Skillz Inc.

Good afternoon. I'd like to welcome you to the Skills, Inc. fourth quarter and full year 2025 results call. I'll now turn the conference over to your host, Joe Giafoni from JCIR, to begin.

Thank you, operator, and good afternoon, everyone. Skills has issued its 2025 fourth quarter and full year earnings release, which is available on the company's investor relations website. Let me read the safe harbor language, and then we'll get right into the call. All statements and comments made by management during this conference call, other than statements of historical fact, may be deemed forward-looking statements for purposes of the Private Security Litigation Reform Act of 1995. SCILS cautions that these forward-looking statements are subject to risks and uncertainties that may cause actual results to differ materially from those reflected by the forward-looking statements made during this call. For additional details on these risks and uncertainties, please see SCILS' annual report on Form 10-K for the year ended December 31st, 2025, as filed with the Securities and Exchange Commission, and SCILS subsequent public filings with the SEC. SCILS undertakes no obligation to update or revise any forward-looking statements, whether it is the result of new information, future events, or otherwise.

Thank you, Joe, and good afternoon. I'll begin today's call with an overview of our fourth quarter and full year 2025 financial performance. For the fourth quarter of 2025, GAAP revenue was $30 million, up 11% from $27 million in the third quarter, and up 67% from $18 million in the prior year period. Adjusted EBITDA loss was $10 million compared to a loss of $12 million in the third quarter and a loss of $17 million in the prior year period. These results mark four consecutive quarters of sequential revenue growth and two consecutive quarters of year-over-year revenue growth. For the full year of 2025, Gap revenue was $105 million, up from $93 million in 2024, which represented 13% year-over-year growth. Adjusted EBITDA loss was $51 million, compared to a loss of $61 million in 2024, which represented a 16% year-over-year improvement. A key driver of 2025 was our AI ad tech segment, Razor, spelled R-Z-R, which was rebranded from Archi last month. Razor delivered 146% net revenue growth year over year, and for the first time since its 2021 acquisition, it generated positive adjusted EBITDA for the full year 2025. In addition to the headline growth, we're encouraged by Razor's performance and momentum supported by stronger systems, deeper advertiser relationships, and disciplined channel growth. Moving on to our four business pillars. The first pillar, enhancing the platform for player and developer engagement. On the skills platform, we continue to invest in new content and strengthen the developer experience. Last month at the annual Game Developers Conference in San Francisco, we debuted our Pro SDK product. Our Pro SDK architecture expands our development framework and provides developers with full creative control of the entire gameplay experience. It also strengthens monetization capabilities through metagame systems while leveraging the competition infrastructure and secure layer that power the skills platform. Training at Razor, over the past two years, we've focused on modernizing its technology stack and scaling its infrastructure. Razor is evolving into a scale performance marketing platform with meaningful monetization capabilities across the broader digital ecosystem. Razor is improving its machine learning training capacity and improving auction level intelligence across the platform. Building on the data models introduced in Q2 of 2025, Razor is expanding its retargeting and user acquisition share and improving performance across channels. Moving to our second pillar, upleveling our organization. Operational efficiency continues to improve across both skills and Razor platforms, allowing us to better leverage our people and resources. Both businesses operate globally and are poised to execute on scaling their teams to support growth. We recently strengthened our Board of Directors with the addition of Gary Becchiarelli and Shannon Demas. Gary serves as President Chief Financial Officer of CleanSpark and brings extensive public company finance, capital markets, and strategic planning experience supporting high growth companies. Shannon serves as CFO of the Americas of Light and Wonder and brings deep financial leadership experience across global gaming and digital entertainment businesses. In addition, Jeff Sugar has joined the Skills Board Advisory after serving as Chief Financial Officer of Niantic, where he helped scale the company through global expansion and strategic transactions, including its recent $3.5 billion sale of Scopely. Together, they add significant capital market expertise, gaming and platform operating experience, and financial discipline as we continue to scale the business and execute our strategies. As it relates to our third pillar, go-to-market strategy and monetization. As skills are focused remains on acquiring and retaining high quality paying players, while driving efficient monetization. Paying monthly active users or PMO was 141,000 down 9% from 155,000 in the third quarter and up from 110,000 in the prior year period, which represented 28% year over year growth. For Razor machine learning enhancements together with improved bidding efficiency and campaign optimization have contributed to margin expansion. Razor is meeting customer demand by advancing its product capabilities. Importantly, Razor's revenue growth is coming from both existing and new customers. For our fourth pillar, path to profitability. With Razor achieving positive full year adjusted EBITDA paired with continued improvements across the skills platform, we're making progress on our path to profitability. Let's now move to an update on our Fair Play initiative. As we've discussed and disclosed previously, Protecting players and preserving fair competition remain core to our values as the pioneers of the skill-based gaming category. We continue to pursue litigation against Papaya Gaming and Voodoo Gaming for their alleged use of bots, a practice we believe undermines consumer trust and harms the entire industry. We remain committed to our position as both the Papaya and Voodoo matters continue through the litigation process. Regarding Papaya, our trial is now set for April 13th, 2026, in the Southern District of New York, and we look very much forward to our day in court. As a reminder, in connection with our 2024 settlement with ABA Games, our annual $7.5 million payment was received in Q1 of 2026. Today, the total of $65 million has been received from ABA Games. The company expects to receive two additional payments of $7.5 million in each of March 2027 and March 2028. In closing, 2025 was a meaningful year of progress across the enterprise. We stabilized the business, strengthened our platform infrastructure, improved operating discipline, and preserved our balance sheet to support ongoing growth. Additionally, we continued to deliver sequential and year-over-year revenue growth and expanded the technology foundation of both our skills and Razor platforms. By combining competitive skill gaming with AI-driven performance marketing, We're building an ecosystem designed to scale engagement, data, and monetization with discipline. We believe this integrated approach creates long-term optionality in gaming as well as in adjacent areas where content, identity, commerce, and performance marketing converge. Our focus remains on executing against that opportunity while maintaining financial discipline and driving long-term shareholder value. With that, I'll turn over the call to Gaetano for a review of the financial results.

Thank you, Andrew. Our fourth quarter results highlight the benefits of disciplined execution and structural improvements across both the skills and razor businesses, producing stronger fundamentals and a trajectory towards profitability. Q4 2025 gap revenue was $30 million, up from $27 million in Q3 2025, and up from $18 million in Q4 2024. representing 11% growth quarter-over-quarter and 67% growth year-over-year. Q4 2025 research and development expenses of $6 million increased 78% year-over-year, reflecting ongoing investment in our skills and razor businesses. Q4 2025 sales and marketing expenses of $19 million increased 27% year-over-year, which reflected ongoing user acquisition and engagement marketing spend. Q4 2025 general and administrative expenses of $18 million decreased 13% year over year, reflecting continued focus on expenses. Q4 2025 net loss of $18 million improved 27% year over year. Q4 adjusted EBITDA loss was $10 million, up from a loss of $12 million in Q3 2025, and up from a loss of $70 million in Q4 2024, which represented a 17% improvement quarter over quarter and 41% improvement year over year. Our balance sheet remains healthy and we continue to manage capital prudently as we progress towards sustained profitability. We ended Q4 2025 with $195 million in cash and cash equivalents and $130 million of debt outstanding that is now classified as current. As the debt approaches maturity later this year, we continue to evaluate a range of strategic alternatives to optimize our capital structure. We are driving the business forward with focus and discipline to deliver meaningful long-term value for our shareholders and look forward to updating you further on our progress in 2026. Operator, we're now ready to open the line for questions.

If you'd like to ask a question, please press star followed by one on your telephone keypad. If for any reason you'd like to remove that question, please press star followed by two. Again, to ask a question, press star one. As a reminder, if you're using a speakerphone, please remember to pick up your handset before asking your question. We'll pause here briefly as questions are registered. First question is from the line of Ed Alter with Jefferies. Your line is now open.

Hi, everyone. Thanks for the question. We'd love to just dig into the skill side of the results on the paying MAUs and GMV looks like kind of the direction of growth from paying users versus GMV is kind of flipped versus the last couple quarters where paying users were up a little bit and then GMV per payer was down a bit and that kind of flipped in the fourth quarter. We'd love to hear just your thoughts on kind of what changed here and is this kind of the trajectory going forward or kind of how to think about that.

Hey, Ed. Thanks for the question. Yeah. As you recall, in Q4, we had one of our larger gaming developers leave the platform. So we had a little bit of a dip in our paying mouth. But you can see that we continue to increase on our GMV per person. for paying mal uh going forward as we restart as we you know continue to uh drive better efficiencies in our ua we're going to rescale our our ua spend and continue to grow also on our female okay great so and then yeah i guess on on the uh partner that you guys kind of leaving the platform

I think you guys had disclosed that in your 10K yesterday that there were 51% of revenue last year. How is the progress going in terms of kind of moving folks from those games into, I think you talked about, some skills-branded versions of that content? I would love to hear how that rollout's gone.

Yeah, we don't disclose the transition for a variety of reasons, but basically when the partner left the platform, there were some games that left immediately, and then the The two larger games that are, call it the majority, call it 80 plus percent, are there and we're in the process of transitioning to our own games.

Also, if I could just jump in, this is Andrew, and thank you for the question, Ed. The other thing that we saw in Q4 is we had a technical issue with some of our engagement in marketing. technologies for our player base, and we've now addressed that. So you're seeing both effects in the change in PMAP in Q4.

Okay, great. Appreciate it. Thanks.

Thank you for your question. There are no additional questions waiting at this time, so that will conclude the conference call. Thank you for your participation. You may now disconnect your lines.