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Modern Board 2022-ADP

ADP has four former CEOs and three active CEOs on its board. The actives include ADP’s own chief, Carlos Rodriguez, who is also on the board of Microsoft (No. 1 on this list); and Nazzic Keene, CEO of SAIC. ADP scored high in the Modern Board ranking for nationality dispersion, board independence, and board expertise.   
 
The HR software and services company has <a href="https://seekingalpha.com/article/4492107-12-top-stocks-bear-market">received analyst praise</a> for steady cash flow, stability of demand for its offerings, and strong dividends. William J. Ready, president of commerce at Google, and Francine Katsoudas, chief people officer at Cisco, are also ADP board members. The company <a href="https://finance.yahoo.com/news/adp-adp-1-9-since-163004806.html">projects steady (6%) revenue growth</a> for its employer services arm in 2022, along with 13% to 15% growth for its PEO (professional employer organization) division.

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GPTW New York Large 2022-ADP

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Best Large Workplaces New York 2021-ADP

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F500 2021-208-ADP

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F500-2020-227-Automatic-Data-Processing

Automatic Data Processing, more commonly known as ADP, provides HR solutions including electronic payroll systems in more than 140 countries.

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Best Large Workplaces In New York

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Automatic Data Processing, or ADP, provides cloud-based human resources products to organizations around the world. The company has two primary segments: one for employer services and the other focused on professional employer organizations. These parts of the business include platforms and services for payroll, HR management, tax compliance, benefits administration, and talent management.

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Automatic Data Processing (ADP): Company Profile, Stock Price, News, Rankings

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Automatic Data Processing

automatic data processing

Good morning. My name is Michelle, and I'll be your conference operator. At this time, I would like to welcome everyone to ADP's Fourth Quarter Fiscal twenty twenty five Earnings Call. I would like to inform you that this conference is being recorded. After the prepared remarks, we will conduct a question and answer session.

Instructions will be given at that time. I will now turn the conference over to Matt Keating, Vice President, Investor Relations. Please go ahead.

Thank you, Michelle, and welcome everyone to ADP's fourth quarter fiscal twenty twenty five earnings call. Participating today are Maria Black, our President and CEO and Peter Hadley, our CFO. Earlier this morning, we released our results for the quarter. Our earnings materials are available on the SEC's website and our Investor Relations website at investors.adp.com, where you'll also find the investor presentation that accompanies today's call. During our call, we will reference non GAAP financial measures, which we believe to be useful to investors and exclude the impact of certain items.

A description of these items along with a reconciliation of non GAAP measures to their most comparable GAAP measures can be found in our earnings release. Today's call will also contain forward looking statements that refer to future events and involve some risk. We encourage you to review our filings with the SEC for additional information on factors that could cause actual results to differ materially from our current expectations. I'll now turn it over to Maria.

Thank you, Matt, and thank you, everyone, for joining us. We closed out fiscal twenty five with a strong fourth quarter that included 8% revenue growth, 40 basis points of adjusted EBIT margin expansion, and 8% adjusted EPS growth. For the full year, we delivered 7% revenue growth, 50 basis points of adjusted EBIT margin expansion, and 9% adjusted EPS growth. We achieved these financial results while also making significant strides across our strategic priorities. I will briefly review some additional highlights from our results before discussing this strategic progress.

We delivered approximately 2,100,000,000 in employer services, new business bookings in fiscal twenty five, representing 3% growth. While this was below our expectations, we were able to produce another year of growth, notwithstanding the uncertainty and the macro backdrop in the '25. Taking a closer look, our small business suite and our domestic enterprise offerings saw solid bookings growth in fiscal twenty five. We did experience a softer finish in our employer services HR outsourcing business, where the uncertain macro backdrop appeared to impact client decision making. And while our international bookings improved during the fourth quarter, it was not enough to offset the softness from earlier in the fiscal year.

Importantly, our pipelines remain healthy and we are laser focused on accelerating employer services, new business bookings growth in fiscal twenty six. We were very pleased that our employer services retention exceeded our expectations once again, increasing 10 basis points to 92.1% for the year and approaching our record high of 92.2%. Our strong retention stems in part from our company wide client satisfaction scores reaching new record highs for the year. These impressive results were broad based and are a testament to the product investments we are making to improve the client experience. Employer services pays per control increased 1% in both q four and fiscal twenty five.

Our clients continue to hire, albeit at a slightly slower pace as we move through the year. Finally, our PEO new business bookings growth accelerated in the fourth quarter and for the full year contributing to fiscal twenty twenty five PEO revenue growth of 7% at the high end of our expectations. And our fiscal twenty five accomplishments extend far beyond our strong financial results. We drove meaningful momentum across all three of our strategic priorities, leading with best in class HCM technology, providing unmatched expertise and outsourcing, and benefiting our clients with our global scale. First, it's been a great year for innovation at ADP.

Since its launch, ADP Lyric HCM has continued to gain momentum in the market. Our number of clients sold increased by more than 50% in fiscal twenty five with new logos representing the majority of our new Lyric sales, and we secured these clients from a diverse set of competitors. Our number of live clients also doubled compared to the prior year, and our pipeline has continued to grow. On the AI front, we continued the rollout of ADP Assist, which provides the latest AI driven capabilities into our products, and we are seeing fantastic engagement from our clients with millions of interactions in fiscal twenty five. To further build on our unmatched expertise, we have also deployed these tools across ADP to thousands of our associates, driving efficiencies in our sales, service, and technology functions.

By coupling our decades of experience with our significant data insights and AI investments, we are simplifying work for our associates and elevating the end to end client experience. Finally, we continue to benefit our clients with our global scale. In fiscal twenty five, we enhanced our unmatched global payroll capabilities by expanding our offer in markets with exciting growth opportunities like Japan and Saudi Arabia, and by acquiring payroll businesses like PEI in Mexico. In addition, we expanded our embedded payroll offering to enhance our small business distribution ecosystem. We also acquired workforce software in fiscal twenty five, which meaningfully enhanced our capabilities in the time and attendance space, allowing us to serve the broader workforce management needs of our clients.

Now as we look to fiscal twenty six, we are excited to make even more progress across our strategic priorities as we advance several company wide initiatives. The AI landscape is evolving fast, and we are making sure that we stay ahead. Our vast dataset is key to this. We benefit from the largest HCM dataset with over 1,100,000 clients and 42,000,000 workers paid. This data allows us to expand our offering from simple agents to autonomous agents, and our broad and granular dataset puts us in a strong position to deliver smarter and more tailored HCM agents that will be truly differentiated in the market.

To accomplish this, we have invested in establishing our own proprietary tools to help scale our agent development in a compliant, explainable, observable, and secure manner. We have already rolled out a few role based agents, and client adoption and sentiment have been strong. We will also continue to harness AI advances to drive operational efficiency, reduce service friction, and deliver even greater value for our clients as we expand ADP Assist into our products and throughout our organization. By extending the reach of our NextGen solutions, we will build on the momentum Lyric and NextGen payroll are experiencing. Finally, our acquisition of workforce software and the maturity of Lyric are serving as catalysts for the evolution of our global offering.

We believe we have an opportunity to deliver a differentiated product and client experience that wins in the global multinational market. The success we achieved in our fiscal twenty five financial results and across our strategic priorities is a testament to the extraordinary efforts of our 67,000 dedicated associates around the world. And I wanna take a moment to thank our associates for their commitment to our clients, to each other, and to the world of work. As I look ahead, I am energized by the opportunities in front of us. We operate in a dynamic market.

It's large. It's growing. It is always evolving, and we are ready for what's next. We have decades of HCM experience and a track record of leading in innovation. We have a leading go to market and distribution strategy and the ability to support clients of all sizes, be it a one employee small business on Main Street or the largest enterprise with more than 1,000,000 employees.

And we have an established reputation for dependability. We understand the mission critical importance of helping our clients meet the HCM needs of their employees. At ADP, we are always designing for people. They are at the center of every decision we make. And as we move forward, we will continue to focus on people to leverage our unparalleled data insights and innovative technology and to build a world of work that is smarter, easier, and more human.

We are very excited about that future. And now I'll turn the call over to Peter.

Thank you, Maria, and good morning, everyone. I will start by expanding on Maria's comments on our Q4 and fiscal twenty twenty five results before covering our fiscal twenty twenty six financial outlook. Our Q4 performance was strong, and this helped to drive both fiscal twenty twenty five revenue and earnings growth to the high end of our expectations. The strength was broad based, with revenue growth in both Employer Services and the PEO coming in at the top end of our full year guidance ranges. The end result was full year revenue growth of 7%, bringing fiscal twenty twenty five revenue to $20,600,000,000 For Employer Services, revenue in the quarter increased 8% on a reported basis and 6% on an organic constant currency basis.

ES margins expanded 50 basis points in Q4, exceeding our expectations. For the full year, ES revenue grew 7% on a reported basis and six percent on an organic constant currency basis, while ES margins expanded 100 basis points. For the PEO, revenue grew 7% in the fourth quarter. During the quarter, average worksite employee growth increased 3% to $761,000 driven by strong new business bookings and stable pays per control growth. PEO margins contracted 20 basis points in the quarter, mainly as a result of higher zero margin pass through benefits revenues as well as an increase in state unemployment insurance costs.

For full year fiscal 'twenty five, PEO revenues grew 7%, average worksite employees increased 3%, and PEO margins contracted by 60 basis points. I will now share our outlook for fiscal twenty twenty six. While the macro backdrop remains uncertain, we believe that we are well positioned to deliver solid financial results while continuing to invest for future growth and make additional, meaningful progress on our strategic priorities. Our fiscal twenty twenty six outlook assumes a continued slight moderation in the macroeconomic environment. Please note that we will no longer be providing point margin forecasts for our ES and PEO segments as we do not manage our business to drive a particular segment margin result. We will continue to share our actual margin results by segment each quarter, and we will also look to provide directional segment margin commentary as appropriate. Beginning with the ES segment, we expect revenue growth of 5% to 6%, driven by the following key assumptions: We expect ES new business bookings to grow by 4% to 7% as we expect growth to accelerate from our fiscal twenty twenty five result based on continued investments that we are making in both Salesforce headcount and tools as well as the continuing maturity of several key strategic offerings such as Lyric, workforce software and embedded payroll.

For ES retention, we forecast a 10 to 30 basis point decline from the 92.1% result for fiscal twenty twenty five. We are encouraged by our continued retention achievements and our record client satisfaction scores. However, we think it is prudent to expect some retention pressure from a continued moderate slowing in the macroeconomic environment and the potential for some increase in small business out of business levels. As we mentioned on our prior earnings call, we see the potential for below normal US pays per control growth in fiscal twenty twenty six, and our outlook assumes 0% to 1% growth for the year. This view is consistent with the trends that we are seeing of a continued gradual moderation in US private sector payroll growth. We also expect FX to transition from a slight headwind to ES revenue growth in fiscal twenty twenty five to a modest tailwind in fiscal twenty twenty six.

And for client funds interest revenue, the interest rate backdrop remains dynamic, and it is important to remember that our client funds interest revenue forecast reflects the current forward yield curve, which is likely to evolve as we move through fiscal twenty twenty six. At this moment, we expect that our average yield will increase from 3.2% in fiscal 'twenty five to 3.4% in fiscal twenty twenty six, which contemplates the market's expectations for short term interest rates to decrease by around 100 basis points during the fiscal year. We also expect that our average client funds balances will grow 2% to 3% in fiscal twenty twenty six. Putting all this together, we expect that our client funds interest revenue will increase from $1,190,000,000 in fiscal twenty twenty five to a range of $1,290,000,000 to $1,310,000,000 in fiscal twenty twenty six. Meanwhile, we expect that the net impact from our client fund strategy will increase from $1,070,000,000 in fiscal twenty twenty five to a range of 1,250,000,000.00 to $1,270,000,000 in fiscal twenty twenty six.

We expect ES margins to expand in fiscal twenty twenty six, driven by the continued growth of client funds interest revenues, partially offset by the growth investments we are making in support of our strategic priorities. Moving on now to the PEO segment. We expect PEO revenues to grow 5% to 7% and PEO revenues, excluding zero margin pass throughs, to grow 3% to 5% in fiscal twenty twenty six. Our growth outlook also assumes average worksite employee growth of 2% to 3%. We are anticipating continued healthy PEO new business bookings growth and higher retention to be partially offset by a modest decline in PEO pays per control growth.

We expect PEO margins to decrease in fiscal twenty twenty six, with zero margin pass throughs growing faster than overall PEO revenues. Adding it all up, our consolidated revenue outlook is for 5% to 6% growth in fiscal twenty twenty six, and we expect adjusted EBIT margin expansion of 50 to 70 basis points. We expect that our effective tax rate will be around 23%, and we expect fiscal twenty twenty six adjusted earnings per share growth of 8% to 10%, supported by continued share repurchases. A quick note on our margin cadence. Due to the impact of the Workforce Software acquisition and the timing of some other investments, we are expecting some contraction in our adjusted EBIT margin on a year over year basis in the first quarter before margins ramp over the remainder of fiscal twenty twenty six.

Thank you, and I'll now turn it back to the operator for Q and A.

Thank you. You. And our first question comes from Brian Bergen with TD Cowen. Your line is open.

Hi, guys. Good morning. Thank you. I want to start with demand here and maybe just dig into the areas of the ES signings under performance versus the plan. It sounded like HRO and international.

Can you share more thoughts on the HRO softness just despite the efficiency proposition there? I'm curious on that. And is that mid market softness specifically?

Yeah, good morning, Brian. Thank you. Happy to help kind of unpack the $2,100,000,000 in bookings that we had, excuse me, on the 3% growth and the attribution. As mentioned, we had relative growth in the small business suite. That's inclusive, by the way, of our insurance offering, our retirement services offering.

We saw strength in the domestic enterprise suite. When you think about that, that's the strength we've seen in Lyric, that's workforce software, that's the strength that we see in our compliance solutions offerings, employment tax, things of that nature. The softness that we spoke to was in international, but specifically to your question, since you were asking about HRO, just kind of double click on that. The domestic HRO business is a combination of the upper end of the mid market, if you will, as well as call it the lower end of the enterprise space. Product wise, those are two offerings named comprehensive services and comprehensive outsourcing solutions.

And those are oftentimes very, very large opportunities for us. They're complex. They have long sales cycles. They often involve lots of departments, lots of decision makers. Think HR transformations, if you will.

And we did see some strength in that area in the first half of last year. We saw it moderate in the third quarter, but we had a significant pipeline heading into the fourth quarter, but we just didn't see the decisions being made in the fourth quarter. Now the good news is, because you asked about activities and how that pipeline is faring, these are still active deals, so these aren't deals that said no and said a different answer such as a competitor. These are just delayed decisions that didn't happen in the fourth quarter. So, the pipeline remains strong.

It is up year on year and ultimately, the activity and the healthiness of that pipeline remains as we head into fiscal twenty six.

Okay. Okay. That's helpful. And then I guess just a follow-up on broader bookings. Just can we double click on the confidence in reaccelerating off that 3%?

I heard product maturity is part of it. Are there also some specific kind of go to market or pricing initiatives that you're implementing? And can you just comment on how July performed? Just curious if it was any better than the June exit.

Yeah, fair enough. Product maturity is absolutely a part of it. We're really pleased and optimistic and confident in the decisions that we've made as it relates to the investments we've made into product, that's organic builds, that's all the NextGen offerings that you would have seen at Investor Day. In addition to that, it's things like the acquisition. So we feel confident in the NextGen offerings as they gain momentum combined with things like the Workforce Software acquisition heading into '26.

So that's definitely a piece of our confidence as it relates to the booking guides heading into the year. In addition to that, as you know, Brian, we've made tremendous investments into our sellers. That's everything from headcount to the ecosystem around them. That's banks, CPAs. That's broadening the distribution ecosystem with partnerships, as an example, and embedded payroll.

So those investments, we also feel very confident heading into the year. In addition to that, we also make a lot of investments into our seller technology and the modern stack that our sellers use to be efficient and gain productivity each and every year. We've been on that journey for quite some time. We showcase a lot of that specifically at Investor Day, things like the Zone, which is our proprietary, if you will, portal for our sellers to engage with things like generative AI to serve up the right lead at the right time to the right sellers. So I think the combination of all of our investments coupled with, by the way, incredible service, sitting at record NPS results.

I think all of that makes for a solid seller environment heading into the year. I think in terms of pricing, there's always pricing activity that happens. I wouldn't say that there's anything different happening across the ecosystems. We run promos, the others run promos. That's kind of on par.

I think pricing and the demand holds there. And then I think you asked me one more thing. Just July. July. Yes. July. It is July 30.

I think it's too early to comment on July. I think the biggest comment I would say is the one I said earlier, which is that pipelines and activity remains strong. It's healthy. It's engaged. It's up year on year.

And that gives us confidence heading into the quarter as well as the year.

Thank you. Our next question comes from Ramsey El Assal with Barclays. Your line is open.

Hi, thank you for taking my question. I wanted to ask about the pricing contribution in fiscal twenty twenty six, whether it's more analogous to what we've seen maybe historically or whether it remains a little bit elevated just given inflation is also a little bit elevated?

And I had a second question, I'll just throw it in here. It was just on the better than anticipated retention result this quarter, whether there was any particular call outs or drivers or reasons why you saw the outperformance? Thank you.

Yeah. Thanks, Ramzi. Good morning. Thank you for the question. Just with respect to pricing, if you're talking about the historical norms, sort of the 50 basis points we used to talk about, I guess, sort of pre pandemic and the post pandemic inflation period.

Our pricing assumptions for 'twenty six are more consistent with the near term, so in that 100 or so basis point range, that's our expectation. We have a slight moderation factored into our planning for '26 versus '25, but we're more in the camp, if you like, of recent pricing trends versus sort of the pre pandemic, pre inflationary environment increase in terms of our pricing. And in terms of the retention performance, we were really pleased with retention and the way that came in in the fourth quarter. There's no real specific callouts. We were certainly pleased on the small business side that we did not see some of the potential small business out of business lift that we had been sort of cautioning, I guess, our guide around.

But really, the performance was very much broad based across the company and we saw some great retention results across all of the segments as well as in our international space.

Thank you. Our next question comes from Mark Marcon with Robert W. Baird. Your line is open.

Hey, good morning and thanks for taking my questions. With regards to, you know, to workforce software getting integrated more fully, what are you seeing in terms of just the early results workforce software? I know they're still selling independently and to what extent do you think you'll end up getting a lift on the upper enterprise side once it's fully integrated with Lyric?

Sure. Good morning, Mark. We are incredibly excited about workforce software and the journey that we've been on with respect to integration. We did see workforce software contribute to bookings. We did see the contribution of the overall environment as it related to going through the pipelines on both sides and the overlap and seeing how the narrative started to evolve for us internationally, specific in these large, complex, multinational opportunities.

And I will tell you that the receptivity amongst both the client base as well as our independent opportunities as well as the shared ones has been above our expectations. And so we remain incredibly bullish on the acquisition we made as we continue that journey of integration. We do expect that it will contribute significantly to our growth narrative, specifically in our MNC international space this year as well as the coming years.

Yeah, and just to add on to that, I would say, Mark, you're correct. The team is continuing to sell workforce software on a standalone basis, and that was always part of the plan, we expect that will continue. In terms of selling with ADP products like Lyric, like GlobalView, for example, that's already happening. That's not a future event. Obviously, we hope it continues in the future, but but it's not something that has not yet arrived yet.

We've already seen traction in FY 'twenty five with respect to sort of, call it, co selling with ADP products. So we're already well and truly off to the races, I think, with respect to workforce software being part of the integrated suite from a selling perspective.

Great. And then I demoed Workforce Now NextGen at SHRM, And I thought it was pretty impressive. And I'm wondering to what extent are you selling the NextGen product now relative to the old Workforce Now? And what sort of lift would you expect to see there from some of those improvements?

Yeah, first and foremost, thank you. I'm glad you were at Charm. I'm glad you had the opportunity to take a look at the Workforce Now NextGen as we showcase it there for the exact design, which is continuing to expand the reach of that offer. So I think we've been loosely talking about it being deployed across the core market throughout fiscal 'twenty five. We continue to expand beyond the core market, and that is the plan for 'twenty six.

And that was the purpose, if you will, of somewhat of an unveil at the SHRM conference. So that's the intent. It is part of the confidence that we have in the 4% to 7% bookings acceleration, if you will, as you think about heading into the year and being able to deploy the NextGen workforce now to a broader set of the mid market clients. We're really excited to see that product mature. We're seeing great wins.

We're seeing great takeaways. We are definitely seeing it make an impact in the market and happy to hear that it shows well.

Yeah. And also just from a downstream perspective, the client satisfaction scores with respect to next gen payroll with Workforce Now are really, really robust and continuing to improve. And I was talking to our operations leader the other day, the implementation experience is getting better and better, and also, you know, from a client user perspective, the number of contacts that clients on next gen have to make to ADP in order to solve their needs significantly reduced versus sort of the current gen model. You know, in terms of what it will bring us in terms of bookings, as Maria outlined, but downstream, we're also really excited about the potential impacts of expanding that offering more widely across the client base.

Thank you. Our next question comes from Samad Samana with Jefferies. Your line is open.

Hi, good morning. Thank you for taking my questions. Maybe first, I just was curious, if you think about where the quarter struck out, how does that maybe compare to what you were thinking at the time of the Analyst Day? And did it surprise you relative to what you were expecting at that time? And then I have a follow-up question as well.

Smad, thanks for the question. Are you referring to bookings or just more generally? Think we were very happy with how the quarter Yes.

You about bookings, right, just in terms of like how you were thinking about bookings at the time and maybe I guess trying to figure out if there is a trend line change. And I know that, again, pipeline sounds very good, but I'm just kind of curious, basically, if there's some change that happened in the last couple of weeks of the quarter, just as I know you guys aren't really commenting on July, but just as we think about the trend line from there, just what did you experience over that kind of couple of week period?

Yeah. So I would say in Investor terms Day, we were very much focused on the medium term. So what are we going to do over the three- to four year period? It wasn't driven by particular quarters or even in particularly individual fiscal years. What I would say with respect to bookings, and I think it's been said on this call before, our fourth quarter is our largest quarter of the year for bookings.

Within the fourth quarter, the June month is the largest month of the quarter, and literally within the month of June, the last week or two is the biggest period of the year. So to be candid with you, we weren't necessarily thinking of what the result would or wouldn't be with respect to the numbers we framed for our medium term guides. Certainly, we were anticipating a little stronger finish than what we ended up with. I think Maria has outlined the reasons for that, But I wouldn't really draw a trend line or certainly a linkage between the medium term guide that we put forward and this quarter, and certainly I would not take from this quarter result, extrapolate any trend in terms of where we think our medium term objective is. We're still very much committed to the numbers that we spoke to at Investor Day.

Obviously, a fiscal year, we have to give guidance. The macro backdrop still remains uncertain. Think there's potentially a little bit more volatility, either positive or negative, that could happen during the year versus what we're anticipating to be the case over the longer period. So that's how I would think about it. But no real discernible linkage, I would say, between how we finished FY 'twenty five and sort of the medium term objectives that we shared six or eight weeks ago.

Great. And then, Maria, you know, Lyric has done really, really well over the last year, so you guys have increasingly talked about it. I'm just curious. The the product itself, I think, has been a big part of that. How help us think about distribution, and how much better is the sales organization at selling?

And then how are you thinking about indirect distribution there? And maybe, you know, I guess, sorry to make it a multipart question, but just gonna be a bigger component of bookings in fiscal twenty six.

Yeah. It's a great question. And you are absolutely correct. We are incredibly excited about Lyric. Its strong reception in the market, the contribution to bookings, by the way, in '24, also the contribution of bookings in '25.

As I cited, Lyric did enjoy robust sales growth, if you will, in 'twenty five. And we certainly anticipate that only to grow into 'twenty six and beyond. In terms of the direct distribution, today it is kind of in that enterprise space, in the domestic space. We are expanding that into the global footprint as we think about the offer of Lyric in the MNC space going forward. That is through our sellers and our seller ecosystem.

But even in our upper end of the market, I know we talk a lot about channels in the down market, we talk about CPAs and banks in the mid market, talk about brokers. But even in the upper end of the market, we do already distribute and partner with whether it's big, large organizations that are driving other types of transformations. We have partnerships with some of the big ERP players. In addition to that, we have partnerships with a lot of the system integrators. Is there an opportunity as we continue to build and scale the offering to continue to evolve our distribution mechanism?

I think the answer to that is absolutely. Too early, I think, at this juncture to say what the impact of that would be in 'twenty six, but certainly our goal is to continue to evolve the distribution and uptake of Lyric and it is definitely resonating. Will tell you, we've been ourselves just somewhat blown away by the receptivity in the market. It is the most modern HCM tech platform that's out there. It's flexible, it's adaptable.

I think you had an opportunity, many of you, to see it at Investor Day, and it's definitely something that is being talked about and we're happy to see the wins. We see them against some of the most formidable competition and we see, again, just the receptivity in the market exceeding our expectations. Excited to continue to lean into it.

Thank you as always for taking my questions. Have a great day.

Thank you. Our next question comes from Tien Tsin Huang with JPMorgan. Your line is open.

Hey, thanks. Good morning. Just building on that last answer, just the confidence in overall bookings accelerating in fiscal 'twenty six, just how much is driven by headcount investments that you put into place versus higher sell through attached new products that kind of thing versus '25?

Yeah, fair enough Tien Tsin. First and foremost, would say our sales from new opportunities versus the beyond payroll, if you will, remains at fiftyfifty. That is our plan. That's kind of held steady as long as I can remember. So I would say that is our expectation for next year, so we're not over rotating away from kind of that.

In addition, we're not over rotating on sales headcount. I think several years ago, on the heels of the great resignation, we leaned into headcount quite a bit and we needed to because we had, just like every other company, seen an uptick in attrition. But as attrition has abated, the big strength in the seller productivity is really the lift we're getting from tenure. But we are still making headcount investments. They will look largely in line with what we did in 'twenty five and what we did in 'twenty four, which is kind of that mid single digit, if you will.

So it's an investment in headcount. It's an investment in everything I talked about earlier around the sellers in terms of their ecosystem. And then it's also this bit of a natural uplift that we get from increasing the tenure of all of our sellers, fantastic.

Terrific. Then quickly on retention, still very high, impressive. I know it's reasonable to assume some decline from that high this year, but is the 10 to 30 assuming more on the voluntary versus involuntary attrition? I'm just trying to understand if there's anything more specific that you're paying attention to as you go into this new fiscal year.

Yeah, I mean, I'd say nothing particularly specific, Tien Tsin. I think it's probably a little more on the involuntary, but again, the macro environment, we have to see how it plays out. We were positively surprised, so to speak, I guess, in 'twenty five and 'twenty four. We're hoping that will be the case also in 'twenty six, but we feel sort of the prudent responsible position at the moment just given the trends we do observe. And most of those trends that we're observing, obviously we listen to what the economists and what the external sources are saying, but we see a lot and draw a lot of our conclusions from our own data.

Now again, our data on retention is strong, but there are signs that we feel we should be prudent. But I would certainly not point you know, upticks in voluntary client attrition. Again, all the indicators on that, be it client satisfaction and just the trends we've been observing are very favorable. So I would point that more to being a macro assumption that we hope does not materialize.

Perfect. Makes great sense. Thanks, Peter. Thanks, Maria.

Thank you. Our next question comes from Kartik Mehta with Northcoast Research. Your line is open.

Morning. Maria, just your thoughts on bookings. You know, right now they're in a delay. At what point does delay become cancellation? Or what signs have you seen give you any concern at all?

It seems like you don't have any concern, it seems like things progress and delays can become cancellations.

Sure, certainly we're looking at all of that. Maybe a way for me to answer the question, Kartik, is to just kind of unpack how we think about pipelines and activity in general. So if you think about the various segments, and I'll start at the small end, in the small business it's really not about pipelines. Many of those opportunities we're able to literally onboard in hours, if you will. And so we're looking more activity measures.

And that's everything from leads coming in, call it how many appointments sellers are on, opportunities that are being generated. And so we're looking at the activities, specifically I would say across the small business portfolio, across even the core end of the mid market. It's a very active, healthy activity that's happening out there. And we don't see any moderation in kind of the activity out there. So in the PEO space specifically, we're looking at things like RFPs, requests for proposals that is.

We're looking at asks for benefit underwriting, lots of different measures that we look at to, again, assess whether or not the activity levels have changed. The answer there is they continue to remain healthy. The upper end of the mid market heading into the enterprise space and international, that's really where we're looking at pipeline. Oftentimes, sales cycles are months, sometimes if not years. And so you can really see the pipeline activity.

Automatic Data Processing (ADP) Q4 2025 Earnings Call Transcript

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