TeraGo Inc.

Good morning, ladies and gentlemen, welcome to Tara goes third quarter 2025 financial results conference call currently all participants are in a listen only mode. Following the presentation, we will conduct a question and answer session with pre qualified analysts on the call and instructions will be provided at that time for you to queue up for questions. If anyone has any difficulties hearing the conference, please press star followed by zero for operator assistance at any time. I would like to remind everyone that this conference call is being recorded. TerraGo would like to remind listeners that the company's remarks and answers to your questions today may contain forward-looking statements that are based upon management's current expectations. All such statements are made pursuant to the safe harbor provisions of and are intended to be forward-looking statements under applicable Canadian securities legislation. When relying on forward-looking statements to make decisions with respect to the company, you should carefully consider the risks set forth in the Risk Factor section in the 2024 Annual Information Form, which is available on www.cdarplus.ca, and also consider other uncertainties and potential events. Except as may be required by Canadian securities laws, the company does not undertake any obligation to update any forward-looking statement as a result of new information. We would also like to remind listeners that Tarago uses certain non-GAAP financial measures to arrive at adjusted results to assess its business and to measure overall performance. Tarago believes that these financial measures provide readers with a better understanding of how management views the company's overall performance. I will now turn the conference over to Terego's Chief Executive Officer, Daniel Vucinic. Sir, please proceed.

Thank you, and good morning, everyone, and welcome to our third quarter 2025 earnings call. Today, we are pleased to share how we are further accelerating our value creation strategy. In the third quarter, our team continues to have a disciplined focus on our customers, operational efficiency, and positioning the business for the future. We are seeing better gross margins, higher average revenue per account , reductions in operating expenditures, superior deal level economics, and a more efficient approach to capital investments. Our revenue reflected a strategic decision to allow unprofitable customers to churn as part of our disciplined approach to profitability and long-term value creation. At the same time, TerraGo's focus is on the larger end of the SME clients that have multi-site locations, which is validated by our continued growth in ARPA. Those larger client deals typically have longer sales cycles, and in today's economic uncertainty environment, those larger deals are taking a little bit longer than what we would want. However, we are encouraged by our growing sales pipeline. Following quarter end, we successfully completed a transformative series of financing transactions, including new term debts and equity financings. that have strengthened our capital structure and provided the flexibility to pursue growth opportunities across 5G private wireless networks and next-generation fixed wireless connectivity. With a stronger foundation, we remain focused on execution and creating long-term value for our stakeholders. Terago is a critical player in the Canadian communications landscape. We are uniquely positioned by owning 91% of the millimeter wave spectrum, national backbone network with 400 plus wireless hubs, covering 26 million population of Canada, and passing 11 million homes. There really is no one like us. Being the largest millimeter wave spectrum owners, TerraGo continues to work closely with ICED to drive competition, investment, and innovation. Millimeter wave spectrum is becoming increasingly important as demand for high capacity, low latency connectivity continues to rise. ICED's recent millimeter wave consultation is proposing to repurpose the lower 26 gigahertz band, previously called the 24 gigahertz, for flexible use. A flexible use decision would mean that millimeter wave spectrum could be used for both mobile and fixed wireless services. In fact, service providers in the US are increasingly leveraging millimeter wave technology to enhance mobile connectivity in densely populated areas such as stadiums, concert arenas, urban areas. The extremely high capacity and ultra-low latency of millimeter wave spectrum makes it ideal for supporting large crowds where conventional mid-band or low-band networks often experience congestion. As per ISED, spectrum is a critical input for wireless service providers. Flexible use millimeter wave spectrum will enable providers to increase network capacity, address growing traffic demands, and enable new applications such as ultra-low latency. reliable low latency services and advanced automation across industries. Canada is in fact at a pivotal moment where productivity continues to lag behind other similar economically developed countries and the current trade wars certainly add significant pressure to this. Millimeter wave spectrum in a 5G private wireless network offers significant opportunity for industry verticals like manufacturing to automate operations and leverage robotics. This requires a high-level bandwidth, high network performance, ultra-low latency, and a robust and secure network. We are encouraged by the progress ICED is making with their March 6, 2025 5G millimeter wave consultation on the 26 gigahertz and 38 gigahertz bands. We look forward to their decision on the millimeter wave spectrum and including next steps towards a future auction. With that said, I will turn it over to our CFO, Raj Sapra. Raj.

Thanks, Dan. Good morning, everyone. I will go through briefly over our Q3 2025 financial results presentation, which is available on our website. Turning to slide four of the presentation for a look at our KPIs, our average revenue per customer account, or ARPA, for our connectivity business was $1,241 in Q3 2025. and 1.6% increase compared to 1,221 for the same period in 2024. ARPA levels continue to improve as a result of changes in customer base and product mix. Our churn was 1% compared to 0.9% for the same period last year. The company continues to review, modify, and improve its customer experience practices to increase customer engagement focus on mid-market and large-scale customers, as well as implementing new strategies for customer renewals and retentions. Turning to slide five to go through our broader financial highlights, total revenue for Q3 was $6.4 million as compared to $6.5 million from same period in 2024. The decrease was primarily driven by increased churn stemming from management's continued initiatives to optimize the customer base by discontinuing service to unprofitable accounts. This was partially offset by an increase in revenue from new customers which were installed in the current period. As noted in the MD&A, the company has a strong backlog of approximately 96,000 in monthly recurring revenue equivalent of $1.2 million in annual revenue contributing positively to the company's revenue going forward. Adjusted EBITDA was $971,000 in Q3 2025, an increase of 3% despite the lower revenues compared to $944,000 from the same period in 2024. The company continues to strive for profitable revenue and driving efficiencies in the business. Net loss for Q3 was 2.4 million compared to a net loss of 3.3 million for the same period in 2024. Turning now to slide six, to the balance sheet, we ended the third quarter of 2025 with 1.3 million in cash and cash equivalents. In the third quarter of 2025, we generated approximately $1 million in cash from operations, comprising of almost $1 million from business operations and a small portion from positive working capital movements as compared to Q3 2024. As was noted in our Q2 earnings call, during the third quarter, the company completed the sale and lease back of its seven telecommunications towers for gross proceeds of $1.35 million. As part of the transaction, the company entered into a tower space license agreement with a 10-year term, allowing continued access to the tower sites for the operation of its telecommunications equipment and service our customers. As Dan alluded at the top of the call, subsequent to the quarter end, we completed a comprehensive recapitalization of the business. aggregating approximately $46 million. This included a new three-year senior secure term loan facility of approximately $30.5 million, all Canadian dollar designated, and concurrent equity financings through a private placement and rights offering totaling approximately $15.9 million. The recapitalization resets our capital structure, extends our maturity profile, and provides financial flexibility to growth and pursue opportunities for the business. With that said, I would like to turn the call back over to Dan. Dan?

Thanks, Raj. Our comprehensive strategy is enhancing value for our clients, employees, and shareholders. TerraGo is uniquely positioned to drive innovation and increase investments in its next-generation offerings for businesses. That wraps up the prepared remarks for us today, and now we can open up the call for questions. Operator, back to you.

Thank you. At this time, we will be conducting a question and answer session. If you would like to ask a question, please press star 1 on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star 2 if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment, please, while we poll for questions. Your first question for today is from David McFadden with Coremark.

Hi. Hi, guys. A couple of questions. Has ICED given, like publicly said, when they're going to make a decision on the lower 26 band or 24 gigahertz band in terms of being able to use it for mobile?

So my last conversation with them is that they're actively working on this file, coming up with a decision. However, they're not at liberty to announce any kind of timing just yet as part of that.

And just to add to that, the consultation, which I said put forward in March, proposed the flex use. That was their starting goalpost. Yeah.

And, you know, we're predicting, and this is kind of our prediction, that they'll come up with a decision sometime in the first half of 2026. But we will see.

Okay. Okay. So it's probably a 2026 event. Okay. Yes. All right. And then... I was just wondering, so what are the primary drivers behind the ARPA increase? Is it just onboarding new customers at a higher level? Or maybe you could comment on that.

Yeah, a combination of TerraGO is going up customer segment. So given our different types of products and services and our national reach, as well as our connectivity with other partners, we're providing a full managed services to those clients in addition to our fixed wireless access. So this is where we are getting a larger wallet share of those customers. So the average revenue per those accounts are going up. And then the traditional smaller accounts that are more unprofitable, as per our press release, we've been letting them churn out. So the combination of both continues to drive the ARPA up.

Okay. All right. So you said in your prepared remarks that You know, it seems like it's taking a bit longer to sign up new customers. Maybe you could just comment on the length of the sales cycle now versus previous.

Yeah, so usually now that we have been going up customer segment, you know, bigger ARPA means bigger deals and bigger deals traditionally take longer. Now with this uncertainty, that is kind of spread. their decision-making is stretched out a little bit further. So it's been a couple of quarters per se. So something that would maybe take, you know, six months to close is maybe taking more towards 12 months. But the good news is we are seeing recently like lots of more activity and more engagement with clients. So that's a good sign and more opportunities in the sales funnel. So over the next couple of quarters, we are expecting to close more business. And this new equity injection as well is helping us to invest to grow as before. As we talked about, we've been mostly sweating existing assets. So now with the equity, we will be launching next generation fixed wireless products as well as expanding our hub reach as well.

Yeah. And just to add to that, you know, what Dan said, larger deals, you know, procurement, looking at our financials. And, I mean, David, you were asking us every call what's happening with the renewal of the facilities. So, you know, there was a dark cloud of uncertainty on our debt facility and, you know, capitalization of the business. So that was also playing a bit of a part in that because we were trying to get that refinance. Now it's behind us and, you know, all guns blazing focus on the business as well and try to drive some of these large deals to closure.

Okay. So now that the company's been recapitalized, obviously in a much stronger financial position, do you expect CapEx to increase or it's going to be primarily success driven like before?

Look, I mean, there is no difference in our approach in terms of getting the ROI on anything we spend, every dollar we spend, you know, we're looking for a return on investment, would be success-based. However, having said that, you know, we're looking at new technologies, so anytime we get a new customer, we have an opportunity to apply new equipment, migrate some of the customers from the older one to the new, but it's going to be success-based. You know, the other thing... you know, and I'll just add, I know you didn't ask, but I will add anyways, you know, our real estate cost footprint, we're looking at that as well from profitability of the hubs, as well as, you know, equipment consolidation, where we can kind of employ new technologies and consolidate our customers into, you you know, less number of antennas slash radios and cut some rental costs as well over the next year or so. So there's a bunch of things we're looking at, but the DNA of the business here is that every dollar which goes out, it's got to be an ROI associated with it.

Okay. All right. Okay. That's it for me. Thank you.

Okay. Great. Thank you.

At this time, this concludes our question and answer session. I'd now like to turn the call back over to Mr. Vucinic for closing remarks.

Thanks again, everyone, for joining us on our call today. I'd like to thank our customers, shareholders who continue to support the company. I'd like to thank everyone at Terrigal who continue to do an outstanding job, and we look forward to providing an update on our progress on our next quarterly earnings call. Operator?

Thank you for joining us today for TerraGo's third quarter 2025 earnings call. You may now disconnect.