Q4 2023 Spok Holdings Inc Earnings Call

Operator: www.spokholdings.com Greetings. Welcome to Spok Holdings' fourth quarter 2023 earnings call. At this time, all participants are in a listen-only mode.

Greetings welcome to Stoke Holdings fourth quarter 2023 earnings call. At this time all participants are in a listen only mode. A question and answer session will follow the formal presentation. If anyone should require operator assistance. During the conference. Please press star zero on your telephone keypad. Please note. This conference is being record.

Operator: A question and answer session will follow the formal presentation. If anyone should require operator assistance during the conference, please press star zero on your telephone keypad. Please note this conference is being recorded. I will now turn the conference over to Al Galgano from Investor Relations. Thank you.

I will now turn the conference over to Al Galgano friendly Investor Relations. Thank you you may begin.

Hello, everyone and welcome.

Al Galgano: Hello everyone, and welcome. I am joined today by Vince Kelly, Chief Executive Officer; Michael Wallace, President of Spok Inc. and Chief Operating Officer; and Calvin Rice, Chief Financial Officer. After a brief presentation by management, we will open up the call to your questions. I want to remind everyone that today's conference call may include forward-looking statements that are subject to risks and uncertainties relating to Spok's future financial and business performance. Such statements may include estimates of revenue, expenses, and income, as well as other predictive statements or plans, which are dependent upon future events or conditions. These statements represent the company's estimates only as of the date of this conference call and are not intended to give any assurance as to actual future results. Spok's actual results could differ materially from those anticipated in these forward-looking statements because, although these statements are based upon assumptions that the company believes to be reasonable, they are subject to risks and uncertainties.

I'm joined today by Vince Kelly, Chief Executive Officer, Michael Wallace, as President of smoking and Chief operating Officer, and Calvin Rice, Chief Financial Officer. After a brief presentation by management, we will open up the call to your questions.

I want to remind everyone that todays conference call May include forward looking statements that are subject to risks and uncertainties relating to spokes future financial and business performance. Such statements May include estimates of revenue expenses and income as well as other predictive statements or plans which are dependent.

Upon future events or conditions.

These statements represent the Companys estimates only on the date of this conference call and are not intended to give any assurance as to actual future results spokes actual results could differ materially from those anticipated in these forward looking statements.

Although these statements are based upon assumptions that the company believes to be reasonable they are subject to risks and uncertainties.

Al Galgano: Please review the risk factors section relating to our operations and the business environment, which is contained in our 2023 Form 10-K and related documents filed with the Securities and Exchange Commission. Please note that Spok assumes no obligation to update any forward-looking statements from past or present filings and conference calls. With that, I'll turn the call over to Vince. Thank you, Al. Good afternoon.

Please review the risk factors section relating to our operations and the business environment, which are contained in our 2023 Form 10-K and related documents filed with the Securities and Exchange Commission.

Please note that spoke assumes no obligation to update any forward looking statements from past or present filings and conference calls with that I'll turn the call over to Vince.

Thank you al and good afternoon. Thank you for joining us for our fourth quarter 2023 earnings call. Let me preface my comments by saying how proud I am of our spoke team and our ability to generate very impressive performance in 2020 three while staying true to our mission I'm very pleased with the momentum.

Vince Kelly: Thank you for joining us for our fourth quarter 2023 earnings call. Let me preface my comments by saying how proud I am of our Spok team and our ability to generate very impressive performance in 2023 while staying true to our mission. I'm very pleased with the momentum our team has created, and I am excited by our prospects and outlook. Since the strategic pivot we announced about two years ago, our focus has not changed. That is, to grow revenue, generate cash, and return capital to our stockholders. In 2023, this was a mission accomplished.

Our team has created.

And I am excited by our prospects and outlook.

Since the strategic pivot, we announced about two years ago. Our focus has not changed that is to grow revenue generate cash and return capital to our stockholders for.

For 2023. It was mission accomplished we returned $25 6 million of cash to our stockholders, while more than covering that total by generating in excess of $30 million of adjusted EBITDA.

Vince Kelly: We returned $25.6 million of cash to our stockholders while more than covering that total by generating in excess of $30 million of adjusted EBTA. We were also successful in our stated goal to grow revenue. I'm proud to report that for the first time in Spok's history, we were able to grow consolidated total revenue with revenue growth for both wireless and software. We accomplish this by responsibly investing in our business to support growing revenue while closely managing our operating expenses and capital expenditures. While the dividend level we declared when we announced our pivot in February of 2022 may have initially seemed high, we believe Spok has struck an excellent balance between making the necessary investments to fuel future growth while continuing to generate cash flow and returning capital to our stockholders.

We were also successful.

And our stated goal to grow revenue I'm proud to report that for the first time in spokes history, we were able to grow consolidated total revenue with revenue growth for both wireless and software.

We accomplished this by responsibly investing in our business to support growing revenue, while closely managing our operating expenses capital expenditures.

While the dividend level, we declared when we announced our pivot in February of 'twenty 'twenty. Two may have initially seemed high.

We believe spoke is struck an excellent balance between making the necessary investments to fuel future growth.

While continuing to generate cash flow and returning capital to our stockholders. We believe we are on a sustainable path to continue paying our quarterly dividend at these levels for the foreseeable future and are encouraged by our prospects.

Vince Kelly: We believe we are on a sustainable path to continue paying our quarterly dividend at these levels for the foreseeable future and are encouraged by our prospects. Today, we'll share with you an update on how our strategic business plan is progressing in support of our goals, as well as our financial results for the quarter and full year. I'll start by reviewing the agenda for today's call. The order will be as follows.

Today, we will share with you an update on how our strategic business plan is progressing in support of our goals, but as long as our financial results for the quarter and full year I'll start by reviewing the agenda for today's call. The order will be as follows first a review of our strategic focus and goals and reporting our progress against those goals next.

Vince Kelly: First, a review of our strategic focus and goals and reporting our progress against those goals. Next, Michael Wallace, our President and COO, will provide a review of our operational performance and discuss our market opportunity. Then, Calvin Rice, our CFO, will review our fourth quarter and full year 2023 financial highlights in more detail. We will then conclude our prepared remarks with a review of our business outlook and financial guidance for 2024. And finally, we'll open up the call to your questions.

Michael Wallace, our President and C. O L will provide a review of our operational performance and review our market opportunity.

Then carbon rice, our CFO will review, our fourth quarter and full year 2023 financial highlights in more detail. We will then conclude our prepared remarks with a review of our business outlook and financial guidance for 'twenty 'twenty four and finally.

We'll open up the call to your questions.

In 2023, our team achieved numerous operational and financial milestones significant accomplishments were made.

Vince Kelly: In 2023, our team achieved numerous operational and financial milestones. Significant accomplishments were made regarding top-line revenue growth, record profitability levels, continued Expense Management, Cash Flow Generation, Progress on our product roadmap and development, augmentation of our sales team, generating six-figure customer contracts and multi-year engagements, and Gen A page replacements.

Regarding topline revenue growth.

Record profitability levels.

Continued expense management.

Cash flow generation.

Progress on our product roadmap in development.

Augmentation of our sales team generating six figure customer contracts and multi year engagements.

Jan a pager placements.

Vince Kelly: Maintenance Contract Bookings and Retention, increased professional services revenue coupled with improvements in resource utilization, and enhanced our industry reputation and improved our customer satisfaction scores. Investment in our product and sales team resulted in an historic increase in consolidated total revenues with both a 7% growth in software revenue and a modest growth in wireless revenue. Overall software revenue growth was driven by growth in each of the four software revenue categories: license, professional services, hardware, and maintenance.

Maintenance contract bookings and retention.

Increased professional services revenue, coupled with improvements in resource utilization and enhancing our industry reputation and improving our customer satisfaction scores.

Investment in our product and sales team resulted in an historic increase in consolidated total revenues with both a 7% growth in software revenue and a modest growth in wireless revenue.

Overall software revenue growth was driven by growth in each of the four software revenue categories.

License professional services hardware and maintenance.

Vince Kelly: In 2023, Spok generated over $30 million in software operations bookings. This was a 22% increase from the prior year, but more importantly, a level not seen since 2019 and an annual growth rate not seen in almost ten years. While we were very happy with our bookings level last year and believe that we are certainly trending in the right direction, let me take a moment to provide some perspective on our software operations bookings trajectory. As we have said in the past, software operations bookings tend to be lumpy from quarter to quarter, and timing is a major factor. While it's easier to move sales through the various stages of the pipeline, the ultimate closing of a contract is a bit harder to predict, and by a matter of days can impact the quarterly total significantly.

In 2023 spoke generated over $30 million of software operations bookings. This was a 22% increase from the prior year, but more importantly, a level not seen since 2019 and an annual growth rate not seen in almost a decade.

While we were very happy with our bookings level last year and believe that we are certainly trending in the right direction. Let me take a moment to provide some perspective on our software operations bookings trajectory.

As we have said in the past software operations bookings tend to be lumpy from quarter to quarter and timing as a major factor well, it's easier to move sales through the various stages of the pipeline. The ultimate closing of a contract is a bit harder to predict and by a matter of days can impact the quarterly total significantly. This is why we believe it is.

Vince Kelly: This is why we believe it is more appropriate to look at bookings on a 12-month basis; a full year basis better normalizes both positive and negative timing anomalies in the normal course of the sales cycle. For example, some of the contracts we anticipated to close in the fourth quarter of 2023 were postponed to the beginning of the year, and consequently, 2024 has started out extremely strong. In fact, January was a company record, and February has been strong as well. So we did not spend a great deal of time analyzing the sales performance of an individual month or quarter, as opposed to viewing bookings in the broader context of our pipeline execution and anticipated annual results.

More appropriate to look at bookings on a 12 month basis.

Full year basis, better normalizes, both positive and negative timing anomalies in the normal course of the sales cycle for example.

Some of the contracts, we anticipated to close in the fourth quarter of 2023 were postponed to the beginning of the year and consequently, 'twenty 'twenty four has started out extremely strong.

In fact January was a company record in February has been strong as well. So we did not spend a great deal of time analyzing the sales performance of an individual month or quarter as opposed to viewing bookings in the broader context of our pipeline execution and anticipated annual results, we expect 'twenty 'twenty four.

Vince Kelly: We expect 2024 operations bookings to grow well above our 2023 level. www.spokholdingsinc.com. Switching to operating expense, while driving our top line, we also continued our focus on expense management as operating expense levels for the year were down more than 12% from 2022. As an example, you may remember that in September 2023, as part of our continued focus on managing expense levels, we exercised an option for the early termination of the lease on our corporate headquarters in Alexandria, Virginia. The bottom line is that we expect to save approximately $1 million annually beginning after the conclusion of our lease in September of 2024.

Core operations bookings to grow well above our 2023 levels.

Switching to operating expenses, while driving our top line. We also continued our focus on expense management as operating expense levels for the year were down more than 12% from 2022. As an example, you may remember in September 2023 is part of our continued focus on managing.

Expense levels, we exercised an option for the early termination for the lease on our corporate headquarters in Alexandria, Virginia. The bottom line is that we expect to save approximately $1 million annually beginning after the conclusion of our lease in September of 2024.

Our focus on expense management is one of the key drivers to generate increased cash flow does not come at the expense of our product platform as we continue to make the necessary investments in product development say.

Vince Kelly: Our focus on expense management as one of the key drivers to generate increased cash flow does not come at the expense of our product platform, as we continue to make the necessary investments in product development, sales, and marketing, customer support, and professional services to support the growth of our Spok Care Connect and Wireless solutions. In 2023, Spok invested more than $10.5 million in product research and development. Investments such as these are critical to creating a best-of-breed product platform and to maintaining our solid industry reputation. In 2023, I believe that two key proof points of our premier market position were evidenced by a couple of results: receiving the number one spot for the sixth consecutive year in Black Book Market Research's review of the healthcare industry and, two, having 20 of the 22 adult hospitals and seven of the 10 children's hospitals named to the 20 Athletes such as these will not come if you don't have a best-in-class product offering and a solid reputation with your customers.

And marketing customer support and professional services to support the growth of our spoke care connect and wireless solutions.

In 2023 spoke invested more than $10 $5 million in product research and development.

Investments such as these are critical to creating a best of breed product platform to maintaining our solid industry reputation.

In 2023, I believe that two key proof points of our premier market position, where evidenced by a couple of results one.

We received the number one spot for the sixth consecutive year in Black book market researches review of the health care industry and to having 20 of the 22 adult hospitals and seven of the 10th children's hospitals named to the U S named to the 2023 U S News and World Report's Best hospitals honor roll is custom.

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Accolades such as these did not come if you don't have a best in class product offering and a solid reputation with your customers spoke has an amazing blue chip customer base. Many customers had been with us decades and continue to buy from us.

Vince Kelly: Spok has an amazing blue-chip customer base. Many customers have been with us for decades and continue to buy from us. In short, we continue to fire on all cylinders and are confident about the future as we start 2024. Based on our performance in 2023, we are providing our guidance estimates for revenue and adjusted EBITDA generation in 2024. This guidance reflects the team's confidence in being able to outpace our 2023 performance. At the midpoint of the guidance range, we believe we're on track to again grow consolidated revenue in 2024 on a year-over-year basis. We also anticipate that the midpoint of our adjusted EBTA guidance will be consistent with last year, with additional growth potential at the high end of the guidance range. Calvin will go into more detail regarding our expectations later in the call.

In short we continue to fire on all cylinders and are confident about the future as we start 2024 based on our performance in 2023, we are providing our guidance estimates for revenue and adjusted EBITDA generation in 'twenty 'twenty. Four this guidance reflects the team's confidence in being able to outpace our 2023 performance. It said mid <unk>.

One of the guidance range.

We believe we are on track to again grow consolidated revenue in 2024 on a year over year basis.

Also anticipate that the midpoint of our adjusted EBITDA guidance will be consistent with last year with additional growth potential at the high end of the guidance range Calvin will go into more detail regarding our ex regarding our expectations later in the call of course like last year, We will review guidance with you on a quarterly basis and make adjustments as.

Vince Kelly: Of course, like last year, we will review guidance with you on a quarterly basis and make adjustments as appropriate, www.spokholdingsinc.com. Our strategic goal is simple, run the business profitably, generate cash flow, and return that capital to Spok Holdings. We have a proud legacy of creating stockholder value through free cash flow generation, and we intend to continue this track record. Since the beginning of our strategic pivot, which started about two years ago, Spok has returned just under $51 million, or about $2.50 per share, to our stockholders in the form of our regular quarterly dividend. In fact, since we founded this company in 2004, Spok has returned nearly $675 million to our stockholders, either through our regular quarterly dividend, special dividends, or share repurchase.

As appropriate.

Our strategic goal of simple run the business profitably generate cash flow and return that capital to stockholders.

As a proud legacy of creating stockholder value to free cash flow generation and we intend to continue this track record.

Since the beginning of our strategic pivot, which started about two years ago spoke has returned just under $51 million or about $2 50 per share to our stockholders in the form of our regular quarterly dividend.

In fact since we founded this company in 2004 spoke has returned nearly $675 million to our stockholders through our regular quarterly dividend special dividends or share repurchases.

Vince Kelly: In the fourth quarter of 2023, this history of returning cash to our stockholders continued as we again generated impressive levels of adjusted EBITDA and returned $6.2 million to our stockholders. This represents the 76th consecutive quarterly dividend paid since becoming a public company, and we expect to pay dividends totaling approximately $26.1 million in 2024. Spok remains committed to its dividend policy and returning capital to its stockholders.

In the fourth quarter of 2023 this history of returning cash to our stockholders continued as we again generated impressive levels of adjusted EBITDA and returned $6 $2 million to our stockholders.

It represents the 76th consecutive quarterly dividend paid since becoming a public company and we expect to pay dividends totaling approximately $26 1 million in 2024 spoke remains committed to our dividend policy and returning capital to our stockholders.

When you take into consideration our current cash balance distributions to stockholders share repurchases debt repayments and acquisitions smokers now generated more than $1 billion of free cash flow since our 2004 inception, our focus on maximizing cash over the long term support for our major tenants of our store.

Michael Wallace: When you take into consideration our current cash balance, distributions to stockholders, share repurchases, debt repayments, and acquisitions, Spok has now generated more than a billion dollars of free cash flow since our 2004 inception. Our focus on maximizing cash over the long term supports the four major tenets of our strategy. Those are, number one, continued investment in our wireless and software solutions; number two, growing our revenue base. Number three, disciplined expense management, and number four, a stockholder-friendly capital allocation plan. Going forward, we believe our extensive experience operating our established communication solutions and world-class customer base will continue to create significant value for shareholders. Now I'll turn the call over to our President and Chief Operating Officer, Michael Wallace. We'll talk about our operational accomplishments and quantify some of our opportunities. Thanks Vince, and good afternoon.

<unk> those are number one continued investment in our wireless and software solutions.

Two growing our revenue base.

Number three disciplined expense management and number four a stockholder friendly capital allocation plan.

Going forward, we believe our extensive experience operating under established communication solutions and World class customer base will continue to create significant value for stockholders now I'll turn the call over to our President and Chief Operating Officer, Michael Wallace will talk about our operational accomplishments and quantify some of our opportunities.

Michael.

Thanks, Vince and good afternoon. Thank you all for joining us for what we believe was another solid quarter and full year of results from spoke.

Michael Wallace: Thank you all for joining us for what we believe is another solid quarter and full year of results from Spok. We are pleased to report that we have continued to execute on our business plan, and in 2023, we generated gap net income of $15.7 million, or $0.77 per diluted share, which represents a sharp increase from break-even adjusted gap net income in the prior year period. As you may remember, 2022 Gap Net Income included a non-recurring and non-cash benefit of $21.9 million related to the release of previously established tax valuation allowance in alignment with our projections of future taxable income, prior to the announced pivot and shutting down of the development and deployment of Spok Holdings Inc. Including that benefit, 2022 Gap Net Income totaled $21.9 million, for $1.09 per delivery.

We are pleased to report that we have continued to execute on our business plan and in 2023, we generated GAAP net income of $15 7 million or <unk> 77 per diluted share.

Which represents a sharp increase from breakeven adjusted GAAP net income in the prior year period.

As you May remember 2020 to GAAP net income included a nonrecurring and noncash benefit of $21 9 million related to the release of previously established tax valuation allowance in alignment with our projections of future taxable income prior to the announced pivot and shutting down of development and deployment of the spoke of.

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Including that benefit 2020 to GAAP net income totaled $21 9 million or a.

Dollars nine per diluted share.

Michael Wallace: Importantly, we accomplished this bottom-line performance while continuing to generate software operations bookings growth, which drove revenue in 2023, as well as significantly building our professional services and maintenance backlog, to over $56 million, which will drive revenue in future periods. On a full year basis, software operations bookings totaled more than $30 million, up 22% from prior years. Also, total 2023 software bookings reached levels not seen for the past four years. We will continue on a trajectory of growth following our pivot almost. Amidst all the progress in creating a solid financial platform and stockholder-friendly capital allocations, we remain true to our mission of being a global leader in healthcare communication. We deliver clinical information to care teams when and where it matters most to improve patient outcomes, as Spok enables smarter, faster clinical communications.

Importantly, we accomplished this bottom line performance, while continuing to generate software operations bookings growth.

Which drove revenue in 2023 as well as significantly building, our professional services and maintenance backlog levels.

To over $56 million, which will drive revenue in future periods.

On a full year basis software operations bookings totaled more than $30 million up 22% from prior year levels.

Also total 2023 software bookings reached levels not seen for the past four years and continue on a trajectory of growth following our pivot almost two years ago.

Amidst all the progress in creating a solid financial platform and stockholder friendly capital allocation strategy, we remain true to our mission of being a global leader in health care Communications.

We delivered clinical information to care teams, when and where it matters most to improve patient outcomes as spoke enables smarter faster clinical communications for our customers.

Michael Wallace: And importantly, we continue to maintain our reputation as a thought leader in healthcare communications as we continue to see customer satisfaction. Spok has over 2,200 healthcare facilities as customers, representing the who's who of hospitals in the United Kingdom. We have built our solutions over many years and have long-standing, valuable customer relations. This is an amazing and valuable asset, and these hospitals buy from us regularly and renew maintenance at a high level. In a couple of minutes, I will outline an exciting opportunity for Spok that we believe widens our addressable market and will provide a future growth catalyst for our product. Before I switch gears, let me take the opportunity to drill down into our software operations bookings. 2023 was certainly a year of milestones with regard to our software operation, in addition to the solid year-over-year growth and total bookings of 22%. We were able to execute 67 six-figure customer contracts, an all-time high for us, and which included the largest single customer contract ever recorded.

And importantly, we continue to maintain our reputation as a thought leader in the healthcare communications space as we continue to see customer satisfaction ratings increase.

Smoke has over 2200 health care facilities as customers, representing the who's who of hospitals in the United States.

We have built our solutions over many years and have longstanding valuable customer relationships. This is an amazing and valuable asset for smoke.

And these hospitals buy from us regularly and renew maintenance at a high level.

And a couple of minutes I will outline an exciting opportunity for spoke that we believe widens our addressable market and will provide a future growth catalyst for our products.

I switched gears, let me take the opportunity to drill down into our software operations bookings this quarter.

2023 was certainly a year of milestones with regard to our software operations bookings in.

In addition to the solid year over year growth in total bookings of 22%.

We were able to execute 67, six figure customer contracts and all time high for scope.

And included the largest single customer contract ever recorded for the company.

Additionally, in 2023, we executed 30, multi year engagements with customers and approximately 60% increase from the prior year.

Michael Wallace: Additionally, in 2023, we executed 30 multi-year engagements, an approximately 60% increase from the prior year. Hopefully, this performance gives you a good indication of the momentum that our sales team is generating in the market and the confidence we have as we work our way through 2024 with a solid sales pipeline, both in terms of size. Supporting our achievements in the fourth quarter of 2023 were four multi-year engagement contracts that we were able to close, and I'd like to discuss them. The first was with one of the Mid-Atlantic region's largest tertiary care hospitals, another with one of the top academic medical centers in the U.S. and a recognized leader in quality patient care, one with a private not-for-profit health care organization in the southeast, and the final with a leading academic health enterprise in the Middle East.

Hopefully this performance gives you a good indication of the momentum that our sales team is generating in the marketplace and the confidence we have as we work our way through 2024 with a solid sales pipeline both in terms of size and quality.

Supporting our achievements in the fourth quarter of 2023 were for multi year engagement contracts that we were able to close and I'd like to discuss.

The first was with one of the the mid Atlantic regions largest tertiary care facilities.

Another with one of the top academic medical centers in the U S and a recognized leader in quality patient care and research.

One with a private not for profit health care organization in the southeast and the final with a leading academic health enterprise in the Midwest.

Michael Wallace: The First Health System is a long-standing Spok customer and one of our longest Spok SmartSuite users. This healthcare provider boasts more than 400 inpatient beds and over 2,500 attending physicians and nurses. This three-year, multi-year engagement was for a platform upgrade across their facilities. Spok SmartSuite, Spok eNotify, Spok Voice Connect, Spok Mobile, and Spok Messenger Solutions as well as our Solution Assessment and Data Integrity Value Added Services These additional consulting services expand and enhance the value that our customers gain from fully utilizing our services.

The first health system is a longstanding spoke customer and one of our longest spoke smart suite users.

This health care provider boasts more than 400 inpatient beds and over 2500 attending physicians and nurses.

This three year multi year engagement was for a platform upgrade across their facilities and spoke smart suite spoke you notify spoke voice connect spoke global and spoke messenger solutions as well as our solution assessment and data integrity value added services.

These additional consulting services expand and enhance the value that our customers gain from fully utilizing our solutions.

Another of our standout contracts last quarter was with a hospital that is among the 20 largest and best equipped in the nation with over 1200 beds. This.

Michael Wallace: Another of our standout contracts last quarter was with a hospital that is among the 20 largest and best equipped in the nation, with over 1,200 beds. This multi-year engagement with Spok included an upgrade to Spok's smart suite, a new test system, new CTI architecture, the addition of Spok Voice Connect, as well as two Spok value-added services, solution assessment and data injection. The third multi-year engagement I'd like to highlight was with a health system that has three acute care hospitals and a physical rehabilitation hospital for a total of 970 beds with 12,000 employees. Spok executed a three-year engagement for upgrades to its SmartSuite, Spoky Notify, and Spok Holdings. We also added a test environment for all solutions and included a solution assessment value-added service for further optimization.

This multi year engagement with spoke included an upgrade to spoke smart suite of New test system <unk> architecture. The addition of spoke voice connect as well as two spoke value added services solution assessment and data integrity.

The third multi year engagement I'd like to highlight was with a health system that has three acute care hospitals and a physical rehabilitation hospital for a total of 970 beds with 12000 employees and providers.

Spoke executed a three year engagement for upgrades to spoke smart suite Smoky notifying spoke messenger.

We also added a test environment for all solutions and included a solution assessment value added service.

For further optimization.

Michael Wallace: And finally, we executed a multi-year engagement with a customer who has been with us for over a decade. This health system has over 440 inpatient beds and provides comprehensive care, education, and research to the areas of. Their Spokespart suite platform serves several critical needs throughout the hospital, including contact center operations, system-wide paging and messaging, web directories, code, and emergency. This new agreement creates a path for them to upgrade their system for deeper integration and enhancement. Spok consistently delivers effective communication solutions to hospitals and health care institutions, and Fourth Quarter Success underscores our steadfast dedication to offering unparalleled communication solutions to our customers. We are confident that our software solutions will continue to bring positive change to the healthcare industry. Before I hand the call off to our chief financial officer, Calvin Rice, to review our financial performance and more, let me take a few minutes to outline what we believe www.spokholdingsinc.com understands about Spok and how it is situated in the U.S. health care market.

And finally, we executed a multi year engagement with a customer who has been with us for over a decade.

This health system has over 440 inpatient beds and provides comprehensive care education and research to the areas. It serves.

They're spokesbot suite platform serves several critical needs throughout the hospital, including contact center operations system wide paging and messaging web directories code and emergency procedures.

This new agreement creates a path for them to upgrade their system for deeper integration and enhanced functionality.

Spoke consistently delivers effective communication solutions to hospitals and health care systems, our fourth quarter success underscores our steadfast dedication to offering unparalleled communication solutions to our costs to our clients.

We are confident that our software solutions will continue bringing positive change to the health care institutions nationwide.

Before I hand, the call off to our Chief Financial Officer, Calvin rise to review our financial performance in more detail. Let me take a few minutes to outline what we believe is an important set of facts for our shareholders and the investing community at large to understand about spoke and how it is situated in the U S health care marketplace.

Michael Wallace: Of the approximately 7,100 hospitals and healthcare facilities in the U.S., Spok currently works with about 26% of those, as either software-only customers or wireless-only customers. While this market penetration is impressive relative to our peers, we believe that we have developed a solution that will expand our footprint and Widenar addresses. Based on learnings from our development of the Spok Go subscription product, we are excited to announce the full rollout. Spok Care Connect is hosted in Spokes' Data Center in Plano, Texas.

Of the approximately 7100 hospitals and health care facilities in the U S market spoke currently works with about 26% of those locations.

As either software only customers wireless only customers or both.

While this market penetration is impressive relative to our peers. We believe that we have developed a solution that will expand our footprint and widen our addressable market.

Based on learnings from our development of the spoke go subscription product. We are excited to announce the full rollout of the spoke care connect hosted solution.

Hosted and Spokes data center in Plano, Texas, our hosted solution provides hospitals and health care systems with remote access to spoke care connect solutions. Currently that product set includes spoke healthcare console spoke web based directory spoke web based on call scheduling and spoke model.

Michael Wallace: Our hosted solution provides hospitals and healthcare with remote access to Spok Care Connect. Currently, that product set includes Spok Health Care Console, Spok Web-Based Directorate, spoke web-based on-call scheduling, and spoke mobile. We believe that the hosted solution creates an environment where midsize... small hospitals can efficiently take advantage of the resources that are mostly being used by the large hospitals, who have the capital and human resources to use our premise-based software. As you can see from the chart on the right side of the slide, small and mid-sized hospitals comprise the vast majority, or just under 95 percent, of the total U.S. healthcare marketplace when looking solely at hospital facilities.

We believe that the hosted solution creates an environment, where mid size and small hospitals can efficiently take advantage of the resources that are mostly being used by the large hospitals, who have the capital and human resources to use our premise based software solutions.

As you can see from the chart on the right side of the slide small and mid sized hospitals comprised the vast majority or just under 95% of the total U S health care marketplace, when looking solely at hospital facilities.

Calvin Rice: While Spok enjoys a 50% market share among the large hospitals, that is, hospitals with more than 600 patients, and that drive the largest share of revenue, we are not as well penetrated into the less than $600 hospitals. In fact, within the mid-sized tier, or 200 to 599 beds, we have an approximately 30% market share, and within the small hospital tier, or less than 200 beds... We have only about 5. As I said, we believe that the capital and human resource flexibility that this hosted solution provides to mid-sized and smaller hospitals coupled with the minimal initial capital outlay tremendously expands our addressable market and opens up future growth channels. We rolled this product out at the beginning of this year, and while it will take time to ramp up this solution, we already have our first customer being hosted from our data. We look forward to updating you on our progress. With that said, I'd like to turn the call over to our Chief Financial Officer, Calvin Rice. Thanks, Mike, and good afternoon, everyone.

While spoke enjoys a 50% market share among the large hospitals that as hospitals with more than 600 patient beds and that drive the largest share of revenue we are not as well penetrated into the less than 600 bed markets.

In fact within the mid mid sized here or 200 to 599 beds, we havent approx approximately 30% market share within the small hospital tier or less than 200 bed facilities have only an approximately 5% market share.

As I said, we believe that the capital and human resource flexibility that this hosted solution provide to midsized and smaller hospitals, coupled with the minimal initial capital outlay tremendously expands our addressable market and opens up future growth channels for spoke.

We rolled this product out at the beginning of this year and while it will take time to ramp the solution. We already have our first customer being hosted from our data center. We look forward to updating you on our progress in future quarters.

With that said I'd like to turn the call over to our Chief Financial Officer, Calvin Rice Calvin.

Thanks, Mike and good afternoon, everyone.

Calvin Rice: I would now like to take a few minutes and provide a recap of our fourth quarter and full year 2023 financial performance, which we reported earlier today. As always, I encourage you to review our 10-K when it is filed as it includes significantly more information about our business operations and financial performance than we will cover on this call. Turning to our income statement, In 2023, GAAP net income totaled $15.7 million, or $0.77 per diluted share, compared to net income of $21.9 million, or $1.09 per diluted share, in 2022. As previously pointed out, 2022 net income included a non-cash benefit of $21.9 million for the release of a previously established valuation allowance for our projections of future taxable income at that time. Adjusted for this non-cash benefit, 2022 net income would have been roughly break-even.

I would now like to take a few minutes and provide a recap of our fourth quarter and full year 2023 financial performance, which we reported earlier today.

As always I encourage you to review our 10-K when filed as it includes significantly more information about our business operations and financial performance than we will cover on this call.

Turning to our income statement.

In 2023, GAAP net income totaled $15 7 million or 77 cents per diluted share compared to net income of $21 9 million or $1.09 per diluted share in 2022.

As previously pointed out 2022 net income included a noncash benefit of $21 9 million for the release of a previously established established valuation allowance for our projections of future taxable income at that time.

Adjusted for this noncash benefit 2022 net income would have been roughly breakeven.

Calvin Rice: In 2023, total GAAP revenue was $139 million, up from revenue of $134.5 million in 2022 for the first time in our company's history. Revenue for the year consisted of wireless revenue of $76 million, up slightly from revenue of $75.6 million in the prior year, and software revenue of $63.1 million, up 7% from the prior year, reflecting a significant increase in software operations bookings, as well as higher professional services revenue driven primarily by improvements in resource utilization. With respect to wireless revenue, 2023 performance continues to be primarily driven by improvement in average revenue per unit, or ARPU, which saw growth of 37 cents on a year over year basis. Approximately 20% of this increase was driven by incremental pass-through taxes and fees, with the majority of growth stemming from additional pricing actions taken in September. While we did see an increase in unit churn during the second half, relative to what we've experienced over the previous 18 months, net unit churn continues to remain at historically low levels as net units in service declined by roughly 6.5 percent from the prior year period.

In 2023 total GAAP revenue was 139 million up from revenue of $134 5 million in 2022 for the first time in our company's history.

Revenue for the year consisted of wireless revenue of $76 million up slightly from revenue of $75 6 million in the prior year and software revenue of $63 1 million up 7% from the prior year, reflecting the significant increase in software operations bookings as well as higher professional services revenue driven primarily by.

By improvements and resource utilization.

With respect to wireless revenue 2023 performance continues to be primarily driven by improvement in average revenue per unit or <unk>, which saw growth of 37 cents on a year over year basis.

Approximately 20% of this increase was driven by incremental pass through taxes and fees with the majority of growth stemming from additional pricing actions taken in September.

While we did see an increase in unit churn during the second half relative to what we've experienced over the previous 18 months.

Net unit churn continues to remain at historically low levels as net units in service declined by roughly six 5% from the prior year period.

Calvin Rice: The uptick in churn relative to recent trends was driven by several large cancellations, which reflect disproportionately in our rate of churn when we look at the broader base of customers outside of those larger cancellations. We actually saw improvement in churn rates from the first half of 2023 into the second half of 2023. While these types of cancellations can be difficult to foresee on an individual basis, we would expect a reversion to the mean, if you will, in line with the broader trends of roughly 4 to 6 percent we have experienced over the last several years. While we believe the demand for our wireless services will continue to decline on a secular basis as reflected in declining pager units in service, we are hopeful that our focus on pricing and other initiatives like the Gen A pager will continue to further offset revenue lost through pager unit decline.

The uptick in churn relative to recent trends was driven by several large cancellations, which were which reflects disproportionately in our rate of churn.

When we look at the broader base of customers outside of those large larger cancellations, we actually saw improvement in churn rates from the first half into the second half of 2023.

All of these types of cancellations can be difficult to foresee on an individual basis, we would expect a reversion to the mean, if you will in line with the broader trends of roughly 4% to 6% we have experienced over the last several years.

While we believe the demand for our wireless services will continue to decline on a secular basis as reflected in declining pays your units in service.

We are hopeful that our focus on pricing and other initiatives like the Gen. A patriot will continue to further offset revenue lost through pager unit decline.

Calvin Rice: Given a unit churn of 4 to 6 percent, we do not believe future incremental pricing increases in higher ARPU products like the Gen A pager will be sufficient to completely offset revenue declines realized from net unit loss. This is further reflected in our updated financial guidance, which I will walk through shortly. Turning to software revenue in 2023, license revenue of $8.7 million was up by more than 21% from 2022. Maintenance revenue totaled $37 million and was up slightly from the prior year.

Given our unit churn of 4% to 6%, we do not believe future incremental pricing increases and higher RPC products like the journey Pedro will be sufficient to completely offset revenue decline realized from net unit loss. This is further reflected in our updated financial guidance, which I will walk through shortly.

Turning to software revenue in 2023 license revenue of $8 7 million was up by more than 21% from 2022.

Maintenance revenue totaled $37 million and was up slightly from the prior year.

Calvin Rice: As we have discussed in previous quarterly calls, we expect continued progress on our product development roadmap will lead to further growth of our operations bookings in the coming years and maintenance revenue along with it. With that said, the performance of our maintenance revenue has exceeded our expectations. When we initiated the strategic pivot in early 2022, we were hopeful for a return to maintenance growth by 2025. So to see that happen in 2023, two years sooner than originally anticipated, is just tremendous.

As we have discussed in previous quarterly calls, we expect continued progress on our product development roadmap will lead to further growth of our operations bookings in the coming years and maintenance revenue along with it.

That said the performance of our maintenance revenue has exceeded our expectations. When we initiated the strategic pivot and early 'twenty 'twenty. Two we were hopeful for a return to maintenance growth by 2025, so to see that happen in 2020 three two years sooner than originally anticipated is just tremendous.

Calvin Rice: Professional services revenue was a strong $14.7 million for 2023 versus $12.6 million in 2022 and continued to accelerate throughout 2023. We are seeing further sustained improvement in resource utilization, delivering on our internal initiatives to better align total resources with our backlog and driving a higher rate of margin in net cash flow. We hired several service professionals in the second half of 2023 to meet our current backlog needs and to support new professional services opportunities such as Spok's value-added service consulting solutions, where we partner with customers to help them maximize the power of the software products and solutions they have purchased from us or from other vendors. Full year 2023 adjusted operating expenses, which excludes depreciation, amortization, and accretion, and severance, and restructuring Increases in research and development were largely timing-related in nature, with reductions in technology operations driven by our normal practice of cost reduction in relationship to declining paychecks.

Professional services revenue was a strong $14 7 million for 2023 versus $12 6 million in 2022 and continued to accelerate throughout 2023.

We are seeing further sustained improvement and resource utilization delivering on our internal initiatives to better align total resources with our backlog and driving a higher rate of margin and net cash flow.

We hired several service professionals in the second half of 2023 to meet our current backlog needs and to support new professional services opportunities such as spokes value added service consulting solutions, where we partner with customers to help them maximize the power of the software products and solutions. They have purchased from us or from other vendors.

Full year 2023, adjusted operating expenses, which excludes depreciation amortization and accretion and severance and restructuring costs totaled $112 7 million down nearly 9% from the prior year.

Increases in research and development or largely timing in nature with reductions in technology operations, driven by our normal practice of cost reduction and relationship to declining paging revenues.

Calvin Rice: Slight increases in selling costs, which primarily result from higher bookings production, were more than offset by savings in G&A, which continues to see year-over-year benefit from our cost-saving initiative. As I mentioned in our last quarterly earnings call, company-wide salary increases went into effect in the late fourth quarter of 2023. As a result, we expect our expenses will be approximately $1 million higher in 2024 on a comparable basis. Additionally, as discussed in our last quarterly earnings call, we expect to hire additional sales resources in 2024 and anticipate sales and marketing costs will continue to increase as a result. These resources will support our robust sales pipeline and generate additional sales activity as we look to extend the sales growth we have achieved over the last two years. Lastly, as Vince pointed out earlier in the call, adjusted EBITDA was a record $30.3 million in 2023, up more than 100% from $15 million in 2022, reflecting the progress made to date with our strategic pivot.

Slight increases in selling costs, which primarily results from the higher bookings production were more than offset by savings in G&A, which continues to see year over year benefit from our cost saving initiatives.

As I mentioned in our last quarter quarterly earnings call companywide salary increases went into effect in late fourth quarter of 2023.

As a result, we expect our expenses will be approximately $1 million higher in 2024 on a comparable basis.

Additionally, as discussed in our last quarterly earnings call, we expect to hire additional sales resources in 2024, and anticipate sales and marketing costs will continue to marginally increase as a result these.

These races resources will support a robust sales pipeline and generate additional sales activity as we look to extend the sales growth we have achieved over the last two years.

Lastly, as Vince pointed out earlier in the call adjusted EBITDA was a record $33 million in 2023 up more than 100% from $15 million in 2022, reflecting the progress made to date with our strategic pivot.

Moving onto guidance for 2024, we have provided estimates for revenue and adjusted EBITDA provided ranges reflect our confidence in carrying the momentum from 2023 into this year as a reminder, the figures I'm going to discuss today are included in our guidance table in the earnings release.

Calvin Rice: Moving on to guidance for 2024, we have provided estimates for revenue and adjusted EBITDA. The provided ranges reflect our confidence in carrying the momentum from 2023 into this year. As a reminder, the figures I am going to discuss today are included in our guidance table for earnings. In 2024, we expect total revenue to range from $136 million to $144 million. More importantly, this represents the second consecutive year that we expect to grow consolidated revenue from the prior year based on the midpoint of our guidance, with a nearly 4% annual growth rate at the high end of our guidance. Additionally, included in the 2024 guidance, we expect wireless revenue to range between $72 million and $75 million, reflecting low single-digit attrition at the midpoint of the range. We expect recent trends to continue and stabilize during the year. Software revenue is expected to range from $64 million to $69 million in 2024, with the midpoint implying total software revenue growth of more than 5% and nearly 10% annual growth at the high end of the guidance.

And 'twenty 'twenty four we expect total revenue to range from 136 million to $144 million more importantly, this represents the second second consecutive year that we expect to grow consolidated revenue from the prior year based on the midpoint of our guidance with a nearly 4% annual growth rate at the high end of our guidance include.

In 2024 guidance, we expect wireless revenue to range between 72 million to $75 million.

Afflicting low single digit attrition at the midpoint of the range. We expect recent trends to continue and stabilized during the year.

Software revenue is expected to range from 64 million to $69 million in 2024 with the midpoint, implying total software revenue growth of more than 5% and nearly 10% annual growth at the high end of the guidance range.

Lastly, our adjusted EBITDA guidance for 'twenty 'twenty four is 27 5 million to $32 5 million improving on our strong performance in 2023 at the midpoint of the guidance range when considering the additional costs, we expect to incur in 2024, resulting from the aforementioned salary increases with opportunity for high single digits.

Growth at the high end of the guidance range with that said I will now turn the call back over to Vince.

Thank you Calvin.

Before we open the call up to your questions. Let me say again, how proud I am of our entire spoke team and the results. We posted for 2023. It is their efforts and dedication which provides confidence for our outlook and guidance for another strong year in 2024.

Calvin Rice: Lastly, our adjusted EBITDA guidance for 2024 is $27.5 million to $32.5 million, improving on our strong performance in 2023 at the midpoint of the guidance range when considering the additional costs we expect to incur in 2024 resulting from the aforementioned salary increases, with opportunity for high single-digit growth at the high end of the guidance range. With that said, I will now turn the call back over to you. Before we open the call up to your questions, let me say again how proud I am of our entire Spok team and the results we posted for 2023. It is their efforts and dedication that provide confidence for our outlook and guidance for another strong year in 2024. We are focused on the opportunity in front of us in clinical communication. From a business configuration and strategy perspective, we believe we are strongly positioned to grow our franchise while returning capital to our shareholders. We have a long-term, organic growth engine in Spok Care Cadets.

We are focused on the opportunity in front of us and clinical communications from our business configuration and strategy perspective, we believe we are strongly positioned to grow our franchise, while returning capital to our shareholders. We have a long term organic growth engine and spoke care connect.

We maintain a source of strong recurring revenue and our wireless service line.

We run the largest paging offering in the world integrated with our software operations.

We have enhanced our paging platform and user devices to serve our core health care customer base.

We believe with these two assets going for US our best financial results are ahead of us and spokes future is bright.

I'd like to take this opportunity to thank our stockholders for their continued support and want to assure you that our primary focus remains on generating cash and increasing stockholder value. We are committed to our current dividend and capital allocation policy.

I'd also like to tell everybody about a couple of events. It spokes management team will be participating in over the next few weeks first on Monday February 26, this coming Monday will participate in the opening bell ceremony for NASDAQ at their market site in times square.

Vince Kelly: We maintain a source of strong recurring revenue in our wireless service line. We run the largest paging offering in the world, integrated with our software operations. We have enhanced our paging platform and user devices to serve our core healthcare customer base.

Vince Kelly: We believe with these two assets going for us, our best financial results are ahead of us, and Spok's future is bright. I'd like to take this opportunity to thank our stockholders for their continued support. I want to assure you that our primary focus remains on generating cash and increasing stockholder value. We are committed to our current dividend and capital allocation policy.

Next on March 13th spoke will be presenting at Sidoti is virtual small cap conference and hosting a series of one on one meetings with investors.

I believe spoke is finally, receiving recognition as a top performing company among its peers and we'll continue to look for opportunities to tell our story to the investment community and focused on investor marketing activities.

Vince Kelly: I'd also like to tell everybody about a couple of events that the Spokesmanagement Team will be participating in over the next few weeks. First, on Monday, February 26th, this coming Monday, we'll participate in the Opening Bell Ceremony for NASDAQ at their market site in Times Square. Next, on March 13th, Spok will be presenting at CIDHOTI's virtual Small Cap Conference and hosting a series of one-on-one meetings with

We know the ultimate attraction will come as a result of our consistent and successful business execution.

I believe today, we have provided you an appreciation for some of the great things that are happening at spoke and the market opportunities that lie ahead of us while we've shared our initial guidance with you for 'twenty 'twenty four as we did in 2023, we will work to exceed those expectations and we will update you each quarter as I mentioned earlier in the call we've.

Vince Kelly: I believe Spok is finally receiving recognition as a top-performing company among its peers and will continue to look for opportunities to tell our story to the investment community and focus on investor marketing activities that we know the ultimate attraction will come as a result of our consistent and successful business execution. I believe today we have provided you with an appreciation for some of the great things that are happening at Spok and the market opportunities that lay ahead of us. While we've shared our initial guidance with you for 2024, as we did in 2023, we will work to exceed those expectations, and we'll update you each quarter. As I mentioned earlier in the call, we've started the year off strong, and we look very much forward to speaking with you again in two months when we report our first quarter results in late April. That concludes our prepared remarks. So at this point, I'll ask the operator to open the call up for your questions. We'd ask you to limit your initial questions to one and a follow-up question. And after that, we'll ask more questions depending on how much time we have. Operator?

The year off strong and we look very much forward to speaking with you again in two months when we report our first quarter results in late April.

That concludes our prepared remarks at this point I'll ask the operator to open the call up for your questions. We'd ask you to limit your initial questions to one and a follow up and after that we'll take more questions depending on how much time, we have operator.

Thank you.

Ask a question. Please press star one on your telephone keypad, a confirmation tone will indicate your line is in the question queue. You May press star two if he 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. He is once again it is.

Star one on your telephone keypad to ask a question, we will pause for a brief moment to poll for questions.

Yeah.

Yeah.

There are no questions at this time I would like to turn the call back over to management for closing comments, Oh actually we do have one now and that is from Max Michaels with Lake Street Capital markets. Please proceed sir.

Sorry about that guys I thought I was in the Q2.

Operator: Thank you. 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.

Two questions from me a nice guide solid quarter first one here is on software revenue for 2024.

High end of the guidance I think I see a 10% maybe kind of go through the software revenue what gets us to that 10% kind of the puts and takes there.

Operator: For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star key. Once again, it is star 1 on your telephone keypad to ask a question. We will pause for a brief moment to poll for questions. There are no questions at this time. I would like to turn the call back over to management for closing comments.

Kevin you want to take that.

Yeah, I mean, it's gonna be a similar mix to what you saw in 2023 and in the last several years I wouldn't expect a significant change in mix a big a big portion of that is going to continue to remain maintenance.

Operator: Actually, we do have one now, and that is from Mac. Michael's with Lake Street Capital Markets, please. Sorry about that, guys; I thought I was in the queue.

With those churn levels being critical from an operational bookings perspective, it's going to be quite a bit of professional services.

Unidentified Speaker: Two questions from me. Nice guide, solid quarter. The first one here is on software revenue for 2024. The high end of the guidance, I think I see, is 10%. Maybe kind of go through the software revenue, what gets us to that 10% kind of puts and takes there. Yeah, when you want to take that. Yeah, I mean, it's going to be a similar mix to what you saw in 2023 and the last several years. I wouldn't expect a significant change in that mix.

And that's all going to be glued together with the with the license component that continues to funnel and so I will say and I will add to that and that we have changed our software commissions plans. This year to focus on new business and to focus on license I E. They make more for selling licenses in new business, because you know license hits revenue much.

Quicker than professional services and it's got a higher margin associated with it. So we're doing things in the business in terms of the drivers that will incent behavior that will yield to more profitable sales in the future or our top seven software sales reps. This past year in 2023 sold a combined 23.3.

Unidentified Speaker: A big portion of that's going to continue and remain maintenance, with those churn levels being critical from an operational bookings perspective. There's going to be quite a bit of professional services, and that's all going to be glued together with the license component that continues to funnel in. I will say, and I will add to that, in that we have changed our software commission plans this year to focus on new business and to focus on licenses, i.e., they make more from selling licenses than from new business.

$3 million worth of software that compares to about $12 1 million in 2022 for the top seven sales reps. So we're getting more out of each rep and then what we're getting out of each rep is getting more profitable as we go forward, we're continuing to deliver more product upgrades and enhancements to our solutions and adding function.

Including Bacon AI.

Unidentified Speaker: As you know, license revenue hits revenue much quicker than professional services, and it's got a higher margin associated with it. So we're doing things in the business in terms of the drivers that will incent behavior that will yield to more profitable sales in the future. For example, our top seven software sales reps this past year, in 2023, sold a combined $23.3 million worth of software.

So our capability with our voice products. This year and that's also going to help the salespeople as job in terms of selling higher margin solutions. So I think these are nice good conservative estimates. We've given you we were happy with these estimates and we're going to work hard to beat them and do even better than that.

No that's great and then my second one is going to be if we think about software bookings and you mentioned there was a push out in Q4 into Q1 I was wondering if you could quantify the amount that was actually pushed out and then if we think about bookings for the year. I know you had mentioned you had expected bookings to be up.

Unidentified Speaker: That compares to about $12.1 million in 2022 for the top seven sales reps. So we're getting more out of each rep, and then what we're getting out of each rep is becoming more profitable as we go forward. We're continuing to deliver more product upgrades and enhancements to our solutions and adding functionality, including bacon AI, to our capability with our voice products this year, and that's also going to help the salespeople's job in terms of selling higher-margin solutions. So I think these are nice, good, conservative estimates we've given you. We're happy with these estimates, and we're going to work hard to beat them and do even better than that. No, that's great.

Was that a number of <unk>.

31 for the year, you said you expected it to be well above the 31 for the year.

We see double digit growth on our software bookings again.

Yeah, Yeah, I expect we were gonna see double digit growth out of software bookings again in January was an enormous month. It's the biggest January we've ever had in software bookings you just don't know when that stuff's going to come in we actually do a lot of work on our pipeline to try to quantify.

Unidentified Speaker: And then my second one is going to be, if we think about software bookings, and you mentioned there was a push out in Q4 into Q1, I was wondering if you could quantify the amount that was actually pushed out. And then if we think about bookings for the year, I know you had mentioned you had expected bookings to be above that number of 30.1 for the year.

When the pipe is going to come in and when it's going to get delivered but something can get on someone's asking just not get signed and then you're in a situation where you thought you had the deal and you didn't get the deal we've been working on a formula with our pipeline our pipeline is up to about $116 million right. Now we added almost 100 million to it in the last year, we went to add up to 100.

$50 million this year, and we take that pipeline and we will.

Unidentified Speaker: You said you expected it to be well above that 30.1 for the year. Can we see double-digit growth out of software bookings again? Yeah, I expect we're going to see double-digit growth out of software bookings again. And, you know, January was an enormous month. It was the biggest January we've ever had in software bookings. You just don't know when that stuff's going to come in.

Qualify it deals that have been.

Been closed essentially you're just waiting to launch we count all of those in our in our estimate in our projection we have what we call our deals that we qualify in the 90% category and is a committed deals where we got all the paperwork in but it's sitting on someone's desk and historically you'd think you'd get all of those but you're generally only get about 60% of those in that.

Unidentified Speaker: We actually do a lot of work on our pipeline to try to quantify when the pipe is going to come in and when it's going to get delivered, but something can get on someone's desk and just not get signed, and then you're in a situation where you know you thought you had the deal, and you didn't get the deal. We've been working on a formula with our pipeline. Our pipeline is up to about 116 million dollars right We count all those in our estimate and our projection. We have what we call deals that we qualify for in the 90% category, and those are committed deals where we have all the paperwork in, but it's sitting on someone's desk. And historically, you'd think you'd get all those, but you generally only get about 60% of those in that given period.

Given period, so we waited we wait that by 60% we take the deals that we consider 75% deals and those are where we've been chosen as the vendor of choice. So that the bake off it's been done we've won the bake off paperwork's in process.

Change in Red lines, we're doing contractual things that 75% category when we take about 35% of that and then we have a category that's 10% to 50%. That's in various stages of early completion, we generally only get about 10% of that we add it all up and we do our best to try to zero in on exactly where we're going to come from our forecast.

Perspective, and in the fourth quarter. It just happened that some of that calculation was wrong and it slipped into January and we'll continue building. This algorithm will continue building. This model and this pipeline analysis and try to get better at forecasting that in the future, but yeah. We expect to have a good year. This year and we expect to do a lot better than we did last year and we're already.

Seeing that now and the early returns.

Alright, guys. Thanks for taking my questions. Good luck in Q1.

Thank you.

Our next question is from David Wright with Henry Investment Trust. Please proceed.

Unidentified Speaker: So we weight that by 60%. We take the deals that we consider 75% deals, and those are where we've been chosen as a vendor of choice, so the bake-off has been done. We've won the bake-off.

Yeah, Hi, good afternoon, two follow up there on on Eric's questions and your comments about the sales force can can you talk a little bit about core connect hosted.

Unidentified Speaker: Paperwork's in the process. We're exchanging red lines. We're doing contractual things. That 75% category, we only take about 35% of that, and then we have a category that's 10 to 50% that's in various stages of early completion. We generally only get about 10% of that.

Now, how that's going to ramp over the course of the year and also it's really interesting when you talk about the sales force the incentives or are you selling are you are you are you selling hosted by region same to same sales force dedicated sales force anything you can see yeah. So so so here here's a great question.

I'll kind of go in reverse order.

Unidentified Speaker: We add it all up, and we do our best to try to zero in on exactly where we're going to come from a forecast perspective. And in the fourth quarter, it just happened that some of that calculation was wrong, and it slipped into January, and we'll continue building this algorithm. We'll continue building this model and this pipeline analysis and try to get better at forecasting that in the future. But yeah, we expect to have a good year this year, and we expect to do a lot better than we did last year. And we're already seeing that in the early returns.

It's a dedicated salesforce.

We brought on just to focus on hosted Okay. We had one up and running last year. We sold one in January we've got the paperwork for three others. We're working on right now so it's starting but understand in that customer.

Customer size stratification that Michael was walking through a little while ago, we're targeting the hosted at the very small hospitals you know some of these some of these locations have 100 beds or less and so it's not a big ticket item yeah. It might be $50000 kind of ticket it's not over multiple years, it's not a you know.

Unidentified Speaker: Alright, guys, thanks for taking my questions. Good luck in Q1. Sure, thank you. Our next question is from David Wright with Henry Investment Trust.

$5 million ticket like we got you know in a in the second quarter of last year, and so it's they're small or they're going to build recurring revenue. So it's wonderful from from a subscription standpoint, but that's kind of a new offering for the company and its really to allow these smaller customers that historically have not been able to afford.

Unidentified Speaker: To follow up on Eric's questions and your comments about Salesforce, can you talk a little bit about CoreConnect Hosted, how that's going to ramp over the course of the year? And also, it's really interesting when you talk about Salesforce, the incentives. Are you selling hosted by region, same Salesforce, dedicated Salesforce? Anything you can say?

The very expensive P. B acts in a very expensive premise based solution that has multiple file servers and requires professional services to install yeah is the hosted solution is robust as our some of our very mature standalone solutions that are premise based no, but it's it's certainly functional for smaller.

Unidentified Speaker: Yeah. So here's some great questions. I'll kind of go in reverse order.

Unidentified Speaker: It's a dedicated sales force that we brought on just to focus on hosted, okay? We had one up and running last year. We sold one in January, and we've got the paperwork for three others we're working on right now. So it's starting. But understand in that customer size stratification that Michael was walking through a little while ago, we're targeting the hosted at very small hospitals. Some of these locations have 100 beds or less, and so it's not a big ticket item. It might be $50,000 kind of ticket.

Institution, and we're already starting to see it start to take off.

Is it incrementally kind of a a significantly higher margin piece of business.

Yeah. This is Mike I think over time, it will be I mean, once we once we have some sort of critical mass.

It should be something that's a fairly easy installation.

Unidentified Speaker: It's not a... Over multiple years, it's not a... 5 million dollar ticket like we got in the second quarter of last year. And so they're smaller, they're going to build, it's recurring revenue, so it's wonderful from a subscription standpoint. But that's kind of a new offering for the company, and it's really to allow these smaller customers that historically have not been able to afford a very expensive PBX and a very expensive premise-based solution that has multiple file servers and requires professional services to install. But is the hosted solution as robust as some of our very mature standalone solutions that are premise-based? No, but it's certainly functional for a smaller institution, and we're already starting to see it start to take off. Is it, gradually, kind of a... a significantly higher-margin piece of business? Yeah, this is Mike. I think over time, it will be. I mean, once we have some sort of critical mass, it should be something that's fairly easy to insulate.

The other the other thing that is interesting about this model is a it's it's different from the revenue recognition related to our on premise business. So it's a subscription model at the end of the day. So there's a there's a subscription revenue stream that will come from this and as I said in my remarks.

You saw that.

Very very little penetration in that you know.

Small market the under 200 beds. So this really gives us an opportunity that we have never had before.

To attack them. So this is going to take a little bit of time to roll out, but it's something that we think has legs ultimately.

Okay, well thanks for the color. Thanks for taking my question.

Youre welcome. Thank you for your question.

Yeah.

As a reminder, the star one on your telephone keypad, if he would like to ask a question.

Our next question is from George Melas with M. J each management. Please proceed.

Thank you operator, so my question really.

Unidentified Speaker: The other thing that is interesting about this model is that it's different from revenue recognition related to our on-premise business. So it's a subscription model at the end of the day, so there's a subscription revenue stream that will come from this. And as I said in my remarks, you saw that we have very, very little penetration in that small market, the under 200 beds. So this really gives us an opportunity that we have never had before to attack them. So this is going to take a little bit of time to roll out, but it's something that we think has legs. Okay, well, thanks for the color. Thanks for taking my... You're welcome.

Afternoon, guys and great job in 2023.

My question.

Exactly the same as the previous caller, so I'll try to elaborate a little bit.

And maybe how many sales people do you have that.

Dedicated to hosted and do you and how do you call. Jay do you also go through channels or is it all going to be direct.

And how do you.

How do you handle the.

Fairly high cost of sale given this on a percentage basis, given that it's a pretty small ticket item.

Well first of all we've got four sales reps essentially working on this.

And we're offering this out of our Plano datacenter. So we already had a data center and <unk>.

Unidentified Speaker: Thank you for your question. As a reminder, press 1 on your telephone keypad if you would like to ask a question. Our next question is from George Milas with MJH Management. Thank you, operator. So my question, good afternoon guys, and a great job in 2023. My question was basically exactly the same as the previous caller, so I'll try to elaborate a little bit, and maybe how many salespeople do you have that are dedicated to hosted, and how do you go, do you also go through channels, or is it all going to be direct, and how do you handle the fairly high cost of sale on a percentage basis given that it's a pretty small ticket item?

Plano, Texas for the wireless service line for many years and put a few file servers in there, but not a very high cost operation in order to run this hosted solution.

And we're marketing directly to customers there yeah, we know who the customers are that we want to target because we have that definitive database that has all 7100 hospitals in the United States and we have our Salesforce CRM, we know exactly what we have in terms of customers out of that database and so it's pretty easy to target directly and leased.

Folks are out there they've done a number of presentations already we've got a bunch of more in the pipeline.

Yeah. George this is a new offering it's nascent we don't have much in the way of our forecast for this right now, but it's something I think that bodes well for the future and it's exciting opportunity for us.

Unidentified Speaker: Well, first of all, we've got four sales reps essentially working on this, and we're offering this out of our Plano data center. So we already had a data center in Plano, Texas, for the wireless service line for many years. They had put a few file servers in there, but not a very high-cost operation in order to run this hosted solution.

Great and the main thing that you lead with is the.

Is the is the console is.

Oh, yeah yeah.

Yeah. The main thing we lead with is the console. We we went out and did a marketing survey and we talked to we have to pay the third part a third party to do this for us and we talked to the large hospital, we've talked to small hospitals about brand awareness and other things and it was really interesting because when we got to the smaller harsh.

Unidentified Speaker: And we're marketing directly to customers. We know who the customers are that we want to target because we have that definitive database that has all 7,100 hospitals in the United States. And we have our Salesforce CRM. We know exactly what we have in terms of customers out of that database, and so it's pretty easy to target directly.

Littles and and we asked them how likely are you to consider each of the following brands. You know next time, you're looking for a clinical communications solution.

Unidentified Speaker: And these folks are out there. They've done a number of presentations already. We've got a bunch of more in the pipeline. You know, Georgia, this is a new offering. It's nascent.

Unidentified Speaker: We don't have much in the way of our forecast for this right now, but it's something I think that bodes well for the future and it's exciting opportunity for us. Great. And the main thing that you lead with is the, is the console, is the direct to you? Oh yeah, the main thing we lead with is the console. We went out and did a marketing survey and we talked to, we had to pay the third party to do this for us, and we talked to large hospitals, we talked to small hospitals about brand awareness and other things, and it was really interesting because when we got to the smaller hospitals and we asked them how likely are you to consider each of the following brands the next time you're looking for a clinical communications solution, Spok got the top score, okay, and this isn't us conducting the survey, this is a third party.

Spoke got the top score Okay. This isn't us conducting the survey. This is this is a third party we'd be vault, we'd be perfect serve we beat vocera, we'd be tiger connect we'd be simpler, which was formerly Halo health and we'd beat epic chat. So we got the top score. So there's opportunity there for US we have to go out there and earn.

And I don't want to.

Make promises on things until we know it's not our style to make promises on things until we have a track record and we see it we like to report numbers that are ahead of what we've guided to but we're all optimistic that this is gonna be a good avenue for us in the future.

That sounds good thank you very much thank.

Thank you.

We have reached the end of our question and answer session I will now turn the conference back over to management for closing comments.

Unidentified Speaker: We beat Volt, we beat PerfectServe, we beat Vocera, we beat Tiger Connect, we beat Simpler, which was formerly Halo Health, and we beat Epic Chat. So we got the top score, so there's opportunity there for us, but we have to go out there and earn it, and I don't wanna make promises on things until we have a track record and we see it. We like to report numbers that are ahead of what we've guided to, but we're all optimistic that this is gonna be a good avenue for us in the future. Great, that sounds good. Thank you very much. Thank you. We have reached the end of our question and answer session.

We really appreciate everybody's support we appreciate you dialing in for our call today, Yeah. We look forward to ringing the opening Bell Monday morning, We hope you can tune in for that and and I think we really really look forward to talking to you in about two months. When we report our first quarter results. So everyone. Thank you have a nice evening and a great day tomorrow.

Thank you. This will conclude today's conference you may disconnect. Your lines at this time and thank you for your participation.

Yeah.

Yeah.

Yes.

Yeah.

Yeah.

Unidentified Speaker: I will now turn the conference back over to management for closing. Look, we really appreciate everybody's support. We appreciate you dialing in for our call today. You know, we look forward to ringing the opening bell on Monday morning. We hope you can tune in for that. And I think we really, really look forward to talking to you in about two months when we report our first quarter results. So, everyone, thank you. Have a nice evening and a great day tomorrow. Thank you. This will conclude today's conference. You may disconnect your lines at this time, and thank you for your participation. www.spokholdingsinc.com www.spokholdingsinc.com www.spokholdingsinc.com www.spokholdingsinc.com www.spokholdingsinc.com

Yeah.

Yeah.

Hum.

Yes.

Yes.

Okay.