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: Casey Ryan - WestPark Capital - Analyst
: Hello, Ari, Tom, thank you. Good evening. Thanks for this. Pretty exciting update. .
Question: Casey Ryan - WestPark Capital - Analyst
: Yeah, good evening. I wanted to ask about this ARR number that you are sharing with us. It looks like that's the first time you've done that
or the first time in a while. And I just wanted to clarify that that's across all customers and all products or maybe that was a HawkSearch-focused
metric?
Question: Casey Ryan - WestPark Capital - Analyst
: Right. Well, so I'll just say this ARR number is excellent, right, and tremendous growth year-over-year. But also, is it one that you believe you
can continue to share with us as we move through the year? Or will this kind of be an annual number that you put out at the end of the day?
Question: Casey Ryan - WestPark Capital - Analyst
: Okay. Well, terrific. I'm happy for the addition of this metric. And obviously, it's showing very strong performance, which is really good. I also
wanted to ask about on HawkSearch, if there had been any meaningful changes or trends with -- in regards to sort of contract length or
what levels people were committing to in terms of time, dollars are clearly going up.
Question: Casey Ryan - WestPark Capital - Analyst
: Yeah. Well, I mean, all these metrics are really quite impressive, to be perfectly honest. And so we've been challenged with some sort of
shedding of legacy businesses or older products that you've sort of talked about over the course of this fiscal year. That remainder sort of
non-HawkSearch revenue, it sounds like you have more confidence in that base that you have today being stable to up potentially in FY26.
Question: Casey Ryan - WestPark Capital - Analyst
: Yeah. Well, it certainly does seem like it's showing up here in the metrics for this quarter for sure. So just two more questions. I mean there's
a lot to sort of unpack here, I think, in this quarter, which has been really exciting. You mentioned the ability for customers to sort of turn on
the product, HawkSearch through the Salesforce AppExchange.
I just wanted to ask if that was live and impactful to the September quarter or if that's really something that's going to -- in terms of revenue
and sort of activations sort of hit for the first time more in the December quarter and then moving forward?
Question: Casey Ryan - WestPark Capital - Analyst
: Okay. Good. Well, that's helpful to understand that how that specialization could be even more impactful even though Unilog might not be
a name that would jump off the screen initially for someone like myself.
Question: Casey Ryan - WestPark Capital - Analyst
: One last question. This has all been really helpful. The sales and marketing spend was nominally $1.1 million in the September quarter. And
I think you said that, that's sort of the rate to expect moving forward and that you'd reevaluate at the end of '26. But that's a good level that's
up from what it had been previous. And so I just want to confirm and talk about your comfort with that spend level as we move forward.
Question: Casey Ryan - WestPark Capital - Analyst
: Yeah. Well, that is tremendous detail and tremendously helpful. Well, look, it feels like '26 is really setting up very strongly with some
optionality with Unilog and Salesforce and some of these automated channels potentially driving even more upside if people adopt the
product faster than maybe what you've modeled so far. So tremendous quarter.
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