Earnings Call: Q4 2021

May 27, 2021

Thank you for standing by, and welcome to the Hamilton Lane Incorporated 4th Quarter Fiscal Year 2021 Earnings Conference Call. At this time, all participants have been placed in a listen only mode and later the floor will be opened for your questions. Thank you. I will now turn the call over to John Ohm, Manager of Investor Relations to begin. Please go ahead. Thank you, Maria. Good morning, and welcome to the Hamilton Lane Q4 fiscal 2021 earnings call. Today, I will be joined by Mario Giannini, CEO Eric Hirsch, Vice Chairman and Atul Varma, CFO. Before we discuss the quarter's results, we want to remind you that we will be making forward looking statements based on our current expectations for the business. These statements are subject to risks and uncertainties that may cause the actual results to differ materially. For a discussion of these risks, Please review the risk factors included in the Hamilton Lane fiscal 2020 10 ks and subsequent reports we file with the SEC. We will also be referring to non GAAP measures that we view as important in assessing the performance of our business. Reconciliation of those non GAAP measures to GAAP Results will be made available when our 10 ks is filed. Please note that nothing on this call represents an offer to sell or a solicitation to purchase interest any of Hamilton Maine's products. Beginning on Slide 3. For the fiscal year, our management and advisory fee revenue Grew by 18%, while our fee related earnings grew by 29% versus the prior year. This translated into full year GAAP $2.73 based on $146,000,000 of adjusted net income. Lastly, our Board has approved a 12% increase to our annual fiscal dividend to $1.40 per share or $0.35 per share per quarter. With that, I'll now turn the call over to Mario. Thanks, John, and good morning. Our fiscal year has been off to a busy start. While the majority of our workforce continues to work remotely, we are beginning to see a much Clear path to a return to normal and some of our employees outside of the U. S. Are already experiencing that. We're also seeing the return of some modest travel And the 1st week of May saw 2 of our senior colleagues visiting clients and prospects overseas. We continue to monitor each region's situation closely and are cautiously optimistic that along with Which increased the size of the Board to 7 directors, 4 of whom are independent. Van is an accomplished brand and marketing executive and today leads the Brandcenter at Virginia Commonwealth University. Over his lengthy career, Van has been responsible for some of the world's most important brands, including Mastercard, U. S. Army, Lockheed Martin and American Airlines. In addition, Van has spent much of his career focused on being an agent of change as well as a mentor. He's a Board member of both 600 and Rising and the 3% Movement. Van holds degrees from Howard University, the Pratt Institute, Harvard University, the University of Pennsylvania. As we continue to grow and scale our business globally and as we look to continue our expansion into the retail channel, we will benefit from We're very excited to welcome him to our team. Next, on March 30, we announced a strategic partnership with Russell Investments. Hamilton Lane will provide Russell's global clients with access to our industry leading private markets investment solutions, our investment products, data driven research and innovative technology tools. We believe that our comprehensive private markets capabilities together with Russell's leading outsourced CIO OCIO solutions We'll provide enhanced and integrated access to the global private markets for Russell's clients around the world. We view this partnership as mutually beneficial, Bringing together 2 like minded institutions who share a commitment to providing exceptional client service and strive to offer the very best tailored and customized solutions To demonstrate our commitment to this partnership, we invested $90,000,000 from the balance sheet in return for minority equity stake in Russell. We see this not as a quick win, but rather as taking a long term positioning around the move to OCIO in certain parts of the And I'm thus partnered with one of the clear leaders in the space. Let me now turn to the results for the fiscal year, which were strong across the entirety of the business. Beginning on Slide 4. Here we highlight our total asset footprint, which we define as the sum of our AUM, assets under Management and AUA assets under advisement. Total asset footprint for the quarter stood at approximately $719,000,000,000 and represents a 43% increase to our footprint year over year, continuing our long term growth Consistent with prior quarters, AUM growth year over year, which was $19,000,000,000 or 28%, came from both our specialized funds and customized separate accounts and continues to be diversified across client type, size of client and geographic Our focus remains simply growing and winning across both lines of business, and we are pleased with our ongoing success. As for our AUAs, similar to what we're seeing with our AUM, growth year over year, which came in at approximately 100 and From a dollar and percentage standpoint, the majority of the increase is resulting from us being engaged on a fixed fee basis to provide back office and Portfolio reporting services to a number of new clients with very large existing portfolios. As we mentioned on prior calls, AUA can fluctuate quarter to quarter for a variety of reasons, But the revenue associated with AUA does not necessarily move in lockstep with those changes due in many cases to the fixed fee nature of the business. We continue to note, however, that more AUA is a positive as it expands our database and number of relationships. Let me now turn it over to Eric. Thank you, Mario, and good morning. Moving on to Slide 5, we highlight our fee earning AUM. As a reminder, fee earning AUM is the combination of our customized separate accounts and our specialized funds with basis point driven management fees. We will continue to emphasize that this is the most significant driver of our business as it makes up over 80% of our management and advisory fees. Relative to the prior year, total fee earning AUM grew $3,300,000,000 or 9 percent stemming from positive fund flows across both our specialized funds and our customized separate accounts. Taken separately, $1,100,000,000 of net fee earning AUM came from our customized separate accounts and over the same time period, dollars 2,200,000,000 came from our specialized funds. Growth in these two segments continues to be driven by 4 key components: 1, re ups from our existing clients 2, winning and adding new clients 3, growing our existing fund platforms and 4, raising new specialized funds. Additionally, our combined fee rate remains steady. Moving to Slide 6. The earning AUM from our customized separate accounts stood at $25,700,000,000 growing 5 We continue to see the growth coming across type, size and geographic location of these clients. What you also see here is that over the last 12 months, more than 80% of the gross inflows into customized separate accounts came from existing clients. You've heard us say in the past that re ups from our existing client base remains a key component of the growth we've achieved in this segment of fee earning at In addition to re ups, We continue to expand our client base by winning and adding brand new relationships, which in turn provide a growing base for future re up opportunities. Before I move on, let me address a topic that still seems to be causing some confusion, that being outflows related to customized separate accounts. When a client creates a CSA, they are making a commitment, not an actual funded account. As we identify investment opportunities Or as the underlying fund manager identifies opportunities, capital is then called from the client to fund the opportunity. Further, as investments are exited, those proceeds are returned to the client. They are not retained in the CSA. Thus, a healthy CSA should always have outflows. This is not the client withdrawing their funds nor shutting down their account. It is the result of exit activity, and that is a good thing. To not have outflows would mean that you've never exited an investment and thus have not generated any investment gain for the client, Not a good thing. From a fee perspective, most of our CSAs begin on a committed fee basis, so the fee is based on the full committed amount. Over time, that fee converts typically to a net invested amount. This results in our fee on that CSA tranche to step down, ultimately going to 0 as the CSA is fully liquidated and that capital is then returned to the client. From the client's perspective, as cash is returned, that is causing their exposure to the asset class to drop. That returned cash is no longer private markets exposure. It is just cash. So in order to maintain their allocation to the asset class, they need to redeploy those dollars. This is the re up dynamic that we often speak of. They need to create another CSA or simply add another tranche of capital to their existing CSA. The reality for most, however, is that they're not simply looking to maintain exposure, They're seeking to increase, and hence, we often see re ups occurring at larger levels than their predecessors. The timing of one tranche ending in the next Beginning doesn't always align perfectly, however. In fact, it rarely does. Each client has their own process they undertake during contracting. And given their long term focus, Whether a tranche starts this quarter or 2 quarters from now is not a big factor for them. This can result in certain quarters where we see a CSA end, but we don't see its replacement This whole flow of capital is just the nature of the asset class where money comes in, gets invested, gets exited and the capital returned to the client who then determines how, when to best deploy. As management, I can tell you that while we're very focused on raising new assets that yield inflows, spending a lot of time thinking about outflows that we Don't control is not something that we do. Moving to our specialized funds. Growth here continues to be strong. We are executing well across our existing product suite and are tactically introducing new product lines. Overall, demand remains robust and like the rest Our business comes from a diversified set of investors around the globe. Over the past 12 months, we've achieved positive inflows of over $2,200,000,000 resulting in a 16% increase in fee earning AUM. Turning to fund specific updates. On February 16, we announced the final close on our 5th secondary fund with approximately $3,900,000,000 of LP commitments. It As it relates to retro fees, similar to prior closes with this product, dollars 862,000,000 of LP commitments closed during this 4th fiscal quarter, which resulted in $12,900,000 of retro fees. Next up is our annual credit focus series. On March 2, we announced the final close of the 6th installment in the series at nearly $890,000,000 of LP commitments. This marks the largest series of this that we've ever raised. As a reminder, our credit strategy has a relatively unique structure, whereby we are continually raising and deploying dollars simultaneously and earning management fees on invested capital. Therefore, it is less about targeting a set amount of dollars to raise as you would traditionally see across funds with a multiyear deployment period, and it's more about ensuring that we size product in line with the current opportunity set, and that can lead to some very size variability from series to series. We are already in the market with our next series, And investor interest continues to be strong. Moving on to our direct equity fund and to clarify any confusion here around the name, This fund was formerly called our co investment fund. Here, we are investing directly in equity positions of private companies, but we do this in partnership with our various Private Equity Fund Managers. We have previously communicated that we held the first close on our 5th fund in the strategy back in October of 2020 at nearly $320,000,000 of LP commitments. I'm pleased to announce that during this past quarter, we closed on another $433,000,000 which now brings the total dollars raised for this fund to over $750,000,000 of LP commitments. As we highlighted on a prior call for this fund, investors were presented with the option of the traditional 1% management fee on committed capital with a 10% carry or a 1% management fee on net invested capital with a carry of 12.5%. As it stands, the management fee mix for the over $750,000,000 raised so far is 42% committed and 58% net invested. We see this as reflective that different types of investors have different areas of sensitivity and serves to confirm that we were thoughtful in our decision making to listen to the market and to provide that choice. The fund was activated after the fiscal year end And as such, there were no retro fees for the period. We are pleased with the success to date and the strong demand being shown around the globe for this product. We have 24 months from the first closing to complete the raise for this product, and so we expect to be in market through October 2022. Let me now shift gears and speak about our semi liquid evergreen retail product. It has been an exciting start for 2021 for the strategy as we have now officially launched our U. S. Which complements our non U. S. Offering that had been in the market for almost 2 years. As we discussed in our last call, we acquired 361 Capital to supplement the distribution efforts for the U. S. Offering and have now officially closed that transaction. The 361 team has been integrated is well underway with their efforts in marketing and distributing the U. S. Product. While it is still early days, we are pleased with the success and momentum we've generated thus far. Overall, we continue to see a great deal of interest and demand for the Evergreen strategy. Currently, the combined NAV, net asset value, for the 2 products now stands at over $1,000,000,000 Monthly gross inflows into the strategy remains strong and we are continuing to gain traction in different regions around the world. Let me now turn to the technology side. I'm proud to announce that Hamilton Lane was recognized by Drexel University's Labeaux College of Business in its annual Drexel Labeaux Analytics 50. This is a national competition honoring 50 organizations of all sizes and across all industries that are judged to be using data driven analytics to solve business challenges. We are proud to be named a winner and find ourselves an outstanding company this year with other winning firms, including Pfizer, Chewy, ancestry.com, Rackspace, Verizon, Nestle and PwC. Our commitment to using data and technology to benefit our clients and to better inform our investment making decision making is unrelenting, and we are very proud to see it acknowledged and rewarded. Next, I want to provide an update on our joint venture with IHS Markit, a company Private Market Connect, or PMC, we created in June of 2017. As a quick refresher, PMC focuses PMC primarily supports the LP managed data services offering of eyelevel, a SaaS offering in which we were an early investor and still remain a key customer. Prior to this year, the Board of PMC, which includes 2 senior members from both IHS Markit and Hamilton Lane, had approved 2 rate card adjustments as well as a dividend payment to its shareholders. I'm pleased to say that the Board has now approved a 3rd rate card adjustment, which continues to benefit HL and E shareholders by way of G and A reductions, along with another dividend payment stemming from excess cash generated by P&C. We look forward to continuing to provide additional updates on P&C in the future. And with that, I'll now turn the call over to Atul to cover the financials. Great. Thank you, Eric, and good morning, everyone. Slide 8 of the presentation shows the financial highlights for fiscal year 2021. We continue to see Solid growth in our business with management and advisory fee up over 18% versus the prior year. Our specialized funds revenue increased 36 $200,000 or 32% compared to the prior year, driven by $2,200,000,000 in fee earning AUM added from our latest secondary fund this year. We recognized $18,200,000 in retro fees from the secondary fund in fiscal year 2021 compared to $2,800,000 from a co investment fund in the prior year. As many of you are likely aware, investors that come into later closes of the fundraise for many of our products paid retroactive fee dating back to the fund's 1st close. Therefore, you typically see a spike in management fees related to that fund for the quarter in which subsequent closes occur. Revenue from our customized separate accounts increased $3,200,000 compared to the prior year due to re ups from existing clients and the addition of Several new accounts. Revenue from our advisory and reporting offerings increased approximately $4,300,000 compared to the prior year. The final component of our revenue is incentive fee. Incentive fee increased $23,100,000 Compared to the prior year to $52,200,000 due to strong realizations and continued diversification of Moving to Slide 9, we provide some additional detail on our unrealized carry balance. Given the continued positive trend in valuations, the balance is up 47% from the prior year, even as we recognized $52,000,000 of incentive fee during that period. And just to remind everyone, we don't control these positions and thus don't control the timing of exit. Turning to Slide 10, which profiles our earnings. Our fiscal year 2021 fee related earnings were up nearly 29% versus the prior year as a result of the revenue growth we discussed earlier. In regard to our expenses, total expenses increased $28,300,000 Compared with the prior year, total compensation and benefits increased $36,200,000 due to strong operating performance and an increase in headcount. G and A decreased $7,900,000 due primarily to decreases in travel expense and consulting and professional fee. Moving to Slide 11, on our prior call, we highlighted our first stack Hamilton Lane Alliance Holdings 1 that was raised this past January and totaled $276,000,000 of gross proceeds. We wanted to take a moment and provide more detail around the treatment of the STACK as it relates to our financial statements. There are 3 milestones in the SPAC lifecycle that will impact our financials. They are the SPAC IPO, the completion of a de SPAC transaction and the monetization and marketing of that position. Currently, we have only completed the STACK IPO And as a result, we now consolidate the financial results of the STACK as we control the entity. This quarter, The largest impact to our financials is on our balance sheet, primarily cash and equity. Once we have identified an asset and complete the de SPAC process, we will then deconsolidate the SPAC's financials as we no longer control the entity and will then mark our founders' shares and warrants to fair market value. This total value will then be recognized as revenue on our income statement and will also be included on the balance sheet in the investment slide. Over time, at our discretion And in accordance with all the lockup agreements, we will look to monetize these shares, but we'll continue to mark the remaining position based on the public Trading price of the shares with the change in value from one period to the next reflected on our income statement under the other income section. Moving to our balance sheet on Slide 12, our largest asset on the balance sheet is investments alongside our clients in our customized separate accounts and specialized funds. This quarter saw an increase in the value relative to the previous quarter due to increased valuation changes along with the $90,000,000 investment in Russell Investments that Mario discussed earlier. In regard to our liabilities, we continue to be modestly levered even with the increase in our debt balance this quarter that we used to fund the Russell investment. And with that, We thank you for joining the call and happy to open it up for questions. Thank you. The floor is now open for questions. Our first question comes from the line of Michael Cyprys of Morgan Stanley. Hey, good morning. Thanks for taking the question. Just want to dive in a little bit more on the management fee growth. You guys have put up some very strong numbers on management fee growth over the past 5 years. I think it's around a 13% CAGR Or so, I guess just looking out maybe over the next 5 years, how do you see that pace persisting? Do you think that that 13% management fee growth Where you could persist and how do you think about where there could be potential for upside for that to perhaps accelerate? And again, how do you think about any sort of downside scenario where that maybe slows? How do you think about the ups and the downs there? Sure, Mike. It's Eric. I'm happy to take that. So I think if you've obviously followed our story from the beginning, and I think we've been very We see ourselves as a double digit grower, I think driven by sort of 2 factors. 1, we obviously have the tailwind of the industry itself as a growing asset class. And 2, as a market leader, we get the benefit of just strong market position. And so while the mix continues to evolve and change certainly Quarter to quarter or even year to year, obviously this past year you saw a much bigger driver of specialized funds given what we had in market at the time. Now we're seeing a lot of drive coming from retail. Our outlook remains sort of consistent around what we can deliver there. I You're dropping and thus the kind of overall plan value is dropping. That's not a great environment to be in. But I think things remaining relatively steady, and they don't steady Does not mean that we need the public markets to be rapidly accelerating or putting up unbelievable numbers. I think absent any of those kind of extreme movements, Our expectations of where we are remains kind of where we've been historically. Great. Just maybe a follow-up just to maybe I'll dive a little bit deeper on that, but just maybe you could just elaborate on how you see the drivers of growth of your business over the next 5 years relative to Past 5 years in terms of what the contributing pieces are going to be and how they may be evolving. For example, you mentioned the retail evergreen strategy, Something you didn't have over the past 5 years, but over the next, like how do you see that contributing among other new products and extensions? Arguably, could that drive some upside and acceleration to that? How do you think about the component pieces that are underpinning that? Sure. It's Eric. I'll stick with So I think much of what we're experiencing today is very similar to what we've experienced over the past 5 years, that being Demand for the asset class remains strong. Our market position within the asset class remains strong and that we're offering a very full Suite of product offerings allowing us to kind of address the totality of the market. So what do I see for the next 5 years? One, I think we're continuing to expand that suite of product offerings in response to what the market is asking for. So you see our product suite continues to widen out, whether that's New technology offerings or whether that's adding an impact found to our mix of products, whatever that is, I think that's just us addressing and reflecting The retail piece is the one thing that's sort of truly new. While we had certainly been playing in the family office and ultra high net worth space over the last 5 years. I think what we've moved to now with this evergreen vehicle is much more of the mass affluent. And so That is opening up a completely new market channel for us. And I think we can be nothing but exceptionally pleased with How well the launches of those two vehicles have gone, I think reaching the $1,000,000,000 mark at the pace at which we did is an Enormous accomplishment, particularly when you think about the fact that the vast majority of those assets have all been raised during the pandemic. So I think we remain very, very optimistic about what that channel can deliver for us. But to use the baseball analogy, we would still say we're in extremely early innings And what is going to be a very long game. Great. Thanks so much. I'll get back in the queue. Our next question comes from the line of Ken Worthington of JPMorgan. Hi. Good morning and thank you. I wanted to follow-up there. So I wanted to get you to speak further on the expansion in the wealth management channel. You mentioned that you've not only closed but have started the integration process with 361 Capital. So where does this bring your Total retail sales force, are your salespeople also selling the 3 61 Capital Products alongside the 361 salespeople selling your evergreen product. And How far along are you in the, I guess, build out or the where you stand on getting the product on retail platforms, your evergreen products on retail platforms at this point. How much have you penetrated of your target? Ken, it's Eric. There's a lot there. Let me try to unpack that. So let me take this in pieces. So if you look at so you're absolutely right that the 361 sort of distribution team has been fully integrated now with the pre existing Hamilton Lane retail distribution team in the U. S. As you know, 361 does not operate outside of the U. S. So that has happened. They're now aligned under a single management structure, territories have been created and the team is off to the races. That team is solely focused on Selling the Evergreen product in the U. S. They are not spending any time selling Hamilton Lane sort of separate accounts or migrating into Hamilton Lane products. And the growth of the existing 3 61 products, while they are important, the growth of them is not our focus today. The growth and the focus of that organization is solely around the Hamilton Lane Evergreen. Outside the U. S, it's a slightly different picture. While the majority of the salespeople who are Focused on retail, do nothing but that. That's not true in every territory. So depending on some of the territories and frankly some of the geographies outside the U. S, There's a lot more benefit from having one person who is kind of cutting across different things that they're focused on selling. So that is really kind of driven region by region. I think when you sort of total up all of the salespeople, rough numbers, I think we're looking at about So we feel like we have a good start. You noted we've made some additional hires, particularly outside the U. S. We are Continuing to look to grow as we see this as just a this is a huge market segment and there's a lot of work to do. In terms of platform and penetration, Again, we would say if the answer if the question is, are you on all the platforms that you want to be on, the answer is a resounding no. And the fact that we're already at the $1,000,000,000 with us being able to say that, I think tells you that there is a lot of room to grow ahead here. So again, the U. S. Product Only received kind of its final permissioning, sort of Q1 of the year, calendar year. And so again, it's just it's early here and we've got a lot of work to do. But I think as you well know, for a lot of people, they want you to get to a certain size before they start to contemplate larger I think being at the $1,000,000,000 puts us in a good position. Our next question comes from Robert Lee of KBW. Excuse me, great. Good morning. Thanks for taking my questions. I guess maybe first note is on the separate accounts. We continue to grow that at, I guess, a steady pace, but It does look like that if I look at the revenue, it's been kind of flattish now for like 5 or 6 quarters despite the Yes, Hawaiian Growth. So can you maybe talk a little bit about is that just kind of are you seeing some competitive pressures there? Or is that just kind of the way Just any accounts or kind of repricing as capital is deployed and how should we think about going forward? Sure, Rob. It's Eric. I'm happy to take that. So I would really point to 2 factors. And 1, we had sort of addressed on prior calls, which is For us, given our model and our kind of heavy client service focus, we have found it, on a relative basis, easier to sell Product in a pandemic world than it has been to sell completely bespoke huge fully discretionary sort of 12 year relationship kind of kind of stuff where our prospects and clients like to come visit us, have a meal together, meet the team, visit some offices, And that's just been hard to do. So I think on a relative basis, it's been a little easier to sort of move specialized product right now versus that. The second thing I'd point out though is that and I think sometimes this gets lost and it's an important point, which is if a client comes in and sort of says, hey, here's $100,000,000 But I want to make sure I mitigate the J curve before I start kind of building out my primary fund exposure. We might have 20 of that 100 going to the secondary Fund or some portion of that going to the credit fund in addition. So some of that is some of the product growth you're seeing is the result of kind of separate account customers Beginning the relationship with some product to accomplish strategic objectives and then we begin building out the more traditional portion of their separate account later. So I think it's really the combo of those two things. Okay, great. And then maybe a little bit of an expense P and L question. So you had the SPAC compensation in the quarter, some SPAC related G and A. So should we be thinking that On a go forward basis, that SPAC comp is going to be kind of marked up or down every quarter or is that kind of a one and done or you should be taking out Run rate, just trying to think of the way we think of that over the coming period. Hey, Rob, it's Atul. I'll take that one. Yes, so the compensation related to the SPAC is a one time thing. We awarded warrants to Certain employees because we wanted to align their success with the success of the STACK. So that's not a recurring thing. The other expenses, the stack you see in the financials, we broke out. And as we de stack, we'll unconsolidate those Okay. And then I guess maybe related to that, even if you back out the SPAC G and A From your numbers, you still saw this sequential step up. Is that simply kind of opening up coming back in or Maybe sorry, I forget where you are with the occupying your new headquarters space, but how should we think of kind of G and A As you look into the current fiscal year, as people start not going to move traveling again and things open up. Yes. So let me stick with that. So the rent expense we started incurring that 2 quarters ago. So that's an early return run rate. And I think that will but we're not actually in that building. So if we start to come back into the building, we expect Some of that expense to go up. There are things like common area charges and office expenses. And so you would expect that The travel really is, it's a question mark, right? It all depends on how travel comes back And how strongly it comes back and when it comes back. So that remains to be seen. But the big sort of Rent expense that we had been talking about for a little while that's now baked into our base G and A. So this is a good run rate to think about as we head into the next fiscal year? Yes, I would say it's a decent run rate and we have to think about travel and office expenses on top of that Our next question comes from the line of Chris Kupowski of Oppenheimer. Yes. I was wondering What we should expect over the next couple of years from your SPAC activity? And should we expect Hamilton Main 1 to be fully de specced before Hamilton Main 2 comes into existence. And I guess just in general, I'm wondering, is the market still in your view receptive to specs And is the pipe financing there if you find good transactions? Chris, it's Eric. Thanks for the question. So I would say we have sort of stated pretty clearly and I reiterate that we view this as a new business line for us. We do not want to be what I suspect a lot of the SPAC market will be, which is a one hit wonder. So I think here we are focused on patients and making So that's where our head is. We're not In a race, we want to make sure that we do something that is sensible, seen by the market as befitting what we sort of sold as a story. And so I think it's unlikely that we would go launch a second before we kind of de stack the first. I think we need to prove to the market That our strategy, which we believe is unique, is working. So I think from the market question, I think what we see across the market is that Investors are getting much more sophisticated and much more picky about who they want to be in business with as it relates We believe that, again, since we're trying to institutionalize better transparency, better alignment of interest and a slightly novel approach, We will remain one of those people. I think if you look at the support we received in raising the SPAC from HL and E shareholders, I think that's telling you that people appreciate the institution and what we're going about doing here. And so I think we remain That we will be we are today and we will be in the future well positioned to be an ongoing player in this market space. Okay. That's it for me. Thank you. Our next session comes from the line of Adam Betti of UBS. Good morning. Thank you. Yes, just another question on SPAC, sorry. Appreciate the information In the slides, I just wanted to focus for a minute on sort of the middle section of the slide that you showed around the income statement impact. When the SPAC is consummated, wanted to get your thoughts on The best way to think about the amount that will run through the income statement, obviously, the fair value will be a piece of Maybe there are some other ancillary revenue streams, but if you could just give us a little bit of a guidepost around how to think about that as the transaction gets completed? Thank you. Sure, Adam. It's Atul. Let me take that one. So when we de SPAC, what will happen is the Shares that are owned by Hamilton Lane and the warrants, they especially Get recognized as revenue. And so if you've got a company de stocking at, let's just make it up $10 a share To make it easy, it will be $10 per share times the number of shares, that will be a revenue. And then going forward, what will happen is, As the price of that security changes, the mark to mark the change in value will be shown below the line And then I want to circle back a little bit. I appreciate Your comments around the interplay between separate accounts and specialized funds in terms of Where the organizational focus is? So looking and you gave some information about funds that are in the market right now. Looking ahead, should we expect that balance Maybe to shift a little bit next year, not sure what the fundraising pipeline looks like. So maybe you can give us a sense of broadly the longer term outlook? Thank you. Sure, Adam. It's Eric. I think really two factors there. 1, it sort of acts the whole kind of pandemic world. So what kind of Travel world are we living in and what's people's comfort to sort of turn over large new relationships and their ability to do due diligence So I think that's sort of piece number 1, which is sort of unknowable right now. Piece number 2 though is that As we see with strong distributions, it means that clients who are in this asset class are seeing their exposures drop. So as things are getting liquidated and returned in cash, It is causing that sort of numerator of their private markets exposure to be dropping. So I think people don't like to be under allocated. They want to stay on top of their allocation targets. And so I think to the extent that you see these markets continue, there will be some elements of sort of pressure, mathematical pressure on the clients to continue to maintain positive flows in order to maintain their allocation targets. And we have a question from the line of Michael Cyprys of Morgan Hey, thanks for taking the follow-up question. Just wanted to circle back on the Evergreen product. I think you said it was about $1,000,000,000 of NAV at the end of the Just curious where that was at the end of the December quarter? And then maybe if you could just elaborate, remind us a little bit on the strategy there of the product And how the economics from this are going to come through, particularly for any incentive fees, the recognition around that, and how we can expect it to come through the P and L and the timing around that? Sure, Mike. It's Eric. So I think, if memory serves me correct, sort of prior quarter would have been about 600 And so now today, we're at $1,000,000,000 So that's sort of the where were we and where are we. And in terms of the economics on this, This is sitting in the specialized funds bucket. It's going to look and behave like a specialized fund. It has a carry component. The difference on this component is that it doesn't follow a European waterfall because it's not a closed end fund. Given that it's evergreen, really the only way to handle carry in a situation like that is really to do kind of deal by deal. So it has that element to it. Otherwise, the management fee stream is sort of generally in line with a lot of our product offerings. And again, it's sitting in that same And just to clarify the performance fee, does it require the underlying assets Could be sold to have a realization crystallization event or does that happen kind of annually or quarterly or something like that? No, it's not sort of it's Eric It's not based on sort of a mark or sort of a high water concept. It is an actual sale of the asset, a successful sale of the asset. Got it. Great. Thank you very much. And at this time, I'm showing no further questions. I'd like to turn the floor back over to management for any additional or closing remarks. Great. On behalf of the Hamilton Lane team, we want to thank everybody for your participation and your time. For those of you in the U. S, enjoy yourself a Memorial Day weekend. And again, thanks for the support.