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Veeva Systems Inc.
CEO : Mr. Peter P. Gassner

Quarterly earnings growth(YoY,%)

Period	Revenue	Operating Income	EPS	Release Date
2025 Q3	13.4% YoY	41.1%	36.9%	2024-12-05

Peter Gassner says,

Continuous Innovation and Product Development

• The transition to Vault CRM is highlighted as a significant innovation. This move is expected to sustain Veeva’s industry-leading status.
• The Veeva CRM product team is acknowledged for its efforts in maintaining high standards of application development.
• Customers are encouraged to adopt Vault CRM to stay on the cutting edge of technological advancements.

Platform for Customer-Centricity

• The platform aims to provide a holistic view across sales, medical, marketing, and service functions.
• Emphasis is placed on improving efficiency and respect towards customers through a single record view.

Differential Impact on Small Biotech and Large Biopharma Companies

• For smaller biotech firms (around 200 employees), the adoption of Vault CRM is expected to be quick and seamless.
• Larger biopharma companies (up to 50,000 employees) are expected to have a slower adoption rate but view the change as a valuable option.

Scalability and Change Management

• Smaller companies can enact changes more rapidly compared to the larger ones with tens of thousands of field employees.
• The flexibility offered by Veeva is seen as optionality, allowing companies to transition at their own pace.

Potential Impact on Stock Movement

• The successful adoption of Vault CRM is likely to bolster investor confidence and positively impact stock prices.
• Large biopharma companies’ gradual shift to the new platform could lead to a steady increase in Veeva’s market share over time.

Paul Shawah says,

Boehringer Ingelheim Partnership Announcement

• The partnership with Boehringer Ingelheim is highlighted as a major milestone, emphasizing the importance of consistent execution.
• Veeva’s track record in delivering on promises was a critical factor in securing this partnership, setting them apart from other vendors.
• The collaboration is expected to drive significant innovation over the next five years with multiple product launches.
• This partnership reinforces Veeva’s position as a reliable partner in the pharmaceutical and life sciences industries.

Innovation Roadmap

• The discussion points out the strong focus on innovation as a key driver for Veeva’s future growth.
• With a strategic roadmap in place, Veeva aims to expand its product offerings and enhance its service capabilities.
• The depth of their innovation pipeline is expected to continually attract more partnerships similar to Boehringer Ingelheim.

Customer Decision-Making and Analysis

• Customers like Boehringer Ingelheim conduct thorough analyses before making partnership decisions.
• Each customer’s decision-making process is unique, reflecting their individual business needs and objectives.
• Veeva emphasizes understanding these varied processes to tailor its solutions and partnerships effectively.
• The ability of Veeva to adapt to different decision-making styles is crucial to its ongoing success and client acquisition.

Impact on Financial Guidance and Market Position

Aspect	Expected Impact
Revenue Growth	Positive impact anticipated from the Boehringer Ingelheim partnership and future innovations.
Market Position	Strengthened as a leading provider in the pharmaceutical and life sciences sectors.
Investments	Increased focus on research and development to support the innovation roadmap.

Long-Term Strategic Goals

• Continuing to prioritize consistent execution as a core value in all partnerships.
• Expanding the customer base through innovation and tailored service offerings.
• Maintaining a strong emphasis on meeting diverse customer needs and preferences, which is integral to long-term success.

Q & A sessions,

Strategic Partnerships and Product Maturity

• Veeva has more mature products in clinical and quality areas, allowing for broader discussions with clients.
• The One Medicine program with Boehringer Ingelheim was highlighted as a significant initiative from a few years ago.
• The company is approaching a tipping point as cloud-based solutions improve and legacy systems age.
• Veeva’s suite now includes safety signal and safety workbench, adding to its cloud-based offerings.

Innovation and Market Position

• Crossix and Compass are leveraging a growing data network, offering a competitive edge.
• Competitors have faced setbacks, potentially providing a market advantage for Veeva.
• Integration with CRM products is noted as a key strength and differentiator for Veeva.
• Veeva’s innovation in automation is aimed at reducing redundant tasks while keeping human oversight.

Impact of Customer Study Cycles

• Veeva’s revenue is largely shielded from the fluctuations in the number of studies of CROs.
• Enterprise license agreements, such as with ETMF and CTMS products, provide stability despite study volume changes.
• Some study-by-study based revenue, like EDC and trial supply management, is affected but to a lesser extent.

Data Network and Strategic Partnerships

• Veeva boasts a robust data network, powering products like Compass and Crossix.
• Recent partnerships, such as with Walgreens, enhance the depth of Veeva’s patient-first data network.
• Continuous customer additions to Compass suggest a positive growth trajectory.

Product Evolution and Customer Migrations

• Significant progress in product functionality and migration tooling has been achieved compared to two years ago.
• Early migrations of new products are underway, with major migrations planned for next year.
• Innovation in products like Service Center and Campaign Manager is being rapidly adopted by small to mid-sized customers.
• Veeva has secured its fourth top 20 pharma company commitment, indicating strong market acceptance.

Year	Product/Partnership	Action/Outcome
2023	One Medicine Program	Broadened discussions with clients
2024	Walgreens Partnership	Enhancement of data network
2025	Product Migrations	Major migrations planned