Pegasystems (NASDAQ:PEGA) CFO Ken Stillwell discussed the company’s workflow platform capabilities, including enhanced AI products, during a Canaccord fireside chat. He highlighted that first-half 2026 annual contract value (ACV) growth was “unimpressive,” attributed to management complacency and a shift in sales strategy away from a ‘farmer’ mentality toward a more proactive ‘hunter’ approach.
Stillwell introduced Pega Blueprint and Pega Infinity Studio, designed to accelerate application development. Notably, customers have configured and deployed applications in less than 90 days using Blueprint. The incorporation of AI in their pricing model offers clients fixed costs per unit of work, allowing for better financial predictability.
Despite a weaker second quarter, Stillwell noted an improved sales pipeline for the latter half of the year, exceeding necessary levels for growth targets. He forecasted slightly negative cash flow in Q3 due to seasonal patterns, but a strong fourth quarter is anticipated. Pega aims for over $700 million in free cash flow by 2028, contingent on double-digit ACV growth in the coming years.
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