The following is excerpted from the question-and-answer section of the transcript.
(Questions from industry analysts are provided in full, but answers are omitted - download the transcript to see the full question-and-answer session)
Question: Ian Black - Needham & Company Inc. - Analyst
: This is Ian Black on for Scott Berg. You guys terminated your Chief Sales Officer in April. How should we view go-to-market strategy going forward?
(technical difficulty)
Question: Ian Black - Needham & Company Inc. - Analyst
: Okay, okay. Glad to have you. This is Ian Black on for Scott Berg. You terminated your Chief Sales Officer in April. How should we view go-to-market
strategy going forward?
Question: Ian Black - Needham & Company Inc. - Analyst
: And then you've now completed three divestitures in 2025. Should we expect additional deals as you guys streamline towards growth?
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MAY 12, 2025 / 3:00PM, UPLD.OQ - Q1 2025 Upland Software Inc Earnings Call
Question: DJ Hynes - Canaccord - Analyst
: Nice to see the improving outlook over the balance of the year. I'll aim this one at Mike, but Jack would love to get your thoughts. Mike as an
outsider, it's hard to tell what's driving the faster organic growth, the improving margins? Just qualitatively, like how much of that is just narrowing
in on your better products and kind of divesting underperforming assets, versus those better products actually getting better? Is there any way to
kind of frame that conversation for us?
Question: Ian Black - Needham & Company Inc. - Analyst
: No, it makes sense. It's a helpful explanation and nice to see the progress.
Question: Jeff Van Rhee - Craig-Hallum - Analyst
: A couple of quick ones. Just on the India. If you revisit that, just refresh me, I think you said that played out over a few years. When was the full
build-out completed? When have we started to see the benefits of that increased productivity for the dollar rolling into the products? So just trying
to get a little bit of sense of the timing there?
Question: Jeff Van Rhee - Craig-Hallum - Analyst
: That's helpful. And Mike, on the free cash flow, if I have it right, I think you were looking for $23 million last quarter, you bumped it down to $20
million. And I think you called out on the slide show, there was a $5 million -- I think it was a one timer related to a divestiture. Just reconcile the
changes in the free cash flow outlook there and if I have that $5 million, correct?
Question: Jeff Van Rhee - Craig-Hallum - Analyst
: Okay. And just back -- a follow-up on just the prior questions around pipeline and visibility. Jack, any other commentary about the visibility into
that top line acceleration? And specifically speaking to maybe -- it sounds like the digital marketing lead gen side has really picked up for you. I
think you spent a lot of time to try to get better quantification and measurability in pipeline.
Just any color from a pipeline standpoint in those businesses? Whether it's coverage ratios or others that just give you a conviction beyond the 2%
for the quarter getting up to 5% and beyond? And just how visible that is and what the metrics are telling you?
Question: Jeff Van Rhee - Craig-Hallum - Analyst
: Yes. Yes, understood. And one last thing on the debt, real nice progress. In terms of paying down the debt going forward, the thought still targeting
paying down $2 million a month, I think that was what you had commented previously, although we've had some lump sums in between here
and there?
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