Company: NCNO
Filing Date: 2025-08-26
Form Type: 10-Q
Source: 0001902733-25-000106
Chunk: 163

Company: nCino, Inc.
Filing Date: 2025-08-26
Form: 10-Q
Item: Part I, Item 8
Chunk 163
---
 General and administrative20,394 15.4 25,489 17.1 42,938 16.5 47,132 16.1 Total operating expenses86,378 65.3 97,421 65.4 166,948 64.1 185,376 63.3 Loss from operations$(7,906)(6.0)%$(9,296)(6.2)%$(11,569)(4.5)%$(10,809)(3.7)%

Sales and Marketing

Sales and marketing expenses increased $5.6 million for the three months ended July 31, 2025 compared to the three months ended July 31, 2024, primarily attributable to an increase of $2.8 million in personnel costs driven by an increase in headcount, mainly attributable to acquisitions, and restructuring costs incurred with the Restructuring Plan, partially offset by a decrease of $0.4 million in stock-based compensation expense. The increase in sales and marketing expenses also included an 

39

increase of $1.5 million in marketing costs, and a $1.5 million increase in allocated overhead, mostly attributable to a $1.2 million increase in amortization expenses for acquired intangible assets. The increase in sales and marketing expenses was also partially offset by a $0.3 million decrease in third-party professional fees.

Sales and marketing expenses increased $10.5 million for the six months ended July 31, 2025 compared to the six months ended July 31, 2024, primarily attributable to an increase of $5.0 million in personnel costs driven by an increase in headcount, mainly attributable to acquisitions, and restructuring costs incurred in connection with the Restructuring Plan, as well as compensation increases, partially offset by a $1.5 million decrease in stock-based compensation expense. The increase in sales and marketing expenses also included an increase of $3.2 million in allocated overhead, mostly attributable to a $2.7 million increase in amortization expenses for acquired intangible assets, and a $2.5 million increase in in marketing costs. The increase in sales and marketing expenses was partially offset by a decrease of $0.4 million in third-party professional services.

Sales and marketing headcount increased by 15 from July 31, 2024 to July 31, 2025, primarily attributable to acquisitions and net of restructuring. We expect sales and marketing expenses will increase as a percentage of