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Veeva specializes in cloud-based data, software, and services for the life sciences industry. They operate through two segments:

Veeva Commercial Cloud: Offers customer relationship management (CRM) and content management solutions for sales, marketing, and regulatory compliance.
Veeva Vault: Provides a cloud platform for managing content and data related to clinical trials, regulatory submissions, quality control, and production.

The solutions help pharmaceutical, biotech, and medical device companies streamline operations and ensure regulatory compliance through a single platform. With 47 of the top 50 life science customers as clients, Veeva dominates its industry. This is a business with a clear competitive advantage and superior economics that should continue to compound for investors.

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Veevas solutions are deeply integrated into customers’ daily workflows, making them very hard to displace. The company generates 80% of its revenue from recurring software sales. Once a customer is integrated, proprietary data is created on the platform and as that data grows it becomes increasingly more difficult to switch to another vendor. This is enhanced by the familiarity staff have with the platform.

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Veeva offers 45 subscription products tailored to research and development, sales and marketing, and compliance. These products allow customers to focus on their core competencies and not have to deal with the hassle and complexity of integrating several disparate systems.

VEEV work with 47 of the top 50 life sciences companies and caters to a broad set of customer needs.

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Uniquely, Veeva has been profitable from its first year in business, turning $4m in seed capital in 2007 into a $33B Market Cap company in 2024. The company has compounded revenue at 34% over the past decade and boasts EBITDA margins in the 20-25% range.

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Continued TAM Expansion

When Veeva first filed its prospectus in 2013 it reported a TAM of $5B, today they quote $20B driven by the launch of new products. Of that $20B figure, they estimate half is for current products and the rest for future opportunities. Of this massive TAM, Veeva is just 12% penetrated.

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Faster Growing New Products

In 2024, 5 core products account for 60% of the revenue and given Veeva’s dominant market position these products are relatively mature. There are 40 other products catering to existing and new customer needs, these products will be the drivers of future growth.

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M&A

Veeva has $4B in cash on the balance sheet as of 2024, this is 12% of their current market cap, and pressure is mounting for the company to do a big deal. If executed well this could be a positive catalyst for the stock, especially when you consider that the company should earn less on that cash as interest rates come down.

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Veeva’s high growth premium means that any slowdown in growth or shifts in market sentiment could trigger significant stock price corrections, limiting future returns.

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A concentrated focus on the life sciences sector exposes Veeva to risks from cyclical fluctuations in pharma spending and evolving regulatory requirements that could increase compliance costs or disrupt business operations.

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Rising competition from both established enterprise software firms and emerging cloud providers may force increased R&D spend and aggressive pricing, potentially compressing margins and delaying synergy realization.

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Veeva initially built its CRM platform on top of Salesforce and the two companies agreed to not target one another industries. This allowed Veeva to come to market much faster and with a more complete/credible product. In 2022 however, VEEV announced it would transition customers to its new Vault CRM which it built independently. The move will allow the company full control over its tech stack and full integration of its entire product suite. The end of the non-compete agreement could also see Veeva move into new markets such as medical devices or consumer products. Financially, the shift is resulting in increased expenses and weighing on operating margins slightly, however, this should be recouped in the long run.

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Management predicted that workflow shifts during the pandemic could reduce the industry's Salesforce by 10%. Veeva is built for in-person visits and salesforce reductions would mean fewer subscriptions but the shift to more digital workflows opens opportunities for new products.

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SBC has increased steadily from ~5% 10 years ago to 16.6% in 2024. In technology companies, stock options are key to attracting and retaining top talent whilst maintaining alignment with shareholders. It is important to remember that this is a very real expense for shareholders. Either the company uses cash to buy back shares to negate any dilutions or shareholders pay the price when shares outstanding diluted EPS.

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There has been little direct competition with Veeva in offering a comprehensive suite of products. Veeva has been taking customer wallet share from point solutions as they have broadened their suite of products.

Recently, however, the non-compete with Salesforce is expiring in 2025 the company is coming out with a competitive platform called Salesforce Health Cloud. This has been bolstered by the licencing of IQVIAs OCE product. Management at Veeva still believes they have a leading product and this will be Salesforce's first venture into vertical software. This is certainly something for investors to pay attention to.

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AI is increasingly important in Veeva's product development, particularly in the areas of clinical trial management, regulatory compliance, and customer engagement. Veeva is using AI to automate repetitive tasks, improve data analysis, and offer predictive insights that can help pharmaceutical companies accelerate drug development and optimize marketing strategies. Veeva's AI-driven tools, such as those integrated within its Veeva CRM suite, help sales teams in life sciences engage more effectively with healthcare professionals by providing real-time insights and recommendations.

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