Roper Technologies: Frontline Education Acquisition

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In terms of Frontline's business, would you mind just explaining what it does and how critical it is to its customers?

The US has about 13,000 school districts and 85,000 schools in the US, with Frontline claiming about 8,500 of those districts as customers, which is over 80% market penetration. However, on average, about 2.8 products are used per school. Out of the large portfolio of products, there was significant cross-selling, which was the focus rather than greenfield, since market penetration was already high. The go-to-market strategy focused heavily on relationships, selling, and maintaining strong customer experiences and satisfaction to position for cross-sells.

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Yes, but that's already been proven. We often hear about cross-sell, and it never really materializes. But in this case, it clearly is.

Yes. If you look at the profile from a financial perspective, as I mentioned, there's a big renewal of $280 million in renewals package or book. Then, if you look at the new bookings that come on top of that, that's where you'll see - I don't remember the numbers for that - but it's certainly not as large as $280 million. But that's the proof in the pudding because most of that net new bookings, 80% to 90% is from cross-sell. That's what drives the net new bookings per year on top of the renewals; cross-sell. So, to your point, it's proven.

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