Intapp, Inc. Discusses Vertical AI and Growth Strategies at Bank of America Global Technology Conference 2025

Key Takeaways

TL;DR: Intapp is the leading vertical industry cloud for professional and financial svcs, leveraging a deep industry graph data model and vertical AI integrations to deliver specialized, compliant solutions. The co is expanding its AI-powered product suite, strengthening its partnership w/ Microsoft, and aggressively targeting top-tier clients to drive pipeline growth, while maintaining a disciplined balance between growth and profitability.

Key Discussion Points:

• Company Overview & Strategy
  • Intapp is a vertical industry cloud co focused on professional svcs (law, accounting, consulting) and financial svcs (investment banks, private capital firms) that drive approx. 3% of the global economy.
  • Thad Jampol outlined Intapp’s four core product lines:
    • New-biz management (deal/relationship management)
    • Collaboration/execution platforms
    • Work-to-cash solutions ensuring timely billing and profit distribution
    • A comprehensive compliance suite addressing regulatory and confidentiality challenges
  • The platform is designed to address unique operating requirements that horizontal vendors (like Salesforce) struggle with due to the complexity and data sensitivity in these sectors.
• Differentiation from Horizontal Solutions & Data Advantage
  • Thad emphasized that traditional horizontal systems are built for linear processes (e.g., manufacturing) whereas Intapp’s offerings are powered by deep industry-specific data:
    • “It comes back down to starting w/ the data.”
  • The co’s proprietary “industry graph data model” is highlighted as a long-term durable tech moat, enabling insight into transaction details, relationship dynamics, and workflow needs that horizontals cannot replicate easily.
  • Intapp’s product embeds critical functions (e.g., time tracking, conflicts checks) directly into workflows, reducing the cognitive burden seen in generic AI tools w/ a “blinking cursor” interface.
• Demand Environment & Market Resilience
  • The market remains resilient even through downturns, as professional svcs and financial firms consistently invest in vital svcs, irrespective of economic cycles.
  • CFO David Morton noted a strategic shift to over-index on the top 2,000+ clients, translating into stronger pipeline, higher win rates, and promising outlook for FY '26.
  • Ongoing digital transformation efforts, including migration from on-premise to cloud/SaaS, are significant demand drivers.
• AI Integration & Vertical AI Differentiation
  • Emphasis was placed on the limitations of early, horizontal generative AI, mainly not being built on proprietary firm data nor integrated into existing productivity tools.
  • Intapp’s approach leverages vertical AI to ensure:
    • Use of firm-specific data for precise, compliant outputs
    • Embedded AI functionalities within core applications (e.g., time tracking, conflicts of interest, deal sourcing) that operate seamlessly within user workflows
  • The co introduced “Walls for AI,” a confidentiality solution to protect MNPI, PII, and trade secrets across systems, ensuring robust compliance—a critical differentiator given the regulatory environment.
• Amplify Event & New AI Product Announcements
  • At their annual Amplify event, Intapp showcased a slate of new AI-enhanced products:
    • Assist Smart Tags: Automatically analyzes conversations and meeting transcripts to capture actionable insights.
    • Assist Prompt Studio: Allows firms to customize AI prompts for deeper, role-specific insights (e.g., summarizing advisor performance or monitoring key financial metrics).
    • Assist Origination: Utilizes AI to source new oppt'ys by integrating proprietary and public data, addressing a market w/ $3.7T in dry powder.
    • Additional monetized AI SKUs were announced, emphasizing a top-to-bottom AI strategy across the platform.
  • These announcements underscore Intapp’s commitment to making AI practically useful by integrating it within the existing workflow context.
• Strategic Partnership with Microsoft
  • The partnership, now in its third year, is built on two main pillars:
    • Co-innovation initiatives (e.g., integration of Walls for AI, native plug-ins into Teams, Office 365, and Copilot)
    • Co-selling efforts leveraging Microsoft Azure’s Minimum Commitment (MAC) spend agreements, which allow firms to receive dollar-for-dollar credits for Intapp solutions
  • This collaboration not only accelerates deal cycles but also embeds Intapp more deeply into the ecosystems used by their core clientele.
• Financial Discipline: Growth vs. Profitability
  • CFO David Morton emphasized a balance between aggressive growth investments and margin discipline:
    • “We’ve shown great margin expansion,” thanks to cost control in sales, marketing, and G&A, along w/ innovative svc models.
  • The co’s bootstrapped origins ensure a focus on driving productivity and profitability even as they invest in transformative AI and cloud initiatives.
  • The outlook is geared toward achieving next-level performance, w/ Investor Day likely on the horizon as a marker of continued progress.

Overall, the call reinforced that Intapp’s industry-specific approach, deep data integrations, and strategic AI enhancements—which are further bolstered by a strong partnership w/ Microsoft—are set to drive significant long-term growth and competitive differentiation in the professional and financial svcs sectors.

Call Q&A

• Koji Ikeda: How do we think about the demand environment, maybe split between broadly professional svcs and financial svcs?
  • David Morton: We have seen bigger oppt'ys from the top 2,000-plus clients, leading to bigger pipelines and strong deals. We are excited about the oppt'ys for FY '26.
• Koji Ikeda: What is it specifically about the professional svcs and financial svcs end market that creates this nice end market?
  • Thad Jampol: The end market is stable, w/ inherent diversification in firms' practices and strategies. Firms invest in strategic areas even during downturns, benefiting us.
• Koji Ikeda: Why is vertical AI differentiated from horizontal broad AI?
  • Thad Jampol: Vertical AI uses firm-specific data, ensures compliance, and integrates into professionals' workflows, unlike generic horizontal AI.