Jeff Van Rhee

Jeff Van Rhee inquired about the current sales rep count and any changes in sales incentives to focus on existing customers versus new logos. He also asked for the implicit free cash flow expectation for the 2026 guidance and the actual revenue contribution of the Lathem acquisition versus initial expectations. Finally, he sought details on the user experience of AsureCentral and its impact on adopting additional services.

Answer

CEO Pat Goepel stated the current sales rep count is around 118, with a target of 150, and noted changes in incentives to drive higher attach rates (four or more products per sale), aiming for a 35% new logo / 65% existing base split. CFO John Pence detailed Lathem's Q4 revenue contribution at approximately $4.5 million ($2.5 million recurring, $2 million hardware), exceeding cash contribution models. He estimated 2026 unlevered free cash flow in the mid-teens, based on adjusted EBITDA, software CapEx, and interest. Pat Goepel described AsureCentral as a single pane of glass with a common user interface, making it easier for users to manage payroll, benefits, and other services, with Luna AI assisting in workflows and suggesting compliance actions. A demo will be provided on March 11th.

Jeff Van Rhee asked about the current sales rep count and the target for 2026, as well as any changes in sales incentives. He also inquired about the implicit free cash flow expectation for the 2026 guidance and the actual revenue contribution from the Lathem acquisition in Q4 2025. Finally, he asked for more details on the user experience and adoption ease of Asure Central.

Answer

CEO Pat Goepel reported approximately 118 sales reps, with a target of 150, and noted sales incentives are focused on driving attach rates and multiple products. CFO John Pence stated Lathem contributed $4.5 million in Q4 revenue ($2.5 million recurring, $2 million hardware) and outlined 2026 unlevered free cash flow expectations in the mid-teens. Pat Goepel described Asure Central as a single pane of glass with a common user interface, all data in one place, and Luna AI assisting users, leading to positive feedback and easier adoption, with a demo planned for March 11th.

Jeff Van Rhee of Craig-Hallum Capital Group LLC inquired about the payroll tax management business, specifically its current revenue, the status of large enterprise deals, and any potential slippage. He also asked about the newly acquired Latham Time Corporation, focusing on its historical growth rate and expected revenue contribution for the second half of the year.

Answer

CEO Pat Goepel explained that while some large payroll tax deals have experienced phased installations, causing minor delays, no deals have been lost from the backlog. He noted that the Latham acquisition, which has historically grown around 10%, is expected to contribute approximately $7 million in revenue in the second half of 2025. Goepel also highlighted the significant cross-sell opportunities Latham presents for Asure's broader product suite.

Jeff Van Rhee followed up on the delayed tax deals, asking for the number of deals involved. He also asked about expected 2025 free cash flow conversion, the status of the elevated accounts receivable balance, the company's acceptable debt leverage level, and the target for sales rep headcount.

Answer

CEO Patrick Goepel explained that one large integrated partnership could represent over 50 individual deals, making the timing variable. CFO John Pence guided for 2025 free cash flow in the '$20s' of millions, with software capitalization and commissions being the main differences from adjusted EBITDA. He noted the high AR balance is tied to the IRS's ERTC payment pause but that funds are beginning to flow again. Management stated a debt leverage of ~2x EBITDA is a comfortable maximum, and the year-end sales rep target of 130 remains on track.

Jeff Van Rhee asked about the current mix of displacements (legacy fabrics vs. two years ago), specifically in the bank and credit union markets. He also inquired about bank wins, go-to-market changes, factors for acceleration, buyer urgency, and add-on sales as a percentage of bookings.

Answer

CEO Alex Shootman stated that in the bank market, Alkami primarily displaces core vendor digital platforms, while in the credit union market, they replace legacy V1 products from less innovative companies. He highlighted a new go-to-market strategy with dedicated bank and credit union sales teams, and improved core integrations and commercial relationships with core providers are de-risking decisions for banks. He noted a slight dip in market 'jump balls' in 2024 that picked up in 2025, but no general lack of buyer urgency. CFO Cassandra Hudson confirmed that add-on sales as a percentage of bookings remained roughly consistent.

Jeff Van Rhee asked about the mix of displacements Alkami is achieving now compared to two years ago, specifically what types of legacy systems are being replaced. He also inquired about the bank side, noting 10 bank wins in H2 2025 vs. 9 a year earlier, and asked about the go-to-market strategy and factors needed for acceleration. Finally, he asked if there was a lack of urgency from buyers or delays in go-lives, and about changes in add-on sales as a percentage of bookings.

Answer

CEO Alex Shootman stated that in the bank market, Alkami primarily displaces digital platforms offered by core vendors, while in the credit union market, it replaces V1 products from companies that haven't invested in technology. He detailed the go-to-market changes, including a dedicated bank sales team and improved commercial relationships with core providers to de-risk client decisions. Regarding buyer urgency, he mentioned a slight dip in market 'jump balls' in 2024 that picked up in 2025. CFO Cassandra Hudson confirmed add-on sales as a percentage of bookings remained roughly the same.

Jeff Van Rhee from Craig-Hallum Capital Group LLC asked about the nature of Mantle's standalone wins, sought more detail on the sales pipeline, and questioned the rationale for consolidating the Alkami and Mantle sales teams under one leader.

Answer

CEO Alex Shootman clarified that Mantle's standalone wins are typically with institutions that have an existing digital banking platform, creating a new entry point for Alkami. He described the pipeline as strong and balanced. The sales team consolidation aims to create a powerful, unified go-to-market motion for combined online banking and Mantle pursuits, which he views as a key strategic differentiator.

Jeff Van Rhee of Craig-Hallum Capital Group sought details on the attach rate for the Segment analytics product, the company's goals for add-on sales, and clarification on comments about market share gains.

Answer

CFO Bryan Hill reported a Segment attach rate of about 70% on new logo wins. CEO Alex Shootman reiterated the long-term goal for new ARR is a 50/50 split between add-on sales and new logos. Both executives clarified that market share gain comments are based on third-party FI Navigator data, which shows Alkami outperforming top competitors in digital user growth.

Jeff Van Rhee from Craig-Hallum Capital Group asked for more details on why B2 revenue in Q4 came in below expectations and sought clarification on the Q1 B2 growth guidance. He also questioned the apparent deceleration in overall company growth despite positive momentum in sales build-out and early signs of success in go-to-market transformation. Additionally, he inquired about the competitive landscape for the large neocloud win, including finalists and deciding factors.

Answer

Marc Suidan (CFO, Backblaze) attributed the Q4 B2 miss to deals closing very late in the quarter, leading to a revised guidance philosophy excluding swing deals. He guided for 20% B2 growth in 2026, with Q2 and Q3 being lower due to tough comps from a variable customer, and clarified that the overall company deceleration was partly due to the computer backup business shrinking. Gleb Budman (Co-founder, CEO and Chairperson, Backblaze) highlighted progress in go-to-market transformation through new hires, system improvements, 73% ARR growth from customers over $50,000, and the eight-figure deal. Regarding the neocloud win, Gleb explained the customer had internal storage but sought Backblaze due to its strong reputation, performance, scale, affordability, and openness, with internal leaders already familiar with Backblaze.

Jeff Van Rhee from Craig-Hallum Capital Group asked for more details on why B2 revenue came in below expectations in Q4 2025 and the B2 growth outlook for Q1 2026. He also questioned how the company reconciles overall deceleration with reported GTM momentum and sought insights into the competitive landscape, deciding factors, and duration of the large NeoCloud win.

Answer

Marc Suidan, Chief Financial Officer, attributed the Q4 2025 B2 miss to deals closing late in the quarter, leading to a de-risked guidance philosophy. He clarified that the 20% B2 year-over-year growth for 2026 includes lumpiness in Q2 and Q3 due to prior year comps. Gleb Budman, Co-founder, CEO, and Chairperson of the Board, added that overall company deceleration is partly due to the computer backup business shrinking. He highlighted GTM progress through leadership hires, system improvements, and strong ARR growth from larger customers. Regarding the NeoCloud win, Gleb Budman explained that the customer had existing storage but sought Backblaze due to its reputation for performance, predictable economics, and scalability, after detailed technical due diligence. The large deal is a 3-year contract.

Jeff Van Rhee inquired about the new seven-figure AI customer, the pipeline development for the B2 OverDrive product, and the progress of channel partnership efforts.

Answer

Co-Founder and CEO Gleb Budman clarified that the seven-figure customer was an existing AI company whose data needs grew significantly. He noted the B2 OverDrive customer was a displacement from a hyperscaler, driven by egress fees and performance needs, and that the OverDrive pipeline includes about a dozen multi-petabyte opportunities. Budman also stated that while AI deals are often direct, the channel is seeing increasing lead value and closed business.

Jeff Van Rhee inquired about the specific impact of AI on revenue and the pipeline, the progress of the B2 enterprise sales motion, and the outlook for equity dilution and capitalized software.

Answer

CEO Gleb Budman highlighted that AI is the fastest-growing business segment, with its largest customer being an AI company. He noted the go-to-market transformation is showing progress with doubled sales bookings but requires more work on partnerships and demand generation. CFO Marc Suidan added that while specific dilution targets are not yet set, it is a key focus. He also explained that total R&D investment is steady in absolute dollars, leading to improved efficiency as a percentage of revenue.

Jeff Van Rhee inquired about the key metrics for the partner program in 2025, the long-term growth outlook for the B2 and Computer Backup segments, and the expected progression of gross margins.

Answer

CEO Gleb Budman explained that partner metrics focus on pipeline and sales productivity for the channel, and co-build/co-sell solutions for alliances. CFO Marc Suidan projected B2 growth to exceed 30% post-2025, while Computer Backup would be flattish for the year, exiting at -2%. Suidan also stated that gross margins should remain stable around 78%.

Jeff Van Rhee inquired about the specifics of B2 Cloud Storage churn, the potential for moving further upmarket, and sought clarification on whether the projected revenue acceleration after Q2 2025 applies to the total business or just the B2 segment.

Answer

CEO Gleb Budman explained that the churn occurred early in the quarter from a few expected customers but that overall retention metrics remained strong. He sees no specific limit to moving upmarket, citing recent multi-year, million-dollar deals. CFO Marc Suidan clarified that while B2 is the primary growth driver, the revenue acceleration reflects the time it will take for leading indicators from the go-to-market transformation, like the record sales pipeline, to translate into reported revenue.

Jeff Van Rhee asked for a quantification of the softness in the Q4 2025 outlook and forward guide, breaking it down between macro/general softening in customer willingness to spend and the impact of revenue recovery dynamics. He also inquired about pricing pressure on a per-connection basis and any shifts in connectivity from EDI to more real-time API-based methods, and associated pricing implications.

Answer

CFO Kim Nelson stated that both macro headwinds and revenue recovery dynamics were important factors impacting the numbers, influencing the starting point for 2026. She reiterated that these headwinds are expected to be lapped by the second half of 2026, leading to a slight increase in revenue growth. CEO Chad Collins noted that pricing on a per-connection basis remains consistent, with downsizing typically driven by customers losing business or changing their cost of goods. He added that SPS's network supports both EDI and API connections, with API connections often being more complex and potentially offering more value.

Jeff Van Rhee asked for a quantification of the softness in the outlook and forward guidance, breaking it down between general macro softening/customer spending willingness and revenue recovery dynamics, and inquired about pricing pressure on a per-connection basis and any shift from EDI to real-time API-based connectivity.

Answer

CFO Kim Nelson stated that both macro/customer spending and revenue recovery dynamics significantly impacted the starting point for 2026, with guidance implying these headwinds (contract rightsizing, Amazon policy changes) will be lapped by H2 2026. CEO Chad Collins noted consistent per-connection pricing, with downsizing driven by lost business or cost changes, and clarified that API vs. EDI is often dictated by connection type, with API potentially offering more value due to complexity.

Jeff Van Rhee of Craig-Hallum asked for more clarity on why recent enablement campaigns have been biased towards retailers with existing suppliers on the network. He also asked about the discovery process that led to a higher-than-expected customer count from the Carbon6 acquisition and inquired about the outlook for organic customer count for the rest of the year.

Answer

Executive Chad Collins explained that the customer mix in campaigns depends on prior work with a retailer; Q1 included new retailers, leading to more net new customers. Executive Kimberly Nelson clarified the higher Carbon6 customer count was confirmed after gaining full access to their systems post-acquisition. She also guided that Q2 net organic customer adds are expected to be similar to Q1.

Jeff Van Rhee sought more detail on the new TAM, asking if the incremental potential customers were found in new retail subsegments, and requested an update on revenue and EBITDA expectations for the recently closed Carbon6 acquisition.

Answer

Executive Chad Collins explained that the TAM was built from the bottom up using NAICS codes for all applicable industries where SPS already has a presence, though penetration levels vary. Executive Kimberly Nelson confirmed that expectations for Carbon6 remain unchanged from the initial announcement: approximately $40 million in revenue and $5.5 million in adjusted EBITDA for the year, with no significant seasonality to report.

Jeff Van Rhee asked about potential go-to-market changes to target the remaining 150,000 customers in the TAM and inquired about the fulfillment solutions used by SupplyPike customers who are not already SPSC clients.

Answer

Executive Chad Collins stated that while they haven't had to be discriminating with enablement campaigns historically, they may need to tactically target retailers with lower supplier penetration in the future. He noted that SupplyPike customers not using SPSC for fulfillment tend to be larger companies with legacy on-premise systems, which they expect to convert to SPSC's managed network over time as they move to the cloud.

Jeff Van Rhee inquired about Fastly's observations regarding agentic AI at the edge, the drivers behind increased traffic routing due to performance, and the concentration of the explosive RPO growth.

Answer

Fastly CEO Kip Compton detailed the multi-faceted impact of AI, including increased agentic traffic, AI workloads on the platform, and AI bot mitigation opportunities. He also explained that recent industry events highlighted the value of Fastly's resilient edge platform, attracting more traffic. CFO Richard Wong and CEO Kip Compton clarified that RPO growth was broad-based and a deliberate strategy to mitigate revenue volatility through increased customer commitments.

Jeff Van Rhee asked about the impact of Agentic AI on Fastly's edge platform, the factors contributing to Fastly's performance edge and increased traffic routing, and the concentration of the significant 12-month RPO increase among the largest customers.

Answer

CEO Kip Compton detailed that Fastly is seeing increased traffic from AI agents, AI workloads on its platform (e.g., inference, large training data sets), and opportunities for AI bot mitigation. He attributed the performance edge to Fastly's architectural steps for resiliency. CFO Richard Wong and CEO Kip Compton explained that the RPO growth is broad-based across the customer base, reflecting a deliberate go-to-market strategy to encourage more revenue commitments and mitigate volatility.

Jeff Van Rhee asked about the gross margin impact from the push into international markets and how long this might be a drag. He also inquired about the current posture of large media customers, who were previously noted as being unusually focused on profitability over growth.

Answer

CFO Ron Kisling explained that international traffic growth is a headwind that should largely work its way through in 2025 as traffic scales and cost efficiencies improve. CEO Todd Nightingale commented that the media customer posture has found a 'new normal,' and Fastly is now focused on expanding use cases and workloads with these accounts across the entire product portfolio, not just delivery.

Jeff Van Rhee sought clarification on the sequential drop in enterprise customer count despite non-top 10 strength, the reasons for the lowered free cash flow guidance, and the evidence supporting a non-seasonal Q4.

Answer

CEO Todd Nightingale explained the enterprise customer count dip was due to customers falling just below the $100k run-rate threshold, not increased churn. CFO Ron Kisling attributed the free cash flow guidance change to the cash impact of the restructuring. He also clarified the cautious Q4 outlook is due to expected lower revenue from some large customers and the absence of onetime revenue true-ups seen in prior years.

Jeff Van Rhee from Craig-Hallum asked for more details on Cellebrite's AI opportunities, specifically regarding agentic applications for cybercrime and child exploitation, and how these would be monetized. He also inquired about the allocation of the 20% increase in sales executives, the focus on Defense & Intelligence (D&I) given recent acquisitions, and updates on the FedRAMP authorization and a previously mentioned large deal.

Answer

CEO Tom Hogan explained that AI efforts include integrating advanced capabilities for productivity and developing specific agentic applications, with monetization strategies being developed, though 2026 guidance does not assume monetization. CRO Marcus Jewell detailed sales executive allocation across public safety (SLG), enterprise (pen-testing with Corellium's Viper), and D&I, noting a new global D&I head. He confirmed the large deal is tracking well, with multiple seven-figure programs, and that the FedRAMP ATO will unlock significant storage opportunities, including a scoped 9 PB contract.

Jeff Van Rhee inquired about Cellebrite's AI opportunities, particularly agentic applications for cybercrime and child exploitation, their monetization strategy, the allocation of new sales heads, the focus on DNI, the FedRAMP backlog, and an update on a previously mentioned large deal.

Answer

CEO Tom Hogan discussed parallel AI efforts: integrating AI for productivity within the core platform and developing specific agentic applications for use cases like cold cases, noting that current guidance assumes no monetization in 2026 but sees future potential. CRO Marcus Jewell detailed sales head allocation across public safety, enterprise (leveraging Corellium's VIPER for pen-testing), and DNI. He clarified that while there isn't a FedRAMP purchase order backlog, a large bid for a federal agency's 9 PB storage requirements is tracking well, and multiple large annual spend opportunities exist beyond the one previously highlighted.

Jeff Van Rhee from Craig-Hallum Capital Group asked CEO Tom Hogan to elaborate on his evolving vision for leveraging AI, both for internal efficiencies and external product differentiation.

Answer

CEO Thomas Hogan described a dual AI strategy. Internally, AI is being used across all functions like R&D and sales to drive productivity. Externally, he outlined an ambitious vision to use GenAI to analyze diverse evidentiary data sources, creating significant new value for investigators and expanding the company's total addressable market. CRO Marcus Jewell added that the focus is on delivering better outcomes, not just adding an LLM to the product.

Jeff Van Rhee asked for an update on the timing for FedRAMP certification and inquired about the strategic purpose and outcomes of the recent executive team trips to the U.K. and Germany.

Answer

Interim CEO Thomas Hogan stated that the company is still targeting a Q3 Authorization to Operate (ATO) for FedRAMP. He explained they have achieved Level 4 readiness but are awaiting an agency sponsor, a process delayed by federal budget activities. Regarding the EMEA trips, Hogan explained they were designed to demonstrate Cellebrite's commitment as a global company, allowing leadership to meet directly with key customers, prospects, and employees in London and Munich to reinforce their presence and gather feedback.

Jeff Van Rhee requested more detail on the FedRAMP opportunity, asking what it adds to Cellebrite's existing federal presence. He also asked for an assessment of how developed the company's sales methodology is for penetrating the 'investigative unit' TAM.

Answer

Interim CEO Thomas Hogan stated that achieving FedRAMP 'High' certification, which is in its final stages, is expected to roughly double the company's Total Addressable Market (TAM) in the federal sector. Chief Revenue Officer Marcus Jewell described the investigative unit penetration strategy as being in the 'mid-innings,' with a proven thesis but ongoing tuning required before it becomes a fully repeatable sales motion, which he expects in 2026.

Jeff Van Rhee of Craig-Hallum Capital Group inquired about 2025 adoption expectations for the Insights platform, trends in 'unlock' capabilities, and the adoption profile for the Pathfinder solution, including the impact of its AWS deployment.

Answer

CEO Yossi Carmil and CFO Dana Gerner described the C2C platform adoption as being in its 'very early days' with a three-year conversion goal for Insights. They noted that advanced unlock solutions have penetrated about 30% of the installed base, leaving significant room for growth. For Pathfinder, they expect 35-50% YoY growth, with the AWS deployment aimed at making the solution accessible to a broader customer base beyond large agencies.

Jeff Van Rhee asked about the large software deal's sales cycle, competitive landscape, and what it replaced. He also inquired about the sequential comparison of the March versus December quarters, the full rollout status of the JPMorgan Chase & Co. deal, and the timing of messaging product sunset tranches. Additionally, he asked about the concentration and drivers of partner-driven lead generation.

Answer

Ashu Roy, CEO, explained the large software deal had a long sales cycle (1.5 years seriously) and replaced a lack of an enterprise-wide knowledge platform, though some groups had AI search competitors. Eric Smith, CFO, clarified that 50% of non-core messaging products were reduced in Q2, with the balance in Q1 2027. Regarding partners, Eric Smith noted momentum from small boutique knowledge consulting shops and pure contact center knowledge deals through TSD networks.

Jeff Van Rhee asked about the sales cycle, competitive landscape, and replacements for a large software deal, the sequential financial comparison between the March and December quarters, the status of the JPMorgan Chase & Co. deal, messaging product sunsetting, and the concentration and drivers of partner-driven lead generation.

Answer

CEO Ashu Roy detailed the long sales cycle for the large software deal, noting it replaced tactical solutions and AI search in dysfunctional groups rather than an enterprise-wide platform. CFO Eric Smith clarified the sequential comparison was clean, confirmed the JPMorgan Chase & Co. deal was fully running, and explained 50% of non-core messaging was reduced in Q2, with the balance in Q1 2027. Ashu Roy identified boutique knowledge consulting shops and TSD networks as key drivers for partner momentum.

Jeff Van Rhee asked for a detailed breakdown of eGain's total ARR, specifically differentiating between AI knowledge, messaging, Analytics Hub, and Conversation Hub components. He also sought insights into the competitive positioning and product development focus for the Conversation Hub and Analytics Hub, the current pipeline for mega deals similar to JPMorgan Chase & Co., and the future outlook for services gross margins.

Answer

Eric Smit, CFO, stated that AI knowledge ARR is almost 60% of total ARR, with the remainder split between Analytics Hub and Conversation Hub, and messaging being sunset. Jim Byers, Director at PondelWilkinson Inc., described Analytics Hub as a cash cow with slow revenue reduction, while expressing optimism for Conversation Hub's growth in FY27 as AI Knowledge Hub business expands. He also noted that while no JPMorgan Chase & Co.-sized deals are currently in the pipeline, there are several attractive seven-figure opportunities, often starting in contact centers and expanding to all employees. Eric Smit added that the goal is to bring services margins closer to break-even or slightly positive as the year progresses.

Jeff Van Rhee from Craig-Hallum asked for a detailed breakdown of eGain's SaaS ARR components, specifically the split between AI knowledge, messaging, and other hubs. He also inquired about the competitive positioning and product development focus for the Analytics Hub and Conversation Hub, the current pipeline for mega deals on the knowledge side, and the company's outlook and strategy for services gross margins.

Answer

CFO Eric Smit clarified that AI knowledge ARR is almost 60% of total ARR, with the remainder split between Analytics Hub and Conversation Hub. CEO Ashu Roy expects Analytics Hub to be a "cash cow" with slow decline, while expressing optimism for Conversation Hub's growth, potentially seeing upside in fiscal 2027 driven by the AI Knowledge Hub. Roy indicated no other JPMorgan Chase & Co.-sized deals in the pipeline but noted strong "seven-figure opportunities" expanding to all employees. Smit stated the goal is to achieve services margins closer to break-even or slightly positive through optimization.

An associate, Daniel, asked for more details on the mega bank deal's implementation and revenue ramp, the drivers behind the Q4 sequential growth guidance, the long-term growth formula for fiscal 2026, and the reasons for the sequential subscription revenue decline in the current quarter.

Answer

The mega bank deal's revenue will be recognized starting from the beginning of the contract rather than being phased. This deal is a significant driver for the guided 10% sequential growth in Q4. For fiscal 2026, the company expects to see the top-line impact from its AI knowledge investments, targeting high-teens ARR growth for the Knowledge business. The sequential revenue decline in Q3 was attributed to fewer days in the quarter, the timing of deal closures, and a catch-up in revenue recognized in the previous quarter.

Jeff Van Rhee inquired about the competitive landscape for eGain's AI Knowledge wins, the sustainability of its high pilot-to-customer conversion rate, plans for sales representative headcount, and strategies to prevent churn in the conversation and analytics hubs.

Answer

Ashutosh Roy, an executive, explained that eGain is increasingly displacing homegrown solutions like SharePoint and Confluence, as well as competitors like Salesforce and Genesis. He attributed the high pilot conversion rate (over 75%) to better qualification and noted the current focus is on brand marketing to generate pipeline rather than adding sales reps. Regarding customer retention, Roy stated the company is hyper-focused on satisfaction and value delivery for its conversation and analytics clients to ensure stability.

Jeff Van Rhee asked for a breakdown of the approximately $19 million reduction in Spire Global's second-half revenue guidance. He also sought clarification on the 'percent completion' accounting issue, the status of the WildFireSat and NOAA upsell contracts, and the performance of satellites launched on recent Transporter missions. Additionally, he inquired about unusual expenses in the Q4 outlook and the presence of 'mega deals' (eight-to-nine-figure contracts) in the pipeline.

Answer

CFO Alison Engel attributed the revenue reduction to $6-$8 million from a percent-complete contract, several million from the Earth observation contract, and $6-$8 million from government shutdown-related contract delays. CEO Theresa Condor clarified that the percent completion issue was a timing shift due to government interactions under new accounting rules. She confirmed WildFireSat and NOAA contracts were tracking as expected and that launched satellites were functioning well, with improved checkout times. Alison Engel noted Q4 unusual expenses were primarily legal fees, professional services, and severance, expected to decrease in 2026. Theresa Condor highlighted growing government interest in RF capabilities, expecting movement on sovereign 'mega deals' in 2026.

Jeff Van Rhee asked for a breakdown of the approximately $19 million reduction in second-half revenue guidance and clarification on the 'percent completion' contract issue. He also inquired if the WildfireSat and NOAA upsell awards were tracking as expected, about the functionality of satellites launched on recent Transporter missions, and the nature and recurrence of 'unusual expenses' in the Q4 outlook. Finally, he sought an update on 'mega deals' (eight- and nine-figure deals) in the pipeline, particularly for sovereign capabilities.

Answer

CFO Alison Engel attributed the revenue reduction to $6-$8 million from a percent-complete contract, several million from the Earth observation contract, and $6-$8 million from contracts delayed by the government shutdown. CEO Theresa Condor added that over $10 million shifted to 2026 and explained that percent-completion contract timing was impacted by government interactions. Ms. Condor confirmed WildfireSat and NOAA awards are tracking and satellites from Transporter missions are functioning well, with improved on-orbit checkout times. Ms. Engel noted Q4 unusual expenses are primarily legal fees, professional services, and severance, expected to decrease in 2026. Ms. Condor stated that while mega deals initially focused on telecom/imaging, there's a significant uptick in RF for sovereign capabilities, with movement expected in 2026.

Jeff Van Rhee asked about CEO Theresa Condor's top priorities for the year, the key variables determining where full-year revenue lands within the guidance range, and the current state of the Space Services pipeline, including an update on the EURIALO project.

Answer

CEO Theresa Condor listed her priorities as stabilizing the company post-Maritime sale, solidifying her executive team, investing in sales to capture demand, and maintaining the satellite network, all with a focus on profitability. She cited global uncertainty, new revenue recognition policies, RFGL demand, and the size of NOAA's procurement as key variables for the guidance range. She confirmed the EURIALO project is progressing through its design phases.

Jeff Van Rhee sought visibility on revenue recovery from the Q4 baseline, asking if any large, signed contracts could drive a step-up in coming quarters, and requested a breakdown of Q3's record ACV between new and renewal business.

Answer

Chairman Peter Platzer declined to pre-announce any future contract activations. CFO Leo Basola elaborated on the Q3 bookings, highlighting a very strong performance from U.S. Federal customers and significant new activity in radio frequency geolocation. He reiterated that a major Canadian deal, which slipped into Q1, would have made Q4 an even larger bookings quarter than the record-setting Q3, indicating strong underlying demand.

Jeff Van Rhee asked for quantification of unusual Q1 expenses, the status of major contracts like Thales, details on the new Space Reconnaissance unit, and how increased defense spending is manifesting in the sales pipeline.

Answer

Interim CFO Thomas Krywe noted that unusual expenses in Q1 were similar to Q4, with funding fees replacing restatement costs. CEO Theresa Condor confirmed that large contracts like Thales have not gone away, citing continued regular meetings and progress on related projects. She explained the Space Reconnaissance unit was formalized to scale its radio frequency geolocation offering to meet urgent geopolitical demand. Condor also observed that while defense funds take time to flow, there is a much greater urgency from global customers to sign contracts and evaluate Spire's capabilities.

Jeff Van Rhee sought clarification on the typical ratio of initial contract funding to total potential contract value, including options. He also inquired about the specific contract types driving the recent sequential increase in backlog and the directional outlook for gross margins in the coming quarters. Additionally, Mr. Van Rhee asked for an update on the company's confidence in the previously stated revenue potential for the Turbo product (few million near-term, $20 million out-year). Finally, he questioned the company's capacity (headcount, facilities, CapEx) to handle anticipated growth and the status of previously delayed revenue.

Answer

President and CEO Thomas McClelland clarified that initial funding is typically 10% of the total contract, with additional options often extending the total potential value. He noted that the recent backlog increase was primarily driven by non-space defense products, with an anticipated shift towards space-related backlog in the near future. CFO Steve Bernstein stated that gross margins are expected to remain flat to slightly up but will take time to return to prior year levels. Mr. McClelland reaffirmed that the Turbo product's revenue estimates (few million near-term, $20 million out-year) are 'very, very realistic.' Regarding capacity, Mr. McClelland indicated the company is in a cautious hiring mode and that current facilities are adequate for anticipated growth, with Colorado not being a primary manufacturing site. He also confirmed that a significant portion of delayed revenue has been recovered, with more expected in the next quarter.

Jeff Van Rhee with Craig-Hallum sought clarification on the typical ratio of initial contract funding to total contract value, the drivers behind the sequential increase in backlog, the directional outlook for gross margins, the realism of TURbO product revenue estimates, and the company's capacity to handle anticipated growth without significant incremental spend.

Answer

President and CEO Thomas McClelland explained that initial funding is typically 10% of the total contract, with additional options often doubling the total potential value. He noted the recent backlog increase was driven by non-space defense, with space expected to drive future growth. CFO Steve Bernstein indicated gross margins would likely stay flat to increasing over time but would take time to return to prior-year levels. Mr. McClelland affirmed the $2 million near-term and $20 million out-year estimates for TURbO are realistic and stated the company is in a cautious hiring mode, with current facilities capable of handling anticipated growth. He also confirmed a significant portion of delayed revenue has returned, with more expected next quarter.

Jeff Van Rhee asked about the demand pull for compute in space, the expected revenue layering for Pelican satellites (gradual vs. lumpy), and any clarity on what might replace the cutbacks in the EOCL program.

Answer

CEO, Chairperson, and Co-founder Will Marshall explained that compute in space aims to address entire compute demand as infrastructure costs decline, aligning with industry views on future compute trends. CFO and COO Ashley Johnson noted Pelican revenue is expected to be more gradual, scaling with new contracts, with minimal lumpiness. Marshall added that despite EOCL impacts, the administration is leaning into leveraging new tech for DOD, evidenced by recent awards like LUNO B and Navy expansions, indicating a very positive outlook for future growth.

Jeff Van Rhee of Craig-Hallum asked about the recent success with European Maritime deals, their repeatability, and the pipeline outlook across the Defense & Intelligence, Civil, and Commercial sectors.

Answer

CEO Will Marshall stated that the robust Maritime Domain Awareness (MDA) solution is meeting urgent geopolitical security needs in Europe, accelerating deal closures. President & CFO Ashley Fieglein Johnson added that D&I demand is strong, the Civil team is gaining traction with policy-focused solutions, and the Commercial team's refocus is leading to stabilization.

Jeff Van Rhee sought clarification on the Space Services offering, asking if it is limited to existing satellite configurations or if it includes a vision for customization.

Answer

CEO William Marshall confirmed that the Space Services strategy is focused on Planet's existing technology roadmap, including its Pelican, Tanager, and Dove satellites. He emphasized this approach makes the partnerships synergistic, as they help fund the build-out of these fleets faster while creating upside from monetizing the remaining capacity.

Jeff Van Rhee from Craig-Hallum asked if management could provide a floor for the growth rate in fiscal 2026 given strong bookings visibility. He also questioned the lower CapEx guidance for Q4 compared to prior expectations and inquired about the expected time-to-revenue for the new Pelican satellite capability.

Answer

CFO Ashley Johnson declined to give specific FY26 guidance but expressed cautious optimism for revenue reacceleration, particularly in the second half of the year, driven by strong bookings. She clarified that the lower CapEx guidance was due to timing, not supply chain issues. CEO Will Marshall explained that Pelican will initially serve the existing SkySat business, and its enhanced capabilities are expected to drive greater customer value and revenue growth as it ramps up over the next year.

Jeff Van Rhee asked about the trend of deceleration or declines in dollar-based net retention (DBNR), gross churn issues, and how leadership evaluates current buyer caution compared to past periods.

Answer

Jennifer Tejada (Chairperson and CEO, PagerDuty) expressed dissatisfaction with retention outcomes, noting improved logo retention and fewer absolute downgrades, but larger downgrades due to significant reorganizations. She highlighted proactive measures like multi-quarter renewal planning, flexible pricing (usage-based), and multi-year agreements to mitigate risk. Howard Wilson (CFO, PagerDuty) added that customers are staying with PagerDuty despite seat reductions, and flexible licensing provides access to more product footprint, setting them up for future growth.

Jeff Van Rhee asked about the trend of deceleration and declines in dollar-based net retention (DBNR), gross churn issues, and how leadership evaluates current buyer caution compared to past periods. He also inquired about key sales indicators, sales rep maturity, and the focus of new sales leadership.

Answer

Jennifer Tejada, Chairperson and CEO of PagerDuty, acknowledged strong bottom-line results but expressed dissatisfaction with retention outcomes. She noted improved logo retention and fewer absolute downgrades, but larger downgrades tied to significant reorganizations. Tejada highlighted proactive measures like multi-quarter renewal planning, flexible usage-based pricing, and multi-year agreements to mitigate risk. She also mentioned increased product usage despite seat reductions and strong new customer acquisition, particularly in AI operations. Regarding sales, Tejada emphasized customer feedback, account coverage, and support. She noted Alison Corley, Chief Customer Officer, has improved understanding of platform health, and Todd McNabb, Chief Revenue Officer, is focused on the 'land, realize, and expand' motion, new product attachment (especially usage-based), and services attachment.

Jeff Van Rhee of Craig-Hallum requested an update on pipeline status, referencing a prior comment about 50% year-over-year growth. He also asked if the intensified focus on sales changes stemmed from dissatisfaction with close rates and sought clarification on the growth outlook for the SMB/commercial segment.

Answer

CFO Howard Wilson stated that PagerDuty entered the year with a strong pipeline, with the Q1 pipeline being higher than the prior year, and a focus on improving quality and velocity. CEO Jennifer Tejada responded that she is 'never satisfied' and the goal is to scale the success seen in large accounts across the entire installed base. Howard Wilson confirmed the assumption for the fiscal year is that the SMB/commercial segment will return to growth after several quarters of declines and recent modest recovery.

Jeff Van Rhee asked about the drivers behind the improvement in EMEA, sought an updated outlook for fiscal '26, and inquired about the key drivers for accelerating growth in the Commercial segment.

Answer

CEO Jennifer Tejada attributed the EMEA strength to a new leader who brought rigor to pipeline generation and go-to-market, combined with an easing macro environment. CFO Howard Wilson reiterated the goal for FY'26 is to grow ARR above 10% while expanding operating margins. For the Commercial segment, CEO Jennifer Tejada pointed to better retention and stabilization, driven by product value and strength in verticals like crypto and online travel. CFO Howard Wilson added that consumption-based products are reducing the direct link to user-based employment growth.

Jeff Van Rhee sought clarification on the $9 million revenue guidance reduction, competitive win rates for incident management, and more detail on the SMB versus enterprise customer count trends.

Answer

CFO Howard Wilson confirmed the guidance change is primarily a timing issue, aside from a ~$2 million delay in professional services revenue, with ARR targets unchanged. CEO Jennifer Tejada stated that competition is mainly in the mid-market/SMB and that PagerDuty's resilience and AI platform are key differentiators. Howard Wilson added that SMB has faced elevated churn for four straight quarters and accounts for the bulk of the total paid customer decline.

Jeff Van Rhee inquired about the profitability of the recent IP monetization payment, the projected legal expenses for fiscal year 2026, the increasing interest and scope of Cerence XUI proof-of-concepts (POCs), the nature of the sequential growth in connected services revenue, and the top non-automotive growth opportunities.

Answer

CFO Tony Rodriquez confirmed the $49.5 million IP payment flows through revenue, with a net amount after approximately $24 million in legal costs and withholding tax, and projected $7-8 million in additional legal costs for fiscal year 2026. CEO Brian Krzanich noted about half a dozen XUI POCs with various OEMs and partners, and clarified that connected services revenue is clean, amortized over contract life, with true-ups being volume-related. For non-automotive, Brian Krzanich highlighted ongoing IP monetization, the kiosk space (including a recent bank implementation in South America), and VINI (a phone answering chat service targeting dealerships and OEMs) as key near-term opportunities, with demonstrations planned for CES.

Jeff Van Rhee of Craig-Hallum Capital Group inquired about the financial impact of Cerence's recent intellectual property (IP) monetization win, specifically asking if the payment flowed through as pure profit and for the projected legal expenses related to IP for fiscal year 2026. He also asked for quantification of the increased interest and proof-of-concept (POC) activity for the Cerence XUI platform, sought clarification on the accounting for connected services revenue to ensure it was a "clean" number without unusual pull-forwards or true-ups, and requested a ranking of the top non-automotive growth opportunities beyond IP monetization.

Answer

CFO Tony Rodriquez clarified that the $49.5 million IP payment would flow through revenue in Q1, with a net amount after approximately $24 million in legal costs and withholding tax. He also stated that fiscal year 2026 guidance includes an estimated $7-8 million in additional legal costs for ongoing IP licensing efforts. CEO Brian Krzanich reported that Cerence currently has about half a dozen XUI POCs underway with various OEMs, indicating strong interest. Regarding connected services revenue, Mr. Krzanich confirmed it is recognized over the contract's life (1-10 years, averaging 3 years) with no unusual pull-forwards. Mr. Rodriquez added that while catch-up billings for past underreporting can occur, there were none this quarter. Mr. Krzanich then ranked non-automotive opportunities: first, ongoing IP monetization (including current suits against Apple, TCL, and Sony); second, the kiosk space (citing a recent bank implementation in South America and other POCs); and third, the VINI phone answering chat service, targeting dealerships and other OEM applications, with products ready for demonstration at CES.

Jeff Van Rhee of Craig-Hallum Capital Group LLC inquired about trends in connected product usage, Cerence's AI differentiation against big tech, current market share trends, and the expected consumption of prepaid licenses for fiscal 2026.

Answer

CEO Brian Krzanich highlighted Cerence's key differentiators as its leading multimodal technology and its open, agnostic architecture, which prevents OEM lock-in. He stated that market share is currently holding flat. CFO Tony Rodriguez noted that prepaid license consumption was about $9 million in Q3 and is expected to decline year-over-year as the company moves away from large fixed contracts, making $20 million in new fixed deals the new annual expectation.

Jeff Van Rhee inquired about the economics of Cerence's new generative AI solutions, specifically the margin profile and the magnitude of the pricing uplift. He also questioned the company's competitive position in connected services and asked for the new CEO's assessment of why the company has struggled with growth over the past five years.

Answer

CEO Brian Krzanich stated that generative AI solutions command a price uplift and improved margins, as development costs are similar to current models. He highlighted Cerence's competitive advantage in its automotive specialization, neutrality, and ability to customize OEM experiences. Interim CFO Antonio Rodriquez added that margin benefits from new connected bookings will be more visible in FY26. Krzanich attributed future growth to LLMs speeding up product development from 8-12 months down to 4 months.

Jeff Van Rhee of Craig-Hallum Capital Group LLC inquired about Digimarc's operating expense run rate, future visibility for the Central Bank business, and the financial impact of a new European customer contract.

Answer

CFO Charles Beck stated that the Q2 non-GAAP operating expense was $8.9 million and is expected to decline further. He also noted that the company has 12-18 months of visibility into the Central Bank business and would disclose any material changes, implying a stable outlook. Beck confirmed the new European deal was signed in Q2 and is included in the reported ARR, with potential for future upsells. CEO Riley McCormack added that more non-headcount savings are still to be realized.

Jeff Van Rhee inquired about the expected ARR trajectory for the remainder of the year, the pricing model and total addressable market (TAM) for the gift card solution, and the current percentage of ARR derived from the three primary focus areas.

Answer

CFO Charles Beck directed attention to previous statements about reaching non-GAAP profitability by Q4 and reiterated that the gift card opportunity will be a significant ARR driver in 2025. CEO Riley McCormack confirmed the U.S. gift card TAM remains between $900 million and $1.5 billion, with growth vectors including future pricing upside, new product features, and international expansion. Regarding ARR composition, Beck stated that the company does not quantify the breakdown of ARR by its specific focus areas.

Jeff Van Rhee sought clarity on the status of the previously lapsed $5.8 million contract, the reasons for the $3.7 million DRS contract lapsing, and the implications of management's statement about budgeting for churn and aggressive pricing on certain renewals.

Answer

CEO Riley McCormack stated that conversations with the customer regarding the $5.8 million contract are ongoing. He clarified the $3.7 million DRS contract lapsed due to a government program change, not an issue with Digimarc's technology or partner relationship. He explained that comments on churn and pricing reflect conservative budgeting to ensure the company reaches its profitability goals.

Jeff Van Rhee asked how the large customer is operating during its contract gap, sought an update on large recycling deals in Europe, and questioned the cause of the year-over-year decline in the typically stable government service revenue.

Answer

CEO Riley McCormack explained that a contract gap for one service doesn't halt all platform access for a customer with multiple contracts. He reiterated his preference for negotiating a broader scope over a short-term extension. On Europe, he noted positive industry momentum but deferred a full update. CFO Charles Beck attributed the government revenue dip to the timing of internal resource allocation based on commercial business priorities.

Jeff Van Rhee of Craig-Hallum Capital Group LLC asked about the large bank and credit card issuer's prior revenue run-rate before the new mid-seven-figure contract. He also inquired about retail trends so far in Q3, sought a recap of the new channel partner initiative for credit unions, and asked what was learned from the initial, brief transaction volumes from the large social media client.

Answer

President, CEO & Director Bryan Lewis stated the large bank's prior revenue was slightly lower but had been expanding rapidly, with the new tiered contract designed to add predictability. On retail, he felt the sector was at or near a bottom. Lewis detailed the new channel strategy of partnering with core banking software providers to reach smaller banks and credit unions, highlighting the first $20 billion credit union signed through this model. Regarding the social media client, he confirmed the initial volumes were at the large scale they had anticipated, validating the opportunity, before a technical issue on the client's end halted processing.

Jeff Van Rhee asked for leading indicator metrics like pipeline value, the rationale for hiring new SVP of Sales Tim Poulin, the profile of new sales hires, the pipeline split between direct and resellers, and the current digital revenue mix.

Answer

Executive Bryan Lewis stated that while not providing specific pipeline values, committed ARR from new customers underpins the company's confidence in future cash flow. He hired Tim Poulin for his aligned sales philosophy and strong external validation. The newest sales hires are senior enterprise professionals. Lewis estimated the pipeline ARR is nearly a 50-50 split between direct and resellers in key markets. He confirmed digital is a large, growing portion of revenue but did not provide a specific percentage.

Jeff Van Rhee of Craig-Hallum Capital Group LLC inquired about LivePerson's new logo capture, win rates against new AI competitors, and the nature of renewal pressures, particularly with large customers.

Answer

CEO John Sabino stated that win rates remain consistent, but deal closures are being delayed or rescoped rather than lost to platform competitors. He acknowledged increased headwinds from smaller, specialized AI bot providers. Sabino confirmed that renewal hesitation came from larger enterprise customers concerned about the company's financial stability, which the recent refinancing aims to resolve.

Jeff Van Rhee inquired about LivePerson's 2025 partner attach goal, the progress of its Avaya partnership, the strategy behind its Sales & Marketing spending, and any updates on its debt refinancing plans.

Answer

CEO John Sabino clarified the 35% partner attach goal refers to total bookings value, a significant increase from current levels. He noted positive momentum with the Avaya partnership and explained that upcoming Cisco and Amazon Connect integrations aim to capture a larger voice market share. CFO and COO John Collins addressed spending, stating there is no incremental S&M investment relative to 2024; rather, it's a strategic allocation within a reduced overall cost structure to support growth. Collins also confirmed there were no new updates on the debt situation but expects developments later in the year.

Jeff Van Rhee from Needham & Company, LLC questioned the revised timeline for ARR bottoming, asking what became more challenging with customer renewals, and inquired about the progress of the new sales motion relative to prior expectations.

Answer

CEO John Sabino explained that improved health and adoption scoring provided greater insight into churn risk, revealing that a few key renewals impacted by past instability were unlikely to be saved. He clarified this was a refinement based on better data, not a material change in business conditions. Sabino also stated the new sales motion is ramping as fast as, or slightly faster than, expected, with new pricing and the Avaya partnership shortening deal cycles and increasing deal sizes.

Jeff Van Rhee asked about the progress of the Space Systems segment towards its ultimate vision, the status of its 40% gross margin target, and the current production scale for the Neutron rocket.

Answer

CEO Sir Peter Beck explained that the Space Systems component 'toolbox' is nearly complete, with the focus now shifting to adding payload capabilities like those from GEOST. CFO Adam Spice suggested the 40% gross margin target was perhaps modest, with 40-45% being a realistic goal. Regarding production, Beck stated they are building multiple Neutron vehicles now and are targeting the capacity to build three Stage 1 structures next year.

Jeff Van Rhee from Craig-Hallum Capital Group sought more detail on the constellation management experience of the acquired company, Kinetics. He also asked about the long-term revenue and margin profile of the NSNS contract and the competitive barriers to entry.

Answer

CEO Steve Altemus detailed that Kinetics has proprietary software and experience managing commercial constellations like Iridium and the national security MUOS program. He described the NSNS contract as having a "wide and deep moat" as Intuitive Machines is the sole awardee with no on-ramps. He noted that higher-margin operational task orders for data services will begin once the ground and space hardware is deployed.

Jeff Van Rhee of Craig-Hallum Capital Group LLC inquired about the performance outlook for the second half of the year, the reasons for improved client retention, the potential revenue contribution from channels and ServiceNow, and plans for capital returns like stock buybacks.

Answer

CEO Seth Ravin reiterated the company's goal of achieving 'Rule of 40' performance through top-line growth and improved profitability, pointing to positive trends like a 6% adjusted billings growth ex-PeopleSoft for the first half. He attributed improved retention to better sales execution rather than the recent settlement. He also stated a goal for partnerships to generate at least 10% of the sales pipeline. CFO Michael Perica confirmed a $50 million buyback authorization and mentioned that inorganic growth opportunities are also being considered with the company's improved cash position.

Jeff Van Rhee asked for specifics on what litigation milestones are needed to resume guidance, the progress of the ServiceNow and VMware partnerships, and the potential timeline for recovering the $58.5 million in paid legal fees.

Answer

CEO Seth Ravin stated he expects to resume guidance in 2025, pending more clarity on issues remanded to the district court following the recent appellate ruling. He described the ServiceNow partnership as having a significant pipeline but still in the early stages of global alignment, expecting accretive sales in 2025. He noted the VMware business will be a 'substantive' part of 2025 sales, with dozens of clients already signed. Regarding the legal fees, he believes a decision on their appeal could come from the appellate court later in the year.

Jeff Van Rhee asked about the potential for positive billings growth in Q4, the underlying quarterly trend in customer retention, future plans for sales headcount, and sought details on customer reactions and the revenue model for the new ServiceNow partnership.

Answer

CEO Seth Ravin expressed confidence in the potential for positive Q4 billings, citing a strong pipeline and a notable recovery in North America. He stated that retention has stabilized after one-time churn events in late 2023/early 2024, and that underlying revenue would have been positive without those impacts and the PeopleSoft wind-down. Ravin noted sales headcount is stable, with a new structure to focus on new logos. He described customer reaction to the ServiceNow partnership as 'excellent,' as it allows them to modernize without a full ERP replacement. He clarified that ServiceNow sells the licenses, while Rimini Street provides all the implementation and management services.

Jeff Van Rhee of Craig-Hallum Capital Group LLC asked for the specific drivers behind the increased full-year free cash flow guidance, the amount of revenue from divested businesses in Q2, and for more detail on sales organization performance and opportunities to accelerate top-line growth.

Answer

CFO Mike Hill attributed the higher free cash flow outlook to lower-than-expected divestiture expenses, cash received from selling interest rate swaps, and a reduction in anticipated cash taxes. Hill also stated that divested businesses contributed about $4 to $5 million in Q2 revenue. CEO Jack McDonald added that growth acceleration will come from improved execution in pipeline generation, particularly outbound efforts using intent data, and from invigorating the salesforce by hiring domain-expert sellers from direct competitors.

Jeff Van Rhee of Craig-Hallum Capital Group LLC asked about the factors driving the increase in the free cash flow guide, the amount of revenue from divested businesses in Q2, and the primary levers for accelerating top-line organic growth, such as sales execution versus product innovation.

Answer

CFO Mike Hill attributed the higher free cash flow outlook to lower-than-forecasted divestiture expenses, cash received from selling swaps, and reduced cash taxes due to new legislation. He also confirmed that revenue from divested businesses was approximately $4-5 million in Q2. CEO Jack McDonald stated that while product innovation is ongoing, the portfolio is already competitive. He identified improved sales execution as the key growth driver, specifically enhancing outbound pipeline generation with intent data and hiring more domain-expert sellers.

Jeff Van Rhee asked for several clarifications, including the completion timeline for the India development center, a reconciliation of the change in free cash flow guidance, commentary on the visibility into top-line acceleration, and the ongoing debt paydown target.

Answer

CEO John McDonald stated the India center build-out was completed at the end of last year and confirmed the debt paydown target remains around $2 million per month, cash flow dependent. He noted strong visibility into revenue acceleration due to 93% recurring revenue and a 99% pro forma NDRR. CFO Michael Hill clarified the free cash flow guidance, explaining the $20 million figure for the year excludes about $5 million in one-time, divestiture-related expenses.

Jeff Van Rhee of Craig-Hallum Capital Group LLC asked for an update on the go-to-market strategy and sales improvements following the HGGC investment. He also inquired about the company's plans and timing for refinancing its debt and questioned the reason for the particularly wide Q1 revenue guidance.

Answer

CEO John McDonald detailed significant post-HGGC strategic shifts, including focusing the product portfolio, building an India-based development center, investing in AI, modernizing demand generation, and upgrading sales talent, which has improved growth and margins. On debt, McDonald stated they will likely refinance in H2 2025 to leverage the current low rate. Executive Michael Hill attributed the wide Q1 guidance to maintaining consistency and accounting for potential lumpiness in perpetual license and professional services revenue.

Jeff Van Rhee asked for clarification on the organic growth trends in the Security business, the impact of headwinds from exiting legacy revenue in the Compute segment, and how the results of the sales force changes will become visible in reported metrics.

Answer

CFO Ed McGowan explained the security growth mix shift, with the mature WAF business naturally slowing while newer products like API Security and Guardicore accelerate. He confirmed the legacy compute headwind was playing out as expected. Regarding sales metrics, McGowan stated the impact will ultimately show in stronger revenue growth and that the company will consider providing helpful metrics in the future.

Jeff Van Rhee asked for the breakdown of new versus existing customers in the recent backlog increase, the growing interest in sovereign capabilities, and the importance of edge compute and optical interlinks.

Answer

CEO Brian O'Toole explained the backlog growth was largely from a major deal with an existing international customer but also included about 20 new customers. He confirmed accelerating interest from governments in sovereign capabilities. He also noted that optical cross-links are in development to improve latency, viewing them as a key future capability.

Jeff Van Rhee questioned the drivers of the steep Q3 to Q4 revenue ramp, asking about the mix from professional services, the number of contributing contracts, the sustainability of the Q4 run-rate, and the possibility of providing an ACV-based bookings metric.

Answer

CEO Brian O'Toole attributed the Q4 ramp to a combination of annual renewals and expansions from long-term customers, which naturally step up in Q4, alongside new larger deals. CFO Henry Dubois noted they do not guide by revenue stream. O'Toole stated that while the company is not providing an ACV metric yet, it is building a strong ACV business, citing an $18 million annual commitment from one international customer as an example.

Jeff Van Rhee inquired about the turnaround in PROS's travel business, asking for conceivable growth rates in 2025 and insights gained on the airline industry's health. He also asked about the sales leadership's approach to driving outcomes while avoiding disruption in the new year.

Answer

CFO Stefan Schulz stated that the travel business is capable of achieving below-teens growth, with subscription growth expected to accelerate throughout 2025. CEO Andres Reiner added that offer optimization is a key driver for airlines. Regarding sales, Reiner explained that major changes were made last year, and the focus for 2025 is on surgical acceleration, such as expanding the Customer Success Manager role to include expansion quotas and deepening key partner relationships.

Jeff Van Rhee asked about the outlook for Professional Services growth relative to subscription growth in 2025, the drivers for 2025 ARR growth, and whether there were demand differences between the B2B CPQ and price optimization products.

Answer

CFO Stefan Schulz explained that lower Professional Services growth is intentional, reflecting a strategy for faster time-to-value, and expects this trend to continue. He deferred specific 2025 ARR guidance but noted the focus remains on profitable growth and margin expansion. President and CEO Andres Reiner stated that demand is strong for both CPQ and price optimization products, both individually and as a combined, differentiated solution that embeds AI guidance into the quoting process.