As hype around generative AI continues to rattle the software sector, more specialized software companies may be among the most resilient players and the most underappreciated.
RBC Capital Markets wrote on Wednesday that vertical software — tools specifically designed for industries such as healthcare, insurance, and industrial design — could weather AI disruption in the near term and benefit from it in the long run.
These software vendors benefit from deep domain expertise, regulatory knowledge, and workflows that are difficult to replicate, the analysts wrote in a note to investors.
“Vertical software is one pocket of software that is likely to be viewed as ‘AI-proof’ (for now),” the RBC analysts, led by Rishi Jaluria, wrote.
‘Need-to-have’ software
Vertical software often supports critical functions and is typically seen as “need-to-have,” not just “nice-to-have,” the report explained.
With high customer retention, it could take years for these companies to be threatened by AI startups, even in a best-case scenario, the analysts argued.
One such company, Clearwater Analytics, boasts gross revenue retention (GRR) rates of 98% to 99%, demonstrating the loyalty of its customers to the product. Gross revenue retention is a common metric for subscription-based businesses and software companies, measuring how effectively they maintain their existing revenue base.
Additionally, many of the industries these companies serve are still in the early stages of modernizing their technology. That makes customers less likely to adopt AI-driven replacements in the near future.
Over the longer term, RBC sees vertical software vendors playing a key role in shaping the next phase of AI adoption. Rather than merely supplying data, they can provide context to train and fine-tune AI models, leading to industry-specific AI tools that drive real productivity gains.
Goldman Sachs’ view
At a recent Goldman Sachs tech conference last month, I asked Kash Rangan, the firm’s software analyst, about which companies could survive the AI challenge.
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He highlighted ServiceNow, praising CEO Bill McDermott’s battle-tested leadership. He also pointed to Intuit for creating value for its existing products by subtly adding AI into them.
Salesforce got a more reserved assessment. Rangan said while CEO Marc Benioff is “in the fight,” the company still needs to prove that its new Agentforce AI product is gaining traction with customers and that they’re willing to pay for it.
In an industry dominated by flashy AI bets, RBC highlights a quieter reality: while vertical software may not be immune to threats by AI companies, its combination of industry entrenchment and domain-specific potential makes it a rare, AI-proof niche. For now, anyway.
RBC’s AI software survivors
Here are the vertical software companies that RBC recommended on Wednesday. RBC rates these all “Outperform,” citing their defensibility and their ability to innovate around AI:
Autodesk: A design software company best known for AutoCAD and other tools used in architecture, engineering, and manufacturing.
Bentley Systems: Provides infrastructure engineering software for the design, construction, and operation of roads, bridges, utilities, and other large-scale projects.
Clearwater Analytics: Offers cloud-based investment accounting and reporting software for asset managers, insurers, and corporations.
Guidewire: Develops cloud and software products for property and casualty insurers to manage underwriting, claims, and billing.
Hinge Health: A digital health company specializing in musculoskeletal care, offering virtual physical therapy and pain-management programs.
Samsara: Provides Internet of Things (IoT) platforms that help businesses manage physical operations, including fleet management, logistics, and industrial monitoring.
PTC: Delivers software for product management, industrial IoT, and augmented reality to support manufacturers in designing and servicing products.
Veeva Systems: Supplies cloud-based software tailored for the life sciences industry, including solutions for clinical trials, regulatory compliance, and customer engagement.
