David Glansky

David Glansky of Emerson Investments inquired about the specific revenue contribution from the payroll processor and toll authority wins in Q4, whether the growth in high-spending customers stemmed from new wins or existing customer expansion, the growth rate of spend from existing IDI customers, and the rationale behind the sales and marketing headcount changes and overall hiring outlook for 2026. He also asked about the use of AI in operational functions to manage headcount growth.

Answer

CFO Dan McLaughlin clarified that revenue from the payroll processor and toll authority in Q4 was minimal, with contractual minimums for the processor starting in 2026. He explained that growth in high-spending customers is a combination of new large wins and increased volume from existing customers across all cohorts. Dan McLaughlin indicated that existing customer spend growth is "a little bit more" than mid-single digits. He attributed the sales and marketing headcount decrease to year-end churn of less productive employees, expecting similar overall hiring in 2026 as in 2025, focused on product development/AI and go-to-market. CEO Derek Dubner confirmed ongoing AI-driven automation across the enterprise, viewing it as an investment for future efficiency and productivity rather than a current driver for headcount reduction.