BlackLine (BL) 2026 Baird Global Consumer, Technology & Services Conference summary

Market environment and AI adoption

• Finance and accounting teams are heavily focused on understanding and implementing AI, but most investments have yet to deliver clear ROI.

• There is caution in adopting AI, especially in accounting, due to the need for 100% accuracy and regulatory scrutiny.

• Customers are interested in co-developing AI solutions but are not seeking to be early adopters, preferring proven, reliable outcomes.

• Parallel testing and backup processes are common as organizations cautiously roll out AI.

Platform transition and pricing model

• The shift to a platform pricing model has resulted in over 90% of new customers adopting it, with a goal to reach at least 25% of eligible ARR by year-end.

• Studio 360, the foundation of the platform, enables a single source of truth and supports advanced automation.

• The transition is driving a 10%-40% uplift in ARR on day one, mitigates user attrition, and increases agent consumption over time.

• Customers receive a minimal number of agents initially to test and validate outcomes before scaling up.

Customer adoption and innovation

• Well-adopted legacy customers are slower to transition to the new platform, requiring more ROI evidence and strategic conversations.

• AI has elevated conversations to higher levels within organizations, increasing attention from CFOs and other executives.

• The company’s deterministic AI approach is favored for accounting, where only one correct answer is acceptable.