Good morning, ladies and gentlemen. Thank you for standing by, and welcome to the Endava plc Earnings Release Conference Call. At this time, all participants are in a listen-only mode. After the speaker’s presentation, there will be a question-and-answer session. [Operator Instructions] I would now like to hand the conference over to your speaker today, Laurence Madsen, Investor Relations. Please go ahead.

Thank you. Good afternoon, everyone, and welcome to Endava's fourth quarter of fiscal year 2020 and full fiscal year 2020 earnings conference call. As a reminder, this conference call is being recorded. Joining me today are John Cotterell, Endava's Chief Executive Officer; and Mark Thurston, Endava's Chief Financial Officer. Before we begin, a quick reminder to our listeners. Our remarks today include forward-looking statements, including our guidance for Q1 fiscal year 2021, our expected near and medium term revenue growth, the potential impact of the COVID-19 pandemic and associated global economic uncertainty, our expectations for future investments in our business, our expectations regarding digital transformation of existing businesses and industry, the necessity of digital transformation for many and Endava's ability to benefit their firm and anticipated client demand for Endava services, as well as other forward-looking statements. These statements are subject to risks and uncertainties that could cause actual results to differ materially from those contained in the forward-looking statements. Actual results and timing of certain events may differ materially from the results or timing predicted or implied by such forward-looking statements and reported results should not be considered as an indication of future performance. Please note that these forward-looking statements made during this conference call speak only as of today's date and the company undertakes no obligation to update them to reflect subsequent events or circumstances other than to the extent required by law. Please refer to the risk factors section of our annual report on Form 20-F filed with the Securities and Exchange Commission on September 15, 2020, which contains and identify important factors that could cause actual results to differ materially from those contained in any forward-looking statements. Also, during the call, we will present both IFRS and non-IFRS financial measures. A reconciliation of non-IFRS to IFRS measures is included in today's earnings press release, which you can find on our Investor Relation website. A link to the replay of this call will also be available there. With that, I'll turn the call over to John.

So thank you, Laurence, and I'd like to thank everyone for joining us today, and I hope you're all staying safe and healthy. Mark and I are pleased to be here to provide an update on our business and financial performance for the 3 months ended June 30, 2020, and for the full fiscal year 2020. The world has changed drastically over the last 6 months, an evolution that may previously have taken years or even decades to occur has been accelerated into a matter of months. The benefit of a business model that has the ability to operate predominantly in a digital environment has been clearly demonstrated. And COVID-19 has given us a glimpse of the large amount of digital transformation work still to be done in our world. In addition, as I mentioned last time, the productivity improvements when we switched to working from home has led to widespread acceptance of this more flexible working model, and we expect this to serve us well in the future with a more attractive employee proposition possible assisting in the attraction and recruitment of people. The Endava distributed agile delivery model was designed to be hugely flexible, and this has served us well as these structural shocks have impacted, enabling a fast reaction and protecting our business performance and our people as the changes hit. Moving to the financials, and firstly looking at Q4 fiscal year 2020, Endava had a solid quarter with revenue of ₤19.5 million, a growth of 18.1% year-on-year from ₤76.6 million in the same period in the prior year. If we pro forma adjust for the revenue from the Worldpay Captive, divested in August 2019, our revenue growth on a constant currency basis was 20.4% year-on-year. Our strong revenue growth was driven by the expansion of work…

Thanks, John. Here are some highlights for the most recent quarter. Endava's revenue totaled ₤90.5 million for the 3 months ended June 30, 2020 compared to ₤76.6 million in the same period last year, an 18.1% increase over the same period in the prior year. In constant currency, our revenue growth rate was 16.5%. As John mentioned, if we pro forma adjust for the revenue from the Worldpay Captive last year, our revenue growth on a constant currency basis was 20.4% year-on-year. Profit before tax for Q4 fiscal year 2020 was ₤6.7 million compared to profit before tax of ₤10.4 million in the same period in the prior year. Endava incurred a true-up charge in Q4 fiscal year 2020, a ₤3.1 million relating to the previously disclosed funding on May 5, 2020 of the second and final tranche of the non-recurring discretionary employee bonus by Endava Limited Guernsey Benefit Trust or EBT, the beneficiaries of which are Endava's employees. Our adjusted profit before tax for the 3 months ended June 30, 2020 was ₤15.2 million compared to ₤13.5 million for the same period last year, a 12.6% year-over-year increase. Our adjusted profit before tax margin was 16.8% for the 3 months ended June 30, 2020 compared to 17.6% for the same period last year. Adjusted profit before tax or adjusted PBT is defined as the company's profit before tax adjusted to exclude the impact of share-based compensation expense, discretionary EBT bonus, amortization of acquired intangible assets, realized and unrealized foreign currency exchange gains and losses, initial public offering expenses incurred, Sarbanes-Oxley compliance readiness expenses incurred, net gain on disposal of subsidiary, fair value movement of contingent consideration, secondary offering expenses incurred, and stamp duty on transfer of shares. Share-based compensation expense, amortization of acquired intangible assets, unrealized foreign currency gains…

Thank you. [Operator Instructions] And your first question comes from the line of Bryan Bergin with Cowen. Please go ahead.

Hi, thank you. Wanted to start with the outlook here. So, demand commentary sounds really solid, but as it relates to withholding that full year outlook, just curious is this merely caution amid the ongoing uncertainty, or anything visible that may suggest some increased near-term challenges? I heard the commentary about trough activity in the April, May period. So just any reason to believe that the growth trajectory doesn't improve from here.

Hi, Bryan. Thanks for the question. No, it is just caution -- the question of whether second waves are going to build up in the Northern hemisphere as we get into the winter period, and whether that might cause clients to reevaluate again some of their spending. I mean, we do believe that actually having been through a first wave, most clients have got a lot clearer view of what they want to do through this period. It's less likely to be affected, we believe, by a second wave. But at the same time, these are very uncertain times. And so, given we've got a full 12 months for our financial year as opposed to just two quarters, we held off giving guidance.

Okay. Makes sense. And then just a follow-up here, really just around margin potential. So with the significant ramp and transformation activity that you're anticipating, do you have to do anything differently in your investments that capture that work? And then I'm curious on the work-from-home implications. Can you just go into a bit more detail on how you're thinking about the financial implications for your model?

Yes. So, on the work-from-home, we moved seamlessly as you may recall from Q3 to work-from-home and actually productivity improved. We're being cautious about the return to the office environment, given the uncertainty in the COVID set up, but we think it presents opportunity for us to look at the whole way that people work. And I think we would have a balance between having the flexibility of work-from-home and also going through some of the scrum initiations at start of the project which are better done face-to-face in an office environment. So, we're looking at the whole property scenario, which would have implications for the property as a percentage of SG&A going forward. In terms of the outlook, that's fully reflected basically in John's opening comments, We're not really targeting further sort of investments on anything to change the business model. We're really just focusing on the work-from-home dimension at the moment.

I mean, the thing that I would call out is that when we're kicking off new projects with clients, the early stages of that are not high in terms of billings, because we're doing ideation work, we've got smaller teams working on that, doing analysis and so on before larger teams ramp up for execution and delivery of product to market. So, a lot of the new stuff that we've talked about that's coming through, does take a little while to build up. We have done a little bit of investment over the summer in what we call accelerators, where we find that there are frequent requests for certain capabilities and functionalities across our client base. And so, given that the bench rose slightly, as you saw in our figures during that period, we invested that in creating some accelerators and actually that is helping us to push some of these deals along a little bit faster.

Okay. That’s helpful. Thank you.

And your next question comes from the line of James Faucette with Morgan Stanley. Please go ahead.

Great. Thank you very much for taking my question. Wanted to ask, if you could give a little more color on kind of the pacing of work and engagement. You mentioned there were some starting and stopping. I'm wondering if you can summarize kind of what is starting or maybe what's stopping. Is that just types of projects, or types of customers? And then, as far as the high level of book-to-bill, where are you seeing spend prioritized in terms of types of projects?

Okay. So, as we went through our Q4, there was a bit of a pull back in April and May, which we talked about a little in the last earnings call. So -- and the characteristics were very different across different industries. So, it's quite difficult to draw high level views, but let me give you some examples at an industry level. So, if you look at the payment space, for instance, there was a bit of pullback on the card present type acquiring investments that our clients were making. And that was basically because their volumes were dropping of people going into shops and so on. In contrast to that, the e-commerce world started stepping up in activity, and we saw clients pushing a lot more investment into the e-commerce world, things like self service onboarding. The onboarding process for a new merchant is traditionally quite manual. It can take weeks for a new merchant to be able to start accepting card payments. We help our clients implement systems that enable self onboarding experience for a merchant in a matter of minutes. Now obviously that was absolutely crucial as we started to go through the early stages of the COVID impact. Another area which was picking up was a lot more investment around open banking, whilst that's been around a while, open banking facilitated a lot of types of payments, which became attractive to customers in a COVID pandemic type world moving away from needing to use debit or credit cards and so on in a retail environment. In some other areas, we worked with quite a few automotive companies who needed to move from people coming into their car showrooms to providing a more virtual environment where they could view vehicles, compare vehicles in a much more virtual…

Got it. And that’s really …

And then …

Sorry.

Yes, there was a book-to-bill dimension to your question as well. So the book-to-bill, some of that is long-term commitments that clients were making, but a multiple year in nature which of course is very good for us in these more uncertain times and we're glad to have booked those. Some of those were new projects that we're kicking off. And as I cautioned in my opening statement not all of that will hit visibly in this Q1 that we're in now because we're at that early stage of envisioning and shaping those projects with clients, and that tends to be smaller teams who do that.

I appreciate that, John. And then, I guess the -- my follow-up question, just what are you seeing in terms of vendor consolidation at your clients? And do you think you’re being able to win share right now? And if so, from home or what is, I guess just looking for a little color what's happening with vendor consolidation in your client base?

Yes. So, I mean, we -- of the view that vendor consolidation is always happening across our client base. It's not that visible to us. We don't tend to be in the place where they're evaluating the sort of things that we do for vendor consolidation. If I could characterize it, it tends to be the legacy type services where they're looking to squeeze their costs down, and they're doing that through vendor consolidation. Whereas the types of services that we're providing, they are looking for organizations like Endava who could make a real difference. And the conversations that we're having with them are much more strategic and much more around how technology can impact their business models and use cases. So vendor consolidation, I think we benefit from it, shall we say, because it squeezes up costs a bit and savings that can come in our direction. But we are very, really find ourselves going through a vendor consolidation process. It does happen, but probably in low single digits as a proportion of our clients each year.

That's great. I appreciate the commentary this morning.

Thank you.

And your next question comes from the line of Mayank Tandon with Needham. Please go ahead.

Thank you. Congrats, John and Mark on a strong quarter. I had a couple of questions. First on the growth trajectory, getting back to that 20% to 30% type growth, I think John, you mentioned. Could you break that down between organic versus inorganic? And on that note, what was the inorganic contribution in the 1Q guide as well?

So -- yes. So I suppose what you're pulling out is what's the underlying growth that's going on. We saw three major differences between our Q1 and Q4 numbers. Obviously, there's the inorganic growth in our guidance that's boosting our revenue growth. But we also have significant FX headwinds in the number, and these two almost offset each other. And then the other factor that we have is we've got headwinds of about 2% from what I call the holiday effect where considerably more holiday has been taken in Q1 compared to Q4. So what happened is lockdowns during our Q4 meant people didn't take much holiday. As those lockdowns have weakened in Europe, the teams have taken more holiday. So that’s had an effect of about 2% headwind. So if you take the underlying growth adjusting for all those items, you can see that we're actually stronger than the 4% growth guided. The other interesting factor is that the holiday headwind is all in Europe and North America. If you look at LATAM, with its lockdowns and winter months still ongoing, we expect to have a similar holiday level in LATAM that we had in Q4. So in that region, the headwind was not experienced. But it will occur in future, but obviously it's only 15% of our revenue. So it's not a material impact for Endava. So that gives the color you're looking for.

Sure. That's helpful. And then I would just like to also ask, as you look to get back to that trend line growth of -- again, I think you said 20% to 30% longer term, well maybe sooner rather than later, how does that break down between the impact of utilization versus ramping up hiring versus any type of pricing increments that you might expect to see as well? Maybe you get back to that sort of pre-COVID pricing leverage that you had in the past?

So I think pricing wise we’ve seen that hold up relatively well to be honest, going through Q3, Q4, and we are seeing at the moment as well. So in terms of upswing in revenue, it's not really going to come from an improving sort of price position. It's volume of demand coming through. There's a little bit of constraint that you could see in terms of the growth for Q1 because of the availability of people through the holiday period, but that is a little bit short-term in nature. And actually as we -- actually push on the recruitment engine, which we held a little bit back given the uncertainty, then that isn't also going to be a restraining factor on the return to the 20% growth. So it's basically how quick are those projects going to crank up. I mean, as we said, sort of about the question about why we're not giving full-year guidance. Whilst things are more stable amongst our clients and we're optimistic about it, cautiously, a second wave would not give us -- could blow us, of course. So in terms of trying to judge when that 20% growth comes back, we don't really want to be drawn on it at this stage.

Got it. Great. Thank you for answering my questions. Appreciate it.

Thank you.

And your next question comes the line of Moshe Katri with Wedbush. Please go ahead.

Hey, thanks and congrats on a very strong quarter. Couple of follow ons, going back to the commentary on hiring and recruiting. Given the book-to-bill dynamics, is there a specific target in mind that you have in terms of headcount additions for fiscal year '21? That's number one. And then I have a follow-up. Thanks.

Yes. So the -- on the recruitment side, we're aiming to pull teams in as aligns with our revenue growth. We tend to, because we see a bit of pricing improvement year-to-year and as Mark was just touching on that, that continues to flow through. So we tend to recruit 4% to 5% less people growth than you see on the top line growth. So if we grow the top line in the low 20s, we'd grow the people headcount in the high teens. And we're seeing good opportunities to recruit good people at the moment. I think one of the benefits of being an organization that didn't lay people off during this period is that it has reinforced our reputation in the markets that we operate in as a good employer, as a safe place to be employed. And even although that the uncertainty persists, people are prepared to switch jobs to join Endava, although they might be less keen to join other organizations. So we don't see that as being a restriction on our growth as we move through this financial year.

Okay. I appreciate that. And then going back to the book-to-bill and some of the commentary regarding the nature of the work, I appreciate the color around CNP versus card present kind of work, e-comm. And then going back to your commentary on the platform that you've developed with Bain, is that an open banking platform targeting some of the financial institutions?

It's basically based on putting together some accelerators that exist across the banking and insurance world. So it's a mixture of some of the accelerators that we build ourselves, but also product that's available in the market that has the architectural characteristics that we're confident will give clients flexibility for a digital world. Not all platforms are highly suited to an agile, flexible digital proposition in the market. So we basically pulled out those which fit well, which have the APIs which have a micro services type design that enable flexibility for clients. And we're walking a fair number of organizations through how that would work for them as they're considering how they want to improve their offerings or how they want to move into a more digital proposition in the market. Of course, with Bain that's on a more global basis than Endava's traditional footprint.

Understood. Thanks.

Thank you.

And your next question comes from the line of Charlie Brennan with Credit Suisse. Please go ahead.

Hi, Charlie. You might be on mute.

Hello. Can you hear me now?

We can. Yes.

Hello?

Hi, Charlie.

I've got two questions, if I can. The first is just to come back to your observation on holiday dynamics. You beat your guidance in the fourth quarter by around 4 percentage points. Is it reasonable to attribute half of that to the unexpected holiday dynamic of people not taking holidays in Q4, or was that reflected in your 4Q expectations? And then, secondly just on acquisitions, I missed what the inorganic contribution was for the fourth quarter. Can you just give us the revenue contribution? And then just related to acquisitions, we're clearly in uncertain times. I'm just wondering what gave you the confidence to press ahead with the Comtrade deal given it's one of the largest acquisitions you would have done? The backdrop seems to be magnifying M&A risk at the moment.

Yes. Okay. So I'll -- let me just pick up at a high level, the holiday dynamics. We actually saw that one coming. So we had anticipated, we'd get a bit of an uplift from people not taking holiday during Q4. And so that was built into our guidance. What happened was, if you look under the covers of Q4, there was a sharp ramp down at the beginning of Q4 as clients suspended projects and reduced team sizes and so on as they would do in their reprioritization. And then a stronger pickup in the last 6 weeks or so of the quarter as they kind of commenced new things or expanded existing teams once they got clarity around where they wanted to focus their energies. So obviously that pickup at the end of Q4, wasn't visible to us at the time we were given the guidance. And indeed there was even potential that things could carry on dipping for a while. So that's why the beat came through as strongly as it did.

Yes. And on the margin, Charlie, I mean, it's purely really due to that utilization movement. So we are about at the time of issuing the guide. We thought we have quite a significant bench that started to get absorbed. So utilization was better than we anticipated by about 2 percentage points, which is roughly where we've ended up sort of sequentially. If you look at our gross margin from Q3 to Q4, this is on the adjusted basis from 43.4 to 41.2. So the gross margin was stronger than anticipated. Everything else was broadly aligned, so demand stronger, utilization better.

Yes. And just coming to your question on the acquisition of CDS. I mean, these were a team that I've been talking to for 18 months. I first met them in January 2019. And they weren't on the market, so I had to persuade them that it was a good thing to become part of Endava. And we had started due diligence with prior to the pandemic hitting. I did pause it for a couple of months, probably just out of recognition of the uncertainty at the time. But as we go into June and we could see our business picking up and I was confident because I knew this team well and had been working with them over a number of meetings. I was keen to go ahead and execute on something, which I think over the medium to long-term will make a big positive impact on Endava. So that's why we went through with that.

Perfect. And Mark, are you able to help us with the revenue contributions from M&A in Q4?

Yes. I mean, for the full year of '20, we did constant currency pro forma 24% and the organic elements of that was 20%. So Q4, you're probably looking at a contribution from M&A around 5% to 6%, which gives you an indication of the growth that we put inorganically which was where basically, if you got the lift on the revenue against the guide.

Perfect. That's very helpful. Thank you.

And your next question comes from line of Jamie Friedman with Susquehanna. Please go ahead.

In your prepared remarks, John, you had mentioned that the business in general had a lot of starts and stops, that was the language used in the quarter. I was just wondering from an operating perspective what kind of challenges that creates in terms of utilization and bench commitment? That's the first question. And then, Mark, in terms of the margins going forward, are there any seasonality call-outs or the seasons all off because some of the unique macro factors?

Okay. So, Jamie, from an operating perspective, yes, when you get projects stopping and starting, or you're needing to redeploy it, it's obviously not a completely seamless activity where people step off one project and move on to another. So that lag effects where people come off and then move on to another, is the main reason, if you like, why you saw a step down in revenues from Q3 to Q4.

And then sort of looking forward, I think we've always had some slight seasonality around our margins because our major pay round goes through 1st of January. So we tend to step down slightly on our gross margin in Q3, Q4. So that dynamic will remain the same. But in terms of the near-term, I think there'll be a slight coming off in the gross margin, where we've been in Q4 due to this impact that John was pointing out around people delaying taking a holiday. So the margins, I think will continue during Q1, Q2 at that level. And then we'll just see that the usual seasonality where the annual pay round goes through, and then we start to recover that through our rate negotiations with clients thereafter.

And then if I could sneak one more in, thank you for the incremental disclosure on the bookings book-to-bill. How much of the business typically is like sell and bill, meaning it's booked and billed intra quarter? I think you said, John, in your prepared remarks that I don't want to put words in your mouth, but you did give a perspective as to it would take -- I don't know, weeks or months before the bookings started billing. I mean, what’s the -- what kind of duration do you get at that greater than two book-to-bill?

So the book-to-bill, I mean, we don't publish it because it's much bumpier. The reason for pulling it out was there has been a lot of questions about has COVID and the pandemic environment impeded our ability to sell and place business to fill the pipeline and see things coming through. So the real reason for highlighting that was to make it absolutely clear that during this period, we’ve been able to open up opportunities with clients and close deals. Under the number, there is a mixture of longer term deals and short-term in nature. The short-term in nature does get billed very quickly. The long-term, if it's a 3-year deal, it can be fairly flat over 3 years and it can take -- can flatten that booking over 3 years. There was -- it wasn't a unusual mixture, if you like. It was a fairly normal mixture. There was a number of new sizable opportunities that we picked up where we -- the entire process from the first call with a client through to starting a project occurred in a virtual environment and there's not been any face-to-face meetings with the client. So I think in terms of the guide that we've put in, you can see some of that work coming through, but our belief is that the major benefit of those bookings or the projects that we've kicked off won't be seen in Q1, that will be seen downstream.

Got it. Thank you.

And there are no further questions at this time, I will turn the call back over to the presenters for closing remarks.

So thank you all for joining us. And these are interesting and uncertain times, but I hope we've been able to give you some real insights into how Endava is responding and how we are performing. And I look forward to catching up with you all in around November when we do our Q1 results.

This concludes today's conference call. You may now disconnect.