Financial Data and Key Metrics Changes - Q4 2025 revenue, adjusted EBITDA, and margins met expectations, with a core organic growth rate flat due to tough comparisons from Q4 2024 [4] - Annual net dollar retention rate was 96% in 2025, consistent with the prior year [4] - Q4 2025 adjusted EBITDA was $15.3 million, resulting in an adjusted EBITDA margin of 31%, an increase from 22% in Q4 2024 [4][11] - Free cash flow for Q4 was $7.2 million, bringing the full year 2025 free cash flow to $24.4 million, exceeding the $20 million target [5][12] Business Line Data and Key Metrics Changes - 110 new customers were welcomed in Q4, including 15 major customers, and relationships were expanded with 199 existing customers, 27 of which were major expansions [5][6] - The product portfolio is focused on AI-powered solutions, with significant recognition in market reports, indicating strong performance in knowledge management solutions [7] Market Data and Key Metrics Changes - The company was recognized as a major player in the IDC MarketScape and Gartner Market Guide, highlighting the impact of its AI-powered products [7] - The adjusted EBITDA margin has shown a multi-year expansion trend, increasing from 20% in 2024 to a guidance midpoint of 28% for 2026 [17] Company Strategy and Development Direction - The company is transitioning to a more operational focus with an emphasis on AI-enabled product portfolios, as indicated by the new CEO's background and vision [8][9] - The strategy includes reinforcing Upland's role in enabling organizations to convert knowledge and content into operational intelligence [9] Management's Comments on Operating Environment and Future Outlook - Management expressed a generally improving trend in core organic growth rates, targeting 1%-2% for 2026 [4][16] - The pipeline for 2026 looks decent, particularly for core knowledge management products, although Q4 bookings performance was disappointing [22] - The leadership change is seen as a response to the evolving business landscape, with a focus on AI and operational efficiency [27][29] Other Important Information - The company expects reported total revenue for Q1 2026 to be between $47 million and $50 million, reflecting a decline primarily due to divestitures [13] - Full year 2026 adjusted EBITDA is expected to be between $52.6 million and $58.6 million, indicating a decline of 4% from 2025 [15] Q&A Session Summary Question: Customer metrics and sales execution - Management acknowledged a stronger Q3 but expressed disappointment in Q4 bookings performance, noting a decent pipeline for 2026 [21][22] Question: EBITDA margin guidance - The decline in EBITDA margin guidance is attributed to typical seasonal factors affecting Q1 and Q2, including payroll taxes [23][24] Question: Leadership change rationale - The change in CEO was driven by the need for a product-centric and AI-focused leader to align with the company's evolving strategy [27] Question: Go-to-market strategy execution - Management indicated that significant changes have been made, and the business is on firmer footing for future growth [29] Question: Revenue mix and AI positioning - Approximately 2/3 to 3/4 of revenue comes from growth products, primarily in the knowledge and content management market, leveraging AI as a tailwind [36]

Financial Data and Key Metrics Changes - The company reported a good Q4 2024, beating recurring revenue expectations and meeting adjusted EBITDA guidance midpoint [7] - Core organic growth in Q4 was flat, but the company is guiding for 2.5% core organic growth in 2025, representing a significant turnaround from a negative 1% average quarterly growth rate in 2024 [7][14] - Adjusted EBITDA margins are expected to increase by 400 basis points in 2025, from 20% in 2024 to 24% in 2025 [14] - The net dollar retention rate improved to 96% at the end of 2024, up from 95% in the prior year [8] - Q4 adjusted EBITDA was $14.9 million, showing sequential growth from Q3 [8][17] - Free cash flow for Q4 was $9 million, contributing to a total of $23.4 million for the full year 2024 [8][18] Business Line Data and Key Metrics Changes - The company welcomed 110 new customers in Q4, including 21 major customers, and expanded relationships with 291 existing customers, including 42 major expansions [9] - The company earned 76 badges in the G2 Winner 2025 Market Reports, indicating strong product performance [9] - AI-enabled solutions have been integrated into 80% of the core content and knowledge management product portfolio, enhancing product capabilities [28] Market Data and Key Metrics Changes - The company divested two non-strategic underperforming product lines, which lowered the 2025 revenue guidance by about $18 million but had no impact on adjusted EBITDA [11][20] - The divestitures are expected to simplify the business and improve core organic growth rates [12] Company Strategy and Development Direction - The company is focusing on AI-enabled solutions to improve knowledge sharing and business outcomes, which is seen as central to future growth [11][32] - The strategy includes enhancing product offerings and improving sales capabilities, particularly through investments in AI technologies [28][42] - The company aims to improve net dollar retention rates to closer to 98% by the end of 2025 [52] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the improving organic growth outlook and the positive momentum in adjusted EBITDA margins [7][14] - The company is targeting full-year 2025 free cash flow in the range of $20 million to $25 million [18] - Management acknowledged the challenges posed by U.S. payroll taxes and costs related to divested assets in Q1 2025 [22] Other Important Information - The company plans to continue paying down debt, having already reduced it by $33 million in 2025, in addition to $189 million in 2024 [13][19] - The gross debt currently stands at approximately $261 million, with most of it hedged to lock the interest rate at 5.4% [19] Q&A Session Summary Question: Can you talk about the AI strategy at Upland? - The company has invested in AI, enabling 80% of its core content and knowledge management products, and sees strong enterprise search use cases for its products [28][32] Question: What is the status of the asset unwind strategy? - The company expects a decline in Sunset asset revenues from $32 million in 2024 to about $14 million in 2025, and then down to around $6 million in 2026 [34] Question: Can you provide insights on the major account expansions and net dollar retention? - The improvement in net dollar retention is driven by better gross dollar retention rates, with a goal to reach 98% by the end of 2025 [52] Question: What is the guidance for Q1 revenue? - The company expects reported total revenue for Q1 2025 to be between $59 million and $65 million, reflecting some lumpiness in perpetual license and professional services revenue [21][46]