2028 Long-Term Targets Post-CEO Departure
Q: Are long-term models through 2028 changing after Yossi's departure?
A: Management affirmed that there is no change to the long-term targets through 2028 despite the CEO transition. They continue to see the company as a growth company with a 24% CAGR in ARR and an EBITDA margin range of 20% to 25%. This strategic positioning remains intact.

CEO Succession Plan and Criteria
Q: How is the CEO search progressing and what criteria are being used?
A: The search began a few weeks ago with Tier 1 firms actively building a candidate slate. Management seeks the best leader without geographical restrictions, aiming for someone who can guide the company to the $1 billion-plus ARR mark, focusing on both growth and profitability, and making a significant impact.

Federal Sector Growth and Cellebrite Federal Solutions
Q: What is the federal sector's contribution and outlook with Cellebrite Federal Solutions?
A: The federal sector represents 20% of total activity and is expected to remain significant. The new Cellebrite Federal Solutions unit aims to expand the TAM in the federal space, accelerating growth with broader solutions and access to new programs. Meaningful financial impact is anticipated in 2026 and 2027.

C2C Platform Adoption and 2025 Conversion Expectations
Q: What are the updates on C2C platform adoption and 2025 targets?
A: The Case to Closure (C2C) platform is resonating well, but adoption is still at an early stage with tremendous growth potential among the 5,300 public sector customers. Management is confident in meeting the 2025 and 2026 conversion rates, expecting continued progress accelerated by cloud enablement efforts.

Net Retention and ARR Growth Drivers
Q: What's driving strong net retention and ARR growth?
A: The majority of ARR growth and net retention is driven by expansion within the Insights offering, including upgrades and higher volumes. Additionally, Guardian's ARR more than doubled in the past 12 months, contributing to growth from a small base with continuous implementation.

AI Capabilities Enhancing Opportunities
Q: How does AI in solutions expand customer opportunities?
A: Customers highly value the AI capabilities, leading to significant increases in investigative speed and efficiency. The C2C platform is AI-driven, and future offerings will include advanced media and text analysis, as well as cryptocurrency analysis, enhancing the platform's value and expanding opportunities.

Impact of U.S. Government Budgets on Performance
Q: How did government budgets affect performance this quarter?
A: The federal fiscal year-end made Q3 significant, with a strong performing quarter in federal business that met expectations. State and local government also performed well with no changes, providing confidence for 2025 and beyond. Predictable budgets and close customer relationships offer visibility into future funding.

Effects of Potential U.S. Administration Change
Q: Could a U.S. administration change impact business?
A: Historically, changes in U.S. administration have had no impact on the business. The increasing need for digital transformation in law enforcement drives demand regardless of political changes. Management is confident there will be no effect on future operations or budgets.

Investment in Sales Headcount
Q: Where will you deploy additional salespeople?
A: The company plans to invest in quota carriers specialized in investigative units to serve growing customer needs, particularly focusing on Guardian and Pathfinder. Investment in customer success teams will also enhance cross-sell and upsell opportunities, supporting growth in both public and private sectors.

Adjusted EBITDA Expectations for 2025
Q: Will adjusted EBITDA expand meaningfully in 2025?
A: While formal guidance for 2025 is not yet provided, management expects business growth to continue within the 20% to 25% EBITDA margin range, consistent with the long-term model, indicating stable margins compared to 2024.

CyTech Acquisition Contribution
Q: Any revenue contribution from CyTech this quarter?
A: The CyTech acquisition contributed slightly below $0.5 million in revenue this quarter, as previously indicated, reflecting a minimal impact on total revenue.

Increase in Professional Services Revenue
Q: What caused the $3 million increase in professional services?
A: The increase was due to a one-time event involving contracted specific services with an APAC customer, completed earlier than expected, contributing to the quarter-over-quarter revenue uptick.