BlackLine (BL) Morgan Stanley Technology, Media & Telecom Conference 2026 summary

Business overview and market positioning

• Core offerings include financial close, consolidation, and Invoice-to-Cash, all on the Studio 360 platform, serving a significant portion of Fortune 100 and 500 companies.

• Focus remains on organic growth and innovation driven by customer, partner, and auditor feedback.

• Platform is considered mission-critical, processing $60 trillion in market cap daily and trusted by auditors for financial statement audits.

• Emphasis on precision, reliability, and system control, with 20+ years of proprietary data and auditor trust.

• Differentiation comes from being a system of control and assurance, not just a system of record.

AI strategy and product innovation

• AI has been embedded across the platform, with strong uptake in recent quarters and ongoing rollout of generative and agentic capabilities.

• Verity Prepare and Verity Collect are key AI-driven solutions, with agentic capabilities announced in Q4 and further launches planned.

• AI features are developed in response to customer needs and meet high standards for compliance and legal oversight.

• Transitioning from user-based to consumption-based models aligns with increased productivity and changing customer usage patterns.

Pricing model transformation and monetization

• New platform pricing model launched, offering unlimited users and product-led access, with immediate uptake among new customers.

• Existing customers are gradually adopting the model, especially as Studio 360 integrates core solutions and provides a single source of truth.

• By end of 2026, 25%-35% of ARR expected on platform pricing, with at least a 10% uplift over previous models.

• Over 50% of revenue and ARR will be non-seat-based by end of 2026, reducing risk from seat attrition.

• Monetization events include platform uplift, cross-selling enabled by integration, and consumption-based AI agent usage, with revenue impact expected from 2027.