Matt Calitri

Matt Calitri inquired about Verizon Live's penetration trending for CCAs, asking if it was linear or exponential. He also sought confirmation on the expectation for CCAs revenue to reach 30% of the business by year-end and asked about Terra 3's role in product revenue strength, new opportunities, and changing customer conversations.

Answer

CEO Eyal Harari stated he could not refer to specific customers but expressed overall satisfaction with progress across the customer base, reflected in quarterly numbers and raised yearly expectations for CCAs growth. CFO Liat Nahum confirmed that if current trends continue and guidance for over 60% year-over-year growth is met, CCAs revenue reaching 30% of the business by year-end is the expectation. Mr. Harari noted a good mix of new opportunities and discussions with existing customers for product revenue, emphasizing customer success and maximizing business value from solutions, with new logos joining both product lines.

Matt Calitri of Needham & Company asked for color on the go-to-market strategy with providers, internal efforts to convert pipeline, any macroeconomic impacts on sales cycles, and the progress of other multi-million dollar deals.

Answer

CEO Eyal Harari described the go-to-market strategy as a mix of sharing best practices with existing customers and using a dedicated sales team to hunt for new carrier partnerships. He stated that they see no significant macro influence, noting that long sales cycles (12-24 months) are typical for large telco deals. He attributed strong demand and a healthy pipeline to the new SG TerraThree platform and the company's 'security first' strategy.