Q3 2025 Rimini Street Inc (DE) Earnings Call

Speaker #3: Good afternoon , ladies and gentlemen , and welcome to the Rimini Street, Inc. Q3 2025 Earnings Conference call . At this time , all lines are .

Speaker #3: Now , listen only mode . Following the presentation , we will conduct a question and answer session . If at any time during this call , you require immediate assistance , please press star zero .

Speaker #3: For the operator . This call is being recorded on Thursday , October 30th , 2025 . I would now like to turn the conference over to Dean Pohl VP , Treasurer and Investor Please go ahead .

Speaker #4: Thank you . Operator . I'd like to welcome everyone to Rimini Street, Inc. fiscal third Quarter 2020 Earnings Conference Call . On the call with me today is Seth Ravin , our CEO and president .

Speaker #4: And Michael Perica , our CFO . Today we issued our earnings press release for the third quarter ended September 30th , 2025 . A copy of which can be found on our website under the Investor Relations

Speaker #4: section . A reconciliation of GAAP Relations . to non-GAAP financial measures has been provided in the tables following the financial statements in the press release .

Speaker #4: In explanation of these measures and why we believe they are meaningful , is also included in the press release , and our website under the heading about non-GAAP Financial Measures and certain key metrics .

Speaker #4: As a reminder , today's discussion will include forward looking statements about our operations that reflect our current outlook . These forward looking statements are subject to risks and uncertainties that may cause actual results to differ materially from statements made today .

Speaker #4: We encourage you to review our most recent SEC filings , including our form 10-q filed today , for a discussion of risks that may affect our future results or stock price .

Speaker #4: Now , before taking questions , we'll begin with prepared remarks . With that , I'd like to turn the call over to Seth .

Speaker #5: Thank you , Dean , and thank you , everyone , for joining us in the third quarter . We continued to simplify and refine our go to market strategy and messaging around Rimini Street, Inc. three core service pillars support , optimize , and innovate .

Speaker #5: And our Smartpath methodology that allows clients to capture cost savings with their existing ERP software , enabling them to invest in and leverage the benefits of AI innovation without spending above the current IT budget .

Speaker #5: To this end , Rimini Street, Inc. has staked out its position as the software support and a AI ERP company . A specialized partner in ERP that can extend the useful life of current ERP system assets while also delivering the latest next generation of ERP technology to clients .

Speaker #5: We also continued our focus on methodical , predictable sales execution in both new logo acquisition and cross sales to existing clients . Third quarter results .

Speaker #5: Overall sales , bookings and billings continued to improve and we delivered strong RR subscription renewals as well . We closed 17 new client sales transactions in the quarter , with TCV of over $1 million each for an aggregate TCV of $63.1 million compared year over year to 19 new client sales transactions for an aggregate TCV of $48.7 million .

Speaker #5: We also added 79 new logos and achieved a record RPO backlog of 611.2 million , up 6.4% year over year . New logo sales include major global and regional brands sales to new clients and cross sales to existing clients spanned a mix of our products , services and solutions and a broad set of industries and geographies .

Speaker #5: Achievements included record third quarter SAP support , sales surpassing the key milestone of more than 100 VMware support contracts signed to date and closing more than two dozen client engagements around our new Agentic AI , ERP innovation solution , powered by the ServiceNow AI platform .

Speaker #5: We plan to provide more insight and information on our Agentic AI , ERP solutions at our upcoming analyst and Investor Day on December 3rd , 2025 .

Speaker #5: While the majority of our sales in the quarter were completed by our direct sales force , we also achieved sales transactions through our maturing indirect channel .

Speaker #5: As the indirect channel matures . Globally , we see building sales opportunity pipelines . Billings growth was driven by a mix of new RR subscriptions and project based professional services , and the combined ASP for Oracle support Services .

Speaker #5: SAP Support Services and all managed services grew year over year . In the third quarter , we had more global quota carrying sellers , a greater number of sellers participating in the total quarterly sales attainment and a greater number of sellers achieving or exceeding quota when compared to the first half of 2025 .

Speaker #5: Exiting the quarter , we had 82 quota carrying sellers globally , compared to 73 during the prior year . Third quarter . Also , during the third quarter , we continued upgrading sales leadership talent with new leaders in EMEA and Southeast Asia and Greater China , and material expanded sales opportunity pipelines for future quarters , along with broad progression of many pipeline opportunities , growth drivers .

Speaker #5: We continue to pursue growth drivers that leverage direct and indirect sales channels . We continue to hone the skills and capabilities of our direct seller team , continuing to build our partnerships that provide expanded sales reach and sales cost leverage .

Speaker #5: Additionally , we continue to build our go to market execution by industry , which will give us the opportunity to sell more deeply into clients .

Speaker #5: With industry based knowledge , insights and Rimini solutions that solve specific industry challenges . Two notable achievements were announced in the third quarter .

Speaker #5: First, we were added to the United States GSA Multiple Award Schedule as an approved supplier of support and security services for Oracle, SAP, and VMware software.

Speaker #5: United States federal , state , local , and tribal government agencies can now procure Rimini services directly from the GSA schedule without a need for competitive procurement .

Speaker #5: To leverage the GSA contract opportunity , as well as our new management sales partnership with Merlin Cyber , Rimini Street has launched a US federal and state local education sales team .

Speaker #5: Second, we entered into a strategic partnership with American Digital, a leading IT solutions provider specializing in custom data center solutions based on HPE infrastructure, to provide a full stack solution with Rimini providing the enterprise software support and managed services.

Speaker #5: The partnership includes working together to help clients fund modernization with AI solutions and implement workflow and task automation on top of their current SAP and Oracle applications , without any pressure , expensive or low ROI vendor upgrades or necessary migrations .

Speaker #5: Oracle Litigation Update on July 7th , 2025 , the company and I entered into a confidential settlement agreement with Oracle . The parties entered into the settlement Agreement to provide a full final , complete and global settlement .

Speaker #5: The US federal case , known as Oracle International Corporation and Oracle America , Inc. versus Rimini Street, Inc. and Seth Ravin , filed in 2014 as reflected in the settlement agreement , the company intends to complete its previously announced wind down of its support and services for Oracle's PeopleSoft software .

Speaker #5: No later than July 31st , 2028 . The company is continued to make progress towards achieving this requirement , as the Oracle litigation noted above has now been settled .

Speaker #5: This is the last Oracle Litigation update we plan to provide during earnings calls . We will , however , continue to provide financial disclosures around the Oracle , PeopleSoft wind down until the wind down is complete .

Speaker #5: For additional information , disclosures regarding the company's settled litigation with Oracle , please see our disclosures in our form 8-K filed on July 9th , 2025 .

Speaker #5: Our second quarter form 10-q , filed July 31st , 2025 , and our third quarter form 10-q filed today , October 30th , 2025 , with the US Securities and Exchange Commission .

Speaker #5: Summary . We continue to focus on our support , optimize and innovate solutions , including our new Agentic AI , ERP solutions powered by ServiceNow , AI platform .

Speaker #5: Executing the right go to market strategy to fuel sales growth , increased profitability , and enhance shareholder value . Now over to you , Michael .

Speaker #6: Thank you Seth , and thank you for joining us everyone . Q3 2025 results . Revenue for the third quarter was $103.4 million a year over year decrease of 1.2% , with the United States representing 45% in international , representing 55% of total revenue for the quarter .

Speaker #6: Excluding revenue derived from support and services provided solely for Oracle , PeopleSoft products . Revenue increased 2.5% versus the previous year . Annualized recurring revenue was $391 million for the third quarter , a year over year decrease of 2.6% .

Speaker #6: Revenue retention rate for service subscriptions , which makes up 95% of our revenue , was 89% , with approximately 85% of subscription revenue .

Speaker #6: Non-cancellable for at least 12 months . FX movements for the quarter were minor , impacting total revenues positively by 0.2% during the quarter , compared to a negative impact of 1% for the prior year .

Speaker #6: Third quarter billings as defined in our press release for the third quarter , were 66.5 million , up 2% year over year . Adjusted billings , which exclude the PeopleSoft Associated Billings , were 63.9 million , an increase of 6.7% on a year over year basis .

Speaker #6: Gross margin for the third quarter was 59.9% of revenue , compared to 60.7% of revenue for the prior year . Third quarter on a non-GAAP basis , which excludes stock based compensation expense , gross margin was 60.4% of revenue for the third quarter , compared to 61.1% of revenue for the prior year .

Speaker #6: Third quarter . The year over year reduction was largely the result of the decline in revenue , primarily revenue associated with PeopleSoft services , excluding PeopleSoft associated revenue and related cost of goods sold .

Speaker #6: Gross margin was also 60.4% . We continue to focus on driving operational leverage through improved systems analytics processes and global staffing models across all of our offerings .

Speaker #6: With the focus of continuous improvement of our best in class support , operating expenses , reorganization charges associated with our continuous cost optimization plan for the third quarter was 752,000 , and totaled 7.7 million .

Speaker #6: Since we instituted this plan , our focus moving forward will be to continue the momentum we are building in our core business and allocating our investments to fund incremental skill sets that will help drive growth across our three pillars .

Speaker #6: Nonetheless , we do expect to incur additional reorganization costs during the remainder of 2025 as we optimize our model to capitalize on the existing opportunities ahead .

Speaker #6: Sales and marketing expenses as a percentage of revenue were 36.7% of revenue for the third quarter , compared to 34.2% of revenue for the prior year .

Speaker #6: Third quarter . On a non-GAAP basis , which excludes stock based compensation expense , sales and marketing expenses as a percentage of revenue was 35.7% of revenue for the third quarter , compared to 33.6% of revenue for the prior year .

Speaker #6: Third quarter general and administrative expenses . As a percentage of revenue , excluding outside litigation costs , was 17.6% of revenue for the third quarter , compared to 15.8% of revenue for the prior year .

Speaker #6: Third quarter . On a non-GAAP basis , which excludes stock based compensation expense , Ghana was 16.5% of revenue for the third quarter , compared to 14.6% of revenue for the prior year .

Speaker #6: Third quarter G&A expenses in the quarter were negatively impacted by slightly over 1 million due to non-recurring international transaction tax associated costs , professional fees and other costs of litigation were 621,000 for the third quarter , compared to 879,000 for the prior year .

Speaker #6: Third quarter . The net income attributable to shareholders for the third quarter was 2.8 million , or $0.03 per diluted share , compared to the prior year .

Speaker #6: Third quarter net loss of $0.47 per diluted share . On a non GAAP basis , we had a net income for the third quarter of 6.9 million , or $0.07 per diluted share , compared to the prior year , third quarter of $0.22 per diluted share .

Speaker #6: Our non-GAAP operating income , which excludes outside litigation income and spend stock based compensation , reorganization expense and litigation settlement expense , was 8.5 million , or 8.3% of revenue , for the third quarter , compared to 12.8% for the prior year .

Speaker #6: Third quarter adjusted EBITDA , as defined in our press release , was 10.1 million for the third quarter , or 9.8% of revenue , compared to the prior year .

Speaker #6: Third quarter of 13.1% of revenue . Balance sheet . We ended the third quarter September 30th , 2025 with a cash balance and short term investments of 108.7 million , compared to 119.5 million for the prior year .

Speaker #6: Third quarter on a cash flow basis for the third quarter , operating cash flow increased 24.7 million compared to the prior year . Third quarter decrease of 18.5 million .

Speaker #6: The operating cash flow was positively impacted by the receipt of the litigation settlement proceeds. During the quarter of $37.9 million, when excluding this payment, cash used during the period was approximately $13 million.

Speaker #6: In the quarter , operating cash flow was negatively impacted by the effect of foreign currency , which was unfavorable by 1.3 million deferred revenue as of September 30th , 2025 was 226 million , compared to deferred revenue of 223 million for prior year .

Speaker #6: Third quarter backlog . Also referred to as remaining performance obligation , RPO , which includes the sum of deferred revenue and Non-cancellable future revenue , was a record 611 million as of September 30th , 2025 , compared to 575 million for prior year third quarter a year over year increase of 6.4% when excluding the PeopleSoft Associated backlog , RPO expanded 9.3% .

Speaker #6: Underscoring the momentum we are building in our core underlying business . PeopleSoft update in 2024 , we announced the wind down of our services for Oracle's PeopleSoft products and have now agreed as part of the Oracle settlement , that we will wind down all PeopleSoft service revenue by July 31st , 2028 .

Speaker #6: We have made progress in reducing both the number of PeopleSoft clients and related revenue since announcing the wind down , PeopleSoft revenue was approximately 5% of revenue for the three months ended September 30th , 2025 , compared to approximately 8% of revenue for the prior year .

Speaker #6: Third quarter PeopleSoft calculated billings were 2.5 million during the quarter , compared to 5.3 million for the prior year . Third quarter , and year to date .

Speaker #6: Q3 2025 billings were 9.7 million , compared to 19.7 million for the same prior year period . Business outlook . The company plans to provide forward looking guidance at its analyst and investor day , to be held on December 3rd , 2025 .

Speaker #6: For the executive team plans to outline the company's market opportunity solutions , go to market strategy and financial goals . This event will be open to attendance by the public via online registration and a live webcast link available on our website .

Speaker #6: This concludes our prepared remarks . Operator . We'll now take questions .

Speaker #3: Thank you , ladies and gentlemen . We will now begin the question and answer session . Should you have a question , please press star , followed by the number one on your touchtone phone .

Speaker #3: You will hear a prompt that your hand has been raised should you wish to decline from the polling process , please press star followed by the number two .

Speaker #3: If you are using a speakerphone , please lift the handset before pressing any keys . Your first question comes from the line of Jeff Van Re from Craig-hallum .

Speaker #3: Your line is now open .

Speaker #7: Great , thanks for taking my questions . Can you hear me ? All right , Seth ?

Speaker #5: Yes .

Speaker #7: Got it . Okay . Good stuff . Having some phone difficulties here . Appreciate you taking the questions . So a couple , you know , I heard I believe I heard the mention of 24 agentic AI wins with ServiceNow .

Speaker #7: I think I might have missed some of the the context there , but expand on that . I mean , it's been relatively quiet since you announced that relationship .

Speaker #7: A year ago . And this is a notable call out . I mean , what are what are these wins ? What's an average deal size on these wins ?

Speaker #7: You know , how many of these you have prior quarter versus versus this quarter ? And then kind of what does the pipeline look like ?

Speaker #7: It sounds like maybe you're really starting to see some traction here .

Speaker #5: Yeah Jeff . It's a it's a great first start for us . As you know we announced the partnership with ServiceNow when Bill McDermott launched that in his earnings call a year ago .

Speaker #5: And it's taken about a year just to get the organizations aligned to work on a full global rollout . As you know , they've got over 6000 sellers that we're going to leverage to move the Rimini Street, Inc. ServiceNow combo .

Speaker #5: And what we've accomplished , as we said , it's taken a while . We've got 26 customers on their way with a ServiceNow component , and we're building Agentic AI , ERP first transactions over those systems .

Speaker #5: So more to come . Our goal is that by the end of this year , we will have 26 great use cases . All different types of ERP transactions , different customers around the world and different industries .

Speaker #5: And as you know, the whole challenge with AI isn't the technology. It's everybody trying to figure out use cases that are really leverageable.

Speaker #5: And that's what we're going to deliver to the market .

Speaker #7: And so how does that impact the PNL in terms of deal size ?

Speaker #5: I think right now it's negligible to PNL in terms of materiality . I think we always said 26 was going to be the time that we really start to monetize because we needed to get these use cases done first so that the sales teams for ServiceNow and Rimini Street, Inc. can take these out into the marketplace and show other customers how AI in this Agentic ERP model is going to be deployed .

Speaker #5: The value and the creation that we're able to bring to the market with it . So really look for this to be a 26 number .

Speaker #7: Got it . And then I guess again , maybe a very high level question . But you know , coming into the really difficult initial decisions from the court as it related to the Oracle out case , you know , the company was a solid double digit grower .

Speaker #7: It's been a tough couple of years . It certainly seemed to be putting in a bottom and showing some acceleration on a bunch of metrics .

Speaker #7: But what do you think it takes to get this company back to double digit top line growth ? How do we get there ?

Speaker #7: What are the components that get us there ?

Speaker #5: Well , I think again , we'll go over this nicely in the in the Investor Day coming up on December 3rd . But but generally we're looking at two components .

Speaker #5: We're becoming the support and agentic AI , ERP company because we're uniquely positioned to extend the life of the existing systems , driving a huge amount of our higher margin support business .

Speaker #5: And at the same time , we're building the next generation of technology over it and helping customers avoid these big upgrades . So we expect this to be an acceleration to our core business .

Speaker #5: And we expect to see that grow nicely because whether a company is looking to save money or immediately leverage the AI technology , and we hope they will , the combination starts off with them moving to Rimini Street, Inc. on a wider variety of their platforms for support in order to save that money and reinvest it in technology .

Speaker #5: So I think again , we're on the right track . I think all of the things we've been putting in place in terms of the products we built out over the last few years are all coming to play now in this new Agentic AI ERP model and the combination of what we're able to do to continue support on a wider variety of platforms .

Speaker #7: Okay . And maybe two last quick ones . If I could just indirect and channel love it . I think there's so many potential ways to increase sales efficiency in terms of what you're working on there .

Speaker #7: Where is it now as a percent of revenues ? What do you think it's going ? And then my last one is also a numbers question .

Speaker #7: Just thoughts on retention rates over the next few quarters . Thanks .

Speaker #5: Sure . The first one , in terms of where we think this is going to go , you know , again , I think we're going to follow the plan that we've laid out .

Speaker #5: We'll get the numbers to you in the Investor Day . So I think we want to just be careful about getting to to any kind of numbers in this particular call .

Speaker #5: But the other side of this , I just think , again , you know , we're going to lay out exactly the model that's going forward .

Speaker #5: The retention . I think , becomes extremely sticky , especially when you're taking systems and now you're able to put the agentic AI ERP over the top of the existing system .

Speaker #5: No upgrades required , no reason to switch to other ERP systems . We've declared ERP software as officially dead . It'll be usable for the next 2030 years as a core transaction system .

Speaker #5: We're going to do that for customers , but all future changes we believe , as you'll see with the software vendors , all believe will be done outside the system .

Speaker #5: And we're going to use AI to deliver it .

Speaker #7: Okay , great . Thanks for taking the questions . Appreciate it . Sure .

Speaker #5: Thanks .

Speaker #7: Jeff .

Speaker #3: Your next question comes from the line of Brian Kisslinger from AGP . Your line is now open .

Speaker #8: Great . Thanks so much for taking my questions . If you could just help remind us your role in that partnership with ServiceNow .

Speaker #8: Are you providing support services on top of the technology that ServiceNow is bringing? Is there an application development piece? Just remind us broadly what you're bringing to the table in this partnership.

Speaker #5: Sure , Brian , they are producing a tool and we are using that tool to create solutions . And we're calling them the Agentic AI ERP solutions that we then layer on top of the existing ERP system .

Speaker #5: So what they get out of it is they get the licenses for the tool . The AI platform , and Rimini Street, Inc. does all the work .

Speaker #5: So we have all the consulting labor to install the system to design these Agentic AI , ERP components and install them . Then we will run the system underneath the ERP component .

Speaker #5: We will also run the ServiceNow piece . So we pick up most of the revenue in that entire picture .

Speaker #8: Now are these 24 to 26 customers or POCs , whatever , whatever they are , are they with your existing client base ? Are they generally new customers ?

Speaker #5: They are . I believe , most of them . If not all of them , are existing customers who were very excited about the offering .

Speaker #5: And we engaged with them to to deploy this first set for them .

Speaker #8: Great . And then you spoke of a higher number of new client wins and TCV year over year . What was the split between the US and international ?

Speaker #5: You know , that's a good question . I don't have the answer on the exact split . I don't believe we published that particular number , but if you look .

Speaker #8: At high level . How about high level with that ? I guess the key question for the last several years , obviously , is us versus international .

Speaker #8: So is us beginning to make any material impact on the booking side to replace what is usually 10% attrition ? I'm just trying to understand the bookings in the US mostly .

Speaker #5: Sure . Well , the bookings in the US , I can tell you if you look for the first three quarters of of 2025 , bookings are up 6% and it's actually up higher if you if you take out the PeopleSoft component .

Speaker #5: But we are absolutely seeing bookings growth in in the US . And you saw that the bookings growth was strong outside of the US on the international .

Speaker #5: So yes , I do think what we're seeing is a turn in the ship . I do believe when we look at the logos , we look at the size of the transactions , the ASP , we even had on top of a record SAP quarter in across the world .

Speaker #5: We had a record bookings for Oracle in the quarter as well , which was again another another important piece of business that moved forward .

Speaker #5: And we of course want to highlight that as well .

Speaker #8: Now , if bookings are up 6% in the first three quarters . Year over year , x people saw us is down about 4.4% .

Speaker #8: You highlighted . And while that number wasn't given last quarter , I'm sure it was a stronger comp . It was . It declined less than 4.4% based on what you did provide .

Speaker #8: So what's behind the accelerated decline in the US ? Unless I'm wrong ?

Speaker #5: Well , remember , you've got accumulation of some prior quarters where we did have some losses and those have carried forward . But the new bookings aren't going to be reflect it .

Speaker #5: Obviously in revenue on a radical basis for a while . So you know , we're saying what we're seeing is current , we're seeing the bookings coming up , which of course a great precursor to understand where we're going .

Speaker #5: We're watching the RPO come up , all these numbers are coming in again , sort of in this mid-single digits . And then you look , if you take off the PeopleSoft , your revenue growth was actually positive over 2% , 2.5% .

Speaker #5: And so I think when you look at those numbers , Brian , you're really looking at metrics that are all supporting the idea that the business is turning around .

Speaker #5: We're starting to return to growth on the top line . And I think that's the key indicator for this quarter .

Speaker #8: Great on the international side , we've seen an acceleration of growth . Can you just kind of point to where that is ? Is there a specific solution like SAP , Oracle or VMware , or is it a new service .

Speaker #8: Is it geographic specific ? Maybe you can point to 1 or 2 things that are driving that accelerated pace of growth .

Speaker #5: Sure . Internationally , as you know , SAP is a bigger product than Oracle , except on the technology side for database . And so this represents a significant amount of SAP business done on the international side .

Speaker #8: Okay . Thank you .

Speaker #5: Certainly . Thanks , Brett .

Speaker #3: Your next question comes from the line of Richard Baldry from Roth Capital . Your line is now open .

Speaker #9: Thanks . I know it's kind of early , but when you look at the very top of the funnel or prospects at the highest end , has there been any change in , you know , the engagement levels with those people you've been willing who've been willing to return calls , whatever , post the Oracle settlement ?

Speaker #9: Or do you think it's too soon to really gauge that ?

Speaker #5: You know , I think we're we're roughly what , 90 days or so after the settlement announcement . So from that point of view , do we see a change in the business relative to that ?

Speaker #5: I would say , Rich , that we we definitely have real cases where where prospects came back to us that were off the table before because they were concerned about litigation for the company .

Speaker #5: So I think that's a great measure that we're seeing . We've also had partners come back some rather large tech companies have come back to us who didn't want to do formal partnerships before because of the litigation where they cited it specifically .

Speaker #5: And now they've come back to us because the litigation has been settled and they're anxious to have conversations to move forward . So I think there's evidence building that as we suspected , there would be customers .

Speaker #5: There would be partners , people who didn't want to do business with a company that was involved in litigation . And now we're seeing that clear .

Speaker #9: Got it . One sort of small one and then one a little bit bigger . Will litigation costs pretty much trend towards zero near term .

Speaker #9: And would there be any in 2026 . And then a more importantly can can generative AI materially lower your cost of service delivery ?

Speaker #9: And sort of curious where it could fit inside of , you know , your dealing with customers if there's headcounts that either would go steady or you could pull out .

Speaker #9: How do you think about using that in terms of your own business ? Thanks .

Speaker #5: Sure . So question number one , we will continue to have some litigation costs because we associate that with the wind down of PeopleSoft .

Speaker #5: And and there's compliance components related to litigation , things like that . So there will there will be some continuing costs . But as we've said we used to talk about 10 million a year in litigation costs .

Speaker #5: We would expect to see substantial reductions . And we already are in terms of the the wind down of the litigation process . So that that will absolutely inure to the benefit of shareholders and the financials in the years ahead .

Speaker #5: Second question , we are absolutely focused on deploying AI across our entire company . We are looking at ways to reduce costs . We already use AI to improve service to customers , and we've been doing that for several years .

Speaker #5: We have an internal team dedicated just to looking at ways to improve systems and processes , using technology for leverage and reducing the amount of labor that we require .

Speaker #5: As a business , we brought in a new global CIO , Joe Lakendra , who has previously been the global CIO for Cathay Pacific Airlines , Emirates Airlines , China Light and Power , and is deployed a significant amount of AI in those businesses and including being a Rimini Street, Inc. customer as part of his portfolio and we intend to to aggressively pursue reducing internal costs with AI .

Speaker #9: Got it . Thanks .

Speaker #5: Thanks , Rich .

Speaker #3: Your next question comes from the line of Derrick Wood from TD Cowan . Your line is now open .

Speaker #10: Hi , Michael and Dean . This is Jared on for Derrick . Hello for the new for the new GSA schedule . How do you expect this to impact your ability to do business with the US government .

Speaker #10: Have you seen any initial proof points along these lines ? Of course , understanding the current circumstances .

Speaker #5: Sure . We of course have sought GSA for a long time . It's a complicated agreement to get through with all of Rimini Street, Inc. different products , and we got approved for Oracle SAP , VMware support , as well as security products .

Speaker #5: So, obviously, a great win for us. We see this as a very important purchase vehicle, not only for the federal government, but also for local and state governments and educational institutions that look to the GSA.

Speaker #5: And if you're on the GSA , just like our framework agreements with many governments around the world , you're able to buy off that agreement without a procurement process .

Speaker #5: So that is a big one for us . Considering public sector is our second to third largest group of customers globally . So that's number one .

Speaker #5: Number two , on the federal side , we are engaged with different federal agencies . Again , this is a new team . This is a new motion for us .

Speaker #5: But in addition to the work we're doing directly, we are partners with Merlin Cyber, who is a well-known player in the federal space and also some local government.

Speaker #5: And we've done deals together already. So we're going to be working together both through Merlin's capabilities and experience in the federal government.

Speaker #5: And along with our direct work under the GSA.

Speaker #10: Awesome . Appreciate all that color . And then just a follow up on the government topic , should we be expecting any impact in your next quarter's results from the current shutdown ?

Speaker #5: No, I don't think we would expect to see any impact based on the shutdown.

Speaker #11: I .

Speaker #10: Appreciate that . Oh yeah . Last one from me . But 100 plus organizations on VMware , great to hear . Similar to the prior ServiceNow question , could you break out sort of the mix of .

Speaker #10: Net new customers , new new clients landing on this solution versus your cross-sell motion into your existing base ?

Speaker #5: Yeah , we haven't broken that out . As far as I'm aware . I'll have to go back and take a look . And we can certainly follow up with you on a couple of these questions with the other breakouts .

Speaker #5: I . Think that from from what I can tell you , and looking at the deals , there are a good number that are in the existing client base , but I will tell you , I believe the majority of those customers are net new logos .

Speaker #10: That's awesome to hear . Thank you very much .

Speaker #11: Yes .

Speaker #5: Thank you .

Speaker #3: Your last question comes from the line of Alex Fuhrman from Lucid Capital Markets . Your line is now open .

Speaker #12: Hey guys , thanks very much for taking my question . Was wondering if you can talk a little bit more about the partnership with American Digital ?

Speaker #12: Is the goal here to be able to leverage the full stack solution in order to be able to go after more customers ? Or is this something your existing clients have been asking for in order to better leverage cost effective AI tools ?

Speaker #12: Any color there would be very helpful.

Speaker #5: Sure . And welcome . And thanks for picking up coverage of Marine Street . One of the things that we've been looking at is there has been a a big change in the way that VMware and other and other software suppliers have been working with various partners and these are companies , especially in the hosting space , as you saw with our T announcement , North America , as well as American Digital , these are hosting providers .

Speaker #5: And what's happened is , is , for example , if you were to upgrade your systems with SAP and you went with there was formerly known as rise , you would have to be moved over to Azure , which of course means that the customer would no longer be there .

Speaker #5: So, you have a lot of these providers who are in a pickle because their customers don't want to upgrade, and Rimini provides a great solution.

Speaker #5: But if the customer does upgrade , they could wind up leaving and having to go to a different provider for hosting service . So that's the kind of situation that's happening .

Speaker #5: And so this is one where we can come in in a big win win and help them with their customers who don't want to move forward , don't want to upgrade , provide a great solution and keep them on their platform , which again , is a win win for us in American digital and HPE .

Speaker #12: That's great to hear . Thanks very much and appreciate the kind words .

Speaker #11: Sure .

Speaker #5: Thank you .

Speaker #3: We don't have any other questions at this time . I will now turn the call over back to Mr. Seth Ravin CEO . Please continue .

Speaker #5: Thank you very much . And thanks everyone for joining us . We hope you join us for our Analyst Day 2025 . On December 3rd .

Speaker #5: You can get registration right off our website on the investor Relations page . And again , looking for a good health for everyone .

Speaker #5: And thank you for attending and we look forward to seeing you at the Analyst Day . And future calls . Thank you very much , everybody .