{"id":311303,"date":"2025-04-09T07:12:48","date_gmt":"2025-04-09T14:12:48","guid":{"rendered":"https:\/\/www.saastr.com\/?p=311303"},"modified":"2025-04-14T08:45:46","modified_gmt":"2025-04-14T15:45:46","slug":"5-interesting-learnings-from-workday-at-9-billion-in-arr","status":"publish","type":"post","link":"https:\/\/www.saastr.com\/5-interesting-learnings-from-workday-at-9-billion-in-arr\/","title":{"rendered":"5 Interesting Learnings From Workday at $9 Billion in ARR"},"content":{"rendered":"<p><img data-recalc-dims=\"1\" decoding=\"async\" class=\"aligncenter size-full wp-image-311304 lazyload\" data-src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/5int-scaled.webp?resize=1000%2C565&#038;quality=65&#038;ssl=1\" alt=\"\" width=\"1000\" height=\"565\" data-srcset=\"https:\/\/www.saastr.com\/wp-content\/uploads\/2025\/04\/5int-scaled.webp 1000w, https:\/\/www.saastr.com\/wp-content\/uploads\/2025\/04\/5int-980x554.webp 980w, https:\/\/www.saastr.com\/wp-content\/uploads\/2025\/04\/5int-480x271.webp 480w\" data-sizes=\"(min-width: 0px) and (max-width: 480px) 480px, (min-width: 481px) and (max-width: 980px) 980px, (min-width: 981px) 1000px, 100vw\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 1000px; --smush-placeholder-aspect-ratio: 1000\/565;\" \/><noscript><img data-recalc-dims=\"1\" decoding=\"async\" class=\"aligncenter size-full wp-image-311304\" src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/5int-scaled.webp?resize=1000%2C565&#038;quality=65&#038;ssl=1\" alt=\"\" width=\"1000\" height=\"565\" srcset=\"https:\/\/www.saastr.com\/wp-content\/uploads\/2025\/04\/5int-scaled.webp 1000w, https:\/\/www.saastr.com\/wp-content\/uploads\/2025\/04\/5int-980x554.webp 980w, https:\/\/www.saastr.com\/wp-content\/uploads\/2025\/04\/5int-480x271.webp 480w\" sizes=\"(min-width: 0px) and (max-width: 480px) 480px, (min-width: 481px) and (max-width: 980px) 980px, (min-width: 981px) 1000px, 100vw\" \/><\/noscript><\/p>\n<p>So who will benefit the most from AI in B2B?\u00a0 The hot new start-ups, rocketing to $100m ARR in record time?\u00a0 Or &#8230; the established leaders, who can add AI onto their apps and not just expose vastly more functionality, but leverage all that existing customer data, to create something brand new and fresh?<\/p>\n<p>We&#8217;re watching.\u00a0 AI has already completely rebooted many older leaders in the contact center, from Zendesk to Genesys to Intercom, which now are truly AI-first and thus in many ways radically different than they were just a few years ago.\u00a0 And ServiceNow seems to be on that journey.\u00a0 Salesforce is on it, too.<\/p>\n<p>And what about Workday?\u00a0 The grandad of HR SaaS, Workday?\u00a0 How is The of AI changing it?\u00a0 Well, it&#8217;s early.\u00a0 But Workday remains <a href=\"https:\/\/investor.workday.com\/2025-02-25-Workday-Announces-Fiscal-2025-Fourth-Quarter-and-Full-Year-Financial-Results\">a force of nature<\/a>:<\/p>\n<ul>\n<li>Almost $9 Billion in ARR<\/li>\n<li>Growing 15%, so adding well over $1B in <em>new<\/em> bookings a year!<\/li>\n<li>Subscription backlog up 19.7%, to $25 Billion (!).\u00a0 So a huge amount of revenue booked but still to come.<\/li>\n<li>27%+ Free Cash Flow margins, 26% non-GAAP profit margins, and $8 Billion in the bank, so generating massive cash<\/li>\n<li>$57 Billion market cap, so trading at 6x+ ARR<\/li>\n<\/ul>\n<p>Workday is 20 years old this year.\u00a0 And in many ways, it&#8217;s just getting going.\u00a0 Pretty impressive.<\/p>\n<h3>5 Interesting Learnings:<\/h3>\n<h3>#1.\u00a0 98% GRR.\u00a0 No One Leaves Workday.\u00a0 No One.<\/h3>\n<p>There&#8217;s enterprise software &#8230; and then there are folks like Workday and ServiceNow with 98%+ GRR.\u00a0 Where literally, on one leaves.\u00a0 \u00a0Now when I was a VP at Adobe, I saw them deploy it and I get it.\u00a0 It tooks years to roll our Workday there, but when they finally did, it literally was embedded in every facet of how the company was run internally.\u00a0 Moving off would likely take half a decade.<\/p>\n<p><a href=\"https:\/\/www.workday.com\/content\/dam\/web\/en-us\/documents\/investor\/workday-fiscal-2025-fourth-quarter-investor-presentation.pdf\"><img data-recalc-dims=\"1\" decoding=\"async\" class=\"aligncenter size-large wp-image-311307 lazyload\" data-src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=1080%2C609&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"1080\" height=\"609\" data-srcset=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=1914%2C1080&amp;quality=70&amp;ssl=1 1914w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=600%2C339&amp;quality=70&amp;ssl=1 600w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=768%2C433&amp;quality=70&amp;ssl=1 768w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=1536%2C867&amp;quality=70&amp;ssl=1 1536w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=1080%2C609&amp;quality=70&amp;ssl=1 1080w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=1280%2C722&amp;quality=70&amp;ssl=1 1280w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=980%2C553&amp;quality=70&amp;ssl=1 980w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=480%2C271&amp;quality=70&amp;ssl=1 480w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?w=1000&amp;quality=70&amp;ssl=1 1000w\" data-sizes=\"(max-width: 1080px) 100vw, 1080px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 1080px; --smush-placeholder-aspect-ratio: 1080\/609;\" \/><noscript><img data-recalc-dims=\"1\" decoding=\"async\" class=\"aligncenter size-large wp-image-311307\" src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=1080%2C609&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"1080\" height=\"609\" srcset=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=1914%2C1080&amp;quality=70&amp;ssl=1 1914w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=600%2C339&amp;quality=70&amp;ssl=1 600w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=768%2C433&amp;quality=70&amp;ssl=1 768w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=1536%2C867&amp;quality=70&amp;ssl=1 1536w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=1080%2C609&amp;quality=70&amp;ssl=1 1080w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=1280%2C722&amp;quality=70&amp;ssl=1 1280w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=980%2C553&amp;quality=70&amp;ssl=1 980w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?resize=480%2C271&amp;quality=70&amp;ssl=1 480w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.19.34%E2%80%AFAM.png?w=1000&amp;quality=70&amp;ssl=1 1000w\" sizes=\"(max-width: 1080px) 100vw, 1080px\" \/><\/noscript><\/a><\/p>\n<h3>#2.\u00a0 Very Focused on AI Agents as The Future<\/h3>\n<p>Workday is trying to leverage AI to remain the core system of record in HR and financials in the enterprise.\u00a0 And they want Workday to manage all your agents.<\/p>\n<p><a href=\"https:\/\/www.workday.com\/content\/dam\/web\/en-us\/documents\/investor\/workday-fiscal-2025-fourth-quarter-investor-presentation.pdf\"><img data-recalc-dims=\"1\" decoding=\"async\" class=\"aligncenter size-full wp-image-311308 lazyload\" data-src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?resize=1000%2C171&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"1000\" height=\"171\" data-srcset=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?w=1000&amp;quality=70&amp;ssl=1 1000w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?resize=600%2C102&amp;quality=70&amp;ssl=1 600w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?resize=768%2C131&amp;quality=70&amp;ssl=1 768w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?resize=1536%2C262&amp;quality=70&amp;ssl=1 1536w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?resize=1080%2C184&amp;quality=70&amp;ssl=1 1080w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?resize=1280%2C218&amp;quality=70&amp;ssl=1 1280w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?resize=980%2C167&amp;quality=70&amp;ssl=1 980w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?resize=480%2C82&amp;quality=70&amp;ssl=1 480w\" data-sizes=\"(max-width: 1000px) 100vw, 1000px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 1000px; --smush-placeholder-aspect-ratio: 1000\/171;\" \/><noscript><img data-recalc-dims=\"1\" decoding=\"async\" class=\"aligncenter size-full wp-image-311308\" src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?resize=1000%2C171&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"1000\" height=\"171\" srcset=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?w=1000&amp;quality=70&amp;ssl=1 1000w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?resize=600%2C102&amp;quality=70&amp;ssl=1 600w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?resize=768%2C131&amp;quality=70&amp;ssl=1 768w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?resize=1536%2C262&amp;quality=70&amp;ssl=1 1536w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?resize=1080%2C184&amp;quality=70&amp;ssl=1 1080w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?resize=1280%2C218&amp;quality=70&amp;ssl=1 1280w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?resize=980%2C167&amp;quality=70&amp;ssl=1 980w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.22.10%E2%80%AFAM.png?resize=480%2C82&amp;quality=70&amp;ssl=1 480w\" sizes=\"(max-width: 1000px) 100vw, 1000px\" \/><\/noscript><\/a><\/p>\n<h3>#3. 11,000 Customers, So $820,000 ACV on Average Per Customer<\/h3>\n<p>That&#8217;s pretty enterprise.\u00a0 Workday is a $1m+ a year and up solution for the Big Guys.<\/p>\n<h3><a href=\"https:\/\/www.workday.com\/content\/dam\/web\/en-us\/documents\/investor\/workday-fiscal-2025-fourth-quarter-prepared-remarks.pdf\"><img data-recalc-dims=\"1\" decoding=\"async\" class=\"aligncenter size-full wp-image-311311 lazyload\" data-src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.26.18%E2%80%AFAM.png?resize=1080%2C156&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"1080\" height=\"156\" data-srcset=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.26.18%E2%80%AFAM.png?w=1358&amp;quality=70&amp;ssl=1 1358w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.26.18%E2%80%AFAM.png?resize=600%2C87&amp;quality=70&amp;ssl=1 600w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.26.18%E2%80%AFAM.png?resize=768%2C111&amp;quality=70&amp;ssl=1 768w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.26.18%E2%80%AFAM.png?resize=1080%2C156&amp;quality=70&amp;ssl=1 1080w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.26.18%E2%80%AFAM.png?resize=1280%2C185&amp;quality=70&amp;ssl=1 1280w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.26.18%E2%80%AFAM.png?resize=980%2C141&amp;quality=70&amp;ssl=1 980w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.26.18%E2%80%AFAM.png?resize=480%2C69&amp;quality=70&amp;ssl=1 480w\" data-sizes=\"(max-width: 1080px) 100vw, 1080px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 1080px; --smush-placeholder-aspect-ratio: 1080\/156;\" \/><noscript><img data-recalc-dims=\"1\" decoding=\"async\" class=\"aligncenter size-full wp-image-311311\" src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.26.18%E2%80%AFAM.png?resize=1080%2C156&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"1080\" height=\"156\" srcset=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.26.18%E2%80%AFAM.png?w=1358&amp;quality=70&amp;ssl=1 1358w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.26.18%E2%80%AFAM.png?resize=600%2C87&amp;quality=70&amp;ssl=1 600w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.26.18%E2%80%AFAM.png?resize=768%2C111&amp;quality=70&amp;ssl=1 768w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.26.18%E2%80%AFAM.png?resize=1080%2C156&amp;quality=70&amp;ssl=1 1080w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.26.18%E2%80%AFAM.png?resize=1280%2C185&amp;quality=70&amp;ssl=1 1280w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.26.18%E2%80%AFAM.png?resize=980%2C141&amp;quality=70&amp;ssl=1 980w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.26.18%E2%80%AFAM.png?resize=480%2C69&amp;quality=70&amp;ssl=1 480w\" sizes=\"(max-width: 1080px) 100vw, 1080px\" \/><\/noscript><\/a><\/h3>\n<h3>#4.\u00a0 30% of New Customers Are &#8220;Multi-Suite&#8221;, Buying Both CRM and Financials and More<\/h3>\n<p>Yes, Workday is huge.\u00a0 But a reminder of how critical being multi-product is to scaling.<\/p>\n<p><a href=\"https:\/\/www.workday.com\/content\/dam\/web\/en-us\/documents\/investor\/workday-fiscal-2025-fourth-quarter-prepared-remarks.pdf\"><img data-recalc-dims=\"1\" decoding=\"async\" class=\"aligncenter size-full wp-image-311313 lazyload\" data-src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.27.52%E2%80%AFAM.png?resize=1080%2C304&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"1080\" height=\"304\" data-srcset=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.27.52%E2%80%AFAM.png?w=1316&amp;quality=70&amp;ssl=1 1316w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.27.52%E2%80%AFAM.png?resize=600%2C169&amp;quality=70&amp;ssl=1 600w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.27.52%E2%80%AFAM.png?resize=768%2C216&amp;quality=70&amp;ssl=1 768w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.27.52%E2%80%AFAM.png?resize=1080%2C304&amp;quality=70&amp;ssl=1 1080w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.27.52%E2%80%AFAM.png?resize=1280%2C360&amp;quality=70&amp;ssl=1 1280w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.27.52%E2%80%AFAM.png?resize=980%2C276&amp;quality=70&amp;ssl=1 980w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.27.52%E2%80%AFAM.png?resize=480%2C135&amp;quality=70&amp;ssl=1 480w\" data-sizes=\"(max-width: 1080px) 100vw, 1080px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 1080px; --smush-placeholder-aspect-ratio: 1080\/304;\" \/><noscript><img data-recalc-dims=\"1\" decoding=\"async\" class=\"aligncenter size-full wp-image-311313\" src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.27.52%E2%80%AFAM.png?resize=1080%2C304&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"1080\" height=\"304\" srcset=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.27.52%E2%80%AFAM.png?w=1316&amp;quality=70&amp;ssl=1 1316w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.27.52%E2%80%AFAM.png?resize=600%2C169&amp;quality=70&amp;ssl=1 600w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.27.52%E2%80%AFAM.png?resize=768%2C216&amp;quality=70&amp;ssl=1 768w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.27.52%E2%80%AFAM.png?resize=1080%2C304&amp;quality=70&amp;ssl=1 1080w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.27.52%E2%80%AFAM.png?resize=1280%2C360&amp;quality=70&amp;ssl=1 1280w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.27.52%E2%80%AFAM.png?resize=980%2C276&amp;quality=70&amp;ssl=1 980w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.27.52%E2%80%AFAM.png?resize=480%2C135&amp;quality=70&amp;ssl=1 480w\" sizes=\"(max-width: 1080px) 100vw, 1080px\" \/><\/noscript><\/a><\/p>\n<h3>#5.\u00a0 30% of All Customer Expansions Involved AI Products.\u00a0 And It&#8217;s Already Leading to ACV Expansion.<\/h3>\n<p>That&#8217;s AI in the enterprise today.\u00a0 Is it all magic today?\u00a0 Not always.\u00a0 But it&#8217;s where the incremental budget is in the enterprise.<\/p>\n<p><img data-recalc-dims=\"1\" decoding=\"async\" class=\"aligncenter size-full wp-image-311314 lazyload\" data-src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.29.02%E2%80%AFAM.png?resize=1080%2C298&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"1080\" height=\"298\" data-srcset=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.29.02%E2%80%AFAM.png?w=1356&amp;quality=70&amp;ssl=1 1356w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.29.02%E2%80%AFAM.png?resize=600%2C165&amp;quality=70&amp;ssl=1 600w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.29.02%E2%80%AFAM.png?resize=768%2C212&amp;quality=70&amp;ssl=1 768w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.29.02%E2%80%AFAM.png?resize=1080%2C298&amp;quality=70&amp;ssl=1 1080w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.29.02%E2%80%AFAM.png?resize=1280%2C353&amp;quality=70&amp;ssl=1 1280w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.29.02%E2%80%AFAM.png?resize=980%2C270&amp;quality=70&amp;ssl=1 980w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.29.02%E2%80%AFAM.png?resize=480%2C132&amp;quality=70&amp;ssl=1 480w\" data-sizes=\"(max-width: 1080px) 100vw, 1080px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 1080px; --smush-placeholder-aspect-ratio: 1080\/298;\" \/><noscript><img data-recalc-dims=\"1\" decoding=\"async\" class=\"aligncenter size-full wp-image-311314\" src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.29.02%E2%80%AFAM.png?resize=1080%2C298&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"1080\" height=\"298\" srcset=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.29.02%E2%80%AFAM.png?w=1356&amp;quality=70&amp;ssl=1 1356w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.29.02%E2%80%AFAM.png?resize=600%2C165&amp;quality=70&amp;ssl=1 600w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.29.02%E2%80%AFAM.png?resize=768%2C212&amp;quality=70&amp;ssl=1 768w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.29.02%E2%80%AFAM.png?resize=1080%2C298&amp;quality=70&amp;ssl=1 1080w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.29.02%E2%80%AFAM.png?resize=1280%2C353&amp;quality=70&amp;ssl=1 1280w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.29.02%E2%80%AFAM.png?resize=980%2C270&amp;quality=70&amp;ssl=1 980w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.29.02%E2%80%AFAM.png?resize=480%2C132&amp;quality=70&amp;ssl=1 480w\" sizes=\"(max-width: 1080px) 100vw, 1080px\" \/><\/noscript><\/p>\n<h3><\/h3>\n<p>And a few other interesting learnings:<\/p>\n<h3>#6.\u00a0 20,400 Employees, So About $440,000 in Revenue Per Employee<\/h3>\n<p>Not bad but merely &#8220;very efficient&#8221;.\u00a0 In any event, $400,000+ is where most B2B leaders are aiming for by IPO at least.\u00a0 They also reduced the workforce by 8% despite the strong growth to get even more efficient.<\/p>\n<p><a href=\"https:\/\/www.workday.com\/content\/dam\/web\/en-us\/documents\/investor\/workday-fiscal-2025-fourth-quarter-prepared-remarks.pdf\"><img data-recalc-dims=\"1\" decoding=\"async\" class=\"aligncenter size-full wp-image-311316 lazyload\" data-src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.32.23%E2%80%AFAM.png?resize=1080%2C185&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"1080\" height=\"185\" data-srcset=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.32.23%E2%80%AFAM.png?w=1282&amp;quality=70&amp;ssl=1 1282w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.32.23%E2%80%AFAM.png?resize=600%2C103&amp;quality=70&amp;ssl=1 600w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.32.23%E2%80%AFAM.png?resize=768%2C132&amp;quality=70&amp;ssl=1 768w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.32.23%E2%80%AFAM.png?resize=1080%2C185&amp;quality=70&amp;ssl=1 1080w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.32.23%E2%80%AFAM.png?resize=1280%2C220&amp;quality=70&amp;ssl=1 1280w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.32.23%E2%80%AFAM.png?resize=980%2C168&amp;quality=70&amp;ssl=1 980w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.32.23%E2%80%AFAM.png?resize=480%2C82&amp;quality=70&amp;ssl=1 480w\" data-sizes=\"(max-width: 1080px) 100vw, 1080px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 1080px; --smush-placeholder-aspect-ratio: 1080\/185;\" \/><noscript><img data-recalc-dims=\"1\" decoding=\"async\" class=\"aligncenter size-full wp-image-311316\" src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.32.23%E2%80%AFAM.png?resize=1080%2C185&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"1080\" height=\"185\" srcset=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.32.23%E2%80%AFAM.png?w=1282&amp;quality=70&amp;ssl=1 1282w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.32.23%E2%80%AFAM.png?resize=600%2C103&amp;quality=70&amp;ssl=1 600w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.32.23%E2%80%AFAM.png?resize=768%2C132&amp;quality=70&amp;ssl=1 768w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.32.23%E2%80%AFAM.png?resize=1080%2C185&amp;quality=70&amp;ssl=1 1080w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.32.23%E2%80%AFAM.png?resize=1280%2C220&amp;quality=70&amp;ssl=1 1280w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.32.23%E2%80%AFAM.png?resize=980%2C168&amp;quality=70&amp;ssl=1 980w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.32.23%E2%80%AFAM.png?resize=480%2C82&amp;quality=70&amp;ssl=1 480w\" sizes=\"(max-width: 1080px) 100vw, 1080px\" \/><\/noscript><\/a><\/p>\n<h3>#7. Professional Services is $700 Million, or About 8% of Revenue<\/h3>\n<p>Workday like Salesforce needs to do a ton of services to get deployments going, but they mostly outsource is to third parties.\u00a0 But they still need to do it, so when it&#8217;s important, they do some of it in-house.\u00a0 The real number of dollars going into Workday deployments per year is many billions, but most is done by partners.<\/p>\n<p><a href=\"https:\/\/www.workday.com\/content\/dam\/web\/en-us\/documents\/investor\/workday-fiscal-2025-fourth-quarter-prepared-remarks.pdf\"><img data-recalc-dims=\"1\" decoding=\"async\" class=\"aligncenter size-full wp-image-311317 lazyload\" data-src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.34.19%E2%80%AFAM.png?resize=1080%2C175&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"1080\" height=\"175\" data-srcset=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.34.19%E2%80%AFAM.png?w=1262&amp;quality=70&amp;ssl=1 1262w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.34.19%E2%80%AFAM.png?resize=600%2C97&amp;quality=70&amp;ssl=1 600w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.34.19%E2%80%AFAM.png?resize=768%2C124&amp;quality=70&amp;ssl=1 768w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.34.19%E2%80%AFAM.png?resize=1080%2C175&amp;quality=70&amp;ssl=1 1080w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.34.19%E2%80%AFAM.png?resize=980%2C158&amp;quality=70&amp;ssl=1 980w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.34.19%E2%80%AFAM.png?resize=480%2C78&amp;quality=70&amp;ssl=1 480w\" data-sizes=\"(max-width: 1080px) 100vw, 1080px\" src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" style=\"--smush-placeholder-width: 1080px; --smush-placeholder-aspect-ratio: 1080\/175;\" \/><noscript><img data-recalc-dims=\"1\" decoding=\"async\" class=\"aligncenter size-full wp-image-311317\" src=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.34.19%E2%80%AFAM.png?resize=1080%2C175&#038;quality=70&#038;ssl=1\" alt=\"\" width=\"1080\" height=\"175\" srcset=\"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.34.19%E2%80%AFAM.png?w=1262&amp;quality=70&amp;ssl=1 1262w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.34.19%E2%80%AFAM.png?resize=600%2C97&amp;quality=70&amp;ssl=1 600w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.34.19%E2%80%AFAM.png?resize=768%2C124&amp;quality=70&amp;ssl=1 768w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.34.19%E2%80%AFAM.png?resize=1080%2C175&amp;quality=70&amp;ssl=1 1080w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.34.19%E2%80%AFAM.png?resize=980%2C158&amp;quality=70&amp;ssl=1 980w, https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/Screenshot-2025-04-08-at-10.34.19%E2%80%AFAM.png?resize=480%2C78&amp;quality=70&amp;ssl=1 480w\" sizes=\"(max-width: 1080px) 100vw, 1080px\" \/><\/noscript><\/a><\/p>\n<h3>Wow, what an engine at Workday.\u00a0 Growing 15% at $9 Billion, but with a backlog growing almost 20%.\u00a0 And AI is driving up deal sizes, with high attach rates.<\/h3>\n<p>Don&#8217;t bet against the leaders in B2B and SaaS falling behind due to AI.\u00a0 They&#8217;re all over it.\u00a0 And we just don&#8217;t know yet who wins the most.<\/p>\n<p><iframe title=\"10 things about partnering with big companies, by Workday | SaaStr Software Community\" width=\"1080\" height=\"608\" data-src=\"https:\/\/www.youtube.com\/embed\/lmN10f_dPIw?feature=oembed&#038;enablejsapi=1&#038;origin=https:\/\/www.saastr.com\"  allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen src=\"data:image\/gif;base64,R0lGODlhAQABAAAAACH5BAEKAAEALAAAAAABAAEAAAICTAEAOw==\" class=\"lazyload\" data-load-mode=\"1\"><\/iframe><\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>So who will benefit the most from AI in B2B?\u00a0 The hot new start-ups, rocketing to $100m ARR in record time?\u00a0 Or &#8230; the established leaders, who can add AI onto their apps and not just expose vastly more functionality, but leverage all that existing customer data, to create something brand new and fresh? We&#8217;re&#8230; <br \/><a class=\"more-link fade\" href=\"https:\/\/www.saastr.com\/5-interesting-learnings-from-workday-at-9-billion-in-arr\/\">Continue Reading<\/a><\/p>\n","protected":false},"author":19,"featured_media":311304,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","om_disable_all_campaigns":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"_wpscp_schedule_draft_date":"","_wpscp_schedule_republish_date":"","_wpscppro_advance_schedule":false,"_wpscppro_advance_schedule_date":"","_wpscppro_custom_social_share_image":0,"_facebook_share_type":"","_twitter_share_type":"","_linkedin_share_type":"","_pinterest_share_type":"","_linkedin_share_type_page":"","_instagram_share_type":"","_medium_share_type":"","_threads_share_type":"","_selected_social_profile":[]},"categories":[23926,31,28],"tags":[],"class_list":["post-311303","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-5-interesting-things","category-blog-posts","category-scale"],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/www.saastr.com\/wp-content\/uploads\/2025\/04\/5int-scaled.webp?fit=1000%2C565&quality=65&ssl=1","jetpack_shortlink":"https:\/\/wp.me\/p5oib2-1iZ1","jetpack_sharing_enabled":true,"fifu_image_url":"https:\/\/www.saastr.com\/wp-content\/uploads\/2025\/04\/5int-scaled.webp","_links":{"self":[{"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/posts\/311303","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/users\/19"}],"replies":[{"embeddable":true,"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/comments?post=311303"}],"version-history":[{"count":7,"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/posts\/311303\/revisions"}],"predecessor-version":[{"id":311598,"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/posts\/311303\/revisions\/311598"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/media\/311304"}],"wp:attachment":[{"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/media?parent=311303"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/categories?post=311303"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.saastr.com\/wp-json\/wp\/v2\/tags?post=311303"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}