Mike Latimore

Mike Latimore inquired about Sangoma's visibility into Q2 sequential growth, asking if it relies on deploying existing bookings or closing new, smaller sales quickly. He also sought clarification on whether both total revenue and services are expected to grow sequentially in Q2. Additionally, he asked about the investment strategy for the "adjacent" category, its importance, and if any products within it are considered for divestiture.

Answer

Jeremy Wubs, COO, stated that Q2 sequential growth is a combination of deploying existing bookings from longer-cycle deals and closing newer, shorter-cycle cloud-based deals. Charles Salameh, CEO, added that both core (high-margin SaaS) and adjacent (cash-generative) categories are expected to contribute to growth from Q2 onwards. Jeremy Wubs, COO, explained that while adjacent businesses are cash-generative and create customer stickiness, they receive less investment than the core due to lower growth potential, and no divestitures are planned for this category at present.

On behalf of Mike Latimore from Northland Securities, his associate Ketan asked about the impact of macro conditions on sales cycles and the strategic importance and valuation expectations for acquisitions over the next year.

Answer

CEO Charles Salameh responded that core MRR sales cycles remain stable at 6-12 months, though hardware sales cycles had slowed, validating the company's divestiture strategy. He affirmed that inorganic growth is a primary pillar of their strategy now that the balance sheet is strong and the integration is complete. Regarding valuations, Salameh stated he would avoid dilutive deals, noting market valuations are around 6-8x EBITDA, and emphasized that Sangoma's own stock is a compelling investment, as demonstrated by the active NCIB.

Mike Latimore asked for a timeline on when the deemphasis of transactional revenue and the growth in larger deals would lead to stable sequential services growth. He also inquired about the current average deal size for new logos and any notable changes in channel incentives like SPIFFs.

Answer

CEO Charles Salameh estimated that organic growth is about 2-3 quarters behind schedule, a timeline they hope to shorten by reallocating SG&A from non-core activities. COO Jeremy Wubs highlighted positive KPIs, including a 10% quarterly increase in overall bookings and a 6% rise in deals over $10k MRR, but did not provide a specific average deal size. He described channel SPIFFs as a consistent market practice but emphasized Sangoma's strategy is to differentiate through value-added vertical solutions rather than competing solely on incentives.

Mike Latimore requested more detail on the sales pipeline, asking for quantification of its growth, the mix between small and mid-market customers, and which services are seeing the most demand. He also questioned how the upgraded ERP system would improve core operations like sales cycles, beyond its M&A integration benefits.

Answer

CEO Charles Salameh reiterated that detailed metrics would come in Q2 but noted momentum in UCaaS, Contact Center, and even some on-premise hardware products. He and CFO Lawrence Stock highlighted a 23% growth in the Switchvox premise portfolio in Q4 as an example of a successful, targeted pipeline build. Salameh explained the new ERP system is a critical project that will enhance cross-selling, improve customer experience with single invoicing, streamline processes, reduce costs, and boost employee morale.

Mike Latimore of Northland Capital Markets sought more detail on the bundle strategy, asking if the current offerings are mostly complete and what the future sales mix might look like. He also asked about trends in sales cycles, close rates, and payment collections from the customer base.

Answer

COO Jeremy Wubs explained that bundling is about 50-60% complete and that the goal is to sell the full suite, though a la carte options will remain. CEO Charles Salameh clarified that the ERP system is critical for creating dynamic, configurable bundles for specific industry verticals, not just preset packages. Wubs also noted that while larger deals have longer cycles, the close-to-cash implementation rate has improved significantly. CFO Lawrence Stock confirmed that customer payment collections remain normal.

Mike Latimore asked for more details on the usage levels, including the driving factors, whether customers are discussing early renewals or expansions, and if they are paying overage. He also inquired if the strong usage dynamic is continuing into the third quarter and if there's a new timeframe for the EOCL deal renewal beyond October.

Answer

Ashley Fieglein Johnson (President & CFO, Planet Labs) explained that while there's an uptick in usage, the company conservatively assumes customers will return to historical levels within their annual budgets, especially given government budget dynamics. She noted that some customers do seek early renewals, but budget availability varies. Will Marshall (Co-Founder, CEO & Director, Planet Labs) confirmed continued focus on the EOCL program, leaning into core area analytics and commercial solutions, but did not specify a new renewal timeframe beyond October.

Mike Latimore from Northland Capital Markets inquired about the specific drivers of the strong sequential revenue growth in Q1 and asked for more detail on the "unprecedented demand" mentioned by management.

Answer

President & CFO Ashley Fieglein Johnson attributed the Q1 revenue outperformance to strong sales execution, including an 8-figure contract win, higher-than-expected customer usage, and progress on the JSAT contract. CEO Will Marshall linked the "unprecedented demand" to the changing geopolitical landscape, which is heightening the need for security and satellite capabilities, particularly in Europe and Asia.

Mike Latimore asked if the FY27 growth drivers like AI and new satellites were incremental to the guided 'doubling of the growth rate' and sought clarification on whether 'positive cash flow' meant free cash flow.

Answer

CFO Ashley Whitfield Johnson confirmed that the doubling of the growth rate is based on the existing secured backlog, and that opportunities from AI, new satellite services contracts, and new Pelican/Tanager data represent potential upside to that growth. She also clarified that 'positive cash flow' refers to free cash flow (cash from operations minus CapEx).

Mike Latimore of Northland Capital Markets inquired about the key catalysts and timeline for converting the company's third U.S. Department of Defense pilot program into a full commercial contract. He also asked for clarification on whether the sequential decrease in sales and marketing expenses represents a new sustainable run rate.

Answer

CEO Will Marshall explained that the DoD pilots are an iterative process for a new capability that enables the government to find threats over large areas, and these pilots could lead to extensions or operational contracts over time. CFO Ashley Johnson confirmed the lower sales and marketing expense is a result of the mid-year restructuring aimed at improving customer acquisition efficiency, not a one-time item, suggesting it is a new baseline.

Mike Latimore from Northland Capital Markets inquired if the Q3 gross margin guidance of 59-61% represents a new baseline, asked for an update on the company's AI pilots, and questioned whether headwinds in the agriculture sector have stabilized.

Answer

President Ashley Whitfield Johnson stated that while sustaining and improving gross margin is the goal, the mix of business, particularly large deals involving partners, could create pressure. CEO Will Marshall added that several AI pilots have been conducted this year with more to come, focusing on building them into operational vehicles. Regarding the agriculture sector, both executives expressed optimism, citing positive feedback from partners and a strategic shift towards better-aligned business models with customers like BASF.

Aditya, on behalf of Mike Latimore from Northland Capital Markets, asked if the company is seeing increased interest from California hospitals following recent legislation and about the potential for international demand.

Answer

CEO John Kedzierski described the California hospital legislation as a "further tailwind" and confirmed Evolv has secured wins in the state, while noting the compliance timeline extends to 2027. He also stated that the company sees growing inbound international demand and is focused on improving the efficiency of its international delivery model.

Mike Latimore inquired about any refinements to the company's strategy, particularly regarding distribution channels or potential acquisitions. He also asked about the assumptions for quarterly bookings within the annual guidance, which verticals are showing the most momentum, and the potential impact of tariffs on the business.

Answer

CEO John Kedzierski stated the strategy remains focused on driving the predictable subscription model to create shareholder value. He noted the guidance assumes deploying at least as many new subscriptions in 2025 as in 2024 and expressed excitement about momentum across all key verticals. CFO Chris Kutsor added that half of Q1 bookings came from existing customers. Regarding tariffs, Kedzierski explained that the 2025 outlook already accounts for them and that exposure is limited due to U.S. assembly and a low percentage of Chinese components in the flagship product.

On behalf of Mike Latimore, an analyst asked about the potential catalysts needed to accelerate growth in the industrial warehouse vertical and inquired about the company's total sales headcount.

Answer

President and CEO Peter George explained that while the industrial warehouse vertical is still in its early days, it is expected to become a materially important revenue contributor in 2025 and one of the company's top two verticals in subsequent years. He also detailed that the go-to-market team consists of nearly 150 people, including a couple of dozen quota-carrying salespeople, with about 70% of business flowing through channel partners.

Mike Latimore of Northland Capital Markets inquired about the number of salespeople hired in the year, the total current number of quota-carrying sales executives, and the business outlook for the industrial warehouse category.

Answer

Executive Brian Norris stated that the company has about 35 quota-carrying sales executives, a number relatively unchanged from the end of the previous year. President and CEO Peter George added that while it's still early, the industrial warehouse vertical is expected to become one of the company's top two verticals over time.

Mike Latimore of Northland Capital Markets asked for a summary of the key revenue drivers by region for the first half of 2025, expectations for the second half, and detailed updates on the 'One Amazon' project and the 'Smart School' program in Thailand.

Answer

Jay Chandan, Chairman & CEO, explained that H1 revenue was driven by projects in the Middle East and Taiwan, with H2 expected to be driven by Taiwan, Thailand, and the Middle East. He provided a comprehensive update on the 'One Amazon' project, detailing technology deployments, key milestones at New York Climate Week and COP30, and a signed land use agreement. For the Thailand project, he noted its scope has expanded and negotiations are ongoing.

Mike Latimore of Northland Capital Markets asked for a summary of key revenue drivers in the first half of 2025, expectations for the second half, and detailed updates on the One Amazon and Thailand Smart School projects.

Answer

CEO Jay Chandan explained that H1 revenue was driven by projects in the Middle East and Taiwan, with H2 expected to be driven by Taiwan, Thailand, and the Middle East. He provided a comprehensive update on the One Amazon project, detailing technology milestones, the tokenization launch planned for COP30, and a newly signed 130,000-hectare land use agreement. Regarding the Thailand project, he noted its scope has expanded to include cloud and AI database integration, with active negotiations ongoing.

Asked about key revenue drivers by region for the first and second halves of the year, requested a detailed update on the One Amazon project's rollout and technology, and inquired about the status and potential revenue of the Smart School program in Thailand.

Answer

The company identified the Middle East and Taiwan as key drivers for H1, with Taiwan, Thailand, and the Middle East being key for H2, aiming for broader diversification in 2026. A detailed update on the One Amazon project was provided, including milestones at New York Climate Week and COP30, technology progress, and a signed land use agreement. The Thailand Smart School project is in deep negotiations, has expanded in scope, and further details will be shared upon contract signing.

Mike Latimore of Northland Capital Markets asked for clarity on the confidence behind the $23 million-plus bookings forecast, the nature of the deal pipeline, the sustainability of the strong gross margin, and whether the two planned acquisitions are in addition to recent deals.

Answer

Chairman, President & CEO Eric Brock explained that the bookings forecast is supported by a customer engagement model that scales from smaller proof-of-concept orders to larger infrastructure contracts, with some deals potentially reaching tens of millions. He confirmed the two planned acquisitions are new and will be revenue-generating. Brock also stated that while the current 53% gross margin is a good target, it may be volatile quarterly but has potential to improve with scale and manufacturing efficiencies.

Inquired about the OAS pipeline breakdown between new and existing customers, the prevalence of customer prepayments, and the current and future manufacturing capacity for Optimus and Iron Drone.

Answer

Growth in 2025 and 2026 will be driven by a combination of new customers and expansion with existing ones. The mention of prepayments was more related to the Ondas Networks business and working capital facilities. The company states it has sufficient manufacturing capacity in Israel and is building out U.S. capacity, but declined to provide specific production numbers.

Mike Latimore inquired about the timeline for Iron Drone's combat success to generate more orders, the certification requirements for the Drone as a First Responder (DFR) opportunity in the U.S., and the expected gross margin on the recent $14.4 million in orders.

Answer

Meir Kliner, President of Ondas Autonomous Systems, and CEO Eric Brock explained that they are currently delivering and integrating the initial Iron Drone orders and expect follow-on orders in 2025, though a specific timeline cannot be provided. They clarified that no additional certifications are needed for U.S. DFR applications beyond standard FAA processes, which are streamlined by their existing type certificate. Eric Brock stated that the gross margin on the $14.4 million in new orders is expected to be 'north of 50%'.

Mike Latimore of Northland Capital Markets asked about the primary drivers for the expected return to ARR growth in the second half, the product enhancement roadmap for PolicyNote, and the current business trends within the federal and NGO verticals.

Answer

Josh Resnik, President & CEO of FiscalNote Holdings, explained that while new logo acquisition is improving, the most significant factor for ARR growth will be improvements in gross and net retention driven by migrating customers to the PolicyNote platform and selling new global data packages. He confirmed that enterprise-grade features and new AI capabilities are continuously being added to PolicyNote to accelerate migrations through this year and next. Resnik also noted that the federal sector continues to experience 'atypical instability,' which presents both challenges and opportunities, with no major changes in trends for the NGO sector.

Mike Latimore of Northland Capital Markets asked for more detail on the composition of the growing sales pipeline, the overall health of the U.S. federal government vertical, and the specific focus of the recently hired adviser from Palantir.

Answer

CEO and President Joshua Resnik explained that pipeline growth is primarily from new logos across various sectors, with strong inbound interest and notable demand in Europe. He described the federal vertical as volatile but a long-term opportunity due to the efficiency gains FiscalNote's platform provides. Resnik confirmed the adviser from Palantir was engaged to provide strategic advice to the commercial teams targeting the federal government sector.

Mike Latimore of Northland Capital Markets inquired about the sustainability of the recent gross margin improvement, whether current new products are sufficient to drive a return to growth, the performance of the government sector in Q3, and the approximate percentage of revenue that could be considered noncore and subject to potential divestiture.

Answer

CFO Jon Slabaugh confirmed that the higher gross margins are believed to be sustainable, driven by divestitures and a shift away from lower-margin advisory services. President and COO Joshua Resnik added that a return to growth will be driven by enhancing customer experiences in core products to improve retention and upsell. Resnik also confirmed the government sector performed well. Regarding noncore assets, Slabaugh declined to provide a specific percentage but noted the evaluation is ongoing.

Mike Latimore from Northland Capital Markets sought clarity on the near-term trajectory for new system starts. He also asked for a clarification of the FY26 outlook, questioning if management's comments implied that quarterly revenue would remain at a similar level to the Q4 2025 guidance for the first half of the year.

Answer

CFO Carol Hibbard explained that the Q3 dip in new starts (to five) was temporary as customers awaited the new design, and she expects starts to step back up toward the mid-to-high single-digit average. Regarding FY26, she confirmed that based on the RPO consumption disclosed in the Form 10-Q, a revenue level similar to the Q4 guidance is a reasonable expectation for the first half of the year.

Mike Latimore of Northland Capital Markets requested an update on the GreenBox initiative, including demand and revenue timing, and asked about the cash flow from operations outlook for the rest of the year.

Answer

CEO Rick Cohen stated that the Atlanta and California GreenBox sites are still in build-out, with significant revenue not expected until next year. He mentioned a focus on hiring a management team for GreenBox. CFO Carol Hibbard clarified that while some revenue is being recognized now, the heavy ramp-up will be in the second half of the year. Regarding cash flow, she noted Q1 was strong due to timing of receipts and expects the cash position to continue rising through the year but did not provide specific guidance.

Mike Latimore asked for the outlook on cash flow from operations for the upcoming year and requested details on the hiring progress for the in-sourced EPC (Engineering, Procurement, and Construction) initiatives.

Answer

CFO Carol Hibbard stated that working capital fundamentals are unchanged and the Q4 cash dip was due to the timing of receipts, which she expects to rebound in 2025. She confirmed they have hired program managers and resources for the first 5-7 sites where they are taking over EPC work but did not quantify the number of hires.

Speaking for Mike Latimore of Northland Capital Markets, an analyst asked how resilient Positioning, Navigation, and Timing (PNT) technology fits into the broader artificial intelligence (AI) landscape.

Answer

CEO Mariam Sorond positioned resilient PNT as a 'backbone to AI,' emphasizing that accurate, real-time location and timing data is critical for AI applications like autonomous vehicles, critical infrastructure, and defense systems. She warned that without reliable PNT, AI-driven outcomes could be misguided, dangerous, and lead to mission failure in critical systems like power grids or drone swarms.

Mike Latimore inquired about the specific drivers for the strong growth in the master agent channel, sought confirmation of the double-digit organic growth outlook, asked about the expected software revenue growth rate, and questioned the valuation expectations for potential acquisitions.

Answer

COO Doug Gaylor and CRO Jon Brinton attributed the master agent growth to strong execution and focused, long-term relationships with a select group of partners. Gaylor reiterated the expectation for double-digit organic growth, highlighting the 30%+ growth in the software solutions segment. CEO Jeff Korn added that their M&A strategy focuses on acquisitions that will be accretive within three quarters.

Mike Latimore inquired about the drivers of the significant software gross margin improvement and its sustainability, the market impact of the Metaswitch acquisition by Alianza, and the progress of the Ecosystem Vendor Partner (EVP) program.

Answer

CFO Ron Vincent attributed the margin jump to strong revenue growth but guided for a sustainable full-year range of 73-75%, not the 78% seen in Q1. CEO Jeffrey Korn expressed confidence in winning Metaswitch licensees due to Crexendo's differentiated model. CSO Anand Buch noted the EVP program has a steady inflow of partners, with recent interest focused on AI and customer service applications.

Mike Latimore of Northland Capital Markets inquired about the impact of the Metaswitch acquisition on sales cycles with its customers and asked for details on the current onboarding process for migrating clients from Metaswitch and BroadSoft.

Answer

CEO Jeffrey Korn explained that customer reactions are varied, but any market disruption ultimately benefits Crexendo. President & COO Doug Gaylor noted that Microsoft's previous actions created significant uncertainty, driving opportunities. Mr. Korn also highlighted that Crexendo's migration scripts are continuously improving and its 'sessions, not seats' model provides a key advantage for new clients.

Mike Latimore inquired about the number of new logos and expansions for the quarter, the development status of tools designed to help migrate customers from Microsoft and BroadSoft, and the progress and financial potential of Crexendo's application ecosystem.

Answer

CEO Jeffrey Korn confirmed 8 new logos and 5 expansions in the Software Solutions segment. CSO Anand Buch added that the company has engaged a new partner to automate migrations from competing platforms. Buch also noted that while the application ecosystem is growing, with over 50 vendors present at their user group meeting, the immediate focus is on customer retention and differentiation rather than providing specific revenue guidance.

Mike Latimore of Northland Capital Markets inquired about the deployment of a prior large enterprise deal, the current enterprise pipeline, and the manufacturing capacity for TASER 10.

Answer

COO & CFO Brittany Bagley confirmed they are continuously ramping TASER 10 capacity to meet strong demand and noted that FUSYS is resonating well in the enterprise segment. President Josh Isner added that large enterprise deployments are complex but progressing well, providing key learnings for future projects.

Mike Latimore of Northland Capital Markets asked about the potential ARPU impact from the new AgenTeq AI and requested clarification on the percentage of AI revenue that is usage-based.

Answer

CEO & Chairman Mike Burkland explained that advanced solutions like AgenTeq AI have a price point about 25% higher than core AI agents, which should drive ARPU upward. He clarified that of the top three AI products, two are consumption-based (sold in pre-committed blocks, akin to subscriptions) and one is capacity-based, rather than being traditional pay-as-you-go usage.

Mike Latimore asked about the origin of the USV partnership, whether Palantir's software would be integrated with the new vessels, the key non-SRR customers for the year, and the expected trend for cash operating expenses throughout the year.

Answer

CEO Jeffrey Thompson detailed that the USV partnership originated from a search for combat-proven technology and that they are now jointly pursuing large government contracts. He confirmed Palantir's WarpSpeed OS will be used in the new Florida factory, creating a unique, integrated solution. Thompson identified key non-SRR customers as Border Patrol, first responders, and NATO allies, projecting that non-SRR revenue could equal or exceed SRR revenue in the second half of the year. He expects cash burn to decrease rapidly as drone deliveries from both product lines are now underway, improving margins and cash flow.

The analyst inquired about the financial impact of the new VNav software on guidance, the status of the company's transition to Palantir's operating system, and the potential for additional SRR funding in the current year.

Answer

The executive stated that revenue from the VNav software is not yet included in guidance and will be updated after a full quarter of sales. The company is in the early weeks of implementing Palantir's operating system, which is expected to improve margins. The company has requested an additional $100 million in SRR funds for 2025 but is not dependent on it, feeling comfortable with current guidance based on the expected LRIP.

Mike Latimore asked about the financial impact of the new Visual Navigation software on guidance, the status of the transition to Palantir's operating system, and the potential for additional SRR funding this year.

Answer

Executive Jeffrey Thompson clarified that revenue from the new Visual Navigation software, developed with Palantir, is not yet included in financial guidance and will be updated after a full quarter of sales. He noted the company is in the early weeks of implementing Palantir's operating system, which is expected to boost margins. Thompson also confirmed the company requested an additional $100 million in SRR funding for 2025, though this is not factored into their current outlook.

On behalf of Mike Latimore, Aditya asked about the outlook for meaningful bookings from the PlateRanger solution this year and whether the company anticipates further expansion in Puerto Rico.

Answer

Executive Alan Stewart projected PlateRanger bookings to be in the '$1 million-plus range' for the year, with a significant revenue increase expected next year. Stewart also confirmed that SoundThinking is in ongoing discussions with Puerto Rico to convert the current contract into a multi-year renewal and is also discussing potential expansions beyond the existing 30-mile coverage area.

Mike Latimore of Northland Capital Markets requested a breakdown of the projected incremental ARR growth for 2025 between gunshot detection and other product categories. He also asked to identify the top verticals showing momentum for the SafePoint weapon detection system.

Answer

Executive Alan Stewart estimated that of the ARR growth to approximately $110 million, about $8 million to $9.5 million would come from gunshot detection, with the rest from other products. Executive Ralph Clark identified the three primary verticals for SafePoint as healthcare, gaming centers, and select corporate sites, noting existing deployments in large financial institutions.

Mike Latimore asked for an update on the supply status for the Puerto Rico deal, including the percentage of materials received versus on order and delivery timelines. He also questioned the revenue recognition dynamic for Q3 and Q4 and sought confirmation on the project's long-term EBITDA and cash flow expectations.

Answer

CEO Richard Danforth stated that 100% of materials for the first three dam groups are received or on order, with all expected on the island by fiscal year-end. CFO Dennis Klahn confirmed that while initial materials for new dams will be recognized at cost in Q4, overall margins will improve as installation on earlier shipments begins. Klahn also affirmed that the project's long-term EBITDA and cash flow expectations are unchanged.

Mike Latimore asked for more clarity on the Puerto Rico project, specifically regarding deployment timeframes, revenue recognition patterns, and the potential for cash receipts from the fourth group of dams by fiscal year-end. He also inquired about the broader acoustic device opportunities following the Southern California wildfires.

Answer

CEO Richard Danforth explained that the Puerto Rico project work has begun, with the first three groups of dams expected to be substantially completed within the fiscal year, driving revenue in the second half. He noted it is unlikely cash for the fourth group will be received by fiscal year-end. Danforth also confirmed that the L.A. fires have generated a 'huge' amount of inbound traffic and opportunities for both LRAD hardware and software.

On behalf of Mike Latimore of Northland Capital, Vijay Devar asked for a breakdown of the PREPA contract's contribution to the total backlog and inquired about the company's plans to expand its software sales force in the coming year.

Answer

CFO Dennis Klahn explained that while the PREPA contract is the largest portion of the $40 million backlog, the company is not providing a specific breakdown at this time. CEO Richard Danforth confirmed that Genasys does plan to grow its software sales team, noting they have been hiring throughout fiscal 2024 and currently have 5 to 6 additional open requisitions they are actively looking to fill.

An analyst on behalf of Mike Latimore asked if TTEC has seen any delays in winning new deals or expansions and inquired about call volume trends in April and May compared to Q1.

Answer

CFO Kenny Wagers responded that there have been no significant delays. He noted that while new deal sizes in the Digital segment are smaller, the business flow is good. For the Engage segment, the pipeline and backlog remain strong. Wagers also stated that Q2 performance is expected to be very similar to Q1, with the trajectory of pipelines and sales motions remaining consistent.

Mike Latimore questioned the drivers behind the forecasted Q4 acceleration in the TTEC Digital business and asked about the sustainability of its growth into 2025.

Answer

CFO Kenny Wagers expressed confidence, citing deals that slipped from Q3 into Q4. Shelly Swanback, CEO of TTEC Engage, highlighted a healthy pipeline and strong deal flow from existing clients. Chairman and CEO Kenneth Tuchman added that as macro pressures ease in 2025, he expects clients to move forward with larger, delayed projects, which will fuel growth.

Vijay Devar, on behalf of Mike Latimore, asked for guidance on modeling gross margin for the upcoming quarters and for an update on customer retention rates within the recently acquired Amelia business.

Answer

CFO Nitesh Sharan declined to give specific gross margin guidance but stated that margins are temporarily impacted by the business mix from recent acquisitions. He outlined a plan to improve or exit low-margin acquired contracts over 18-24 months, with the medium-term goal of returning to pre-acquisition levels above 70%. On retention, Sharan explained that while specific rates for Amelia are not disclosed, the company has reinvested in customer success and sees a clear path to improving both gross and net retention, driven by new product offerings and an expanded set of use cases.

Mike Latimore questioned which of the recently acquired Amelia's use cases—customer engagement or internal IT support—is more prominent in the pipeline. He also asked about the typical pricing and contracting model for these SaaS offerings.

Answer

CEO Keyvan Mohajer stated that customer service use cases are more pronounced and aligned with SoundHound's history, though IT automation is a strategic upsell opportunity. CFO Nitesh Sharan clarified that the pricing model is a mix but is generally moving toward SaaS subscriptions based on interactions, with contracts often including success-based fees and pricing tiers for higher volumes.

Mike Latimore asked for details on the expected Q2 improvement in renewal rates, the trend in recent quarters, and whether there were noticeable differences in pipeline or bookings activity between U.S. and international markets. He also requested quantification of the pipeline growth.

Answer

CFO and COO John Collins stated that Q2 renewal rates are forecasted to show a 'significant improvement' and approach industry norms. CEO John Sabino attributed this to moving past a challenging renewal cycle and the success of new customer success initiatives. Regarding geographic trends, Collins and Sabino confirmed the pipeline improvement is across the board, not regionally specific, with Sabino noting the pipeline is 'significantly' better than last year. However, they declined to provide a specific quantification of the pipeline's growth.

Mike Latimore asked about the sustainability of the recent gross margin improvement, the progress of the legacy customer renewal cycle, and the meaning behind the company's 'no system overhaul' value proposition.

Answer

CFO and COO John Collins explained that the Q4 gross margin increase was influenced by temporary factors and expects margins to face pressure in 2025 from cloud migration costs. Collins and CEO John Sabino noted that the legacy renewal cycle, with its associated attrition, is expected to conclude in the first half of 2025, paving the way for positive net new ARR in the second half. Sabino clarified that the 'no system overhaul' benefit means clients can integrate LivePerson's digital solutions without replacing their entire existing contact center infrastructure.

Vijay Devar, on behalf of Mike Latimore from Northland Capital Markets, asked about the primary use cases for recent new logo wins and sought details on the competitive landscape and key value propositions for the recent 7-figure deals.

Answer

CFO & COO John Collins and CEO John Sabino detailed that key use cases include unified analytics for voice and digital, case management, and proactive outreach, with a growing trend towards sales applications leveraging generative AI. They noted the competitive landscape remains consistent, facing CCaaS providers and platform players like Genesys and Salesforce. Sabino emphasized that LivePerson's key differentiator is enabling "innovation without disruption," allowing clients to add advanced AI and digital capabilities without a costly and risky full CCaaS migration.

Mike Latimore questioned the sustainability of the improved subscription and transaction gross margins. He also asked if the subscription growth rate would continue to improve and what was driving the acceleration in transaction dollar volume.

Answer

Executive Scott Stewart affirmed that the current gross margin levels are sustainable, citing benefits from cost management, routing efficiencies, and higher average ticket prices. He reiterated the company is in line with its 15%+ subscription growth guide for the year. Both Stewart and CEO Ravi Venkatesan attributed the strong transaction volume growth to micro markets and Smart Stores, which facilitate sales of higher-priced items like fresh food, as well as a new 'smart retail' category for items like electronics.

Mike Latimore from Northland Capital Markets asked about the future outlook for gross margins, sought quantification of the improved implementation timeframes, and inquired about growth opportunities in Latin America.

Answer

Executive Scott Stewart stated that he sees room for transaction margin expansion, expects subscription margin to remain stable in the 88-90% range, and is targeting 10-15% for equipment margin in 2025. Executive Ravi Venkatesan quantified that implementation times have returned to the 6-week norm, down from a high of 4 months. Regarding Latin America, Ravi Venkatesan expressed confidence in winning at least one or two more large operators in the region.

Asked for clarification on AirDial bookings, the assumptions behind the improving margin dynamic, and the future outlook for IWG churn.

Answer

Executives confirmed that Q3 AirDial bookings surpassed Q2's record. The margin improvement is driven by lower R&D spending and a favorable revenue mix, not an assumed acceleration in revenue growth. They also indicated that some IWG churn could continue into the next fiscal year but is not considered fundamental to the outlook.

Mike Latimore asked for confirmation that AirDial bookings in Q3 surpassed the record set in Q2. He also questioned whether the improving margin outlook assumes the current revenue growth rate or an acceleration, and inquired if the expected IWG churn in Q4 would be the final phase.

Answer

CEO Eric Stang confirmed that Q3 AirDial bookings were indeed higher than Q2. CFO Shigeyuki Hamamatsu clarified that the Q4 margin leverage is based on the current guided revenue growth rate of about 5% YoY, driven by lower sequential R&D spending and a more favorable revenue mix. Regarding IWG, Eric Stang stated that while they work closely with the customer, some additional churn could occur into the next fiscal year but is not considered fundamental to the company's outlook.

Mike Latimore asked about the 2600hz sales pipeline, questioning if it's more skewed towards wholesale or CPaaS. He also sought clarification on the exclusivity of the new ILEC partnership and whether there is a firm deadline for the carrier's POTS line shutdown.

Answer

CEO Eric Stang responded that the 2600hz pipeline is currently more skewed towards the wholesale model, driven largely by customers seeking a Metaswitch replacement. Regarding the new ILEC partner, Stang stated that Ooma believes it is the exclusive provider for both POTS replacement (AirDial) and residential copper line replacement (Telo). He added that while there isn't a specific 'drop-dead date,' the carrier is 'eager to move forward' with the transition.

Mike Latimore asked for specific UCaaS and CCaaS growth rates within Intelisys, sought qualitative commentary on the impact of AI on the CCaaS business, and questioned if the 6% net bookings growth for Intelisys was a sustainable run rate.

Answer

Chair and CEO Mike Baur declined to provide specific technology growth rates, citing the new segment reporting strategy. He acknowledged AI as a future growth driver but noted their channel partners are not typically early adopters. Baur also clarified that the softness in the hardware business extends to Intelisys, suggesting that low-single-digit growth for the year is a more realistic expectation, aligning with overall company guidance.

Mike Latimore of Northland Capital Markets inquired about the sustainability of gross margins in the 30% range for 2025, sought clarification on the timing of the expected return to revenue growth, and asked about the key drivers for the forecasted market improvement.

Answer

CFO Julie Zeiler stated that while iRobot is pleased with its gross margin progress, the company is not providing explicit 2025 guidance at this time. She clarified that the company expects a return to full-year top-line growth in 2025, with the second half being stronger than the first. Executive Gary Cohen added that market growth is being driven by premium multifunctional docks in EMEA, a segment iRobot plans to enter, and a normalization of the U.S. market post-pandemic.

Mike Latimore of Needham & Company asked for an update on iRobot's strategy to reinvigorate its retail channel, details on the planned 2025 product portfolio refresh, and the company's long-term gross margin potential.

Answer

CEO Gary Cohen confirmed iRobot is actively re-engaging with retail partners, including those who left during the Amazon transition, using upcoming product launches to facilitate discussions. He noted the 2025 product roadmap aims to fill performance gaps across all price points. CFO Julie Zeiler added that the company expects continued gross margin expansion, driven by a new contract manufacturing paradigm and better-cost products, as reflected in the full-year outlook.

Mike Latimore asked for details on recent new customer wins, the completion timeline for the 'OneStack' platform, the significance of the March 1 and June 1 dates, the timing of sales and marketing investments, and the types of channel partners being targeted.

Answer

CEO Edwin Miller confirmed new customer wins in both enterprise and commercial groups across key verticals. He stated the 'OneStack' platform is now in the cloud, with legacy infrastructure being phased out soon. The March and June dates relate to delivering new applications and signals on the platform. Miller noted that sales and marketing investments are already underway and will be funded by efficiencies gained from the platform migration. He identified major CRM companies and dealership POS/DMS providers as examples of target channel partners.

Mike Latimore of Northland Capital Markets asked about the strong pilot growth, questioning if the value of pilots was as expected, and sought to understand the confidence behind the guided revenue acceleration in Q2.

Answer

CEO Thomas Siebel confirmed that pilot values are in line with expectations, averaging around $0.5 million for enterprise AI and $0.25 million for generative AI, with a 70% expected conversion rate. Regarding Q2 guidance, Siebel expressed confidence based on the company's consistent track record of meeting or exceeding guidance for 15 consecutive quarters, stating their forecast is the best indicator of future performance.

Mike Latimore of Northland Capital Markets inquired about a large 1,000-unit contract, asking about the deployment timeline, whether it involves new or existing locations, and its pricing model. He also asked about the scope of the new Texas contract, the performance of the All Traffic Data (ATD) acquisition, the competitive dynamics of recent Command platform wins, and the outlook for gross margins.

Answer

CEO David Desharnais explained the large contract is a mix of new and existing sites with a deployment timeline of approximately six months, weather permitting, and features a bundled hardware and subscription pricing model. He characterized the Texas opportunity as enormous, involving both maintenance and AI replacement. Desharnais also expressed satisfaction with the ATD acquisition. Regarding the Command wins, he clarified they are greenfield deployments in new regions, replacing manual processes rather than existing systems. CFO Eyal Hen added that gross margins are expected to be choppy but trend towards 50-55% in the near term, with a long-term goal of over 60%.

Inquired about the large 1,000-unit contract's deployment and pricing, the potential of the Texas market, the performance of the ATD acquisition, the competitive landscape for Command wins, and the gross margin outlook.

Answer

The 1,000-unit contract is a mix of new and existing sites with a bundled hardware/subscription model, expected to deploy over ~6 months, weather permitting. The Texas opportunity is enormous. The ATD acquisition is performing well. Command wins are greenfield, digitizing manual processes, and rolling out regionally as a faster path to statewide adoption. Gross margins are expected to be choppy but trend upwards from 50-55% to over 60% long-term.

Asked about the sustainability of service gross margin growth, the status of a large deal, the mix of the sales pipeline, the Net Dollar Retention target, and the competitive advantage in the Telenav win.

Answer

The company expects service margins to continue improving after a potentially flat Q1, confirmed one large deal closed with others pending, noted the pipeline is a mix of products and services, affirmed the 110% NDR target, and attributed the Telenav win to superior, multi-source data quality.

Inquired about the strength of Q4 bookings even if a specific large deal slips, the year-over-year growth of the sales pipeline, the trend of the service attach rate for sensors, and the general availability of labor.

Answer

The company expects strong Q4 bookings regardless of the timing of one specific deal, as other deals also shifted into the quarter. The sales pipeline is up substantially year-over-year. The service attach rate remains strong in the 20-30% range. The labor market is loosening for some roles like software developers, but remains tight for traffic engineers, though the company's internal hiring initiatives are proving successful.

Inquired about the catalysts for realizing the Voice business pipeline, pricing consistency for the voice AI product, the unique technological complexities of the QSR environment compared to standard call centers, and key technological advancements planned for the next year.

Answer

The pipeline is realized through pilot programs and direct fleet-wide deployments with franchisees. Pricing per store has been consistent, but it's an early market and may evolve; the California minimum wage increase is seen as a positive catalyst. The QSR environment is unique due to its narrow focus on a menu and the high expectation for speed and accuracy. The technology roadmap is focused on improving order accuracy, service speed, and upsell consistency to help operators combat rising costs.