Softwareone Hldg Ag

Ladies and gentlemen, welcome to the SoftwareOne full year 2025 results conference call and live webcast. I am Valentina, the chorus call operator. I would like to remind you that all participants will be in listen-only mode and the conference is being recorded. The presentation will be followed by a Q&A session. You can register for questions at any time by pressing star and one on your telephone. For operator assistance, please press star and zero. The conference must not be recorded for publication or broadcast. At this time, it's my pleasure to hand over to Sheila Arne Hansen, head of investor relations at SoftwareOne. Please go ahead.

presentation. My name is Delana Hansen and I'm the head of investor relations at SoftwareOne. Joining me today are our co-CEOs, Rafa and Melissa and our CFO. In terms of agenda, Melissa and Rafa will start with a summary of the year and the Q4 for 2026. Before handing over, please draw your attention to the disclaimer regarding forward looking statements and non IFRS measures on slide two and three. And with that, I will hand it over to Melissa.

Thank you, Shalana. Welcome to our full year 2025 presentation. 2025 was transformational. With the combination of Software One and Crayon, we have created a global software and cloud leader with unmatched reach and capabilities. Today, combined gross sales amount to 14 billion Swiss francs. We serve over 70,000 clients across more than 70 countries, supported by 13,000 highly skilled colleagues. Our ecosystem is equally strong, with more than 10,000 vendors and a network of 12,000 channel partners, providing reach to the SMB segment. This scale matters. It shows how we are one of a kind and a truly global partner for hyperscalers and ISVs. In addition, both Gartner and IDC have recognized us as a leader in software asset management. We are well positioned to capture the structural growth opportunity in customer demand based on our global scale and market position. Overall, we have delivered. We returned to growth with revenue up 1.4% year-over-year on a like-for-like basis, ahead of our initial expectation of broadly flat development. Profitability remained strong, with an adjusted EBITDA margin of 20.9%, in line with our commitment to stay above 20%. At the same time, we maintained discipline on adjustments coming in below our guidance on below 30 million, excluding the Crayon-related costs. Lastly, we made good progress on synergies, delivering 43 million Swiss francs of run rate by the end of 2025. As of today, total run rate cost synergies amount to 64 million. This was a year where we delivered on our promises while building the foundation for further improvement. Growth improved steadily throughout 2025, and by Q3, we were back to positive territory, and in Q4, we reached 11% revenue growth. We will continue to build off the foundation laid in 2025. The actions we are taking are working, putting us in a stronger position to drive momentum in 2026. Let me briefly comment on the full year performance. I'll focus on the combined like-for-like numbers, as this best reflects the underlying development of the business. As stated earlier, we delivered 1.4% revenue growth for the full year, with a clear acceleration into Q4, where growth reached 11%. At the same time, profitability improved, and we delivered an adjusted EBITDA margin of 20.9% for the year, an improvement of 0.5 percentage points compared to 2024. The key message is clear. We are improving our growth momentum combined with continued strong margins. Hans-Peter will explain the detailed IFRS number shortly, but as you can see, our business is on a path of continued growth. Looking at our three segments, we see a clear pattern of improving momentum across the business. In direct, the full year performance was impacted by the Microsoft incentive changes. However, we saw a clear rebound in Q4, supported by multi-vendor and continued CSP growth. Going forward, we see significant growth opportunities driven by our broad partner ecosystem across global software vendors, including AWS, Google, VMware, and Adobe. Furthermore, the push for EU sovereign cloud increases demand for multi-cloud, compliant cloud solutions, playing directly to software one's strength in navigating complex vendor ecosystems and regulatory requirements. In channel, growth was strong at 18.7% for the full year. driven in particular by APAC, which represents 60% of the total channel revenue. At the end of February 2026, we became the first global authorized distributor for Google Cloud, enabling channel partners to access and resell Google. This is a strategic milestone, allowing us to significantly expand our channel business through authorized distribution of Google Cloud services across 10 markets. covering Australia, India, the Nordics, Germany, France, and the US, with additional countries to follow throughout the year. In services, we see solid momentum, supported by demand in areas like cloud and cybersecurity. Across all business lines, growth reflects our ability to capture new incentive opportunities introduced by Microsoft across CSP and services. While EA-related incentives were reduced, we have partially offset this by leveraging our combined service portfolio and strong CSP offering. Profitability improved across all business lines, driven by stronger growth, impact from cost savings, and synergy realization. We see a strong and encouraging development with solid growth in channel and services and a recovering direct business entering 2026. I will now hand it over to Raphael to walk you through the regional performance.

Thank you very much, Melissa. Welcome to everyone from my side. I will now take you through the regional performance. First, I want to highlight the change in our segment reporting going forward. Following the acquisition of Crayon, our operating segments have been reassessed. Given our significant presence in the Nordics and the CEE, the rest of Europe region has been restructured into three new operating regions. Nordics, Western Europe and CEE. In DACH, revenue grew 2.8% in 2025, driven in particular by a strong Q4 growth of 15.4%. Headwinds from Microsoft incentive changes on enterprise agreements negatively impacted revenue during the year, but this was offset by successful transition to CSP, as well as strong multi-vendor and public sector growth. Revenue in Western Europe increased 3.3%, driven by strong growth in multi-vendor sales and services, while also here partly offset by changes in Microsoft incentives. Similar to the performance in DACH, the year ended strong with 12.2% revenue growth in Q4. APEC grew 11.4%, driven by strong results across the region. with India performing particularly well. The largest contributor to growth came from services business, as was driving by strong demand with data and AI and cloud services. I'm also pleased to share that during Q1 2026, payments commenced from a public sector customers in the Philippines on Crayon's previously outstanding receivables, with $22 million collected as of today. The remaining amount is expected to be collected shortly, bringing this long-standing matter to a close. Nordic's revenue grew 0.7% in 2025. During the year, growth in the direct business was positive and accelerated to double-digit in the fourth quarter as the impact from Microsoft incentives eased. 2025 was a disappointing year in North America, with revenue declining 12.6% year over year. The 2025 performance reflects the previous GTM-related sales execution challenges, as well as impact from Microsoft incentive changes. The previously initiated turnaround measures are gaining traction. with internal sales metrics improving sequentially, supporting a recovery and return to growth in 2026. Latram declined 4.4%, driven in particular by weakness in the direct business. We see strong growth opportunity across key markets like Brazil, Mexico and Colombia, and are confident in our capability to achieve profitable growth in the region. As part of a portfolio review and to support improved future performance, the company has decided to exit four non-strategic countries in the region, Argentina, Uruguay, El Salvador and Nicaragua. Finally, CEE grew revenue with 14% in 2025, driven by strong double-digit growth across both the direct business and services business. Now I want to present a good example of our Google Cloud capabilities and how we support customers in a cloud migration and modernization project. Barton Peveril, a UK-based college with more than 5,000 students partnered with us to migrate to Google Cloud. They were facing a significant increase in on-premise hosting costs. alongside the need to modernize their IT environment and support new AI-driven learning tools. Together with SoftwareRun, they executed the full cloud migration over a relatively short period, followed by a managed service agreement to support ongoing operations. The outcome was solid, where they achieved meaningful cost savings, reduced operational workload, and significantly improve the performance and security of their systems. Importantly, this also led to a five-year managed service agreement where we support and maintain their cloud infrastructure going forward. This is a great example on how we combine cloud migrations with long-term services, creating both immediate customer value and recurring revenue streams for us. With that, I will now hand over to Hans-Peter to walk you through the 2025 IFRS financial update.

Thank you, Rafi, and a warm welcome to everybody joining us today. In this section, we are presenting the IFRS figures in reported currency. As a reminder, the income statement includes 12 months of Software 1 and 6 months of Crayon. Year-over-year revenue growth of 22.5% mainly reflects the acquisition of Crayon closed on 2nd of July 2025. Reported EBITDA margin improved. Improvement is driven by benefits of the previously initiated cost reduction program and continuous cost control. The increase in depreciation, amortization and impairments from $72.7 million to $123.7 million is related to the acquisition and includes depreciation on fixed assets, amortization of right of use assets and $17.8 million of impairments. The impairments comprise 3.8 million on intangible assets, 8 million on LATAM goodwill, and 6 million on right-of-use assets related to office closures due to integration. Net financial expense increased to 54.4 million, significantly higher than prior year. This was mainly due to lower finance income and higher finance expenses. The decrease of finance income is largely reflecting a 12 million lower fair value gain on Crayon shares in 2025 compared to prior year. Finance expenses increased driven by higher interest costs from acquisition financing and higher factoring costs in line with the increased use of factoring. In addition, other finance expenses include a one-off 5 million make-whole payment related to the early redemption of Crayon bonds following the acquisition. Income tax expense is 28.1 million, implying effective tax rate of 95% compared with the expected average group tax rate of 23%. The main drivers of this gap are non-deductible expenses for tax purposes, as well as unrecognized tax losses. Net profit for the period is 1.4 million. In this slide, I will take you to the adjusted to reported EBITDA. Our reported EBITDA ended at 207.6 million in 2025. 2025 adjustments to reported EBITDA of 69.4 million in total were primarily related to grant transaction and integration costs totaling 48.3 million. Excluding these costs, adjustments to reported EBITDA were 21.1 million, well below the 30 million target. Overall, we saw a significant reduction in adjustments with 2025 adjustments, constituting around 30% of reported EBITDA in comparison to around 90% in previous year. The adjusted EBITDA margin in Q4 2025 was 23.4%, down 1.5 percentage points year on year, mainly due to significantly lower EBITDA adjustments compared with Q4 2024. Let me now walk you through the developments in adjusted OPEX on a like-for-like basis. This bridge shows the development on a combined like-for-like basis, which we believe is the most relevant way to assess the cost development. Overall, OPEX remains broadly stable year-on-year, declining slightly to 1.2 billion, reflecting strong cost discipline despite inflationary pressure and continued investments in the business. In 2025, we realized 74 million of cost savings from the legacies of the one cost saving program, which was completed in Q2 2025, as well as 16 million of in-year synergies, corresponding to 43 million of run rate synergies. Synergies from the Crayon acquisition are primarily driven by the elimination of duplications, simplification of the organizational structure and efficiency gains across corporate functions. These effects helped offset underlying cost increases during the year. Compensation increased by 42 million, mainly due to salary inflation across the existing global workforce and the catch-up of social security contribution in India following legislative changes. In addition, we continue to invest selectively in sales and delivery capabilities to support future growth. Importantly, these investments are funded by realising by looting margins over time. We also saw higher third-party delivery costs in line with increased activity levels, as well as some non-recurring and other costs. And Freund Exchange had a positive impact of approximately 4.6 million. Overall, this reflects a balanced cost development with tangible synergy delivery, disciplined cost management and continued investment to support sustainable growth. Turning to the balance sheet, the most significant year-on-year changes reflect the impact of the grain acquisition, which is clearly visible across several line items. Cash and cash equivalents increased to 419.1 million, while financial liabilities rose to 788.4 million, mainly reflecting the 575 million term loan. 100 million utilization of the revolving credit facility at year end and 100 million bridge loan, which was repaid in January 2026. As a result, net debt amounted to 369.3 million compared to a net cash position in the prior year. Networking capital on 31st December 2025 was negative at $564.4 million, primarily driven by the inclusion of Crayon and the continued use of factoring. The increase in intangible assets is mainly driven by the recognition of acquired technology and customer relationships from the Crayon acquisition. as well as an increase in goodwill, which primarily reflects the value of the assembled workforce and the expected synergies from combining the operations of Crayon. Equity increased to 981.4 million, driven by the acquisition of Crayon. Overall, this balance sheet reflects the step up in scale following the acquisition. Before I walk through the trade receivables 2025, I would like to briefly comment on a matter we decided to disclose proactively in today's press release. Preliminary legal proceedings have been initiated into potential forgery of documents by individuals relating to Software 1's recording of certain overdue trade receivables in the first half of 2024. The proceedings are not directed against Software 1 and they were triggered by allegations raised by a third party. I want to make it very clear. Internal Audit performed an extensive retrospective assessment of trade receivables and related provisions of the first half of 2024 and concluded that they were accurately recorded. The assessment also confirmed that provisions were appropriate and consistent with subsequent write-offs and provisions. The slide presents the ageing of trade receivables and the corresponding lifetime expected credit loss for 2025 and 2024. The acquisition of Crayon led to a material increase in trade receivables in 2025. In accordance with IFRS, acquired credit receivables are recognized as fair value net of expected credit losses. The implied bad debt amounts to 33 million included in the respective fair value and is largely allocated to receivables past due by more than 181 days. For like comparability, And on a cross-presentation of the acquired trade receivables, the expected credit loss in the bigger than 180 days pocket would be approximately 50%, broadly comparable to the previous year. As of December 2025, Crayon's acquired trade receivables included $36 million related to a public customer in the Philippines. As Rafi already mentioned, 21.5 million USD of this amount was collected in March 2026. At year-end 2025, and next to the standard closing procedures, in turn, Lobby again performed an additional assessment of the trade receivables and related provision recognized at year-end 2025, and again concluded that they were accurately recorded. Further, the statutory audit of the 2025 full-year accounts which included the focus review of revenue recognition and the provisioning of overdue receivables, provided further independent assurance regarding the appropriateness of the provisions recognized in the 2025 accounts and their compliance with applicable standards. Turning to the net working capital. Networking capital of the factoring decreased by 411.6 million year on year, mainly reflecting increased use of short-term factoring of approximately 282 million, as well as the positive impact from acquiring the negative working capital from Crayon. Given our business model, Characterized by high gross sales volume and seasonal volatility, effective working capital management is key. As part of this, we use non-recourse factoring as a flexible and economically attractive liquidity management tool applied in a disciplined manner. However, it's important to state that our primary focus remains on structurally improving underlying working capital over time. Networking capital before factoring decreased by 129.5 million year-on-year, driven largely by the acquisition and consolidation of Crayon. Crayon entered the group with a strong negative working capital position, which contributed positively to the balance sheet and reduced networking capital at the combined company level. On the right-hand side, we outline key operational levers we are addressing across the end-to-end order-to-cash cycle, including faster and more accurate invoicing, reduction of overdue receivables, stronger credit and rebilling processes, and better alignment of payment terms with vendors and customers. Together, these measures support our ambition to structurally strengthen working capital and, in turn, improve cash flow over time. Now, turning to our cash flow statement. Working capital changes gave a cash inflow of 130.6 million. However, as mentioned on the previous slide, this is significantly impacted by the use of factoring. Non-cash items of 169.6 million mainly reflect depreciation, amortization and impairments together with the at-back of the net finance results. CapEx came in at 65.5 million, primarily driven by investments in internal IT systems and platforms. The cash outflow related to the crane acquisition amounted to 290.2 million as presented in the cash flow statement and shown net of cash acquired. Gross cash consideration totaled to 504.8 million, comprising 419.4 million for the acquisition of Crayon shares and 85.4 million for the subsequent squeeze-outs. This was partially offset by cash acquired of 270.3 million. The remaining 2.7 million relates to earner considerations to be paid in cash for Metasoft and Predica acquisitions back in 2024 and 2022 respectively. Financing contributed the net inflow of 273.4 million, driving by debt funding, partially offset by 2024 dividends of 45.6 million and interest costs. We ended the period with a cash of 419.1 million, giving us a solid liquidity position. Turning to the net debt developments, the increase over the year was primarily driven by the cash outflow related to the acquisition of Crayon. The Crayon acquisition reflects net cash outflow 405 million, as well as the impact of the recognition of the Crayon shares. Excluding the Acquisition effect, the underlying cash generation was driven by a positive contribution of $277 million from adjusted EBITDA and a further $130.6 million inflow from changes in working capital. Other cash outflows mainly relate to cash effective portion of EBITDA adjustments, capital expenditures, interest and tax payments, as well as dividends. As a result, net debt stood at $369.3 million at year end. Leverage measured as net debt divided by adjusted EBITDA on an IFRS basis remains at a comfortable level of 1.3 times. On a like-for-like basis, leverage would amount to 1.2 times. Finally, let me turn to the dividends. Our dividend policy targets a payout ratio of 30% to 50% of adjusted net profit for the year. As a reminder, at our H225 earnings release, we refined our policy by excluding transaction and integration costs related to the grain acquisition and calculating adjusted net profit used for dividends. This was made to better reflect the underlying earning power and dividend capacity of the business in a year of integration. For 2025, we propose a dividend of 15 cents per share, responding to a total distribution of 33 million and a payout ratio of 37% of reported adjusted net profits. Excluding crane-related transaction integration costs, the implied payout ratio is 71%. This dividend proposal reflects our continued commitment to delivering attractive shareholder returns while maintaining a balanced capital allocation. It also underlines our confidence that the actions implemented to strengthen networking capital and improve operational execution will translate into improved cash generation in 2026. With that, I will hand it back to Melissa, who will provide further insights in how our business model benefits from AI, followed by her closing remarks.

Thank you, Hans-Peter. Before I go into our outlook and closing remarks, I would like to address how we are positioned in a market that is now rapidly and fundamentally being changed by AI. AI is increasing software and cloud consumption, but also complexity, driving a much greater need for governance, optimization, and services. At the same time, AI adoption is forcing customers to upgrade their software estates and invest in new tools while accelerating cloud migration and usage. This plays directly into our model. We thrive in helping our customers in maximizing return on investment in IT and simplifying complexity. We support customers across the full lifecycle from sourcing and procurement to migration and cloud services to optimization and cost management and increasingly into data and AI solutions. And as customers become more AI ready, we see a clear increase in demand for higher value services. From a hyperscaler perspective, the vendors see us as a clear driver of AI solutions, given our customer proximity, AI capabilities that have been established since 2017, and our agility to market. We are uniquely positioned to help customers manage the complexity and spend through our AI solutions. AI is not just a technology shift, it is a structural growth driver for our business. Let me finally turn to our outlook for 2026. We expect revenue growth to accelerate to mid-single digits on constant currency on a like-for-like basis. We see growth driven by CSP, multi-vendor expansion, increasing demand for higher-valued services, and continued channel growth. Expanding our AI capabilities alongside the Salesforce enables us to build and deliver AI-driven customer solutions, further accelerating consumption growth. At the same time, we expect further margin improvement with adjusted EBITDA margin above 23%, driven by operating leverage, synergies, and continued cost discipline. On synergies, we remain on track to reach 100 million run rate synergies, building on the strong progress already delivered in 2025. As already mentioned, by the end of March, the total realized cost synergies amounted to 64 million Swiss francs. We enter 2026 with improving momentum, clear drivers for growth, and a strong path towards higher profitability. Let me close with a few key takeaways. 2025 has been a transformational year, while the performance also demonstrates the strength of the combined company. We have executed with discipline, successfully integrated the business, and delivered ahead of our synergy targets. At the same time, we have delivered on our financial commitments and strengthened our position in customer offerings. Finally, we are uniquely positioned to capture the continued growth in software and cloud, supported by our global scale, strong vendor relationships, and clear commercial focus. This is a business with improving momentum, a stronger platform, and a clear path forward, and I'm looking forward to sharing more about our strategy and priorities on the Capital Market Day in June. Thank you. I'll hand it now back to the Operator.

Thank you. We will now begin the question and answer session. Anyone who wishes to ask a question may press star and 1 on their telephone. You will hear a tone to confirm that you have entered the queue. If you wish to remove yourself from the question queue, you may press star and 2. Questioners on the phone are requested to disable the loudspeaker mode and eventually turn off the volume from the webcast while asking a question. Anyone who has a question may press star and 1 at this time. The first question comes from from DMT Paribas.

Hi, thank you. Can you hear me?

Yes, we can.

Hi, thanks. Thank you, Marisa. It was a good question. So the first one is the company is getting from its early growth next year. Does this include a recovery of North America region already? My second question is, can you give us more color on why profitability improved so much here in Q4 in the services segment? Shall we expect this margin level as the new normalized level, such as satellite from here, or is there more scope for margin expansion in the services segment?

And my final question is, can you give us... Sorry, somehow your voice is not so clear. We can hardly understand.

Can you hear me better?

Yeah, now it's better.

Okay. I'll just, okay, I'll restart. So my first question is about next year revenue growth guidance. Does this include the recovery of the North America region in this guidance? My second question is on the profitability level in the services segment, which has improved quite significantly year over year in Q4. Should we expect this margin level as a new normal level to stabilize from here or more margin expansion in the services segments? And my last question is, can you discuss the growth prospects for the services segment in 2026 and any new offerings that will drive growth? Typically in Microsoft E7, I understand there will be a readiness assessment conducted by Software One team. Would you recognize this as a services revenue going forward? Thank you very much.

Thank you. Maybe I kick off with the first questions around North America. For sure, as we all know, 2025 has been a disappointing performance for us. However, we are making, as mentioned, also step-by-step progress, especially also around our GTM turnaround, our internal sales metrics and KPIs clearly show that we are making progress. And with that, to answer your question, we are positive that 2026 is going to be more resilient, actually, and a more predictable year for us in North America. And we are positive that in that region, we will return into revenue growth for the full year 2026. Around the services margin, maybe also, I think if you look into the numbers and the development from 2024 into 2025, it has been positive progress. So the margin overall has been increasing and we are positive that this will continue. It will continue as our service portfolio is shifting more and more towards cloud native capability, also higher value advisory and managed services and support services which we are having in our offering. I think this will help to further improve and accelerate our overall margins in the services business.

Thanks for your questions. Regarding E7, you're right to call it out. We see this as a strategic opportunity with our Microsoft portfolio as it confines, let's call it, the SKU capability along with AI through Copilot to simplify this for our customers. And we see this to be particularly attractive in the high end of corporate into the enterprise segment. So we're well positioned to capture additional growth opportunities from this. In terms of additional service areas of growth that are implied, certainly we're going to continue our focus around AI as well as agents and continue to improve the let's say the efficiency of the overall services line, which is implied in terms of the overall margin improvement in Q4.

Thank you.

The next question comes from Christian Bader from . Please go ahead.

Yes, good morning. I have three questions, please, and I'd like to do them one after the other. First of all, you mentioned several times new business with Google Cloud, and I was wondering what is the revenue potential here, and is this business going to be margin accretive?

Thanks for the question. So with Google and with our channel business in general, this is a new opportunity for us. As we've seen with our AWS channel expansion, it will take time for this to be able to really take effect in terms of the P&L. So we expect this to deliver additional upside on the back half of H2, but more likely in 2027 from a materiality perspective. From a margin standpoint, This is very accretive to our overall channel margins as the channel business is very highly dependent on our platform, CloudIQ, which gives us more efficiency and scale. So we see this to be particularly attractive across the markets that we are ready to launch with more countries to come.

Okay. My second question has to do with LATAM because you said that you exited four countries, Argentina and three others. So I was wondering how much of revenue is lost due to the exit of these four countries?

The revenue impact is not significant because those markets are very, very small markets already. where actually the revenue impact from the revenue of 2025 has been very insignificant.

I see. All right. Okay. And my last question is, Rick, is it possible to get some guidance for your investments, both intangibles and intangibles for 2026? CapEx guidance. Any CapEx guidance, please.

So as we are continuing to invest in our technology, especially in the platforms, the investments will maybe slightly increase, but for sure have a similar level as in 2025. Okay. All right.

That's it. Thank you.

The next question comes from Florian Traisch from . Please go ahead.

Good morning, everybody. Thanks for taking my question. My question is around the Microsoft incentive changes, EA changes. I mean, we discussed at length last year being a headwind for software one. So the first question would be have you actually, let's say, delivered better than expected on these kind of headwinds as you have mentioned or flagged that Q4 has clearly been driven by the CSP transition. And then looking into 26, how much of a tailwind can it become or would you still assume it's a slight negative impact on the overall business? Thank you.

Thank you so much for asking. So great question. In terms of Q4 and what we saw for the full year for 2025, Yes, we delivered better than expected, given the, let's say, negative effect of the EA changes. This was driven by the focus to see CSP realization, which I'm pleased to say we delivered. In addition, we also saw the shift to services-based incentives as particularly accretive, and that's also demonstrated in the queue for profitability improvement overall for services. As we go into 2026, we do not see any headwinds effect with related to the EA incentives. If anything, there will be stabilization of incentives as indicated also by Microsoft. So with that, we will further, let's say, accelerate the growth that we've had around CSP and services as we see that to drive more potential.

Great. Thank you very much.

Thank you. The next question comes from Christopher Pong from UBS. Please go ahead.

Good morning, everyone. Thanks for taking my questions. Maybe two from my side. I was just wondering on exceptionals in 2026, what should we expect over here? Obviously, you'll have to take some protocols and entities, but is there anything else we should be mindful of?

I mean, look, as we already stated, our goal is to narrow the gap between reported and adjusted EBITDA. So, we said it's below 30 million and, of course, you always have certain items such as which are non-recurring, but we speak to the below 30 million and with a clear ambition to further decrease. This does not include the Crayon acquisition cost or cost related to the integration, to be clear.

And maybe to add on the cost synergies, as we already mentioned, to date we are at the 64 million and we are making further progress on that. We are very committed. on our 80 to 100 million target, which we mentioned. And through that, this should also help to make a positive impact also going into H2 on our overall OPEX situation.

Got it. And I guess maybe on just the outlook, and a cadence of revenue growth for the year. You mentioned that profitability would probably be more weighted towards second half. I was just wondering if you think revenue growth would also be sort of second half weighted as well.

Yes. I mean, with the seasonality of our business, Q4 is the largest quarter. So you could certainly see that implied growth pick up on towards the back half of the year.

Got it. Perfect. Thank you very much.

Next question comes from Mark Purgi from Finanz und Wirtschaft. Please go ahead.

Yes, thanks for taking my question. I only have one question concerning North America. You already talked about it in length, which is about the growth. Can we expect that in the second half or could you maybe be more precise about when that should occur and Just about general market situation, how is your market position?

In general, as mentioned, I'm very confident that in North America 2026 we will return into growth overall as a company again, which is very good, given where we are coming from. I also expect in Q1 a better performance than in Q4. So from this perspective, I'm positive that the trajectory is going to improve and we should see an improvement already in Q1 compared to Q4. Overall, I think the market for us remains to be an attractive market. market and again with the combination of Crayon, I think we have a good chance now with a better overall setup, also with the channel business as an additional business line for us. So we continue to be very focused on North America.

Next question comes from Andreas Wolf from . Please go ahead.

Yeah. Hi. Good morning. Thank you for taking my question, and congratulations on the . I have several questions. The first one is related to the assessment of the individual regions. Have you already fully assessed the region's performance, or is there a possibility of impairments also in 2026? The second is related to AI and the adoption of use cases. Do you see opportunities associated with the deployment of onsite engineers to drive use case adoption and ultimately your business? Question number three, how are AI providers such as OpenAI or Entropic dealing with resellers? or that there are growth of business opportunities for you as well. And the last one is related to Microsoft price increases. What do you believe will be the tailwind from those in 2026? Thank you.

Let me take the first question regarding the impairments. so what we did in 2025 we do the impairment test on uh on cgu levels which are the seven regions and um obviously um there were no impairments based on the current business plans uh for all regions with the exception of latin latin impaired 8 million and we believe this is the right number based on based on what we know today so based on What we know today, there are no further impairments expected in 2026. Otherwise, you would have impaired already at the end of 2025.

Thanks for your question regarding AI. So I'll start with the first regarding the adoption of use cases. So this is something that we are very much focused on. We always believe that it's important to test internal use cases before we take them to market. And we're also finding ways to drive AI through internal adoption to increase more efficiency and scale. Also to reduce costs to make us quicker to market to customers. So this is something that, yes, we are focused on. And, yes, we are also looking at ways to deploy our internal AI capability to both support customers but also ourselves. In terms of your question regarding Anthropic, OpenAI, certainly this is something that is quite exciting to see in the market. Anthropic is certainly an area where we see additional partner opportunity as they need partners like us to be able to deploy and also to help customers manage which AI models should they actually consider. This is where our business model really thrives around complexity. So we help guide our customers around which model makes sense for their data environment, but also how to implement and build those solutions. So we see business opportunity to come out of that. In terms of the Microsoft price increases, I always say Microsoft price increases help our business. So there's certainly a carry forward from that. It also positions us well to be able to support our customers in navigating that price increase, as our business has always been focused around cost management overall. Hard to say what the actual implied impact will be, but certainly we see this to be positive for 2026. Thank you.

Ladies and gentlemen, that was the last question. I would now like to turn the conference back over to Sheila and Hansen for any closing remarks.

Thank you, and thank you everyone for joining the call. As always, please don't hesitate to reach out to the IR team if you have any further questions. Thank you.

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