SmartRent(SMRT)2024-08-07 21:17Financial Data and Key Metrics - Total revenue for Q2 2024 was $48.5 million, a 9% decrease YoY, primarily due to lower units deployed as a result of delayed capital investment spending by customers [17] - SaaS annual recurring revenue (ARR) reached a record $51.2 million, a 32% YoY increase, driven by improvements in SaaS ARPU and the number of units deployed [14][16] - SaaS ARPU increased by 9% YoY to $5.63 per unit, up from $5.16 in Q2 2023 [15] - Total units deployed reached 772,000, a 19% YoY increase, with 22,000 new units deployed in Q2 2024 compared to 48,000 in Q2 2023 [18] - Adjusted EBITDA for Q2 2024 was $900,000, a 114% improvement from a loss of $6.4 million in Q2 2023, marking the third consecutive quarter of positive adjusted EBITDA [20] Business Line Performance - Hosted services revenue increased by 16% YoY to $18 million, while hardware revenue decreased by 11% to $24.7 million, and professional services revenue decreased by 42% to $5.8 million [17] - SaaS gross margin improved to 75.5%, up 43 basis points YoY, while total gross margin improved to 35.7%, up 1,700 basis points YoY [18] - Hosted services gross profit increased to $12 million, up from $9.8 million in Q2 2023, and remains the company's most profitable revenue stream [19] Market and Strategic Direction - The company is refocusing on direct sales after the channel partner sales program did not meet expectations, with plans to hire a new sales leader and enhance sales operations [12] - The company is prioritizing organic reinvestment in high-return projects, focusing on product enhancements informed by customer feedback, which has contributed to a net revenue retention rate above 100% [13] - The company is implementing rigorous cost management while maintaining the agility to capitalize on market opportunities, with a focus on growing recurring revenue streams [14] Management Commentary on Market Conditions - The company is operating in a challenging economic landscape characterized by shifting capital expenditure patterns due to interest rate uncertainties and macroeconomic factors [11] - Customers have deferred the deployment of units originally forecast for 2024 into 2025, but the overall long-term market opportunity remains unchanged and compelling [22] - The company has suspended financial guidance due to the CEO transition, market conditions, and customer capital spending delays, but plans to reinstate guidance as visibility improves [20][21] Other Key Information - The company has a strong balance sheet with $187 million in cash and no debt, positioning it well to pursue growth initiatives and navigate economic challenges [21] - The company repurchased 765,000 shares in Q2 2024 and an additional 842,000 shares after the quarter, with $42 million remaining under the share repurchase program [22] Q&A Session Summary Question: Wi-Fi Strategy and Investment Plans - The Wi-Fi strategy remains a bullish opportunity, with continued investment in the program. A new CEO may bring changes, but the company remains confident in the Wi-Fi opportunity [25] Question: Customer Capital Project Delays - The company has a high degree of confidence that deployments delayed from 2024 will occur in 2025, with persistently high interest rates being a key factor impacting customer spending [26][27] Question: Confidence in 2025 Deployments - The company's confidence in 2025 deployments is based on discussions with customers and the expectation of interest rate reductions, which would normalize capital expenditure investment [32] Question: Hardware vs. Software Focus - The company is renewing its focus on deployed units, with both hardware and software being equally important to the platform. The focus is on improving SaaS ARPU and unit deployment [33] Question: CEO Search and Characteristics - The company is looking for a CEO with a history of successful scaling, as the company transitions from a $200 million to a potential $1 billion revenue company [35] Question: SaaS ARPU and Hosted Services Gross Margin - SaaS ARPU growth was driven by timing of deployments and higher pricing on new units. Hosted services gross margin was relatively flat, with expectations of approaching 75% over time [38][40] Question: Guidance and CEO Search Timeline - The company is not providing specific guidance for the rest of 2024 but expects to provide clarity as market conditions improve. The CEO search is ongoing, with no set timeline [41][42] Question: Channel Partner Strategy and Unit Deployment Profitability - The company is scaling back the channel partner program to focus on direct sales to existing customers. The company is positioned to expand unit deployment volumes profitably [45][46] Question: Conclusion and Long-Term Opportunity - Despite near-term challenges, the company remains confident in its long-term opportunity, with a strong foundation and strategic focus on innovation and customer satisfaction [48][49]