LivePerson, Inc.

Good afternoon, ladies and gentlemen. Thank you for standing by. Welcome to LivePerson's fourth quarter 2025 earnings conference call. My name is Joe, and I will be your conference operator today. At this time, all participants are in a listen-only mode. After the prepared remarks, management team from LivePerson will conduct a question-and-answer session, and conference participants will be given instructions at that time. To give everyone the opportunity To participate, please limit yourselves to one question and one follow-up. And as a reminder, this conference is being recorded. I would now like to turn the conference over to Mr. John Perracchio, Vice President of Investor Relations. Please go ahead.

Thank you, Joe. Joining me on today's call is John Sabino, CEO at John Collins CFO and COO. Please note that during today's call, we'll make forward-looking statements, which are predictions, projections, and other statements about future results. These statements are based on our current expectations and assumptions as of today, March 12, 2026, and are subject to risks and uncertainties. Actual results may differ materially due to various factors, including those described in today's earnings press release and the comments made during this conference call, as well as in 10-Ks, 10-Qs, and other reports we fought with the SEC. We assume no obligation to update any forward-looking statements. Also during this call, we'll discuss certain non-GAAP financial measures. A reconciliation of GAAP to non-GAAP financial measures is included in today's earnings press release, Both the press release and the supplemental slides, which include highlights for the quarter, are available on the investor relations section of LivePerson's website, ir.liveperson.com. With that, I'll turn the call over to LivePerson CEO, John Sabino.

Thank you so much, John, and thank you all for joining us today. 2026 marks a clear transition for LivePerson, from rebuilding to execution. Over the past year, we've strengthened our foundation by improving our balance sheet, optimizing our cost base, and sharpening our operations across the company. We are now carrying this discipline into three primary areas of focus that we believe can drive LivePerson towards a return to growth. First, we are continuing to prioritize customer growth and retention by leveraging our leading technology and improved balance sheet to solidify customer confidence in LivePerson as a stable, long-term strategic partner. Second, we're continuing to innovate our core conversational cloud platform while scaling our recently launched Centrix platform to offer best-in-class AI-led engagement and assurance. And third, we continue to expand our technology partnerships to broaden our platform's reach and unlock new commercial opportunities. We believe that our disciplined execution across these three areas of focus can drive LivePerson towards a return to growth in the future. Turning to our results, we outperformed our Q4 guidance on both the top and bottom lines. Revenue was $59.3 million, above the high end of our range, driven by higher variable revenue. Adjusted EBITDA was $10.8 million, also above the high end of our guidance range, driven by our improved cost structure and disciplined operational execution in the quarter. Now let me provide an update on our product strategy. Last week, we reached a significant milestone with the launch of Centrix. Syntrix is our simulation and evaluation platform that allows brands to launch customer-facing AI agents with confidence and validate human agent readiness at scale. It provides the critical assurance brands need to unlock the value of AI across their customer journey. This emphasis on assurance addresses a clear gap we see in the market. Many brands are not limited by AI capability, but by trust. They struggle to move high potential AI initiatives to production because they lack the confidence in performance, governance, and compliance. They also lack a structured way to evaluate AI agent outputs and continually verify adherence to their governance guardrails. As a result, innovation stalls and business impact remains unrealized. Centrix is our direct response to this challenge. It provides the orchestration and assurance layer enterprises need to confidently deploy AI at scale. Originally introduced in November, Conversation Simulator is now the first capability within the Centrix platform. It enables enterprises to safely and continuously test, evaluate, and validate AI behavior by identifying drift and failures before they reach real customers. With the formal launch of Centrix earlier last week, we are expanding beyond simulation into a broader assurance vision. Over the coming quarters, we plan to add additional capabilities across simulation, analytics, governance, and auditability to support compliance. As the roadmap unfolds, we expect that Centrix will become a comprehensive assurance layer that makes AI more predictable at the enterprise scale. Importantly, Centrix was built to integrate seamlessly into existing enterprise ecosystems. Centrix is designed to work in concert with our core conversational cloud platform, but it is also model and platform agnostic. Our conversational cloud remains the system of engagement where customers' interactions occur. Centrix provides an assurance layer for a safer, more predictable, and compliant interactions as AI usage scales. Together, they form a unified platform that allows enterprises to deploy conversational AI with confidence. Centrix does not replace conversational cloud. It supercharges it. Additionally, Centrix is designed to deliver the same level of assurance whether customers are using conversational cloud or other CX or CCaaS platforms, including those we compete with. This allows enterprises to apply a consistent governance standard across increasingly complex technology and CX stacks. We plan to continue expanding our out-of-the-box integrations throughout the year while also enabling partners and customers to integrate Centrix with their preferred platforms and AI technologies. Commercially, Centrix is already gaining traction. We have successfully moved from early access to general availability with paying enterprise customers across banking, telecommunications, and technology. This early response, combined with a significant addressable market, positions us to accelerate commercial execution. At this time, we continue to see deeper AI adoption across our core conversational cloud platform. In Q4, over 20% of all conversations leveraged our generative AI suite. We're also seeing strong traction with Copilot Translate, the newest addition to our agent-assist portfolio. It enables brands to eliminate language barriers by embedding real-time, AI native translation directly into the agent workflow. We also remain on track to complete our multi-year platform modernization in the first half of this year. This milestone is foundational to our long-term scalability. We are transitioning to a unified architecture designed to support significantly higher generative AI traffic with improved resiliency. Completing this work positions us to reallocate resources towards accelerating product innovation in 2026. Moving to our go-to-market performance, we're seeing continued confidence from our largest enterprise customers. This is reflected in several significant renewals this quarter, including seven major financial services institutions, two major airline carriers, three leading telecom and internet service providers, and a major healthcare provider. These renewals underscore the durability of our platform, the strength of our enterprise relationships, and our ability to deliver measurable value across highly regulated and customer-centric industries. Our partnership with Google Cloud is also delivering significant early results. In the fourth quarter, we secured a multimillion-dollar renewal with an upsell, the major European telecommunications provider through the Google Cloud Marketplace. Based on conversations with several customers, we now expect a material amount of revenue to flow through Marketplace by the end of 2026. delivering measurable improvements in churn. This validates our strategy to simplify procurement, leverage existing cloud commitments, and expand LivePerson's adoption through partner-led channels. Our momentum with Google continues to deepen across both products and go-to-market. We've standardized on Google Gemini as a default LLM across our platforms and launched LivePerson's RCS channel. Together, these efforts strengthen LivePerson's position within Google's ecosystems, and expand the joint opportunities that we can pursue. We're also scaling our Google Marketplace motion to enable enterprise customers to seamlessly procure our solutions using their existing cloud commitments. Our teams are now aligned with Google's field organizations to streamline procurement and accelerate sales cycles. While still a phased rollout, we are already seeing tangible traction with multiple marketplace transactions in process and a growing pipeline of joint opportunities. Today, this motion is performing as a high-impact retention lever. By enabling our customers to tap into their existing Google Cloud commitments, we're moving live person directly into the heart of the CTO's strategic spend. This is a fundamentally different relationship that elevates our strategic conversations with current and future customers. As we continue to scale these transactions and strengthen our position within Google's own ecosystem, We are creating a direct incentive for their field organizations to move beyond renewals and begin transacting net new business with us. Complementing this is our strategic collaboration with IT Solutions, which has been a significant win for our mid-market segment. By reallocating resources in 2025, we have created immediate value and efficiency in this channel, reflected in improved renewal rates and expansion. As we move into 2026, We intend to deepen this relationship further. We've also launched LivePerson Sync in partnership with Coral Active, a leader in enterprise contact center integrations. This solution enables seamless integrations with systems like Salesforce, Microsoft, and ServiceNow, bringing CRM data and workflows directly into the conversation and creating a single, unified workspace for agents. By eliminating the swivel chair effect, we've embedded LivePerson deeper into our customer service operations, improving productivity and overall agent experience. As brands streamline their technology stacks and demand tighter integrations between engagement and execution, LivePerson Sync expands our strategic footprint within the enterprise by differentiating our platform, deepening customer relationships, and creating new long-term growth opportunities. We're already seeing strong interest with a healthy pipeline of opportunities. While there's still work to be done with retention and growth, we're beginning to see the benefits of more focused and then disciplined approach. We are encouraged by the traction with our partnerships and our ecosystem. As these alliances are already expanding our market reach and simplifying how customers do business with us. As we move further into 2026, we remain focused on rigorous execution to convert this early traction into long-term stabilization and growth. In conclusion, 2025 was a defining year for LivePerson. I am incredibly proud of the resilience and discipline our team demonstrated throughout this period. We successfully stabilized our foundation, improved our balance sheet, and delivered a strong finish to the year. We launched the first phase of Centrix with Conversation Simulator and opened a critical new growth channel with Google's Marketplace. We also meet significant progress in our platform modernization, which is on track for completion in the first half of 2026. This unified architecture is designed to support significantly higher generative AI traffic with improved resiliency. Building on this, we are now focused on scaling Centrix and accelerating high-velocity partnerships that expand our market reach. While there is still work to be done to further improve our capital structure, we are better positioned today to execute our strategy. For the full year of 2026, we're providing the following guidance. We expect revenue to be in the range of $195 million to $207 million, and we expect adjusted EBITDA to be between a loss of $4 million and positive $7 million. While this guidance implies a year-over-year decline in revenue, we expect to achieve positive net new ARR in the second half of the year. With disciplines focused on executing our strategy, We're positioning LivePerson as the foundational layer for governable AI at scale and building the path for long-term sustainable growth and shareholder value. With that, I'll turn the call over to John Collins. John?

Thanks, John. The fourth quarter marked a strategic and financial inflection point for LivePerson. We have rationalized the cost structure and improved the balance sheet, transitioning us from a period of rebuilding to one focused on innovation and commercial execution. Our fourth quarter results were driven by increased commercial traction within our enterprise customer base, including usage overages and high-value renewals and expansions. This traction reflects customer plans to move beyond AI experimentation to secure high-volume production applications. It also evidences growing customer confidence that our platform can enable that transition now and support evolving demands in the long run. While the fourth quarter's results and the guidance I'll discuss shortly are anchored by customer demand for our core platform, we believe the launch of Centrix is an important innovation in the market today and represents a meaningful strategic growth opportunity. Centrix is increasingly central to customer discussions on AI deployment across many use cases, creating the potential to capture broader AI spend across the enterprise. In terms of deals, we signed 40 in the quarter, including four new logos and 36 expansions. which translated to a slight sequential increase in total deal value. We also continue to see strong adoption within the banking, telecommunications, and airline sectors. These regulated industries rely on our leading technology for centralized AI-agnostic orchestration layers that ensure AI deployments are secure and effective. Improving customer retention, including renewals with seven financial services institutions, two major airlines, and several leading telecom and healthcare providers, underscores the strength of our platform amid a rapidly evolving market. These brands continue to commit to us because of our enterprise-ready platform and our improved financial foundation. Notably, over 40% of these renewals included expanding commitments. Complementing our direct sales motion, we are seeing clear validation of our partnership strategy through Google Cloud. A multimillion-dollar renewal and expansion we closed this quarter via the Google Cloud Marketplace is early proof of the potential opportunities. This partnership simplifies the customer procurement process and allows customers to optimize their return on pre-existing Google commitments. While this partnership is still early, customer reception has been strong, and we now expect that a material fraction of total revenue will flow through this channel by the end of 2026. Beyond Google, our partnerships with IT Solutions and Coral Active are contributing meaningfully to our commercial motion. These collaborations allow us to embed our technology more deeply into enterprise CRM workflows and deliver a high level of support down market, leading to improved renewal rates, especially within our SMB and MMB customer segments, all while incurring minimal additional overhead. This commercial strategy also helps us avoid the opportunity costs associated with the direct sales team taking time away from enterprise accounts. As for our fourth quarter financial results, total revenue was 59.3 million, above the high end of our guidance range. Note that the upside relative to guidance was driven primarily by higher variable revenue. Adjusted EBITDA was 10.89, also above the high end of our guidance range, driven by the benefits of the cost restructuring executed in the third quarter and ongoing disciplined operational execution. Revenue from hosted services was 51 million, down 15% year over year. Recurring revenue was 52.9 million, or 89% of total revenue. Professional services revenue was 8.3 million, down 36% year-over-year. Average revenue per customer was 680,000, up 9% year-over-year, driven in part by expansions with our largest customers and in part by customer retention. RPO declined to 176 million, consistent with the same factors driving declines in revenue. Net revenue retention was 78% in the fourth quarter, down from 80% in the third quarter. As a reminder, net revenue retention is a function of in-period revenue, meaning this metric will generally continue to decline until revenue begins to grow. Finally, in terms of cash, we ended the fourth quarter with 95 million of cash on the balance sheet. Turning to revenue guidance, we expect positive net ARR in the second half of the year. While we believe this leading indicator supports the path to future growth, the corresponding positive revenue impact in 2026 will be offset by negative net ARR in recent periods. As a result, we expect revenue to decline through the year with the rate of decline flattening in the second half. For the full year 2026, we expect revenue to range from 195 million to 207 million, approximately 92% of which we expect to be recurring. Note that commercial traction with newly launched Centrix primarily represents upside to the guide. For the first quarter, we expect revenue to range from $53 million to $55 million, a sequential decline of approximately $5 million at the midpoint from the fourth quarter. As for adjusted EBITDA for the full year of 2026, we expect a range from a loss of $4 million to a gain of $7 million. It follows that we do not expect adjusted EBITDA, less CapEx, to be positive in 2026. As for the first quarter, we expect adjusted EBITDA to range from $2 million to $5 million. Our expectation for slightly negative free cash flow reflects our attempt to balance many competing factors in order to increase long-term value creation rather than merely optimize for the near term. Making balanced investments in our go-to-market motion and product innovation will help us achieve positive net ARR in the second half of this year and sustain it going forward. Before taking questions, I'll briefly summarize a few key points. The fourth quarter marked a significant turning point, transitioning us from a period of stabilization to one of targeted execution. Our results confirm that the live person platform is essential to our enterprise customers and their planned AI deployments. We are now effectively leveraging high efficiency channels, such as Google Marketplace, to drive both customer retention and future growth. Rigorous cost management has allowed us to operate efficiently while still maintaining investment in three strategic priorities, retaining and expanding our customer base, continuously developing new features and capabilities for our customers, including delivering on the Centrix roadmap and strengthening our partner network. Looking ahead, we remain committed to the discipline execution of these pillars. With our cost structure now appropriately aligned to our expected revenue base and the fundamental value of our platform affirmed by our largest customers, we are confident in our trajectory to achieve positive ARR in the second half.

With that, operator, we can move to Q&A. Thank you.

Ladies and gentlemen, if you would like to ask a question, please press star 1 on your telephone keypad and a confirmation tone will indicate your line is in the question queue. You may press star 2 if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. And the first question comes from the line of Jeff VanRee with Craig Howland Capital Group. Please proceed.

Hey, this is Daniel Owen for Jeff VanRee. Just on maybe starting off with the bottom line and the current OpEx level, could you walk us through sort of what, you know, really nice decrease in the total OpEx for the quarter sequentially here in Q4? Is there anything one time about the OpEx in Q4? And then maybe just walking us a little bit about how you expect that to, it looks like, scale back up through 26.

Hi, Daniel. I'll start there. So the results in the fourth quarter for the bottom line are primarily driven, as we said, in the prepared marks by the larger structuring that we executed in the prior quarter. And there may be some one-time items, but it was primarily a structural change to our cost base. As we look forward, and as we described in the prepared remarks, we are looking to make investments in innovation on the product side, as well as our commercial presence. So those are, we view, necessary investments to ensure we're on a path to positive ARR in the second half.

Yeah, and then on the positive net new ARR in the second half, maybe you could walk me through. I think you said you expected revenue to continue posting sequential declines as you're adding net new ARR. Not sure. Maybe I missed something there. Not sure how that works out. Are you saying that ARR will grow sequentially in the back half, but non-recurring elements are going to show sequential declines since the revenue would still dip? Or maybe you could just walk through that again. And then just expanding a little bit on your confidence, whether that's what you're seeing in quotas or what you're seeing in the pipeline in terms of visibility out there to the back half.

Yeah, let me reconcile the revenue comment with the positive net error. So in recent quarters, we've had a large negative net error. The revenue impact we are feeling throughout 2026, that revenue impact will continue offset completely the positive revenue from the net error we expect to generate in the second half. So that's the reason for the revenue to sequentially decline. It's because historical customer losses are still playing through the P&L throughout 2026. As it relates to our visibility pipeline, I'll say a few words and pass it over to John Sabino. I mean, our guide reflects a healthy pipeline for the first quarter. And that includes some deals for the new product line centrics that we described. But importantly, most of the guide is predicated on demand for the core platform, which continues to be robust as we've described in the prepared remarks.

I'll second John Collins' comments. LP Sync, and just add a little bit of additional color, LP Sync and Centrix are new into the market. Centrix just becoming generally available last week. So it's going to take a little bit of time to build that up, but we are starting to see some of the efforts improving from the marketing and outreach that we've started to do with our commercial teams. So we believe that that will continue to improve throughout the year.

Yeah, and maybe last for me just on Centrix, if you could expand a little bit on the marketplace, the competitive landscape, what you were seeing there in terms of the need for Centrix, you know, was that customers coming inbound saying, hey, I need this sort of thing? You know, where was sort of the ideation? When did the development of that begin? And then maybe last of all, just the How do you expect that to evolve from here in terms of the roadmap it sounded? Maybe you could expand a little bit. I think you talked about additional functionality you wanted to add to that platform.

Yes. Let me start with demand. We initially saw a request for simulation capability to train both live reps and train AI agents. Simulations was our initial response to that, but what we started to see was that broadly, just about every AI initiative, whether it's live person's AI or someone else's, has had a number of challenges throughout an enterprise organization and its deployment and ability to create value for the customer. And this is due to compliance challenges and ability to enforce guardrails and just understand how a model is going to perform in the real world before it gets there. So we stepped back and took a holistic view of what the real challenge was. And essentially what you're seeing is that it's not whether or not you can deploy AI or have a conversation platform that's digital for your customers. It's really your ability to look at the quality of that and assure that it's going to work the way that you expect before it ever gets in front of a customer. So Centrix as a platform is a response to work with the live person platform and any one of our competitors, whether they be AI providers or CCaaS providers, to actually simulate, produce analytics, intelligent insights that can either self-heal or improve performance of a model. These are future things that we're working on to ultimately provide and adherence to a compliance framework. And ultimately, this would lead to overall governance for any AI or orchestrated digital customer journey across a varied tech stack. So that's the evolution of Centrix. It's really moved from, I just want to be able to simulate, train my people and or a bot into a much broader problem set that we believe that we can solve across a live person ecosystem or a broader digital CX ecosystem. where analytics, intelligent identification of issues and or compliance failures can be reported on and ultimately resolved, either before a bot or a customer agent is deployed or catching it if there is something after the fact.

Thanks, John. You're very welcome, Daniel. Thanks for the question. The next question comes from the line of Ryan McDonald with Needham and Company. Please proceed.

Hi, thanks for taking my questions. John, maybe just to follow up on Centrix off of that last response, can you just talk about the pricing model for Centrix and whether you're going to be sort of looking at token-based pricing? You know, if so, you know, what kind of visibility does that give you into sort of, you know, the revenue stream as sort of Centrix adoption grows? And then from, I guess, any sort of early signs from some of the first few deals for Centrix in terms of what sort of uplift this potentially creates within the renewals on the core customer base? Thanks.

Yeah. So let me start with the pricing model. The pricing model is conversation-based, so you can think of it as a consumption model. It's not necessarily seat-based, as you may have seen in some places in the past. And in order to build the model for the customer, we really do look at the number of bots and or agents they're trying to train and how many campaigns or things that they may be looking to either bring through an AI interaction and or human interaction. And so we propose a number of different models that represent a statistically significant simulation capability. So it's really based on the consumption and what the customer is trying to achieve. Now, with the early customers that we have, we have seen that this is a upsell opportunity as well as a retention capability. So early indications are that customers are using it in line with our models so that the conversation-based pricing accurately reflects what we believe we can do with a customer and is driving improvements that we've published publicly in terms of velocity of training new customers and savings, excuse me, velocity and training of new agents and savings for customers. So we're confident that this is going to drive bottom line value for customers. Right now we have dozens of opportunities that we're looking at. And now that we're GA with the product, we're hoping to see some of that is upside in the pipeline going forward. And it represents, you know, millions, not hundreds of thousands.

Excellent. I appreciate all the color there. And then on Google Cloud Marketplace, obviously continue to see some nice progress there and sort of growth in pipeline. Can you just give us a sense in terms of the, I guess, mix of pipeline sort of heading into 26 here that GCM represents sort of relative to some maybe the direct sales channel or other channels and then what kind of incremental leverage sort of continued sort of growth and success with Google Cloud Marketplace can sort of provide on your direct sales efforts? Thanks.

I'll start and then John, if you want to add, please feel free. Right now, Google Marketplace really does represent a retention lever for us. It's simplifying procurement and it's now elevating where the live person spend is typically being allocated within a technology budget inside of some of the large enterprises that we serve. So we see this represent a significant portion of how we do renewals going forward in the future because of the simplification of purchasing and or an already allocated portion of funding inside of our larger enterprise customers. As far as growth goes, we're starting to see those joint opportunities with Google. We have aligned our commercial teams and theirs, and there's incentives in place for them. to work with us now and drive some of the spend for live person through Google Marketplace. So, again, we see this as potential upside. To be very clear, right now it's a renewal and expansion play for us, but we believe it to be only natural to create additional new opportunities and potentially new customers through ease of transaction and aligned incentives with Google's field as well as our own. Go ahead, John. I'm sorry. I didn't mean to step on you.

Oh, the only addition I would make to that is just to emphasize that it exposes us to a new set of stakeholders. And so where we have previously been predominantly working with the head of care, we now have more access to CIOs, which could change the conversation for us by way of both renewals and potentially growth in the future.

Very helpful. I appreciate it. Maybe one more for you, John Collins. Can you just help us understand from sort of the quarterly flow on adjusted EBITDA? I mean, I know historically you've sort of ramped as you've gone throughout the year, but can you just help us understand, obviously you're making some incremental investments this year to try to drive that return to net new ARR growth in the second half, but how we should think about, it seems like Q1 is sort of the high watermark, you know, based on sort of the Q1 in fiscal year. 26 EBITDA guidance, but how we should expect that to sort of flow throughout the year. Thanks.

That is approximately correct. I expect Q1 to be the high point for the year as we emphasize that there is a need for investment on the product side and the commercial side. which we've already begun executing. So that will be additional cost relative to the Q4 run rate that's added this quarter. And we'll see that manifest per the guidance we provided throughout the year.

Thanks. Thank you. This concludes the question and answer session.

And this will conclude today's conference call as well. You may disconnect your lines at this time. And we thank you for your participation.