Summary of Jamf FY Conference Call - September 10, 2025 Company Overview - **Company**: Jamf (NasdaqGS:JAMF) - **Industry**: Technology, specifically focused on Apple device management and security solutions Key Highlights 1. **Quarter Performance**: - Q2 was described as a good quarter, marking the first full quarter of contributions from the Identity Automation acquisition. - Jamf for Mac and Jamf for Mobile solutions have shown strong traction, particularly in enterprise and education sectors [12][14][15]. 2. **Customer Acquisition**: - New logo business has improved significantly, with a notable increase in bundled deals leading to lower churn rates and longer-term contracts [15][16]. - Competitive wins have been observed in both Mac and mobile markets, indicating a shift in market share from competitors [17][18]. 3. **International Growth**: - International markets, especially in education and commercial sectors, have been highlighted as key growth areas [14][42][43]. 4. **Identity Automation Acquisition**: - The acquisition aims to enhance dynamic identity management, particularly in educational institutions, and is expected to integrate well with existing customer bases [35][36][37]. 5. **Market Trends**: - The education market is experiencing lower growth but presents significant opportunities, particularly with the push for one device per student initiatives in various countries [42][43]. - The company is also seeing a refresh opportunity in the education sector due to aging devices deployed during the pandemic [39]. 6. **Android Management**: - Jamf has expanded its capabilities to manage Android devices, responding to customer demand for a unified management tool for both Apple and Android devices [44][46]. 7. **Security Portfolio**: - The integration of management and security solutions tailored for Apple devices is emphasized as a unique value proposition, differentiating Jamf from competitors [47][49]. 8. **Strategic Reinvestment Plan**: - A plan was announced to reallocate resources from the SMB market to focus on enterprise and channel investments, aiming to optimize growth and improve efficiency [51][52][53]. 9. **Growth Priorities**: - The company is prioritizing growth over margin expansion, with a focus on optimizing operations and increasing quota capacity in sales teams [56][58]. 10. **Investor Relations**: - There is a perception issue regarding Jamf's margin expansion and cash flow growth, with a need to communicate the strength of its relationship with Apple and the unique market position it holds [66]. Additional Insights - **Market Dynamics**: - The discussion highlighted the ongoing challenges in the PC and Mac market, with a slow adoption of Macs in enterprise environments despite their long-term cost benefits [22][32]. - The company is optimistic about future growth driven by international expansion, education deals, and the mobile management segment [59][60]. - **AI Integration**: - Jamf is exploring AI applications internally, with early indications of efficiency improvements, though it is too soon to assess its impact on customer seat counts [63][64]. - **Long-term Vision**: - The leadership emphasizes a balanced approach to growth, aiming to leverage multiple avenues for success while maintaining a strong focus on customer needs and market demands [60][62].

Financial Data and Key Metrics Changes - Year over year revenue growth was 15%, reaching $176.5 million, exceeding the high end of guidance by $7 million [24][25] - Total ARR grew 14% year over year to $710 million, with security ARR growing 40% year over year to $203 million [26] - Non-GAAP operating income was $33.5 million, representing a 19% margin, a 360 basis point improvement year over year [28] - Trailing twelve month unlevered free cash flow surpassed $100 million for the first time, growing 24% to $102.9 million [29] Business Line Data and Key Metrics Changes - Security bookings drove significant growth, with a notable increase in security ARR due to the inclusion of identity automation and platform solutions [26][27] - The company achieved over $500 million in commercial ARR and over $200 million in security ARR for the first time [5] - The education segment saw integration of identity automation, enhancing sales capabilities and cross-selling opportunities [40][41] Market Data and Key Metrics Changes - The company is experiencing strong demand for its security solutions across various sectors, including retail, transportation, and manufacturing [62] - The international market continues to grow, with a significant portion of business coming from channel partners outside the US [58] Company Strategy and Development Direction - The company is focused on a strategic reinvestment plan to support growth areas and improve operational efficiency, particularly in enterprise sales and AI capabilities [17][19] - The vision is to deliver secure, seamless access for every user on any device while enhancing the Apple ecosystem experience [17] - The company aims to exit fiscal 2026 with a rule of 40 run rate, combining revenue growth and adjusted EBITDA margin [32] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving revenue and operating income growth, with a third quarter revenue guidance of $176 million to $178 million [31] - The company anticipates continued strong performance from identity automation and expects to see better improvement in the education sector in Q3 [50][51] - Management highlighted the importance of aligning resources to support growth and improve efficiencies, particularly in the small business segment [47] Other Important Information - The company has made enhancements to its go-to-market strategy, focusing on increasing investments in enterprise customers and simplifying approaches for SMBs [18][19] - AI capabilities have been integrated across various functions, driving efficiencies and improving customer engagement [20][21] Q&A Session Summary Question: How quickly will the support for Android drive new sales momentum? - Management indicated that the decision to support Android was driven by customer demand, and there has been good traction and interest since the launch [38][39] Question: What is the revenue contribution from identity automation? - Management noted that identity automation has been integrated into the education business and has generated significant traction, contributing to revenue upside in Q2 [40][41] Question: How does the strategic action plan align with the rule of 40 target? - Management confirmed that the strategic reinvestment plan aims to improve efficiencies and support growth, with no change to the target of achieving the rule of 40 by 2026 [47][48] Question: What is the outlook for the third quarter regarding seasonality? - Management explained that Q2 had some one-time revenue impacts, and they expect a more normal seasonal ramp into Q3, particularly for identity automation [50][51] Question: How is the partner network progressing in the US? - Management highlighted that the channel is increasingly important, with a majority of business coming from international channels, and they believe US channels can reach similar revenue levels [58][59] Question: What changes are being made to sales rep quotas? - Management stated that the focus is on selling platform solutions that blend management and security, with an emphasis on supporting both SMB and enterprise customers [66]

Financial Performance Highlights - ARR reached $710 million, demonstrating a 14% year-over-year growth[12] - Revenue was $176.5 million, reflecting a 15% year-over-year increase[12] - Non-GAAP Operating Income was $33.5 million, with a margin of 19%, showing a 42% year-over-year growth[12] - Adjusted EBITDA was $35.3 million, with a margin of 20%, indicating a 40% year-over-year growth[12] - The company achieved Security ARR of $203 million, representing 40% year-over-year growth and 29% of Jamf's total ARR[16] Strategic Initiatives and Acquisitions - The company completed the acquisition of Identity Automation on April 1, 2025[16, 28] - A $400 million Term Loan A was successfully completed on May 21, 2025[16] - The company announced a strategic reinvestment plan to support business success, including resource reallocation and investment in AI capabilities[16] Financial Outlook for 2025 - Q3 2025 revenue is projected to be between $176 million and $178 million, representing 10%-12% growth compared to Q3 2024[37] - Full year 2025 revenue is expected to be between $701 million and $704 million, indicating 12% growth[37] - Full year 2025 Unlevered Free Cash Flow growth is projected to be greater than 75%[37]

Core Viewpoint - Jamf has announced a strategic reinvestment plan aimed at driving long-term growth, improving operational efficiency, and enhancing shareholder value, with expectations to exceed financial guidance for Q2 2025 [1][7]. Strategic Reinvestment Plan - The plan includes a comprehensive systems update that enhances insights into business and growth opportunities, allowing for a strategic reallocation of resources to areas with the highest growth potential [2]. - Key focus areas of the reinvestment plan are: - **Go-To-Market Enhancement**: Realigning the go-to-market organization to invest in growth opportunities aligned with the platform strategy, including Jamf for Mac, Jamf for Mobile, Jamf for K-12, and Jamf for SMB solutions [3]. - **AI Investments**: Accelerating investments in AI capabilities to improve customer experience and productivity across the organization [4]. Workforce Reduction - To facilitate the strategic reinvestment plan, the company will reduce its workforce by approximately 6.4%, impacting roles across go-to-market and other functions [5]. - The estimated charges related to the workforce reduction are approximately $11.0 to $12.5 million, expected to be incurred mainly in Q3 2025, with completion of the plan by the end of Q4 2025 [6]. Financial Expectations - Jamf anticipates exceeding the high end of its previously issued guidance ranges for Q2 2025, with total revenue expected between $167.5 million and $169.5 million, and non-GAAP operating income projected between $29.5 million and $30.5 million [10][7].

Financial Performance - ARR reached $657.9 million, with a 9% year-over-year growth[12] - Revenue was $167.6 million, representing a 10% year-over-year increase[12] - Non-GAAP Operating Income was $37.6 million, resulting in a 22% margin[12] - The company achieved a Non-GAAP Gross Margin of 82%[29] - Net Retention Rate was 104%[29] - Adjusted EBITDA Margin was 24%[29] Strategic Initiatives - Security ARR reached $162 million, a 17% year-over-year growth, accounting for 25% of total ARR[12] - International revenue grew by 16% year-over-year[12] - The company completed the acquisition of Identity Automation on April 1, 2025[12] - The company launched four platform solutions aligned to specific buyer personas[12] Financial Outlook - Q2 2025 revenue is projected to be between $167.5 million and $169.5 million, a 10% growth[32] - FY 2025 revenue is expected to be between $691.0 million and $695.0 million, a 10%-11% growth[32]