Docebo (DCBO) Morgan Stanley Technology, Media & Telecom Conference summary

Business model and market positioning

• Focused on enterprise learning management, serving 40 million users with diverse use cases beyond compliance, including customer experience and channel training initiatives.

• Over 50% of customers use the platform for customer experience, not just internal training.

• Strategic shift from SMB to mid-market and enterprise, with increasing average contract value and a roadmap geared toward larger organizations.

• Partnerships with system integrators and specialized SIs are central, enabling broader service offerings and deeper enterprise penetration.

• About 50% of ARR comes from contracts above $100,000, reflecting enterprise focus.

Product innovation and AI strategy

• Core product is Docebo Learn, surrounded by modules for content creation, analytics, and community engagement.

• AI Authoring tool is a key growth axis, with plans to expand into broader creation capabilities.

• New features include advanced analytics via AWS QuickSight and a Community module to foster collaboration and advocacy.

• AI-first strategy underpins the next five years, with upcoming releases like virtual role play and agentic automation to streamline manual processes.

• Conversational UIs and agentic logic are being developed to disrupt traditional SaaS learning experiences.

Go-to-market and partnerships

• Partnerships have evolved from broad channel expansion to targeted collaborations with global and specialized system integrators.

• Strategic alliances with firms like Accenture and Amazon AWS have opened new distribution channels and improved RFP access.

• System integrators contribute significantly to enterprise pipeline and new bookings.