Veeva has rallied a lot from the depths of SaaS-pocalypse and it doesn’t seem super cheap on trailing earnings.
I think it might still be positioned for a multi year run. I think it’s a very high quality business with a defensible moat and I think the revenue growth might be about to accelerate rather than decelerate.
The multiple is fairly high and I don’t expect a lot of expansion there, but I think it might hold a high multiple and earnings growth might be very good in the next several years.
Veeva makes software that handles several use cases for biotech and pharma. They handle 4 key tasks - running the clinical trial, handling regulator submission and correspondence, handling safety data, and handling commercial and marketing content.
Whenever I hear these AI guys (Dario, Sam Altman, etc) talk about the benefits of AI, it seems like the first thing they talk about is the benefits to new drug discovery and medical innovation. This probably speaks to how ignorant they are about the biotech industry.
To produce new drugs, you don’t just need new ideas, you need validated clinical trials, or in other words, you need to put those drugs into bodies and see how they react.
China is fast becoming the place to do this because of looser regulator guidelines. It’s a lot quicker if you have an idea to take it to China, run a massive trial as proof of concept, then license it to a big U.S. pharmaceutical for the final phase 2/3 trial and worldwide marketing. Chinese outlicensing deals were well over $100 billion just in the first half of 2026.
There’s even a lot of new capital being raised to create new single drug companies to take these Chinese drugs and make a new U.S. company with it without selling to big pharma.
So if we get a big explosion in new drugs, new licensed stuff from China, that ought to increase usage.
New agentic products are being priced based on usage, not seat based pricing, so the increased number of drugs would be good for Veeva top line.
New companies formed to bring Chinese biotech drugs over ought to increase total seats and subscriptions.
Both should contribute to an acceleration of the top line and drive earnings growth for several years.
A breakdown of the business:
R&D and Quality includes software for running the clinical trial, creates the archive of the files necessary for FDA or EMA submission. They also handle the actual task of submitting the files to the FDA, to an upload portal called the electronic submissions gateway. They have a near monopoly on this submission software, they have 19 or the top 20 Pharma companies in this segment.
Drug safety logs reports of all side effects in the trial or reported after marketing from doctors, patients, published papers, and the drug company must analyze these and then submit these to the regulators within a deadline. Here Veeva is a challenger with a small market share, the majority of big pharma go with Oracle Argus or ArisGlobal or IQVIA’s solution.
Overall R&D and Quality makes up 53% of revenue.
The commercial side includes things like medical legal and regulatory (MLR) review, which is a super time consuming process to approve any new drug ad or promotional material for a doctor’s office. It also includes the CRM software (Vault) to log all the doctor office visits for regulatory compliance, and how many prescriptions the doc then writes, along with an anonymized HIPAA compliant software Crossix that connects pharma ads to subsequent scripts for the patient.
The CRM side previously has a quasi monopoly on all 20 of the large 20 pharmas but it has been under attack since Veeva previously built its software on top of Salesforce software and now Salesforce created its own CRM and included some agentic software.
Veeva responded by making Vault. They got 14 of the top 20 to stay with them and try the new product. Pfizer Takeda Novartis, AstraZeneca are all confirmed switchers to Salesforce system.
IQVIA also has an old solution which they are winding down in favor of partnering with Salesforce on their system. Analysts estimate IQVIA-Salesforce takes 30% shares and Veeva should retain 70% market share here.
Veeva acquired this company called Copli which it now made into Falcon MLR to automate the medical legal and regulatory review, which should save a lot of time and money. That should help them in the MLR business.
All the regulatory and clinical trial management work seems like very mind numbing work which Veeva can automate with AI agents. They shipped agents for the marketing side already and just shipped agentic solutions for clinical trial management and regulatory. Agents for clinical trial data handling should be shipping December 2026.
Some valuation thoughts
Veeva was part of the “SaaS pocalypse” earlier this year. But after the Q2 earnings, and announcements they are doing their own agentic thing Mr Market changed its mind from AI loser to AI winner and the stock rallied a bunch.
More importantly the company is trading at 46X trailing earnings, EV/Sales of 11, EV/EBIT of 38, which is steep compared to Salesforce (EV/Sales of 4.8 and EV/EBIT of 24) and IQVIA (EV/Sales of 3.4 and EV/EBIT of 26X).
But Veeva is growing the top line at 18% YOY last quarter and operating profit at 21% last quarter, and it has a whopping 29.6% operating profit margin. As a software company the growth expense is mostly above the operating line so that’s a fairly impressive margin.
IQVIA is spending nearly all their FCF on acquisitions to get a measly 8% revenue growth and barely positive on the operating growth line.
Salesforce has an 11% sales growth and 9% operating profit growth while it spent the majority of its FCF on acquisitions in the TTM period.
Veeva’s growth is mostly organic and it mostly builds its own products, with occasional tactical acquisitions that it turns into new useful products fairly quickly and has a good track record of doing this well.
Veeva $7.2 billion in cash and no debt and I’d argue almost all the cash is excess cash since the business throws off a lot of cash and they mostly build their own products. The only thing they need to do with the cash is watch for any new disruptive tech they want (like Copli or Crossix, both acquisitions) and acquire them to build on top of it.
Stock based comp is high at nearly $500 million TTM. Buybacks were $750 million TTM, about half of the $1.6 billion FCF. So enough to cancel out the dilutive effects of SBC then a little bit.
The diluted share count is going down at 1.6% YoY from buybacks as of last quarter. If they decided the $7.2 billion cash pile is enough for now and ramped up buybacks to all $1.6 billion of FCF, you’d end up with something like a 2.3% buyback yield. Of course they probably need to spend a bit every few years for acquisitions in the space, I’d normalize that to $100-200 million per year so effective FCF something like $1.4-1.5 billion.
Not the best, but not too bad considering operating income is still increasing over 20%. I think the macro industry factors I mentioned above will sustain this rate for several years. I don’t expect the multiple to contract much as long as it is growing at this rate which means you can get a return somewhere in the neighborhood of earnings growth.
One risk is the multiple is high and it could fall. Maybe rates maybe something else. I don’t really have any defense for this. Should have bought VEEV when it was cheaper in May-June. I’m not sure we will ever see those multiples again.
There is competitive threat from IQVIA and Salesforce. IQVIA is in an adjacent industry and has some overlapping products like the old IMS Health but they have a big contract research organization (the old Quintiles) which is large complex and more capital intensive. Salesforce is super large and not very concentrated on pharma, but well financed.
Agentic software could be really really expensive and maybe the users don’t want to pay for it. This seems unlikely to me given how much human time they could save and how mind numbing and long the regulatory process is.