Ooma, Inc.

Thank you for standing by and welcome to UMA's second quarter fiscal year 2025 financial results conference call. At this time all participants are in a listen only mode. After the speaker presentation there will be a question and answer session. To ask a question during the session you will need to press star 1-1 on your telephone. To remove yourself from the queue you may press star 1-1 again. I would now like to hand the call over to Matt Robinson in Investor Relations. Please

go ahead. Thank you Latif. Good day everyone and welcome to the fiscal second quarter 2025 earnings call of UMA Inc. My name is Matt Robinson and I'm the director of IR and corporate development. On the call with me today are UMA CEO Eric Stang and CFO Shig Hamamatsu. After the market closed today UMA issued its fiscal second quarter 2025 earnings press release. This release is also available on the company's website in the wood.com. This call is being webcast live and is accessible from a link on the events and presentations page of the investor relations section of our website. This link will be active for replay this call for one year. During today's presentation our executives will make forward looking statements within the meaning of the federal securities laws. Forward looking statements generally relate to future events or future financial or operating performance. Our expectations and beliefs regarding these matters may not materialize and actual results are subject to risks and uncertainties that could cause actual results to differ materially from those projected. These risks include those set forth in the press release we issued earlier today and those risks more fully described in our filings with the Securities and Exchange Commission. The forward looking statements in this presentation are based on information available to us as of the date hereof and we just claim any obligation to update any forward looking statements except as required by law. Please note that other than revenue or as otherwise stated the financial measures to be disclosed on this call will be on a non-GAAP basis. The non-GAAP financial measures are not intended to be considered in isolation or as a substitute for results prepared in accordance with GAAP. The discussion of why we present non-GAAP financial measures and the reconciliation of the non-GAAP financial measures discussed in this call to the most directly comparable GAAP financial measures is included in our earnings press release which is available on our website. On this call we will give guidance for a third quarter and a full year fiscal 2025 on a non-GAAP basis. Also, in addition to our press release and 8K filing, the overview page and events and presentations page in the investor section of our website as well as the quarterly results page of the financial information section of our website include links to information about costs and expenses not included in our non-GAAP values and key metrics of our core subscription businesses. These are titled supplemental financial disclosure one and supplemental financial disclosure two. Additionally, our investor presentation slides include GAAP to non-GAAP reconciliation that also provides resolution of GAAP expenses that are excluded from non-GAAP metrics. Now, I will hand the call over to UMA CEO Eric Stang.

Thank you, Matt. Hi, everyone. Welcome to UMA's second quarter of fiscal year 2025 earnings call. Thanks for joining us. We have great results to present for Q2 and new developments to report as we look ahead. I look forward to reviewing our progress and outlook with you. Financially, Q2 was a strong quarter as we outperformed on all of our major financial goals. Q2 revenue was $64.1 million and Q2 non-GAAP net income was $4.1 million. Both results were above guidance and up nicely versus Q1 of this year. Q2 cash flow from operations was $7.1 million, which is close to double what we achieved both in Q1 of this year and in Q2 a year ago. With the improved cash flow, we were able to reduce our debt by $3 million in the quarter to $8.5 million at the end of Q2. We also spent approximately $1.8 million in Q2 to repurchase stock to help offset dilution from vesting of stock grants. It's great to be ahead of where we thought we would be financially at this point in our fiscal year. As in Q1, UMA Business, which comprises our UCAS, POTS replacement, and wholesale solutions, performed well in Q2. UMA Office, our small business UCAS solution, was buoyed by new feature releases, including several customer engagement features to enable our customers to connect more effectively with their customers, and two new integrations, one with Square and the other with Intuit QuickBooks. The release of features such as these helps enable UMA Office customers to trade up to a higher price service tier and also expands the appeal of UMA Office to businesses of a larger size. In this vein, we're excited about our development roadmap for UMA Office, which includes leveraging the capabilities of our 2600 Hz acquisition to launch more sophisticated call center features later this year. UMA Airdial, our POTS replacement solution, also made good progress in Q2. We further enhanced our differentiation versus other solutions with the launch in Q2 of Call Alerts, which informs customers when Airdial calls are placed and can be of critical value in life safety applications. We believe we are the only POTS replacement provider to offer this feature. Likewise, our investment to expand our sales and marketing reach is generating more opportunities and sales momentum. Once again, in Q2, we closed more new customers for Airdial than any previous quarter. As in prior quarters, we also added new Airdial resellers in Q2. Here I have some special news. We have been told by an incumbent local exchange carrier that they plan to resell Airdial beginning later this year. This is exciting because of the size and scope of this new partner, who we believe is one of the top 10 largest service providers in America. As a large incumbent carrier, they have a vast number of customers they serve today with POTS lines that will ultimately need to be replaced. We expect to be able to provide more detail about this, including the timing for launch, on our third quarter conference call. We believe this is a breakout win for Airdial. 2600 Hz, our wholesale and developing CPath solution, saw expanded customer interest in Q2, both domestically and internationally. We are increasingly excited by the level of interest in the 2600 Hz platform and scope of market opportunity, in part due to the MetaSwitch -of-life announcement and the effect this is having in the marketplace. We believe the leading capabilities of the 2600 Hz platform, the enhancements we are making by integrating UMA technology and applications into the platform, and the steps we are taking to broaden the platform to serve select CPath applications are all driving strong customer interest. As well, the aging nature of competitive platforms is driving market opportunity. You'll recall we announced a very large customer win for 2600 Hz last quarter and believe this customer will become one of our largest customers in the future. I'm pleased to report that we are on track to launch with this customer this fall. I'm also pleased to report that in Q2, this customer chose to expand the scope of our relationship and adopt more capabilities of the 2600 Hz platform than originally envisaged. We were able to upsell this customer to a more turnkey solution, thanks to our efforts to integrate UMA applications and technology into the 2600 Hz platform. While this customer is of course receiving a lot of our attention, I'm also pleased to report they are not the only new 2600 Hz customer we expect to roll out with this fall, and we see a significant and growing pipeline of opportunity. It's difficult to foresee the revenue we will drive in the back half of this year from 2600 Hz expansion, but we anticipate positive momentum. On the residential front, UMA Telo also performed well in Q2. We remain excited about the residential market opportunity, especially now that residential POPs lines are also increasing in cost and starting to sunset. We believe Telo can be an ideal solution to replace residential copper lines. In this regard, I'm extremely pleased to report that the large incumbent local exchange carrier I mentioned earlier has also told us that they plan to replace the residential copper lines across their business with UMA Telo, and they are actively engaged with us to start doing so. Together, we have selected one local market to launch this fall as a test to refine the deployment process. We anticipate this carrier will resell the Telo solution and convert their residential copper base over time. We expect this first market rollout to begin late in our Q3, and we expect to be able to provide more information on our next earnings call. While we don't yet have clear visibility to predict the impact of this on our business, we can say that the market potential afforded by this carrier is very large indeed, and is meaningful relative to the size of our current residential business. Before I turn it over to Shig, I'd like to make one more comment about UMA's strategic direction. We are fortunate to have invested in several premier solutions with tremendous market potential. In doing so, we have spent heavily on creating these solutions and developing our current strategic position. As such, as we look forward, we feel we are reaching a turning point where we can increasingly capitalize on the investments we've made and the market opportunity they afford. In this regard, we also anticipate that we can drive increased bottom line results as we endeavor to capitalize on our competitive advantage and succeed in our target markets. I will now turn the call over to Shig, our CFO, to discuss our results and outlook in more detail and then return with some closing remarks.

Thank you, Eric, and good afternoon, everyone. I'm going to review our second quarter financial results and then provide our outlook for the third quarter and full year fiscal 2025. Our second quarter revenue was $64.1 million, solidly above the high end of our guidance range and was up 10% year over year, driven by the strength of UMA business as well as the addition of 2,600 hertz. In the second quarter, we saw better than expected revenue contributions from many of our offerings, including Airdial and 2,600 hertz. Also we did not see any material seat reductions from IWG during the quarter, although we now believe the reductions we had originally anticipated in Q2 have been deferred to the second half of this fiscal year. In the second quarter, business subscription and services revenue accounted for 60% or total subscription and services revenue as compared to 57% in the prior quarter. Q2 product and other revenue came in at $4.6 million as compared to $3.6 million in the prior quarter. On the profitability front, the second quarter non-GAAP net income was $4.1 million, above our guidance range of $3.6 to $3.9 million. Now some details on our Q2 revenue. Business subscription and services revenue grew 15% year over year in Q2, driven by user growth and the addition of 2,600 hertz. Excluding 2,600 hertz revenue contribution, business subscription and services revenue grew 9% year over year. On the residential side, subscription and services revenue was down 1% year over year. For the second quarter, total subscription and services revenue was $59.6 million or 93% of total revenue as compared to $54.7 million or 94% of total revenue in the prior quarter. Now some details on our key customer metrics. We ended the second quarter with ,244,000 core users, which is up from ,239,000 core users at the end of the first quarter. At the end of the second quarter, we had 500,000 business users or 40% of total core users, an increase of 12,000 from Q1. Driven by user additions for UMA office, UMA enterprise, and Airdial. Our blended average monthly subscription and services revenue per core user or uproot increased 4% year over year to $15.07, driven by an increase in mix of business users, including higher uproot Office Pro and Pro Plus users. During the second quarter, we continued to see a healthy Office Pro and Pro Plus take rate with 58% of new office users opting for these higher tier services, which was up from 55% in the prior quarter. Overall, 31% of UMA office users have now subscribed to these higher tier services. Our annual exit recurring revenue grew to $233 million and was up 8% year over year. Our net subscription retention rate for the quarter was 100% as compared to 99% in the first quarter. Now some details on our gross margin. Our subscription and services gross margin for the second quarter was 72% as compared to 72% in the prior year. As a reminder, subscription and services gross margin for the second quarter this fiscal year included an impact of 2600 Hz gross margin, which is running lower relative to UMA subscription gross margin. Product and other gross margin for the second quarter was negative 69% as compared to negative 73% for the same period last year. As anticipated, we have substantially completed consumption of higher cost components we had procured during the pandemic in the second quarter. Accordingly, we expect product and other gross margin will start to normalize in the negative 55% range in the second half of this fiscal year. On an overall basis, total gross margin for Q2 was 62% as compared to 63% in the prior year quarter. Now some details on our operating expenses. Total operating expenses for the second quarter were $35.2 million, up $2 million or 6% for the same period last year. Excluding the impact of 2600 Hz, the total operating expenses increased $0.2 million from the same period last year. Sales and marketing expenses for the second quarter were $17.6 million or 27% of total revenue, which is down 1% year over year as we controlled our spending to increase profitability. Research and development expenses were $12.2 million or 19% of total revenue, up 15% on year over year basis, driven mainly by the addition of 2600 Hz team members. G&A expenses were $5.4 million or 8% of total revenue for the second quarter compared to $4.9 million for the prior quarter. The year over year increase in G&A expenses was primarily due to increases in personnel and audit related costs. Non-GAAP net income for the second quarter was $4.1 million or diluted earnings per share of 15 cents as compared to 15 cents in the prior quarter. Adjusted EBITDA for the quarter was $5.6 million. A record for the company was 9% for total revenue as compared to $4.9 million for the prior quarter.

We

ended a quarter with total cash and investments of $16.6 million. Cash generated from operations for the second quarter was strong and at $7.1 million it was a new quarterly record for the company. On a trailing 12-month basis we generated a record $18 million of operating cash flow and $12 million of free cash flow which represented 69% and 154% increase respectively over the same period a year ago. We paid out a debt by $3 million in the second quarter and reduced the outstanding debt balance to $8.5 million. On the headcount front we ended a quarter with 1130 employees and contractors. Now I will provide guidance for the third quarter and full fiscal year 2025. Our guidance is on a non-GAAP basis and has been adjusted for expenses such as stock-based compensation, amplification of intangibles and certain nonrecurring gains and expenses. We expect total revenue for the third quarter of fiscal 2025 to be in the range of $64.2 million to $64.6 million which includes $4.3 to $4.5 million of product revenue. We expect third quarter net income to be in the range of $4.1 to $4.3 million. Non-GAAP diluted EPS is expected to be between 15 cents and 16 cents. We have assumed $27.5 million where the average diluted shares outstanding for the third quarter. For full fiscal 2025 we are raising both revenue and profitability outlook. We now expect total revenue of $254 million to $255.5 million. The full year fiscal 2025 revenue guidance assumes business subscription and services revenue growth rate of approximately 13% over fiscal 2024 while residential subscription revenue to decline 1%. In terms of revenue next full year we expect 93% to 94% of total revenue to come from subscription and services revenue and the remainder from products and other revenue. As for non-GAAP net income we now expect it to be in the range of $15.7 to $16.2 million. Based on this guidance range we estimate adjusted EBITDA for fiscal 2025 to be in $21.5 million to $22 million. We expect non-GAAP diluted EPS for fiscal 2025 to be in the range of 57 cents to 59 cents. We have assumed approximately $27.5 million where the average diluted shares outstanding for fiscal 2025. In summary we are pleased with our solid Q2 results with record adjusted EBITDA in free cash flow and remain focused on executing to a long-term strategy to achieve profitable growth. I will now pass it back to Eric for some closing remarks. Thank you,

Shig. It's been a pleasure to talk with you today about our great Q2 results and our progress to grow our business. The next two quarters should be very interesting for UMA as we attempt to roll out and expand new customer relationships and we look forward to being able to share more with you as these opportunities unfold. Thank you. We will now take questions.

Thank you. As a reminder to ask a question you will need to press star 1-1 on your telephone. To remove yourself from the queue you may press star 1-1 again. Please stand by while we compile the Q&A roster. Our first question comes from the line of Brian Kinslinger of Alliance Global Partners.

Great. Thanks so much for taking my questions to a couple. The first one is are there any updates on the sales cycle or install pace for Airdial customers, the enterprise ones?

Nothing special to report. We've talked about the sales cycle and pace in the past and about how customers sometimes start with a portion of their needs and even proof of contest before they move to full rollout. But all the pressures are there in the market and we do see the market developing as we'd expect as pot lines become even more expensive and more sunset. But no, it's still a process with the larger customers. With the smaller customers we can move pretty quickly. Most often when you've got a customer that just needs a few lines we'll have it installed within a month.

Great. Thank you. And then you talked about the top 10 service provider in the US selling Airdial to its residential customers. Is the sales, the execution of the sale on them and will we see, let me change it, do you expect to see the residential customers and users begin to increase in the second half of the year or early next year? How do you think this might impact your results on the residential side?

Yeah, well first of all to clarify, this incumbent local exchange carrier, I talked about their doing two things with us. With their reselling Airdial, which will go to their business customers, which they have a lot, and reselling Umatello, which will go to their residential customers, which they also have a lot. I think both are quite significant for us as a company, but I'm not yet ready to give guidance on what we'll mean for next year. But these are terrific new opportunities for Umma. We believe we're the only provider they're working with. And since they own or manage all of these residential and business copper lines, they have direct customer access, they have trucks they can roll out to switch customers over. They have the ability to move at whatever pace they choose to move. And so we expect it to be a very exciting opportunity for us that will unfold, particularly over the next three or four months as they go through the trial on the residential side, which I mentioned, and as they get the Airdial product launched into market.

I want to follow up on that. You mentioned they can move as fast as they want, so the consumer, the user on the residential side won't have to opt in.

These are residential consumers that they have today. They do have to give, I think, maybe a 90-day notice for some laws that exist around this. But if they're going to shut off your POTS line, your residential line, and they give you that 90-day notice, as a residential customer, I guess you have a decision to make. You can say, yeah, come in and switch it out with a tello, or you can say don't. But they have control over their customers and how they handle them, I believe.

Great. That's helpful. Last question, Prashig. I think I asked this last quarter, too. I'm not sure if I'm going to be able to answer that question, but with revenue in the third quarter and fourth quarter looking similar to what was just reported with a similar mix, and the gross margin of hardware coming down by 15 points or more, I guess I'm wondering why the adjusted net income guidance looks similar in the third quarter and fourth quarter compared to what was reported in the second quarter, if that makes sense.

Yeah, I understand. So part of it is, you know, obviously the guidance for revenue, let's say first, includes the impact of anticipated term. Now it has slipped from Q2 to second half with IWG I talked about. So there's a little impact of that is factored in in a second half. And also the product revenue, you know, I think I got it to 4.1243 in Q3. Some of those product revenue, by the way, what I'm going to say is unrelated to Airdial. So something other than Airdial, there's some one-time installations that we're expecting in Q3 that may not recur in Q4. So there's some one-time revenue plus in Q3 that's not a recur Q4. And also this is impact is impacting the revenue pace Q3 versus Q4. And yeah, so those are main drivers. You know, I think the Q3, excuse me, Q2 sales and marketing spend we controlled well. We made sure that we were investing in the right channel. But to the extent that we, you know, want to look closely at the opportunity to, you know, to 28 percent range instead of 27 percent. So there's some puts and takes that lead into the guidance number. But having said that, you know, we're still looking at the nine percent EBITDA based on a guidance, even the margin for second half, which should put us to nine percent, even the margin for the whole of the year. So that's, you know, versus eight percent what we're guided to coming out of the year. So, you know, I think there's some more work we can do to improve. But we're happy to see where we are going into second half to improve the profitability much better than what we guided to

at the beginning of the year.

OK,

thanks. I

think that the other thing, Brian, so just finish up my thought. There's a little bit of seasonality to a GNA expense, namely the audit fees. We get billed more in the second half as we get into the kind of a heavier set of audit cycle in the year. So that's the other factor impacting the off-tax a little bit higher for GNA in the second half.

OK, that makes a little more sense because it sounds like you're going to save a million dollars on hardware gross margin, the exact same split of revenue. So to me, that million dollars may be explained by GNA, but other than that, it would be a little bit. Yeah,

maybe I should have said that first, but that's one of the bigger factors in thinking about how you model that next two quarters.

OK, thank you. Yeah, thank you.

Thank you. From the line of Mike Latimore of Northland Capital Markets.

All right, great. Thanks. Yeah, great. Great results and some interesting updates here. I guess first on 2600 Hertz, obviously you have a nice big customer you're launching. I guess as you look at the pipeline, is the pipeline more skewed towards sort of a wholesale model or CPAS customer?

Well, I think it's more skewed towards the wholesale model today. We have many customers talking with us who have met a switch in particular and are trying to figure out what they're going to do next. And the CPAS model is something that's evolving for us. We did make some advances on that front in Q2 that I didn't even get into in my script to start the process of strengthening what we do for that type of service delivery. But no, the very big opportunities that we're chasing today are largely wholesale opportunities. One, though, that comes to mind is CPAS, where we'd be replacing another CPAS provider. So it's a little bit of both, but that's how we see it.

Okay. And the ILAC announcement is very interesting. I guess, did you say that you are the exclusive vendor into the business channel there or is it the preferred vendor?

What I said is we believe we're the only vendor for a POTS replacement solution, and we believe we're the only vendor for a residential copper line replacement solution. We think they're working only with us and we're...I mean, that shouldn't be surprising, though. I mean, if you look at the products in the market today, the features and capabilities of our Airdial solutions stand above others. And similarly, our residential solution has been rated the number one phone service in America by Consumer Reports for like 10 years. But yes, we think that this is a very new...it's a breakout for us because it's the first partner we've signed up who has their own residential lines to go replace themselves. And it's also the first time we've signed up a partner who's going to take our residential solution into the residential marketplace. Both of those are big wins for us. And the fact that this is, we believe, a top 10 ILAC in the country, this could turn out to be quite significant for UNMA over time.

And do they have a sort of drop dead date where their POTS lines go away and, you know, would be a catalyst for both these segments,

sir? I will answer that a little bit differently by saying I think they are eager to move forward.

Okay. All right. Makes sense.

Great. Thanks very much.

Thank you.

Thank you. Our next question comes from the line of Josh Nichols of B. Riley.

Yeah, thanks for taking my question. Good to see some upside on the top line, not just for the quarter, but for the year. Sounds like you got a few irons in the fire, but I'm kind of curious if you were to think about the back half and the upside revenue guidance. How would you attribute that if you were kind of bifurcated between the core business offering that you guys have, Airdial and 2600 Hertz? How is that being driven?

Well, our core business offering is our business solutions. And whether it's delivered, whether they're delivered in a wholesale way with 2600 Hertz or to small businesses with UMA office or larger businesses and particularly hospitality hotels with UMA enterprise or, you know, our POTS replacement solution, which is more akin to our residential solution in some respects. It's, we focus on growing all of those and all of them are growing. And now the market dynamics are a little different across the three. I mean, the competitors we face and the competitive position we have is different across all three. And two of them, wholesale and POTS replacement aren't traditional UCAS. And I think that's a, it's nice to be diversified as a company across different areas. But even our UCAS solution, given our focus on small business, sets us apart from most of the rest of the industry. It's our intent to grow all three and grow all three well. Now, obviously, Airdial is growing off a smaller base. So, you know, not surprisingly, I think it'd be fair to say that's the fastest growing of the three segments today. But we announced a huge customer win a quarter ago. It's funny how it's almost old news now, but they'll be rolling out this fall. And as I said, we expect them to get to be one of our very largest, if not largest, customers over time. And that's just one win on the wholesale front. So we've got great opportunities across all three. And we kind of look at it as Ooma business today. A lot of our teams are combined. We try to drive synergy across all three of those areas.

Thanks, Kevin. I know the 2600 Hertz margin profile is a little bit lower, but the company's actually seen subscription and services gross margins start to increase again, sequentially, at least for the last couple quarters. I'm just curious, when you look at that piece of the business, Shig, do you think that there's room for that margin to continue to expand from current levels in the back half now that the integration is largely complete? Or what are the margin dots for the subscription piece in the back half?

Yeah, we certainly think that there's more room to improve on 2600 Hertz. And the team is constantly working on the opportunity to do that. I think for the remainder of the year, we're still projecting around 72 percent margin round number. Part of it is, while we continue to increase the 2600 Hertz specific gross margin, we probably will continue to invest a little bit more into the air data support, things of that nature. So there's a little bit of offsetting going on. But certainly, going into next year, obviously we're not diving into next year, but we should start to see another additional step of improvement on subscription gross margin as we continue to grow the

business. And that's subscription revenue. Thanks. So then I guess like last question for me,

in terms of timing, it looks like you have a lot of stuff that's starting to come online in the second half of this year. Some new air data opportunities as well that we've talked about recently, as well as 2600 Hertz seems to be benefiting from the MetaSwitch news. Fair to assume, whenever you look at like how you guys have laid out the guidance for this year that, well, you're not providing any formal guidance for next year that you would expect at least a decent acceleration and growth rate based on kind of the irons that you guys have in the fire today, at least on the subscription boost?

Well, that's certainly what we're driving towards. And I do think these large customer wins have the potential to be a real adder to our growth rate. We said at the start of this year that the guidance we gave, we wanted to drive north, which is to say either grow faster or make more money or both. I think we'll be able to do both next year. And obviously we have to get to the end of this year and be able to give you guidance and so we'll know at that time. But the two large customer wins we've announced the last two quarters are just, have the potential to be massive for us. And we're not done. We are hopeful to have further wins here even this year. So, yeah, we're trying to build up the building blocks that can be very clearly looked at to estimate what we hope will be a faster

growth rate next year. Thank you. Thank you.

Thank you. Our next question comes from the line of Eric Martinuzzi of Lake Street Capital Markets.

Yeah, I wanted to follow up on the ILAC win. Was there any other competitor on either the business side or the residential side that kind of gave you a run for your money or caused the awarding of it to maybe get slowed down versus what you thought? Or is it pretty much you're writing the RFP and winning the RFP?

Well, we're in a competitive market. There's no doubt. I mean, most companies have competitors and I'm sure that this new customer did their homework. I can tell you that we've been working with them for a while and have been through much of Q2. We were doing development in conjunction with them to be ready for the Q3 residential rollout that we talked about. So, but I don't think it was too hard for Uma to stand out. I mean, our air dial solution and our residential solution, I think, have so many competitive advantages and can be offered at such a great value that I think the important thing is getting to the top. To the point where customers like that make the decision they need to do something and start the process to do it. And I think with the pots replacement market, it's just, you know, a year ago we talked, of course, that you hadn't even heard about the need. Now most customers have kind of heard about this, but we haven't really hit the inflection point where the market, I think, turns and a lot of people need to do something. But we're getting there. One analyst that talked with us told us they think only about, I mean, like sub 5% of the lines that need to convert in the US have converted so far. I don't know how they quite get that number, but I can tell you that we have one this one large customer and we have other conversations going on where we're starting to see potentially large partners get to the point where they know they need to do something and they're considering what they're going to do. And that's great for us. That's what we've been building to for the last two years, in all honesty. So it's got us excited.

So that's pipeline that could potentially convert here in FY 25?

Yeah, we will get sales in FY 25, which is to say the back half of this year, and we should go into FY 26, which starts February next year with a lot of momentum.

Okay. And then for the business growth rate, your guidance is based on 13% for business and residential at a minus 1%. Just looking quarter by quarter, the trend is actually going the other way. Q2 versus Q1 on the business side at 9% versus the 12% we had in Q1. Is that just a question of the lumpiness of the quarter by quarter and that we've got a back either a backlog or a pipeline that substantiates that full year at 13%? What's behind the guide?

Yeah, that is mainly due to the EOB growth rate for our largest customer, IWG. So if you recall that last couple quarters, the new SEED additions at Regis has been relatively low compared to, let's say, Q2, Q3, Q4 last year. So if you think about Q1, we had more benefit of having user additions in the prior 12 months. Now you go to Q2 now, and we have less benefit because we didn't add as many in the last couple quarters. Plus we had a turn in Q1, half of the large turn we talked about. So really the driver there is the Regis EOB growth

has been lower a quarter by quarter. Thank you for taking my questions.

Thank you.

Thank you. Our next question comes from the line of Arjun Bhatia of William Blair.

Hi, this is Chris Lundberg-Arjun and I'll add my congrats on a great quarter. So it's nice to see that retention influx up to 100. Could you give us a sense for what some of the main drivers were there and how you see this trending over the next few quarters? Is this the start of a trend or will that not be consistent until we get through the full IWG feature?

Sure. The main drivers improving 100% I think is we had a little better term for business users in particular this past quarter. So that certainly helped us to take up a bit to 100% from 99% last quarter. To your point, in terms of short-term looking forward, I do think that it could get back down to 99%ish when the large turn in the second half from IWG we're expecting when that happens. Right now most of it looks like it could happen Q3, maybe some in Q4, but that could pull us back down to 99%. So my sense right now is we're going to hover between 99% and 100% in the foreseeable future.

Got it. Thank you. That's helpful, Kala.

And then we're about a quarter into the launch of Airdial in Canada. I was wondering if you had any early feedback from customers and how things are going in that market.

Thanks. Yeah, I'm glad you asked about that. It's also a good start, but honestly I don't think we've put enough market development into Canada yet. We do have a party up there that we've worked with that is starting to resell Airdial, which is great. We've had some wins, but I think there's a lot more market opportunity than what we've tapped into yet. So it's just something we need to

keep executing on.

Again, ladies and gentlemen, to ask a question, please press star 1-1 on your telephone. Again, that's star 1-1 on your telephone to ask a question. We have a follow-up question from Brian Kinslinger of Alliance Global Partners. Thanks

so much. I have two follow-ups. The first one is, can you provide an update on that large 2,200 Hertz customer? You had mentioned it has the potential to add 100,000 seats, I believe, last quarter. How do you see that rollout playing out over the next four to six quarters? I guess is there a committed number of lines that they've communicated over the first 12 months?

So my expectation is they will launch their product in beta form in the market in September, and that'll be a great step for them. How long that beta lasts is hard to say. I could see it lasting months, couple, two, three months, because it's a very elaborate new solution that they're bringing to market versus what they've had in the past. I think that means by closer to year end, they're ready to go GA with it and really roll it out. And how fast they roll it out across their customer base, I don't know, but I'm sure they will give us more guidance at that time. But I could see them rolling out to most of their customer base through next year, and if they do that, we'll be a long way towards that 100,000 user number, if not above it. So, yeah, I think it's clearly the platform of the future for them, and they put a lot of work on their side, using the APIs in the 2600 Hertz platform to really build a custom solution for the market that is just what they want to bring to market. So I think they're going to move as fast as they can with it once they get over the step of the beta process. Great. So, yeah.

That's helpful. And then my other question is relate to that local carrier you discussed on this call. Can you, if you, maybe you did already, I missed it. Can you size both the residential and enterprise opportunity in terms of lines?

No, I think at this point I would rather just say that we believe they're a top 10 ILEC in the country. That means they're going to have hundreds of thousands of residential copper lines and hundreds of thousands of business lines that they serve today. And I think I'll leave it at that for now. But, you know, it's clearly a big number.

Okay. Thank you so much.

Thank you. Thank you. Our next question comes from the line of Matthew Harrigan of the Benchmark Company.

Thank you. It's nice to see that that carrier is also taking Cello as a compliment to Airdyle because it hasn't gotten nearly as much attention. Can you talk about, a little bit more about sizing the cam on Cello and what it would be internationally, I guess especially in Europe given the regulatory differences? And I had two more questions after that.

Yeah. Well, we don't sell Cello in Europe today. We could certainly do it. But we have not customized the product for that marketplace. Okay. Here in North America, we, gosh, the SEC puts out numbers with delay. But I guess you could estimate around 40 million residential pot lines in use today in North America. So it gives you a sense of what's out there that's going to have to change over. I know that this is an interesting statistic that gives me, is meaningful to me. When we see a more rural entity who might be working with us roll out Cello across their base, they get 20 to 25% take rate of the homes they pass. And that tells me people want to have home phones. They want to be able to call 911, have something that works well from home in maybe more cellular challenge locations. So, yeah, I think the real challenge with residential is just getting to those customers and having a partner who can directly do that because they already have the customers is

going to be a great step.

And you did say in relation to that, I like that this is a company that has one of the top ten number of consumer relationships. So we can infer that we're probably at the high end of the league table on that one. If you interface the Venn diagrams, I would say that's fair.

I'm not sure what you just said exactly, but I really can't say more than that. We believe they're a top ten. I like didn't

you also say that they wanted the top ten companies in terms of US consumer relationships or did I misunderstand?

I'm not sure I said that now.

Okay, I missed her then. Great. That's results in quite a while. Congratulations.

Thank you.

Thank you. Our next question comes from the line of Patrick Walravans of Citizens JMP.

Hey, great. This is Oliver on for Pat. Could you provide an update on the US cellular and T-Mobile reseller partnerships, how they contributed this quarter and how you expect those to ramp throughout the back half of the year?

Sure. T-Mobile is a very strong partner for us on Airdial. They have fully embraced Airdial and they, because of the kind of company they are, have some very large customer relationships that we certainly wouldn't have. So we have a lot of activity going on with Airdial at T-Mobile. And I think that'll just continue. US, you know, T-Mobile is also, I've announced in the past, selling some residential product alongside their fiber rollout and alongside their wireless home internet. They don't emphasize it, but it's there for a customer who asks or needs a solution. And those, you know, that's going well, too. Although those tend to be more referral opportunities for us than direct sale by T-Mobile. US Cellular is going great. We have a great relationship there. And we, you know, last quarter we mentioned that not only are they selling Airdial, but they're going to begin to start selling them to Office. And that's coming along, too, although that's still nascent. But these are two strong relationships for us. And, you know, we expect

both of them to grow as we look forward. Thank you. I would

now like to turn the conference back to Eric Stang for closing remarks. Sir?

Well, thank you, everyone, for joining us today. It was a busy Q2 for us. We're excited to have some new developments in the company. And, you know, more importantly, a strategic position that we feel is really strong as we look forward. Our annual exit recurring revenue for Q2 was $233 million with 72% gross margin. That puts us at about $167 or so million of gross profit dollars from our business services, business and residential services. I feel like we've got a strong balance sheet and good opportunity to execute based on our financial position. So we'll keep working at that and look forward to giving you more updates on our next call. Thank you, everyone.

This concludes today's conference call. Thank you for participating. You may now disconnect.