Q4 2025 Crexendo Inc Earnings Call

March 3, 2026

Speaker #2: Thank you for your patience. Greetings. Welcome to the Crexendo fourth quarter 2025 earnings call. At this time, all participants are in listen-only mode.

Operator: Greetings. Welcome to the Crexendo Q4 2025 Earnings Call. At this time, all participants are on 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 0 on your telephone keypad. Please note this conference is being recorded. I will now turn the conference over to your host, Jeff Korn, CEO and Chairman of the Board. You may begin.

Speaker #2: 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.

Speaker #2: Please note, this conference is being recorded. I will now turn the conference over to your host, Jeff Korn, CEO and chairman of the board.

Speaker #2: You may begin. Thank you, John. And good afternoon, everyone. Welcome to Crexendo's Q4 year-end 2025 earnings conference call. As John just said, I'm Jeff Korn, Chairman of the Board and Chief Executive Officer.

Jeff Korn: Thank you, John, and good afternoon, everyone. Welcome to Crexendo's Q4 year-end 2025 Earnings Conference Call. As John just said, I'm Jeff Korn, Chairman of the Board and Chief Executive Officer. Joining me today are Doug Gaylor, our President and COO, Ron Vincent, our Chief Financial Officer, and Jon Brinton, our Chief Revenue Officer. In a moment, John will read our safe harbor statement. I'll provide an overview of our performance and strategy. Ron will dive into the financials, and Doug will close with an operational and business update before we open it up for questions. John, would you please read the safe harbor?

Speaker #2: Joining me today are Doug Gaylor, our president and COO; Ron Vincent, our chief financial officer; and John Britton, our chief revenue officer. In a moment, John will read our safe harbor statement.

Speaker #2: After that, I'll provide an overview of our performance and strategy. Ron will then dive into the financials and Doug will close with an operational and business update before we open it up for questions.

Speaker #2: John, would you please read the safe harbor?

Jon Brinton: Thank you, Jeff. I want to take this opportunity to remind listeners that this call will contain forward-looking statements within the meaning of the Securities Act of 1933 and the Securities Exchange Act of 1934. The Private Securities Litigation Reform Act of 1995 provides a safe harbor for such forward-looking statements. All statements made in this conference call other than statements of historical fact, are forward-looking statements. Forward-looking statements include, but are not limited to words like believe, expect, anticipate, estimate, will, and other similar statements of expectation identifying forward-looking statements. Investors should be aware that any forward-looking statements are based on assumptions that are subject to risks and uncertainties that could cause actual results to differ materially from those discussed here today.

Speaker #3: Thank you, Jeff. I want to take this opportunity to remind listeners that this call will contain forward-looking statements within the meaning of the Securities Act of 1933 and the Securities Exchange Act of 1934.

Speaker #3: The private securities litigation reform act of 1995 provides a safe harbor for such forward-looking statements. All statements made in this conference call, other than statements of historical fact, are forward-looking statements.

Speaker #3: Forward-looking statements include, but are not limited to, words like believe, expect, anticipate, estimate, will, and other similar statements of expectation identifying forward-looking statements. Investors should be aware that any forward-looking statements are based on assumptions that are subject to risks and uncertainties that could cause actual results to differ materially from those discussed here today.

Jon Brinton: These risk factors are explained in detail in the company's filings with the Securities and Exchange Commission, including the Form 10-K for fiscal year 31 December 2025, and the Forms 10-Q as filed. Crexendo does not undertake any obligation to publicly update or revise any forward-looking statements, whether as a result of new information, future events, or otherwise. I'd now like to turn the call back to Jeff. Jeff?

Speaker #3: These risk factors are explained in detail in the company's filings with the Securities and Exchange Commission, including the Form 10-K for fiscal year ended December 31, 2025, and the Forms 10-Q as filed.

Speaker #3: Crexendo does not undertake any obligation to publicly update or revise any forward-looking statements, whether as a result of new information, future events, or otherwise.

Speaker #3: I'd now like to turn the call back to Jeff. Jeff?

Jeff Korn: Thank you, John. I am extremely pleased with our 2025 performance and very proud of the team that delivered on our commitments of profitable double-digit organic growth. This month marks my third anniversary as CEO. It has been an impactful and impressive period for both the team and the company. When I assumed leadership in 2023, Crexendo was not that profitable and was burning approximately $100,000 per month. Revenue was roughly $53 million. Following those results, the stock had fallen to nearly $1.40. Over the last three years, we constantly delivered positive cash flows from operations. We have grown annual revenue by more than $15 million. We have extended profitability and EBITDA while adding staff, enhancing products, and investing in AI, security, and infrastructure. Our software platform has scaled meaningfully.

Speaker #2: Thank you, John. I am extremely pleased with our 2025 performance and very proud of the team that delivered on our commitments of profitable double-digit organic growth.

Speaker #2: This month marks my third anniversary as CEO. It has been an impactful and impressive period for both the team and the company. When I assumed leadership in 2023, Crexendo was not gap profitable and was burning approximately $100,000 per month.

Speaker #2: Revenue was roughly $53 million, and following those results, the stock had fallen to nearly $1.40. Over the last three years, we have consistently delivered positive cash flows from operations. We have grown annual revenue by more than $15 million, we have expanded profitability and EBITDA while adding staff, enhancing products, and investing in AI, security, and infrastructure.

Speaker #2: Our software platform has scaled meaningfully. We have grown from just over 4 million users three years ago to more than 7 million users today.

Jeff Korn: We have grown from just over 4 million users 3 years ago to more than 7 million users today. Approximately 75% growth in under 3 years. We made clear commitments. We committed to disciplined execution. We committed to double-digit organic growth. We committed to achieving GAAP profitability. We committed to improving our services, products, and operational efficiency. We committed to integrating and optimizing prior acquisitions. We committed to finding an accretive, significant acquisition. We have kept every one of those commitments, and it is reflected in the increase in our stock price over the last 3 years. I particularly want to thank all of our shareholders for their confidence in me and the team.

Speaker #2: Approximately 75% growth in under three years. We made clear commitments; we committed to disciplined execution. We committed to double-digit organic growth. We committed to achieving gap profitability.

Speaker #2: We committed to improving our services, products, and operational efficiency. We committed to integrating and optimizing prior acquisitions and we committed to finding an accretive significant acquisition.

Speaker #2: We have kept every one of those commitments, and it is reflected in the increase in our stock price over the last three years. I particularly want to thank all of our shareholders for their confidence in me and the team.

Jeff Korn: In 2025, we generated full year net income of $5.1 million and non-GAAP income of $11.4 million on revenue of $68.2 million, which represents 12% year-over-year organic growth. Q4 revenue increased 11% to $18.1 million, with net income of $1.2 million and non-GAAP net income of $2.8 million. This marked our 10th consecutive GAAP profitable quarter. With the acquisition of one of our NetSapiens licensees, Estech Systems, or ESI, which we announced yesterday, we are now well on our way to reaching $100 million in annual revenues. Importantly, we committed to driving profitable organic growth while pursuing accretive acquisitions. Having successfully delivered on the organic component, our announced acquisition of ESI demonstrates how we will now have accretive growth through disciplined M&A strategy.

Speaker #2: In 2025, we generated full-year net income of $5.1 million and non-GAAP income of $11.4 million on revenue of $68.2 million, which represents 12% year-over-year organic growth.

Speaker #2: Fourth quarter revenue increased 11% to $18.1 million, with net income of $1.2 million and non-GAAP net income of $2.8 million. This marked our 10th consecutive GAAP P profitable quarter.

Speaker #2: With the acquisition of one of our net sapiens licensees at Tech Systems or ESI, which we announced yesterday, we are now well on our way to reaching $100 million in avenue in annual revenues.

Speaker #2: Importantly, we committed to driving profitable organic growth while pursuing accretive acquisitions. Having successfully delivered on the organic component, our announced acquisition of ESI demonstrates how we will now use accretive growth will now have accretive growth through disciplined M&A strategy.

Jeff Korn: My guiding principle on acquisitions is simple. Management must believe the transaction will be accretive in no more than two quarters. ESI meets that standard and will be a great acquisition for Crexendo. We acquired ESI for $35 million, consisting of $27.3 million in cash and $7.7 million in common stock, representing approximately 1.35x unaudited 2025 revenue. ESI generated approximately $26 million in 2025. Please note again, as I said, those are unaudited numbers, and if those numbers and results are confirmed by the audit, would mean approximately $2.23 million in income, with roughly 80% recurring UCaaS revenue. Gross margins on UCaaS average approximately 86%, with the majority of their customers on five-year contracts.

Speaker #2: My guiding principle on acquisitions is simple: management must believe the transaction will be accretive within no more than two quarters. ESI meets that standard and will be a great acquisition for Crexendo.

Speaker #2: We acquired ESI for $35 million consisting of 27.3 million in cash and $7.7 million in common stock. Representing approximately $1.35 times unaudited 2025 revenue.

Speaker #2: ESI generated approximately $26 million in 2025, and please note again, as I said, those are unaudited numbers. If those numbers and results are confirmed by the audit, it would mean approximately $2.23 million in income, with roughly 80% recurring new cash revenue.

Speaker #2: Gross margins on UCAS average approximately 86%, with the majority of their customers on a five-year contracts. Following the completion of their audit, we will provide you with audited financial statements for the year ended December 31, 2025, along with pro forma financial information that will be filed on Form 8-KA prior to or in connection with our Q1 2026 Form 10-Q Q filing.

Jeff Korn: Following the completion of their audit, we will provide you with audited financial statements for the year ended 31 December 2025, along with pro forma financial information that will be filed on Form 8-K/A prior to or in connection with our Q1 2026 Form 10-Q filing. Please understand, due to SEC regulations, we are somewhat limited on what numbers we can discuss in light of the fact that the audit is not completed. The acquisition is expected to increase Crexendo's revenue, earnings, and cash flow following the 1 March 2026 closing. It is a great acquisition for us. It is strategic, it is complementary, and I am confident it will make us a better and stronger company. As I said, ESI is a highly complementary business. Founded in 1987 and headquartered in Plano, Texas, it is a well-managed organization with approximately 85 employees.

Speaker #2: Please understand, due to SEC regulations, we are somewhat limited on what numbers we can discuss in light of the fact that the audit is not completed.

Speaker #2: The acquisition is expected to increase Crexendo’s revenue, earnings, and cash flow following the March 1, 2026, closing. It is a great acquisition for us.

Speaker #2: It is strategic, it is complementary, and I am confident it will make us a better and stronger company. As I said, ESI is a highly complementary business.

Speaker #2: Founded in 1987 and headquartered in Plano, Texas, it is a well-managed organization with approximately 85 employees. Through facilities consolidation, licensing optimization, cross-utilization of employees, operational efficiencies, network expense improvements, and Oracle Cloud Infrastructure migration, we see meaningful cost synergies.

Jeff Korn: Through facilities consolidation, licensing optimization, cross-utilization of employees, operational efficiencies, network expense improvements, and Oracle Cloud Infrastructure migration, we see meaningful cost synergies. We will coordinate certain functions which will also save money and make both organizations stronger and more efficient. We will work on coordinating legal, marketing, and support quickly. There are strong revenue sell synergies through cross-selling, through the expanded channel reach and platform expansion. I see ESI employees working across the entire organization, and their deep bench strength may enable us to use ESI employees to fill some open positions within the Crexendo organization. ESI shares a passion for customer service, and customer service remains a core differentiator for us. We continue to lead the industry in G2 customer satisfaction rankings, and these are based on verified customer reviews. Our AI strategy is advancing aggressively.

Speaker #2: We will coordinate certain functions which will also save money and may both organizations stronger and more efficient. We will work on working on coordinating legal, marketing, and support quickly.

Speaker #2: There are strong revenue synergies through cost selling. Through the expanded channel reach, and platform expansion, I see ESI employees working across the entire organization and their deep bench strength may enable us to use ESI employees to fill some open positions within the Crexendo organization.

Speaker #2: ESI shares a passion for customer service and customer service remains a core differentiator for us. We continue to lead the industry in G2 customer satisfaction rankings and these are based on verified customer reviews.

Speaker #2: Our AI strategy is advancing aggressively. Early feedback on Cairo, our AI receptionist AI assistant, has been highly encouraging, and it has the potential to transform the SMB market by providing affordable access to enterprise-type solutions.

Jeff Korn: Early feedback on CAIRO, our AI receptionist, AI assistant, has been highly encouraging, as has the potential to transform the SMB market by providing affordable access to enterprise-type technologies to the SMB market. We were recently recognized for the second consecutive year with the Generative AI Product of the Year award, and we received 42 additional G2 Winter 2026 awards. Further, our newly launched marketplace will accelerate partner deployment, expand monetization, and create incremental revenue share opportunities. Three years ago when I took over, we committed to transforming this company. We moved from cash burn to sustained profitability. We restored financial discipline. We scaled the platform. We strengthened governance. We added leadership and engineering talent. We grew revenue, improved margins, and increased shareholder value. Now with ESI, we're adding accretive acquisitions to help accelerate that trajectory.

Speaker #1: Technologies to the SMB market . We were recently recognized for the second consecutive year with the generative AI product of the year award , and we received 42 additional G2 Winter 2026 awards Further , our newly launched marketplace will accelerate partner deployment , expand motivation , monetization , and create incremental revenue share opportunities .

Speaker #1: Three years ago , when I took over , we committed to transforming this company . We moved from cash burn to sustained profitability We restored financial discipline .

Speaker #1: We scaled the platform . We strengthened governance . We added leadership and engineering talent . We grew revenue improved margins and increased shareholder value And now , with ESI , we're adding a creative acquisitions to help accelerate that trajectory in conclusion , I think it's important important to point out that starting last year and continuing through this year , we have and are making deliberate and meaningful investments in our platform in engineering talent , AI optimization and strengthening our security infrastructure These were not optional improvements .

Jeff Korn: In conclusion, I think it's important to point out that starting last year and continuing through this year, we have and are making deliberate and meaningful investments in our platform, in engineering talent, AI optimization, and strengthening our security infrastructure. These were not optional improvements. They were strategic decisions to ensure that we protect our business, safeguard our customers, and continue to lead in a rapidly evolving cloud communication market. We are building not just for today, but for the next generation of our platform, scalable, secure, resilient, and innovation-driven. These investments position us to stay ahead of emerging threats, accelerate product development, and deliver differentiated value to our partners and customers. In addition, we added resources to sales and marketing to strengthen our competitive position.

Speaker #1: They were strategic decisions to ensure that we protect our business, safeguard our customers, and continue to lead in a rapidly evolving cloud communication market.

Speaker #1: We are building not just for today , but for the next generation of our platform scalable , secure , resilient and innovation driven .

Speaker #1: These investments position us to stay ahead of emerging threats, accelerate product development, and deliver differentiated value to our partners and customers. In addition, we added resources to sales and marketing to strengthen our competitive position.

Jeff Korn: While these investments require discipline and capital today, we fully expect them to generate substantial dividends in the future through stronger growth, expanded margins, and long-term shareholder value. Based on our track record, we are confident we will continue to deliver, and I firmly believe our most significant opportunities remain ahead of us. With that, I will turn the call over to Ron for more detail on the financials, and then Doug to discuss operations and some of our AI initiatives. Ron, would you walk us through the financials?

Speaker #1: While these investments require discipline and capital , today we fully expect them to generate substantial dividends in the future through stronger growth , expanded margins , and long term shareholder value Based on our track record , we are confident we will continue to deliver , and I firmly believe our most significant opportunities remain ahead of us With that , I will turn the call over to Ron for more detail on the financials .

Speaker #1: And then Doug to Doug to discuss operations and some of our AI initiatives. Ron, would you walk us through the financials?

Ron Vincent: Thank you, Jeff. Good afternoon, everyone. Our financial results for the quarter are as follows. As Jeff mentioned, our consolidated revenue for the quarter increased 11% to $18.1 million, compared to $16.2 million for Q4 of the prior year. Our service revenue for that Q4 increased 8% to $8.6 million. Our software solutions revenue for Q4 increased 18% to $8.3 million, and product revenue for Q4 decreased 6% to $1.1 million. Our service revenue gross margin for Q4 increased by 300 basis points year-over-year to 60%. Software solutions revenue gross margin for Q4 decreased by 500 basis points year-over-year to 63%. Product revenue gross margins for Q4 had no change over the prior year.

Speaker #2: Thank you, Jeff. Good afternoon, everyone. Our financial results for the quarter are as follows. As Jeff mentioned, our consolidated revenue for the quarter increased 11% to $18.1 million compared to $16.2 million for the fourth quarter of the year.

Speaker #2: Our service revenue for that quarter increased 8% to $18.0 million, or $8.6 million. Our software solutions revenue for the quarter increased 18% to $8.3 million, and product revenue for the quarter decreased 6% to $1.1 million.

Speaker #2: Our service revenue gross margin for the quarter increased by 300 basis points year over year to 60%. Software solutions revenue gross margin for the quarter decreased by 500 basis points year over year to 63%.

Speaker #2: Product revenue gross margins for the quarter had no change over the prior year. Consolidated revenue gross margins for the quarter decreased by 100 basis points year over year to 60%.

Ron Vincent: Consolidated revenue gross margins for the quarter decreased by 100 basis points year-over-year to 60%. Our remaining performance obligations increased to $89.1 million. That's compared to $87.9 million at 30 September 2025, and $85.6 million at 31 December 2024. Operating expenses for the quarter increased 8% to $16.9 million, compared to $15.6 million for Q4 of the prior year. The operating margin for the quarter was 6%. That's compared to 4% for the same period as the prior year, a 200 basis point increase. Net income of $1.2 million for the quarter, or $0.04 per basic and diluted common share.

Speaker #2: Our remaining performance obligations increased to $89.1 million, as compared to $87.9 million at September 30, 2025, and $85.6 million at December 31, 2024.

Speaker #2: Operating expenses for the quarter increased 8% to 16.9 million , compared to 15.6 million for the fourth quarter of the prior year . The operating margin for the quarter was 6% .

Speaker #2: As compared to 4% for the same period of the prior year, a 200 basis point increase. Net income of $1.2 million for the quarter, or $0.04 per basic and diluted common share.

Ron Vincent: That's compared to net income of $500,000 or $0.02 per basic and diluted common share for the Q4 of the prior year. Non-GAAP net income of $2.8 million for the quarter, $0.09 per basic and diluted common share. That's compared to non-GAAP net income of $2 million or $0.07 per basic and $0.06 per diluted common share for the Q4 of the prior year. EBITDA for the quarter was $2 million. That's compared to $1.5 million for the Q4 of the prior year. Adjusted EBITDA for the quarter was $2.8 million or 15.3% of total revenue. That's compared to $2.2 million or 13.3% of total revenue for the Q4 of the prior year. Our financial results for the full year are as follows.

Speaker #2: That's compared to net income of $500,000, or $0.02 per basic and diluted common share, for the fourth quarter of the prior year.

Speaker #2: non-GAAP net income of 2.8 million for the quarter , $0.09 per basic and diluted common share . That's compared to non-GAAP net income of 2 million , or $0.07 per basic and $0.06 per diluted common share for the fourth quarter of the prior year EBITDA for the quarter was 2 million , as compared to 1.5 million for the fourth quarter of the prior year , and adjusted EBITDA for the quarter was 2.8 million , or 15.3% of total revenue .

Speaker #2: That's compared to 2.2 million , or 13.3% of total revenue for the fourth quarter of the prior year . Our financial results for the full year are as follows .

Ron Vincent: Total revenue for the year increased 12% to $68.2 million. Service revenue for the year increased 6% to $33.8 million. Our software solutions revenue increased 27% to $29.7 million. Our product revenue for the year decreased 16% to $4.7 million. Service revenue growth margins decreased by 1% year-over-year to 58%. Software solutions revenue growth margin increased by 1% year-over-year to 72%. Product revenue growth margins decreased by 3% to 40%, and consolidated revenue growth margins increased by 1% year-over-year to 63%. Operating expenses for the year increased 8% to $63.5 million. That's compared to $59 million for the prior year. Net income of $5.1 million at $0.17 per basic common share and $0.16 per diluted common share.

Speaker #2: Total revenue for the year increased 12% to $68.2 million. Service revenue for the year increased 6% to $33.8 million. Our Software Solutions revenue increased 27% to $29.7 million.

Speaker #2: Our product revenue for the year decreased 16% to 4.7 million . Service revenue . Gross margins decreased by 1% year over year to 58% .

Speaker #2: Software solutions revenue . Gross margin increased by 1% year over year to 72% . Product revenue . Gross margins decreased by 3% to 40% and consolidated revenue gross margins increased by 1% year over year to 63% .

Speaker #2: Operating expenses for the year increased 8% to $63.5 million. That's compared to $59 million for the prior year. Net income of $5.1 million.

Speaker #2: That's $0.17 per basic common share and $0.16 per diluted common share. That's compared to net income of $1.7 million, or $0.06 per basic and diluted common share, for the prior year non-GAAP net income of $11.4 million for the year.

Ron Vincent: That's compared to net income of $1.7 million or $0.06 per basic and diluted common share for the prior year. Non-GAAP net income of $11.4 million for the year. That's $0.38 per basic and $0.36 per diluted common share. EBITDA for the year was $8 million, compared to $5.2 million for the prior year. Adjusted EBITDA for the year was $11.2 million or 17% of total revenue. That's compared to $8.2 million or 13.5% of total revenue for the prior year. Our cash and cash equivalents at 31 December 2025 was $31.4 million. That's compared to $18.2 million at the end of the prior year. Cash provided by operating activities for the year of $9.3 million, compared to $6.3 million for the prior year.

Speaker #2: That's $0.38 per basic and $0.36 per diluted common share. EBITDA for the year was $8 million, compared to $5.2 million for the prior year, and adjusted EBITDA for the year was $11.2 million.

Speaker #2: Or 17% of total revenue, as compared to $8.2 million, or 13.5% of total revenue for the prior year. Our cash and cash equivalents at December 31, 2025, was $31.4 million.

Speaker #2: As compared to $18.2 million at the end of the prior year. Cash provided by operating activities for the year was $9.3 million, compared to $6.3 million for the prior year.

Ron Vincent: With our cash provided by operating activities of $9.3 million and our $18,000 in capitalized expenditures, we generated non-GAAP free cash flow of $9.3 million for the year. That's 14% free cash flow margin. Cash used for investing activities for the year was $18,000, and cash provided by financing activities for the year was $3.9 million. With that, I'll turn it over to Doug Gaylor, our President and COO, for additional comments on sales and business operations.

Speaker #2: With our cash provided by operating activities of $9.3 million and our $18,000 in capitalized expenditures, we generated non-GAAP free cash flow of $9.3 million for the year. That's a 14% free cash flow margin. Cash used in investing activities for the year was $18,000, and cash provided by financing activities for the year was $3.9 million.

Speaker #2: With that, I'll turn it over to Doug, our President and CEO, for additional comments on sales and business.

Doug Gaylor: Thanks, Ron. I'm extremely pleased with our record Q4 and year-end numbers that exceeded our expectations. 2025 was a great year for Crexendo, a year in which we surpassed both the 6 million and 7 million end user milestones on our best-in-class software platform. In addition, we were honored to be included into the Russell 2000 Index in 2025, along with being awarded top honors in 42 different categories for cloud communication providers by the leading business software review website, G2.com. Our successful year culminated in a strong Q4 that was our 10th consecutive quarter of GAAP profitability and our 29th consecutive quarter of non-GAAP net income. Our GAAP profitability continues to be positively affected by managing our costs and driving synergies within the business while attaining double-digit organic growth levels of 11% for Q4 and 12% for the year.

Speaker #3: Thanks , Ron I'm extremely pleased with our record Q4 and year end numbers that exceeded our expectations . 2025 was a great year for crescendo , a year in which we surpassed both the 6,000,007 million end user milestones on our best in class software platform .

Speaker #3: In addition, we were honored to be included in the Russell 2000 Index in 2025, along with being awarded top honors in 42 different categories for cloud communication providers by the leading business software review website, G2. Our successful year culminated in a strong fourth quarter.

Speaker #3: That was our 10th consecutive quarter of GAAP profitability, and our 29th consecutive quarter of non-GAAP net income. Our GAAP profitability continues to be positively affected by managing our costs and driving synergies within the business.

Speaker #3: While attaining double digit organic growth levels of 11% for the quarter and 12% for the year . Our GAAP income , combined with strong free cash flow , allows us to continually reinvest in our people and our products to continue delivering the best solutions and best customer satisfaction in the industry As we've previously , as we have previously discussed , our large project of migrating all of our legacy hosted infrastructure to Oracle Cloud Infrastructure , OCI was targeted for completion early this year , and I am pleased to announce that we have successfully completed the full migration of all of our hosted infrastructure licensees to OCI and will have the last of our legacy .

Doug Gaylor: Our strong GAAP income, combined with strong free cash flow, allows us to continually reinvest in our people and our products to continue delivering the best solutions and best customer satisfaction in the industry. As we have previously discussed, our large project of migrating all of our legacy hosted infrastructure to Oracle Cloud Infrastructure, OCI, was targeted for completion early this year, and I am pleased to announce that we have successfully completed the full migration of all of our hosted infrastructure licensees to OCI, and will have the last of our legacy NetSapiens data centers decommissioned later this month, which should help improve our margins going forward. We continue to see tremendous organic growth from our software solutions segment of the business, which grew at 18% for the quarter and saw 28% organic growth for 2025.

Speaker #3: Legacy NetSapiens data centers will be decommissioned later this month, which should help improve our margins going forward. We continue to see tremendous organic growth from our software solutions segment of the business, which grew at 18% for the quarter and saw 28% organic growth for 2025.

Doug Gaylor: Our software solutions segment had a very strong quarter with 14 upgrade orders from our existing licensees, combined with 5 new logos that we won that chose Crexendo for their platform of choice moving forward. For the year, we had over 40 upgrade orders from our existing licensees, combined with winning 14 new logos. Of those 14 new logos, we continue to win new licensees moving to Crexendo from Metaswitch and BroadSoft, amongst others, and we continue to see opportunities created by uncertainties created by the competition. We are winning these customers as our unique pricing and support model for our software solutions platform, combined with our robust feature set, our open APIs, and our deliverable AI applications and integrations allow us to differentiate ourselves from the rest of our competition at a much stronger price point than they might currently be paying.

Speaker #3: Our software Solutions segment had a very strong quarter with 14 upgrade orders from our existing licensees , combined with five new logos that we won that chose crescendo for their platform of choice .

Speaker #3: Moving forward for the year , we had over 40 upgrade orders from our existing licensees , combined with winning 14 new logos . Of those , 14 new logos , we continue to win new licensees moving to crescendo from Metaswitch and Broadsoft amongst others , and we continue to see opportunities created by uncertainties created by the competition .

Speaker #3: We are winning these customers as our unique pricing and support model for our software solutions platform , combined with our robust feature set , our open APIs and our deliverable AI applications and integrations allow us to differentiate ourselves from the rest of our competition at a much stronger price point than they might currently be paying You may have also seen a press release during Q4 where we announced a significant win of landing a long standing telecom provider antigen to the crescendo family of licensees on our platform altered has been a force in the telecom industry for over 30 years , and their deploy the crescendo platform for their future growth is a true validation of the power of our platform , our telecom services , retail segment grew at 5% organically for the quarter , and our telecom service services revenue was up 8% organically , offset by a small reduction in product revenue to reach the blended 5% increase .

Doug Gaylor: You may have also seen a press release during Q4, where we announced a significant win of landing a long-standing telecom provider, Altigen, to the Crexendo family of licensees on our platform. Altigen has been a force in the telecom industry for over 30 years, and their decision to deploy the Crexendo platform for their future growth is a true validation of the power of our platform. Our telecom services retail segment grew at 5% organically for the quarter, and our telecom services revenue was up 8% organically, offset by a small reduction in product revenue to reach the blended 5% increase. As we have previously mentioned, the reduction in product revenue was anticipated as we have proactively reduced selling some lower margin product opportunities on the managed services front to help improve margins.

Speaker #3: As we have previously mentioned , the reduction in product revenue was anticipated as we have proactively reduced selling some lower margin product opportunities on a managed services front to help improve margins .

Doug Gaylor: We continue to see strong demand for our offerings from our channel partners and our master agent technology service distributors, and expect retail segment revenue to grow at a faster pace. The master agent technology service distributors saw a 46% increase in sales bookings year-over-year, and we expect that momentum to continue, especially with our announcement last month of adding a leading technology service distributor, AppDirect, to our partner lineup. We have already seen a strong pipeline of opportunities being generated from AppDirect and are excited about the future prospects of this partnership. We had our strongest sales bookings quarter ever for this segment of the business in Q4 and are encouraged by the trends we are seeing.

Speaker #3: We continue to see strong demand for our offerings from our channel partners and our master agent technology service distributors, and expect retail segment revenue to grow at a faster pace.

Speaker #3: The master Agent technology service distributors saw 46% increase in sales bookings year over year , and we expect that momentum to continue , especially with our announcement last month of adding a leading technology service distributor , App direct to our partner lineup .

Speaker #3: We have already seen a strong pipeline of opportunities being generated from App Direct and are excited about the future prospects of this partnership .

Speaker #3: We had our strongest sales bookings quarter ever for this segment of the business in Q4 and are encouraged by the trends we are seeing. Our remaining performance obligation, also referred to as our backlog, continues to grow and is now at $89.1 million, an increase of 4% from Q4 of 2024.

Doug Gaylor: Our remaining performance obligation, also referred to as our backlog, continues to grow and is now at $89.1 million, an increase of 4% from Q4 of 2024. Our remaining performance obligation number is the sum of the remaining contract values for our telecom services and our software solutions customers that will be recognized on a sliding scale over the next 60 months. It's a very strong indicator of our future revenue stream. Consolidated gross margin for Q4 was 60%, which was anticipated as we have our annual user group meeting in Q4 that has an impact on margins for the quarter. For the year, consolidated gross margin was 63%, which was up from 62% in 2024.

Speaker #3: Our remaining performance obligation number is the sum of the remaining contract values for our telecom services and our software solutions customers . That will be recognized on a sliding scale over the next 60 months .

Speaker #3: And it's a very strong indicator of our future revenue stream Consolidated gross margin for Q4 was 60% , which was anticipated as we have our annual user group meeting in Q4 that has an impact on margins for the quarter .

Speaker #3: But for the year , consolidated gross margin was 63% , which was up from 62% in 2020 for . And we continue to see strong gross margins in our software solutions segment , where gross margins were 72% for the year , compared to 71% in 2020 .

Doug Gaylor: We continue to see strong gross margins in our software solutions segment, where gross margins were 72% for the year compared to 71% in 2024. Our telecom services segment gross margin was 58% for the quarter, which was up from 54% in Q4 of 2024. For the year, the telecom services segment gross margin was 56%, which was on par with 2024. Our telecom services gross margins were positively affected in Q4 by our focus on higher margin UCaaS sales and less on low margin product sales. We're confident that we should continue to see gross margin improvements in both segments of the business in the future as we start to recognize cost savings from our completed consolidation of our data centers to Oracle Cloud Infrastructure, as well as our near completion of our legacy retail classic migration.

Speaker #3: For our telecom services segment , gross margin was 58% for the quarter , which was up from 54% in Q4 of 2020 . Four .

Speaker #3: And for the year , the telecom services segment gross margin was 56% , which was on par with 2020 . For our telecom services gross margins were positively affected in Q4 by our focus on the higher margin UK sales and less on low margin product sales .

Speaker #3: We're confident that we should continue to see gross margin improvements in both segments of the business in the future as we start to recognize cost savings from our completed consolidation of our data centers to Oracle Cloud Infrastructure , as well as our near completion of our legacy retail classic migration , Jeff mentioned artificial intelligence before and artificial intelligence will be the biggest game changer in communications since the move to the cloud began over ago .

Doug Gaylor: Jeff mentioned artificial intelligence before. Artificial intelligence will be the biggest game changer in communications since the move to the cloud began over 20 years ago. Crexendo is leading the AI charge with many new releases that allow small and mid-sized businesses to be more efficient and productive. Crexendo's AI solutions are focused on helping businesses make more money as opposed to saving money. Our AI solutions are targeted at making small and mid-sized businesses more successful and more profitable by giving them affordable efficiency tools to help them run their business. Our current roster of AI solutions includes our AI call recording with sentiment analysis, our contact center AI powered by ChatGPT, and our most exciting release yet, Crexendo's AI Receptionist Orchestrator, or CAIRO, that was released in January.

Speaker #3: Crexendo is leading the AI charge with many new releases that allow small and midsize businesses to be more efficient and productive. Crexendo’s AI solutions are focused on helping businesses make more money, as opposed to saving money.

Speaker #3: Our AI solutions are targeted at making small and midsize businesses more successful and more profitable by giving them affordable efficiency tools to help them run their business.

Speaker #3: Our current roster of AI solutions includes our AI call recording with sentiment analysis, our contact center, AI powered by ChatGPT, and our most exciting release yet, Crescendo.

Speaker #3: AI receptionist orchestrator or chiro . That was released in January . Chiro allows new and existing customers to leverage the power of an AI receptionist to answer all incoming calls , answer frequently asked questions .

Doug Gaylor: CAIRO allows new and existing customers to leverage the power of an AI receptionist to answer all incoming calls, answer frequently asked questions, schedule, reschedule, or cancel appointments, access customer records, and talk to a live person when needed. For the typical SMB customer, this technology will allow their business to be more effective and productive for a minimal cost, while at the same time allowing Crexendo to significantly increase its average revenue per account. Crexendo's average re-retail revenue per account is roughly about $350 per month. Early adoption numbers for our CAIRO solution could increase that average by over 25%. Crexendo's Ecosystem Vendor Partner program, or our EVP program, as we call it, that was introduced last year, continues to gain traction and is now has officially 41 partners involved in the program.

Speaker #3: Schedule , reschedule or cancel appointments . Access customer records , and talk to a live person when needed . For the typical SMB customer , this technology will allow their business to be more effective and productive for a minimal cost , while at the same time allowing crescendo to significantly increase its average revenue per account .

Speaker #3: Crexendo. Crexendo’s average retail revenue per account is roughly about $350 per month. Early adoption numbers for our chiro solution could increase that average by over 25%.

Speaker #3: Crexendo’s ecosystem vendor partner program, or our EVP program as we call it, that was introduced last year, continues to gain traction and now has officially 41 partners involved in the program.

Doug Gaylor: These partners provide products, software, and solutions to our platform that allow Crexendo and our partners to benefit from selling these solutions to end users that will make their businesses more efficient, productive, and profitable. The EVP program is generating new revenue streams. We are very encouraged by the growth potential. Crexendo had a great year in 2025. We continue to meet and exceed our targeted goals. The goal I am most excited about is getting to the $100 million revenue run rate, hopefully by the end of 2026. With our recently announced acquisition of ESI, I believe we are well on our way to meeting that target. The acquisition will be transformative to Crexendo. I am confident that the time between our last acquisition and this one will be worth the wait.

Speaker #3: These partners provide products, software, and solutions to our platform that allow Crexendo and our partners to benefit from selling these solutions to end users that will make their businesses more efficient, productive, and profitable.

Speaker #3: The EVP program is generating new revenue streams, and we are very encouraged by the growth potential. Crescendo had a great year in 2025, and we continue to meet and exceed our targeted goals.

Speaker #3: The goal I am most excited about is getting to the $100 million revenue run rate . Hopefully by the end of 2026 with our recently announced acquisition of ESI , I believe we are well on our way to meeting that target .

Speaker #3: The acquisition will be transformative to crescendo , and I am confident that the time between our last acquisition and this one will be worth the wait .

Doug Gaylor: We have always stated that we will be acquisitive, but that we will be patient to wait for the right opportunity to present itself. That patience will be rewarded with our acquisition of ESI for all the reasons that Jeff previously highlighted. I couldn't be more excited about the future direction and opportunity for Crexendo. Our strong double-digit organic growth, combined with our ESI acquisition, our GAAP profitability, and strong positive cash flow, have laid a great foundation for our future success. We are positioned perfectly with the combination of strong demand for our product offerings, along with great solutions, a disruptive pricing model, and the best and most talented workforce in the industry to continue our strong growth.

Speaker #3: We have always stated that we will be acquisitive, but that we will be patient to wait for the right opportunity to present itself. That patience will be rewarded with our acquisition of ESI for all the reasons that Jeff previously highlighted. I couldn't be more excited about the future direction and opportunity for Crexendo.

Speaker #3: Our strong double digit organic growth combined with our ESI acquisition and our GAAP profitability and strong positive cash flow have laid a great foundation for our future success .

Speaker #3: We are positioned perfectly with the combination of strong demand for our product offerings , along with great solutions . A disruptive pricing model , and the best and most talented workforce in the industry .

Doug Gaylor: We're excited about the additional opportunities to drive growth and innovation that our new AI offerings will infuse into our business, and we're very optimistic that applications like our AI receptionist will continue to drive even more demand and higher revenues. We're committed to delivering the best UCaaS, CCaaS, and CPaaS offerings in the sector to our customers and our partners and the best returns for our shareholders. As the fastest growing platform solution in the country, now supporting over 7 million end users, we're laser focused on growing our business, enhancing our solutions, improving our efficiencies, and continue to return strong results. With that, I'll turn it back over to Jeff for any further comments.

Speaker #3: To continue our strong growth . We're excited about the additional opportunities to drive growth and innovation that our new AI offerings will infuse into our business , and we're very optimistic that applications like our AI receptionist will continue to drive even more demand and higher revenues .

Speaker #3: We're committed to delivering the best ucaas , CAS and Cpaas offerings in the sector to our customers and our partners , and the best returns for our shareholders as the fastest growing platform solution in the country .

Speaker #3: Now supporting over 7 million end users were laser focused on growing our business , enhancing our solutions , improving our efficiencies and continue to return strong results .

Speaker #3: With that, I'll turn it back over to Jeff for any further comments.

Jeff Korn: Thank you, Doug. Actually, I do not have any further comments. John, you may open the call up to questions.

Speaker #1: Thank you Doug . Actually , I do not have any further comments . So John , you may open the call up to questions .

Doug Gaylor: Absolutely. At this time, we will be conducting a question and answer session. If you would like to 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 you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment, please, while we poll for questions. Once again, please press star one if you have a question or comment. The first question comes from Joshua Reilly with Needham. Please proceed.

Operator: Absolutely. At this time, we will be conducting a question and answer session. If you would like to 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 you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment, please, while we poll for questions. Once again, please press star one if you have a question or comment. The first question comes from Joshua Reilly with Needham. Please proceed.

Speaker #4: Absolutely . At this time , we will be conducting a question and answer session . If you would like to ask a question , please press star one on your telephone keypad .

Speaker #4: A confirmation tone will indicate your line is in the question queue . You may press star two . If you would like to remove your question from the queue for participants using speaker equipment , it may be necessary to pick up your handset before pressing the star keys .

Speaker #4: One moment please . While we pull for questions . Once again , please press star one . If you have a question or comment .

Speaker #4: The first question comes from Joshua Reilly with Needham. Please proceed.

Joshua Reilly: All right, great. Well, thanks for taking my questions here. How should we think about the impact of the ESI acquisition to the scale and subsequent customer acquisition cost for your retail business and the benefit over the next few years of adding this scale? Maybe any more color on the magnitude of the EBITDA margin benefit from the acquisition?

Speaker #5: All right . Great . Well , thanks for taking . Thanks for taking my questions here . How should we think about the impact of the ESI acquisition to the scale and subsequent customer acquisition costs for your retail business and the benefit over the next few years of adding this scale and maybe any more color on the magnitude of the EBITDA margin benefit from the acquisition .

Doug Gaylor: Well, let me start backwards. We're really not in a position to discuss EBITDA margins until the audit is completed under SEC guidelines. I wish I could answer that for you, but I can't, Josh. In regard to customer acquisition costs, I will let Ron answer that.

Speaker #1: Well, let me start backwards. We're really not in a position to discuss EBITDA margins until the audit is completed under SEC guidelines.

Speaker #1: So I wish I could answer that for you , but I can't . Josh , in regard to customer acquisition costs , I will let Ron answer that .

Ron Vincent: Yeah. As far as acquisition goes, the acquisition of a large customer base and a business combination, it generates, in the multiples that we pay, similar customer acquisition costs or a little lower than our actual organic customer acquisition costs from that standpoint. On a go-forward basis, I don't think there's material impact. We should have similar customer acquisition costs 'cause there's not really an economies of scale on the acquisition costs other than marketing. We're gonna continue to our existing marketing spend, and we'll benefit from additional customers from additional marketing we may provide for the acquisition target. That would be minimal at this point based on my estimate.

Speaker #2: Yeah . So as far as acquisition goes , the acquisition of a large customer base and a business combination , it generates in the multiples that we pay , similar customer acquisition costs or a little lower than our actual organic customer acquisition cost .

Speaker #2: And from that standpoint , on a go forward basis , I don't think there's material impact . We should have similar customer acquisition costs because there's not really an economies of scale on the acquisition cost other than marketing .

Speaker #2: And so we're going to continue to our existing marketing spend , and we'll benefit from additional customers from additional marketing . We may provide for the acquisition target , but that that would be minimal at this point , based on my estimate

Joshua Reilly: Got it. That's helpful.

Doug Gaylor: Sorry, Josh. I thought you had a third question. Sorry.

Speaker #5: Got it. That's helpful. And then

Speaker #1: Third question . Sorry

Joshua Reilly: Well, I have some other questions, but that kind of wrapped up that first piece, I think.

Speaker #5: I well , I have some other questions , but that kind of wrapped up that first piece , I think as we think about as we think about the free cash flow for the year , you know , the last couple of years you've done a really good job of converting , you know , 50% plus of your EBITDA to free cash flow .

Doug Gaylor: Okay.

Joshua Reilly: As we think about the free cash flow for the year, you know, the last couple of years, you've done a really good job of converting, you know, 50% plus of your EBITDA to free cash flow. Is there any significant one-time items in 2026 that investors should be considering from the acquisition that would impact this ratio of conversion of EBITDA to free cash flow in 2026?

Speaker #5: Is there any significant one time items in 2026 that investors should be considering from the acquisition ? That would impact this ratio of conversion of EBITDA to free cash flow in 2026 ?

Ron Vincent: Yeah. We don't have any anticipated, large capital improvements that would impact our free cash flow, so we should generate similar type of free cash flow from our adjusted EBITDA.

Speaker #2: Yeah , so we don't have any anticipated large capital improvements that would impact our free cash flow . So we should generate similar type of free cash flow from our adjusted EBITDA .

Joshua Reilly: Got it. Last question for me is, you know, if you look at some of my recent channel checks at industry conferences, it seems like you have a pretty strong pipeline of potential new licensees. I guess, what are you hearing in terms of the demand environment there, and what key points are you hearing from them in terms of their consideration of converting from a legacy platform maybe to NetSapiens in 2026?

Speaker #5: Got it . And then last question for me is if you look at some of my recent channel checks at industry conferences , it seems like you have a pretty strong pipeline of potential new licensees .

Speaker #5: I guess . What are you hearing in terms of the demand environment there ? And what key points are you hearing from them in terms of their consideration of converting from a legacy platform , maybe to net sapiens in 2026 ?

Doug Gaylor: I'm gonna let John answer that, Josh.

Jon Brinton: Hi, Josh, this is John. We continue to have a high degree of partner interest. We continue to have many new opportunities looking at the platform. As you know from your conversations, some of them are coming from legacy platforms that don't have the investment level today that the NetSapiens platform does. Many of them like our sessions-not-seats model, across when you look commercially our advantages. As Doug had mentioned, you know, what we're doing with AI applications in our ecosystem. I think what many of those partners see is that we do have a definitive roadmap to help them to modernize their solutions and stay competitive in the market. Because of that, we continue to have strong demand for new licensees for the platform.

Speaker #1: I'm going to let John answer that . Josh .

Speaker #6: Yeah . Hi , Josh , this is John . Yeah , we continue to have a high degree of partner interest . We continue to have many new opportunities looking at the platform , as you know , from your conversations , some of them are coming from legacy platforms that don't have the investment level today that the net sapiens platform does .

Speaker #6: Many of them , like our sessions , not seats model across . When you look at commercially , our advantages and then as Doug had mentioned , you know what we're doing with AI applications and our ecosystem .

Speaker #6: So I think what many of those partners see is that we do have a definitive roadmap to help them to modernize their solutions and stay competitive in the market .

Speaker #6: And because of that, we continue to have strong demand for new licensees of the platform.

Joshua Reilly: All right, great. Well, I'll pass it to the queue, and thank you very much, guys.

Speaker #5: All right . Great . Well , I'll pass it to the Q and thank you very much , guys .

Doug Gaylor: Thanks, Josh.

Operator: The next question comes from Mike Latimore with Northland Capital. Please proceed, Mike.

Speaker #1: Thanks , Josh .

Speaker #4: The next question comes from Michael Latimore with Northland Capital. Please proceed, Mike.

Mike Latimore: Yeah. Thanks a lot. Yeah, congrats on the great year. This ESI looks like it's a very high quality year.

Speaker #7: Yeah , thanks a lot . Yeah , congrats on the great year and the looks like it's a very high quality year .

Doug Gaylor: Thank you.

Mike Latimore: You highlighted the strong services bookings in the quarter. Was that mainly driven by the master agents, or was there some broader factors there?

Speaker #1: Thank you .

Speaker #7: You highlighted the strong services bookings in the quarter. Was that mainly driven by the master agents, or were there some broader factors there?

Doug Gaylor: Yeah. I think we had a pretty good contribution across the board. We had great direct sales. We had a couple of very large opportunities on our direct sales side. The TSDs, technology service distributors, actually had a great quarter for us. We had Q4 was, as I said, a record retail quarter for us on the sales bookings. Pretty excited. And the nicest part about some of the activity we're seeing is a lot larger type opportunities, and we won a couple of opportunities in Q4 that were upwards of 1,000 stations. We're seeing some nice retail opportunity sizes coming from both the direct and from the master agents.

Speaker #8: Yeah I think we had a pretty good

Speaker #3: Contribution across the board . We had great direct sales . We had a couple of very large opportunities on our direct sales side .

Speaker #3: The Tzds technology services distributors actually had a great quarter for us . So we had fourth quarter was , as I said , a record retail quarter for us .

Speaker #3: On the sales bookings . Pretty excited . And the nicest part about some of the activity we're seeing is a lot larger type opportunities .

Speaker #3: And we won a couple of opportunities in Q4 that were of 1000 stations . So we're seeing some nice retail opportunity sizes coming from both the direct and from the master agents .

Mike Latimore: Okay, great. On the service gross margin, that ticked up nicely. Is that sustainable, you think?

Speaker #7: Okay , great . And then on the service gross margin , that ticked up nicely is that is that sustainable ? Do you think

Ron Vincent: Yeah. That's, you know, as a result of the revenue growth that we're seeing. At the current rate, I think that percentage is sustainable. At this time, I'm not projecting, you know, further increases, but let's take a look at it in a couple of quarters.

Speaker #2: Yeah, so that's, you know, as a result of the revenue growth that we're seeing at the current rate. I think that that percentage is sustainable at this time.

Speaker #2: I'm not projecting , you know , further increases . But let's take a look at it in a couple quarters

Mike Latimore: Great. Just last one for me on your AI receptionist. Like what percent of your customer base do you think that's applicable to or would have interest in that?

Speaker #7: Great . And then just last one for me on your your AI receptionist . What percent of your customer base do you think that's applicable to or would have interest in that ?

Doug Gaylor: Yeah, it's a great question, Mike. I think that we feel like the CAIRO, which is again, our Crexendo AI Receptionist Orchestrator, we think that that is applicable to almost all of our customers out there. Now, when I say that, you know, that means that customers have to evaluate it and make sure that's a good fit for their business. You know, we think that AI Receptionist is going to have a tremendous take rate for us. We just introduced it in mid-January. The early sales and early feedback we've gotten from customers has been top-notch. We're going to continue to monitor that. Again, if you think about the benefits it brings to a business, I can't see any many reasons why a business would decide that that's not for them.

Speaker #8: Yeah , it's a .

Speaker #3: Great question , Mike . I think that we feel like the Cairo , which is again , our crescendo AI receptionist orchestrator , we think that that is applicable to almost all of our customers out there .

Speaker #3: Now, when I say that, you know, that means that customers have to evaluate it and make sure that's a good fit for their business.

Speaker #3: But , you know , we think that AI receptionist is going to have a tremendous take rate for us . We just introduced it in mid January .

Speaker #3: The early sales and early feedback we've gotten from customers has been top notch . So we're going to continue to monitor that . But again , if you think about the benefits it brings to a business , I can't see any many reasons why a business would decide that .

Doug Gaylor: I think it's gonna be very affordable option for businesses to consider. Jon's gonna add a little bit.

Speaker #3: That's not for them . I think it's going to be very affordable option for businesses to consider . John's going to add a little bit .

Jon Brinton: Yeah. One other dimension on that, Mike, is we've also made that available for NetSapiens platform licensees.

Speaker #6: Yeah , one other dimension on that , Mike , is we've also made that available for our net sapiens platform licensees to offer to their customers .

Doug Gaylor: To offer to their customers. We've had really strong interest from that community as well. It's the type of thing that it's available on our retail offer, but we'll make it available across our whole community through our Ecosystem program, and we're really excited about that part of the opportunity too.

Speaker #6: And we've had really strong interest from that community as well. So it's the type of thing that's available in our retail offer.

Speaker #6: But we'll make it available across our whole community , through our ecosystem program . And we're really excited about that part of the opportunity to .

Jeff Korn: Mike, as I indicated, initial reaction has been very strong, but we're not in it long enough to give you sales projections yet. Wait, we will see what kind of adoption we're getting, but we're very excited about the potential adoption.

Speaker #1: And Mike, as I indicated, initial reaction has been very strong, but we're not in it long enough to give you sales projections yet.

Speaker #1: But wait , we will we will see what kind of adoption we're getting . But we're very excited about potential adoption .

Mike Latimore: Okay. Sounds like a great start there. Yeah, thanks a lot and congrats on the year and the acquisition.

Speaker #7: Okay . Sounds like a great start . There . Yeah , thanks a lot . And congrats on the year and the acquisition .

Jeff Korn: Thank you, sir.

Operator: This question comes from Eric Martinuzzi with Lake Street. Please proceed.

Speaker #1: Thank you sir .

Speaker #4: This question comes from Eric Martinuzzi with Lake Street . Please proceed .

Eric Martinuzzi: Yeah, Jeff, you entered 2025 with, you know, let's grow double-digits organically and do it profitably. It wasn't guidance, it was, you know, kind of, the goal. Is that still the goal? You know, is 2026, can we anticipate organic growth in that double-digit range profitably?

Speaker #9: Yeah . Jeff , you entered 2025 with a you know , let's grow double digits organically and do it profitably . It wasn't guidance , but it was , you know , kind of a the goal is that still the goal , you know , is 2026 .

Speaker #9: Can we anticipate organic growth in that double digit range profitably ?

Jeff Korn: Yes, Eric. I am still gearing for a 10% organic for a double-digit organic growth, even with the expenditures we that I spoke about. It would be again, we are making the necessary investments we need to make in the business. This is imperative to me. I intend, when I leave this job, to leave it far stronger than when I came into it, and with all the bells and whistles for us to be the lead company for maybe generations to come. Nonetheless, we will do the investments carefully, strategically, with gearing toward double-digit organic growth at the same time.

Speaker #1: Yes , Eric , I am still gearing for a 10% organic for a double digit organic growth . Even with the expenditures we that I spoke about , it would be again , we are making the necessary investments we need to make in the business .

Speaker #1: This is this is imperative to me . I intend , when I leave this job , to leave it far stronger than when I came into it .

Speaker #1: And with all the bells and whistles for us to be the lead company for , maybe generations to come . Nonetheless , we will do the investments carefully , strategically , with gearing toward double digit organic growth .

Eric Martinuzzi: Okay. The congratulations on getting the ESI transaction done. I think you mentioned that it was a $26 million revenue run rate for 2025. What was the growth in 2025?

Speaker #1: At the same time .

Speaker #9: Okay . And then the congratulations on getting the Esee transaction done . I think you mentioned that it was 26 million revenue run rate for 2025 .

Speaker #9: What was the growth in 2025 ?

Doug Gaylor: The growth was from 2024, was about 6% to 7%. Again, we don't have the audited financials, but in that range of 6% to 7%. Good, you know, better growth than the industry. A little bit smaller than what we saw in our Q4 retail services growth, but really strong growth.

Speaker #3: That growth was from 2024 . Was about 6 to 7% . Again , we don't have the audited financials , but in that range of 6 to 7% .

Speaker #3: So, good. You know, better growth than the industry a little bit. A smaller than what we saw in our Q4 retail services growth.

Speaker #3: But really strong growth .

Eric Martinuzzi: Okay. Thanks for taking my questions.

Speaker #9: Okay . Thanks for taking my questions .

Jeff Korn: Thank you, Eric.

Operator: Once again, if you have a question or a comment, please indicate so by pressing star one. The next question comes from George Sutton with Craig-Hallum. Please proceed.

Speaker #1: Thank you Eric .

Speaker #4: Once again , if you have a question or a comment , please indicate so by pressing star one . The next question comes from George Sutton with Craig-hallum .

George Sutton: Thank you. Jeff, you ran through this real quick. I wondered if we could just spend a second on when you acquire a licensee like you have done with ESI, can you just walk through all the things you can do operationally to improve that business? Because I don't think that's clear. People assume you're just buying a licensee and there isn't that much you can do. I think there's quite a bit you can do. You did walk through a few things. Just wondered if you could detail that a little bit.

Speaker #4: Please proceed .

Speaker #10: Thank you . Jeff , you ran through this real quick . I wondered if we could just spend a second on when you acquire a licensee like you have done with ESI , can you just walk through all the things you can do operationally to improve that business ?

Speaker #10: Because I don't think that's clear . People assume you're just buying a licensee and there isn't that much you can do . I think there's quite a bit you can do .

Speaker #10: You did walk through a few things . Just wondered if you could detail that a little bit .

Jeff Korn: Sure. There is a lot we can do. Fortunately, the acquisition we acquired here was already well run, and frankly, in anticipation of sale, they had reduced their staff to a sustainable number that makes sense. You know, automatically when you get an acquisition, you go, I can cut 20% of the staff. I'm not in a position to do that there because they're so well run. Nonetheless, there are a number of coordinated things we can do. I mentioned that they have 4 or 5 employees that can actually help us with Crexendo. We have a number of employees who can help them, and as we get to know each other better, it will enable us to do less hires on both sides of the equation that we were thinking about. That's some efficiencies there.

Speaker #1: Sure , there is . There is a lot we can do . Fortunately , acquisition we acquired here was already well run and frankly , in anticipation of sale , they had reduced their staff to a sustainable number .

Speaker #1: That makes sense . So , you know , automatically when you get an acquisition you go , I can cut 20% of the staff .

Speaker #1: I'm not in a position to do that . There because they're so , well run . But nonetheless , there are a number of things we can do .

Speaker #1: I mentioned that they have 4 or 5 employees that can actually help us with crescendo . We have a number of employees who can help them , and as we get to know each other better , it will it will enable us to do less hires on both sides of the equation that we were thinking about .

Jeff Korn: We're gonna combine a lot of licensing, which will economy of scale, will have some substantial savings for us down the road. We are going to move ESI off of their servers onto our Oracle Cloud and get the discounts from there. There's gonna be substantial savings there and long-term efficiencies. Back office functions are going to be coordinated. There's going to be efficiencies there, and there's going to be a number of cross-sell opportunities, which I expect to have large efficiencies on. I may have run through it, but we would not have acquired this if I did not see a potential number of efficiencies, strong growth, and a operational combination that makes a lot of sense to both teams.

Speaker #1: So that's some efficiencies . There . We're going to combine a lot of licensing , which will economy of scale will have some substantial savings for us down the road .

Speaker #1: We are going to move ESI off of their servers onto our Oracle Cloud and get the discounts from there . There's going to be substantial savings there and long term efficiencies , back office functions are going to be coordinated .

Speaker #1: There's going to be efficiencies there and there's going to be a number of cross-sell opportunities , which I expect to have large efficiencies on .

Speaker #1: So I may have run through it, but we would not have acquired this if I did not see a potential number of efficiencies.

Speaker #1: Strong growth and operational combination . That makes a lot of sense to both teams .

George Sutton: Now, you mentioned your patience relative to making an acquisition. I'm just curious, on the other side, you have seller patience in some cases, or at least it's not the right time for the seller. What happens when you acquire a large licensee like this to the other, licensees who sort of wanna get teed up, themselves for a similar opportunity?

Speaker #10: Now , you mentioned your patient's relative to making an acquisition . I'm just curious on the other side , you have seller patients in some cases , or at least it's not the right time for the seller .

Speaker #10: What happens when you acquire a large licensee like this to the other licensees , who sort of want to get teed up themselves for a similar opportunity ?

Jeff Korn: Well, I fully expect that this will tee up some interest in some of our licensees. They will reach out to us regarding a potential acquisition. This happens all the time. There are several that we're looking at, not immediately, but in a quarter or two, we may be in a position to do it. Obviously, you know, a press release like we put out and the community knowing that we're in acquisitive mood will open more doors for us. It makes a lot of sense on both ends. If we acquire a licensee, there's automatic efficiencies because we don't have to migrate customers onto our platform. There's automatic efficiencies there because their customers don't have to worry about having to move to a different platform or seeing a change in their service.

Speaker #1: Well , I fully expect that this will tee up some interest in some of our licensees , and they will reach out to us regarding a potential acquisition .

Speaker #1: This happens all the time . There are several that we're looking at , not not immediately , but in a quarter or two we may be in a position to do it .

Speaker #1: Obviously , you know , a press release like we put out and the community knowing that we're in a positive mood , we'll open more doors for us and it makes a lot of sense on both ends .

Speaker #1: If we acquire a licensee, there's automatic efficiencies because we don't have to migrate customers onto our platform. There's automatic efficiencies there because their customers don't have to worry about having to move to a different platform or seeing a change in their service.

Jeff Korn: There's operational efficiencies in that the employees are already used to working with the NetSapiens platform. This opens a lot of exciting opportunities for us, and I'm very enthused about that, George.

Speaker #1: And there's operational efficiencies in that . The and that the employees are already used to working with the net sapiens platform . So this opens a lot of exciting opportunities for us .

Speaker #1: And I'm very enthused about that . George .

George Sutton: Perfect. That's it for me. Thank you.

Speaker #10: Perfect. That's it for me. Thank you.

Jeff Korn: Thank you, Jordan.

Operator: The next question comes from Josh Nichols with B. Riley Securities. Please proceed.

Speaker #1: Thank you George .

Speaker #4: And the next question comes from Josh Nichols with B Riley Securities . Please proceed

Matthew Yonker: Hi, this is Matthew Yonker for Josh Nichols. Thanks for taking my questions, and congrats on the ESI closing a strong year. I guess to start off.

Speaker #11: Hi . This is Matthew on for Josh Nichols . Thanks for taking my questions . And congrats on the Issi closing a strong year .

Jeff Korn: Thank you.

Matthew Yonker: Yeah, on the cost synergy side with ESI, can you help us frame the timeline for the facilities consolidation and the OCI migration of their workloads in terms of, like, how quickly you expect those savings to flow through to EBITDA?

Speaker #11: I guess to start off on the cost . Yeah , on the cost synergy side with Issi . Can you help us frame the timeline for the facilities consolidation and the OCI migration of the workloads in terms of like how quickly you expect those savings to flow through to EBITDA ?

Jeff Korn: You know what? I have not discussed that with the ESI team yet, so I don't want to surprise them by doing it on the conference call. I really need to have our teams work with their teams to figure out the timing, but I would hope it would be done sometime this year.

Speaker #1: You know what , I have not discussed that with the Issi team yet . So I don't want to surprise them by doing it on the conference call .

Speaker #1: And I really need to have our teams work with their teams to figure out the timing , but I would hope it would be done sometime this year

Matthew Yonker: Got it. Great. I guess just more generally, can you help us walk through what excites you most about the setup this year for the combined company?

Speaker #11: Got it . Great . And I guess just more generally , what can you help us walk through ? What excites you most about the setup this year for the combined company ?

Jeff Korn: I am just... the team and I went out to Dallas on Friday and talked to the ESI employees. The enthusiasm and the excitement they had for working for a bigger organization, for helping us to grow, really enthused me. I must have had 15 of the employees come over to me and tell me, We're gonna make you proud. I don't get my son telling me that often. This was really good news. The people here at both Crexendo and at our platform are excited about the growth. The enthusiasm I see in our employees for our plans, for our future growth and to continue to build the best platform in the industry and provide the best services in the industry just excite me every morning.

Speaker #1: I am just the team and I went out to Dallas on Friday and talked to the Issi employees and the enthusiasm and the excitement they had for working for a bigger organization , for helping us to grow .

Speaker #1: Really . And enthused me . I must have had 15 of the employees come over to me and tell me , we're going to make you proud .

Speaker #1: I don't get my son telling me that that that often . So this this was really good news . The people here at both crescendo and at our platform are excited about the growth , the enthusiasm I see in our employees for our plans , for our future growth and to build , to continue to build the best platform in the industry and provide the best services in the industry .

Jeff Korn: I get up excited to get to work, to work with our people, and to continue to do this. I think this is gonna be a great year for us.

Speaker #1: Just excite me . Every morning I get up excited to get to work , to work with our people and to continue to do this .

Doug Gaylor: I would just add to that, Josh or Matt, you know, if you, if you think about that meeting that we had with their team out there, they've got a tremendously tenured group of people there. A lot of their people have known a lot of our people for a long time, including the executive management team. We've known their executive management team for quite some time. A lot of our support people have been working with their support people, some of them for, you know, longer than 10 years. You know, this is really one of the true benefits we have in fishing in our stock fishing pond, is that they know us, we know them. There's not a lot of surprises, you know.

Speaker #1: I think this is going to be a great year for us .

Speaker #3: And I would just add to that , Josh or Matt , you know , if you if you think about that meeting that we had with their team out there , they've got a tremendously tenured group of people there and a lot of their people have known a lot of our people for a long time , including the executive management team .

Speaker #3: We've known their executive management team for quite some time. A lot of our support people have been working with their support people.

Speaker #3: Some of them for longer than ten years . So , you know , this is really one of the true benefits we have in in fishing in our stock fishing pond is that they know us .

Doug Gaylor: They welcomed the announcement, as Jeff highlighted, because, you know, when they were thinking about, you know, potential change in their business strategy and doing an acquisition, you know, they could have sold to anybody. To sell to somebody that was a known entity and a friendly, you know, that's a whole lot better than anything else that could have been accomplished. They're excited about the opportunity and their excitement is going to lead to us taking this to much, much higher heights.

Speaker #3: We know them . There's not a lot of surprises . You know , and and they welcomed the announcement as Jeff highlighted because , you know , when they were thinking about , you know , potential change in their business strategy and doing a acquisition , you know , they could have sold to anybody and to sell to somebody that was a known entity and a friendly , you know , that's a whole lot better than anything else that could have been accomplished .

Speaker #3: And so they're excited about the opportunity, and their excitement is going to lead to us taking this to much, much higher heights.

Matthew Yonker: Great. Sounds exciting. I guess just one quick one for me. Last one. Where do you see the organic pace of growth going for software solutions, given it grew faster for most of 2025 and sort of leveled out at 18% in Q4?

Speaker #11: Great . Sounds exciting . I guess just one quick one for me . Last one . Where do you see the organic pace of growth going for software solutions given it grew faster for most of 2025 and sort of leveled out at at 18% in Q4

Jeff Korn: I would hope it remain at the same level, but I'm not gonna commit to that. As Doug described, our offering is compelling. It saves you a substantial amount of money, and I believe you're getting better services and better products. Nonetheless, to migrate is not an inexpensive concept. We have some people sitting on the fence waiting, looking at the macroeconomic conditions and deciding, is this the right time to write a $400,000 or $500,000 check? I know these deals will come in, but I can't tell you what quarter.

Speaker #1: I would hope it remain at the same level , but I'm not going to commit to that . And obviously our as Doug described , our offering is compelling .

Speaker #1: It saves you a substantial amount of money . And I believe you're getting better services and better products nonetheless , to migrate is not an inexpensive concept , and we have some people sitting on the fence waiting , looking at the macro conditions and deciding , is this the right time to write a 4 or $500,000 check ?

Speaker #1: So I know these deals will come in , but I can't tell you what quarter .

Doug Gaylor: I would also highlight that, you know, the Q4 number was only skewed a little bit by the fact that we have our UGM, which is our user group meeting in Q4. That number didn't grow incrementally as much as our software solutions revenue from our licensees grew. You know, the fact that we had 5 new logos and 14 upgrades was very consistent. We don't see that slowing down at all. We still see tremendous demand within our licensee base and new logos for the software solutions division. I think that was skewed a little bit by the fact that our user group meeting that we have every year in Q4, you know, didn't expand percentage-wise as much as our growth in the licensee division.

Speaker #3: And I would also highlight that , you know , the Q4 number was only skewed a little bit by the fact that we have our which is our user group meeting in Q4 .

Speaker #3: And so that number didn't grow . Incrementally as much as our software solutions revenue from our licensees grew . So , you know , the the fact that we had five new logos and 14 upgrades was very consistent .

Speaker #3: So we don't see that slowing down at all . We still see tremendous demand within our licensee base and new logos for the software solutions division .

Speaker #3: So I think that was skewed a little bit by the fact that our user group meeting that we have every year in Q4 , you know , didn't expand percentage wise as much as our growth in the licensee division

Matthew Yonker: Thank you. That was very helpful. Congrats again on the strong year.

Speaker #11: Thank you. That was very helpful. Congrats again on the strong year.

Jeff Korn: Thank you.

Speaker #12: Thank you

Operator: We have no further questions in the queue. I would like to turn the floor back to Jeff Korn for any closing remarks.

Speaker #4: We have no further questions in the queue . I would like to turn the floor back to Jeff Korn for any closing remarks

Jeff Korn: Well, thank you, Jon, and I thank everybody for their attention. I hope we did a good job of explaining just how excited we are both about this acquisition and our future. We see things continuing to improve, and it is a very, very exciting time for us, and I look forward to meeting you all again in May when we announce Q1 results. Thank you for your attention, and have a great rest of the day.

Speaker #1: Well, thank you, John. And I thank everybody for their attention. I hope we did a good job of explaining just how excited we are, both about this acquisition and our future.

Speaker #1: We see things continuing to improve , and it is a very , very exciting time for us . And I look forward to meeting you all again in May when we announce Q1 results .

Speaker #1: So, thank you for your attention, and have a great rest of the day.

Operator: This concludes today's conference, and you may disconnect your lines at this time. Thank you for your participation.

Q4 2025 Crexendo Inc Earnings Call

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