Company: APPN
Filing Date: 2025-11-06
Form Type: 10-Q
Source: 0001441683-25-000068
Chunk: 109

Company: APPIAN CORP
Filing Date: 2025-11-06
Form: 10-Q
Item: Item 8
Chunk 109
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30, 2025, overall personnel costs decreased due to a $1.4 million decrease in severance expense as compared to the prior year. 

Sales and Marketing Expense

Nine Months Ended September 30,20252024$ Change% Change(dollars in thousands)Sales and marketing$166,929$175,613$(8,684)(4.9)%% of revenue31.9 %39.0 %

Sales and marketing expense decreased $8.7 million, or 5%, in the nine months ended September 30, 2025 compared to the same period in 2024, primarily due to a $6.1 million decrease in sales and marketing personnel costs, and a $1.5 million decrease in information technology spend. These decreases were partially offset by a $1.3 million increase in travel and entertainment costs. Sales and marketing personnel costs decreased due to a decrease in sales and marketing headcount from September 30, 2024 to September 30, 2025. Information technology costs declined largely due to lower cloud computing expense. Travel and entertainment expense increased due to a higher number of in-person events and engagements relative to the prior year. 

Research and Development Expense

Nine Months Ended September 30,20252024$ Change% Change(dollars in thousands)Research and development$120,127$117,789$2,338 2.0 %% of revenue22.9 %26.2 %

Research and development expense increased $2.3 million, or 2%, in the nine months ended September 30, 2025 compared to the same period in 2024. This change is primarily attributable to a $1.6 million increase in 

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research and development personnel costs and a $1.5 million increase in information technology costs. Although research and development headcount remained consistent period over period, overall personnel costs increased due to higher bonus expense and stock compensation, partially offset by a reduction in salaries expense. Information technology costs increased primarily due to higher spend on cloud computing services and computer software.

General and Administrative Expense

Nine Months Ended September 30,20252024$ Change% Change(dollars in thousands)General and administrative$107,586$108,327$(741)(0.7)%% of revenue20.5 %24.1 %

General and administrative expense decreased $0.7 million, or 1%, in the nine months ended September 30, 2025