Aditya Dagaonkar

Aditya Dagaonkar of Northland Capital inquired about the current and long-term target EBITDA margins for the medical transport business and its expected contribution to annual revenue.

Answer

CFO Norm Rosenberg stated the medical transport EBITDA margin was in the mid-single digits for Q2, suppressed by pre-hiring for a new contract, but the long-term target remains in the double digits. He projected the segment would constitute 60-65% of total revenue for the year.

Asked about expectations for sequential quarterly revenue growth, gross margin trends for the year, and current and projected year-end headcount.

Answer

The company does not guide quarterly but expects a stronger second half of the year. Full-year gross margin is guided at 40-45%, with a long-term goal of 45-50%. Headcount is currently over 200 full-time employees and is expected to grow to 300-400 by year-end, partly through an upcoming acquisition.

Aditya Dagaonkar, on behalf of Mike Latimore, questioned the expected quarterly revenue cadence for the year, the outlook for gross margins, and the company's current and projected headcount.

Answer

CFO Bruce Bower stated that while the company does not provide quarterly guidance, the second half of the year is expected to be stronger than the first, and the full-year gross margin target remains 40-45%. CEO Jay Chandan reported the current headcount is over 200 full-time employees, which is expected to grow to between 300 and 400 by year-end, partly through a planned acquisition.

Aditya Dagaonkar, on behalf of Mike Latimore at Northland Capital Markets, asked for color on sequential revenue growth expectations for 2025, the outlook for gross margins, and the current and projected year-end headcount.

Answer

CFO Bruce Bower stated that while the company doesn't provide quarterly guidance, the second half of 2025 is expected to be stronger than the first, and reiterated the full-year gross margin target of 40-45%. CEO Jay Chandan reported a current headcount of over 200 full-time employees, which is expected to grow to between 300 and 400 by year-end, supplemented by 100-200 contractors, driven by hiring and a pending acquisition.

Aditya Dagaonkar, on behalf of Mike Latimore at Northland Capital Markets, asked about the expected contribution of international revenue as a percentage of total revenue by the end of the fiscal year and for an outlook on free cash flow.

Answer

Executive Scott Stewart projected that international revenue would constitute 3% to 4% of total revenue by the end of fiscal year 2025 and would continue to grow in fiscal 2026. He also stated that after generating $18.6 million in free cash flow in Q3, the company anticipates a similar range for Q4, with operating cash flow expected between $16 million and $22 million and free cash flow between $15 million and $18 million.

Aditya Dagaonkar from Northland Capital Markets, on behalf of Mike Latimore, asked for color on new verticals like residential apartments, their potential booking contribution, and the expected growth rate for active devices.

Answer

CEO Ravi Venkatesan described the residential segment as a relevant and growing new vertical, especially for micro markets and smart stores, but stated it's too early to quantify its revenue contribution. CFO Scott Stewart confirmed that active device growth is anticipated to be in the low-to-mid-single digits. Venkatesan also advised investors to de-emphasize the active device count as a standalone metric due to the varying revenue profiles of different device types.

Aditya Dagaonkar, on behalf of Mike Latimore, inquired about the expected free cash flow for the year, the comparative subscriber growth rates of key customers AT&T and SoftBank, and how to model gross margins for 2025.

Answer

Executive Lou Ferraro reiterated the full-year free cash flow guidance of $11 million to $16 million and confirmed the adjusted gross margin outlook of 78% to 80%. Executive Jeffrey Miller stated that both AT&T and SoftBank are growing at a healthy clip and meeting expectations, but declined to specify which was growing faster.

Aditya Dagaonkar, on behalf of Mike Latimore from Northland Capital Markets, asked for an update on the company's debt refinancing plans and the importance of the prepaid sector for future growth.

Answer

Executive Lou Ferraro confirmed that Synchronoss is actively exploring options to refinance its senior notes and term loan, with a clear path expected in the coming months. Executive Jeffrey Miller explained that while the prepaid sector is currently small (under 5% of the customer base), it is a key focus for partners like Verizon and is expected to be a significant catalyst for subscriber growth in 2025 and beyond.

Asked for details on the company's debt refinancing plans and the importance of the prepaid sector for growth.

Answer

Regarding debt, the company is actively exploring refinancing options for its senior notes and term loan and will provide updates in the coming months. On the prepaid sector, it currently represents less than 5% of the customer base but is considered a key catalyst for future subscriber growth, especially through partners like Verizon.

Asked for guidance on gross margins for the upcoming year and for details on current drone inventory and expected manufacturing volumes.

Answer

The company expects gross margins to recover, starting in the 40% range in the first half of the year and potentially reaching 50% or better in the second half, driven by higher volumes at OAS. The company declined to share specific details on inventory or manufacturing numbers.