Q2 2026 N-Able Inc Earnings Call

August 10, 2026

Operator: Hello, everyone. Thank you for joining us, and welcome to the N-able second quarter 2026 earnings call. After today's prepared remarks, we will host a question and answer session. If you would like to ask a question, please press star one to raise your hand. To withdraw your question, press star one again. I will now hand the conference over to Griffin Gyr, Director of Investor Relations. Please go ahead.

Operator: Hello, everyone. Thank you for joining us, and welcome to the N-able Q2 2026 Earnings Call. After today's prepared remarks, we will host a question and answer session. If you would like to ask a question, please press star one to raise your hand. To withdraw your question, press star one again. I will now hand the conference over to Griffin Gyr, Director of Investor Relations. Please go ahead.

Speaker #1: Hello, everyone. Thank you for joining us, and welcome to the ENABLE Q2 2026 earnings call. After today's prepared remarks, we will host a Q&A session.

Speaker #1: If you would like to ask a question, please press *1 to raise your hand. To withdraw your question, press *1 again. I will now hand the conference over to Griffin Gyr, Director of Investor Relations.

Speaker #1: Please go ahead.

Speaker #2: Thanks, operator, and welcome, everyone, to the N-able Q2 2026 earnings call. With me today are John Pagliuca, N-able's President and CEO, and Tim O'Brien, EVP and CFO.

Griffin Gyr: Thanks, operator, and welcome everyone to N-able's second quarter 2026 earnings call. With me today are John Pagliuca, N-able's President and CEO, and Tim O'Brien, EVP and CFO. Following our prepared remarks, we will open the line for a question and answer session. This call is being simultaneously webcast on our investor relations website at investors.n-able.com. There you can also find our earnings press release, which is intended to supplement our prepared remarks during today's call. Certain statements made during this call are forward-looking statements, including those concerning our financial outlook, our market opportunities, and the impact of the global economic environment on our business. These statements are based on currently available information and assumptions, and we undertake no duty to update this information except as required by law.

Griffin Gyr: Thanks, operator, and welcome everyone to N-able's Q2 2026 Earnings Call. With me today are John Pagliuca, N-able's President and CEO, and Tim O'Brien, EVP and CFO. Following our prepared remarks, we will open the line for a question and answer session. This call is being simultaneously webcast on our investor relations website at investors.n-able.com. There you can also find our earnings press release, which is intended to supplement our prepared remarks during today's call. Certain statements made during this call are forward-looking statements, including those concerning our financial outlook, our market opportunities, and the impact of the global economic environment on our business. These statements are based on currently available information and assumptions, and we undertake no duty to update this information except as required by law.

Speaker #2: Following our prepared remarks, we will open the line for a Q&A session. This call is being simultaneously webcast on our investor relations website at investors.enable.com.

Speaker #2: There you can also find our earnings press release, which is intended to supplement our prepared remarks during today's call. Certain statements made during this call are forward-looking statements, including those concerning our financial outlook, our market opportunities, and the impact of the global economic business environment.

Speaker #2: These statements are based on currently available information and assumptions, and we undertake no duty to update this information except as required by law. These statements are also subject to a number of risk and uncertainties, including those highlighted in today's earnings release and our filings with the SEC.

Griffin Gyr: These statements are also subject to a number of risks and uncertainties, including those highlighted in today's earnings release and our filings with the SEC. Additional information concerning these statements and the risks and uncertainties associated with them is highlighted in today's earnings release and in our filings with the SEC. Copies are available from the SEC or on our investor relations website. Furthermore, we will discuss various non-GAAP financial measures on today's call. Unless otherwise specified, when we refer to financial measures, we will be referring to non-GAAP financial measures. A reconciliation of certain GAAP to non-GAAP financial measures discussed on today's call is available on our earnings press release on our investor relations website. Now, I will turn the call over to John.

Speaker #2: Additional information concerning these statements, and the risks and uncertainties associated with them, is highlighted in today's earnings release and in our filings with the SEC.

Speaker #2: Copies are available from the SEC or on our investor relations website. Furthermore, we will discuss various non-GAAP financial measures on today's call. Unless otherwise specified, when we refer to financial measures, we will be referring to non-GAAP financial measures.

Speaker #2: A reconciliation of certain GAAP to non-GAAP financial measures discussed on today's call is available in our earnings press release on our investor relations website. And now, I will turn the call over to John.

Speaker #3: Thank you, Griffin. And thank you all for joining us today. At ENABLE, we believe every business deserves enterprise-grade cybersecurity. And we're working to democratize cyber defense at a moment when the stakes have never been higher.

John Pagliuca: Thank you, Griffin, and thank you all for joining us today. At N-able, we believe every business deserves enterprise-grade cybersecurity, and we're working to democratize cyber defense at a moment when the stakes have never been higher. That mission has continued to translate into disciplined growth and profitability. Second quarter ARR was $544 million, growing 6% year over year in constant currency, and adjusted EBITDA was $40 million, representing a margin of 29%. Our results this quarter, and the promising road ahead, are grounded in what we believe is a compelling cybersecurity and AI opportunity. Recent advances in frontier AI models are accelerating both the volume and velocity of cyber risk. Vulnerabilities are being discovered faster, exploit timelines are compressing, and customers need to move from threat detection to remediation with far greater urgency. The data underscores this shift.

John Pagliuca: Thank you, Griffin, and thank you all for joining us today. At N-able, we believe every business deserves enterprise-grade cybersecurity, and we're working to democratize cyber defense at a moment when the stakes have never been higher. That mission has continued to translate into disciplined growth and profitability. Q2 ARR was $544 million, growing 6% year-over-year in constant currency, and adjusted EBITDA was $40 million, representing a margin of 29%. Our results this quarter, and the promising road ahead, are grounded in what we believe is a compelling cybersecurity and AI opportunity. Recent advances in frontier AI models are accelerating both the volume and velocity of cyber risk. Vulnerabilities are being discovered faster, exploit timelines are compressing, and customers need to move from threat detection to remediation with far greater urgency. The data underscores this shift.

Speaker #3: That mission has continued to translate into disciplined growth and profitability. Q2 ARR was $544 million, growing 6% year over year in constant currency. Adjusted EBITDA was $40 million, representing a margin of 29%.

Speaker #3: Our results this quarter, and the promising road ahead, are grounded in what we believe is a compelling cybersecurity and AI opportunity. Recent advances in frontier AI models are accelerating both the volume and velocity of cyber risk.

Speaker #3: Vulnerabilities are being discovered faster, exploit timelines are compressing, and customers need to move from threat detection to remediation with far greater urgency. The data underscores this shift.

Speaker #3: CVE.org shows the number of vulnerabilities more than tripled between Q2 2022 and Q2 2026. And Anthropic's recent research shows how a lone operator can turn a month's worth of patches into working exploits in a single afternoon.

John Pagliuca: CVE.org shows the number of vulnerabilities more than tripled between Q2 2022 and Q2 2026. Anthropic's recent research shows how a lone operator can turn a month's worth of patches into working exploits in a single afternoon for only a few thousand dollars and with no specialized expertise. The recent Hugging Face security incident, where an agent broke out of its test environment and autonomously attacked business infrastructure, makes this AI risk even more concrete. At the same time, businesses are deploying agents and continue to digitize their operations, expanding the amount of data and IT assets that need to be protected. This creates a compounding challenge. As adversaries' offensive capabilities grow more powerful, the attack surface they can target is growing right alongside them.

Speaker #3: For only a few thousand dollars, and with no specialized expertise. The recent Hugging Face security incident, where an agent broke out of its test environment and autonomously attacked business infrastructure, makes this AI risk even more concrete.

Speaker #3: At the same time, businesses are deploying agents and continuing to digitize their operations, expanding the amount of data and IT assets that need to be protected.

Speaker #3: This creates a compounding challenge. As adversaries' offensive capabilities grow more powerful, the attack surface they can target is growing right alongside them. We believe this backdrop reinforces the strategic relevance of N-able's end-to-end portfolio.

John Pagliuca: We believe this backdrop reinforces the strategic relevance of N-able's end-to-end portfolio, from patch management and vulnerability remediation in unified endpoint management, to threat detection and response in security operations, to fast, efficient restore capabilities and data protection. With a base of 500,000 businesses and a platform that spans a full attack life cycle, we believe N-able is well-positioned to capture the large and growing opportunity and deliver growth and profitability over the long term. While we remain excited about the opportunity ahead, we are updating our 2026 top-line guidance. I want to address this directly. Our update reflects two primary factors. First, the impact from a transition in go-to-market leadership, and second, shifting dynamics in the evolving UEM and EDR markets. While we believe N-able is performing well and strategically positioned for long-term durable growth and profit, these items are creating near-term financial pressures. Let's assess both.

Speaker #3: From patch management and vulnerability remediation in unified endpoint management, to threat detection and response in security operations, to fast, efficient restore capabilities in data protection.

Speaker #3: With a base of 500,000 businesses and a platform that spans the full attack lifecycle, we believe N-able is well positioned to capture the large and growing opportunity, and deliver growth and profitability over the long term.

Speaker #3: While we remain excited about the opportunity ahead, we are updating our 2026 top-line guidance. And I want to address this directly. Our update reflects two primary factors: first, the impact from a transition in go-to-market leadership; and second, shifting dynamics in the evolving UEM and EDR markets.

Speaker #3: While we believe ENABLE is performing well, and strategically positioned for long-term durable growth and profit, these items are creating near-term financial pressures. Let's assess both.

Speaker #3: On the go-to-market side, we welcomed Russell Rossa as our new Chief Revenue Officer in July. And his priorities are clear: first, accelerating our full-channel strategy to better target partner segments where our platform can deliver value.

John Pagliuca: On the go-to-market side, we welcomed Russell Rosa as our new Chief Revenue Officer in July, and his priorities are clear. First, accelerating our full channel strategy to better target partner segments where our platform can deliver value. Second, deepening our upmarket motion, particularly as our portfolio increasingly addresses more complex customer needs across security, data protection, AI, and compliance. Third, driving operational excellence across the revenue organization with a focus on durable productivity and long-term efficiency. Russell brings more than 25 years building and scaling channel organizations. Most recently, he was CRO at Sumo Logic, where he helped deliver constant double-digit security growth, and before that, at Cisco and Actifio, where he built global channel and go-to-market programs from the ground up. That combination of channel DNA and enterprise scale is exactly what this next phase of growth for N-able calls for.

Speaker #3: Second, deepening our up-market motion—particularly as our portfolio increasingly addresses more complex customer needs across security, data protection, AI, and compliance. And third, driving operational excellence across the revenue organization.

Speaker #3: With a focus on durable productivity and long-term efficiency, Russell brings more than 25 years building and scaling channel organizations. Most recently, he was CRO at Sumo Logic, where he helped deliver constant double-digit security growth.

Speaker #3: And before that, at Cisco and Actifio, where he built global channel and go-to-market programs from the ground up. That combination of channel DNA and enterprise scale is exactly what this next phase of growth for N-able calls for.

Speaker #3: Given the significance of the leadership transition, we expect some near-term variability in our go-to-market execution, which is reflected in our adjusted 2026 guidance. We are making this change now to build a stronger, more enduring growth engine as we look to 2027 and beyond.

John Pagliuca: Given the significance of the leadership transition, we expect some near-term variability in our go-to-market execution, which is reflected in our adjusted 2026 guidance. We are making this change now to build a stronger, more enduring growth engine as we look to 2027 and beyond. Turning to UEM and EDR. Managing and securing endpoints remains foundational to IT management and security. As AI reshapes the landscape, customers now expect greater capabilities on top of these core outcomes. While we're moving fast to meet these needs, this shift is pressing near-term growth in both categories, which is also reflected in our updated guidance. As it relates to UEM, we're executing a roadmap to govern and secure AI agents, deliver more comprehensive exposure management capabilities, and drive value from our AI workflow assistant, N-zo.

Speaker #3: Turning to UEM and EDR, managing and securing endpoints remains foundational to IT management and security. But as AI reshapes the landscape, customers now expect greater capabilities on top of these core outcomes.

Speaker #3: While we're moving fast to meet these needs, this shift is pressuring near-term growth in both categories, which is also reflected in our updated guidance.

Speaker #3: As it relates to UEM, we're executing a roadmap to govern and secure AI agents, deliver more comprehensive exposure management capabilities, and drive value from our AI workflow assistant ENZO.

Speaker #3: And in EDR, our portfolio expansion plans include AI security for emerging AI-driven threats, FedRAMP-certified EDR capabilities to enhance our appeal with regulated customers, and cloud-native security as workloads move to the cloud.

John Pagliuca: In EDR, our portfolio expansion plans include AI security for emerging AI-driven threats, FedRAMP-certified EDR capabilities to enhance our appeal with regulated customers, and cloud-native security as workloads move to the cloud. We are also adding managed EDR. This serves customers who do not want the full breadth of our security operations solution, but still want a higher level of protection than EDR alone provides. This lower entry point helps us cover the full range of customer preferences and can serve as a platform wedge for broader estate expansion over time. As agents get deployed and AI-driven attacks elevate the importance of patching, vulnerability management, compliance, and real-time detection and response, we believe the endpoint remains a primary battleground for keeping IT assets and businesses safe. We intend to win this ground while building beyond it.

Speaker #3: We are also adding managed EDR. This serves customers who do not want the full breadth of our security operations solution, but still want a higher level of protection than EDR alone provides.

Speaker #3: This lower entry point helps us cover the full range of customer preferences and can serve as a platform wedge for broader estate expansion over time.

Speaker #3: As agents get deployed, and AI-driven attacks elevate the importance of patching, vulnerability management, compliance, and real-time detection and response, we believe the endpoint remains a primary battleground for keeping IT assets and businesses safe.

Speaker #3: We intend to win this ground while building beyond it. As we execute our mission to protect businesses from cyber threats, we also remain focused on balancing growth and profitability.

John Pagliuca: As we execute our mission to protect businesses from cyber threats, we also remain focused on balancing growth and profitability. Aligning investments with our highest priority opportunities, operating a streamlined organization, and driving high levels of productivity have always been a part of that focus, and we are acting with discipline on all three. With that in mind, we plan to implement a series of organizational changes in the H2 of the year that will reduce our total headcount by about 6%. Let me explain what is driving this. We see a widening opportunity and more pronounced customer demand in data protection, security operations, and the full channel. Success requires relentless customer focus, and as customers' needs shift, it is imperative that N-able's resource allocation shift too. Our changes aim to realign our resources with these opportunities while preserving the organizational focus and speed that cybersecurity leadership demands.

Speaker #3: Aligning investments with our highest priority opportunities, operating a streamlined organization, and driving high levels of productivity have always been a part of that focus.

Speaker #3: And we are acting with discipline on all three. With that in mind, we plan to implement a series of organizational changes in the second half of the year that will reduce our total headcount by about 6%.

Speaker #3: Let me explain what's driving this. We see a widening opportunity and more pronounced customer demand in data protection, security operations, and the full channel.

Speaker #3: Success requires relentless customer focus, and as customers' needs shift, it's imperative that N-able's resource allocation shift too. Our changes aim to realign our resources with these opportunities, while preserving the organizational focus and speed that cybersecurity leadership demands.

Speaker #3: From a productivity perspective, we are driving real gains from incorporating the latest technologies, including AI, into the way we work. From AI-enabled SDRs and accelerated content marketing and go-to-market, to faster resolutions and customer support, to shipping more code and engineering, new tools are helping drive step-change progress across the business.

John Pagliuca: From a productivity perspective, we are driving real gains from incorporating the latest technologies, including AI, into the way we work. From AI-enabled SDRs and accelerated content marketing and go-to-market, to faster resolutions in customer support, to shipping more code in engineering. New tools are helping drive step change progress across the business. We are seeing particular effectiveness in engineering, with AI-generated code accounting for 47% of all committed code in the Q2. In some features, shipping 10 to 12 times faster than prior roadmap estimates. These results give us confidence to move decisively rather than incrementally. While this is a difficult decision, it reflects our commitment to continuing to strengthen N-able for the long term. We firmly believe our changes will make us better positioned to deliver for our customers, partners, and all stakeholders. Let us now look at our progress throughout the company in the Q2.

Speaker #3: We are seeing particular effectiveness in engineering, with AI-generated code accounting for 47% of all committed code in the second quarter. Some features are shipping 10 to 12 times faster than prior roadmap estimates.

Speaker #3: These results give us confidence to move decisively rather than incrementally. While this is a difficult decision, it reflects our commitment to continuing to strengthen N-able for the long term.

Speaker #3: We firmly believe our changes will make us better positioned to deliver for our customers, partners, and all stakeholders. Let's now look at our progress throughout the company in the second quarter.

Speaker #3: These updates here are common thread. Customers are getting faster outcomes and stronger protection with less operational burden. Let's walk through each. And data protection, we launched disaster recovery as a service, or DRASS, earlier this year.

John Pagliuca: These updates share a common thread. Customers are getting faster outcomes and stronger protection with less operational burden. Let us walk through each. In data protection, we launched Disaster Recovery as a Service or DRaaS earlier this year. With N-able DRaaS, customers can restore full operations in minutes rather than days, and there is no separate infrastructure or hardware needed. This means faster restores, less complexity, and execution against our mission to democratize cyber defense. The timing of our launch is notable. DRaaS lets customers avoid CapEx costs, supply delays, and maintenance that comes with owning hardware, an increasingly relevant value proposition. DRaaS has already helped a number of businesses avoid costly downtime, a real proof of the value this capability delivers. We also added automated backup ticketing to streamline backup-related workflows for customers. Looking ahead, our plan to extend coverage to Google Workspace later this year remains on track.

Speaker #3: With ENABLE DRASS, customers can restore full operations in minutes, rather than days. And there's no separate infrastructure or hardware needed. This means faster restores, less complexity, and execution against our mission to democratize cyber defense.

Speaker #3: The timing of our launch is notable. DRASS lets customers avoid CapEx costs, supply delays, and maintenance that come with owning hardware—an increasingly relevant value proposition.

Speaker #3: DRASS has already helped a number of businesses avoid costly downtime, a real proof of the value this capability delivers. We also added automated backup ticketing to streamline backup-related workflows for customers.

Speaker #3: And looking ahead, our plan to extend coverage to Google Workspace later this year remains on track. The industry is taking notice. Omdia, one of the most respected channel-focused research firms, named ENABLE its backup and disaster recovery champion for the third year running.

John Pagliuca: The industry is taking notice. Omdia, one of the most respected channel-focused research firms, named N-able its Backup and Disaster Recovery Champion for the third year running. Customers are telling us the same story. Our data protection solution, which is above $200 million in ARR, continues to grow faster than the total company, and once again, led our net new ARR growth this quarter. Stepping back, we see AI driving a paradigm shift in data protection. As AI agents operate inside businesses, traditional perimeter-oriented defenses such as the endpoint and network no longer suffice to keep organizations protected. When an agent makes a mistake or gets compromised, a strong data protection solution can be the difference between a business extinction event or a routine recovery. We named our solution Cove Data Protection to invoke the calm, protected waters a cove provides.

Speaker #3: Customers are telling us the same story. Our data protection solution, which is above $200 million in ARR, continues to grow faster than the total company and, once again, led our net new ARR growth this quarter.

Speaker #3: Stepping back, we see AI driving a paradigm shift in data protection. As AI agents operate inside businesses, traditional perimeter-oriented defenses—such as the endpoint and network—no longer suffice to keep organizations protected.

Speaker #3: When an agent makes a mistake or gets compromised, a strong data protection solution can be the difference between a business extension event or a routine recovery.

Speaker #3: We needed a solution for code data protection to invoke the calm, protected waters that a cove provides. As AI makes the seas choppier than ever, this commitment to safety has never been more relevant.

John Pagliuca: As AI makes the seas choppier than ever, this commitment to safety has never been more relevant. We are excited to continue investing in this market and extend the capabilities of our fast-scaling solution. In UEM, we made progress on our priority roadmap items to govern and secure AI agents, deliver more comprehensive exposure management capabilities, and drive value from our AI assistant, N-zo. We are seeing indications that our vulnerability management capabilities are resonating as we uncovered billions of vulnerabilities across our customer base. On the commercial front, UEM cross-sell to data protection and security customers was up 27% in the quarter, and our targeted displacement campaign increased migrations against a top competitor by 60%. These data points support our confidence in the strategic importance and competitiveness of our Gartner-recognized UEM solution.

Speaker #3: We're excited to continue investing in this market and extend the capabilities of our fast-scaling solution. In UEM, we made progress on our priority roadmap items to govern and secure AI agents, deliver more comprehensive exposure management capabilities, and drive value from our AI-assisted ENZO.

Speaker #3: We are seeing indications that our vulnerability management capabilities are resonating, as we uncovered billions of vulnerabilities across our customer base. On the commercial front, UEM cross-sells to data protection and security customers was up 27% in the quarter.

Speaker #3: And our targeted displacement campaign increased migrations against the top competitor by 60%. These data points support our confidence in the strategic importance and competitiveness of our Gartner-recognized UEM solution.

Speaker #3: We also launched Shadow AI visibility in both UEM and Security Operations, giving customers insight into where AI tools are being used across their environment.

John Pagliuca: We also launched Shadow AI Visibility in both UEM and security operations, giving customers insight into where AI tools are being used across their environment. This addresses a blind spot that affects many organizations and addresses a need that we anticipate will only grow over time. This brings us to our AI-powered security operations solution, where we continue to see strong traction for enterprise-grade security delivered in an accessible way. This is driven by several factors. Chief among them is the sheer intensity of the threat environment. Our own research found that the average SOC analyst faces an alert every 30 seconds, a volume no human analyst can realistically absorb. We empower customers to cut through all this noise. By utilizing a vendor-agnostic approach that ingests signals across the endpoint, network, cloud, identity layer, and SaaS application, we give customers a view no single-point solution can match.

Speaker #3: This addresses a blind spot that affects many organizations and addresses a need that we anticipate will only grow over time. This brings us to our AI-powered security operations solution, where we continue to see strong traction for enterprise-grade security delivered in an accessible way.

Speaker #3: This is driven by several factors. Chief among them is the sheer intensity of the threat environment. Our own research found that the average SOC analyst faces an alert every 30 seconds.

Speaker #3: A volume no human analyst can realistically absorb. We empower customers to cut through all this noise. By utilizing a vendor-agnostic approach, that ingests signals across the endpoint, network, cloud, identity layer, and SaaS application, we give customers a view no single point solution can match.

Speaker #3: And our AI capabilities enable customers to act on risk faster than a fragmented stack could. And for the threats that do escalate beyond automated containment, we are extending managed incident response capabilities, giving customers hands-on investigation and response exactly when they need it.

John Pagliuca: Our AI capabilities enable customers to act on risk faster than a fragmented stack could. For the threats that do escalate beyond automated containment, we are extending management incident response capabilities, giving customers hands-on investigation and response exactly when they need it. Identity, in particular, has emerged as a leading attack vector as attackers increasingly target credentials rather than endpoints directly. In fact, we see half of attacks now bypassing endpoint controls entirely. A clear signal that attackers are finding new ways in, and identity has become one of their new favorite paths. We protected over 3 million identities helping stem this growing tide. That value is showing up in our results. This quarter featured one of our largest new deals ever, and we believe we are gaining market share in this category. Each of these updates point to what we believe is a broader shift.

Speaker #3: Identity in particular has emerged as a leading attack vector, as attackers increasingly target credentials rather than endpoints directly. In fact, we see half of attacks now bypassing endpoint controls entirely.

Speaker #3: A clear signal that attackers are finding new ways in, and identity has become one of their new favorite paths. We protect over 3 million identities, helping stem this growing tide.

Speaker #3: That value is showing up in our results. This quarter featured one of our largest new deals ever, and we believe we are gaining market share in this category.

Speaker #3: Each of these updates points to what we believe is a broader shift. DRaaS allows customers to walk away from hardware and manual disaster recovery.

John Pagliuca: DRaaS allows customers to walk away from hardware and manual disaster recovery. UEM is moving from simply surfacing vulnerabilities to helping remediate them. Our security operations platform is increasingly handling threat responses automatically. In each case, software is taking on work that has historically required dedicated labor. We see this as a meaningful expansion of our opportunity. With that, I will turn it over to Tim before circling back for closing remarks. Tim?

Speaker #3: UEM is moving from simply surfacing vulnerabilities to helping remediate them. And our security operations platform is increasingly handling threat responses automatically. In each case, software is taking on work that has historically required dedicated labor.

Speaker #3: We see this as a meaningful expansion of our opportunity. And with that, I'll turn it over to Tim before circling back for closing remarks.

Speaker #3: Tim?

Speaker #2: Thank you, John. And thank you all for joining us today. Before we go into the details of the quarter, let's start with the broader takeaways and how we view the business going forward.

Tim O'Brien: Thank you, John. Thank you all for joining us today. Before we go into the details of the quarter, let us start with the broader takeaways and how we view the business going forward. Our updated full-year top-line guidance is below our ambitions for the business. Still, we firmly believe N-able remains strong. The drivers of our business remain intact. The organizational changes John discussed give us confidence in greater speed and better execution. We also remain highly profitable with a full year 2026 adjusted EBITDA margin guide of approximately 30% at the midpoint. Given our continued strong free cash flow generation, we intend to be active with our share repurchase program that has a remaining authorization of $45 million, a direct reflection of our conviction in the value of the business. With that context, let us turn to the numbers.

Speaker #2: Our updated full-year top-line guidance is below our ambitions for the business. Still, we firmly believe ENABLE remains strong. The drivers of our business remain intact.

Speaker #2: The organizational changes John discussed give us confidence in greater speed and better execution. We also remain highly profitable, with a full-year 2026 adjusted EBITDA margin guide of approximately 30% at the midpoint.

Speaker #2: And given our continued strong free cash flow generation, we intend to be active with our share repurchase program that has a remaining authorization of $45 million—a direct reflection of our conviction in the value of the business.

Speaker #2: With that context, let's turn to the numbers. For our second quarter results, total ARR was $544 million, growing at 6% year-over-year on a reported and constant currency basis.

Tim O'Brien: For our Q2 results, total ARR was $544 million, growing at 6% year over year on a reported and constant currency basis. Total revenue was $138 million, representing approximately 6% year over year growth on a reported basis and 5% on a constant currency basis. Subscription revenue was $137 million, representing approximately 6% year over year growth on a reported basis and 5% on a constant currency basis. We ended the quarter with 2,706 customers that contributed $50,000 or more of ARR, which is up approximately 7% year over year. Customers with over $50,000 of ARR now represent approximately 63% of our total ARR, up from approximately 60% a year ago. Dollar-based net revenue retention, which is calculated on a trailing 12-month basis, was approximately 106% on a reported basis and 103% on a constant currency basis.

Tim O'Brien: For our Q2 results, total ARR was $544 million, growing at 6% year-over-year on a reported and constant currency basis. Total revenue was $138 million, representing approximately 6% year-over-year growth on a reported basis and 5% on a constant currency basis. Subscription revenue was $137 million, representing approximately 6% year-over-year growth on a reported basis and 5% on a constant currency basis. We ended the quarter with 2,706 customers that contributed $50,000 or more of ARR, which is up approximately 7% year-over-year. Customers with over $50,000 of ARR now represent approximately 63% of our total ARR, up from approximately 60% a year ago. Dollar-based net revenue retention, which is calculated on a trailing 12-month basis, was approximately 106% on a reported basis and 103% on a constant currency basis.

Speaker #2: Total revenue was 138 million dollars, representing approximately 6% year over year growth on a reported basis, and 5% on a constant currency basis. Subscription revenue was 137 million dollars, representing approximately 6% year over year growth on a reported basis, and 5% on a constant currency basis.

Speaker #2: We ended the quarter with 2,706 customers that contributed 50,000 dollars or more of ARR. Which is up approximately 7% year over year. Customers with over 50,000 dollars of ARR now represent approximately 63% of our total ARR, up from approximately 60% a year ago.

Speaker #2: Dollar-based net revenue retention, which is calculated on a trailing twelve-month basis, was approximately 106% on a reported basis and 103% on a constant currency basis.

Speaker #2: Approximately 46% of our revenue was outside of North America in the quarter. Turning to profit and margins, note that unless otherwise stated, all references to profit measures and expenses are calculated on a non-GAAP basis and exclude the items outlined in the GAAP to non-GAAP reconciliations provided in today’s press release.

Tim O'Brien: Approximately 46% of our revenue was outside of North America in the quarter. Turning to profit and margins, note that unless otherwise stated, all references to profit measures and expenses are calculated on a non-GAAP basis and exclude the items outlined in the GAAP to non-GAAP reconciliations provided in today's press release. Q2 gross margin was 80%, compared to 82% in the same period in 2025. Q2 adjusted EBITDA was $40 million, representing approximately 29% adjusted EBITDA margin. Unlevered free cash flow was $23 million in Q2. CapEx, inclusive of $3 million of capitalized software development costs, was $13 million, or 9% of revenue in Q2. We ended the quarter with approximately $116 million of cash and an outstanding loan principal balance of approximately $398 million, representing net leverage of approximately 1.8 times.

Speaker #2: Second quarter gross margin was 80%, compared to 82% in the same period in 2025. Second quarter adjusted EBITDA was $40 million, representing approximately a 29% adjusted EBITDA margin.

Speaker #2: Unlevered free cash flow was $23 million in the second quarter. CAPEX, inclusive of $3 million of capitalized software development costs, was $13 million, or 9% of revenue in the second quarter.

Speaker #2: We ended the quarter with approximately 116 million dollars of cash and an outstanding loan principal balance of approximately 398 million dollars. Representing net leverage of approximately 1.8 times.

Speaker #2: During the quarter, we also added delayed draw term loan facility of up to 75 million dollars. On the same terms as our existing facility.

Tim O'Brien: During the quarter, we also added delayed draw term loan facility of up to $75 million on the same terms as our existing facility. This gives us additional flexibility and capacity as we evaluate capital allocation strategies. Non-GAAP earnings per share was $0.10 in Q2 based on 189 million weighted average diluted shares. Before turning to guidance, I want to give some context on our results in Q2. Q2 has our largest cohort of contract renewals, and renewal rates in this cohort, primarily in UEM and EDR, came in below expectations. That is the main driver of this quarter's net new ARR performance and updated guidance. We are addressing this head-on. In addition to the organizational changes, expanded UEM and EDR capabilities, and CRO hire we discussed earlier, we are also taking specific steps to strengthen our renewal motion.

Speaker #2: This gives us additional flexibility and capacity as we evaluate capital allocation strategies. Non-GAAP earnings per share was 10 cents in the second quarter based on 189 million weighted average diluted shares.

Speaker #2: Before turning to guidance, I want to give some context on our results in the second quarter. The second quarter has our largest cohort of contract renewals.

Speaker #2: And renewal rates in this cohort, primarily in UEM and EDR, came in below expectations. That's the main driver of this quarter's net new ARR performance and updated guidance.

Speaker #2: We're addressing this head-on. In addition to the organizational changes, expanded UEM and EDR capabilities, and the CRO hire we discussed earlier, we're also taking specific steps to strengthen our renewal motion.

Speaker #2: This includes more dedicated sales engineers on renewal accounts, and improved outreach cadence ahead of renewal dates, facilitating more in-person customer interactions with our top accounts, and an up-leveled support organization to strengthen the customer experience throughout the contract lifecycle.

Tim O'Brien: This includes more dedicated sales engineers on renewal accounts, an improved outreach cadence ahead of renewal dates, facilitating more in-person customer interactions with our top accounts, and an upleveled support organization to strengthen the customer experience throughout the contract life cycle. Let us now turn to our financial outlook. Our guidance incorporates the following elements. First is the impact of updated FX rates and revised Q1 results. Regarding FX, we are assuming rates of 1.13 for the euro and 1.33 for the pound. Relative to our guidance last quarter, the changes in FX rates drive approximately $2.5 million of negative impact to full year revenue and approximately $5 million to full year ARR. We also revised Q1 2026 revenue per our filings down $1.3 million. This is a revenue-only item. It does not affect ARR, though it does flow through to adjusted EBITDA.

Speaker #2: Let's now turn to our financial outlook. Our guidance incorporates the following elements. First is the impact of updated FX rates and revised first quarter results.

Speaker #2: Regarding FX, we are assuming rates of 1.13 for the euro and 1.33 for the pound. Relative to our guidance last quarter, the changes in FX rates drive approximately $2.5 million of negative impact to full-year revenue and approximately $5 million to full-year ARR.

Speaker #2: We also revised first quarter 2026 revenue, per our filings, down $1.3 million. This is a revenue-only item; it does not affect ARR, though it does flow through to adjusted EBITDA.

Speaker #2: Second, we are accounting for recent business trajectory in UEM and EDR. Including the lower-than-expected renewal rates we experienced in the second quarter. While we have clear plans in place to address both, we have updated our guidance to reflect these trends.

Tim O'Brien: Second, we are accounting for recent business trajectory in UEM and EDR, including the lower than expected renewal rates we experienced in Q2. While we have clear plans in place to address those, we have updated our guidance to reflect these trends. Third is the change in go-to-market leadership. As John mentioned, we are excited about our new CRO and the leadership he brings, but transitions like this typically carry near-term headwinds as new priorities and processes take hold, and we are factoring that into our guide. All that said, several factors give us confidence in our ability to continue driving solid growth. The renewal cohort in H1 is approximately 40% larger than the H2 cohort, which limits H2 churn exposure and supports our retain and expand motion.

Speaker #2: Third is the change in go-to-market leadership. As John mentioned, we're excited about our new CRO and the leadership he brings. But transitions like this typically carry near-term headwinds as new priorities and processes take hold.

Speaker #2: And we're factoring that into our guide. All that said, several factors give us confidence in our ability to continue driving solid growth. The renewal cohort in the first half of the year is approximately 40% larger than the second half cohort, which limits second half churn exposure and supports our retain and expand motion.

Speaker #2: We also believe new product launches—in particular, DRaaS, Google Workspace backup, incident response, and FedRAMP EDR—are tailwinds. The roadmap extends well past this year.

Tim O'Brien: We also believe new product launches, in particular DRaaS, Google Workspace backup, incident response, and FedRAMP EDR, are tailwinds. The roadmap extends well past this year. In 2027, we plan to launch Entra ID coverage and data protection, expand our security operations platform, and begin monetizing agents. As it relates to profitability, I want to briefly take a step back and discuss the broader strategic context of our adjusted EBITDA and unlevered free cash flow guidance. The opportunity ahead for N-able is clear. Businesses are navigating a more complex security and IT landscape, with cyber threats growing in speed, scale, and sophistication. Organizations are looking to N-able to help them respond with greater effectiveness and confidence. For N-able to continue leading in this environment, we have to evolve as well.

Speaker #2: In 2027, we plan to launch Entra ID coverage and data protection, expand our security operations platform, and begin monetizing agents. As it relates to profitability, I want to briefly take a step back and discuss the broader strategic context of our adjusted EBITDA and unlevered free cash flow guidance.

Speaker #2: The opportunity ahead for Nable is clear. Businesses are navigating a more complex security and IT landscape, with cyber threats growing in speed, scale, and sophistication.

Speaker #2: Organizations are looking to enable help that allows them to respond with greater effectiveness and confidence. For N-able to continue leading in this environment, we have to evolve as well.

Speaker #2: Given this, as John mentioned, we plan to implement a series of organizational changes, reducing our annualized operating expenses by approximately 11 to 13 million dollars.

Tim O'Brien: Given this, as John mentioned, we plan to implement a series of organizational changes, reducing our annualized operating expenses by approximately $11 to $13 million. In connection with these changes, which include an approximately 6% reduction in the total size of our workforce, we expect to incur approximately $4 to $6 million of restructuring charges in the H2 of the year. These actions are designed to align investments with our highest priority opportunities, streamline our organization, and improve productivity. We believe these changes make N-able stronger and better positioned to drive profitable growth over the long term. Moving to the Q3 of 2026, we expect total revenue in the range of $134.5 to $135.5 million, representing approximately 3% year-over-year growth on a reported basis and 3% to 4% on a constant currency basis.

Speaker #2: In connection with these changes, which include an approximately 6% reduction in the total size of our workforce, we expect to incur approximately 4 to 6 million dollars of restructuring charges in the second half of the year.

Speaker #2: These actions are designed to align investments with our highest priority opportunities, streamline our organization, and improve productivity. We believe these changes make N-able stronger and better positioned to drive profitable growth over the long term.

Speaker #2: Moving to the third quarter of 2026, we expect total revenue in the range of $134.5 to $135.5 million, representing approximately 3% year-over-year growth on a reported basis and 3% to 4% on a constant currency basis.

Speaker #2: We expect third quarter adjusted EBITDA in the range of $41 to $42 million, representing an adjusted EBITDA margin of approximately 30% to 31%.

Tim O'Brien: We expect Q3 adjusted EBITDA in the range of $41 to $42 million, representing an adjusted EBITDA margin of approximately 30% to 31%. For the full year 2026, our total revenue outlook is approximately $539 to $542 million, representing approximately 6% to 7% year-over-year growth on a reported basis, and 5% on a constant currency basis. Our full year ARR outlook is $562 to $565 million, representing 4% to 5% year-over-year growth on a reported basis, and 5% on a constant currency basis. We expect full year adjusted EBITDA of $158 to $161 million, representing an adjusted EBITDA margin of approximately 29% to 30%. We expect our unlevered free cash flow to be approximately $116 to $120 million. We expect CapEx, which includes capitalized software development costs, to be approximately 6% of total revenue for 2026.

Speaker #2: For the full year 2026, our total revenue outlook is approximately 539 to 542 million dollars, representing approximately 6 to 7 percent year-over-year growth on a reported basis and 5% on a constant currency basis.

Speaker #2: Our full-year ARR outlook is 562 to 565 million dollars, representing 4 to 5 percent year-over-year growth on a reported basis and 5% on a constant currency basis.

Speaker #2: We expect full-year adjusted EBITDA of $158 to $161 million, representing an adjusted EBITDA margin of approximately 29% to 30%. We expect our unlevered free cash flow to be approximately $116 to $120 million.

Speaker #2: We expect capex, which includes capitalized software development costs, to be approximately 6% of total revenue for 2026. We expect cash interest payments of approximately $27 million, assuming interest rates remain in line with current levels.

Tim O'Brien: We expect cash interest payments of approximately $27 million, assuming interest rates remain in line with current levels. We expect total weighted average diluted shares outstanding of approximately 189 million to 192 million for the Q3, and 188 million to 192 million for the full year. Finally, we expect our non-GAAP tax rate to be approximately 25% to 26% for both the Q3 and the full year. I will turn it over to John for closing remarks.

Speaker #2: We expect total weighted average diluted shares outstanding of approximately 189 million to 192 million for the third quarter, and 188 million to 192 million for the full year.

Speaker #2: Finally, we expect our non-GAAP tax rate to be approximately 25% to 26% for both the third quarter and the full year. Now, I will turn it over to John for closing remarks.

Speaker #1: So bringing it all together, AI is reshaping the security landscape, making our mission to democratize cyber defense more critical than ever. We are taking decisive action across the business to better capture this demand.

John Pagliuca: Bringing it all together, AI is reshaping the security landscape, making our mission to democratize cyber defense more critical than ever. We are taking decisive action across the business to better capture this demand. We welcomed Russell Rosa as our new Chief Revenue Officer. We are making organizational changes to align resources with our highest priority opportunities. We are sharpening our roadmaps to bring new products to market faster. Our award-winning platform protects approximately 500,000 businesses across the globe, and our confidence in the road ahead remains strong. With that, operator, we will turn it over to questions.

Speaker #1: We welcome Dressel Rossa as our new Chief Revenue Officer. We are making organizational changes to align resources with our highest priority opportunities, and we are sharpening our roadmaps to bring new products to market faster.

Speaker #1: Our award-winning platform protects approximately 500,000 businesses across the globe and our confidence in the road ahead remains strong. And with that, operator, we'll turn it over to questions.

Speaker #3: You will now begin the question and answer session. If you would like to ask a question, please press star one to raise your hand.

Operator: We will now begin the question and answer session. If you would like to ask a question, please press star one to raise your hand. To withdraw your question, press star one again. We ask that you pick up your handset when asking a question to allow for optimum sound quality. If you are muted locally, please remember to unmute your device. Please stand by while we compile the Q&A roster. Your first question comes from Mike Cikos with Needham. Please go ahead.

Speaker #3: To withdraw your question, press star one again. We ask that you pick up your handset when asking a question to allow for optimum sound quality.

Speaker #3: If you are muted locally, please remember to unmute your device. Please stand by while we compile the Q&A roster. Your first question comes from Mike Sicos with Needham.

Speaker #3: Please go ahead.

Speaker #4: Hey, guys. Thanks for taking the question here. I just wanted to zoom out for a second and get a better view of the shape of Q2.

Mike Cikos: Hey, guys. Thanks for taking the question here. I just wanted to zoom out for a second and just get a better view of the shape of Q2. Where I am going with this is if I just take a step back and look 90 days ago, N-able already had a month under its belt from Q2. They had outperformed the Q1 result and opted to maintain the full year guide. Here we are, and we are talking about the renewal cohorts really for that UEM and EDR market flipping around on us and causing us to down tick here on the guide for the full year. Can you help us think about how much of that renewal cohort is in the final month or final couple of weeks of the quarter? When did that renewal dynamic really show up in the quarter?

Speaker #4: And where I'm going with this is, if I just take a step back and look like 90 days ago, Nable already had a month under its belt from Q2.

Speaker #4: They had outperformed the Q1 result, and opted to maintain the full-year guide. And then here we are, and we're talking about the renewal cohorts really for that UEM and EDR market, flipping around on us and causing us to down tick here on the guide for the full year.

Mike Cikos: Here we are, and we are talking about the renewal cohorts really for that UEM and EDR market flipping around on us and causing us to down tick here on the guide for the full year. Can you help us think about how much of that renewal cohort is in the final month or final couple of weeks of the quarter? When did that renewal dynamic really show up in the quarter?

Speaker #4: So can you help us think about how much of that renewal cohort is in the final month or final couple of weeks of the quarter?

Speaker #4: When did that renewal dynamic really show up in the quarter?

Speaker #1: Hey, Mike. So the renewal cohort in Q2 is by far the biggest that we have in the year, just due to the dynamics of how we converted customers into those long-term contracts.

Tim O'Brien: Hey, Mike. The renewal cohort in Q2 is by far the biggest that we have in the year, just due to the dynamics of how we converted customers into those long-term contracts. The impact of the renewal rate, what we kind of saw was we were seeing renewal rates in the higher 80s. As we progressed through the quarter, we saw them kind of middling out more in the mid-80s. The impact of that, plus the size of the cohort, is what drove kind of the Q2 performance. As we look at the full-year guide, we face similar renewal rates going forward into the remainder of the year.

Speaker #1: So the impact of the renewal rate, what we kind of saw was, we were seeing renewal rates in the higher 80s. And as we progressed through the quarter, we saw them kind of middling out more in the mid-80s.

Speaker #1: And the impact of that, plus the size of the cohort, is what drove kind of the Q2 performance. And as we look at the full-year guide, we've baked in similar renewal rates going forward.

Speaker #1: into the remainder of the year.

Speaker #4: Okay. And for those renewal rates, if a customer is not renewing with you where are they going? What are they doing?

Mike Cikos: Okay. For those renewal rates, if a customer is not renewing with you, where are they going? What are they doing?

Speaker #1: Yeah. Hey Mike, this is John. And for you and for everyone, there are a couple of different factors that go into the renewal rate as well.

John Pagliuca: Yeah. Hey, Mike, this is John. For you and for everyone, there are a couple of different factors that go into the renewal rate as well. It is also dollars, right? We might renew the customer, but if they are coming in at a lower price point or a lower quantity, that is going to impact the renewal rate. As mentioned, if we just zoom out, data protection and security operations continue to be green from where we stand. Data protection, the product offering continues to hum. Security operations is actually ahead of plan. What we mentioned in the prepared remarks, especially on the renewal rates, was more focused on EDR and UEM. With EDR, we are seeing some pricing pressure. That manifests itself in two ways.

Speaker #1: It's also dollars, right? So if we might renew the customer, but if they're coming in at a lower price point or a lower quantity, that's going to impact the renewal rate.

Speaker #1: And as mentioned, if we just zoom out, data protection and security operations continue to be green from where we stand. Data protection, the product offering, continues to hum.

Speaker #1: Security operations is actually ahead of plan. What we mentioned in the prepared remarks, especially on the renewal rates, was more focused on EDR and UEM.

Speaker #1: And with EDR, we're seeing some pricing pressure. Now, that manifests itself in two ways. One, we might retain the customer, but at a lower price point, which is going to affect GRR and the renewal rate.

John Pagliuca: One, we might retain the customer, but at a lower price point, which is going to affect GRR and the renewal rate. Then in times we see pricing pressure, that might manifest itself in, for them, going to get a SentinelOne type of service from a different type of provider. That is where we are seeing it with EDR, and I will tell you what we are doing to combat some of this in a second. Then on UEM, similar, right? We might see some pricing pressure from customers that might be coming off of renewal. They might have been a two-year commitment with us, and/or they might have some quantity degradation in their own base at the MSP. Remember, our model is not just selling to an enterprise, we are selling to an MSP.

Speaker #1: And then, in times we see pricing pressure, and that might manifest itself in them going to get a sense of one type of service from a different type of provider.

Speaker #1: So that's where we're seeing it with EDR. And I'll tell you what we're doing to combat some of this in a second. And then on UEM, similar, right?

Speaker #1: We might see some pricing pressure from customers that are coming up for renewal. They might have had a two-year commitment with us.

Speaker #1: And/or they might have some quantity degradation in their own base. At the MSP, because remember, our model is not just selling to an enterprise.

Speaker #1: We're selling to an MSP. So if their quantities drop a little bit, and/or they're coming back for more competitive pricing, that's going to show up as a headwind in renewal rate.

John Pagliuca: If their quantities drop a little bit and/or they are coming back for more competitive pricing, that is going to show up as a headwind in renewal rate. You cannot just take a straight line and say that the customers are leaving. To answer your question a little bit more succinctly, if they are leaving on EDR, they could actually be going to another provider who might be offering or partnering with a SentinelOne, or they might be going to some of the other names that we know in the industry. On UEM, Mike, it is the usual kind of cast of characters that we have been going with. We do not really see a change or a significant change in UEM from a market share ebb and flow, frankly. A lot of this is some of the pricing sensitivity in both of those areas.

Speaker #1: So you can't just take a straight line and say that the customers are leaving. To answer your question a little bit more succinctly, if they're leaving on EDR, they could actually be going to another provider who might be offering or partnering with a SentinelOne.

Speaker #1: Or they might be going to some of the other names that we know in the industry. And on UEM, Mike, it's the usual kind of cast of characters that we've been going with.

Speaker #1: But we don't really see a change or a significant change in UEM from a market share ebb and flow, frankly. A lot of this is some of the pricing sensitivity on both of those areas.

Speaker #1: And I didn't, yeah. And then, so from an actions point of view on EDR, just to round the bases on this, on EDR, a couple of things.

John Pagliuca: I didn't. Yeah, then from an actions point of view on EDR, just to round the bases on this. On EDR, a couple things. One, we have entered into or amended our agreement with SentinelOne, which will allow us to do two things. It actually puts a nice good amount of pricing protection for N-able for the foreseeable future, but it also, more importantly, extends our offerings and SKUs. Sometimes we would lose a customer because they might need a certain offering or a SKU, and we listed them off in the prepared remarks. You might need a FedRAMP type of certified endpoint security offering or SKU. Even if it is for an MSP with 10% or 5% of their customer base, if we did not have that SKU available to us in Q2, we potentially could put that customer in harm's way or have a degradation in renewal rate.

Speaker #1: One, we've entered into or amended our agreement with SentinelOne, which will allow us to do two things. It actually puts a nice good amount of pricing protection for Nable for the foreseeable future, but it also more importantly, extends our offerings and SKUs.

Speaker #1: Sometimes we would lose a customer because they might need a certain offering or a SKU, and we listed them off in the prepared remarks.

Speaker #1: You might need a FedRAMP type of certified endpoint security offering or SKU, even if it's for an MSP with 10% or 5% of their customer base, if we didn't have that SKU available to us in Q2, we would potentially could put that customer in harm's way or have a degradation in renewal rate.

Speaker #1: We've now amended that agreement with SentinelOne, opening up the SKUs, and we think that will also provide a strengthening of renewal rates, especially for the EDR part of our customer base.

John Pagliuca: We have now amended that agreement with SentinelOne, opening up the SKUs, and we think that will also provide a strengthening of renewal rates, especially for the EDR part of our customer base.

Speaker #4: Great. Thank you, guys.

Mike Cikos: Great. Thank you, guys.

Speaker #3: Your next question comes from Eric Sapager with B. Riley. Please go ahead.

Operator: Your next question comes from Erik Suppiger with B. Riley. Please go ahead.

Speaker #4: Yeah. Thanks for taking the question. First off, can you remind us what your headcount is currently? And I assume that's before you've had any reductions?

Erik Suppiger: Yeah, thanks for taking the question. First off, can you remind us what your headcount is currently? I assume that is before you have had any reductions. What was the DRaaS contribution in the quarter? Lastly, on SentinelOne, just to be clear, are they giving better pricing to some of the other channels? Is that an issue, or is it more access to products? You were talking, you extended your offering.

Speaker #4: And then what was the DRAS contribution in the quarter? And then lastly, on SentinelOne, just to be clear, is are they giving better pricing to some of the other channels?

Speaker #4: Is that an issue, or is it more access to products—like you were saying, you extended your offering?

Speaker #1: Hey, Eric, I'll start with the draft one, and then I'll we'll take them one at a time. So the impact for revenue in Q2 was actually none.

John Pagliuca: Hey, Erik. I will start with the DRaaS one, and then we will take them one at a time. The impact for revenue in Q2 was actually none. DRaaS went GA in July, and we are really excited about this offering. We have had it in customer hands for a good part of the quarter. It is resonating. It is resonating with the smaller shops. It is resonating with the larger shops. Frankly, the timing is perfect. As we all know, hardware costs are going up, labor costs continue to rise, and we are actually taking the hardware and labor parts out of the hands of the MSPs and putting an instance in our cloud so that if they need to fail over, they can fail over immediately. We believe this will be a winner, and we are really excited.

Speaker #1: So draft went GA in July. And we're really excited about this offering. We've had it in customer hands for a good part of the quarter.

Speaker #1: It's resonating. It's resonating with the smaller shops. It's resonating with the larger shops. And, frankly, the timing's perfect. As we all know, hardware costs are going up.

Speaker #1: Labor costs continue to rise. And we're actually taking the hardware and labor parts out of the hands of the MSPs and putting a an instance in our cloud so that if they need to fail over, they can fail over immediately.

Speaker #1: We believe this will be a winner. And we're really excited. We did begin starting to sell it in July. And as I said here in August, I continue to have the same level of excitement for DRAS.

John Pagliuca: We did begin starting to sell it in July, and as I said, here in August, I continue to have the same level of excitement for DRaaS. That is that. On the SentinelOne question, I am not going to speak, because I cannot speak to, frankly, what the other pricing folks have in the market. Our differentiation has always been, one, the integration in our UEM, and the strong partnership we have with SentinelOne. We do, I believe, a best-in-class job with the support. It historically has been, and continues to be, a really strong relationship. We believe it is not just the economics, but it is also the complete business resilience story, where we are actually bringing in our UEM and our XDR offering in conjunction with some of the SentinelOne SKUs that makes it the winning combination. We are not out there really looking to just resell EDR as an example.

Speaker #1: So that's that. On the SentinelOne question, I'm not going to speak I can't speak to, frankly, what the other pricing folks have in the market.

Speaker #1: Our differentiation has always been one, the integration in our UEM, and the strong partnership we have with SentinelOne. We do a I believe a best-in-class job with the support.

Speaker #1: And historically, it's been, and continues to be, a really strong relationship. We believe it's not just the economics, but it's also the complete business resilience story.

Speaker #1: Where we're actually bringing in our UEM and our XDR offering in conjunction with some of the SentinelOne SKUs that makes it the winning combination.

Speaker #1: And so we're not out there really looking to just resell EDR as an example. It's really in conjunction with the full attack lifecycle with UEM on the before the attack, endpoint security during the attack, and a little bit more on the protection side, and then XDR.

John Pagliuca: It is really in conjunction with the full attack life cycle, with UEM on the before the attack, endpoint security during the attack, and a little bit more on the protection side, and then XDR. We do sell the SentinelOne SKU as an add-on to both our UEM and XDR offering. For us, it is a good winning formula as we go through. On the headcount, I will defer to Tim, but we are around-

Speaker #1: And we do sell the SentinelOne SKU as an add-on to both our UEM and XDR offering. So for us, it's a good winning formula.

Speaker #1: As we go through on the headcount, I'll defer to Tim, but we're around yeah, it's about it's approximately 2,000 employees. As of Q2.

Tim O'Brien: Yeah, it's approximately 2,000 employees as of Q2.

Speaker #4: And just real quick on the DRAS, what are you projecting as you look into the second half of the year?

Erik Suppiger: Just real quick on the DRaaS, what are you projecting as you look into the H2 of the year?

Speaker #1: Look, I think it will be one of our faster-growing SKUs to 10 million of ARR. I'm not going to put a timeline on it.

John Pagliuca: Look, I think it will be one of our faster-growing SKUs to 10 million of ARR. I'm not going to put a timeline on it, and we don't really forecast out specific SKUs, but we're pretty bullish on the offering. Data protection continues to be an area that, again, both mid-market enterprises and MSPs of all sizes continue to look to. Frankly, in this AI forward world where we're beginning to see agents causing a need, I'll say, for fast restore and recovery, that's not really necessarily cyber related. It's now a new use case that we're seeing. I think the need for data protection and an offering like DRaaS is even stronger. We're very bullish on it. The team's done a great job putting the offering together, and it's really been resonating so far.

Speaker #1: And we don't really forecast out specific SKUs, but we're pretty bullish on the offering. Data protection continues to be an area that, again, both mid-market enterprises and MSPs of all sizes continue to look to.

Speaker #1: And frankly, in this AI forward world where we're beginning to see agents causing a need, I'll say, for fast restore and recovery, that's not really necessarily cyber-related.

Speaker #1: It's now a new use case that we're seeing I think the need for data protection and offering like DRAS is even stronger. So we're very bullish on it.

Speaker #1: The team's done a great job putting the offering together. And it's really been resonating so far. So now it's up to us to continue to drive this pipeline and convert this pipeline as we get into the second half of the year.

John Pagliuca: Now it's up to us to continue to drive this pipeline and convert this pipeline as we get into the H2 of the year.

Speaker #4: Thank you.

Erik Suppiger: Thank you.

Speaker #3: Your next question comes from Jason Adder with William Blair. Please go ahead.

Operator: Your next question comes from Jason Ader with William Blair. Please go ahead.

Speaker #4: Yeah. Thanks. Good morning, guys. Just I want to get at the sort of MSP versus VAR dynamics. I guess the question is, what's happening in the MSP market from a macro or competitive standpoint?

Jason Ader: Yeah. Thanks. Good morning, guys. I want to get at the MSP versus VAR dynamics. I guess the question is, what is happening in the MSP market from a macro or competitive standpoint? I am wondering if the apparent pivot somewhat over the last few years to the VAR channel is indicative of more headwinds in the MSP market than in the VAR market.

Speaker #4: And wondering if the apparent pivot somewhat over the last few years to the VAR channel is indicative of more headwinds in the MSP market than in the VAR market?

Speaker #1: Thanks, Jason. Hey, this is John. So in the prepared remarks, we talk about upmarket. And I just want to clarify or make sure folks understand what that means.

John Pagliuca: Thanks, Jason. Hey, this is John. In the prepared remarks, we talk about upmarket, and I just want to clarify or make sure folks understand what that means. That is both related to the MSP market that we serve and the mid-market. In the MSP land, we continue to see an uptick in M&A, and you can see that. I think it is widely known MSPs continue to consolidate, continue to drive a lot of M&A. There is a lot more private equity driving consolidation. As a reminder, that does not mean our TAM is shrinking. In fact, as MSPs grow, they are getting exposed more and more to larger enterprises because their level of sophistication and their scale grows.

Speaker #1: That's both related to the MSP market that we serve and the mid-market, right? And so in the MSP land, we continue to see an uptick in M&A.

Speaker #1: And you can see that I think it's widely known. MSPs continue to consolidate, continue to drive a lot of M&A. There's a lot more private equity driving consolidation.

Speaker #1: And as a reminder, that doesn't mean our TAM is shrinking. In fact, as MSPs grow, they're getting exposed more and more to larger enterprises because their level of sophistication and their scale grows.

Speaker #1: So it's usually it's definitely in that positive for the industry. But it also requires a little bit of a different selling motion for Enable.

John Pagliuca: It is definitely a net positive for the industry, but it also requires a little bit of a different selling motion for N-able, and this is why we brought in Russell. Russell has that enterprise experience. Russell himself comes with a Rolodex in connections to a good number of VARs and MSPs across the landscape, and we are seeing more and more six-figure opportunities than we ever have. It has a different rhythm. It requires a different type of seller, and it requires, frankly, just a different cadence into our closing cycle. That is what we are seeing on MSP. I will say from an MSP point of view, from a demand point of view, we continue to see the sell-through part of the equation remain strong. Data protection, excuse me, security operations, security.

Speaker #1: And this is why we brought in Russell. Russell has that enterprise experience. Russell himself comes with the Rolodex in connections to a good number of VARs and MSPs across the landscape.

Speaker #1: And we're seeing more and more six-figure opportunities than we ever have. It has a different rhythm. It has a different it requires a different type of seller.

Speaker #1: And it requires, frankly, just a different cadence in our closing cycle. So that's what we're seeing on MSP. I will say, from an MSP point of view and from a demand point of view, we continue to see the sell-through part of the equation remain strong.

Speaker #1: So data protection excuse me. Security operations, security, but on MSP, where it might be a sell too, people are taking a step back and saying, "Hey, how is AI going to affect the tools for my technicians vis-à-vis solutions that we're putting into our end customers?" And for example, that's where UEM plays.

John Pagliuca: On MSP, where it might be a sell 2, people are taking a step back and saying, "Hey, how is AI going to affect the tools for my technicians vis-a-vis solutions that we are putting into our end customers?" For example, that is where UEM plays. The good news story here is, I believe our AI vision and our AI story is resonating in the market. We are beginning to deliver that with N-zo. We have AI agents that were slotted to begin to deliver to the back half of the year, and MSPs are taking notice. I believe our AI story is differentiated from the market, and as we continue to deliver more of these AI capabilities, I think it will unlock some of that UEM trepidation when people are trying to figure out, how is my technicians going to be impacted by AI?

Speaker #1: The good news story here is I believe our AI vision and our AI story is resonating in the market. And we're beginning to deliver that with Enzo.

Speaker #1: We have AI agents that we're slotted to begin to deliver to the back half of the year. And MSPs are taking notice. I believe our AI story is differentiated from the market.

Speaker #1: And as we continue to deliver more of these AI capabilities, I think it'll unlock some of that UEM trepidation when people are trying to figure out, how do my tech how is my technicians going to be impacted by AI?

Speaker #1: We're going to help them alleviate some of the burden that a lot of L1 technicians are looking to have this year. I believe more and more of that will really start to surface and be felt in 2027.

John Pagliuca: We are going to help them alleviate some of the burden that a lot of L1 technicians are looking to have this year. I believe more and more of that will really start to surface and be felt in 2027. The AI story is also a strong one, and I think the more mature MSPs are looking for vendors like N-able to help guide them through that AI fog and giving them technology that they can put on top of their existing SaaS platform. On the mid-market, again, this is where I think Russell's strength will really be shown. Russell understands the channel. He comes from the channel. We begin seeing good uptick in the channel, and this is where UEM is not as much of a red ocean. In MSP land, UEM is very much more of a red ocean.

Speaker #1: But the AI story is also a strong one. And I think the more mature MSPs, looking for vendors like Enable to help guide them through that AI fog and giving them technology that they can put on top of their existing SaaS platform.

Speaker #1: On the mid-market, again, this is where I think Russell's strength will really be shown. Russell understands the channel. He comes from the channel. We've begun seeing good uptick in the channel.

Speaker #1: And this is where UEM is not as much of a red ocean. In the MSP land, though, UEM is very much more of a red ocean.

Speaker #1: In the mid-market, we're seeing CIOs like this all-in-one tool where they can combine things like a take-control tool, a monitoring capability, vulnerability management, patch management, and reporting—all in one tool.

John Pagliuca: In the mid-market, where CIOs like this all-in-one tool, where they can combine things like a take control tool, a monitoring capability, vulnerability management, patching management, and reporting all in one tool. Wow. They will get to replace maybe four or five, potentially even six tools in their stack with one tool at a price point that saves them a good amount of money. So getting that offering into the channel, having the channel understand the power of this tool, we think is an exciting proposition for mid-market CIOs. I am sure Russell and his channel experience will be able to put this value prop into better hands in the channel. We will be able to see that uptick as we go through. You are right. We are seeing the UEM market and the demands in mid-market pulling us in that direction for sure.

Speaker #1: Wow. They'll get to replace maybe four or five, potentially even six tools in their stack with one tool at a price point that saves them a good amount of money.

Speaker #1: And so, getting that offering into the channel and having the channel understand the power of this tool, we think, is an exciting proposition for mid-market CIOs.

Speaker #1: And I'm sure Russell and his channel experience will be able to put this value prop into a better hands in the channel. We'll be able to see that uptick as we go through.

Speaker #1: But you're right. We're seeing the UEM market and the demand in mid-market pulling us in that direction for sure.

Speaker #4: Pulling you in the VAR direction.

Jason Ader: Pulling you in the VAR direction?

Speaker #1: Pulling us, yeah. More in the mid—yeah, it’s the mid-market. The VAR is the way that we’re going to change that mid-market.

John Pagliuca: Pulling us, yeah. More in the mid-market. The VAR is the way that we are going to change.

Jason Ader: The mid-market.

Speaker #4: Gotcha. Gotcha. Okay. And then just sort of zoom out question. I know you guys have been searching for the right growth formula over the last few years.

John Pagliuca: That mid-market.

Jason Ader: Got you. Okay. Just a zoom-out question. I know you guys have been searching for the right growth formula over the last few years. I guess, what makes you confident that you have found it?

Speaker #4: I guess what makes you confident that you've found it?

Speaker #1: Well, look, we believe where we are today is not where we want to be, right? And so the way I would frame it, Jason, is how do we go from where we are to where we want to be?

John Pagliuca: Well, look, we believe where we are today is not where we want to be. The way I would frame it, Jason, is how do we go from where we are to where we want to be? Look, a lot of that is in NPIs, new product introduction. The second half of this year, we are in a better position from an organic new product introduction, I think, than we have been for many quarters or many years, frankly. With DRaaS in July, we have Google Workspace for our backup offering later this year. We have incident response and security operations that we are bringing into market. Then we are also bringing on a host of SKUs, some of which, again, for endpoint security that are ours, on our IP, and some that are SentinelOne's.

Speaker #1: And look, a lot of that is NPIs, new product introductions. In the second half of this year, we're in a better position from an organic new product introduction standpoint.

Speaker #1: I think that we've been, for many quarters—or many years, frankly—with drafts in July. We have Google Workspace for our backup offering later this year.

Speaker #1: We have incident response and security operations that we're bringing into market. And then we also are bringing on a host of SKUs, some of which, again, for endpoint security that are ours—our IP—and some that are sentimental ones.

Speaker #1: And so just like any other company, to drive that NRR to a spot that is much more interesting, you need to have that healthy steady diet of new products that will resonate in the market.

John Pagliuca: Just like any other company, to drive that NRR to a spot that is much more interesting, you need to have that healthy, steady diet of new products that will resonate in the market. You couple that with what we are doing with AI, and we believe that growth formula will really begin to accelerate as we get into 2027. We are a series of long transactions. We have 25,000 customers, and inevitably, I always refer to it as that snowball. That snowball will take some time to compound. But given the second half lineup card of new product introductions and with our AI tooling, we believe those snowballs will begin in the second half and really start to accelerate and show up in 2027.

Speaker #1: You couple that with what we're doing with AI, and we believe that growth formula will really begin to accelerate as we get into 2027.

Speaker #1: We are a series of long transactions. We have 25,000 customers. And inevitably, I always refer to it as that snowball. That snowball will take some time to compound.

Speaker #1: But given the second-half lineup card of new product introductions and with our AI tooling, we believe those snowballs will begin in the second half and really start to accelerate and show up in 2027.

Speaker #4: Thanks. Good luck.

Jason Ader: Thanks. Good luck.

Speaker #1: Thanks.

John Pagliuca: Thanks.

Speaker #2: Your next question comes from Joe Vandrick with Scotiabank. Please go ahead.

Operator: Your next question comes from Joe Vandrick with Scotiabank. Please go ahead.

Speaker #3: John, you mentioned customers are expecting more advanced capabilities in UEM and EDR. Can you elaborate just a little bit more on that point?

Joe Vandrick: John, you mentioned customers are expecting more advanced capabilities in UEM and EDR. Can you maybe elaborate just a little bit more on that point? Remind us, going forward, how are you viewing the importance of UEM and EDR to the business? Have you guys quantified how much of the total business these two segments make up?

Speaker #3: And then, remind us going forward, I mean, how are you viewing the importance of UEM and EDR to the business? And have you guys quantified how much of the total business these two segments make up?

John Pagliuca: On UEM, Joe, I think it's two dimensions. One, UEM is a real anchor from a security, anchor being a good thing, from a security point of view. We are seeing MSPs, both large and small, looking for extended vulnerability management capabilities, exposure management, and we are looking to provide that for them. That is on one part. One of the key parts in our business, and this has been true for the 20-year existence here, it is all about automation. Today, the way that automation is being felt and the need is really through the artificial intelligence and helping MSPs drive that important metric. For an MSP, for every technician, they want to drive at least three. They want to be able to manage, monitor, and secure about 300 endpoints or devices, right?

Speaker #1: On UEM, Joe, I think it's two dimensions. One, UEM is a real anchor from a security anchor, meaning a good thing. From a security point of view, so we're seeing MSPs both large and small looking for extended vulnerability management capabilities, exposure management.

Speaker #1: And we're looking to provide that for them. That's on one part. And then one of the key parts in our business, and this has been true for the 20-year existence here, it's all about automation.

Speaker #1: And today, the way that automation is being felt, and the need, is really through artificial intelligence and helping MSPs drive that important metric.

Speaker #1: For an MSP, for every technician, they want to drive at least three they want to be able to manage, monitor, and secure about 300 endpoints or devices, right?

Speaker #1: With AI and automation, we hope to drive that number to a much higher ratio, so that the MSPs themselves can become more efficient and drive more profitability for our end customers, the MSP.

John Pagliuca: With AI and automation, we hope to drive that number to a much higher ratio so that the MSPs themselves can become more efficient and drive more profitability for our end customers, the MSP. What they are looking for is help in understanding how they can leverage AI. We have MCP server capability with both of our UEMs. We have AI assistance in our offerings right now, and that is just the start. Later this year, we will be bringing coworkers, and the difference there is the level of autonomy. With our AI assistants, they can use it as an assistant to help them take action. As we go forward in the future, the AI will not just be an assistant. They will actually take an autonomous type of action to drive a lot more of that efficiency for the MSP. That is what they are looking for.

Speaker #1: And so, what they're looking for is help in understanding how they can leverage AI. We have MCP server capability with both of our UEMs.

Speaker #1: We're bringing AI assistance into our offerings right now, and that's just the start. Later this year, we'll be bringing coworkers, and the difference there is the level of autonomy.

Speaker #1: With our AI assistants, they can use it as an assistant to help them take action. But as we go forward into the future, the AI will not just be an assistant.

Speaker #1: It'll actually take an autonomous type of action to drive a lot more of that efficiency for the MSP. That's what they're looking for. They're building AI capabilities themselves in-house, but they're really looking for vendors to help with that next step and making sure that they can do so at scale and safely.

John Pagliuca: They are building AI capabilities themselves in-house, but they are really looking for vendors to help with that next step and making sure that they can do so at scale and safely. We are laser-focused there. Again, we believe that our AI vision and our AI strategy will be a differentiator as we begin to deliver that later on this year.

Speaker #1: And we're laser-focused there. And again, we believe that our AI vision and our AI strategy will be a differentiator as we begin to deliver that later on this year.

Speaker #3: Very helpful. And then one for Tim: Can you help us understand what's giving you the confidence that new ARR can pick up in the back half of the year?

Joe Vandrick: Very helpful. Then one for Tim. Can you help us understand, what is giving you the confidence that net new ARR can pick up in the back half of the year? How much of that guide is supported by what you are seeing in the pipeline today? How much of that is supported by pipeline and, I guess, what are you assuming around improved execution?

Speaker #3: And how much of that guide is supported by what you're seeing in the pipeline today? How much of that is supported by pipeline and, I guess, what are you assuming around improved execution?

Speaker #1: Yeah, I would say the guide does not really bake in any improved execution. It's really some dynamics of the renewal cohort sizes that are going to drive some of the sequential growth first half versus second half.

Tim O'Brien: Yeah, I would say the guide does not really bake in any improved execution. It is really some dynamics of the renewal cohort sizes that are going to drive some of the sequential growth H1 versus H2. As an example, the entire H2 renewal that we have is generally the same size as we had in Q2. So there is a positive dynamic there in terms of growth. We have assumed similar renewal rates in H2 that we experienced in Q2. We do have a little bit of impact from new product introduction, but that is a half a point of revenue or so between all the new offerings that are coming out in terms of the outlook. So it is generally immaterial. So it is really that dynamic. Then we also had some FX impact in the quarter just as rates came down a bit for Q2, looking forward.

Speaker #1: As an example, the entire second half renewal that we have is generally the same size that we had in Q2. So there's a positive dynamic there in terms of growth.

Speaker #1: We've assumed similar renewal rates in the second half that we experienced in Q2. We do have a little bit of impact from new product introduction, but that's like half a point of a half a point of revenue or so.

Speaker #1: Between all the new offerings that are coming out, in terms of the outlook—so it's generally immaterial, so it's really that dynamic. And then we also had some FX impact in the quarter, just as rates came down a bit for Q2.

Speaker #1: Kind of looking forward.

Speaker #3: All right. Thank you.

Joe Vandrick: All right. Thank you.

Speaker #2: Your next question comes from Matt Hedberg with RBC. Please go ahead.

Operator: Your next question comes from Matt Hedberg with RBC. Please go ahead.

Speaker #4: Great, thanks for taking my questions, guys. I wanted to dig into the selling environment a little bit more. I mean, we've all seen enterprises sort of think through their AI rollout and strategy.

Matt Hedberg: Great. Thanks for taking my questions, guys. I wanted to dig into the selling environment a little bit more. We have all seen enterprises think through their AI rollout and strategy, and it is complex enough there. I have to imagine in the SMB market, it is even more complex. I guess I am wondering, how much of the buying behavior is impacted by maybe just these businesses trying to themselves understand their own AI strategy, and it is just causing some pause or questions on their existing spend? As we work through some of that AI adoption and digestion, things could also improve. Just curious if there is an element of that in there.

Speaker #4: And it's complex enough there. I have to imagine in the SMB market, it's even more complex. I guess I'm wondering, how much of the buying behavior is impacted by maybe just these businesses trying to themselves understand their own AI strategy?

Speaker #4: And it's just causing some pause or questions on their existing spend and as we work through some of that AI adoption and digestion, things could also improve.

Speaker #4: Just kind of curious if there's an element of that in there.

Speaker #1: Hey, Matt. There's definitely an element of that. And let me bifurcate it. I mentioned this in an earlier comment. In our business model, we have a sell-to element and a sell-through.

John Pagliuca: Hey, Matt. There is definitely an element to that. Let me bifurcate it. I mentioned this in an earlier comment. In our business model, we have a sell-to element and a sell-through. That sell-to element is when the MSP, our customer, is consuming the offering to drive their business. Then the sell-through is when they are actually taking those offerings and deploying them at their customers and effectively selling through as the phrase kind of implies. On the sell-through, especially as it relates to data protection and security and security operations, we are not seeing really much trepidation there or slowdown there. That is, I would say business as usual. You are right. MSPs are stepping back. I would say, I hate to use the word every, but nearly every conversation, folks want to understand whether it be N-able or their other vendors, what is our AI strategy?

Speaker #1: And that sell-to element is when the MSP, our customer, is consuming the offering to drive their business. And then the sell-through is when they're actually taking those offerings and deploying them at their customers, and effectively selling through, as the phrase kind of implies.

Speaker #1: On the sell-through, especially as it relates to data protection and security and security operations, we're not seeing really much trepidation there or slowdown there.

Speaker #1: So that's, I would say, business as usual. But you're right, MSPs are stepping back. And I would say, I hate to use the word 'every,' but nearly every conversation, folks want to understand, whether it be N-able or there are other vendors, what is our AI strategy?

Speaker #1: How are we playing in that equation? And then MSPs are looking whether they want to build some AI capabilities, not to replace just to be clear, not to replace the UEM, but to drive some automation on top.

John Pagliuca: How are we playing in that equation? MSPs are looking whether they want to build some AI capabilities, just to be clear, not to replace the UEM, but to drive some automation on top. Folks are definitely taking a harder look at vendors and understanding what their AI strategy is, and looking how they can make themselves more efficient. We are definitely seeing a pause or a little bit more of a scrutiny as to how a vendor's AI strategy, what they are planning on doing, and how that will impact the sell-to and the life of the technician. Again, so we have our Chief AI Officer, and she has been speaking to hundreds of MSPs, both individually, but also at conferences. We are bringing MSPs here. I am confident the large shops, the smaller shops, they are fully supportive of our strategy.

Speaker #1: And folks are definitely taking a harder look at vendors and understanding what their AI strategy is, and looking at how they can make themselves more efficient.

Speaker #1: So we're definitely seeing a pause or a little bit more of a scrutiny as to how a vendor's AI strategy, what they're planning and doing, and how that will impact the sell-to and the life of the technician.

Speaker #1: And again, so we have our Chief AI Officer, and she's been speaking to hundreds of MSPs, both individually and also at conferences, and we're bringing MSPs here.

Speaker #1: And I'm confident the large shops, the smaller shops, they're fully supportive of our strategy. Again, we have a multi-pronged approach. For those that want just access to their data in a much more AI-friendly way, we have the MCP server capabilities that customers can leverage.

John Pagliuca: Again, we have a multi-pronged approach for those that want just access to their data in a much more AI-friendly way. We have the MCP server capabilities that customers can leverage. We have our AI assistant that people can plug in on top of our SaaS offerings. As we are rolling out these more autonomous agents, the MSPs will drive a lot more efficiency there. We believe our multi-pronged strategy is resonating with all segments, and it is all about delivering that. Matt, you are right. We are seeing MSPs wanting to understand, again, our AI strategy and how it is going to impact their labor and their workforce. We are seeing MSPs reimagine even their workforce structurally. They are leveraging the new technology that we are looking to bring on to help them reimagine that workforce, not just for 2026, but for the foreseeable future.

Speaker #1: We have our AI assistant that people can plug in on top of our SaaS offerings. And then, as we're rolling out these more autonomous agents, the MSPs will drive a lot more efficiency there.

Speaker #1: So we believe our multi-pronged strategy is resonating with all segments, and it's all about delivering that. But Matt, you're right—we're seeing MSPs wanting to understand, again, our AI strategy and how it's going to impact their labor and their workforce.

Speaker #1: We're seeing MSPs reimagine even their workforce structurally. And they're leveraging the new technology that we're looking to bring on to help them reimagine that workforce, not just for 2026, but for the foreseeable future.

Speaker #4: Got it, thanks. And then maybe as a follow-up to an earlier question, on confidence in growth resuming in the second half, it sounds like, Tim, you're not embedding any sort of improvement in your guide.

Matt Hedberg: Got it. Thanks. Then maybe as a follow-up to an earlier question, on confidence in growth resuming in H2. It sounds like, Tim, you are not embedding any sort of improvement in your guide. Just trying to think it through all the changes with the new CRO, the RIF, still maybe some lingering renewal questions, new products that are still early. How should we think about the potential for additional disruption from here, beyond what you have scoped out? It does seem like there is a lot of change going on right now as well.

Speaker #4: But just kind of thinking through all the changes with the new CRO, the RIF, still maybe some lingering renewal questions, new products that are still early.

Speaker #4: How should we think about the potential for additional disruption from here, sort of beyond what you've scoped out? Because it does seem like there's a lot of change going on right now as well.

Speaker #1: Yeah, I would say, like Matt, just to double back on kind of comments earlier, in terms of the renewal rates that we experienced in the quarter, we've assumed similar renewal rates.

Tim O'Brien: Yeah. I would say, Matt, just to double back on comments earlier. In terms of the renewal rates that we experienced in the quarter, we have assumed similar renewal rates the remainder of the year. From demand assumptions, we have assumed similar demand going forward as well. A lot of the difference in sequential growth in the back half versus the first half is really due to renewal cohort sizes between H1 and H2. We are not assuming any real improvement from a guide standpoint. We are obviously operationalizing change to push better improvements across renewal rates, demand as we move forward in execution on the new product introductions that we are bringing to market here in H2 of the year as well.

Speaker #1: The remainder of the year, from demand assumptions, we've assumed kind of similar demand going forward as well. And then a lot of the kind of difference in kind of sequential growth and the back half versus the first half is really due to kind of renewal cohort sizes.

Speaker #1: Between first half and second half, so we're not assuming any real improvement from a guide standpoint. We're obviously operationalizing change to push better improvements across renewal rates and demand as we move forward, and execution on the new product introductions that we're bringing to market here in the second half of the year as well.

Speaker #1: So that's just kind of the, I would say, overall color in terms of kind of how we've built the guidance up for the remainder of the year.

John Pagliuca: That is just the, I would say, overall color in terms of how we built the guidance up for the remainder of the year.

Matt Hedberg: Great. Thanks, guys.

Speaker #4: Great. Thanks, guys.

Speaker #2: Your next question comes from Keith Bachman with BMO. Please go ahead.

Operator: Your next question comes from Keith Bachman with BMO. Please go ahead.

Speaker #5: Hi, good morning. I wanted to go in a little bit different direction in that, if we think about the macro, I think most of the security companies that have a broad spectrum of customers have said, and will say, that in fact, with Methos and other incremental security threats, their pipeline has actually increased, which is probably also driving a revenue cadence increase.

Keith Bachman: Hi. Good morning. I wanted to go in a little bit different direction in that, if we think about the macro, I think most of the security companies that have a broad spectrum of customers have said and will say that, in fact, with Mythos and other incremental security threats, their pipeline has actually increased, which is probably also driving a revenue cadence increase. What you are suggesting is there has been a pause. To Matt's question, the intimation is maybe there is an evaluation period, but that is not what we have heard or will heard, I think, from other security vendors. I am trying to tie it together.

Speaker #5: And what you're suggesting is there's been a pause, and to Matt's question, the intimation is maybe there's an evaluation period. But that's not what we have heard, or will hear, I think, from other security vendors.

Speaker #5: So I'm trying to tie it together. So, either A, the MSP market—or maybe even the lower end, so to speak, of the VAR tier—is going through a longer cadence of evaluation; or, is it B, is the incremental competitive threat actually causing vendors to evaluate other products?

Keith Bachman: Either, A, the MSP market or maybe even the lower end, so to speak, of the VAR tier is going through a longer cadence of evaluation, or is it, B, is the incremental competitive threat actually causing vendors to evaluate other products? In other words, what I am really trying to drill down, is there something you are suggesting go to market may be a contributing factor, but is there something on the product side which is causing N-able to potentially lose share as security threats increase and incremental threat vectors such as AI become more prominent? How do you think about, even in your slide deck, you suggest that the market TAM is growing 14%. Obviously, you are under that. With all these changes that you are making, if you are making changes that would enable you to be more successful, when do you think you can get back to improved growth?

Speaker #5: In other words, what I'm really trying to drill down on is, while go-to-market may be a contributing factor, is there something on the product side which is causing N-able to potentially lose share as security threats increase and incremental threat factors such as AI become more prominent?

Speaker #5: And how do you think about—even in your slide deck, you suggest that the market TAM is growing 14%. Obviously, you're under that. With all these changes that you're making, when do you think, if there are—if you're making changes that would enable you to be more successful, when do you think you can get back to improved growth?

Speaker #5: So, really a two-pronged question: One is the competitive nature, and then two is growth. When do you see growth improving?

Keith Bachman: Really two-prong question.

John Pagliuca: Sure.

Keith Bachman: One is competitive nature, and two is growth. When do you see growth improving?

Speaker #1: Good morning, Keith. This is John again. Good, thoughtful question as always. So just to double back on that, though, right? So what I mentioned to Matt, as it relates to our security offerings that are especially more sell-through in nature—our XDR offering, our data protection, and disaster recovery offerings—those continue to show strong uptick.

John Pagliuca: Good morning, Keith. This is John again. Good thoughtful question as always. Just to double back on that, though. What I mentioned to Matt. As it relates to our security offerings that are especially more sell-through in nature, our XDR offering, our data protection Disaster Recovery as a Service offerings, those continue to show a strong uptick. We are seeing a lot of strong demand. No trepidation there. In UEM, remember, UEM is IT management in some elements, and there is a lot of monitoring and management capabilities there. It is that sell-to tool. The UEM is effectively the operational fabric of the MSP. This is where technicians spend their time and handle tickets. So that one is more operational in nature, not necessarily, I would say, security in nature.

Speaker #1: And so we're seeing a lot of strong demand—no trepidation there. In UEM—remember, UEM is IT management in some elements, and there's a lot of monitoring and management capabilities there.

Speaker #1: And it's that sell-to tool. The UEM is effectively the operational fabric of the MSP. This is where technicians spend their time and handle tickets.

Speaker #1: So that one's more operational in nature, not necessarily, I would say, security in nature. And that's where I think that little bit of that pause is, as MSPs are, again, reimagining what's the workflow of the ticket—how are they addressing and dealing with IT monitoring and IT management.

John Pagliuca: That is where I think that little bit of that pause is, as MSPs are again reimagining what is the workflow of the ticket, how are they addressing and dealing with IT monitoring and IT management. Maybe that is a little bit of a nuance that I wanted to make sure that you heard. Security elements, SecOps, data protection, that continues to remain strong. But the tooling themselves for which MSPs are running their business, I think that is where they are doing a little bit more of a pause and making sure that the solution that they are picking today is, in fact, going to be the solution for tomorrow with the right AI strategy and AI roadmap. As it relates to the competitive environment, really nothing new to report. We continue to see the same players in data protection. We believe we are winning security operations.

Speaker #1: So that’s—a little bit of a nuance that I wanted to make sure that you heard. So security elements, SecOps, data protection—that continues to remain strong.

Speaker #1: But the tooling themselves for which MSPs are running their business, I think that's where they're doing a little bit more of a pause and making sure that the solution they're picking today is, in fact, going to be the solution for tomorrow—with the right AI strategy and AI roadmap.

Speaker #1: As it relates to the competitive environment, really nothing new to report. We continue to see the same players in data protection, and we believe we're winning in security operations.

Speaker #1: Again, I think that's an area where we continue to win and do well from a market share point of view. UEM—there is one player that is gaining more market share, I'd say, than the other couple.

John Pagliuca: Again, I think that's an area where we continue to win and do well from a market share point of view. UEM, there is one player that is gaining more market share, I'd say, than the other couple, but a lot of that is their focus on the mid-market vis-à-vis MSP. That's at least from what we believe from listening to folks in the industry. So, which maps to a little bit of what our focus was earlier, making sure that we can actually address the channel with our new CRO, making sure that we're getting a lot more go-to-market traction in the mid-market, in addition to MSP. The MSP market continues to be strong. We believe there's a little bit more white space and greenfield opportunity in some of the mid-market areas. And Keith, I forgot your second question.

Speaker #1: But a lot of that is their focus on the mid-market vis-à-vis MSP. That's at least from what we believe from listening to folks in the industry.

Speaker #1: So, which maps to a little bit of what our focus was earlier—making sure that we can actually address the channel with our new CRO, and making sure that we're getting a lot more go-to-market traction in the mid-market, in addition to MSP.

Speaker #1: The MSP market continues to be strong. We believe there's a little bit more white space and greenfield opportunity in some of the mid-market areas.

Speaker #1: And Keith, I forgot your second question.

Speaker #5: When do you think you'll get back to something that would be reflective of market growth?

Keith Bachman: When do you think you can get back to

John Pagliuca: Yeah, sure.

Keith Bachman: something that would be reflective of market growth?

Speaker #1: So look, for us, a healthy growth algorithm starts with making sure that the retention rates are strong. We're focused on some operational tasks that are already in place, on the renewal rates that we believe we can control, and we expect to start seeing an uptick as early as the back half of this year.

John Pagliuca: So look, for us, a healthy growth algorithm, it starts with making sure that the retention rates are strong. We are focused on some operational tasks as early as already in place on the renewal rates that we believe we can control and start upticking as early as the back half of this year. But the real part of our growth engine is that new product introduction to drive expand. We saw this when we introduced data protection many moons ago. We saw this again when we introduced XDR into our base. That is when we see this nice expansion in the NRR, because our customers trust N-able. Our customers trust us. When we tell them there is a best-in-class offering, they will consume that best-in-class offering. They will plug it into their business and begin either selling it or leveraging it immediately to drive efficiency gains.

Speaker #1: But the real part of our growth engine is that new product introduction to drive expand. We saw this when we introduced Data Protection many moons ago.

Speaker #1: We saw this again when we introduced XDR into our base; that's when we see this nice expansion. And the NRR—because our customers trust N-able, our customers trust us when we tell them there's a best-in-class offering—they'll consume that best-in-class offering.

Speaker #1: They'll plug it into their business and begin either selling it or leveraging it immediately to drive efficiency gains. And so, we have that trust of our customers and that brand recognition.

John Pagliuca: We have that trust of our customers and that brand recognition. So when we bring in NPIs, when we bring in those new products, that is when we really start to see the growth algorithm get back to where we want it to be. As I mentioned, we have a strong lineup, in particular in data protection and security in Q3 and Q4. Then toward the tail end of the year, that is when we start bringing on more of those offerings for UEM. So we do expect to see more of an accelerated growth in 2027.

Speaker #1: So when we bring in NPIs, when we bring in those new products, that's when we really start to see the growth algorithm get back to where we want it to be.

Speaker #1: And as I mentioned, we have a strong lineup, in particular in data protection and security, in Q3 and Q4. Then toward the tail end of the year, that's when we start bringing on more of those offerings for UEM.

Speaker #1: So, we do expect to see more of an accelerated growth in 2027.

Speaker #5: Okay. Thank you.

Keith Bachman: Okay. Thank you.

Speaker #4: There are no further questions at this time. I will now turn the call back to CEO John Pagliuca for closing remarks.

Operator: There are no further questions at this time. I will now turn the call back to CEO John Pagliuca for closing remarks.

Speaker #1: Thank you all for joining us today and for your continued interest in N-Able. We'll talk to you in a quarter.

John Pagliuca: Thank you all for joining us today and your continued interest in N-able. We'll talk to you in a quarter.

Operator: That concludes today's call. Thank you for attending. You may now disconnect.

Q2 2026 N-Able Inc Earnings Call

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