Financial Data and Key Metrics Changes - Total revenues declined 2% year-over-year in Q4 and 1% for the full year, in line with guidance [17] - Free cash flow grew by 16% year-over-year, with $234 million generated for the year [24] - GAAP earnings per diluted share were $3.20 for the year, with adjusted earnings per diluted share at $4.73, at the top end of guidance [23] - The insurance cost ratio (ICR) was 90.8% for the year, slightly better than the midpoint of guidance [12][23] Business Line Data and Key Metrics Changes - Professional services revenue declined 7% in Q4 and 6% for the full year, driven by a mix of factors including declining co-employed WSEs [20][21] - ASO business showed strong growth, ending the year with over 39,000 users, with average PEPPM of approximately $50, three times the SaaS-only offering [11] - Insurance services revenue was flat for the year, with a 9% increase in revenue per average co-employed WSE due to health fee increases [22] Market Data and Key Metrics Changes - Total WSEs decreased by 10% year-over-year, with co-employed WSEs down 11% [18] - Retention dropped to approximately 80%, down five points year-over-year, primarily due to pricing issues [18][19] - CIE growth was in line with forecasts, finishing with a low single-digit rate for the year, below historical averages [19] Company Strategy and Development Direction - The company is focused on repositioning for long-term growth, emphasizing client service, operational efficiency, and go-to-market execution [6][14] - Investments in sales organization and the Ascend program are expected to enhance sales capacity and improve retention [9][10] - The company plans to simplify PEO health plan offerings through benefit bundles, with positive early feedback [10] Management's Comments on Operating Environment and Future Outlook - The management acknowledged a challenging macro environment with high medical cost inflation and muted hiring activity [5][16] - For 2026, the company expects total revenues to be in the range of $4.75 billion to $4.9 billion, with a focus on improving retention and new sales growth [26][28] - Management remains cautious, not assuming any improvement in healthcare cost trends or hiring for 2026 [14][26] Other Important Information - The company generated $57 million in adjusted EBITDA for Q4 and $425 million for the year, with an adjusted EBITDA margin of 8.5% [24] - The board authorized an increase in the share repurchase program to $400 million [33] - The company plans to launch TriNet Assistant, an AI-powered HR tool, to enhance customer experience [13] Q&A Session Summary Question: Can you discuss your guidance philosophy? - The new CFO emphasized the importance of business momentum and operational discipline in setting guidance for 2026 [37][38] Question: What are your expectations for bookings in 2026? - Management indicated expectations for improved sales and retention, with a focus on experienced reps and new sales from the Ascend program [41][42] Question: Can you elaborate on insurance pricing and attrition? - Management noted the need for health fee pricing adjustments due to elevated healthcare costs and the impact on client retention [46][47] Question: What are the drivers of ASO services growth? - The growth in ASO services is primarily driven by the conversion of SaaS clients and new sales, with a strong pipeline expected [61][63]

Financial Data and Key Metrics Changes - Total revenues declined 2% year-over-year in Q4 and 1% for the full year, in line with guidance [17] - Free cash flow grew by 16% year-over-year, totaling $234 million for the year [23] - GAAP earnings per diluted share were $3.20 for the year, with adjusted earnings per diluted share at $4.73, at the top end of guidance [22] - The insurance cost ratio (ICR) was 90.8% for the year, slightly better than the midpoint of guidance [10][22] Business Line Data and Key Metrics Changes - Professional services revenue declined 7% in Q4 and 6% for the full year, driven by a mix of factors including declining co-employed WSEs [19][20] - ASO business showed strong growth, ending the year with over 39,000 users, with average PEPPM of approximately $50 [10] - Insurance services revenue was flat for the year, but per average co-employed WSE grew 9% due to health fee increases [21] Market Data and Key Metrics Changes - Total worksite employees (WSEs) decreased by 10% year-over-year, ending the year with approximately 323,000 [18] - Retention dropped to roughly 80%, down five points year-over-year, primarily due to pricing issues [18] Company Strategy and Development Direction - The company is focused on repositioning for long-term growth, emphasizing client service, operational efficiency, and go-to-market execution [5][6] - Investments in sales organization and the Ascend program are expected to enhance sales capacity and improve retention [8][9] - The company plans to simplify its health plan offerings and expand ASO as a core growth driver [9][10] Management's Comments on Operating Environment and Future Outlook - The management acknowledged a challenging macro environment with high medical cost inflation and muted hiring activity [5][6] - For 2026, the company expects total revenues to be in the range of $4.75 billion to $4.9 billion, with slight improvements in retention anticipated [25][26] - Management remains focused on controllable factors, including disciplined pricing and improved client value [14][30] Other Important Information - The company achieved an all-time high Net Promoter Score in 2025, indicating improved client satisfaction [12] - The board has authorized an increase in the share repurchase program to $400 million [31] Q&A Session Summary Question: Can you discuss your guidance philosophy? - The new CFO emphasized the importance of understanding business momentum and operational discipline in setting guidance for 2026 [36][39] Question: What are your expectations for bookings in 2026? - Management indicated that they expect stronger retention and new sales growth, contributing to improved bookings [40][42] Question: Can you elaborate on insurance pricing and its impact on attrition? - Management noted that health fee pricing adjustments were necessary due to elevated healthcare costs and previous underpricing [48][50] Question: What are the drivers of ASO services growth? - The growth in ASO services is primarily driven by the conversion of SaaS clients and new sales, with strong retention expected [62][64]