space that was a different kind of solution funded under transactions so these are funded with not through SAS fees but user fees that are associated with and many more. Our software model works. It is a model that's very attractive, especially to state government clients because they don't have to budget funds. They're not appropriated funds and they're not affected by budget pressures. So it is a growing part of our SAS new deals. And you need to keep that in mind as you look at our SAS bookings growth and our SAS revenue growth.

Your next question from the line of Soket Kalia with Barclays. Your line is now open. Please go ahead.

Okay, great. Hey, guys, thanks for taking my question here. Brian, maybe just to dovetail on that last point, I want to talk about sort of SaaS bookings and ACV sort of broadly. I think ACV from new SaaS deals and conversions was up pretty strong, I think north of 30%. SaaS bookings growth was, of course, slower. You talked about transaction-funded SaaS deals, but maybe you could also talk about how bookings duration, maybe the combination of those two, how they might be impacting that SaaS bookings number.

Yeah, clearly the transaction-funded deals are not showing up in that number. And if they were under a traditional SaaS arrangement, would actually contribute fairly significantly to that percentage growth. The duration is a factor here. Last year for new SAS deals, last year in Q3, our average duration of contracts was about three years. This quarter, it was just a little over two years. So that 30% difference in the duration is... really accounts for that difference between the ACV growth and the TCV growth at 14% versus the 30% plus. And to some extent, that's intentional. We have continued to try to shorten the initial terms of our SAS agreements. And a lot of our flips come in as one-year agreements. And as well as some of our new deals. So that duration can bounce around a bit, but this quarter it definitely was a factor in that difference between total bookings and ACV.

Your next question from the line of Ken Wong with Oppenheimer & Co. Your line is now open. Please go ahead.

Great. Thanks for taking my question. I wanted to touch on the 300 AI deals that you mentioned, Lynn. When taking a look at how those deals might have played out under a normal situation versus embedding the AI in it, any comments you can put out there as far as what the uplift in TCV, ACV, basically the ARPU around those deals have looked like?

Yeah, so hey, this is Franklin Williams. I'm happy to address that. So I think with a lot of the things we saw in those 300 deals, what you're seeing is that embedded strategy play out. You're seeing us basically be able to attach these solutions, whether it's AP automation, fraud risk and compliance, to broader deals that we're bringing into the market. I think in each of those, the kind of attach, the uplift that we're seeing there is probably still in the single digits with some of those solutions. But it is very real and it is very much growing as well.

I'd add to that, Franklin, that generally what we're seeing, and I know we've had a lot of questions about this, but what we're seeing in the market and what we're seeing from our clients is they want these embedded solutions. They are not looking for Boltons from outside sources. We're also not seeing RFPs that are specifically calling out AI for AI's sake. What they're wanting is functionality and that functionality that we're being able to deliver in our systems with AI capabilities to continue to differentiate our products.

Your next question from the line of Kirk Maturne with Evercore ISI. Your line is now open. Please go ahead.

Yeah, thanks for taking the question. Actually, Lynn, I just want to follow up on that last point, which is you've obviously gone back to a lot of your customer base about flips over the next 12 months. Do they want that AI functionality as part of them flipping over or is it sort of like, look, get me over like for like and then we'll add to that? I'd imagine that might be part of the reason you're maybe looking to shorten contract duration at the outset so you can come back and upsell them, you know, new AI functionality sooner rather than later. But I was just kind of curious, where are we on that? Can they do sort of, can they take on the AI functionality at the time they're doing the flip or is it easier for them just to sort of go from on-prem to cloud and then address AI whenever a year or two down the road. Thanks.

Yeah, I think the AI piece of this, as it relates to flips, will be sort of part of what we talk about, that buck of incentives, so that as we move forward, AI features will only be in our cloud release and not in our on-prem release. And I think you'll continue to see us do that. To your first comment or one of your other comments and I kind of touched on it in the last question is the spectrum of clients wanting AI is kind of all over the board. The market is still has some slow receptiveness, but there's also some people that are a little more innovative, but they're not really calling out AI for AI's sake. There's still a lot of hesitation. They still are going to fall back on the things that I think really differentiate us from anybody else out there, which is the data and the trust that we provide. They're looking to us to help make their jobs better and their citizens' lives better. But again, they're wanting it to come from inside our systems, not external bolt-ons.

Your next question from the line of Parker Lane with Stifel. Your line is now open. Please go ahead.

Hey, guys. Good morning. Brian, you talked about some of the larger deals that you're signing coming in later in a quarter, later in the year. Is that simply a function of customer-specific factors, or is there something more broadly that's causing that dynamic in the business?

Yeah, it's not really a market condition. It's really customer-specific. Thank you for having me. and I think one of the keys is really, even though we've had really strong SaaS bookings growth through the first three quarters of the year, it really hasn't been on the back of large deals. It's really been driven by a lot of volume of kind of But it's really kind of customer specific. No trend or kind of market dynamic that's affecting it. It's fairly normal.

Your next question from the line of Alex Zuckin with Wolf Research. Your line is now open. Please go ahead.

Hey, guys. Thanks for taking the question. Maybe just a two-parter. Lynn, for you, maybe... If you can opine, is the current cybersecurity environment having any impact on accelerating flips or moves to both new business for your cloud or AI products? And then, Brian, just to clarify, again, really strong SaaS ACV bookings, but the decel in organic SaaS revenue growth to 16%. maybe just detail a little bit more specifically about the timing impacts that are that are leading to that and how should we think about this improving when sizing how SaaS growth should move back towards your mid to long term growth targets?

Yeah, thanks, Alex. On the first question, I think the short answer is yes, cybersecurity continues to drive momentum to the cloud and will continue to drive all of our modernization and security features that are available both with the cloud and and one of the things that we're principled about with our AI offerings is to make sure that the security is in there and it goes back to the concept of trust with our clients. You read about cybersecurity in the news, but I can assure you that there's a lot more issues going on within the client base than will be out there publicly.

But yes, it is a driver. And in terms of the SaaS growth rate, We remain very confident in that long term 20 percent through 2030 that we've set as a target. We're a bit below that right now. And for this year, again, the timing of some of the deals, especially some of the larger deals coming a little bit later in the year and therefore delaying the start of revenue recognition a bit. There also can be some variance around how long that lag is from when we sign a deal, whether it's a flip or a new SaaS deal, to when we start to recognize revenues. And that's a factor affecting this year a bit. But again, as we move into the fourth quarter, we're pretty confident around our sales growth. Objectives in the fourth quarter and that as we move into 2027 that we're on the right trajectory. And certainly, as we think about how flips contribute to that 20% or north of 20% SAS revenue growth, there should be an increasing contribution from those over the coming quarters and years that push us above that level.

Yeah, if I could just, if I could dovetail on that, Alex, I'd say a couple of things. Coming into this year, if you looked at our sales quotas across the board, they were elevated, and we are outperforming sales from last year on our internal basis, but more holistically, We've got a lot of strategic initiatives going on. We talk about them all the time. One of the things that we've been really looking at over the last couple of quarters is a more holistic review of our sales engine generally and how it complements with our marketing engine, looking at things like coverage, SAM, quotas, number of reps, et cetera, and starting to look at market data-driven insights to help drive sales. And I think we're going to see some more investments in our sales and marketing. Coming into going into 27, you'll probably see a little bit of that in the revenue line next year. But there's a there's a significant focus to continue to expand our sales and sales coverage. And it's something that's a strategic priority for us.

Your next question from the line of Alan Berkovsky with BTIG. Your line is now open. Please go ahead.

Hey there. Thanks for taking the question. All the EPS guidance for the full year, you left that unchanged when in past Q3s we've seen you take that up a bit. So can you highlight maybe what we should take away there besides maybe some of the impact from the revenue timing shift you called out for why with your buyback activity that we're not seeing the EPS guide come up?

Yeah, a little bit of that shift in timing and SAS revenues as a small EPS impact. As we've continued our buyback, it is accretive. We see lower interest income as we use those funds, but the lower share count is provides an EPS growth. But overall, we've left the range the same. We haven't narrowed the range and we still expect to be within that range. So there's various puts and takes, but ultimately we're still in that same range for the year.

Your next question from the line of Rob Oliver with Baird. Your line is now open. Please go ahead.

Great. Thank you. Good morning. Lynn, in your prepared remarks, you talked a little bit about the accelerated pace of SaaS bookings and conversions for next year that you expect. It sounds like that's in response to kind of the letter you put out, the clarion call you put out to your customers back in the summer to get everybody on board with with a cloud plan. I just would love to get a little bit more color on kind of the receptivity you got to that 27 sounds as if it's perhaps even a little bit more quickly than we expected. And were there particular areas of pushback, readiness issues, any color there? And then as you think about that in the context of the 2030 targets of getting up to 85% conversion, how you are comfortable relative to that? Thank you.

Yeah, Rob, I'd say the receptiveness to the letter The proactive outreach by each of our reps that have contacts with the clients, the things we're doing around pricing strategies, it's very welcomed in the market. I want to caution. We did say we would expect flips to accelerate. We expected that anyway. Turning that excitement and receptiveness and trying to pinpoint exactly how that's going to play out in 27, I can't specifically speak to that today because there will always be other factors. However, the receptiveness that we've seen gives me even more confidence in our target for 2030. and I think that's still on track. I also mentioned we've talked before about disincentives which are really more things geared around, hey, let's nudge a little bit more. When are we going to stop having new on-premise releases with value? When are we going to start doing end-of-life for support? Things like that. Those are going to start rolling out. We already did one I mentioned with one of our major flagship products. That messaging will continue into 27 which will continue to to nudge the base. What we're hearing from our client advisory board and our other client focus groups is they appreciate the nudge and they are welcome and receptive to where we're heading.

Your next question from the line of Joshua Riley with Needham. Your line is now open. Please go ahead.

Great. Thanks for taking my question. As we look at the public safety market, We were just at the IACP conference and a key theme there was around vendor lock-in and going all in with one vendor. What are you seeing given some of the PR challenges in that industry in terms of any impact of spending trends and this vendor diversification concept versus going all in with just one vendor? How might that help Tyler going forward? Thank you.

Yeah, Josh. Yeah, this was I didn't attend the IACP conference, but I certainly got a debrief. My understanding was it was the largest conference ever, I think over 19,000 attendees. The feedback that I've received is that the funding environment in public safety remains very strong. We left that conference with, I think, about two times the lead that we have in the past. We really like our position in public safety. Our competitiveness and our products is still really strong in the market. We don't talk about specific wins against competitors, but I can assure you I take note each quarter of certain wins and certain competitors that we do favorably against. And so I really like our position. It's also an area I talked earlier about sales and expanding our coverage. And we've been doing some things in sales there, I think, to continue to take advantage of our position in the market. In terms of the comment on sort of one vendor versus multi-vendors. I haven't seen anything that's driving a material difference in deals right now, but it's something we'll keep an eye on.

Your next question from the line of Andrew Sherman with TD Cowan. Your line is now open. Please go ahead.

Oh, great. Thanks, guys. I wanted to ask about the state and also the federal business because you highlighted a bunch of those deals. What drove the strength there? How did those each track versus your expectation? And how are the pipelines for those looking into next year? Thank you.

Yeah, I think the state business is an area where we continue to execute well with the cross-sell strategy and being able to leverage the deep relationships we have through our state enterprise agreements to sell more Tyler software products into those markets. And we... Thank you so much for joining us. collaboration and cooperation between our different business units in the state market. The federal market actually was pretty strong this quarter. We haven't talked a lot about federal, but we had some really nice deals this quarter. The third quarter coinciding with the federal budget cycle is typically one of the stronger quarters there for new business, but we saw some really nice deals with our are platform there. And it was a one of the definitely a bright spot in our bookings this quarter.

Your next question from the line of Alexey Gogolev with JP Morgan. Your line is now open. Please go ahead.

Hello, everyone. Brian, I wanted to to summarize maybe some of the comments that you've made and try to get a clearer view of 0.27. Because it sounds like, you know, you have very strong federal, state, and local demand. You know, there have been some delays and some timing of those large deals. But do I, did I hear it correctly that you expect that next year's SAS organic all to accelerate versus this year. You expect that some of those larger deals to close and then once taxes elapse, we should see acceleration of transactional revenue. So putting all this together as well as from what I remember you suggesting that AI monetization will become more visible next year. Does that imply a more visible acceleration of top line?

Thank you for having me. whether it's the timing of signing of new deals when they start to generate revenues. We've already talked about the expectation that it's really at least the second half of next year before we start to see really meaningful contribution from a lot of the new agentic AI capabilities that we're rolling out. So I'd say all those trends are positive. We have a lot of confidence in our long-term views and certainly flips we expect to Thank you for joining us.

Your next question from the line of Trevor Walsh with Citizens JMP. Your line is now open. Please go ahead.

Great. Good morning, everyone. Thanks for taking the question. Brian, maybe for you, but Lynn, feel free to chime in as well. As the book of business around transaction-funded deals grows, does the risk profile of that kind of portion of revenue change a little bit, just given that it's going to be subject more to user fees, usage of the platform in whatever way you have that deal structured? I know there's some seasonality, obviously, around some of the outdoor things you've talked about in the past, but just how do you think about that, I think, broadly? And then can you maybe refresh our memory on that front? Are these contracts structured such that you guys will have a minimum kind of takeaway at any given year, regardless of kind of how the actual kind of flow of transactions and or, again, fees flow through? Thanks. Thanks.

Yeah, in a lot of cases, there is a floor. I would say that in most of these cases, there's a, at least within a range, a fairly predictable volume of whether it's how many motor vehicle registrations there are in a state in a typical year or how many visitors to the state park that generate those fees. Thank you for joining us. variability in them or potential for that. But our pricing also reflects to some extent that additional uncertainty or risk that we take on. So we are compensated through that and we generally expect those deals to be at least as profitable as they would have been had they been a SaaS deal. But the real key is that it takes it out of the Your next question from the line of Camden Levy with Wells Fargo. Your line is now open. Please go ahead.

Hi, good morning. This is Camden Levy sitting in for Michael Turin. Thank you for taking our question. Wanted to quickly touch on agent adoption. You have 11 agents generally available with the target of 25 by year end. Curious, what metrics should investors use to distinguish proliferation from like commercialization? And where are you guys seeing the highest uptake and interest of those agents across the portfolio of customers today?

Yeah, I'm happy to talk about that. I think the uptake we're seeing, it's pretty broad across the portfolio. When we think about the key metrics that we should be looking at, the key metrics that we're looking at, a lot of it is really centered on the value that we're delivering out to our clients, the ROI that we're returning to them, time we're putting back in their day, the money that we're putting back in their budget. and so really what we're looking at right now is how do we drive more adoption across that portfolio, how do we give our clients what they need, the predictability they need, the proof that they need and then all of the additional pieces that they need to know that they can trust these agents and that they can ultimately bring them in and deliver the value that we're promising and so when we think about Thank you for joining us today.

Your next question from the line of Southar Parathambi with D.A. Davidson. Your line is now open. Please go ahead.

Hi, thanks for taking the question. This is Southar sitting in for Pete Heckman. My question revolves around the issue of AI discovering critical vulnerabilities. Could you really talk about how you respond to those and specifically the issues with running the patch with PHP over the last week?

So one of the, so this, there's, I think I took this maybe in a couple of parts. So I think the first part is, you know, as part of the value proposition that we offer our clients from a SaaS perspective, you know, we have a very robust security program that is continuing to get ahead of this problem. A robust security program that's making sure that vulnerabilities are discovered ahead of time, are quickly patched, are quickly addressed. That security program is also starting to leverage AI to fight these vulnerabilities as well. There's work that we're doing with our frontier partners, work that we're doing with Anthropic, work that we're doing with others to bring in more advanced capabilities, capabilities that Tyler has been approved. Your next question from the line of Mark Chappelle with Loop Capital Markets.

Thank you for taking my question.

Brian, I was wondering if you could just comment on the areas of the business that are seeing some of the strongest growth, such as ERP, courts of justice, and maybe also talk a little bit about which ones are maybe growing a little bit more modestly.

Yeah, I don't think there's a wide dispersion of growth across our portfolio. In terms of sales, ERP is having a strong year. We're seeing a nice improvement in win rates and more activity, especially at the upper end of the market. Courts and Justice continues to be We've got a lot of flip opportunities there. And with the FTR acquisition, we're really excited about the opportunities that brings us to continue to expand around our very large installed base there with... New Solutions. Public safety also is an area that we are very optimistic about the growth opportunities there as we continue to move those clients to the cloud. We've seen success in recent quarters, especially at the higher end of the market there with some state police deals and larger opportunities. There's a The line is now open for additional questions. If you would like to ask a question,

Please press star 1 on your handset to enter the queue. Our next question comes from Soket Kalia with Barclays. Your line is now open. Please go ahead.

Okay, great. Hey, guys, thanks for taking my follow-up here. Lynn, maybe for you, you know, in the past, we've talked about how things like presidential elections, for example, don't really have an impact on spending at the state or local level. But as we go into kind of midterm election season here that, of course, are at the state level, and for all the years and decades that you've been around the business, I'm curious what you've seen historically just in terms of spending around those times and whether there's anything that you're seeing here as we look at Q3, Q4. It doesn't seem like it, but I just want to make sure we address it.

Well, first of all, Socket, you're dating me by talking about all the years and decades I've been around the business. Yeah. Obviously, in the state market, the midterms have a little more meaning. number of governor elections going on. Obviously, some of those happen in the presidential election cycle. We haven't seen anything really leading up to this, but it can create a little bit of uncertainty when there's new administrations that come in. There could be a little bit of disruption as they try to get their agenda set, particularly if it's a little bit of a different agenda. But on the flip side, I think it actually drives a lot of opportunity because a lot of the candidates, they run on things that we actually provide. They run on Agendas based on efficiency and accountability and public safety and oversight. So maybe sort of in the short term, there could be a little bit of uncertainty. But in the long term, particularly based on the things that are top of mind with a lot of people today around government spending and trying to become more efficient, all the things that go right into our playbook, to me, it creates opportunities over the long term.

Your next question from the line of Billy Fitzsimmons with Piper Sandler. Your line is now open. Please go ahead.

Hey, guys. Thanks for taking the question here. So we've talked a little bit on this call about AI readiness for the customer base potentially being uneven with many clients interested in better functionality but not necessarily seeking AI for AI's sake. Imagine it varies on a case-by-case basis, but any anecdotes you can share on what differentiates those customers moving ahead versus those taking the wait-and-see approach? Is it that those customers are potentially in a better place from a data readiness standpoint, or are these customers potentially having processes where they see a more tangible, immediate ROI? And then for those customers taking the wait-and-see approach, what key hurdles are there that you can kind of help them get over as they potentially adopt these solutions? Thank you.

Yeah, I think you really nailed it when you talked about basically places where they can see a clear ROI. I'll give you an anecdote from the Courts and Justice Executive Forum over this past that we recently held. Those products, document automation, for example, really helps compress the amount of time that people spend docketing, filing and processing documents. What we're seeing there is we're seeing that move from a you should do this to a you must do this. So the reason that we're seeing that is because the ROI for those types of solutions are becoming just super clear. We're compressing time from weeks down to days, sometimes hours. And when we can put that in front of our clients, we can tell that story. People are adopting it and they're really starting to basically bring that into their enterprise. And so that's where we're basically looking to kind of run that playbook again and again and again through our intentional rollout process for these agentic solutions. Moving into a very close, tight, private preview with some of our trusted customers. making sure that we can prove ROI. We can put time back in their day. We can put money back in their budget. And once we can do that, we can basically demonstrate that very tangible, very practical ROI to our other customers. And when we do that, we find that those customers are very enthusiastic to move forward because every one of them, I think, philosophically knows that they should be doing something here and philosophically knows that AI can transform their work. They just need help discovering how And so when we can put that tangible ROI in front of them, we can help them understand the how. We're going to see more and more and more of these solutions start to look like our document automation does, where it goes from something that you should do to something that you'd be irresponsible not to do.

Yeah, I would add to sort of cover the other side of the coin where there are pockets of hesitation is, you know, AI is still it's a little bit political. They're still a little bit unknown. You know, there's concerns and fears out there. Public officials are hearing from their citizens, whether it's we don't want data centers here, we don't want our jobs taken away. So there's some of that. So when I talk about you don't see in RFPs people seeking AI. What they're seeking it for is better value and the return on investment that we can show them that Franklin just mentioned. So it is a bit of a balancing act and it's like any other technology. You're going to have people on the forefront who are the innovators who are leading the charge and you're going to have People are going to be lagging behind, taking a wait-and-see approach. And whether that's in the private sector or the public sector, we know the public sector traditionally lags regardless. But we're providing that value. We're embedding it in our systems to show our clients. And sometimes we don't need to actually lead with the phrase, quote, AI. It's more about here's what we can do to make you more efficient. Here's how you can serve your constituents better.

Your next question from the line of Terry Tillman with Truist Securities. Your line is now open. Please go ahead.

Yeah, thanks for letting us get back in. I promise I won't get back in for a third time, okay? But I did notice earlier the commentary on federal government deals, and if I wasn't mistaken, that was the smallest business over time, and you had some acquisitions that got you into that space as well, but it was like 5% or something of the business, and you can correct me if I'm wrong on that, but I noticed in your all's slides, Department of Veteran Affairs, Department of Justice, Department of Ag, Workforce Case Management. I'm curious, is there some selling efforts that are paying off? Are you expanding share? And who would you be competing against in some of these deals? Because they are big agencies. I just don't know the scope of the deals. But just some more color would be great. Thank you.

Yeah, these are deals that are typically six-figure ARR. Thank you for joining us. But that product is very competitive. It's an application platform, a low-code platform that has pre-built modules or accelerators that manage various processes across a wide range of federal agencies. So things like the work... Thank you for joining us. I think as we've now moved a year away from a lot of the uncertainty and pressures we saw around Doge and the noise around that, that some of the contracting we're seeing at the federal level is returning. and in those a lot of those opportunities we'd be competing with other sort of platform providers. We do have a really wide network of partners, systems integrators and partners that we work with at the federal level and a lot of the business is driven through those partners.

Your next question from the line of Alan Verkovsky with BTIG. Your line is now open. Please go ahead.

Hey, thank you for taking the additional questions here. Lynn, can you talk more about what stood out most to you from on-premise customer reactions to your letters about moving to the cloud and how that impacted your confidence in reaching your 2030 migration target? And Brian, just quickly for you, What amount of inorganic revenue are you assuming in Q4 SaaS revenue? Thanks, guys.

I didn't hear the first part of the question.

around your letter.

Yeah. Again, it's been extremely well received. And the fact that it wasn't just a letter that went out, but then it was followed up. Well, the letter actually contained a QR code where they could be directed to our website, talking about them and how they could start their Tyler Cloud journey, but then followed up with direct contact from our sales reps. So it's not just anecdotal messages that I'm getting. I'm We've had contact with I think over 1,500 clients directly through our sales reps. I think the letter went out to 2,500. But it's the direct feedback that I'm hearing through our sales channels that gives us that confidence that our base is actually now ready to make the move.

And with regard to inorganic contribution to Q4, we're estimating somewhere in the range of $8 to $9 million of revenues that are coming from acquisitions that we've closed within the last year. And the biggest share of that is coming from FTR.

Your next question from the line of Tanjit Choudhury with Guggenheim Securities. Your line is now open. Please go ahead.

Hey, thanks for taking my follow-up question. I guess for Frank, can you maybe talk about, as your customers adopt these AI and agentic solutions, can you talk about what you're hearing from them from their cost perspective? Is there an heightened sense of caution when it comes to keeping lead on the cost associated with these agentic workflows? that we hear about in the news in general. Thank you.

Yeah, I think there is. And so let's maybe take this from kind of two perspectives. Let's take it from what we're hearing in terms of the value that they're getting out of these. And then let's take it from the perspective of the unique concerns that they bring to the table. So when we think about the value that they're getting from these, we're hearing people that are basically telling us that it's like basically having extra staff that's part of their team. We launched a product. Our priority based budgeting team launched a strategist that our client this past quarter and the feedback in private preview was pretty overwhelming. People were basically saying it's like having a management consultant available to us 24 by 7 that can help us identify opportunities for savings. And many of those clients are finding significant savings. We had one large county that had a 13 million dollar budget crunch and was able to basically find nine million dollars in savings. The reason they were able to do that was because they were able to use agentic AI, able to use this kind of 24 by 7 management consultant to identify surface and then help them act on that. Seen very similar things with other agentic solutions like grant writing, grant researching, where if I'm in a small town, there's a bunch of grants that are available to me, but I don't have the staff to really find those. I don't have the staff to maintain those. I don't have the staff to apply for those. And so those grants go unused. Our agentic solutions are basically helping expand their staff, helping augment their teams and able to help them in our private preview, find several million dollars in grants, help find $20 million that they could be applying for as well. And so when we think about the value that's being delivered and how our clients are talking about it, whether it's the ones that we launched here, whether it's our existing solutions like document automation, they're really viewing it as augmenting staff and having folks that are available to them that they just simply haven't had before. Now, you raised a second question, though, which is a really great question around cost and cost overruns. And this is something that we've heard loud and clear from our clients. We also had our customer advisory board join us this last quarter. We spent about three hours with them talking about AI, talking about the state of the market, our direction. And one of the things we heard loud and clear from them was that the current technology, Variable metered pricing that many of the frontier providers are doing simply does not work in the public sector. They need predictability. They need reliability. They can't be going back to counsel month after month after month asking for increases. And so one of the things that we at Tyler talked to them about, one of the things that we at Tyler believe that we can offer our clients is that predictability. that we can build these solutions, we can govern these solutions, and we can deliver these solutions in a way that provides them that peace of mind and that predictability so that they know what they're spending ahead of time. They can budget for it and they can ultimately capture that value that I talked about originally while also making sure that they're protected from all these various cost overruns.

Your next question from the line of Alex Zuckin with Wolf Research. Your line is now open. Please go ahead.

Hey, guys. I just wanted to ask about the cadence for buybacks from here. Is it rational for us to expect a continued strong buyback cadence into the remainder of the year? And then maybe just any kind of further update on how to think about tuck in M&A and capital allocation on tuck in M&A versus buyback, particularly given kind of where shares are trading. Thanks, guys.

Yeah, sure, Alex. We're always going to be looking at, let me take the last one first, we're always going to be looking at Tucky and M&A. I've said many times that There are deals that get presented to us literally every week. A lot of brokers reach out to us. That process will always continue. It's been part of our history. You've heard me say M&A is part of our DNA, and that's part of it. We're going to continue to be smart around that. There's certain areas that we would certainly like to continue to explore, but it's all like everything else. It's all a matter of valuation, which I think segues into the share buybacks. We've been very active. I look at it more as we're What do I have confidence in in our 2030 vision? And I have a lot of confidence in our 2030 vision. I tell our teams all the time, we have the right strategic initiatives and we have the right people in place to execute them on them. And so then I look out at 2030 and I look at our free cash flow. I discount it back to today. I put in other variables and say, okay, what's a reasonable buy today? And to me, it's still very compelling. And so to me, it's our confidence in our vision. And I think you will see us continue to buy back stock. And I've used the phrase term. There are no further questions at this time. I will now turn the call back to Lynn Moore for closing remarks. Thanks, Freda. And thanks, everybody, for joining our call today. If you have any other questions, please feel free to contact Brian Miller or myself. Thanks, everybody. Have a great day.

This concludes today's call. Thank you for attending. You may now disconnect.