Q1 2026 SoundThinking Inc Earnings Call

May 14, 2026

Operator 3: Good afternoon, welcome to SoundThinking's Q1 2026 Earnings Conference Call. My name is Latonya, I'll be your operator for today's call. Joining us are SoundThinking's CEO Ralph Clark and CFO Alan Stewart. Please note that certain information discussed on the call today will include forward-looking statements for our future events and SoundThinking's business strategy and future financial and operating performance. These forward-looking statements are only predictions, are subject to risks, uncertainties, and assumptions that are difficult to predict and may cause actual results to differ materially from those stated or implied by those statements. Certain of these risks and uncertainties and assumptions are discussed in SoundThinking's SEC filings, including its most recent annual report on Form 10-K and other SEC filings.

Operator: Good afternoon, welcome to SoundThinking's Q1 2026 Earnings Conference Call. My name is Latonya, I'll be your operator for today's call. Joining us are SoundThinking's CEO Ralph Clark and CFO Alan Stewart. Please note that certain information discussed on the call today will include forward-looking statements for our future events and SoundThinking's business strategy and future financial and operating performance. These forward-looking statements are only predictions, are subject to risks, uncertainties, and assumptions that are difficult to predict and may cause actual results to differ materially from those stated or implied by those statements. Certain of these risks and uncertainties and assumptions are discussed in SoundThinking's SEC filings, including its most recent annual report on Form 10-K and other SEC filings.

Speaker #2: Joining us are SOUNDTHINKING CEO Ralph Clark and CFO Alan Stewart. Please note that certain information discussed on the call today will include forward-looking statements for our future events and SOUNDTHINKING's business strategy and future financial and operating performance.

Speaker #2: These forward-looking statements are only predictions; are subject to risk, uncertainties, and assumptions that are difficult to predict and may cause actual results to differ materially from those stated or implied by those statements.

Speaker #2: Certain of these risks, uncertainties, and assumptions are discussed in SoundThinking's SEC filings, including its most recent annual report on Form 10-K and other SEC filings.

Speaker #2: These forward-looking statements reflect management's beliefs, estimates, and predictions as of today's live broadcast, May 14th, 2026, and SOUNDTHINKING undertakes no obligation to revise or update any forward-looking statements to reflect events or circumstances after the date of this call.

Operator 3: These forward-looking statements reflect management's beliefs, estimates, and predictions as of today's live broadcast, 14 May 2026. SoundThinking undertakes no obligation to revise or update any forward-looking statements to reflect events or circumstances after the date of this call. In addition, our comments on the call today contain references to non-GAAP financial measures such as Adjusted EBITDA and key business metrics such as annual recurring revenue. Non-GAAP measures should be viewed in addition to, and not as an alternative for company's reported GAAP results. A reconciliation of these non-GAAP measures to their most directly comparable GAAP measures, as well as definitions of the key business metrics referenced and management's reasons for including the non-GAAP measures and key business metrics referenced by be found in the press release.

Operator: These forward-looking statements reflect management's beliefs, estimates, and predictions as of today's live broadcast, 14 May 2026. SoundThinking undertakes no obligation to revise or update any forward-looking statements to reflect events or circumstances after the date of this call. In addition, our comments on the call today contain references to non-GAAP financial measures such as Adjusted EBITDA and key business metrics such as annual recurring revenue. Non-GAAP measures should be viewed in addition to, and not as an alternative for company's reported GAAP results. A reconciliation of these non-GAAP measures to their most directly comparable GAAP measures, as well as definitions of the key business metrics referenced and management's reasons for including the non-GAAP measures and key business metrics referenced by be found in the press release.

Speaker #2: In addition, our comments on the call today contain references to non-GAAP financial measures such as adjusted EBITDA, and key business metrics such as annual recurring revenue.

Speaker #2: Non-GAAP measures should be viewed in addition to, and not as an alternative for, the company's reported GAAP results. A reconciliation of these non-GAAP measures to their most directly comparable GAAP measures, as well as definitions of the key business metrics referenced and management's reasons for including the non-GAAP measures and key business metrics referenced, may be found in the press release.

Speaker #2: Finally, I would like to remind everyone that this call will be recorded and made available for replay via the link in the Avesta Relations section of the company's website at irdoubtsoundthinking.com.

Operator 3: Finally, I would like to remind everyone that this call will be recorded and made available for replay via the link in the investor relations section of the company's website at ir.soundthinking.com. With that, I will now turn the call over to Ralph. Please proceed.

Operator: Finally, I would like to remind everyone that this call will be recorded and made available for replay via the link in the investor relations section of the company's website at ir.soundthinking.com. With that, I will now turn the call over to Ralph. Please proceed.

Speaker #2: With that, I will now turn the call over to Ralph. Please proceed. Good afternoon and thank you for joining SOUNDTHINKING's Q1 2026 earnings call.

Ralph Clark: Thank you for joining SoundThinking's Q1 2026 Earnings Call. I'll start by providing some high-level commentary on our financial results, share updates on our strategic investments and growth initiatives, and frame how we're thinking about the year. Alan will walk through the financials in greater detail, after which we'll be happy to take your questions. Let me start with the headline numbers. Q1 revenue was $24.2 million, essentially in line with consensus. Q1 Adjusted EBITDA was approximately -$100 thousand.

Speaker #2: I'll start by providing some high-level commentary on our financial results, share updates on our strategic investments and growth initiatives, and frame how we're thinking about the year.

Speaker #2: Alan will then walk through the financials in greater detail, after which we'll be happy to take your questions. Let me start with the headline numbers.

Speaker #2: Q1 revenue was $24.2 million, essentially in line with consensus. Q1 adjusted EBITDA was approximately -100,000 dollars. We are reaffirming our full-year guidance of 109 to 111 million dollars in revenue, representing approximately 6% year-over-year growth at the midpoint.

Ralph Clark: We are reaffirming our full year guidance of $109 million to $111 million in revenue, representing approximately 6% year-over-year growth at the midpoint, and an Adjusted EBITDA margin guidance of 16% to 18% and an exiting ARR of $110 million, representing 15% growth in 2026. Let me give you some high-level commentary on the structural shape of our year because once it becomes clear, the math becomes fairly straightforward. Q1 is, by design and by calendar, our most cost-heavy quarter and our lightest revenue quarter. Annual costs concentrate in Q1, such as audit fees, proxy, and shareholder meeting costs, year-end legal and tax work. These items are largely absorbed in Q1 every year and do not repeat in subsequent quarters.

Speaker #2: And an adjusted EBITDA margin guidance of 16 to 18%, and an exiting ARR of 110 million dollars, representing 15% growth in 2026. Let me give you some high-level commentary on the structural shape of our year because once it becomes clear the map becomes fairly straightforward.

Speaker #2: Q1 is, by design and by calendar, our most cost-heavy quarter and our lightest revenue quarter. Annual cost concentrating Q1, such as audit fees, proxy and shareholder meeting costs, year-end legal and tax work.

Speaker #2: These items are largely absorbed in Q1 every year and do not repeat in subsequent quarters. At the same time, our revenue is back and loaded as deployments renewals and expansions build throughout the year.

Ralph Clark: At the same time, our revenue is back-end loaded as deployments, renewals, and expansions build throughout the year. Our business has substantial operating leverage as quarterly revenue scales above our cost run rate. Once we're past our cost base in any given quarter, we expect incremental revenue contributes disproportionately to Adjusted EBITDA. Q1 sits below that point, and Q2 through Q4 are above it. Combined with approximately $4 million of annual savings expected from the workforce optimization we executed effective 1 April, we believe we have clear line of sight to our full-year Adjusted EBITDA guidance. Alan will walk through the detailed bridge in his section. Let me share some updates on our strategic execution, which gives us confidence in the second half ramp and what reflects the deeper transformation underway in our business as we continue to evolve into a broader public safety technology company.

Speaker #2: Our business has substantial operating leverage as quarterly revenue scales above our cost run rate. Once we're past our cost base and any given quarter, we expect incremental revenue contributes disproportionately to adjusted EBITDA.

Speaker #2: Q1 sits below that point and Q2 through Q4 are above it. Combined with approximately $4 million of annual savings expected from the workforce optimization we executed effective April 1st, we believe we have clear line of sight to our full-year adjusted EBITDA guidance.

Speaker #2: Alan will walk through the detailed bridge in his section. Let me share some updates on our strategic execution, which gives us confidence in the second half ramp and reflects the deeper transformation underway in our business as we continue to evolve into a broader public safety technology company.

Speaker #2: In Q1, we took ShotsFired mileage live across seven customer accounts, added 50 PlateRanger cameras on our LPR platform, and went live with 85 lanes of SafePoint.

Ralph Clark: In Q1, we took ShotSpotter mileage live across 7 customer counts, added 50 PlateRanger cameras on our LPR platform, and went live with 85 lanes of SafePointe. Customer health and retention remain a real strength of our business, and the trust we've built over time continues to be reflected in our Net Promoter Score in the world-class category and our renewal performance, which is currently ahead of plan. I wanna highlight one renewal in particular, Cleveland. Over the last several months, there was significant public commentary in the trade press, in local city deliberations, and even some investor conversations suggesting that we were at risk of losing Cleveland to a newer entrant in our category. The narrative was that the contract was slated to be a competitive loss.

Speaker #2: Customer health and retention remain a real strength of our business and their trust we've built over time continues to be reflected in our net promoter score in the world-class category and our renewal performance, which is currently ahead of plan.

Speaker #2: I want to highlight one renewal in particular, Cleveland. Over the last several months, there was significant public commentary in the trade press and local city deliberations and even some investor conversations suggesting that we were at risk of losing Cleveland to a newer entrant in our category.

Speaker #2: The narrative was that the contract was slated to be a competitive loss. I'm pleased to share that the Cleveland renewal is in process and that their bid and the city's public safety leadership have publicly touted the technology and specifically credited shots fighters contribution in Cleveland's 80% homicide solve rate.

Ralph Clark: I'm pleased to share that the Cleveland renewal is in process and that Mayor Bibb and the city's public safety leadership have publicly touted the technology and specifically credited ShotSpotter's contribution in Cleveland's 80% homicide solve rate. I wanna be direct about what Cleveland represents because it speaks to a broader competitive dynamic that I know is on investors' minds. Anyone can promise gunshot detection in a pitch deck. The category has been around long enough that the marketing materials have started to converge. Same buzzwords, same accuracy claims, same talking points. Running an acoustic detection system that actually works across a 1,000-plus square miles of dense, noisy urban environments with sub-meter precision in conditions ranging from fireworks to construction noise to weather with audio data that withstands real-world scrutiny, that's an entirely different proposition from describing it on a slide, and that is where the moat is.

Speaker #2: I want to be direct about what Cleveland represents because it speaks to a broader competitive dynamic that I know is on investors' minds. Anyone can promise gunshot detection in a pitch depth.

Speaker #2: The category has been around long enough that the marketing materials have started to converge. Same buzzword, same accuracy claims, same talking points. But running an acoustic detection system that actually works across 1,000-plus square miles of dense noisy urban environments with sub-meter precision in conditions ranging from fireworks to construction noise to weather, with audio data that withstands real-world scrutiny, that's an entirely different proposition from describing it on a slide.

Speaker #2: And that is where the moat is: 25 years of ground-truth physical data. Accuracy performance that has been independently validated at 97% in 2024, against a 90% contractual standard.

Ralph Clark: 25 years of ground truth physical data, accuracy performance that has been independently validated at 97% in 2024 against a 90% contractual standard, and deployment-tested integration depth that newer entrants are now only learning they need. When agencies move from the marketing to the operational reality, what they tend to find is that there's only really just us. Cleveland is a clear data point on that. Performance decides these deals, not narrative and not pitch decks. With respect to deep operational integration, our efforts complementing drone as first responders is another area where we're seeing meaningful traction, and it's a natural fit with ShotSpotter. We now have 16 cities live with ShotSpotter to drone integrations across Skydio and Brinc. The cadence has accelerated. Las Vegas, Pittsburgh, Suffolk County, Monmouth County, West Palm Beach, Fresno, Tampa, and Virginia Beach all came online within the last two months.

Speaker #2: And deployment tested integration depth at newer entrants are now only learning they need. When agencies move from the marketing to the operational reality, what they tend to find is that there's only really just us.

Speaker #2: Cleveland is a clear data point on that. Performance decides these deals, not narrative and not pitch decks. With respect to deep operational integration, our efforts complementing drone as first responders is another area where we're seeing meaningful traction and it's a natural fit with shots fighter.

Speaker #2: Now have 16 cities live with shots fighter to drone integrations across Skydio and Brink. The cadence has accelerated. Las Vegas, Pittsburgh, Suffolk County, Monmouth County, West Palm Beach, Fresno, Tampa, and Virginia Beach all came online within the last two months.

Speaker #2: In Albuquerque, a shots fighter trigger drone arrived on scene and observed a subject actively firing a weapon. Relaying that to responding officers in real time.

Ralph Clark: In Albuquerque, a ShotSpotter-triggered drone arrived on scene and observed a subject actively firing a weapon, relaying that to responding officers in real time. In a separate incident, the drone located a gunshot wound victim. That's the kind of operational outcome our customers are realizing today. The strategic point is that these aren't simple ShotSpotter to drone alert handoffs. They're integrations into the operational fabric of how an agency responds. Physical AI at work in the real world. That's what creates durable value for our customers, and that what's make the SafetySmart platform increasingly difficult to replace. Last week, we launched Safety Smart Field Agent, an AI-powered user experience within our SafetySmart platform. It is now in beta with more than 12 ShotSpotter agencies. Broader availability is targeted for later this summer.

Speaker #2: In a separate incident, the drone located a gunshot wound victim. That's the kind of operational outcome our customers are realizing today. The strategic point is that these aren't simple shots fighter to drone alert handoffs.

Speaker #2: They're integrations into the operational fabric of how an agency responds. Physical AI at work in the real world. That's what creates durable value for our customers and that what's make the safety smart platform increasingly difficult to replace.

Speaker #2: Last week, we launched Safety Smart Field Agent. An AI-powered user experience within our Safety Smart platform. It is now in beta with more than a dozen shots fighter agencies.

Speaker #2: Broader availability is targeted for later this summer. With Safety Smart Field Agent, a police chief, an investigator, a crime analyst, or even a city council member can ask questions in plain English and get back what they need.

Ralph Clark: With Safety Smart Field Agent, a police chief, an investigator, a crime analyst, or even a city council member can ask questions in plain English and get back what they need: an insight, a chart, a map, or a briefing-ready summary. How much gunfire has occurred near our public schools this year? What are the emerging hotspots? Create a command staff briefing for this month's trends. Until now, getting these types of answers required an analyst, a query language, and a dashboard. Field Agent puts that capability directly in the hands of any authorized user with a question. Let me say why this is a meaningful step forward for us. Field Agent works across all Safety Smart data sources: gunfire data from ShotSpotter, crime data from Resource Router, license plate reads from PlateRanger through one unified experience.

Speaker #2: An insight, a chart, a map, or a briefing ready summary. How much gunfire has occurred near our public schools this year? What are the emerging hotspots?

Speaker #2: Create a command staff briefing for this month's trends. Until now, getting these types of answers required an analyst, a query language, and a dashboard.

Speaker #2: Field agents put that capability directly in the hands of any authorized user with a question. And let me say why this is a meaningful step forward for us.

Speaker #2: Field Agent works across all SafetySmart data sources. Gunfire data from ShotSpotter. Crime data from ResourceRouter. License plate reads from PlateRanger, through one unified experience.

Speaker #2: That's something we believe only we can deliver because only we have this breadth of public safety data running on a single platform. It's our integrated Safety Smart platform showing up in a real day-to-day customer experience.

Ralph Clark: That's something we believe only we can deliver because only we have this breadth of public safety data running on a single platform. It's our integrated SafetySmart platform showing up in a real day-to-day customer experience. It's a tangible expression of the Physical AI moat thesis that SoundThinking exemplifies. AI value is only as good as the data foundation underneath it, and ours is genuinely broad, genuinely unique, represented by 25 years of ground truth acoustic detection data across a 1,000-plus square miles of deployment that we believe no competitor can replicate. SafetySmart Field Agent is our second AI-driven user experience following CrimeTracer Gen3, which we launched last fall, and the next step in a broader rollout of AI capabilities across the SafetySmart platform.

Speaker #2: And it's a tangible expression of the physical AI moat thesis that SoundThinking exemplifies. AI value is only as good as the data foundation underneath it.

Speaker #2: And ours is genuinely broad, genuinely unique, represented by 25 years of ground truth acoustic detection data across 1,000-plus square miles of deployment that we believe no competitor can replicate.

Speaker #2: Safety Smart Field Agent is our second AI-driven user experience following Crime Tracer Gen 3, which we launched last fall, and the next step in a broader rollout of AI capabilities across the Safety Smart platform.

Speaker #2: We also continue to make innovation progress on our sound thinking labs initiatives, including our sniper threat detection solution targeted at critical infrastructure. We have demonstrated early technical success in the perimeter protection use case that is relevant to the substation utility market.

Ralph Clark: We also continue to make innovation progress on our SoundThinking Labs initiatives, including our sniper threat detection solution targeted at critical infrastructure. We have demonstrated early technical success in the perimeter protection use case that is relevant to the substation utility market. We look forward to sharing more as we gain commercial traction. Internationally, we continue to see growing interest in acoustic gunshot detection as global markets mature in their approach to public safety infrastructure. Our deployments in Montevideo, Uruguay, and Niterói, Brazil, have served as compelling proof points for broader Latin American expansion. We're building pipeline in these and additional markets in the region, driven by our recently hired in-country sales executive, Bruna Volarino. We view international as a multi-year expansion runway for the core platform, and we're investing deliberately to capture it. Our SafePointe pipeline and go live momentum through Q1 has been particularly encouraging.

Speaker #2: We look forward to sharing more as we gain commercial traction. Internationally, we continue to see growing interest in acoustic gunshot detection as global markets mature in their approach to public safety infrastructure.

Speaker #2: Our deployments in Montevideo, Uruguay, and Niterói, Brazil have served as compelling proof points for broader Latin American expansion. We're building pipeline in these and additional markets in the region driven by our recently hired in-country sales executive, Bruna Ballerino.

Speaker #2: We view international as a multi-year expansion runway for the core platform, and we're investing deliberately to capture it. Our SafePoint pipeline and Go-Live momentum through Q1 has been particularly encouraging.

Speaker #2: Monthly recurring revenue more than doubled from January to March of this year, as Moffett, Morgan State, and other key Go Lives came online. And we're entering Q2 at a meaningful higher run rate.

Ralph Clark: Monthly recurring revenue more than doubled from January to March of this year as Moffitt, Morgan State, and other key go lives came online, and we're entering Q2 at a meaningful higher run rate. In addition, earlier this week, we executed a 3-year, $3.2 million booking representing over $1 million of ARR from a top five major hospital chain for all of their hospitals in just one of the states and where they have operations. In addition, we anticipate closing a 15-lane, 3-year, $1 million-plus booking for $300K-plus of ARR with a clinic in the Northeast. These two transactions are important validation points of our healthcare security focus and a meaningful proof point for the SafePointe addressable market in the hospital vertical. The healthcare opportunity is substantial.

Speaker #2: In addition, earlier this week, we executed a three-year $3.2 million booking representing over $1 million of ARR from a top five major hospital chain for all of their hospitals in just one of the states and where they have operations.

Speaker #2: In addition, we anticipate closing a 15-lane three-year $1 million plus booking for 300K plus of ARR with a clinic in the Northeast. These two transactions are important validation points of our healthcare security focus and a meaningful proof point for the SafePoint addressable market in the hospital vertical.

Speaker #2: The healthcare opportunity is substantial. As we've discussed on prior calls, California's AB2975 will require weapons detection capabilities across more than 400 hospitals by March 2027.

Ralph Clark: As we discussed on prior calls, California's AB 2975 will require weapons detection capabilities across more than 400 hospitals by March 2027. That's just one mandate in one state. The broader healthcare market is moving in the same direction as systems prioritize patient and staff safety. Across the portfolio, what we're seeing is consistent. Customers are choosing platforms over point solutions. Our SafetySmart platform, ShotSpotter, PlateRanger, CrimeTracer, ResourceRouter, CaseBuilder, and SafePointe, now all augmented by Field Agent in our deep DFR integrations, give agencies an integrated approach to public safety that we believe no point solution competitor can match. The trust that drives our world-class customer retention is what allows us to keep deepening that platform and the data foundation we've built over 25 years. That's what makes our AI investments compound rather than commoditize.

Speaker #2: And that's just one mandate in one state. The broader healthcare market is moving in the same direction as systems prioritize patient and staff safety.

Speaker #2: Across the portfolio, what we're seeing is consistent. Customers are choosing platforms over point solutions. Our safety smart platform, Shot Spotter Plate Ranger Crime Tracer Resource Router Case Builder and SafePoint, now all augmented by field agent and our deep DFR integrations give agencies an integrated approach to public safety that we believe no point solution competitor can match.

Speaker #2: The trust that drives our world-class customer retention is what allows us to keep deepening that platform and the data foundation we've built over 25 years.

Speaker #2: And that's what makes our AI investments compound rather than commoditize. Before Alan walks through the financials, I want to add some strategic context on how we think about our capital allocation strategy.

Ralph Clark: Before Alan walks through the financials, I want to add some strategic context on how we think about our capital allocation strategy. At a high level, you would see that SoundThinking today is two very distinct businesses at very different stages of development in our broader transformation into a vertical Physical AI company. Our core public safety platform, ShotSpotter, CrimeTracer, PlateRanger, ResourceRouter, and CaseBuilder, is a modestly growing but profitable business generating strong Adjusted EBITDA and free cash flow beyond what we're showing today on a consolidated basis. SafePointe, on the other hand, is an early-stage but rapidly growing business in which we are deliberately investing in today in order to capture what we believe is a category-defining opportunity in Physical AI security. The blended Adjusted EBITDA profile you see at the consolidated level reflects that deliberate capital allocation choice.

Speaker #2: At a high level, you would see that SoundThinking today is two very distinct businesses at very different stages of development in our broader transformation into a vertical physical AI company.

Speaker #2: Our core public safety platform, Shot Spotter Crime Tracer Plate Ranger Resource Router, and Case Builder is a modestly growing but profitable business generating strong adjusted EBITDA and free cash flow beyond what we're showing today on a consolidated basis.

Speaker #2: SafePoint, on the other hand, is an early-stage but rapidly growing business in which we are deliberately investing today in order to capture what we believe is a category-defining opportunity in physical AI security.

Speaker #2: The blended adjusted EBITDA profile you see at the consolidated level reflects that deliberate capital allocation choice. Alan will provide additional color on the magnitudes and the path and timeline for the SafePoint breakeven.

Ralph Clark: Alan will provide additional color on the magnitudes and the path and timeline for the SafePointe breakeven. Stepping back, revenue tracked at consensus. Q1 Adjusted EBITDA reflects the structural shape of our year. Our customer momentum across retention, SafePointe acceleration, and our investments in innovation, like our Safety Smart Field Agent and growing DFR integration, reinforces our conviction. The underlying strength of our business remains intact, and the differentiated platform we've built, grounded in trust, performance, and 25 years of Physical AI data, we believe positions us well for the rest of 2026 and beyond. I'll now turn the call over to Alan to discuss our financial results for Q1 and our outlook for the full year 2026 in greater detail. We'll be happy to take your questions. Okay, Alan, over to you.

Speaker #2: So stepping back, revenue track to consensus, Q1 adjusted EBITDA reflects the structural shape of our year. Our customer momentum across retention, SafePoint acceleration, and our investments in innovation like our Safety Smart Field Agent and growing DFR integration reinforces our conviction.

Speaker #2: The underlying strength of our business remains intact, and the differentiated platform we've built grounded in trust, performance, and 25 years of physical AI data we believe positions us well for the rest of 2026 and beyond.

Speaker #2: I'll now turn the call over to Alan to discuss our financial results for the first quarter and our outlook for the full year 2026 in greater detail.

Speaker #2: Then we'll be happy to take your questions. Okay, Alan, over to you. Thank you, Ralph. Good afternoon, everyone. Revenues in the first quarter were $24.2 million.

Alan Stewart: Thank you, Ralph. Good afternoon, everyone. Revenues in Q1 were $24.2 million, compared to $28.3 million in Q1 2025. As a reminder, Q1 2025 included approximately one-half a million dollars of revenue related to a Puerto Rico ShotSpotter contract, where it has not yet been renewed, as well as the non-recurring impact of approximately $3.5 million in prior year catch-up revenues related to the 2 three-year renewals of our large contracts with NYPD. Gross profit was $11.3 million, or 47% of revenue, compared to $16.6 million, or 59% of revenue in the prior year period. The decrease in gross margin reflects the continued costs related to servicing existing and new customers without the benefit of the catch-up revenue recognized in the prior year quarter.

Speaker #2: Compared to 28.3 million in the first quarter of 2025. As a reminder, first quarter of 2025 included approximately one-half a million dollars of revenue related to our Puerto Rico Shot Spotter contract, which has not yet been renewed, as well as the non-recurring impact of approximately $3.5 million in prior year catch-up revenues related to the two three-year renewals of our large contracts with NYPD.

Speaker #2: Gross profit was $11.3 million, or 47% of revenue, compared to $16.6 million, or 59% of revenue, in the prior year period. The decrease in gross margin reflects the continued costs related to servicing existing and new customers, without the benefit of the catch-up revenue recognized in the prior year quarter.

Speaker #2: Our adjusted EBITDA was approximately -100,000 dollars compared to a positive 4.5 million dollars in the first quarter of 2025. It's important to highlight that our first quarter adjusted EBITDA was impacted by costs associated with ongoing product development, most notably in SafePoint, which is currently generating over $8 million of annualized losses as we invest ahead of expected revenue.

Alan Stewart: Our Adjusted EBITDA was approximately -$100,000 compared to a +$4.5 million in Q1 2025. It's important to highlight that our Q1 Adjusted EBITDA was impacted by costs associated with ongoing product development, most notably in SafePointe, which is currently generating over $8 million of annualized losses as we invest ahead of expected revenue. Absent these investments, Adjusted EBITDA would have increased year-over-year in Q1, underscoring the continued improvements in our core business. We are deliberately making these investments based on what we're seeing in customer demand, pipeline growth, contract size, and long-term margin opportunity, and we expect this pressure to moderate as these programs mature and begin contributing more meaningfully to profitability.

Speaker #2: Absent these investments, adjusted EBITDA would have increased year over year in the first quarter, underscoring the continued improvements in our core business. We are deliberately making these investments based on what we're seeing in customer demand, pipeline growth, contract size, and long-term margin opportunity, and we expect this pressure to moderate as these programs mature and begin contributing more meaningfully to profitability.

Speaker #2: In fact, given the large SafePoint pipeline and expected growth, we expect that product group to achieve profitability at the end of 2027 or early in 2028.

Alan Stewart: In fact, given the large SafePointe pipeline and expected growth, we expect that product group to achieve profitability at the end of 2027 or early in 2028. As a reminder, Adjusted EBITDA, a non-GAAP financial measure, is calculated by taking our GAAP net income or loss and adjusting out interest income taxes, depreciation, amortization, and impairment, restructuring costs and losses, including related fixed asset disposals, stock-based compensation expenses, and acquisition-related expenses, including adjustments to our contingent consideration obligations. Our operating expenses were $18.1 million compared to $17.8 million in Q1 2025. Operating expenses remained relatively consistent year over year, reflecting higher employee-related compensation costs and restructuring charges, partially offset by reduced sales and marketing spend.

Speaker #2: As a reminder, adjusted EBITDA, a non-gap financial measure, is calculated by taking our gap net income or loss and adjusting out interest income income taxes depreciation amortization and impairment restructuring costs and losses including related fixed asset disposals stock-based compensation expenses and acquisition-related expenses including adjustments to our contingent consideration obligations.

Speaker #2: Our operating expenses were 18.1 million dollars compared to 17.8 million dollars in the first quarter of 2025. Operating expenses remained relatively consistent year over year reflecting higher employee-related compensation costs and restructuring charges partially offset by reduced sales and marketing spend.

Speaker #2: Breaking down our expenses, sales and marketing expense in the first quarter was 6.5 million dollars or approximately 27% of total revenue. Compared to 7.3 million dollars or 26% of total revenue in the prior year period.

Alan Stewart: Breaking down our expenses, sales and marketing expense in Q1 was $6.5 million, or approximately 27% of total revenue, compared to $7.3 million or 26% of total revenue in the prior year period. Our R&D expenses were $4.4 million, or approximately 18% of total revenue, compared to $4.1 million or 14% of total revenue in the prior year period, reflecting continued investment in product innovation, AI-driven capabilities, and platform enhancements. G&A expenses for Q1 were $6.7 million, or approximately 28% of total revenue, compared to $6.5 million or 23% of total revenue in the prior year period. We expect our G&A expenses to grow more slowly than revenue over time as we scale the business.

Speaker #2: Our R&D expenses were $4.4 million, or approximately 18% of total revenue, compared to $4.1 million, or 14% of total revenue, in the prior year period, reflecting continued investment in product innovation, AI-driven capabilities, and platform enhancements.

Speaker #2: DNA expenses for the quarter were $6.7 million, or approximately 28% of total revenue, compared to $6.5 million, or 23% of total revenue, in the prior year period.

Speaker #2: We expect our DNA expenses to grow more slowly than revenue over time as we scale the business. Our GAAP net loss was approximately $7 million, or $0.54 per basic and diluted share for the quarter, based on 12.9 million basic and diluted weighted average shares outstanding.

Alan Stewart: Our GAAP net loss was approximately $7 million, or $0.54 per basic and diluted share for the quarter, based on 12.9 million basic and diluted weighted average shares outstanding. This compares to GAAP net loss of $1.5 million or $0.12 per basic and diluted share based on 12.6 million basic and diluted weighted average shares outstanding in the prior year period. The increased loss was driven primarily by the absence of prior year catch-up revenue, restructuring related charges, and continued investment in our platform. Deferred revenue as of 31 March 2026 was $40.4 million compared to $43.9 million at 31 December 2025, reflecting normal contract receivable variability and revenue recognition during the quarter.

Speaker #2: This compares to gap net loss of 1.5 million dollars or 12 cents per basic and diluted share based on 12.6 million basic and diluted weighted average shares outstanding in the prior year period.

Speaker #2: The increased loss was driven primarily by the absence of prior year catch-up revenue restructuring related charges and continued investment in our platform. Deferred revenue as of March 31, 2026 was $40.4 million compared to $43.9 million at December 31, 2025, reflecting normal contract receivable variability and revenue recognition during the quarter.

Speaker #2: We ended the quarter with 14.2 million dollars in cash and cash equivalents compared to 15.8 million dollars at the end of 2025. Currently, we have approximately 36 million dollars available on our line of credit as we have approximately 4 million dollars in debt outstanding all on our line of credit.

Alan Stewart: We ended the quarter with $14.2 million in cash and cash equivalents compared to $15.8 million at the end of 2025. Currently, we have approximately $36 million available on our line of credit as we have approximately $4 million in debt outstanding, all on our line of credit. Now turning to guidance for the full year 2026. We are reiterating our full-year revenue guidance range of $109 million to $111 million, which represents approximately 5% to 7% year-over-year growth. We are also reiterating our full year 2026 Adjusted EBITDA margin guidance range of 16% to 18%. We expect to achieve this Adjusted EBITDA range through 3 primary things.

Speaker #2: Now turn to guidance for the full year 2026. We are reiterating our full year revenue guidance range of 109 million to 111 million dollars which represents approximately 5 to 7 percent year over year growth.

Speaker #2: We're also reiterating our full year 2026 adjusted EBITDA margin guidance range of 16% to 18%. We expect to achieve this adjusted EBITDA range through three primary things.

Speaker #2: First, Q1 has historically been our most expensive OPEX quarter of the year, so we expect it to be down. In addition, our recent cost reductions should add an additional $2.5 million for the remainder of the year, and lastly, we believe that over 90% of new revenue growth beyond our Q1 revenue run rate will flow directly towards adjusted EBITDA.

Alan Stewart: First, Q1 is historically our most expensive OpEx quarter of the year, so we expect our quarterly OpEx costs to go down. In addition, our recent cost reductions should add an additional $2.5 million for the remainder of the year. Lastly, we believe that over 90% of new revenue growth beyond our Q1 revenue run rate will flow directly towards Adjusted EBITDA. Our guidance reflects the structural shape of the year that Ralph discussed earlier. As a reminder, revenue and profitability are back-end loaded as deployments, renewals, and expansions build throughout the year. Our outlook reflects the investments we are making in SafePointe, AI-driven capabilities, platform innovation, as well as the benefit of approximately $4 million in annualized cost savings from our workforce and business optimization actions that became effective at the start of Q2.

Speaker #2: Our guidance reflects the structural shape of the year that Ralph discussed earlier. As a reminder, revenue and profitability are back-end loaded as deployments, renewals, and expansions build throughout the year.

Speaker #2: Our outlook reflects the investments we are making in SafePoint AI-driven capabilities platform innovation as well as the benefit of approximately 4 million dollars in annualized cost savings from our workforce and business optimization actions that became effective at the start of the second quarter.

Speaker #2: As we move through the balance of 2026 we expect improved revenue scale and operating leverage to drive a materially stronger profitability profile in the second half of the year we are confident in our ability to execute against our full year framework and remain focused on disciplined cost management while continuing to invest in long-term growth opportunities.

Alan Stewart: As we move through the balance of 2026, we expect improved revenue scale and operating leverage to drive a materially stronger profitability profile in the H2 of the year. We are confident in our ability to execute against our full-year framework and remain focused on disciplined cost management while continuing to invest in long-term growth opportunities. Overall, we're pleased with the progress we've made on each of our strategic initiatives and operational performance of the business. With that, we're now happy to open the call for questions. Operator, will you please open the line for Q&A?

Speaker #2: Overall, we're pleased with the progress we've made on each of our strategic initiatives and the operational performance of the business. With that, we're now happy to open the call for questions.

Speaker #2: Operator, will you please open the line for Q&A?

Speaker #1: Thank you. We will now conduct a question-and-answer session. If you would like to ask a question, please press star one on your telephone keypad.

Operator 3: Thank you. We will now conduct a question and answer session. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star two to remove yourself from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. Once again, that's star one to ask a question at this time. One moment while we poll for the first question. The first question comes from Richard Baldry with Roth Capital. Please proceed.

Operator: Thank you. We will now conduct a question and answer session. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star two to remove yourself from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. Once again, that's star one to ask a question at this time. One moment while we poll for the first question. The first question comes from Richard Baldry with Roth Capital. Please proceed.

Speaker #1: A confirmation tone will indicate your line is in the question queue. You may press star two to remove yourself from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys.

Speaker #1: Once again, that's star one to ask a question at this time. One moment while we pull for the first question. The first question comes from Richard Baldry with Ralph Capital.

Speaker #1: Please proceed.

Speaker #3: Thanks. Can you talk about the visibility you have in the growth for the balance of the year sort of how much is signed but needs to be deployed versus you know what's go get that you'd have to sign and and be able to deploy entry year?

Richard Baldry: Thanks. Could you talk about the visibility you have into growth for the balance of the year, sort of how much is signed but needs to be deployed versus, you know, what go get that you'd have to sign and be able to deploy intra-year?

Speaker #4: Do you want to take that on, or do you want me to address it?

Ralph Clark: You wanna take that, Alan? Do you want me to address it?

Alan Stewart: Sure. No, I can go ahead and start. I think at this point, although Q1 was a little slow in certain areas like our ShotSpotter sales, I would say that we are ahead of schedule in several of our other ones, and certainly will be by the end of this H1. You heard Ralph mention about the two new SafePointe contracts that got signed literally this week. One which was, you know, $3.2 million and another one which is over $1 million, adding about $1.4 million per year. If you recall from our last call, we said we were gonna add about $4 million in ARR for SafePointe alone.

Speaker #3: sure. Well, I can go ahead and start. I think at this point, although, Q Q1 was a little slow in certain areas like our our shot spotter, sales, I would say that we are ahead of schedule in several other ones and certainly will be by the, end of this first half of the year.

Speaker #3: You heard Ralph mention about the two new SafePoint contracts that got signed literally this week—one which was, you know, $3.32 million and another one which is over a million dollars, adding about $1.4 million per year.

Speaker #3: if you recall from our last, call, we said we were going to add about 4 million dollars in ARR for SafePoint alone. when we're getting large contracts like that that add 70 new lanes, and literally both of those just signed, this week, it's showing a lot of positive activity there.

Alan Stewart: When we're getting large contracts like that that add 70 new lanes, and literally both of those just signed this week, it's showing a lot of positive activity there. Ralph also mentioned the other things that we're adding, like the 50 you know, PlateRanger cameras that we've got, as well as the other solutions that we're feeling quite positive about. Internationally, although things are a little slower right now for the H1 of the year, we are still expecting the top line revenue to be able to be hit, based on what we're seeing in the pipelines right now. Ralph, you may have additional comments as well.

Speaker #3: Ralph also mentioned the other things that we're adding like the 50 cut, you know, plate ranger cameras that we've got, as well as the other solutions that that, we're feeling quite positive about.

Speaker #3: Internationally, although things are a little slower right now for the first half of the year, we still are still expecting the top, top-line revenue to be able to be hit, based on what we're seeing in the pipelines right now.

Speaker #3: Ralph, you may have additional comments as well.

Speaker #4: Yeah, I think I would just add and I agree with everything that Alan said. I think as we commented earlier, we feel really good about hitting, 50 million dollars or so for the first half we've acknowledged that our our structure of our year is going to be more back-end loaded so the way to think about at least the revenue coming on board is about 50 million dollars in the first half and then 60 million dollars in the second half of the year.

Ralph Clark: Yeah. I think I would just add, I agree with everything that Alan said. I think as we had commented earlier, we feel really good about hitting $50 million or so for H1. We've acknowledged that our structure of our year is gonna be more back-end loaded. The way to think about at least the revenue coming on board is $50 million in H1 and then $60 million in H2 of the year. A big portion of that growth in H2, as we've talked about previously, are two very large deals that are multimillion-dollar deals. One with a large statewide or semi-statewide CrimeTracer deal of about two and a half million dollars.

Speaker #4: And a big portion of that growth in the second half, as we've talked about previously, are two very large deals that are multi-million-dollar deals.

Speaker #4: one with a, large statewide, or semi-state wide, crime tracer deal of about two and a half million dollars and then we're expecting the the recapture, of Puerto Rico which can add another 2.7 million dollars of ARR and of course how they convert to revenue is pretty much, time sensitive.

Ralph Clark: Then we're expecting the recapture-Of Puerto Rico, which can add another $2.7 million of ARR. Of course, how they convert to revenue is pretty much time sensitive. We're looking to get those closed early in H2 in order for it to contribute to the revenue escalation we expect for 2026.

Speaker #4: So, we’re looking to get those closed early in the second half of the year in order for it to contribute to the revenue escalation we expect for 2026.

Speaker #3: And if you look at the two hospital deals, you know, one's a $3 million deal, one's a $1 million, let's call it. So it's a pretty big gap between those two.

Richard Baldry: If you look at the two hospital deals, you know, one's a $3 million deal, one's $1 million, let's call it. There's a pretty big gap between those two. How typical are either end of that, or is that both ends of what an average deal should look like? How do we think about that versus the 400 hospital opportunity in California?

Speaker #3: How typical are either end of that, or is that both ends of what an average deal should look like? How do we think about that versus the 400-hospital opportunity in California?

Speaker #4: Yeah, so, yeah, that's a good call out, Rich. So I would say we're so early in the process, I don't know that I'm ready to define what the cadence of deals looks like.

Ralph Clark: Yeah. Yeah, that's a, that's a good call out, Rich. I would say we're so early in the process, I don't know that I'm ready to define what the cadence of deals look like. What I can say is the pipeline is growing very, very quickly. We're hyper-focused on casinos and healthcare. We're building momentum in healthcare as we get more customers that are positive references for us. There's one state, excuse me, the one larger deal, the $3 million plus deal that we talked about, is basically consolidating SafePointe across all the hospitals they have in one particular state. This particular hospital chain has presence in multiple states, that's just a big opportunity in and of itself. That, again, that's all prior to AB 2975.

Speaker #4: what I can say is the pipeline is growing very, very, quickly. we're hyper-focused on, casinos in healthcare. we're building momentum in healthcare as we get, more, customers that are positive references for us.

Speaker #4: Because one state—or, excuse me, the one larger deal, the $3 million-plus deal that we talked about—is basically consolidating SafePoint across all the hospitals they have in one particular state.

Speaker #4: This particular hospital chain has, presence in multiple states. So, that's just a big opportunity in and of itself. and that again, that's all prior to 29 of 75.

Speaker #4: So I think our expectation is we're we're going to see a mix of, deals, from, you know, you know, 10 lanes to, you know, you know, 50, 50 lane type of opportunities as we saw in this large case and then we're going to see, expansion start to play in this thing too as people standardize on our solutions after they have, deployed them in just a percent of their, of their hospitals.

Ralph Clark: I think our expectation is we're gonna see a mix of deals from, you know, 10 lanes to, you know, 50 lane type of opportunities as we saw in this large case. Then we're gonna see expansion start to play in this thing too, as people standardize on our solutions after they have deployed it in just a percent of their hospital. We're really encouraged about SafePointe in the hospital and casino vertical.

Speaker #4: So we're we're really encouraged about SafePoint in the hospital and casino vertical.

Speaker #3: When, last—for maybe when you look at the $8 million sort of drag from SafePoint right now, how much of that is, you know, in the sales and marketing, really to going demand-driving side of the table versus, you know, ongoing product development or back office?

Richard Baldry: Last for me, B. When you look at the $8 million sort of drag from SafePointe right now, how much of that is, you know, in the sales and marketing really sort of going demand driving side of the table versus, you know, ongoing product development or back office?

Speaker #4: Yeah, that's a great question. And if you think about it, the $8 million, by the way, is is what we expect to have the negative adjusted EBITDA for '26.

Ralph Clark: Yeah, that's a great question. If you think about it, the $8 million, by the way, is what we expect to have the -Adjusted EBITDA for 2026, and 2025 was actually over $9 million, so we're already improving. I would say if you wanna break it out between the different categories, out of that total loss, our revenue is gonna go from somewhere around $3.6 million last year to, you know, north of $6.5 million this year. We do believe that the cost of goods sold, which does have a lot of personnel costs in it, is gonna go from about $8 million last year to maybe about $9 million. We don't need to add a lot more there, as we're adding over $3 million in revenue.

Speaker #4: In '25, it was actually over $9 million. So we're already improving. But I would say if you want to break it out between the different categories, out of that total loss, our revenue is going to go from somewhere around $3.6 million last year to, you know, north of $6.5 million this year.

Speaker #4: We do believe that the cost of goods sold, which does have a lot of personnel cost in it, is going to go from about $8 million last year to maybe about $9 million.

Speaker #4: We don't need to add a lot more there, as we're adding over $3 million in revenue. And the actual OPEX goes from about $7 million to close to $9 million.

Ralph Clark: The actual OpEx goes from about $7 million to close to $9 million. As revenue goes up by three and the other stuff only goes up by two, that $9 million loss goes down to $8 million loss. It really is a mix of different ones. Specifically, your question about sales and marketing. We really only had one person in the sales and marketing group last year for SafePointe. We now have four, and we think we're fully staffed to be able to hit those numbers. As the pipeline continues to build and we see large contracts like this, it's proving itself that what we're expecting can happen is actually happening.

Speaker #4: So as revenue goes up by 3 and the other stuff only goes up by 2, that $9 million loss goes down to $8 million loss.

Speaker #4: So it really is a mix of different ones specifically your question about sales and marketing. We really only had one person in the sales and marketing group, last year for for SafePoint.

Speaker #4: We now have 4. and we think we're fully, staffed to be able to hit those numbers and and as the pipeline continues to build and we see large contracts like this, it is it's proving itself, that what we're expecting can happen is actually happening.

Speaker #3: Got it. Thanks.

Richard Baldry: Got it. Thanks.

Operator 3: The next question comes from Trevor Walsh with Citizens. Please proceed.

Operator: The next question comes from Trevor Walsh with Citizens. Please proceed.

Speaker #1: Walsh with Citizens. Please proceed.

Speaker #3: Great. Thanks, guys, for taking the questions. Ralph, maybe I'll start with you on more, platform product level, questions. For the DFR commentary and the integrations you got with, I think the the 16 cities on that front, I see how that can definitely be making shot spotters sticky, there.

Trevor Walsh: Great. Thanks, gents, for taking the questions. Ralph, maybe I'll start with you on more platform product level questions. For the DFR commentary and the integrations you got with, I think, the 16 cities on that front, I see how that can definitely be making ShotSpotter sticky there. Can you walk us through or talk about how that's maybe creating actual, like, kind of additional, like, not just keeping of revenue, but getting more revenue as those integrations in that particular use case comes about?

Speaker #3: Can you can you walk us through or talk about how that's maybe creating actual, like, kind of additional, like not just keeping of revenue but getting more revenue as those integrations and that particular use case comes about?

Speaker #4: Yeah, that's a fair call out. I I think I I'm not being an incredibly, greedy person. I I think the right way to think about our, drone, or DFR integrations is to think more about, adding value to customers and, being more embedded in their operational fabric about how they respond to the shot spotter alert.

Ralph Clark: Yeah, that's a fair call-out. I think I'm not being an incredibly greedy person. I think the right way to think about our drone or DFR integrations is to think more about adding value to customers and being more embedded in their operational fabric about how they respond to the ShotSpotter alert. The net result or net benefit to us, beyond adding value to our customers and integrating with their operational fabric, is really around retention and stickiness. I think that has to be the focus for us for right now. We're not looking to add on additional revenues or whatever. I think our focus is much more on how to add value around ShotSpotter to our customers in terms of how they respond to ShotSpotter alerts.

Speaker #4: So the net results or net benefit to us, beyond adding value to our customers and integrating with their operational fabric is really around retention and stickiness.

Speaker #4: And I think that that has to be the focus, for us, for right now. We're we're not looking to, add on additional revenues or whatever.

Speaker #4: I think our our focus is much more on how to add value around shot spotter to our customers in terms of how they respond to shot spotter alerts.

Speaker #4: So frankly, we'll we'll probably be investing more. So like right now, I would describe our DFR integrations as kind of, you know, level one DFR integrations where we're basically sending a, a digital alert that can be consumed by DFR, sending them to a, a lat long, opportunity.

Ralph Clark: Frankly, we'll probably be investing more. Right now, I would describe our DFR integrations as level 1 DFR integrations, where we're basically sending a digital alert that can be consumed by DFR, sending them to a lat/long opportunity. What would be really interesting is to make those integrations bi-directional. We would love to, in terms of phase II, be thinking about how we can get, once the eyes are on target, that visual back incorporated into a ShotSpotter alert and have it all be combined into one data package, which then frankly could go to our CrimeTracer solution. Combined with LPR, then goes to CaseBuilder for case management stuff.

Speaker #4: what would be really interesting is to make those integrations bidirectional. So we would love to, you know, in terms of phase two, be thinking about how we can get once the eyes are on target, getting that, you know, that visual back incorporated into a, a shot spotter alert and have it all be combined into, one, data data package, which then frankly could go to our crime tracer solution, right?

Speaker #4: And then combined with LPR, then then goes to case builder, or, you know, case management stuff. I mean, you you see some really existing opportunities.

Ralph Clark: I mean, you see some really existing opportunities. I think our focus is really about how to be more valuable to customers, and we'll get the proper benefit that we need to get in terms of retention. That's where the focus is, not in terms of revenue enhancement. Did that answer your question?

Speaker #4: So I think our focus is really about how to be more valuable to customers. And we'll get the proper benefit that we need to get in terms of retention.

Speaker #4: That's that's where the focus is, not in terms of revenue enhancement. Did that answer your question?

Speaker #3: Yeah, absolutely. that's great color. I appreciate it. maybe switching over to the the field agent, piece and kind of AI empowerment within the platform.

Trevor Walsh: Absolutely. That's great color. I appreciate it. Maybe switching over to the Field Agent piece and kind of AI empowerment within the platform. Is that just being offered for free as a core service, or do customers have to own a certain set of products to kind of turn that on? How is that from just a kind of a deployment/ kind of SKU-able item looking like?

Speaker #3: Are is that just being offered for free as a core service, or do customers have to own a a certain set of products to to kind of turn that on?

Speaker #3: How is that from just a kind of a deployment slash kind of scalable item looking like?

Speaker #4: Yeah, thanks. Thanks for that question as well. So again, I think phase one very similar to my response to the DFR integrations. we're looking just to roll that out to add value and stickiness.

Ralph Clark: Yeah. Thanks for that question as well. Again, I think phase 1, very similar to my response to the DFR integrations. We're looking just to roll that out to add value and stickiness. I think the more individuals that we can get interacting with the data, the more valuable it becomes, frankly, we can have these briefing packages prepared for city councils. Again, it's really around adding value to customers and improving stickiness. I think going forward, we're gonna continue to invest in this area, and I think the Field Agent can be something that goes across the platform, you know, not just for ShotSpotter, but for kind of LPR, with PlateRanger, also CrimeTracer, CaseBuilder, et cetera. There's a lot of really interesting possibilities there.

Speaker #4: I think the more individuals that we can get interacting with the data, the more valuable it becomes. frankly, we can have these briefing packages prepared for city councils again.

Speaker #4: It's really around, adding value to customers and improving, stickiness. I think going forward, we're going to continue to invest in this area. and I think the the field agent can be something that goes across the platform, you know, not just for shot spotter, but for kind of LPR, with plate ranger, also crime tracer, case builder, etc.

Speaker #4: There's a lot of really interesting, possibilities there. This is about a data game, for us and capturing the data, and building the the physical AI mode, that comes along with the data.

Ralph Clark: This is about a data game for us and capturing the data and building the Physical AI moat that comes along with the data.

Speaker #3: Got it. Perfect. Thanks. Thanks for that as well. Maybe just one more, one last one from me for you, Alan. Can you just help me understand, or I guess maybe first talk a little bit about the workforce optimization?

Trevor Walsh: Got it. Perfect. Thanks for that as well. Maybe just one more, one last one for me, for you, Alan. Can you just help me understand, or I guess maybe first talk a little bit about the workforce optimization? Was that kind of broad-based across business functions, as that took effect? I think you had called out in your remarks that there's $4 million in annual savings specific to that workforce optimization. When you were kind of rolling through your points around Adjusted EBITDA, there was cost reductions of $2.5 million in savings for the year, for the I guess for the balance of the year. I don't know if that's the same as the workforce optimization or related, but separate.

Speaker #3: Was that kind of broad-based across business functions as that took effect? And then I think you had called out in your remarks that there's $4 million in annual savings specific to that workforce optimization, but then when you were kind of rolling through your points around adjusted EBITDA, there were cost reductions of $2.5 million in savings for the year.

Speaker #3: So for the I guess for the balance of the year. I don't know if that's the same as the workforce optimization or related but separate.

Speaker #3: So if you could maybe, just again, give us a sense of what the what the workforce like to kind of qualitative piece was and then the the bridge in terms of how that's kind of going to affect EBITDA for the year, that'd be terrific if that makes sense.

Trevor Walsh: If you could maybe, just again, give us a sense of what the, what the workforce, like, the kind of qualitative piece was and then the bridge in terms of how that's kind of gonna affect EBITDA for the year, that'd be terrific, if that makes sense.

Speaker #4: Yep, absolutely. And great question, thank you for asking that. So, we did—there were about 20 people that were part of our reduction.

Alan Stewart: Yes. Absolutely. Great question. Thank you for asking that. We did, there was about 20 people that were part of our reduction. It wasn't just people. We had some other reductions we had in terms of things, some meetings that we were no longer gonna have, like the all-hands meeting. We definitely decided we didn't need that. We had some marketing changes. In terms of the total $4 million, that is over a year. It basically took effect 1 April. The Q1 of that, you would expect to be somewhere between $500,000, maybe as high as $700,000.

Speaker #4: But it wasn't just people. We had some other reductions we had in terms of things, some meetings that we were no longer going to have, like the all-hands meeting.

Speaker #4: We definitely decided we didn't need that. We had some marketing changes. so in terms of the total $4 million that is over a year.

Speaker #4: So it basically took effect, April 1st. so the first quarter of that, you would expect to be somewhere between $500,000 and maybe as high as $700,000.

Speaker #4: So that two and a half million dollars that I mentioned in my script, is probably 500 to 700 thousand dollars in the first, or the second quarter of the year.

Alan Stewart: That two and a half million dollars that I mentioned in my script is probably $500,000 to $700,000 in Q1 or Q2 of the year, and then approximately $1 million in Q3 and approximately $1 million in Q4. That's how you get to the two and a half million. Might even be a little higher than that. The savings will continue, though, because it's 12 months of savings where we get the $4 million dollar savings. We will continue to have that. All of that's gonna help us in terms of reducing our overall total cost and increasing our Adjusted EBITDA.

Speaker #4: And then approximately a million in Q3 and approximately a million in Q4. That's how you get to the two and a half million. It might even be a little higher than that.

Speaker #4: The savings will continue, though, because it's 12 months of savings, where we get to $4 million in savings. So, we will continue to have that. All of that's going to help us in terms of reducing our overall total cost and increasing our adjusted EBITDA.

Alan Stewart: In order to get to the, you know, the guidance that we talked about in terms of, you know, 17%, we're only counting $2.5 million of that towards the increase to be able to get to that, the guidance.

Speaker #4: but in order to get to the, you know, the guidance that we talked about in terms of, you know, 17%, we're only counting two and a half million of that towards the, the increase to be able to get to that, the guidance.

Speaker #3: Got it, makes sense. Thanks for the clarification, and I appreciate the question, gents. I'll hop back in the queue.

Trevor Walsh: Got it. Makes sense. Thanks for the clarification and appreciate the question, gents. I'll hop back in the queue.

Speaker #2: The next question comes from Michael Lattimore with Northland Capital. Please proceed.

Operator 3: The next question comes from Michael Latimore with Northland Capital. Please proceed.

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

Speaker #5: All right, thanks so much. Yeah, just a couple of questions on, I guess, SafePoint to start. You know, nice wins there, it sounds like.

Michael Latimore: All right. Thanks so much. Yeah, just a couple of questions on, I guess, SafePointe to start. You know, nice wins there, it sounds like. Can you just talk about, you know, why you won those deals? Within the hospitals, are they being used kind of, you know, at the front door, in the emergency room, or like, how extensively are they being used?

Speaker #5: can you just talk about, you know, why you win why you won those deals? And then, within the hospitals, are they being used kind of, you know, at the front door in the emergency room or, like, how extensively are they being used?

Speaker #4: So, this is Ralph. I'll start, and Alan, jump in and add in and complement, but I think the wins are— for hospitals, the focus that a hospital has is how to provide some level of security without having a checkpoint and frustrating the free, I would say, kind of ingress, egress of individuals coming in and out of the hospital.

Ralph Clark: This is Ralph. I'll start, Alan, jump in and add and complement. I think the wins are for hospitals, the focus that a hospital has is how to provide some level of security without having a checkpoint and frustrating the free, I would say, kind of ingress, egress of individuals coming in and out of the hospital. We hear a lot when we talk to hospitals about the patient experience and the visitor experience being very important. They want a dignified experience, having people to be almost effectively criminalized by going through a checkpoint, yielding, you know, having to disgorge themselves of, you know, keys, laptops and the like, is just a negative.

Speaker #4: we hear a lot when we talk to hospitals about, the patient experience and the visitor experience being very important. They want to dignified experience.

Speaker #4: And having people to be almost effectively criminalized by going through a checkpoint yielding, you know, having a discord themselves of, you know, keys, laptops, and the like is just a negative.

Speaker #4: And frankly, it creates a, a security risk profile in terms of a soft target as people kind of aggregate, around, going one by one, through a checkpoint.

Ralph Clark: Frankly, it creates a security risk profile in terms of a soft target as people kind of aggregate around going one by one through a checkpoint. We address that very nicely with our very unique bollard setup where we're not having an active sensor solution. It's passive sensors. It's very discreet, not very noticeable, very wide lanes, so people can go in and out. We're specifying a very low false positive rate. So think in terms of kind of low single-digit false positive rate, 'cause you are gonna have false positives in these kind of situations, which is considerably lower false positive rate than some of our competitors have, and still having a very effective true positive rate in terms of capturing a number of weapons that are coming through.

Speaker #4: We address that very nicely with our very unique bollard setup, where we're not having an active sensor solution—it's passive sensors. It's very discreet, not very noticeable, and very wide lanes.

Speaker #4: So people can go in and out and, we're we're specifying a, very low false positive rate. So think in terms of kind of low single digit false positive rate because you are going to have false positives in these kind of situations, which is considerably, lower false positive rate than some of our, competitors have.

Speaker #4: And still having a very effective, true positive rate in terms of capturing a number of weapons that are coming through. So the balance is there.

Ralph Clark: The balance is there, and it's prioritized for us at least in a hospital environment. Where we would not play very well, frankly, and we're rooting other folks on in this environment, if you go to an arena or go to a stadium, I think people are kind of conditioned to have more of a TSA experience. Our uniqueness doesn't play as effectively there. We're ceding those kind of opportunities to folks that have checkpoints. We wanna really own the hospital vertical and casino vertical that has the same type of requirements. Casinos don't wanna slow people down from getting in the casino and having a good time and perhaps losing a little bit of money.

Speaker #4: And it's prioritized for a, for house for us, at least in a hospital environment, where we would not play very well, frankly, and we're rooting, other folks on this environment.

Speaker #4: If you go to an arena or go to a stadium, I think people are kind of conditioned to have more of a TSA experience, and so our uniqueness doesn't play as effectively there.

Speaker #4: And so we're we're seeding those kind of opportunities to folks that have checkpoints. But we want to really own the, hospital vertical and casino vertical that has the same type of requirements.

Speaker #4: Casinos don't want to slow people down from getting the casino. And having a good time and perhaps losing a little bit of money. So that's that's where we're going to focus.

Ralph Clark: That's where we're gonna focus, and we think we have a comparative advantage in those particular environments. I think with respect to the lanes that people are deploying in hospitals, it's across the board. You know, it's visitor lanes, emergency lanes. Some employee entrances are also being covered by our solution.

Speaker #4: And we think we have a, comparative, advantage in those particular environments. And I think with respect to the lanes that, people are deploying, in hospitals, it's across the board.

Speaker #4: You know, it's visitor lanes, emergency lanes, some employee entrances are also being covered by our solution.

Speaker #5: Okay. And, is the, you mentioned casinos and healthcare as key verticals. I guess, you know, is is healthcare the prominent one? And are you seeing a pickup in California given this legislation?

Michael Latimore: Okay. You mentioned casinos and healthcare as key verticals. I guess, you know, is healthcare the prominent one, and are you seeing a pickup in California given this legislation?

Speaker #4: Yeah, this is Alan. I'll go ahead and say, well, we do have hospitals in California. we haven't really seen them, specifically tied to the Assembly Bill 2975, which we've talked about for the last couple of quarters, which is requiring about 400 hospitals in California to have a weapons detection solution.

Alan Stewart: Yeah, this is Alan.

Michael Latimore: Yes.

Alan Stewart: I'll go ahead and say, well, we do have hospitals in California. We haven't really seen them specifically tied to the Assembly Bill 2975, which we've talked about for the last couple quarters, which is requiring about 400 hospitals in California to have a weapons detection solution. We believe that some of the hospitals that we're doing right now are just getting ahead of that. In terms of actual casinos, we're seeing casino expansions as well. We've got casinos now expanding in Illinois, in Alabama. Those have been in the last couple quarters. Elsewhere as well, I mean, even as you heard Ralph talk about Morgan State, which is a university, so it isn't necessarily a focus area for us.

Speaker #4: We believe that some of the hospitals were doing right now are just getting ahead of that. in terms of actual casinos, we're seeing, casino expansions as well.

Speaker #4: We've got casinos now expanding in, Illinois, in Alabama, those have been in the last couple of quarters. elsewhere as well, I mean, even as you heard, Ralph talk about, a Morgan State, which is a university.

Speaker #4: So it isn't necessarily a focus area for us, but, they basically came to us and they also deployed shot spotter as well. So, we are seeing about half of our customers are in the hospitals, maybe a little norther, north of 50%, and then about half are in the, casinos.

Alan Stewart: They basically came to us, and they also deployed ShotSpotter as well. We are seeing about half of our customers are in the hospitals, maybe a little north of 50%, and then about half are in the casinos, with a small percentage, the delta would be for other things.

Speaker #4: With a small percentage, the delta would be for other things.

Speaker #5: Mm-hmm. Okay. Thanks. And then, in terms of the ARR growth for the year, it sounds like you're expecting roughly 3 million to come from SafePoint.

Michael Latimore: Okay, thanks. In terms of the ARR growth for the year, it sounds like you're expecting roughly $3 million to come from SafePointe. Can you provide any detail on kind of the major other categories that would drive that $15 million?

Speaker #5: Can you provide any detail on the major other categories that would drive that $15 million?

Speaker #4: Yeah, this is Alan. We're expecting actually about 4 million in, SafePoint. And we we believe we'll be over, 2 million by the end of the first half of the year, or certainly close to that.

Alan Stewart: Yeah, this is Alan. We're expecting actually about $4 million in SafePointe, and we believe we'll be over $2 million by the end of H1 or certainly close to that.

Speaker #4: So well well on our way with the SafePoint. we did say that we were going to have about 7.3 million in ARR for shot spotter.

Alan Stewart: Well on our way with the SafePointe. We did say that we're gonna have about $7.3 million in ARR for ShotSpotter, of which $2.7 million of that is getting Puerto Rico back online. Out of that $7.3, $2.7's Puerto Rico, that leaves about $5.6 million left. That would include both domestic lanes and international lanes. If you think internationals may be, you know, $1 million of that, which would be really just two new products, projects for us, which we believe we can get, that leaves the domestic down to about, you know, $4.6 million. You have to have somewhere around 60 to 70 new lanes domestically.

Speaker #4: of which 2.7 million of that is getting Puerto Rico back online. So out of that 7.3, 2.7 is Puerto Rico. That leaves about 5.6 million left.

Speaker #4: that would include both domestic lanes and international lanes. So if you think internationals, maybe, you know, a million of that, which would be really just two new products, projects for us, which we believe we can get.

Speaker #4: That leaves the domestic down to about, you know, 4.6 million. So, you have to have somewhere around 60 to 70, new lanes, in domestically.

Speaker #4: That's less than we've done in past years. And we believe that, and certainly hope that we can get there from that. the other products that we have are relatively smaller in terms of the ARR.

Alan Stewart: That's less than we've done in past years, and we believe that, and certainly hope that we can get there from that. The other products that we have are relatively smaller in terms of the ARR. We do expect that the PlateRanger is gonna be somewhere around 1.5 million in terms of new ARR, which will give us approximately $800,000 to $900,000 in actual GAAP revenue versus zero from last year. That's nice growth.

Speaker #4: We do expect that the plate rangers are going to be somewhere around, 1, maybe around 1.5 million in terms of new ARR. Which will give us a approximately 800 to 900 thousand dollars in actual gap revenue, versus zero from last year.

Speaker #4: So that's nice growth. And then the balance of the rest, relatively small.

Alan Stewart: The balance for the rest are relatively small.

Speaker #5: Yeah. Yeah. Awesome.

Michael Latimore: Yeah. Yeah. All right. Awesome. Thanks a lot.

Speaker #4: Except for crime chasing. I shouldn't say crime chaser. adds about 3.2 million dollars of that. So, that's that's the Delta. Two and a half million of that is the large new state that Ralph mentioned.

Alan Stewart: Except for CrimeTracer. I should say CrimeTracer.

Michael Latimore: Okay.

Alan Stewart: adds about $3.2 million of that. That's the delta. Two and a half million of that is the large new state that Ralph mentioned. Out of the 3.2, two and a half comes there. That only adds another $600K in other CrimeTracer-

Speaker #4: So out of the 3.2, two and a half comes there that only adds another 600K in the other crime chaser, new new customers.

Alan Stewart: new customers.

Speaker #5: Yeah. Okay. That's fine. Thanks.

Michael Latimore: Yeah. Okay. That's fine. Thanks.

Speaker #6: Once again, ladies and gentlemen, to ask a question, please press star one on your telephone keypad. The next question comes from Eric Martinuzzi with Lake Street.

Operator 3: The next question comes from Eric Martinuzzi with Lake Street. Please proceed.

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

Speaker #6: Please proceed.

Speaker #7: I wanted to follow up on the the two significant contract delays that Puerto Rico and the the state crime chaser. just the fact that they are such needle movers for you all in the second half of the year.

Eric Martinuzzi: I wanted to follow up on the two significant contract delays, Puerto Rico and the state CrimeTracer. Just the fact that they are such needle movers for you all in H2, curious to know you know, where are they in the kind of renew approval process? Is this, you know, the ball's in their court, and we're waiting for them to get back to us, or is there a timeline, and they're hitting their timelines as far as internal approvals, and that's why we've got them teed up for H2?

Speaker #7: Curious to know, you know, where are they in the kind of renew approval process? Is this, you know, the ball's in their court and we're waiting for them to get back to us?

Speaker #7: Or is there a a a timeline and they're hitting their timelines as far as internal approvals and that's why we've got them teed up for the second half?

Speaker #4: Yeah. So this is Ralph. I'll—I'll start. And, Alan, jump in as appropriate. With respect to the Crime Chaser deal, I would say we're literally exchanging paper.

Ralph Clark: Yeah. This is Ralph. I'll start, and then Alan, as appropriate. With respect to the CrimeTracer deal, I would say, we're literally exchanging paper with the entities. That's really quite encouraging. In fact, I was really hoping we were gonna be able to be more specific actually on this call. I think our large CrimeTracer deal is probably no more than 30 to 45 days away from getting paper is my hope. We were actually, as a team, down in a particular state meeting with the governor's office around this. We got the contracting vehicle. I think we pretty much agreed on all the language. As I said, we're, you know, literally swapping paper back and forth.

Speaker #4: with the entities, and so that's really quite encouraging. In fact, I I was really hoping we were going to be able to be more specific actually on this call.

Speaker #4: So, I think our large crime chaser deal is, probably, no more than 30 to 45 days away from, getting, paper is is my hope.

Speaker #4: We were, actually as a team, down, in a particular state meeting with the governor's office around this. We got the contracting vehicle. I think we pretty much agreed, on, all the language.

Speaker #4: And as I said, we're, you know, literally swapping paper back and forth. Puerto Rico is still positively engaged. I would say that that is as far along as Crime Chaser, although there's still very positive engagement down there.

Ralph Clark: Puerto Rico is still positively engaged. I would say that is as far along as CrimeTracer, although they're still very positive engagement down there. There have been some moves, I would say, organizationally and politically, that are net positive for us, but that one is still, there's still some work that needs to be done with respect to Puerto Rico.

Speaker #4: there have been some moves, I would say, organizationally and politically, that are net positive, for us. But, that one is still there's still some work to need that needs to be done, with respect to, Puerto Rico.

Speaker #5: Okay. And then the other thing that you guys have, you know, over the past couple of year, actually, I guess since the, the Chicago non-renewal, you had put in place, procedures to get ahead of renewals, you know, whether it's proactively reaching out, even at the the council member, councilman level, to demonstrate the efficacy and the, the power of the the shot spotter system.

Eric Martinuzzi: Okay. The other thing that you guys have, you know, over the past couple of year-- actually, I guess since the Chicago non-renewal, you had put in place procedures to get ahead of renewals, you know, whether it's proactively reaching out, even at the council member, councilman level, to demonstrate the efficacy and the power of the ShotSpotter system. Any changes in how you're approaching that process, and any significant renewals that we should be aware of here in the next six months?

Speaker #5: Any changes in how you're approaching that process, and any significant renewals that we should be aware of here in the next six months?

Speaker #4: Yeah. So this is Ralph again. Go ahead, Ralph.

Ralph Clark: This is Ralph again.

Alan Stewart: Yeah. This is Alan. I'll start and Go ahead, Ralph.

Speaker #7: No, go ahead. Go ahead, Alan. Sorry.

Ralph Clark: No, go ahead, Alan. Sorry.

Speaker #4: No, I I was going to say that we we are being very proactive about this. the guidance that we have given for the year has higher attrition than we have in the past, primarily related to budgets.

Alan Stewart: No, I was gonna say that we are being very proactive about this. The guidance that we have given for the year has higher attrition than we have in the past, primarily related to budgets and no longer having ARPA funds that cities or states are even allowed to use. We do expect attrition to be a little higher, which is causing us to spend more time and maybe going to our customers a little earlier than we would've even in the past. It is something that we are doing very aggressively. I wouldn't say the process has changed too much other than we are trying to get some potential funding sources for them in some cases that we haven't necessarily done aggressively in the past if the customer tells us in advance that they're having challenges.

Speaker #4: and no longer having ARPA funds that, cities or states or even allowed to use. So, we do expect attrition to be a little higher, which is causing us to spend more time and maybe going to our customers a little earlier than we would have even in the past.

Speaker #4: So it is something that we are doing very aggressively. I wouldn't say the process has changed too much other than we are trying to get some potential funding sources for them.

Speaker #4: In some cases, that we haven't necessarily done aggressively in the past. if the customer tells us in advance, that they're having challenges. So, I would say that would be the only thing that's really different in terms of, how we're, you know, how we're doing it.

Alan Stewart: I would say that would be the only thing that's really different in terms of how we're doing it. In terms of large renewals that we are expecting, we have Detroit, which is a large customer, has over 30 miles. We've already submitted our proposal with an RFP that they put out. That should hopefully get awarded in the next couple months. We do have another one in Suffolk County that is a very interesting customer for us because we were with them before, and then they ultimately canceled their 7 miles they had and then renewed and went above 20 miles. That's one that's a little later in H2 of this year, but something we're focused on.

Speaker #4: In terms of large renewals that we are expecting, you know, we have Detroit, which is a large customer, has over 30 miles. We've already submitted our proposal for, with an RFP that they put out.

Speaker #4: That should hopefully get awarded in the next couple of months. We do have another one in Suffolk County that is a very interesting customer for us because we were with them before, and then they ultimately canceled their seven miles that they had.

Speaker #4: And then renewed. And went above 20 miles. So, that's one. It's a little later. And then the second half of this year. But something that we're focused on.

Speaker #4: other than that, our larger customers like Albuquerque, fully supportive of us, have expanded like four times. there aren't a lot of other ones that other than Puerto Rico that, are, I would say, our large enough to be concerning.

Alan Stewart: Other than that, our larger customers like Albuquerque, fully supportive of us, have expanded like four times. There aren't a lot of other ones that other than Puerto Rico that I would say are large enough to be concerning.

Speaker #5: Got it. Thanks for taking my questions.

Eric Martinuzzi: Got it. Thanks for taking my questions.

Speaker #6: Thank you. At this time, I would like to turn the call back over to Mr. Ralph Clark for closing comments.

Operator 3: Thank you. At this time, I would like to turn the call back over to Mr. Ralph Clark for closing comments.

Operator: Thank you. At this time, I would like to turn the call back over to Mr. Ralph Clark for closing comments.

Speaker #7: Great, thank you, operator. So thank you all for joining us today, and thank you for your thoughtful questions. As you can tell, we're pretty excited about the trajectory of our business.

Ralph Clark: Great. Thank you, operator. Thank you all for joining us today, and thank you for your thoughtful questions. As you can tell, we're pretty excited about the trajectory of our business and feel as though we have very clear line of sight around our reaffirmed guidance. We're looking forward to updating you on our progress in the next quarterly call. Of course, if you have any additional questions, feel free to reach out to Alan or myself, and we'd be happy to engage.

Speaker #7: And, feel as though we have very clear line of sight around our reaffirmed guidance. So we're looking forward to updating you on our progress in the next quarterly call.

Speaker #7: And of course, if you have any additional questions, feel free, to reach out to Alan or myself. And we'd be happy to

Speaker #6: Thank you. This does conclude today's teleconference. You may disconnect your lines at this time. Thank you for your participation and have a great day.

Operator 3: Thank you. This does conclude today's teleconference. You may disconnect your lines at this time. Thank you for your participation, and have a great day.

Operator: Thank you. This does conclude today's teleconference. You may disconnect your lines at this time. Thank you for your participation, and have a great day.