Sinch AB (publ)

Hello everyone and very welcome to Sinch Q2 2026 earnings presentation. My name is Mia Nordander and I'm Senior Vice President Investor Relations and Sustainability and with me here in the studio today I have our Acting CEO and CFO Jonas Dahlberg and our Senior Vice President Corporate Control Sofia Olander. You will hear Jonas and Sofia present the quarter, and thereafter, we will have time for questions. If you have questions, you can either dial in, but if you have questions through telephone, remember to dial star 11. You can also send questions to me here in the chat. So once again, very welcome, and I hand over to you, Jonas.

Thank you, Mia. So let's look at the first quarter highlights. So, on the highest level, I would characterize the quarter as stable, largely in line with expectations we had when we exited the first quarter, and most importantly, with strengths where it matters the most. We accelerated organic revenue growth to 6%, driven by Americas and the API product category, and we experienced stable organic revenue development in APAC and EMEA. We delivered solid profitability and strong cash flow. Organic gross profit was a little bit on the soft side due to unexpected developments primarily in APAC. Nevertheless, adjusted EBITDA margin is within our target range and cash conversion is significantly ahead of guidance. We continue to experience strong commercial momentum led by Americas with an increased share of cross-sales proving the value of our joint go-to-market model. And our market leadership is reaffirmed by industry analysts and key customers such as Gartner, IDC and Adobe. And with those highlights, let us look at performance by Radeon. So, what developed as expected, and if anything, actually better than expected, is our largest region, the Americas, now represented two-thirds of group gross profit. The Americas grew 9% organically during the quarter, and this revenue predominantly comes from the API product category that delivered mid-teens organic revenue growth, driven by messaging and email. And this is a sign of strength in several ways. Americas is the largest region growing close to double digit. It's proving the strength of the market and it proves our position in this important market. And the growth comes exactly from the right product category. That is the API product category combined This bodes well for the future. Strength in the US and in APIs is key to win in the emerging API customer communications market. Now, in parallel, Americas grew gross profit by 10% thanks to a combination of the growth we just talked about in the API product category, but also reduced transmission cost for network voice. In all, Americas developed in alignment expectations or actually slightly better. EMEA also shows encouraging signs. After three consecutive quarters of revenue decline, revenue has stabilized in EMEA. Fixed price messaging supplier contracts are stable, both on sequential basis and compared to the same period last year. And we also expect these contracts to be stable going forward. However, while the stabilized revenue development is encouraging, we have a slight organic GP decline in EMEA, and this is driven by basically discontinuing a specific product and churn from that. And this is the same product that dropped out of Americas during the second quarter last year, which means this product now is essentially discontinued. In APAC, which is the smallest of our regions, we continue to face headwinds. Some of these headwinds are temporary, but some are also expected to persist going forward. India is solely responsible for the organic revenue decline in APAC and is impacted by challenges, including a 17 million additional revenue provision related to the same customer dispute as we disclosed in Q1. In Australia, we also had some margin compression in applications. But there are also signs of strength here. We saw strong growth in email and messaging APIs outside of India. While we can't be certain that we have completely bottomed out in APAC, we believe that the worst is behind us. India represent low single-digit percent of growth profit. So whatever happens can't have much of an impact going forward. And we should recognize that APAC in total is still our most profitable region. So that's a sign of strength. Moving over to commercial momentum. In the quarter, we continue to experience really strong commercial momentum. My intention is not to go through every individual deal. Rather, I'd like to relay a few overall highlights. First, we are closing deals across all motions, new customers, existing customers, and through partners. We have closed many sizable deals with six-figure euro or US dollar amounts and one seven-figure US dollar expansion. The deals are predominantly American, but it comes from all geographies, and the deals span industries including tech, retail, financial services, media, travel, and more. So this means we continue to develop a diversified customer base across geographies, sales motions and industries. And I think this provides a strong jump off point to the future. Now, I'm early in my CEO tenure, but I've witnessed a lot of strength across the business over the last year as a CFO. And I'd like to share some thoughts on the growth engines I see for the future. So broadly, I see three levers of growth going forward delivering on different time horizons. Firstly, it's about doubling down on our current success. And this is the US. It's the fastest growing market. It's also a market where we are growing the fastest. And as mentioned earlier, this is also where the world's AI companies are coming from. And this is the next wave of growth that we see happening. And our San Francisco office is just a couple of blocks away from all these giants. So we think that Americas is and will continue to be a key growth engine. Now, secondly, in the product dimension, here and now, it's about continuing to grow our email business. We have talked a lot about RCS in the past. RCS is growing very fast, but from a low base. But email is truly a meaningful part of our business, and we'll talk a little bit more about that. Next wave is about increasing our net revenue retention. And the way to do this is target fast-growing customers, increase up- and cross-sale, and strengthen loyalty to reduce churn. We'll talk more about that in a bit as well. And finally, it's obviously about developing our product portfolio of innovative products and solutions for the future. Now, I will talk more about all these levers as we continue this presentation, but I want to start with email. So most people know Singe as a messaging company, and that's great. But what most people don't realize is that we are actually quite diversified across email, messaging, applications and voice products. And email is very much a contributor to our success. Actually, from a bottom-line perspective, email is roughly the same size as messaging with the same EBITDA contribution. So an email is also truly a growth engine for Cinch. We have, over the last few years, grew at a double-digit clip consistently in email, and at high profitability, this has a meaningful contribution to value creation, both here and in the future. So what is Singed Email? What's special about email? So Singed Email is a developer-first platform that enables businesses to send, receive and optimize email customer communication at scale. Whether it's marketing campaign, transactional updates, identity verification or customer service, the platform helps businesses to communicate with their customers on a daily basis. Our customers ranges from startup to some of the world's largest and global brand, many who depend on Singe email for mission-critical communications. And what sets us apart is the strength of our platform behind it. We have 99.99% uptime, meaning just a few minutes of downtime every year. And we do this with 97% delivery rates in email. And I think as all of us can relate, our email inboxes is a very cluttered environment. We have spam filters to protect us from unwanted email. But sometimes these email spam filters, they are on the conservative side. And this is where our delivery rate comes in. 97% is very strong. And the platform is certified for industry standards for security and data privacy, making it a viable solution for mission-critical enterprise solutions, including healthcare. But maybe this becomes best understandable when we start to look at the numbers, putting delivery behind it. On average, we deliver 1.6 million emails per minute, and that sums up to 850 billion emails a year. And the volume is growing with 20% a year, so we're soon looking at passing 1 trillion emails per year. Takeaway is this, email is not just another product in Siemens portfolio and it's definitely not a commodity. It's one of our largest businesses. It's a rock solid platform delivering customer communications at massive scale and it's a key driver of value creation both today and tomorrow. Moving over to net revenue retention, and one theme there is to increase our cross-sales. As you know, Syng started to integrate our independent business units about three years back with a joint go-to-market model. We spent considerable efforts integrating, allowing for cross-sales across channels. This has not been easy, but we're now starting to see the benefits of our hard work. In fact, if you look at the second quarter, 50% of the top 10 new deals in the quarter were cross-sales of products to existing customers. This means an existing customer of one product line, same messaging that actually buys into a new product line such as email and voice. So cross-sales is getting traction and with the broadest and most global offering in our industry. This is not only a growth engine for new deals, but it's also galvanizing the relationship with existing customer, increasing loyalty, reducing churn, and together we think this is an important growth driver for Zinge going forward. Now, another part of increased net revenue retention is to target fast-growing customers. In our industry, 95% of the revenue typically comes from existing customers that we had one year back. So a safe bet to growth is making sure to go with the winners. And the winners right now are the AI natives. That is companies that didn't exist a few years back, who based their entire business model on AI and who grows extremely fast. Now, similar to existing customers of Cinch, they need customer communications. But they are growing at a much higher rate, meaning they need massive scale and reliability from day one. And this is exactly what Cinch provides. We're offering the same products as we do to our traditional tech customers, and we're winning with proven commercial models that we've successfully used in tech. Essentially, we're talking about three different motions. Firstly, the direct customer relationship where one of our customers are using our products for their own benefit. Secondly, reseller motions. This could be a native integration where customers effectively resell our products as an integrated part of their own offering. Or thirdly, a partner motion over a marketplace where partners and customers can sign up for our products. Across these motions, we have many years of experience from tech, and during the last six months, we've won several hyper-growing AI companies. And we will expand this relationship and also focus on winning new customers in this segment. Lastly, We're innovating our product offering to deliver new and exciting products for all customers, products that will deliver growth in the future. And as we did last quarter, I want to showcase our innovation. This time we'll look at the conversational commerce use case. And this solution uses several of our products to drive a better end customer experience, improved sales conversion and ultimately growth for retail. The innovation here comes from solving existing pain points in new ways. And what you'll see here is an e-commerce experience entirely over the messaging channel, highly personalized to the individual customer, with no handover between channels, with minimal friction to purchase, all working together to maximize sales conversion for the retailer. And the example you will see uses several of our API products. And the benefits here are clear. No passwords, no forms to fill in, no handovers between channels, jumping between messaging and the web, no hurdles. It's truly a frictionless experience. This is live with customers. It builds on products we already have today, but pulling them together provides a new type of experience, and we think this type of solution will provide very meaningful growth going forward. So we're going to take a look at it before handing over to Sofia, who will walk us through the financials. Please.

For years, enterprises built their customer communication stacks in silos. Messaging channels drove notifications and engagement, verification and identity tools handled authentication, trust and fraud prevention. But AI and conversational channels are flipping the script. Meet Julie. She gets a personalized WhatsApp message from her favorite brand, noise-canceling headphones, the ones she was browsing last week. She swipes the carousel, finds the model she wants, and taps Buy Now, all powered in the backend by Cinch Conversation API. She's redirected to the checkout page. Her details are already filled in. Behind the scenes, Cinch Number Verify runs silently. It already confirmed it was her. silently through her SIM before the page even loaded. No login screen, no OTP, no redirect. She reviews the order and taps pay now. No password, zero friction. In the same moment, Cinch has already checked the transaction for fraud signals. Risk score, low. Purchase approved. Seconds later, the order confirmation lands back in WhatsApp. That same conversation that started the purchase closes the loop.

And now it's time for Sofia to present the financials. So over to you, Sofia.

Hi, Mia. I'll start with a few words about myself. My name is Sofia Olander and I am Senior Vice President at Sinch. I have been at the company for about five years working in various roles across finance and for the past year working very closely with Jonas, supporting him in his role as CFO. And very happy to be here with you today to present the Q2 Financials. Let's start with the top line numbers. As a reminder, as we report in SEC, while USD is our dominating trading currency, we always point to organic growth to measure the underlying performance of our business. An organic revenue growth came in at 6% in this quarter, which is an acceleration versus last quarter. This is driven by Americas, our largest segment, and API, which is our largest product category. This is very pleasing to see, of course, and Americas came in at 9% revenue growth. Cost increases from certain US suppliers were passed on to customers at cost, supporting organic revenue growth by about two percentage points. While this has an effect on gross margin, it's a natural part of our business and we don't see this as a sign of a shift in underlying profitability. As a side note, the contracts that we sign in America's API are actually coming in at stable margins. So all in all, in Americas, we see momentum and solid performance in our business. After a few consecutive quarters of decline, EMEA has stabilized at flat revenue growth. And APAC comes in slightly negative. And the negative revenue growth in APAC is really driven by India, where we had a 17 million revenue adjustment from a customer dispute, and that was actually the same customer dispute that we spoke about in Q1. So, as Jonas mentioned, India represents a small share of our business, and even if a one-time revenue adjustment like this has an impact on group numbers, further downsides should have a limited effect sequentially. Moving on to GP. Organic GP growth came in at 2% in this quarter. And again, this is driven by Americas, an API where we have our messaging and email products. Further, GP growth is strengthened by network connectivity, where we see the benefits of the shift of TDM to IP technology. And America's GP growth came in at 10%. EMEA declined in this quarter, 4% negative organic GP growth. And this is largely driven by churn in a legacy verification product. And like Jonas mentioned, it's the same product where we saw churn in America's last year. And APAC came in at a negative 18 GP growth. And this is largely driven by India, which again represents a small part of our business. And in APAC, we further have some margin compression in our applications business in Australia, which weighs on GP growth. So all in all, accelerated revenue growth and stable GP growth in this quarter. Let's take a closer look at the gross margin. The gross margin is slightly down sequentially and down by 1.6 percentage points on a year-over-year basis. This is driven by a few different factors, which I will lay out before you. We've spoken before about the shift of TDM to IP and that that has a positive impact on our gross margin, and we see that also in this quarter. The challenges in EMEA and APAC that I mentioned, they weigh on the gross margin, and these effects combine more or less net to zero. So why does the gross margin go down? The increased COGS that we pass on to our customers at cost has an effect of about one percentage point on the margin, a negative effect. And the remaining is really FX. In Q1, we mentioned that sometimes we have revenue in COGS in different currencies, and with rapid FX movements, we can see a temporary impact on our gross margin. And that impact in Q2 is negative of 0.5 percentage points. And with this, we are confident that our gross margin is within normal variations. If we look at adjusted EBITDA, we see that adjusted EBITDA is steady sequentially. It's down 0.2 percentage points, but then we see a drop of 0.6 percentage points on a year over year basis. And this drop is really driven from the gross margin. What's pleasing to see is that adjusted EBITDA and EBITDA are moving closer and closer together. And this is really driven by the reduction of our adjustment items. And in our adjustment items, you can see our transformation costs, which primarily is integration costs, which are down two thirds on a year-over-year basis, which represents 30 million SEK. And integration costs are down since we finalize integration projects, such as CRM and a joint HR system, et cetera. Moving on to take a closer look at our costs. We continue to be in control of our costs. We have an adjusted OPEX increase of 1% in this quarter, and that gives us an adjusted EBITDA growth of 4%. And it's relevant to look at the distribution of this OPEX increase. While G&A is down on a year-over-year basis, we reinvest the savings from these functions into growth functions. And by that, we mean product, technology, sales and marketing. And we will continue to make select investments into growth initiatives in these functions. Simultaneously, we will focus on driving productivity improvements across the board. Adjustment items are down, which gives us an EBITDA growth of 7% in this quarter. A closer look at cash flow. Our free cash flow came in at 751 million in this quarter, and that gave us a cash conversion on a rolling 12 basis of 61%. This is above our guidance, and it's a strong cash flow. I want to emphasize a point that we usually make, which is working capital may have swings between the quarters. We have large customers and large suppliers, and we can see temporary ups and downs. These fluctuations are part of our business, And with that said, it's very pleasing to see a solid and strong cash flow in this quarter. Let's see what this does to our leverage. Our leverage is slightly down in this quarter at 1.9 versus 2.0 in the previous quarter. And this is really driven by the cash flow. In Q2, we have repurchased 4 million of our shares. And since the start of the program, we have repurchased 15% of our shares. This is on the back of solid profitability, strong cash conversion and a solid financial position. And this morning, the board of directors initiated a new buyback program, enabling us to repurchase up to 10% of our shares up to the next AGM in 2027. So with that, I'll hand over to Jonas for some concluding remarks.

So concluding the quarter before opening up for Q&A. Accelerated organic revenue growth led by the engine, that's Americas, growing at 9%. And where it matters the most, that is Americas APIs growing mid-teens organically. Solid profitability, strong cash conversion, GP a little bit on the soft side, but that is mainly about APAC. And we continue with super strong commercial momentum, and that's why we're looking ahead with confidence. Also, thanks to strong market position. And with that, let's do a Q&A.

Thank you, Jonas. And thank you, Sofia. Now it's time for questions. So if you are dialing in, please remember to press star 1 1. Or if you want to send them through the chat, do it in the webcast. So we will start with the phone. I think first in line, we have Erik from SEB. Good morning.

Good morning, Mia. Hi, Jonas. Thanks for the presentation. A couple of questions for me. I'll start off on the cross-profit growth. Jonas, you have previously spoken of an acceleration in growth in the second half, and you grew organic cross-profit here, 4%, I think, in H1. Is it fair to say that you still expect this, and how much of an acceleration are we talking about here? Is it growth in the high single digits, or what do you expect for the second half? I'll come back with another question.

Yes, so what we said when exiting the first quarter was we expect the second quarter to be stronger than the first quarter, and that applies to top line and organic GDP growth. And I don't want to be more specific than that, but we believe the second quarter will be stronger than the first quarter on those two metrics.

The second half, I guess.

The second half of 2026 versus the first half of 2026 in terms of organic growth numbers, yes.

All right, that's excellent. Just wanted to ask on the dynamics in EMEA and APAC. Yes, so starting with EMEA, so what's

What we're pleased to see is we have stabilizing revenue. As you know, we have appointed a new leader for EMEA to re-accelerate the region. The impact we see on gross profit is basically exiting, churning this legacy verification product, which has had super high profitability. And even if that has a financial impact, Now this product is essentially gone both in Americas and in EMEA going forward. So that is the driver of the drop of margin in EMEA. So on a sequential basis, we don't expect that going forward. APAC, there we have more nuances. So India is mainly the contributor to the revenue decline. And we have this 17 million provision for custom dispute. And that impacts and fall downs directly to GP as well. But in addition, we have some margin compression in applications in Australia. That margin compression in Australia, we expect to persist, while the impact in India, we don't expect to persist going forward.

Okay, that's very clear. Just a final one for me, perhaps. On APAC, I think API Platform was the main weakness, even if you adjust for even if it's just for the one offset that you mentioned. Do you feel like you have a grasp on the turnaround in this region and that you've done the necessary measures to sort of turn APAC around, or is this still a work in progress? Thanks.

So we think the worst is behind. We can't be entirely sure that we have bottomed out in APAC. But what you see is on API in APAC, that is largely India. In fact, we have positive momentum in API outside of India. So India and API is really the intersection, that's where you see it. Look, India, low single-digit GP of the group, so whatever happens in India won't have a material impact going forward. We still want to be present in India, we believe in India, simply because it's 1.4 billion people, it's the world's most populous country, and they're fairly advanced on RCS and WhatsApp in that market. It's a tough market, it's not easy, but it's important for us to be there because we see it as an option for the future, really. So we're definitely working on turning it around. It can take a few quarters. I don't want to give any precise outlook, but I think the worst is behind.

All right, that's clear. Thank you.

Thank you. And then we take the next question. That is Daniel Torsson from ABG. Good morning.

Yes, good morning. Thank you very much. Two questions related to the presentation here. The first one on email. If I remember correctly, the email business had quite large share of subscription-based revenues linked to volume packages, of course. But how are email revenues or gross profit developing, for example, here in Q2, when you showed that volumes are up 21% year-over-year? Are they halfway there or even less than that?

No, it's more than half way. So we have consistent revenue and GP growth, double-digit over several years in e-mail. So there is volume here will drive like unit price compression, but That's a little bit the name of the game in this volume business. We have the scale, and it's a super profitable product. And that's thanks to the scale and the platform. Very few people can actually make profit out of this. We can, and we can do that at a very high profitability. So this is what's over time also driven some of the product mix shift margin improvements that we've seen. And we expect that also going forward.

I can maybe add to that, Jonas, that in terms of email, we also see a very solid double-digit growth across all regions, and that's another sign of strength.

Okay, thank you. That's very helpful. The second one, you mentioned that you would like to look more closely into net retention rates ahead. What are the levels today, and how has it developed during the last few years, and also potentially what levels do you target ahead to reach the total growth target?

Yes, so we're not disclosing net revenue retention rates. Maybe we will do that sometime in the future. What I can say is this is an opportunity for us to improve. And I think this is, you know, with increased cross sales, targeting the right customers and with multi-product relationships, we can strengthen our relationships with existing customers. So this is clearly an opportunity going forward.

Okay, I see. So let's hope to get some disclosure on that in the future then. A final one on operations then. Employees in the quarter are flattish versus Q1. Adjusted OPEX is also flattish year over year. What's the plan for potential growth investments and headcount development during the rest of 2026? Should we see more headcount in the second half of the year or...?

What I'll say to that is maybe a bit of repetition of what I said in my presentation, but you're absolutely right that we have an adjusted OPEX increase of 1% in this quarter. We have a solid adjusted EBITDA growth and we come from the back of 18 months of very solid adjusted EBITDA growth. What we will see going forward is the continued reinvestment of savings in DNA functions into more growth functions. And we will stick to our targets that we have communicated on the capital market state, which is an adjusted EBITDA margin between 12 and 14%. And we're well within that range. Then I could mention, in terms of Q3, we have merit coming in and that's always a slight uptick. But having that said, we will continue to manage our OPEX closely.

In addition, maybe repeating what we've said in previous quarters, we are now within the target range of EBITDA and we will continue to be in that target range. But we prioritize investments in growth ahead of further elevating the EBITDA margin.

I see. Excellent. Thank you very much.

Thank you. We take next one. It's Pedra Savinovic from DNB Carnegie. Good morning.

Good morning. Thank you very much for taking my questions. We start with when you comment on some of the major larger customer wins. Are they typically starting out with one product from you or have you also been able to improve the sales motion so you can get a win including several products from your portfolio?

Yes, excellent questions. Thanks, Fredrik. It's a combination. So we see still, I would say the predominant motion is starting with a single product, but we have an increasing share of solution sales where we packaged several products in a bundle. That is growing, and obviously if we sell a solution with several products, that also drives stickiness in the relationship with the customers.

Okay, very good. And then on the legacy product churn in EMEA, is it possible to quantify how much of a drag this has on gross profit and EBITDA now and what that drag can be in the coming quarters?

Sofia, do you recall the specific number?

Yeah, I wouldn't give the specific numbers, but I'd say that it's a significant part of the EMEA gross profit. And it's a churn now, so in the coming quarters, it will be a drag for the coming 12 months, I'd say. Similar as what we saw in Americas when it's been washed out over the year, the comparables.

Be clear, the churn is... The drop in gross profit is very much related to this.

Okay, okay. And then in terms of kind of where you exited Q1 in terms of, you don't have specific guidance, of course, for what you expect, but would you say that your operating momentum now is on the same level as you kind of commented around it a few months ago, or has it improved or even decreased in post Q2 now?

So the difference really between when we presented Q1 and where we are now is on balance, America is developing more favorably, but we didn't expect the development we've seen in APAC also in Q2. So that was on the negative side of our outlook. But, you know, besides that, it's more or less exactly as we predicted. I think it's important to realize America is two-thirds, and looking at APAC, it has a meaningful impact on the quarter, but it's only 13% of gross profit. And a lot of this is related to India, which is low single-digit gross profit. So a small part of the business has an impact in this quarter. But the most important region, the engine, two-thirds of the business is doing well and in line with expectations, or slightly ahead.

Okay, very good. Thanks so much.

Thank you. Let's take the next one in line. It's Victor Högberg from Danske Bank. Good morning.

Good morning. Just a housekeeping question. The 17 million negative revenue adjustment in APAC in India, Do you expect more ahead? We saw it in Q1 as well, thought it was isolated, and I know, of course, as you say, that India's not going to affect much more ahead, but just is there a risk that we're going to see adjustments also in Q3 and potentially Q4? Thank you.

I would say now we're fully provided for this specific risk. You can never know if something else will happen, but we don't anticipate anything else.

I fully agree with that. I think we're well covered with this provision that we've made now.

Thank you. Okay. Thank you. And now we have next one, Fredrik Littell from Handelsbanken. Good morning.

Good morning. Thank you very much for taking my questions. I have one for Jonas and one for Sofia. So Jonas, if we could get back to Enea and maybe Europe, and if you could put some more color on your sort of strategy and tactics in order to reignite growth, and if you could combine that with your slides on continue commercial momentum where you know all the wins the six-figure wins what you have achieved so far and what you see in front of you would be interesting to get some more feeling for the coming 12 months on your ambitions there and then Sofia on networking capital it looks like for example in 2025 that we took a step down in Q3 in what it provided so is it fair to assume that Q3 is sort of a seasonally weaker Networking Capital Quarter. Is that fair? Thank you.

So starting with EMEA, the way forward for EMEA is really to apply the success recipe from Americas, which is really about operational rigor in sales and customer relationships and making sure we have a sales organization that can deliver and sell a multi-product offering. We think we have the recipe, and now it's just execution to get that going. And I think we will see positive momentum in EMEA a few quarters from now, latest.

Yeah, and on the net working capital, I would not say that Q3 is a seasonally weaker quarter. It's a strong quarter for us usually on gross profit and net sales. And then, as I mentioned, we can have fluctuations between the quarters driven by the fact that we have large customer invoices and large supplier invoices. So you might see a temporary fluctuation between the quarters, and maybe that's what you're referring to in the past year. But I would say it's not seasonally weaker and it's... Yeah. I'll stop there.

Okay. Fair enough. Thank you very much.

Thank you. Next one is Bharat Nagarai from Kantor. Good morning.

Hi, thank you. Hope you can hear me.

Yep, we can hear you.

Very good. Thank you. I have a couple of questions. Is the joint go-to-market model that you're getting traction, is that outside of the Americas as well? Are there any differences you're seeing across the regions in terms of customer behavior, product adoption, or other factors?

I would say the Americas market is more sophisticated, but it's not like it's worlds apart. We see similar behavior in EMEA and APAC. That's why we see similar opportunities in EMEA and APAC as well. So yeah, that's my answer to that.

Okay, okay. The second question is around for Cinch to close in on your end of year 2027 targets, growth targets. What level of EMEA and APAC growth will you kind of be requiring, or are you thinking that it will be largely driven by Americas at this point?

So, Americas will be the engine, and we expect Americas to continue to develop very favourably. If Americas continue at the current level, and we just have a flat development in APAC and EMEA, we're very close to the guidance for next year. a little bit of positive development next year in EMEA and APAC and sustaining the growth rates we have now in America should take us there.

Okay, makes sense. Thank you. Just one last one from me. On the Cursor partnership, that's an interesting signal. Can you give us a sense of the commercial model, the revenue potential or any other pipeline that you have for similar marketplace or reseller deals with AI-native companies? Thank you.

So the commercial potential specifically for a single customer, firstly, I wouldn't disclose this if I knew, but quite frankly, it's difficult to know as well because across all these platforms, you can never be sure about the uptake, especially in the marketplace type of situation. But what we're trying to do is be present in all relevant marketplaces with all relevant AI customers. We obviously won't win them all, but I think we will win our fair share as we did with, if you will, the traditional tech, the hyperscalers. So somewhere we will really strike a gold, I think, and in other places it will be more an average type of development. Again, it's a little bit crystal ball, but these companies are growing. They need customer communications. We think it will be a very important part of the growth going forward.

Understood. Thank you very much.

Thank you. Next one, we have Thomas Nilsson from Nordea. Good morning.

Hello, and thank you for taking my question. US peers like Bandwidth and Twilio are reporting very high growth recent AI voice applications. What growth trends are you seeing in that segment and how are your recent AI voice product launches being received?

So we see also high growth numbers in AI voice. I think it's important to realize when Twilio reports AI voice growth numbers, they don't disclose the absolute numbers. We think we're in a similar position. This is an important part of future growth, but the market is still in infancy. The current growth is coming from other segments. On top of that, you see emerging growth in AI voice. When it comes to uptake of our AI voice products, we have very positive reception of those products, but it's still quite early. Similar to RCS, it's not contributing in a significant way to growth here and now, but we expect that to accelerate over the next few years and then be an important part of the growth.

Okay, thank you. And a final question for me, if I may. You're operating in quite a fragmented market with many What's your view on continuing industry consolidation going forward? And will you revisit M&A if you find relevant opportunities that are equated to profitability?

Yes. We also think the market is fragmented and we think there are clear benefits from consolidation simply because there are scale economies. We can see that from previous acquisitions we've done within a product category. And we're ready for M&A. So we're looking at the market and if the right opportunity comes up, we will act on that to drive consolidation. In addition, we're looking at M&A for adding capabilities to further increase the value add on top of our current offering to be relevant in an AI future. So those are the two sort of broad M&A avenues we see.

Okay, thank you very much.

Thank you.

Thank you. It looks like Erik Lindombröder is back from SEB. Is that correct?

Yes, I'm back with another question. Yeah, welcome back. Thank you, thank you. Just a boring housekeeping question perhaps, but still important. So, Sofia, you mentioned 50 bps impact on gross margin from temporary FX mismatch. And should we read this as sort of impacting gross profit and by around 30 million extra? Or how should we read this comment?

No, I wouldn't see it as that. What I would say is that we have these temporary ups and downs on the nominal numbers for revenue and GP and that can have an impact on the margin. When we look at GP and revenue year over year, we always look at organic growth and then we take away all of our FX movements. So we know that FX goes up and down and sometimes you win a little and sometimes you lose a little on the gross margin. And now with the large movements that we've seen, we chose to call it out because it has a significant impact on the gross margin.

Okay, okay. But it's more temporary in nature, the extra large mismatch this quarter?

I would say that, yeah, exactly.

Okay. Okay. All right. One final question. You showed a slide with some AI-native company logos. OpenAI was one of the logos. Is that one of your customers today? And what channels are you helping them in, if that's the case?

I can confirm that. I don't want to disclose which product it is, but yes, it's a customer. All those companies that we have logos on are customers. All right, okay, thanks.

Thank you. Next one, we have Victor Sheng from Bank of America. Good morning. Can you hear us?

Hi, is it me?

Yeah, it's you.

Sorry, the line just cut off when you announced my name, but thanks for taking my questions. Maybe just one follow-up. on kind of what's being talked about just now as well on AI Voice. I mean, you talked about fast-growing AI natives. Can you give us some color maybe on these new customers' AI companies? How much of that is driving your growth? And how should we kind of expect it to grow within these AI companies? And And where do you see your self-possession versus your competitors? Are you having a stronger market share with these AI companies? Any color around that, please?

Yes. First of all, We think this is mainly future growth. It's not a major share of the current growth. So we're winning logos, and that starts at a fairly low volume. But as they are growing, and our services to them are wallet share, and not only the wallet share, but as they're picking up the usage of this product, it will provide future growth. When it comes to our market position, to make it very simple, Twilio is typically early on these types of customers because they are stronger with their market position with developers. We are more enterprise. So on the S-curve, we typically come in a little bit later when these customers need scale, reliability, enterprise support, these types of things. So that's the position versus Twilio. Versus Bandwidth, I would say. Bandwidth is more specialized on voice. Our voice capability and quality, I would say, is number one in the Americas. They have been quite successful in this segment. So I think it's for us to truly demonstrate the strength of our offering in voice to win even more in that segment.

So if I understand this correctly, is it safe to say that you take the view that potentially these AI companies, as they grow bigger and become more enterprise-y, that they can eventually, there's a pipeline to help them graduate, you know, lack of a better term to cinch or...

Exactly. And this is, you know, we've seen this movie before. It's the same behavior and same development as we saw 10 years back with the hyperscalers. Twilio was earlier and we came in with, you know, an enterprise motion and we won many of those customers. We think the dynamic is very similar this time around.

Very clear. Thank you.

Thank you. Next one, we have Deepshikha from Goldman Sachs. Good morning.

Good morning.

Sorry. Yeah, try again, please. Can you hear me now? Yeah, now we hear you. Can you hear me now?

Yeah. Yeah. Thank you. Thanks for taking my question. A lot of them have been answered, but just maybe two. One is basically like obviously the comment on to which GP growth being better than first half is reiterated. And given the comment on, you know, typically 3Q being a stronger quarter, both on revenue and GP, should we assume that like the phasing of it will kind of continue to mirror what we saw last year in 2H25, so 3Q a tad bit better than the fourth quarter. And second is more of housekeeping is basically on the tax provisions. I think we see that like, you know, again, you know, we have 200 million in the in the current provisions. So should we assume that you will see a number similar to 35 million that we saw in the first half being paid out?

So let me start on the facing between quarters. Quite honestly, this is tricky. So that's why we want to talk about half years instead, because potential swings even out. So what we're saying is we believe the second half of the year in terms of organic revenue growth and organic GDP growth will be stronger than the first half of 26. Second question, Sofia.

Yeah, exactly, on this tax provision. So you're absolutely correct that we have used 35 million of that in the first half of this year. And we had the same question in the last quarter. And I think I'll give a similar answer that these things are tricky and difficult to assess. And the best estimate that we have at this time is that we will have a short term outflow of 200 million SEC. That's the short term part of the provision and the rest is long term. And when we have an update on that, we will make sure to inform you. But that's our best assessment at this point in time.

Thank you. Thank you. I think that was it from the phone conference. We don't have anything on the chat today, but I would like to say thank you so much, Jonas. Thank you so much, Sofia. We will be back here for the Q3 presentation on November 5th. If you have any questions, feel free to reach out to me. Really happy to answer your questions. Once again, thank you very much and have a good day.