Q2 2026 Franklin Covey Co Earnings Call

April 1, 2026

Operator: Good day, and thank you for standing by. Welcome to the Q2 2026 Franklin Covey Earnings Conference Call. At this time, all participants are in a listen-only mode. After the speaker's presentation, we'll open up for questions. To ask a question during this session, you will need to press star one one on your telephone. You'll then hear an automated message advising your hand is raised. To withdraw your question, please press star one one again. Please be advised that today's call is being recorded. I would now like to hand it over to our first speaker, Boyd Roberts, Head of Investor Relations. Please go ahead.

Speaker #1: After the speaker's presentation, we'll open up for questions. To ask a question during the session, you will need to press star 11 on your telephone; you will then hear an automated message advising your hand is raised.

Speaker #1: To withdraw your question, please press star 11 again. Please be advised that today's call is being recorded, and I would now like to hand it over to our first speaker, Boyd Roberts, Head of Investor Relations.

Speaker #1: Please go ahead.

Speaker #2: Good afternoon, everyone, and thank you for joining us today on Franklin Covey's second quarter 2026 earnings call. We appreciate having the opportunity to connect with you.

Boyd Roberts: Good afternoon, everyone, and thank you for joining us today on FranklinCovey's Q2 2026 earnings call. We appreciate having the opportunity to connect with you. Before we begin, please remember that today's remarks contain forward-looking statements as defined by the Private Securities Litigation Reform Act of 1995, including, without limitation, statements that may predict, forecast, indicate, or imply future results, performance, or achievements and may contain words such as believe, anticipate, expect, estimate, project, or words or phrases of similar meaning. These statements reflect management's current judgment and analysis and are subject to a variety of risks and uncertainties that could cause actual results to differ materially from current expectations, including, but not limited to, risk relating to macroeconomic conditions, tariffs, and other risk factors described in our most recent Form 10-K and other filings made with the SEC.

Speaker #2: Before we begin, please remember that today's remarks contain forward-looking statements, as defined by the Private Securities Litigation Reform Act of 1995, including, without limitation, statements that may predict, forecast, indicate, or imply future results, performance, or achievements.

Speaker #2: And may contain words such as believe, anticipate, expect, estimate, project, or words or phrases of similar meaning. These statements reflect management's current judgment and analysis, and are subject to a variety of risks and uncertainties that could cause actual results to differ materially from current expectations.

Speaker #2: Including, but not limited to, risks relating to macroeconomic conditions, tariffs, and other risk factors described in our most recent Form 10-K and other filings made with the SEC.

Speaker #2: We undertake no obligation to update or revise any forward-looking statements, except as required by law. Now, with that out of the way, I'd like to turn it over to Mr. Paul Walker, our CEO.

Boyd Roberts: We undertake no obligation to update or revise any forward-looking statements except as required by law. Now, with that out of the way, I'd like to turn it over to Mr. Paul Walker, our CEO.

Speaker #3: Thanks, Boyd. Good afternoon, everyone, and thank you for joining us. It's great to be with you and to have the opportunity to share our results for the second quarter.

Paul Walker: Thanks, Boyd. Good afternoon, everyone, and thank you for joining us. It's great to be with you and to have the opportunity to share our results for Q2 and provide an update on the business and our outlook for the remainder of the year. We're pleased with our results in Q2. Revenue and adjusted EBITDA grew year over year, met our expectations, and were above consensus. As we've shared previously, fiscal 2026 is a year of execution and a return to growth, and we're encouraged by the continued progress and momentum we saw in Q2 and throughout H1 of the year. Invoiced amounts in the quarter grew 5%, driven by 7% growth in enterprise North America or 10% when excluding our government business, which was impacted by the disruption caused by a reduction in federal spending.

Speaker #3: And provide an update on the business and our outlook for the remainder of the year. We're pleased with our results in Q2. Revenue and adjusted EBITDA grew year over year.

Speaker #3: Met our expectations and were above consensus. As we've shared previously, fiscal 2026 is a year of execution and a return to growth. And we're encouraged by the continued progress and momentum we saw in the second quarter and throughout the first half of the year.

Speaker #3: Invoice amounts in the quarter grew 5%, driven by 7% growth in Enterprise North America—or 10% when excluding our government business, which was impacted by the disruption caused by the reduction in federal spending.

Speaker #3: Invoice growth overall was also driven by 7% growth in Enterprise International. We expect invoice growth to remain strong through the balance of the year.

Paul Walker: Invoiced growth overall was also driven by 7% growth in Enterprise International. We expect invoice growth to remain strong through the balance of the year. Because a significant portion of invoice growth is recognized over time, this positions us for accelerating reported revenue, adjusted EBITDA, and cash flow in fiscal 2027. In Enterprise North America, growth was broad-based. We saw strong sales of subscription and services to new logos, continued strong retention, and meaningful client expansion, resulting in one of our highest revenue retention levels in recent periods. Services bookings also continue to be strong and are up 9% for the year as of this week, reinforcing the importance clients place on the business outcomes we help them achieve.

Speaker #3: Because a significant portion of invoice growth is recognized over time, this positions us for accelerating reported revenue, adjusted EBITDA, and cash flow in fiscal '27.

Speaker #3: In Enterprise North America, growth was broad-based. We saw strong sales of subscriptions and services to new logos, continued strong retention, and meaningful client expansion.

Speaker #3: Resulting in one of our highest revenue retention levels in recent periods. Services bookings also continue to be strong and are up 9% for the year as of this week.

Speaker #3: Reinforcing the importance clients place on the business outcomes we help them achieve. In addition, deferred subscription revenue grew 16% year over year, and the percentage of revenue under multi-year contracts increased to 62%.

Paul Walker: In addition, deferred subscription revenue grew 16% year over year, and the percentage of revenue under multi-year contracts increased to 62%, reflecting both client confidence and the long-term nature of our partnerships. In an environment where leaders are working to accelerate results while navigating uncertainty and disruption, FranklinCovey continues to be sought out as a key partner in addressing the human side of strategy, execution, change management, including related to clients' implementation of AI and achieving measurable performance transformation. We expect the momentum we've experienced in H1 to continue to be strong through H2 of the fiscal year. Turning to our business outside of North America, our international business delivered strong performance, partially benefiting from foreign exchange, with invoiced amounts growing 7% and particularly strong performance in our direct offices, where invoiced amounts grew a strong 14%.

Speaker #3: Reflecting both client confidence and the long-term nature of our partnerships. In an environment where leaders are working to accelerate results while navigating uncertainty and disruption, Franklin Covey continues to be sought out as a key partner in addressing the human side of strategy, execution, change management, including related to clients' implementation of AI, and achieving measurable performance transformation.

Speaker #3: We expect the momentum we've experienced in the first half to continue to be strong through the second half of the fiscal year. Turning to our business outside of North America, our international business delivered strong performance.

Speaker #3: Partially benefiting from foreign exchange, with invoice amounts growing 7%. And particularly strong performance in our direct offices, where invoice amounts grew a strong 14%.

Speaker #3: And in our Education business, reported revenue grew 16% in the quarter, driven by strong demand for Leader in Me services and materials. We feel very good about the momentum in Education, and the business is positioned well for strong second half and full-year performance.

Paul Walker: In our education business, reported revenue grew 16% in the quarter, driven by strong demand for Leader in Me services and materials. We feel very good about the momentum in education, and the business is positioned well for strong H2 and full year performance. Overall, we remain confident in achieving our full year revenue and Adjusted EBITDA guidance and in the strength of the foundation we're building for accelerated growth in fiscal 2027. Jesse will provide more detail on our specific segments in her remarks in a few moments. I'm gonna focus the remainder of my remarks today first on Enterprise North America, which makes up more than 50% of total company sales and the area in which we have invested for accelerated growth.

Speaker #3: Overall, we remain confident in achieving our full-year revenue and adjusted EBITDA guidance, and in the strength of the foundation we're building for accelerated growth in fiscal '27.

Speaker #3: Jessie will provide more detail on our specific segments in her remarks in a few moments. I'm going to focus the remainder of my remarks today first on Enterprise North America, which makes up more than 50% of total company sales and is the area in which we have invested for accelerated growth.

Speaker #3: And second, I'll talk briefly about the strategic importance of what we do and why a growing number of organizations are partnering with Franklin Covey to drive the human side of strategy and transformation.

Paul Walker: Second, I'll talk briefly about the strategic importance of what we do and why a growing number of organizations are partnering with FranklinCovey to drive the human side of strategy and transformation, particularly as they simultaneously leverage AI to transform. First, as it relates to Enterprise North America. Enterprise North America, which represents more than half of our total revenue, is at an important inflection point. The growth we're seeing reflects both the increasing strategic importance of what we do for our clients and the traction from the go-to-market transformation we implemented last year. We're now seeing clear evidence that these investments are driving stronger new client acquisition, deeper client relationships, and greater expansion within key accounts. Key results embedded in Q2's overall 7% increase in invoiced amounts in Enterprise North America include the following.

Speaker #3: Particularly as it is simultaneously leveraged AI to transform. So first, as it relates to Enterprise North America. Enterprise North America, which represents more than half of our total revenue, is at an important inflection point.

Speaker #3: The growth we're seeing reflects both the increasing strategic importance of what we do for our clients and the traction from the go-to-market transformation we implemented last year.

Speaker #3: We're now seeing clear evidence that these investments are driving stronger new client acquisition, deeper client relationships, and greater expansion within key accounts. Key results embedded in the second quarter's overall 7% increase in invoice amounts in Enterprise North America include the following.

Speaker #3: First, we had strong sales to new clients, or to new logos, reflecting a combination of both subscription sales and services. Second, our balance of deferred subscription revenue grew a very strong 16% year over year to $59 million.

Paul Walker: First, we had strong sales to new clients or to new logos, reflecting a combination of both subscription sales and services. Second, our balance of deferred subscription revenue grew a very strong 16% year-over-year to $59 million, building on the 8% growth in deferred subscription revenue last quarter. Third, we again had a strong logo or client retention quarter. Fourth, we achieved strong existing client expansion, where expansion drove one of the highest overall revenue retention percentages we've achieved. Fifth, the percentage of our revenue which is contracted for multi-year periods increased to 62%.

Speaker #3: Building on the 8% growth in deferred subscription revenue last quarter. Third, we again had a strong logo, or client retention, quarter. Fourth, we achieved strong existing client expansion.

Speaker #3: Our expansion drove one of the highest overall revenue retention percentages we've achieved. Fifth, the percentage of our revenue which is contracted for multi-year periods increased to 62%.

Speaker #3: With our sales engine accelerating as planned, I'd like to focus the remainder of my remarks on the strategic importance of what we do and the growing need organizations have for a partner who can help them unleash their organizations to achieve breakthrough results.

Paul Walker: With our sales engine accelerating as planned, I'd like to focus the remainder of my remarks on the strategic importance of what we do and the growing need organizations have for a partner who can help them unleash their organizations to achieve breakthrough results, and why we believe our position is strengthened in the current environment. Artificial intelligence is creating extraordinary new possibilities for organizations. Before addressing that directly, it's helpful to step back and consider a broader pattern we've seen over time. Franklin Covey Co.'s been a trusted partner to leaders and organizations through multiple periods of significant disruption, from the digitization of business processes to the global financial crisis to rapid shifts in how and where we work and where work gets done, like during the pandemic. In each case, one principle has remained consistent.

Speaker #3: And why we believe our position is strengthened in the current environment. Artificial intelligence is creating extraordinary new possibilities for organizations. But before addressing that directly, it's helpful to step back and consider a broader pattern we've seen over time.

Speaker #3: Franklin Covey has been a trusted partner to leaders and organizations through multiple periods of significant disruption—from the digitization of business processes to the global financial crisis.

Speaker #3: To rapid shifts in how and where we work, and where work gets done, like during the pandemic. In each case, one principle has remained consistent.

Speaker #3: In times of disruption and transformation, the need for strong leadership, trust, and disciplined execution increases—it doesn't decrease. We believe AI follows the same pattern.

Paul Walker: In times of disruption and transformation, the need for strong leadership, trust, and disciplined execution increases. It doesn't decrease. We believe AI follows the same pattern, and as a result, there are three things that are important to understand about how AI interplays with our business. The first of these, as I noted, is that AI is actually increasing the premium on human leadership and execution. AI is accelerating change inside organizations. It has the potential to raise productivity, expand spans of control, and increase the pace and complexity of decision-making. As routine work is automated and access to information becomes more widely distributed, the differentiators for organizations increasingly become judgment, trust, collaboration, alignment, and disciplined execution. At the same time, we're seeing how AI has the potential to reduce the amount of routine and analytical work organizations do.

Speaker #3: And as a result, there are three things that are important to understand about how AI interplays with our business. The first of these, as I noted, is that AI is actually increasing the premium on human leadership and execution.

Speaker #3: AI is accelerating change inside organizations. It has the potential to raise productivity, expand spans of control, and increase the pace and complexity of decision-making.

Speaker #3: As routine work is automated and access to information becomes more widely distributed, the differentiators for organizations increasingly become judgment, trust, collaboration, alignment, and disciplined execution.

Speaker #3: At the same time, we're seeing how AI has the potential to reduce the amount of routine and analytical work organizations do. We also see how AI is increasing opportunities that can result from strong leadership, high trust, winning cultures, and great execution.

Paul Walker: We also see how AI is increasing opportunities that can result from strong leadership, high trust, winning cultures, and great execution. The second area and the second interplay is that our model is built around behavior change and collective action tied to real measurable performance outcomes. Our model is not about just delivering content or software digitally. Our role is to help organizations strengthen the people side of execution, helping leaders clarify priorities, align teams, build capability, and create accountability systems that translate strategy into measurable results. For many of our clients, FranklinCovey functions as a long-term performance partner to their leadership teams and their organizations overall. While a significant portion of our revenue is subscription-based, our model is fundamentally different from SaaS. Our subscriptions and related services are tied to enterprise-wide performance outcomes and long-term partnerships, not simply software usage.

Speaker #3: The second area, and the second interplay, is that our model is built around behavior change and collective action tied to real, measurable performance outcomes.

Speaker #3: Our model is not about just delivering content or software digitally. Our role is to help organizations strengthen the people side of execution—helping leaders clarify priorities, align teams, build capability, and create accountability systems that translate strategy into measurable results.

Speaker #3: For many of our clients, Franklin Covey functions as a long-term performance partner to their leadership teams and their organizations overall. While a significant portion of our revenue is subscription-based, our model is fundamentally different from SaaS.

Speaker #3: Our subscriptions are related, and related services are tied to enterprise-wide performance outcomes and long-term partnerships—not simply software usage. This positions us as a performance and advisory partner, rather than a software provider.

Paul Walker: This positions us as a performance and advisory partner rather than a software provider. For example, this is reflected in our work with healthcare systems, where we partner directly with chief nursing officers to strengthen leadership capability, trust, and execution across care providing teams. This drives higher employee engagement, lower nurse turnover, and improved patient satisfaction and outcomes, which also directly impacts hospital reimbursement. This reflects the core of our model, the integrated combination of content, technology, services, and advisory applied together to drive sustained behavior change and collective action across organizations. That capability and the measurable outcomes it produces is not something AI can replicate at scale. We also saw this in the Q2 with a large technology company that selected Franklin Covey to support the CEO's strategy to transform the organization to an AI-enabled operating model.

Speaker #3: For example, this is reflected in our work with healthcare systems, where we partner directly with Chief Nursing Officers to strengthen leadership capability, trust, and execution across care-providing teams.

Speaker #3: This drives higher employee engagement, lower nurse turnover, and improved patient satisfaction and outcomes, which also directly impacts hospital reimbursement. This reflects the core of our model: the integrated combination of content, technology, services, and advisory, applied together to drive sustained behavior change and collective action across organizations.

Speaker #3: That capability, and the measurable outcomes it produces, is not something AI can replicate at scale. We also saw this in the second quarter with a large technology company that selected Franklin Covey to support the CEO's strategy to transform the organization to an AI-enabled operating model.

Speaker #3: While the strategy is technical in nature, successful execution of this transformation shift in their business will depend heavily on strong leadership, successful change management, and a high-trust, fast-moving culture.

Paul Walker: While the strategy is technical in nature, successful execution of this transformation shift in their business will depend heavily on strong leadership, successful change management, and high-trust, fast-moving culture, all areas where we're a key partner. This work that we're involved in is about changing collective behavior across teams and organizations, something fundamentally different from simply providing access to ideas or content. The significant impact our engagement and solutions have is exactly what is behind the fact that even in, and perhaps especially in times of significant change, we continue to retain a high percentage of clients, and they continue to extend both the duration and size of their contracts with us. The third interplay with AI is that we have significant room for growth within our existing client base.

Speaker #3: All areas where we're a key partner. This work that we're involved in is about changing collective behavior across teams and organizations—something fundamentally different from simply providing access to ideas or content.

Speaker #3: The significant impact our engagement and solutions have is exactly what is behind the fact that, even in, and perhaps especially in, times of significant change, we continue to retain a high percentage of clients, and they continue to extend both the duration and size of their contracts with us.

Speaker #3: The third interplay with AI is that we have significant room for growth within our existing client base. Today, our solutions typically reach only a small portion of the employee population within our client organizations.

Paul Walker: Today, our solutions typically reach only a small portion of the employee population within our client organizations, generally in the range of 5% to 10%, which provides substantial room for growth over time, even in a more efficient or AI-enabled workforce. We saw this clearly in Q2, where we delivered one of our strongest expansion quarters in recent periods, driven by increasing demand for enterprise-wide transformation and leadership capability. Taken together, these dynamics position us well in an AI-driven environment. At the same time, we're continuing to evolve our solutions to incorporate AI in ways that increase the value we provide to our clients. We're embedding AI-enabled coaching and execution tools into our platforms, and we're helping organizations lead the human side of AI adoption.

Speaker #3: Generally in the range of 5 to 10 percent, which provides substantial room for growth over time—even in a more efficient or AI-enabled workforce.

Speaker #3: We saw this clearly in the second quarter, where we delivered one of our strongest expansion quarters in recent periods, driven by increasing demand for enterprise-wide transformation and leadership capability.

Speaker #3: Taken together, these dynamics position us well in an AI-driven environment. At the same time, we're continuing to evolve our solutions to incorporate AI in ways that increase the value we provide to our clients.

Speaker #3: We're embedding AI-enabled coaching and execution tools into our platforms, and we're helping organizations lead the human side of AI adoption. We're seeing this play out directly in our business through strong client expansion, increasing multi-year commitments, and growing demand for enterprise-wide transformation engagements.

Paul Walker: We're seeing this play out directly in our business through strong client expansion, increasing multiyear commitments, and growing demand for enterprise-wide transformation engagements. These trends reinforce our conviction that as organizations navigate increasing technological change and complexity, the need for strong leadership, trust-based cultures, and disciplined execution will continue to grow. Stepping back from all of that, as I conclude my remarks here today, I just would say that we're pleased with the momentum we're seeing in the Enterprise North America portion of our business and across the business as a whole. Driven by this momentum and the expected strength in education, we believe we're well-positioned to deliver meaningful invoice growth this year and to establish the foundation for significant growth in reported revenue, Adjusted EBITDA, and cash flow in fiscal 2027 and beyond.

Speaker #3: These trends reinforce our conviction that, as organizations navigate increasing technological change and complexity, the need for strong leadership, trust-based cultures, and disciplined execution will continue to grow.

Speaker #3: Stepping back from all of that, as I conclude my remarks here today, I would just say that we're pleased with the momentum we're seeing in the enterprise North America portion of our business, and across the business as a whole.

Speaker #3: Driven by this momentum and the expected strength in education, we believe we're well positioned to deliver meaningful invoice growth this year and to establish some foundation for significant growth in reported revenue and adjusted EBITDA on cash flow in fiscal '27 and beyond.

Speaker #3: I'd now like to turn the time to Jessie to share more detail on our second quarter results.

Paul Walker: I'd now like to turn time to Jesse to share more detail on our Q2 results.

Speaker #1: Thanks, Paul, and good afternoon, everyone. Franklin Covey continued to see strong demand for our solutions in the second quarter, and as Paul discussed, the strategic investments we've undertaken to transform our Enterprise North America go-to-market strategy are continuing to gain traction.

Jesse Betjemann: Thanks, Paul, and good afternoon, everyone. FranklinCovey continued to see strong demand for our solutions in Q2. As Paul discussed, the strategic investments we've undertaken to transform our enterprise North America go-to-market strategy are continuing to gain traction. We expect fiscal 2026 to be a year of execution where our Adjusted EBITDA and free cash flow will return to growth and where our meaningful growth in an invoiced amount will set us up for accelerated growth in fiscal 2027. In my remarks today, I'll start by providing some details of our Q2 financial performance, then I'll turn to our balance sheet and capital allocation priorities. Finally, I will provide additional context around our reaffirmed fiscal year 2026 financial guidance. Total Q2 reported revenue was $59.6 million.

Jessi Betjemann: Thanks, Paul, and good afternoon, everyone. FranklinCovey continued to see strong demand for our solutions in Q2. As Paul discussed, the strategic investments we've undertaken to transform our enterprise North America go-to-market strategy are continuing to gain traction. We expect fiscal 2026 to be a year of execution where our Adjusted EBITDA and free cash flow will return to growth and where our meaningful growth in an invoiced amount will set us up for accelerated growth in fiscal 2027. In my remarks today, I'll start by providing some details of our Q2 financial performance, then I'll turn to our balance sheet and capital allocation priorities. Finally, I will provide additional context around our reaffirmed fiscal year 2026 financial guidance. Total Q2 reported revenue was $59.6 million.

Speaker #1: We expect fiscal 2026 to be a year of execution, where our adjusted EBITDA and free cash flow will return to growth, and where our meaningful growth in invoiced amounts will set us up for accelerated growth in fiscal 2027.

Speaker #1: In my remarks today, I'll start by providing some details of our second quarter financial performance. Then I'll turn to our balance sheet and capital allocation priorities, and finally, I'll provide additional context around our reaffirmed fiscal year '26 financial guidance.

Speaker #1: Total second quarter reported revenue was $59.6 million. Revenue, which was in line with our expectations for the quarter, was flat compared to the prior year, as a 4% decline in reported revenue in the Enterprise division was offset by a 16% improvement in the Education division.

Jesse Betjemann: Revenue, which was in line with our expectations for the quarter, was flat to the prior year as a 4% decline in reported revenue in the Enterprise Division was offset by a 16% improvement in the Education Division. Foreign exchange rates had a $0.7 million favorable impact on our consolidated revenue in the quarter. Importantly, our consolidated invoiced amounts grew by 5%, resulting in a 7% increase in deferred revenue at the end of the Q2, establishing the foundation for accelerated growth in reported revenue in fiscal 2027. A summary of our consolidated financial results is on slide 3 in the earnings presentation. Consolidated subscription and subscription services revenue recognized for the Q2 increased 3% to $50.9 million.

Jessi Betjemann: Revenue, which was in line with our expectations for the quarter, was flat to the prior year as a 4% decline in reported revenue in the Enterprise Division was offset by a 16% improvement in the Education Division. Foreign exchange rates had a $0.7 million favorable impact on our consolidated revenue in the quarter. Importantly, our consolidated invoiced amounts grew by 5%, resulting in a 7% increase in deferred revenue at the end of the Q2, establishing the foundation for accelerated growth in reported revenue in fiscal 2027. A summary of our consolidated financial results is on slide 3 in the earnings presentation. Consolidated subscription and subscription services revenue recognized for the Q2 increased 3% to $50.9 million.

Speaker #1: Foreign exchange rates had a $0.7 million favorable impact on our consolidated revenue in the quarter. Importantly, our consolidated invoiced amounts grew by 5%, resulting in a 7% increase in deferred revenue at the end of the second quarter.

Speaker #1: Establishing the foundation for accelerated growth in reported revenue in fiscal 2027. A summary of our consolidated financial results is on slide 3 in the earnings presentation.

Speaker #1: Consolidated subscription and subscription services revenue recognized for the second quarter increased 3% to $50.9 million. We are especially pleased that consolidated subscription and committed services invoiced amounts for the quarter were up 16% to $39.3 million.

Jesse Betjemann: We are especially pleased that consolidated subscription and committed services invoiced amounts for the quarter was up 16% to $39.3 million, continuing the growth we saw in Q1 for the Enterprise North America and now including growth in Enterprise International. The total value of contracts signed in Q2 grew 8% to $53.7 million and was led by the Enterprise Division, which raised the value of contracts signed by 12%. The foundation for increased future growth remains solid, and as evidenced by the 7% year-over-year increase in our consolidated deferred revenue balance to $101.5 million, which will be recognized as reported revenue in the coming quarters.

Jessi Betjemann: We are especially pleased that consolidated subscription and committed services invoiced amounts for the quarter was up 16% to $39.3 million, continuing the growth we saw in Q1 for the Enterprise North America and now including growth in Enterprise International. The total value of contracts signed in Q2 grew 8% to $53.7 million and was led by the Enterprise Division, which raised the value of contracts signed by 12%. The foundation for increased future growth remains solid, and as evidenced by the 7% year-over-year increase in our consolidated deferred revenue balance to $101.5 million, which will be recognized as reported revenue in the coming quarters.

Speaker #1: Continuing the growth we saw in the first quarter for the enterprise North America, and now including growth in enterprise international, the total value of contracts signed in the second quarter grew 8% to $53.7 million and was led by the enterprise division, which raised the value of contracts signed by 12%.

Speaker #1: The foundation for increased future growth remains solid, as evidenced by the 7% year-over-year increase in our consolidated deferred revenue balance to $101.5 million.

Speaker #1: Which will be recognized as reported revenue in the coming quarters. The total amount of unbilled deferred revenue contracted for the second quarter was also strong.

Jesse Betjemann: The total amount of unbilled deferred revenue contracted for Q2 was also strong, increasing 9% to $10.6 million, with the total balance increasing 1% over the prior year to $64.9 million, which will convert to invoiced amounts and deferred revenue in the future. Gross margin for Q2 was 75.9% compared to 76.7% in the prior year, due to increased amortization of capitalized curriculum expenses and a shift in mix of services delivered and products sold during the quarter. Operating, selling, general, and administrative expenses for Q2 were $41.2 million, which was 6% lower than the $43.7 million in the prior year, reflecting reduced associate costs and other cost reduction efforts taken in fiscal 2025 and in Q1 of this year.

Jessi Betjemann: The total amount of unbilled deferred revenue contracted for Q2 was also strong, increasing 9% to $10.6 million, with the total balance increasing 1% over the prior year to $64.9 million, which will convert to invoiced amounts and deferred revenue in the future. Gross margin for Q2 was 75.9% compared to 76.7% in the prior year, due to increased amortization of capitalized curriculum expenses and a shift in mix of services delivered and products sold during the quarter. Operating, selling, general, and administrative expenses for Q2 were $41.2 million, which was 6% lower than the $43.7 million in the prior year, reflecting reduced associate costs and other cost reduction efforts taken in fiscal 2025 and in Q1 of this year.

Speaker #1: Increasing 9% to $10.6 million, with the total balance increasing 1% over the prior year to $64.9 million. This will convert to invoiced amounts and deferred revenue in the future.

Speaker #1: Gross margin for the second quarter was 75.9%, compared to 76.7% in the prior year, due to increased amortization of capitalized curriculum expenses and a shift in the mix of services delivered and products sold during the quarter.

Speaker #1: Operating selling, general, and administrative expenses for the second quarter were $41.2 million, which was 6% lower than the $43.7 million in the prior year. This reflects reduced associate costs and other cost reduction efforts taken in fiscal 2025 and in the first quarter of this year.

Speaker #1: Adjusted EBITDA for the second quarter was $4.1 million, an increase of 99%, or $2 million, compared to last year's second quarter. This reflects the stable revenue, gross margin, and lower SG&A expenses I just mentioned.

Jesse Betjemann: Adjusted EBITDA for Q2 was $4.1 million, an increase of 99% or $2 million compared to last year's Q2, reflecting the stable revenue, gross margin, and lower SG&A expenses I just mentioned. Foreign exchange rates had a $0.2 million favorable impact on our adjusted EBITDA in Q2. During Q2, we continued to streamline our business in certain areas of our operations. We incurred $1.5 million in expense for this restructuring activity, which consisted of severance and related costs.

Jessi Betjemann: Adjusted EBITDA for Q2 was $4.1 million, an increase of 99% or $2 million compared to last year's Q2, reflecting the stable revenue, gross margin, and lower SG&A expenses I just mentioned. Foreign exchange rates had a $0.2 million favorable impact on our adjusted EBITDA in Q2. During Q2, we continued to streamline our business in certain areas of our operations. We incurred $1.5 million in expense for this restructuring activity, which consisted of severance and related costs.

Speaker #1: Foreign exchange rates had a $0.2 million favorable impact on our adjusted EBITDA in the quarter. During the second quarter, we continued to streamline our business in certain areas of our operations.

Speaker #1: We incurred $1.5 million in expense for this restructuring activity, which consisted of severance and related costs. We realized a net loss of $2 million, compared to a net loss of $1.1 million in the prior year, reflecting the $1.5 million increase in restructuring costs, a $1.3 million increase in Sharpe's compensation expense, and a $0.5 million increase in building exit costs, which primarily consists of legal expenses.

Jesse Betjemann: We realized a net loss of $2 million compared to a net loss of $1.1 million in the prior year, reflecting the $1.5 million increase in restructuring costs, a $1.3 million increase in share-based compensation expense, and a $0.5 million increase in building exit costs, which primarily consists of legal expenses. These increases were partially offset by decreased SG&A expenses. Cash flow from operating activities for H1 fiscal 2026 increased 20% to $16.4 million, reflecting the strength of Q2 operating cash flows of $16.3 million versus -$1.4 million of cash used in the Q2 last year. This was driven by improved receivables collections and higher invoiced amounts.

Jessi Betjemann: We realized a net loss of $2 million compared to a net loss of $1.1 million in the prior year, reflecting the $1.5 million increase in restructuring costs, a $1.3 million increase in share-based compensation expense, and a $0.5 million increase in building exit costs, which primarily consists of legal expenses. These increases were partially offset by decreased SG&A expenses. Cash flow from operating activities for H1 fiscal 2026 increased 20% to $16.4 million, reflecting the strength of Q2 operating cash flows of $16.3 million versus -$1.4 million of cash used in the Q2 last year. This was driven by improved receivables collections and higher invoiced amounts.

Speaker #1: These increases were partially offset by decreased SG&A expenses. Cash flow from operating activities for the first two quarters of fiscal 2026 increased 28% to $16.4 million, reflecting the strength of second quarter operating cash flows of $16.3 million versus a negative $1.4 million of cash used in the second quarter last year.

Speaker #1: This was driven by improved receivables collections and higher invoiced amounts. These improvements offset lower operating income and increased capitalized development costs in the second quarter of fiscal 2026 compared with the prior year.

Jesse Betjemann: These improvements offset lower operating income and increased capitalized development costs in Q2 of fiscal 2026 compared with the prior year. Free cash flow for Q2 was $13.2 million compared to -$3.6 million of cash used last year. I'll turn now to a discussion of our business divisions. For Q2 of fiscal 2026, our Enterprise Division generated 70% of the company's overall revenue, with the Education Division generating 29% of the company's revenue. Q2 Enterprise Division invoiced amounts grew 7% to $52 million. Q2 Enterprise Division reported revenue was $41.6 million or 4% lower when compared to $43.6 million in the prior year.

Jessi Betjemann: These improvements offset lower operating income and increased capitalized development costs in Q2 of fiscal 2026 compared with the prior year. Free cash flow for Q2 was $13.2 million compared to -$3.6 million of cash used last year. I'll turn now to a discussion of our business divisions. For Q2 of fiscal 2026, our Enterprise Division generated 70% of the company's overall revenue, with the Education Division generating 29% of the company's revenue. Q2 Enterprise Division invoiced amounts grew 7% to $52 million. Q2 Enterprise Division reported revenue was $41.6 million or 4% lower when compared to $43.6 million in the prior year.

Speaker #1: Free cash flow for the second quarter was $13.2 million, compared to a negative $3.6 million of cash used last year. I'll turn now to divisions.

Speaker #1: For the second quarter of fiscal '26, our Enterprise division generated 70% of the company's overall revenue, with the Education division generating 29% of the company's revenue.

Speaker #1: Second quarter Enterprise Division invoiced amounts grew 7% to $52 million. Second quarter Enterprise Division reported revenue was $41.6 million, a 4% decrease compared to $43.6 million in the prior year.

Speaker #1: As shown on slide 4, the North America segment invoiced amounts grew a consecutive 7% this quarter to $42.7 million. And, excluding government contracts, it grew 10%.

Jesse Betjemann: As shown on slide four, the North America segment invoiced amounts grew a consecutive 7% this quarter to $42.7 million, and excluding government contracts, it grew 10%. We are encouraged by the continued progress this quarter in invoiced amounts, which reflects the positive momentum coming from our investment to transform our enterprise North America go-to-market organization. We expect this to translate into increased reported revenue in future quarters. Last quarter, I highlighted an important change aligned with our strategic focus on solution selling, whereby clients now may contractually commit upfront for services which will be delivered over time as we bundle content and predefined services together. In Q2, approximately $3.5 million in invoiced amounts was for such contractually committed predefined services.

Jessi Betjemann: As shown on slide four, the North America segment invoiced amounts grew a consecutive 7% this quarter to $42.7 million, and excluding government contracts, it grew 10%. We are encouraged by the continued progress this quarter in invoiced amounts, which reflects the positive momentum coming from our investment to transform our enterprise North America go-to-market organization. We expect this to translate into increased reported revenue in future quarters. Last quarter, I highlighted an important change aligned with our strategic focus on solution selling, whereby clients now may contractually commit upfront for services which will be delivered over time as we bundle content and predefined services together. In Q2, approximately $3.5 million in invoiced amounts was for such contractually committed predefined services.

Speaker #1: We are encouraged by the continued progress this quarter in invoiced amounts, which reflects the positive momentum coming from our investment to transform our enterprise North America go-to-market organization.

Speaker #1: And we expect this to translate into increased reported revenue in future quarters. Last quarter, I highlighted an important change aligned with our strategic focus on solution selling.

Speaker #1: Whereby clients now make contractual commitments upfront for services which will be delivered over time, as we bundle content and predefined services together. In the second quarter, approximately $3.5 million in invoiced amounts was for such contractually committed predefined services.

Speaker #1: And while we continue to recognize the revenue upon delivery, because these services have been contractually committed upfront, any unused days are guaranteed and will be recognized at the end of the contract term.

Jesse Betjemann: While we continue to recognize the revenue upon delivery, because these services have been contractually committed upfront, any unused days are guaranteed and will be recognized at the end of the contract term. On slide 10 in the appendix to our earnings presentation, our roll-forward analysis of deferred revenue includes both subscription and committed services amounts, and the timing for revenue recognition for committed services will depend on the delivery schedule of our clients. The North America Segment's reported revenue of $32.5 million accounted for 78% of our Enterprise Division sales in Q2 of fiscal 2026 and was 6% or $2 million lower than prior year, primarily due to lower subscription revenue recognized as a result of a lower invoiced amount and deferred revenues last fiscal year.

Jessi Betjemann: While we continue to recognize the revenue upon delivery, because these services have been contractually committed upfront, any unused days are guaranteed and will be recognized at the end of the contract term. On slide 10 in the appendix to our earnings presentation, our roll-forward analysis of deferred revenue includes both subscription and committed services amounts, and the timing for revenue recognition for committed services will depend on the delivery schedule of our clients. The North America Segment's reported revenue of $32.5 million accounted for 78% of our Enterprise Division sales in Q2 of fiscal 2026 and was 6% or $2 million lower than prior year, primarily due to lower subscription revenue recognized as a result of a lower invoiced amount and deferred revenues last fiscal year.

Speaker #1: On slide 10 in the appendix to our earnings presentation, our roll-forward analysis of deferred revenue includes both subscription and committed services amounts. The timing for revenue recognition for committed services will depend on the delivery schedule of our clients.

Speaker #1: The North America segments reported revenue of $32.5 million, which accounted for 78% of our enterprise division sales in the second quarter of fiscal '26. This was 6%, or $2 million, lower than the prior year, primarily due to lower subscription revenue recognized as a result of lower invoiced amounts and deferred revenues last fiscal year.

Speaker #1: Adjusted EBITDA for the North America segment increased $1.1 million to $5.9 million for the second quarter of fiscal 2026, compared to $4.8 million last year.

Jesse Betjemann: Adjusted EBITDA for the North America segment increased $1.1 million to $5.9 million for Q2 of fiscal 2026 compared to $4.8 million last year, primarily due to lower SG&A costs resulting from the restructuring activities in recent quarters. Our balance of billed deferred revenue in North America was $59.3 million at the end of the second quarter, an increase of 16% from the prior year, and unbilled deferred revenue was $61.1 million, an increase of 3% from the prior year. Importantly, the number of North America's All Access Passes contracted for multi-year periods increased to 59% in the second quarter compared to 55% last year, and the contracted amounts represented by multi-year contracts increased to 62% compared to 61% in the prior year.

Jessi Betjemann: Adjusted EBITDA for the North America segment increased $1.1 million to $5.9 million for Q2 of fiscal 2026 compared to $4.8 million last year, primarily due to lower SG&A costs resulting from the restructuring activities in recent quarters. Our balance of billed deferred revenue in North America was $59.3 million at the end of the second quarter, an increase of 16% from the prior year, and unbilled deferred revenue was $61.1 million, an increase of 3% from the prior year. Importantly, the number of North America's All Access Passes contracted for multi-year periods increased to 59% in the second quarter compared to 55% last year, and the contracted amounts represented by multi-year contracts increased to 62% compared to 61% in the prior year.

Speaker #1: Primarily due to lower SG&A costs resulting from the restructuring activities in recent quarters. Our balance of billed deferred revenue in North America was $59.3 million.

Speaker #1: At the end of the second quarter, this represented an increase of 16% from the prior year, and unbilled deferred revenue was $61.1 million, an increase of 3% from the prior year.

Speaker #1: Importantly, the number of North America's All Access Passes contracted for multi-year periods increased to 59% in the second quarter, compared to 55% last year.

Speaker #1: And the contracted amounts represented by multi-year contracts increased to 62%, compared to 61% in the prior year. As shown on slide 5, second quarter revenue from our Enterprise International segment, which is the combination of our international licensee revenue and our international direct office, million.

Jesse Betjemann: As shown on slide five, Q2 revenue from our Enterprise International segment, which is the combination of our international licensee revenue and our international direct office revenue, was $9.2 million. This accounts for 22% of our total Enterprise Division revenue and represented a 1% increase over the prior year of $9 million. International direct office revenue, which accounts for approximately 70% of total international revenue, increased 7%, driven primarily by improved year-over-year revenues in France and China due to a foreign exchange currency benefit, while international licensee revenue, which accounts for approximately 30% of total international revenue, decreased 10% from the prior year. Invoiced amounts for our international direct offices grew 14% year over year, and while 6 points of this growth is due to foreign exchange, we are encouraged by the overall growth trend this quarter.

Jessi Betjemann: As shown on slide five, Q2 revenue from our Enterprise International segment, which is the combination of our international licensee revenue and our international direct office revenue, was $9.2 million. This accounts for 22% of our total Enterprise Division revenue and represented a 1% increase over the prior year of $9 million. International direct office revenue, which accounts for approximately 70% of total international revenue, increased 7%, driven primarily by improved year-over-year revenues in France and China due to a foreign exchange currency benefit, while international licensee revenue, which accounts for approximately 30% of total international revenue, decreased 10% from the prior year. Invoiced amounts for our international direct offices grew 14% year over year, and while 6 points of this growth is due to foreign exchange, we are encouraged by the overall growth trend this quarter.

Speaker #1: This accounts for 22% of our total enterprise division revenue and represented a 1% increase over the prior year of $9 million. International direct office revenue, which accounts for approximately 70% of total international revenue, increased 7%, driven primarily by improved year-over-year revenues in France and China due to a foreign exchange currency benefit.

Speaker #1: While international licensee revenue, which accounts for approximately 30% of total international revenue, decreased 10% from the prior year, invoiced amounts for our international direct offices grew 14% year-over-year.

Speaker #1: And while 6 points of this growth is due to foreign exchange, we are encouraged by the overall growth trend this quarter. Adjusted EBITDA in the second quarter of fiscal 2026 for the International segment was $1.0 million, compared with $0.5 million in the prior year.

Jesse Betjemann: Adjusted EBITDA in Q2 of fiscal 2026 for the international segment was $1 million, compared with $0.5 million in the prior year, driven by increased revenue and lower operating costs, including lower bad debt expense compared with the prior year. Now turning to our education division, as shown on slide 6, revenue in the second quarter increased 16% to $17.5 million. This primarily reflects increased training and coaching revenue from the delivery of more than 300 additional training and coaching days compared to last year, as well as an additional symposium event, and increased purchases of classroom and training materials by schools.

Jessi Betjemann: Adjusted EBITDA in Q2 of fiscal 2026 for the international segment was $1 million, compared with $0.5 million in the prior year, driven by increased revenue and lower operating costs, including lower bad debt expense compared with the prior year. Now turning to our education division, as shown on slide 6, revenue in the second quarter increased 16% to $17.5 million. This primarily reflects increased training and coaching revenue from the delivery of more than 300 additional training and coaching days compared to last year, as well as an additional symposium event, and increased purchases of classroom and training materials by schools.

Speaker #1: Driven by increased revenue and lower operating costs, including lower bad debt expense compared with the prior year. Now turning to our Education division, as shown on slide 6, revenue in the second quarter increased 16% to $17.5 million.

Speaker #1: This primarily reflects increased training and coaching revenue from the delivery of more than 300 additional training and coaching days compared to last year, as well as an additional symposium event and increased purchases of classroom and training materials by schools.

Speaker #1: Invoiced amounts in the second quarter of fiscal '26 of $8.5 million decreased slightly from the $8.6 million generated in the prior year, partially due to the timing of a large statewide deal whose revenue began in the first quarter of fiscal 2025, but which is expected to fall into this year's third and fourth quarters.

Jesse Betjemann: Invoiced amounts in Q2 of fiscal 2026 of $8.5 million decreased slightly from the $8.6 million generated in the prior year, partially due to the timing of a large statewide deal whose revenue began in Q1 of fiscal 2025, but which is expected to fall into this year's Q3 and Q4. Education subscription-related revenue increased 19% in Q2 to $12 million, compared to $10.1 million in the prior year. Adjusted EBITDA for the education division in Q2 was $0.4 million, compared to a loss of $0.3 million in the prior year due to increased revenue.

Jessi Betjemann: Invoiced amounts in Q2 of fiscal 2026 of $8.5 million decreased slightly from the $8.6 million generated in the prior year, partially due to the timing of a large statewide deal whose revenue began in Q1 of fiscal 2025, but which is expected to fall into this year's Q3 and Q4. Education subscription-related revenue increased 19% in Q2 to $12 million, compared to $10.1 million in the prior year. Adjusted EBITDA for the education division in Q2 was $0.4 million, compared to a loss of $0.3 million in the prior year due to increased revenue.

Speaker #1: Education subscription-related revenue increased 19% in the second quarter, to $12 million, compared to $10.1 million in the prior year. Adjusted EBITDA for the education division in the second quarter was $0.4 million, compared to a loss of $0.3 million in the prior year, due to increased revenue.

Speaker #1: Education's balance of billed deferred revenue decreased 4% to $36.1 million, as a result of the strong increase in the number of days associated with The Leader in Me subscriptions that were delivered in the quarter.

Jesse Betjemann: Education's billings deferred revenue decreased 4% to $36.1 million as a result of the strong increase in the number of days associated with the Leader in Me subscriptions that were delivered in the quarter. We currently expect Education to have a strong year in fiscal 2026, with a pattern of large invoiced amounts and recognized revenue to come in H2, and especially in Q4. I would like to now spend a few minutes discussing our balance sheet and capital allocation priorities. We continue to pursue a balanced capital allocation strategy focused on three primary areas that are aligned with our strategic goals. First, maintaining adequate liquidity and flexibility.

Jessi Betjemann: Education's billings deferred revenue decreased 4% to $36.1 million as a result of the strong increase in the number of days associated with the Leader in Me subscriptions that were delivered in the quarter. We currently expect Education to have a strong year in fiscal 2026, with a pattern of large invoiced amounts and recognized revenue to come in H2, and especially in Q4. I would like to now spend a few minutes discussing our balance sheet and capital allocation priorities. We continue to pursue a balanced capital allocation strategy focused on three primary areas that are aligned with our strategic goals. First, maintaining adequate liquidity and flexibility.

Speaker #1: We currently expect education to have a strong year in fiscal 2026, with the pattern of large invoiced amounts and recognized revenue to come in the back half of the year and especially in the fourth quarter.

Speaker #1: I would like to now spend a few minutes discussing our balance sheet and capital allocation priorities. We continue to pursue a balanced capital allocation strategy, focused on three primary areas that are aligned with our strategic goals.

Speaker #1: First, maintaining adequate liquidity and flexibility. Our total liquidity remains strong at over $76 million at the end of the second quarter, with $13.7 million cash on hand, even after having repurchased $17 million of our stock. This is combined with the company's $62.5 million credit facility, which is fully available.

Jesse Betjemann: Our total liquidity remains strong at over $76 million at the end of Q2, with $13.7 million cash on hand even after having repurchased $17 million of our stock, combined with the company's $62.5 million credit facility, which is fully available. Second, investing for growth. We will continue to invest in strategic opportunities to drive improved market positioning, accelerated profitable growth, and financial value, such as our continued investments in product innovation, business transformation initiatives, and opportunistic acquisitions when available. Finally, continuing to return capital to shareholders as appropriate. In Q2, we purchased approximately 922,000 shares in the open market at a cost of $16.5 million, and in January 2026 completed the $20 million 10b5-1 purchase plan we initiated in November 2025.

Jessi Betjemann: Our total liquidity remains strong at over $76 million at the end of Q2, with $13.7 million cash on hand even after having repurchased $17 million of our stock, combined with the company's $62.5 million credit facility, which is fully available. Second, investing for growth. We will continue to invest in strategic opportunities to drive improved market positioning, accelerated profitable growth, and financial value, such as our continued investments in product innovation, business transformation initiatives, and opportunistic acquisitions when available. Finally, continuing to return capital to shareholders as appropriate. In Q2, we purchased approximately 922,000 shares in the open market at a cost of $16.5 million, and in January 2026 completed the $20 million 10b5-1 purchase plan we initiated in November 2025.

Speaker #1: Second, investing for growth. We will continue to invest in strategic opportunities to drive improved market positioning, accelerated profitable growth, and financial value, such as our continued investments in product innovation, business transformation initiatives, and opportunistic acquisitions when available.

Speaker #1: And finally, continuing to return capital to shareholders as appropriate. In the second quarter, we purchased approximately 922,000 shares in the open market at a cost of $16.5 million, and on January 26 completed the $20 million 10b5-1 purchase plan we initiated in November of 2025.

Speaker #1: The company also acquired approximately 25,000 shares to cover income taxes on stock-based compensation awards issued during the second quarter, for a value of $0.4 million.

Jesse Betjemann: The company also acquired approximately 25,000 shares to cover income taxes on stock-based compensation awards issued during Q2 for a value of $0.4 million. Year to date, the company has purchased nearly 1.6 million shares of its stock for $28.1 million. During the last 12 quarters, the company has used 130% of free cash flow to buy back shares. We have a $50 million share repurchase authorization from the board of directors, with $20 million remaining after the two 10b5-1 plans we had in place have now been completed. We remain committed to being disciplined stewards of capital while staying focused on driving long-term value creation. Now turning to our guidance for fiscal 2026.

Jessi Betjemann: The company also acquired approximately 25,000 shares to cover income taxes on stock-based compensation awards issued during Q2 for a value of $0.4 million. Year to date, the company has purchased nearly 1.6 million shares of its stock for $28.1 million. During the last 12 quarters, the company has used 130% of free cash flow to buy back shares. We have a $50 million share repurchase authorization from the board of directors, with $20 million remaining after the two 10b5-1 plans we had in place have now been completed. We remain committed to being disciplined stewards of capital while staying focused on driving long-term value creation. Now turning to our guidance for fiscal 2026.

Speaker #1: Year to date, the company has purchased nearly 1.6 million shares of its stock for $28.1 million. During the last full quarters, the company has used 130% of free cash flow to buy back shares.

Speaker #1: We have a $50 million share repurchase authorization from the Board of Directors, with $20 million remaining after the two 10b5-1 plans we had in place have now been completed.

Speaker #1: We remain committed to being disciplined stewards of capital while staying focused on driving long-term value creation. Now, turning to our guidance for fiscal 2026.

Speaker #1: We continue to affirm the revenue and adjusted EBITDA guidance for the year, as shown on slide 7. Our projections reflect a positive momentum we are seeing and expecting in both the Enterprise and Education divisions.

Jesse Betjemann: We continue to affirm the revenue and Adjusted EBITDA guidance for the year, as shown on slide 7. Our projections reflect the positive momentum we are seeing and expecting in both the Enterprise and Education divisions, balanced with a disciplined view of the risk and opportunities ahead as we continue to execute in an uncertain macro environment. We continue to expect to achieve solid growth in invoiced amounts this year, as demonstrated by the progress in Enterprise North America and the international segments this quarter. Our revenue guidance of $265 to 275 million is after reflecting the lower deferred revenue generated in fiscal 2025 and the conversion lag of invoiced to reported revenue in the year, as a portion of the invoice growth will go onto the balance sheet as deferred revenue.

Jessi Betjemann: We continue to affirm the revenue and Adjusted EBITDA guidance for the year, as shown on slide 7. Our projections reflect the positive momentum we are seeing and expecting in both the Enterprise and Education divisions, balanced with a disciplined view of the risk and opportunities ahead as we continue to execute in an uncertain macro environment. We continue to expect to achieve solid growth in invoiced amounts this year, as demonstrated by the progress in Enterprise North America and the international segments this quarter. Our revenue guidance of $265 to 275 million is after reflecting the lower deferred revenue generated in fiscal 2025 and the conversion lag of invoiced to reported revenue in the year, as a portion of the invoice growth will go onto the balance sheet as deferred revenue.

Speaker #1: Balanced with the disciplined view of the risks and opportunities ahead as we continue to execute in an uncertain macro environment. We continue to expect to achieve solid growth in invoiced amounts.

Speaker #1: This year, as demonstrated by the progress in enterprise North America and the international segments this quarter. Our revenue guidance of $265 to $275 million is after reflecting the lower deferred revenue generated in fiscal 2025 and the conversion lag of invoiced to reported revenue in the year, as a portion of the invoiced growth will go on to the balance sheet as deferred revenue.

Speaker #1: We continue to expect fiscal '26 adjusted EBITDA in the range of $28 to $33 million, capturing the benefit of our cost reduction efforts, including additional restructuring actions taken this quarter, while maintaining flexibility to manage through continued macro uncertainty.

Jesse Betjemann: We continue to expect fiscal 2026 Adjusted EBITDA in the range of $28 to 33 million, capturing the benefit of our cost reduction efforts, including additional restructuring actions taken this quarter while maintaining flexibility to manage through continued macro uncertainty. We expect revenue to be slightly higher in Q4 compared to Q3, with approximately 50 to 55% of H2 revenue in Q4, reflecting normal seasonality, especially in the Education Division and the timing of delivery of client services. For Adjusted EBITDA, we expect approximately 60 to 65% to be generated in Q4, driven by strong contributions from the Education Division, along with expected overall margin expansion as cost savings and operating leverage build through the H2 of the year.

Jessi Betjemann: We continue to expect fiscal 2026 Adjusted EBITDA in the range of $28 to 33 million, capturing the benefit of our cost reduction efforts, including additional restructuring actions taken this quarter while maintaining flexibility to manage through continued macro uncertainty. We expect revenue to be slightly higher in Q4 compared to Q3, with approximately 50 to 55% of H2 revenue in Q4, reflecting normal seasonality, especially in the Education Division and the timing of delivery of client services. For Adjusted EBITDA, we expect approximately 60 to 65% to be generated in Q4, driven by strong contributions from the Education Division, along with expected overall margin expansion as cost savings and operating leverage build through the H2 of the year.

Speaker #1: We expect revenue to be slightly higher in Q4 compared to Q3, with approximately 50 to 55 percent of back-half revenue in Q4. This reflects normal seasonality, especially in the Education division.

Speaker #1: And the timing of delivery of client services. For adjusted EBITDA, we expect approximately 60 to 65 percent to be generated in the fourth quarter, driven by the strong contributions from the Education division, along with expected overall margin expansion as cost savings and operating leverage build through the back half of the year.

Speaker #1: With our transformation investments behind us, and the expected increase in operating leverage, we believe the company will deliver EBITDA and free cash flow growth, with improved margins and free cash flow conversion in fiscal 2027 and thereafter.

Jesse Betjemann: With our transformation investments behind us and the expected increase in operating leverage, we believe the company will deliver EBITDA and free cash flow growth with improved margins and free cash flow conversion in fiscal 2027 and thereafter. Grounded in strong client retention, expanding demand for our services, and the resilience of our business model, we remain fully committed in creating long-term value to, for our shareholders and clients. Before I pass it back to Paul, I would like to thank the entire FranklinCovey team for their hard work and dedication to our business and for providing the unparalleled service to our clients. With that, Paul, I now turn it back to you.

Jessi Betjemann: With our transformation investments behind us and the expected increase in operating leverage, we believe the company will deliver EBITDA and free cash flow growth with improved margins and free cash flow conversion in fiscal 2027 and thereafter. Grounded in strong client retention, expanding demand for our services, and the resilience of our business model, we remain fully committed in creating long-term value to, for our shareholders and clients. Before I pass it back to Paul, I would like to thank the entire FranklinCovey team for their hard work and dedication to our business and for providing the unparalleled service to our clients. With that, Paul, I now turn it back to you.

Speaker #1: Grounded in strong client retention, expanding demand for our services, and the resilience of our business model, we remain fully committed to creating long-term value for our shareholders and clients.

Speaker #1: Before I pass it back to Paul, I would like to thank the entire Franklin Covey team for their hard work and dedication to our business, and for providing unparalleled service to our clients.

Speaker #1: With that, Paul, I now turn it back to you.

Speaker #2: Thank you, Jessie. That was great. And as we prepare to open the line for questions, I'll just reiterate what Jessie said in thanking our teams for their hard work.

Paul Walker: Thank you, Jesse. That was great. As we prepare to open the line for questions, I'll just reiterate what Jesse said in thanking our teams for their hard work. We're pleased with the momentum that we're seeing right now across the business and look forward to a great H2 of our year. With that, we'll ask the operator to open up the line for questions.

Speaker #2: We're pleased with the momentum that we're seeing right now across the business and look forward to a great second half of our year. And with that, let's go ahead and open up the line for questions.

Speaker #3: Thank you. As a reminder, to ask a question, you will need to press star 11 on your telephone and wait for a name to be announced.

Operator: Thank you. As a reminder, to ask a question, you will need to press star one one on your telephone and wait for a name to be announced. To withdraw your question, please press star one one again. Please stand by while we compile the Q&A roster. One moment for our first question. Our first question will come from the line of Alex Paris from Barrington Research. Your line is open.

Speaker #3: To withdraw your question, please press star 11 again. Please stand by while we compile the Q&A roster. One moment for our first question. Our first question will come from the line of Alex Paris from Barrington Research.

Speaker #3: Your line is open.

Speaker #4: Hi, Alex.

Paul Walker: Hi, Alex.

Alexander Paris: Hi. Hey. Thank you.

Alex Paris: Hi. Hey. Thank you.

Speaker #5: Hi, thank you. Hey Paul. Hi Jessie. Congrats on the better-than-expected results in the first quarter. Now we have two consecutive quarters of growth in invoiced amounts in North America and Enterprise.

Jesse Betjemann: Hello.

Jessi Betjemann: Hello.

Alexander Paris: Hey, Paul. Hi, Jesse. Congrats on the better-than-expected results in Q1. Now we have two consecutive quarters of growth in invoiced amounts in North American enterprise, so it's not simply a data point. We have two data points, so we can draw a line. I think you said that you expect that to continue to be the case through the balance of the year. Is that correct?

Alex Paris: Hey, Paul. Hi, Jesse. Congrats on the better-than-expected results in Q1. Now we have two consecutive quarters of growth in invoiced amounts in North American enterprise, so it's not simply a data point. We have two data points, so we can draw a line. I think you said that you expect that to continue to be the case through the balance of the year. Is that correct?

Speaker #5: So, it's not simply a data point. We have two data points that we can draw a line, and I think you said that you expect that to continue to be the case through the balance of the year.

Speaker #5: Is that correct?

Speaker #4: Yes, we do. Yep.

Paul Walker: Yes, we do.

Paul Walker: Right.

Paul Walker: Yep.

Paul Walker: Right.

Paul Walker: Yep.

Alexander Paris: Yep. Good. Just one quick point of clarification, Jesse. You said that revenue is slightly higher in Q4 than Q3, 55% and 45%. Is that how we look at H2?

Alex Paris: Yep. Good. Just one quick point of clarification, Jesse. You said that revenue is slightly higher in Q4 than Q3, 55% and 45%. Is that how we look at H2?

Speaker #5: Yep, good. And then just one quick point of clarification: Jessie, you said that revenue was slightly higher in the fourth quarter than the third quarter—55% and 45%, respectively.

Speaker #5: Is that how we look at the second half of the year?

Speaker #6: That's right.

Jesse Betjemann: That's right.

Jessi Betjemann: That's right.

Speaker #5: Yep. And then adjusted EBITDA, it'll be $60 to $65 million in the fourth quarter. So I guess, what is that?

Alexander Paris: Yeah. Adjusted EBITDA, it'll be $60 to 65 in Q4. I guess, what is that?

Alex Paris: Yeah. Adjusted EBITDA, it'll be $60 to 65 in Q4. I guess, what is that?

Speaker #6: Yeah, a little bit more on EBITDA as we talk about our restructuring, and some of the cost operating leverage will increase towards the back half of the year.

Jesse Betjemann: Yeah. A little bit more on EBITDA, you know, as we talk about our restructuring and some of the cost operating leverage will increase towards H2, but you know, more heavily weighted towards Q4, but then also because of the contributions of EBITDA coming from education in Q4.

Jessi Betjemann: Yeah. A little bit more on EBITDA, you know, as we talk about our restructuring and some of the cost operating leverage will increase towards H2, but you know, more heavily weighted towards Q4, but then also because of the contributions of EBITDA coming from education in Q4.

Speaker #6: But more heavily weighted towards Q4, but then also because of the contributions of EBITDA coming from education in Q4.

Speaker #5: Yep, makes sense. And it's a typical seasonal pattern anyway, right?

Alexander Paris: Yep, makes sense. It's a typical seasonal pattern anyway, right?

Alex Paris: Yep, makes sense. It's a typical seasonal pattern anyway, right?

Speaker #6: That's right. It's very similar to what we normally have.

Jesse Betjemann: That's right. Very similar.

Jessi Betjemann: That's right. Very similar.

Alexander Paris: Okay.

Alex Paris: Okay.

Jesse Betjemann: to what we would normally have.

Jessi Betjemann: to what we would normally have.

Speaker #5: Good. The next question is really a question about the macro environment, Paul. I think in response to a question last quarter, you sort of said it was neutral.

Alexander Paris: Good. The next question is really a question about the macro environment, Paul. I think in response to a question last quarter, you sort of said it was neutral. There's some both positives and negatives. I wonder if you could just kind of freshen up that response for us.

Alex Paris: Good. The next question is really a question about the macro environment, Paul. I think in response to a question last quarter, you sort of said it was neutral. There's some both positives and negatives. I wonder if you could just kind of freshen up that response for us.

Speaker #5: There's some both positives and negatives. I wonder if you could just kind of freshen up that response for us.

Speaker #4: Yeah, I'd say it's largely unchanged from what we saw a quarter ago. And so, neutral in the current environment—better than it was a year ago at this time.

Paul Walker: Yeah. I'd say it's largely unchanged from what we saw a quarter ago. Neutral in the current environment, better than it was a year ago at this time. I remember we were reporting Q2 a year ago and there was quite a bit of uncertainty for lots of reasons. While there's still uncertainty out there, I think our clients have adjusted to that, the current environment, and it feels a little more stable for us certainly now than it did a year ago and largely unchanged from what we saw a quarter ago.

Speaker #4: I remember we were reporting Q2 a year ago, and there was quite a bit of uncertainty for lots of reasons. And while there's still uncertainty out there, I think our clients have adjusted to that.

Speaker #4: The current environment feels a little bit more stable for us—certainly now than it did a year ago—and is largely unchanged from what we saw a quarter ago.

Speaker #5: Great. And then again, with this ramping up of invoiced amounts, we would expect growth in revenue, EBITDA, and free cash flow in fiscal 2027 and beyond.

Alexander Paris: Great. Again, with this ramping up of invoiced amounts, we would expect growth in revenue, EBITDA, and free cash flow in fiscal 2027 and beyond. To that point, I think the last time you gave longer-term guidance was on the Q4 2024 conference call after making the announcement about the sales force transformation. Obviously, with tariffs and government shutdowns and war and, you know, that sort of thing, it kinda changed it a little bit. I'm wondering, number one, when will you update that longer-term guidance? Is that potentially a fall 2026 event? Second, what. Answer that first, and then I have a follow-up.

Alex Paris: Great. Again, with this ramping up of invoiced amounts, we would expect growth in revenue, EBITDA, and free cash flow in fiscal 2027 and beyond. To that point, I think the last time you gave longer-term guidance was on the Q4 2024 conference call after making the announcement about the sales force transformation. Obviously, with tariffs and government shutdowns and war and, you know, that sort of thing, it kinda changed it a little bit. I'm wondering, number one, when will you update that longer-term guidance? Is that potentially a fall 2026 event? Second, what. Answer that first, and then I have a follow-up.

Speaker #5: And then to that point, I think the last time you gave longer-term guidance was on the Q4 '24 conference call after making the announcement about the Salesforce transformation.

Speaker #5: Obviously, with tariffs and government shutdowns, and war and that sort of thing, it kind of changed it a little bit. I'm wondering, number one, when will you update that longer-term guidance?

Speaker #5: Is that potentially a fall 2026 event? And then, second, answer that first and then I have a follow-up.

Speaker #4: Yeah. Okay.

Paul Walker: Yeah.

Jesse Betjemann: Well-

Jessi Betjemann: Well-

Paul Walker: Okay.

Speaker #6: Let me start with: in the fall, in our Q4 calls, when we're going to provide the guidance for our fiscal year 2027, we'll be going through our planning cycle in the summer.

Jesse Betjemann: Let me start with, you know, in the fall, in our Q4 calls, when we're gonna provide the guidance for our fiscal year 2027, we'll be going through our, you know, planning cycle, in the summer. As we work through that, we'll be updating our, you know, five-year plan at that time. We'll make a call as to whether or not we provide, you know, some direction with the longer term.

Jessi Betjemann: Let me start with, you know, in the fall, in our Q4 calls, when we're gonna provide the guidance for our fiscal year 2027, we'll be going through our, you know, planning cycle, in the summer. As we work through that, we'll be updating our, you know, five-year plan at that time. We'll make a call as to whether or not we provide, you know, some direction with the longer term.

Speaker #6: And as we work through that, we'll be updating our five-year plan at that time. And we'll make a call as to whether or not we provide some direction with the longer term.

Speaker #5: So, obviously, you'll do one for yourselves. The question is, what will you share with us this fall, right?

Alexander Paris: Obviously you'll do one for yourselves. The question is, will you share it with us this fall, right?

Alex Paris: Obviously you'll do one for yourselves. The question is, will you share it with us this fall, right?

Speaker #6: We'll work through that, Alex.

Jesse Betjemann: We'll work through that, Alex.

Jessi Betjemann: We'll work through that, Alex.

Speaker #5: Okay, no problem. But in the meantime, adjusted EBITDA margins in fiscal 2024 kind of peaked at 19.2%. In 2025, it's significantly lower, at 10.8%.

Alexander Paris: Okay, no problem. In the meantime, adjusted EBITDA margins in fiscal 2024 kind of peaked at 19.2%. In 2025 is significantly lower, 10.8%. I think based on your guidance, we're expecting a little margin expansion in 2026 and then more in 2027. Is 20% adjusted EBITDA margin still a reasonable target that's only slightly above the fiscal 2024 level over the next several years? Will you get there by, you know, 100 or 200 basis points a year sort of thing?

Alex Paris: Okay, no problem. In the meantime, adjusted EBITDA margins in fiscal 2024 kind of peaked at 19.2%. In 2025 is significantly lower, 10.8%. I think based on your guidance, we're expecting a little margin expansion in 2026 and then more in 2027. Is 20% adjusted EBITDA margin still a reasonable target that's only slightly above the fiscal 2024 level over the next several years? Will you get there by, you know, 100 or 200 basis points a year sort of thing?

Speaker #5: And I think, based on your guidance, we're expecting a little margin expansion in 2026 and then more in 2027. Is 20% adjusted EBITDA margin still a reasonable target?

Speaker #5: It's only slightly above the fiscal 2024 level. Over the next several years—and will you get there by 100 or 200 basis points a year, sort of thing?

Speaker #6: Yeah, I mean, so we are planning to increase and improve our operating leverage. I think our goal is to have around a point improvement a year.

Jesse Betjemann: Yeah, I mean, we are planning to increase and improve our operating leverage. I think, you know, our goal is to have around, you know, a point improvement a year, and whether or not that, you know, can be accelerated or not, you know, that we'll determine that as we work through our long-term planning. I think that is roughly what, you know, seems reasonable to me.

Jessi Betjemann: Yeah, I mean, we are planning to increase and improve our operating leverage. I think, you know, our goal is to have around, you know, a point improvement a year, and whether or not that, you know, can be accelerated or not, you know, that we'll determine that as we work through our long-term planning. I think that is roughly what, you know, seems reasonable to me.

Speaker #6: And whether or not that can be accelerated, that will determine that as we work through our long-term planning. But I think that is roughly what seems reasonable to me.

Speaker #4: And we do believe, we do believe that that 20% that we nearly got to is still a good number out there. And all these investments were never meant to permanently reset the cost structure of the company.

Paul Walker: We do

Paul Walker: Gotcha.

Paul Walker: We do believe that 20% that we nearly got to is still a good number out there. All these investments were never meant to permanently reset the cost structure of the company. It was to accelerate growth and certainly get us back up to that level, and who knows if we could ever get above that level. Maybe.

Speaker #4: It was to accelerate growth and certainly get us back up to that level, and who knows if we could ever get above that level—maybe.

Speaker #5: Great. All right. Well, thank you very much. That does it for me for now. I'll get back in the queue. Thanks.

Alexander Paris: Great. All right. Well, thank you very much. That does it for me for now. I'll get back in the queue. Thanks.

Alex Paris: Great. All right. Well, thank you very much. That does it for me for now. I'll get back in the queue. Thanks.

Speaker #4: Thanks, Alex.

Paul Walker: Thanks, Alex.

Operator: Thank you. One moment for our next question. Our next question will come from the line of Jeff Martin from ROTH Capital Partners. Your line is open.

Speaker #3: Thank you. One moment for our next question. Our next question will come from the line of Jeff Martin from Roth Capital Partners. Your line is open.

Speaker #4: Hi, Jeff.

Paul Walker: Hi, Jeff.

Paul Walker: Good afternoon.

Speaker #7: Good afternoon. Good afternoon, Paul. Hi, Jessie. I was curious if you could go into a little bit more on the education side of the business.

Paul Walker: Yeah.

Paul Walker: Good afternoon, Paul. Hi, Jesse. Was curious if you could go into, you know, a little bit more on the education side of the business. Had a very good quarter. What you're seeing out of states and districts and, you know, obviously you're having some success there, so maybe an update there would be helpful.

Jeff Martin: Good afternoon, Paul. Hi, Jesse. Was curious if you could go into, you know, a little bit more on the education side of the business. Had a very good quarter. What you're seeing out of states and districts and, you know, obviously you're having some success there, so maybe an update there would be helpful.

Speaker #7: Had a very good quarter. What you're seeing out of states and districts, and obviously you're having some success there, so maybe an update there would be helpful.

Speaker #4: Yeah, great question. Sean's here. Next, I’ll ask him to make a comment. But it was a good quarter, and congratulations, Sean, on a great quarter.

Paul Walker: Yeah. Great question. Sean's here next to me. I'll ask him to make a comment, but it was a good quarter and congratulations, Sean, on a great quarter.

Paul Walker: Yeah.

Paul Walker: Go ahead and-

Speaker #4: Go ahead and share a few thoughts.

Paul Walker: Sure

Sean Covey: Sure

Paul Walker: Share a few thoughts.

Speaker #5: Sure. How are you doing, Jeff?

Paul Walker: How are you doing, Jeff? Yeah, a few things on education. We're feeling really good about the year and where it's headed for a few reasons. We have a really good pipeline of new opportunities, probably the best we've ever had in terms of large opportunities. We have, you know, three state-level opportunities. These are very large multi-million, multi-year deals. We've got large district opportunities, larger than we've had before. That's really positive. We've got a really strong funding partners out there, and this is in the range of, you know, $20 million a year in help from partners that help schools get off the ground, and those partnerships remain in place right now. We feel good about. We're aligned well with market needs.

Sean Covey: How are you doing, Jeff? Yeah, a few things on education. We're feeling really good about the year and where it's headed for a few reasons. We have a really good pipeline of new opportunities, probably the best we've ever had in terms of large opportunities. We have, you know, three state-level opportunities. These are very large multi-million, multi-year deals. We've got large district opportunities, larger than we've had before. That's really positive. We've got a really strong funding partners out there, and this is in the range of, you know, $20 million a year in help from partners that help schools get off the ground, and those partnerships remain in place right now. We feel good about. We're aligned well with market needs.

Speaker #8: Yeah, so a few things on education. We're feeling really good about the year and where it's headed, for a few reasons. We have a really good pipeline of new opportunities.

Speaker #8: Probably the best we've ever had in terms of large opportunities. We have three state-level opportunities. These are very large, multi-million, multi-year deals. We've got large district opportunities—larger than we've had before.

Speaker #8: So that's really positive. We've got really strong funding partners out there. And this is in the range of $20 million a year in help from partners that help schools get off the ground.

Speaker #8: And those partnerships remaining in place right now, we feel good about. We're aligned well with market needs. There's a lot of big issues right now after COVID.

Paul Walker: There's a lot of big issues right now after COVID. Getting test scores up is, like, the number one thing. The US is still struggling with that, and we are aligned well and we've got great data around how we can increase math and reading scores. Teacher retention. There's a lot of teacher burnout. We're really good at that, and we've got great data that shows Leader in Me schools are 600% more likely to retain their teachers than non-Leader in Me schools. Then mental wellness continues to be a big factor. We're well aligned to address those issues. Just given the pipeline we have, the large opportunities we have in place that we need to close, of course, in Q3 and Q4, we're feeling really good about the year. Some of the headwinds are still there.

Sean Covey: There's a lot of big issues right now after COVID. Getting test scores up is, like, the number one thing. The US is still struggling with that, and we are aligned well and we've got great data around how we can increase math and reading scores. Teacher retention. There's a lot of teacher burnout. We're really good at that, and we've got great data that shows Leader in Me schools are 600% more likely to retain their teachers than non-Leader in Me schools. Then mental wellness continues to be a big factor. We're well aligned to address those issues. Just given the pipeline we have, the large opportunities we have in place that we need to close, of course, in Q3 and Q4, we're feeling really good about the year. Some of the headwinds are still there.

Speaker #8: Getting test scores up is the number one thing. The U.S. is still struggling with that. And we are aligned well and have got great data around how we can increase math and reading scores.

Speaker #8: Teacher retention. There's a lot of teacher burnout. We're really good at that. We've got great data that shows that we retain leader-made schools are 600% more likely to retain their teachers.

Speaker #8: The non-leader-made schools, and then mental wellness continues to be a big factor. We're well aligned to address those issues. So just given the pipeline we have, the large opportunities we have in place that we need to close, of course, in the third and fourth quarters, we're feeling really good about the year.

Speaker #8: Some of the headwinds are still there. The Department of Education, they're still in some uncertainty with what the Trump administration is going to do.

Paul Walker: The Department of Education, they're still in some uncertainty with what the Trump administration is gonna do, but it's better than last year. Much better. That helps. You know, the ESSER funds, expired COVID relief funds are gone, so that's a factor, too. There's some declining enrollment in the public sector. A lot of kids are moving to charter schools, private schools, and home schools, and we're well equipped to help with a lot of those. I mean, to deliver on those other channels as well. I just feel like the tailwinds are stronger than the headwinds, especially the funding partners. We've got a great reputation in the marketplace. This is how we get state deals is we start with a single school, then a district.

Sean Covey: The Department of Education, they're still in some uncertainty with what the Trump administration is gonna do, but it's better than last year. Much better. That helps. You know, the ESSER funds, expired COVID relief funds are gone, so that's a factor, too. There's some declining enrollment in the public sector. A lot of kids are moving to charter schools, private schools, and home schools, and we're well equipped to help with a lot of those. I mean, to deliver on those other channels as well. I just feel like the tailwinds are stronger than the headwinds, especially the funding partners. We've got a great reputation in the marketplace. This is how we get state deals is we start with a single school, then a district.

Speaker #8: But it's better than last year. Much better. And so that helps. The assertive funds expired. COVID relief funds are gone, so that's a factor too.

Speaker #8: And there's some declining enrollment in the public sector. They're moving to a lot of people a lot of kids are moving to charter schools, private schools, and home schools.

Speaker #8: And we're well equipped to help with a lot of those. I mean, to deliver on those other channels as well. But I just feel like the tailwinds are stronger than the headwinds, especially the funding partners. We've got a great reputation in the marketplace.

Speaker #8: And this is how we get state deals: we start with a single school, then a district—goes really well, leads to state confidence, and then they get behind us.

Paul Walker: Goes really well, leads to state confidence, and then they get behind us. You know, all things considered, we're feeling good about H2 and where we're headed overall.

Sean Covey: Goes really well, leads to state confidence, and then they get behind us. You know, all things considered, we're feeling good about H2 and where we're headed overall.

Speaker #8: So, all things considered, we're feeling good about the second half of the year and where we're headed overall.

Speaker #7: That's great color. Thank you, Sean. Paul, could you go into some detail with respect to—I mean, invoice growth is 7%, so obviously a positive inflection.

Jeff Martin: That's great color. Thank you, Sean. Paul, could you go into, you know, detail with respect to, I mean, invoice growth is 7%, so, you know, obviously a positive inflection. How does that compare with, you know, what you were thinking internally maybe? You know, what, if anything, do you see in the near future accelerating that growth from here?

Speaker #7: How does that compare with what you were thinking internally, maybe, and then what, if anything, do you see in the near future accelerating that growth from here?

Speaker #4: Yeah, great. So, yeah, 7%. So, 5% overall for the company invoice growth in Q2, which we felt good about. And then, as you mentioned, 7%—kind of the engine pulling that—as we alluded to last quarter and as we went through the transition of our Salesforce was enterprise North America.

Paul Walker: Yeah. Great. 7%. 5% overall for the company invoice growth in Q2, which we felt good about that. As you mentioned, 7%, kind of the engine pulling that, as we alluded to last quarter and as we went through the transition of our sales force was Enterprise North America. Two quarters in a row at 7%. We feel good about that. Feel that we'll continue to generate good invoice growth this year in H2 and for the full year at both the Enterprise Division level specifically, but also for the company.

Speaker #4: So, two quarters in a row at 7%. We feel good about that, and feel that we'll continue to generate good invoice growth this year.

Speaker #4: In the back half and for the full year, at both the Enterprise Division level specifically, but also for the company. And as we mentioned, that invoice growth out ahead of reported revenue growth will help us next year in generating more substantial reported revenue growth.

Paul Walker: As we mentioned, that invoice growth out ahead of reported revenue growth will help us next year in generating more substantial reported revenue growth. Do feel good about the continued momentum there on the invoice growth side.

Speaker #4: So, we do feel good about the continued momentum there on the invoice growth side.

Speaker #7: Excellent. That's it for me. Thank you.

Jeff Martin: Excellent. That's it for me. Thank you.

Speaker #4: Okay. Thanks, Jeff.

Paul Walker: Okay. Thanks, Jeff.

Operator: Thank you. One moment for our next question. Our next question will come from the line of Nehal Chokshi from Northland Capital Markets. Your line is open.

Speaker #3: Thank you. One moment for our next question. Our next question will come from the line of Nehal Chokshy from Northland Capital Markets. Your line is open.

Speaker #4: Hi, Nehal.

Paul Walker: Hi, Nehal.

Speaker #9: Nehal.

Holly Procter: Nehal.

Jessi Betjemann: Nehal.

Speaker #10: Hello. Congratulations on this really strong free cash flow. And just a comment here real quickly before I get into my question. With more than free cash flow deployed in share buybacks, and given Franklin Covey shares are trading at basically 6x free cash flow for its fiscal year '24 free cash flow, I'm really happy to see the bold move to aggressively buy back shares at this incredibly attractive valuation.

Nehal Chokshi: Hello. Congratulations on this really strong free cash flow. Just a comment here real quickly before I get into my question. You know, with more than free cash flow deployed in share buybacks, and given Franklin Covey shares are trading at basically 6x free cash flow, for its fiscal year 2024 free cash flow, really happy to see the bold move to aggressively buy back shares at this incredibly attractive valuation. Just a, you know, applause of that. Now I do have some questions. Excluding government, invoice value is up 10% year-over-year on Enterprise North America. It's a really nice core number that I like to focus on. Can you help break up that invoice value growth between, say, new customers and existing customers?

Speaker #10: So just an applause of that. Now, I do have some questions. Excluding government, invoice value is up 10% year over year on enterprise North America.

Speaker #10: It's a really nice core number that I like to focus on. Can you help break up that invoice value growth between, say, new customers and existing customers?

Holly Procter: We do. I mean, we have not been disclosing that level of detail, Nehal. We did have, I mean, overall, the new customers in North America, combined, we had very strong performance, you know, this quarter that, you know, we had in Q1 as well. We don't provide the details of the invoiced amounts of that.

Jessi Betjemann: We do. I mean, we have not been disclosing that level of detail, Nehal. We did have, I mean, overall, the new customers in North America, combined, we had very strong performance, you know, this quarter that, you know, we had in Q1 as well. We don't provide the details of the invoiced amounts of that.

Speaker #9: I mean, we have not been disclosing that level of detail now. But we did have—I mean, overall, the new customers in North America combined, we had very strong performance.

Speaker #9: This quarter, we continue that, as we had in Q1 as well. But we don't provide the details of the invoiced amounts of that.

Speaker #4: I'd maybe point you and Nehal just to agree with what Jessica said. Point you to two things. And I mentioned this in my remarks.

Paul Walker: I'd maybe point you, Nehal, just to agree with what Jesse said, point you to two things, and I mentioned this in my remarks. To Jesse's point, yes, we continue to see another good quarter with new customers, and the overall invoice growth from new customers. We're pleased with that again in Q2 after a really good quarter in Q1. Then, with our existing customer base, we actually had quite a strong expansion quarter. As you know, when we initiated our go-to-market transformation, there were two core bets in that move.

Speaker #4: But to Jessica's point, yes, we continue to see another good quarter with new customers and the overall invoice growth from new customers. We're pleased with that again in Q2 after a really good quarter in Q1.

Speaker #4: And then, with our existing customer base, we actually had quite a strong expansion quarter. As you know, when we initiated our go-to-market transformation, there were two core bets in that move.

Speaker #4: One was that we could win more strategic, larger new customers, and that we could move our way into the expansion opportunity that existed within our existing customers.

Paul Walker: One was that we could win more strategic, larger new customers, and that we could, you know, move our way into the expansion opportunity that existed within our existing customers, where on average, we're kinda 5% to 10% of the way penetrated into what we think is the addressable population inside the vast majority of our existing clients. In Q2, we saw a really good expansion. So, you know, really both sides of the house had good quarters as we think about that 7% or 10% without government overall invoice growth.

Speaker #4: On average, we're kind of 5 to 10 percent of the way penetrated into what we think is the addressable population inside the vast majority of our existing clients.

Speaker #4: And in Q2, we saw a really good expansion. And so, really, both sides of the house had good quarters as we think about that 7%, or 10% without government, overall invoice growth.

Speaker #7: Okay, great. And presumably, you're expecting both new customers and ongoing expansion of existing customers to continue to power the year-over-year growth. It's not exclusive to one.

Nehal Chokshi: Okay, great. Presumably, you're expecting both new customers and ongoing expansion of existing customers to continue to power the year-over-year growth. It's not one, exclusive one.

Paul Walker: Holly Procter's here, by the way, too. Holly, any thoughts on that?

Speaker #4: Oh, Holly Proctor's here, by the way, too. Holly, any thoughts on that?

Speaker #5: Hi, Nehal. Yes, we expect both new logos to continue to grow and for us to make continued improvements on both retention and expansion. I'll call out just a couple of areas where we're seeing some great growth.

Holly Procter: Hi, Nehal. Yes, we expect both the new logos to continue to grow and for us to make continued improvements on both retention and expansion. I'll call it just a couple of areas that we're seeing some great growth that'll contribute on both sides of the house. The first is a specialization in healthcare. We made a big investment in the current customer base that we have around healthcare. There's real organic use cases that we can make a real impact around patient sat and nurse retention, so we've seen real lift there. The second is a new horizon for us, but we're also starting to gain great traction, is around helping companies through their AI transformation. Both of those we think will fuel growth on both the new logo side of the house and the customer side.

Jessi Betjemann: Hi, Nehal. Yes, we expect both the new logos to continue to grow and for us to make continued improvements on both retention and expansion. I'll call it just a couple of areas that we're seeing some great growth that'll contribute on both sides of the house. The first is a specialization in healthcare. We made a big investment in the current customer base that we have around healthcare. There's real organic use cases that we can make a real impact around patient sat and nurse retention, so we've seen real lift there. The second is a new horizon for us, but we're also starting to gain great traction, is around helping companies through their AI transformation. Both of those we think will fuel growth on both the new logo side of the house and the customer side.

Speaker #5: It'll contribute on both sides of the house. The first is the specialization in healthcare. We've made a big investment in the current customer base that we have around healthcare.

Speaker #5: There are real, organic use cases where we can make a real impact around patient SAT and nurse retention. So we've seen real lift there. The second is a new horizon for us, but where we're also starting to gain great traction, is around helping companies through their AI transformation.

Speaker #5: Both of those, we think, will fuel growth on both the new logo side of the house and the customer side.

Speaker #7: Got it. And then, Paul, you mentioned that on average, 5 to 10 percent of the adjustable opportunity is on a user basis within an existing customer.

Nehal Chokshi: Got it. Paul, you mentioned that, on average 5% to 10% penetration of the addressable opportunity. That's on a user basis within an existing customer. Is that correct?

Speaker #7: Is that correct?

Speaker #4: That's right. That's right. And then there's really, yeah—and then significant upside for us in attaching services on top of that. But yeah, that's specifically referencing kind of the user base.

Paul Walker: That's right. There's really

Nehal Chokshi: Okay.

Paul Walker: Yeah, yeah. Significant upside for us in attaching services on top of that. Yeah, that's specifically referencing kind of the user base.

Speaker #7: Okay. And then that user base that you're referencing, is that just leaders? Or is that also knowledge workers? Or is that the whole labor force in a given organization?

Nehal Chokshi: Okay. That user base that you're referencing, is that just leaders, or is that also knowledge workers, or is that the whole labor force as a given organization?

Speaker #4: Yeah, yeah, great question. So, we have kind of a little formula, if you will, that adjusts for certain portions of populations that we aren't really well-suited to address.

Paul Walker: Yeah. Yeah, great question. We have kind of a little formula, if you will, that adjusts for certain portions of populations that we aren't really well suited to address. You get into factories and things like that. That's not exactly where we play. It depends on the industry. It's leaders, it's knowledge workers, and in some organizations like tech, it's almost everybody in the company. For other organizations that might have a massive manufacturing footprint, we may not be working with everybody all the way down to the front line, although we do quite a bit of work in manufacturing with our 4 Disciplines of Execution solution. Yes, it's a kind of formulaic based approach that we have.

Speaker #4: So, you get into factories and things like that. That's not exactly where we play. So, depending on the industry—so it's leaders, it's knowledge workers.

Speaker #4: And in some organizations, like tech, that's almost everybody in the company. And for other organizations, they might have a massive manufacturing footprint. We may not be working with everybody all the way down to the front line, although we do quite a bit of work in manufacturing where there are Four Disciplines of Execution solutions.

Speaker #4: So yes, it's kind of a formulaic-based approach that we have. It's not the entire population of a company.

Paul Walker: It's not the entire population of a company.

Nehal Chokshi: Great. Okay. A couple more questions from me. What was the driver of this strong free cash flow? $13 million, $9 million above your $4 million Adjusted EBITDA. Can you help us understand that?

Speaker #7: For me, what was the driver of this strong free cash flow—$13 million, which is $9 million above your $4 million adjusted EBITDA? Can you help us understand that?

Speaker #9: Yeah, we had a very strong positive swing in the net working capital. So a lot of it was with regards to the collections on AR, as you can see in the balance sheet.

Jesse Betjemann: Yeah, we had a very strong positive swing in the net working capital. A lot of it was with regards to the collections on AR. You can see in the balance sheet, the AR balance, you know, went down. That was a huge contributor to the improvement in our free cash flow.

Jessi Betjemann: Yeah, we had a very strong positive swing in the net working capital. A lot of it was with regards to the collections on AR. You can see in the balance sheet, the AR balance, you know, went down. That was a huge contributor to the improvement in our free cash flow.

Speaker #9: The AR balance went down, so that was a huge contributor to the improvement in our free cash flow. And we continue to expect that our free cash flow will— I know last quarter we had negative free cash flow.

Jesse Betjemann: We continue to expect that, you know, our free cash flow will be. I know last quarter we had negative free cash flow. We expect going forward, we'll continue to have positive free cash flow, and especially, you know, be strong in Q4 when we have the strong, you know, net income and EBITDA in Q4 coming through.

Jessi Betjemann: We continue to expect that, you know, our free cash flow will be. I know last quarter we had negative free cash flow. We expect going forward, we'll continue to have positive free cash flow, and especially, you know, be strong in Q4 when we have the strong, you know, net income and EBITDA in Q4 coming through.

Speaker #9: We expect, going forward, we'll continue to have positive free cash flow, and especially be strong in Q4, when we have the strong net income and EBITDA in Q4 coming through.

Speaker #7: Okay, great. So, you kind of already answered my follow-on question, but just to be clear, I think historically you guys have talked about free cash flow roughly matching EBITDA on a trailing 12-month or forward 12-month basis.

Nehal Chokshi: Okay, great. You kinda already answered my follow-on question, but just to be clear, I think historically you guys have talked about free cash flow roughly matching EBITDA on a, you know, trailing twelve-month or forward twelve-month basis. Is that the way that we should continue to think about this, or is there some, you know, deviation from that?

Speaker #7: Is that the way that we should continue to think about this? Or is there some deviation from that?

Jesse Betjemann: Well, I'm not particularly sure of the exact comment. I mean, I think that we do have, you know, 2025, we had lower EBITDA to free cash flow conversion. We expect our free cash flow conversion to increase over time because we're not a heavy, you know, capital-intensive business. The amount that we, you know, spend on CapEx and capitalized development is relatively steady, going forward. As our operating leverage and our EBITDA, you know, increases, we expect that, you know, we should have stronger conversion over time.

Jessi Betjemann: Well, I'm not particularly sure of the exact comment. I mean, I think that we do have, you know, 2025, we had lower EBITDA to free cash flow conversion. We expect our free cash flow conversion to increase over time because we're not a heavy, you know, capital-intensive business. The amount that we, you know, spend on CapEx and capitalized development is relatively steady, going forward. As our operating leverage and our EBITDA, you know, increases, we expect that, you know, we should have stronger conversion over time.

Speaker #9: Well, so I'm not particularly sure of the exact comment. I mean, I think that we do have 2025; we had lower EBITDA to free cash flow conversion.

Speaker #9: We expect our free cash flow conversion to increase over time because we're not a heavy capital-intensive business, and the amount that we spend on CapEx and capitalized development is relatively steady going forward.

Speaker #9: So as our operating leverage and our EBITDA increase, we expect that we should have stronger conversion over time.

Speaker #7: Okay. But you're not expecting to get back to close to 100% conversion that you were reflecting in fiscal year '24?

Nehal Chokshi: Okay. You're not expecting to get back to close to 100% conversion that you were reflecting in fiscal year 2024?

Speaker #9: No, I mean—no. I mean, definitely an improvement from the 42% level that we had in 2025. But it wouldn't be 100%.

Jesse Betjemann: No. I mean, definitely an improvement from the 42% level that we had in 2025, but it wouldn't be 100%.

Jessi Betjemann: No. I mean, definitely an improvement from the 42% level that we had in 2025, but it wouldn't be 100%.

Speaker #7: Okay. All right.

Nehal Chokshi: Okay. All right.

Speaker #9: But it'll be strong.

Jesse Betjemann: It'll be strong.

Jessi Betjemann: It'll be strong.

Nehal Chokshi: And then, uh-

Speaker #7: And then, yeah, understood. Understood. And then you talked about your fiscal year '26 guidance unchanged, and the way to think about parsing out that—effectively the next two quarters of guidance—in terms of typical seasonality.

Jesse Betjemann: It'll be strong.

Jessi Betjemann: It'll be strong.

Nehal Chokshi: Yeah, understood. You talked about, you know, your fiscal year 2026 guidance unchanged, and the way to think about parsing out that effective next two quarters of guidance in terms of typical seasonality. Can you just remind us what is actually typical seasonality for Q2 to Q3 and Q3 to Q4?

Speaker #7: Can you just remind us what is actually typical seasonality for Q2 to Q3 and Q3 to Q4?

Speaker #9: So, what we are projecting in terms of the revenue and EBITDA for Q3 and Q4, that's basically—that has been the normal seasonality. When you look at last year, we were pretty much in that same range of what we're expecting now as well.

Jesse Betjemann: What we are projecting, you know, in terms of the revenue and EBITDA for Q3 and Q4, that's basically that has been the normal seasonality. When you look at last year, we were pretty much in that same range of what we're expecting now as well. It's been similar, what

Jessi Betjemann: What we are projecting, you know, in terms of the revenue and EBITDA for Q3 and Q4, that's basically that has been the normal seasonality. When you look at last year, we were pretty much in that same range of what we're expecting now as well. It's been similar, what

Speaker #9: So it's been similar.

Speaker #7: Right, right. So last year was about a $7 million Q2 increase from the second quarter to the third quarter, and then $4 million from the third quarter to the fourth quarter.

Nehal Chokshi: Right. Like last year it was about a $7 million Q over Q increase from Q2 to Q3, and then $4 million from Q3 to Q4.

Speaker #9: Yeah. Last year, if you were to look at Q3 revenue, for example, it was around 49% in Q3. And EBITDA was around 38%. So, roughly within the same range of what we're seeing now.

Jesse Betjemann: Yeah. Last year, if you were to look at, you know, Q3 revenue, for example, it was around 49% in Q3, and EBITDA was around 38%. You know, roughly within the same range of what we're saying now.

Jessi Betjemann: Yeah. Last year, if you were to look at, you know, Q3 revenue, for example, it was around 49% in Q3, and EBITDA was around 38%. You know, roughly within the same range of what we're saying now.

Speaker #7: Okay. All right. Thank you for taking my questions, and congratulations.

Nehal Chokshi: Okay. All right. Thank you for taking my questions, and congratulations.

Speaker #4: Thanks, Nahal.

Paul Walker: Thanks, Nehal.

Speaker #7: Thank you. One moment. For our next question, our next question will come from the line of Dave Storms from Stonegate. Your line is open.

Operator: Thank you. One moment for our next question. Our next question will come from the line of Dave Storms from Stonegate. Your line is open.

Speaker #4: Hi, Dave.

Paul Walker: Hi, Dave.

Speaker #2: Hey, how's everyone doing? Just wanted to start with maybe some commentary around the new logo sales. I know in the past, right, new logos tend to come on as either a pilot phase first, or maybe a specific project that the company is looking to accomplish.

Dave Storms: Hey. How's everyone doing? Just wanted to start with maybe some commentary around the new logo sales. I know in the past, right, new logos tend to come on as either a pilot phase first or maybe a specific project that the company is looking to accomplish. Could you maybe spend a little time talking about what you're seeing in the current marketplace and maybe tailored to the AI trends if you're having clients come on with a specific goal in mind or if they are maybe a little more pilot-oriented to start?

Speaker #2: Could you maybe spend a little time talking about what you're seeing in the current marketplace, and maybe tailor that to the AI trends? If you're having clients come on with a specific goal in mind, or if they are maybe a little more pilot-oriented to start?

Speaker #9: Yes. And just to make sure I understood, Dave, the question is around how much of our new logos are pilots, and then some examples on the use cases?

Holly Procter: Just to make sure I understood, Dave, the question is around how much of our new logos are pilots and then some examples on the use cases.

Jessi Betjemann: Just to make sure I understood, Dave, the question is around how much of our new logos are pilots and then some examples on the use cases.

Speaker #2: Exactly. Thank you.

Dave Storms: Exactly. Thank you.

Speaker #9: Perfect. Very few of our new logos are pilots. It's really hard to pilot a solution like ours. You either want to drive behavior change and make a big impact in your org, or you don't.

Holly Procter: Perfect. Very few of our new logos are pilots. It's really hard to pilot a solution like ours. You either wanna drive behavior change and make a big impact in your org or you don't. We really don't see any pilots. On the AI solution, it's a great question. There's a ton of interest around this right now. There's not an org that we're partnering with or that we're interested in partnering with that isn't trying to figure this out. One of the unique things about an AI transformation is it's both top-down and bottoms-up. The question earlier around, you know, who does it touch inside the org? It touches everyone, and nobody has figured out exactly how to get this right.

Jessi Betjemann: Perfect. Very few of our new logos are pilots. It's really hard to pilot a solution like ours. You either wanna drive behavior change and make a big impact in your org or you don't. We really don't see any pilots. On the AI solution, it's a great question. There's a ton of interest around this right now. There's not an org that we're partnering with or that we're interested in partnering with that isn't trying to figure this out. One of the unique things about an AI transformation is it's both top-down and bottoms-up. The question earlier around, you know, who does it touch inside the org? It touches everyone, and nobody has figured out exactly how to get this right.

Speaker #9: And so, we really don't see any pilots. On the AI solution, it's a great question. There's a ton of interest around this right now.

Speaker #9: There is not an org that we're partnering with, or that we're interested in partnering with, that isn't trying to figure this out. And one of the unique things about an AI transformation is it's both top-down and bottoms-up.

Speaker #9: So the question earlier around, who does it touch inside the org? It touches everyone. And nobody has figured out exactly how to get this right.

Speaker #9: And there's so much around the way that you deploy your leaders to navigate this type of large-scale transformation that's critical to get right. And so we're excited to help a lot of companies through this transformation.

Holly Procter: There's so much around, you know, the way that you deploy your leaders to navigate this type of large scale transformation that's critical to get right. We're excited to help a lot of companies with this transformation.

Jessi Betjemann: There's so much around, you know, the way that you deploy your leaders to navigate this type of large scale transformation that's critical to get right. We're excited to help a lot of companies with this transformation.

Dave Storms: That's great commentary. I really appreciate that. I also wanted to maybe spend a little bit of time. Paul, you mentioned that you had a really strong expansion quarter. Just thinking about how, you know, you also mentioned you had maybe two quarters of a neutral macro environment. Can we apply that same kind of mentality to maybe a logo recapture rate? You know, do you have any thoughts around maybe what you're seeing in the market about clients coming back, now that the dust has settled a little bit?

Speaker #2: That's a great commentary. I really appreciate that. I also wanted to maybe spend a little bit of time—Paul, you mentioned that you had a really strong expansion quarter.

Speaker #2: And just thinking about how you also mentioned you had maybe two quarters of a neutral macro environment. Can we apply that same kind of mentality to maybe a logo recapture rate?

Speaker #2: Do you have any thoughts around maybe what you're seeing in the market about clients coming back, now that the dust has settled a little bit?

Speaker #4: Yeah, I'll just make a quick point and then ask Holly to comment on that as well. That is actually a metric we do track.

Paul Walker: Yeah. I'll just make a quick point and then ask Holly to comment on that as well. That is actually a metric we do track. We have a mantra around here, and it's clients for life. When we lose a client, we agonize over that. So it is actually a metric that we track internally. We don't disclose it, but we are intent on trying to get those clients back, regardless of the reason they needed to leave or what, you know. Holly, any commentary on

Speaker #4: We have a mantra around here, and it's 'clients for life.' And when we lose a client, we agonize over that. And so it is actually a metric that we track internally.

Speaker #4: We don't disclose it, but we are intent on trying to get those clients back, regardless of the reason they needed to leave. And so, Holly, any commentary on or thoughts about what we're seeing there, or what you and the team are driving?

Paul Walker: Thoughts about what we're seeing there, what you and the team are driving?

Speaker #9: Yeah, we absolutely see a really healthy win-back rate, as Paul referenced. So as needs inside their organization shift, they go from trying to drive a high-trust workforce to trying to prepare a workforce for AI transformation.

Holly Procter: Yeah. We absolutely see a really healthy win back rate, as Paul referenced. As needs inside their organization shift, they go from trying to drive a high-trust workforce to trying to prepare a workforce for AI transformation. The needs evolve over time, and there might be gaps between, you know, one deployment and the next deployment. If we do a good job on the first round, we're excited to welcome them back on the second round. Then I think just to point on the environment, one of the things I don't think we talk about enough is a structural advantage that we have, the breadth of the market that we serve. Our addressable market is enormous.

Jessi Betjemann: Yeah. We absolutely see a really healthy win back rate, as Paul referenced. As needs inside their organization shift, they go from trying to drive a high-trust workforce to trying to prepare a workforce for AI transformation. The needs evolve over time, and there might be gaps between, you know, one deployment and the next deployment. If we do a good job on the first round, we're excited to welcome them back on the second round. Then I think just to point on the environment, one of the things I don't think we talk about enough is a structural advantage that we have, the breadth of the market that we serve. Our addressable market is enormous.

Speaker #9: The needs evolve over time, and there might be gaps between one deployment and the next deployment. So if we do a good job on the first round, we're excited to welcome them back on the second round.

Speaker #9: And then, I think, just a point on the environment. One of the things I don't think we talk about enough as a structural advantage that we have is the breadth of the market that we serve.

Speaker #9: Our addressable market is enormous, not just in the company type that we pursue, but it's across segments, across buyer types, across use cases. There's virtually no company that isn't trying to solve the issues that we attach to.

Holly Procter: Not just in the company type that we pursue, but it's across segments, across buyer types, across use cases. There's virtually no company that isn't trying to solve the issues that we attach to. In a world where there's a sector that's down, we can quickly pivot to go after a sector that's up with an, you know, enormous upside for us. We move very fast when the market has highs and lows.

Jessi Betjemann: Not just in the company type that we pursue, but it's across segments, across buyer types, across use cases. There's virtually no company that isn't trying to solve the issues that we attach to. In a world where there's a sector that's down, we can quickly pivot to go after a sector that's up with an, you know, enormous upside for us. We move very fast when the market has highs and lows.

Speaker #9: And so, in a world where there's a sector that's down, we can quickly pivot to go after a sector that's up, with an enormous upside for us.

Speaker #9: And so, we move very fast when the market has highs and lows.

Dave Storms: That's great. Thank you. If I could just sneak one more, and I would love to spend a little time on the international sector. I know it's not as big for you guys, but it does seem like it's having some strong growth, even after accounting for foreign exchange. I guess, is there anything to highlight here as to what's working? Is this just general tailwinds and, you know, you're catching it right? Maybe any thoughts there would be great.

Speaker #2: That's great, thank you. If I could just sneak one more in, I would love to spend a little time on the international spender. I know it's not as big for you guys, but it does seem like it's having some strong growth even after accounting for foreign exchange.

Speaker #2: I guess, is there anything to highlight here as to what's working? Is this just general tailwinds and you're catching it right? Maybe any thoughts there would be great.

Speaker #4: Yeah. One thought is just a couple of thoughts. So we are porting over into international much of the learnings and the strategies that Holly and team have been deploying inside enterprise North America.

Paul Walker: Yeah. One thought is, it's just a couple thoughts. We are porting over into International much of the learnings and the strategies that Holly and team have been deploying inside Enterprise North America. That was always the plan. Now that we've got Enterprise North America structure, you know, up and running and through that change, we're international's been fast followers there. I think we'll continue to benefit from that. Second, in Q2, China didn't continue to decline for us and was actually flattish. That helped from a year-over-year standpoint as well.

Speaker #4: That was always the plan. And so now that we've got the Enterprise North America structure up and running, and through that change, our International has been fast followers there.

Speaker #4: And so I think we'll continue to benefit from that. Second, in the second quarter, China didn't continue to decline for us and was actually flat-ish.

Speaker #4: And so that helped from a year-over-year standpoint as well. And then we brought France on as a direct office a little over a year ago.

Holly Procter: Also France.

Paul Walker: Then we, you know, we brought France on as a direct office a little over a year ago.

Holly Procter: Yep.

Speaker #4: And we're seeing good growth in France. We continue to see good growth from our German operation that we brought over from a licensee to a direct office a few years ago.

Paul Walker: We're seeing good growth in France. We continue to see good growth from our German operation that we brought over from a licensee to a direct office a few years ago. There's some good performance across international directs, in particular in Q2. We look forward to seeing as they embrace more and more of what we've been doing in Enterprise North America, I think there'll be good quarters out ahead of us as well.

Speaker #4: And so there's some good performance across international directs, in particular in the second quarter. And we look forward to seeing, as they embrace more and more of what we've been doing in Enterprise North America, I think there'll be good quarters out ahead of us as well.

Dave Storms: That's great. Thank you for the commentary, and good luck on the next quarter.

Speaker #2: That's great. Thank you for the commentary, and good luck in the next quarter.

Speaker #4: Yeah. Thanks, Dave.

Paul Walker: Yeah. Thanks, Nick.

Operator: Thank you. I'm not showing any further questions at this time. I would now like to turn it back over to Paul Walker for any closing remarks.

Speaker #2: Thank you. I'm not showing any further questions at this time. I want to let you turn it back over to Paul Walker for any closing remarks.

Speaker #4: Thank you very much. Thanks, everyone, for joining us today. Thanks for your great questions. We appreciate you and all that you do to understand our story and where we're headed as a company.

Paul Walker: Thank you very much. Thanks, everyone, for joining us today. Thanks for your great questions, and we appreciate you and all that you do to understand our story and where we're headed as a company. We feel great about our momentum. Big thanks to the overall Franklin Covey team as well for their hard work, and we wish you a great evening. Thanks.

Speaker #4: We feel great about our momentum. Big thanks to the overall Franklin Covey team as well for their hard work. And we wish you a great evening.

Speaker #4: Thanks.

Operator: Thank you for your participation in today's conference. This does conclude the program. You may now disconnect. Everyone, have a great day.

Q2 2026 Franklin Covey Co Earnings Call

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