Bandwidth Inc. Q4 FY2022 Earnings Call

Welcome to Bandwidth's Inaugural Investor Day. Thank you for joining us virtually today. I'm Sarah Wallace, Bandwidth's Vice President of Investor Relations. We have an exciting agenda focused on Bandwidth's key differentiators, our long-term strategy and the opportunity ahead. In a moment, you'll hear from David Morken, our Co-Founder, Chairman and Chief Executive Officer. He'll share Bandwidth's origin story, vision, and strategy. Anthony Bartolo, Chief Operating Officer, will elaborate on operationalizing our vision; and Daryl Raiford, our Chief Financial Officer, will discuss our recent financial performance, our capital allocation strategy, and how it all comes together in our long-range plan. At the end of our speaker presentations and closing remarks, we will have a live question-and-answer session with today's presenters covering the Investor Day content as well as our fourth quarter and full year 2022 earnings, which we released earlier today. All of the materials we'll present today, including the speaker video presentations and the accompanying slides, will be available on our website shortly after the event. Before we begin the presentations, I would like to remind you that statements made today, including any statements regarding goals for our financial performance over the next three years, may contain forward-looking information, so typical safe harbor and risk factors apply. Please review the slide you now see that provides additional details about risks related to those forward-looking statements and where to obtain additional information about risk factors in our SEC filings. All financial measures are presented on a non-GAAP basis except for revenue, which is a GAAP measure unless otherwise specified. Reconciliations between our GAAP and non-GAAP results for historical periods can be found at the end of this investor presentation. Please be aware that similar to our prior quarters, details related to our fourth quarter and full year 2022 performance are provided in a separate earnings presentation that may be accessed on our Investor Relations website. So now let's get started. It's my pleasure to introduce you to Bandwidth. In the global economy, delivering exceptional experiences is how businesses compete and how they communicate is at the heart of their customer experience. Bandwidth is a communications cloud that simplifies how you deliver integrated global experiences. It's flexible and robust, ready to connect across your entire communications stack, built on our own global network for unmatched reliability. It's grounded in telecom, regulatory, and real-world software expertise, so you can create exceptional experiences for whatever you're building, wherever you're going, and however you want to communicate.

Welcome to Bandwidth Investor Day. My name is David Morken and I serve our team as Co-Founder, CEO and Chairman. You are joining us here in our Raleigh, North Carolina office, one of several we have around the world, and this is where the magic happens. Many of you are new to our story. Thank you for joining us. You've chosen an amazing moment in time to get to know us. We've chosen the famous movie Back to the Future to capture this moment, a rare opportunity to climb into a time machine. It was actually a 1980s car called the DeLorean, buckle in next to Michael J. Fox and travel back to the future. Are you with me? Our first destination is the year 2017 when Bandwidth IPOed. In 2017, our revenue is one third of today. Gross margins are seven points less than today. We only offer one primary service in a single country, and messaging is a new product. Spin the dial on the DeLorean dashboard from 2017 to 2026, and when we land, you will see we provide service in over 60 countries, serve billions of messages and voice calls, expect 60% non-GAAP gross margins, 20% EBITDA margins, and approximately $125 million in total free cash flow from the prior three years, all while growing annual revenue 15% to 20% on average. Set the year in the DeLorean one more time to get back to 2023, and you suddenly realize as you get out of the car that you can invest in Bandwidth today at a price close to that of 2017. Yes, it really is like being able to go back to the future. We believe that after today, you will want to join us on the road ahead. Actually, as Doc said in the movie, roads, where we are going, we don't need roads. We are more confident about our mission to develop and deliver the power to communicate than when we started the company or at any time since. So why are we so motivated today? Bandwidth is leading in the front ranks of a worldwide cloud communications revolution. Migrating voice, text messaging, and emergency calling to the cloud is the fastest way for enterprises in today's economy to build a better brand experience, reduce operating costs, leverage emerging AI technologies, lighten regulatory burdens, and simplify digital transformation company-wide. And they're doing it with Bandwidth because we believe our rare global footprint, powerful cloud platform, and scalable offerings have become the most compelling route to the cloud. How do we know this to be true? Global 2000 enterprises are either growing their usage with us or coming to us directly for the first time. We believe the move away from on-premise and national incumbent wireline telephone providers to our powerful global communications cloud is part of a secular, long-lasting trend that will help drive future profitable growth through all seasons and for years to come. Well, what about the challenging near-term macro environment? There are two key reasons we expect to do well. First, we were bootstrapped almost entirely until our IPO in 2017. Since then, we have demonstrated responsible growth and profitability discipline exhibited by few others. Second, communications are essential and represent durable demand for our services. These are key reasons why we weathered the last two macro storms. Before we talk about what's next at Bandwidth, let's take a moment for those new to our journey to understand what we do, how far we've come, and how hard it would be for others to follow. Bandwidth helped to launch the era of cloud communications. This is a space with a current total addressable market of $12 billion. In 2022, our revenue was $573 million with a 55% gross margin. We are ranked a leader in CPaaS by the influential research firm IDC as global businesses use our software APIs to deliver communications workloads through our global platform as voice calls, text messages, and emergency services calls and notifications. You could say that we are the Bandwidth inside for some of the most compelling digital communications experiences wherever people live, learn, work, and play. In fact, chances are you've already used Bandwidth this morning maybe to text an appointment confirmation to your doctor through one of our healthcare messaging customers or maybe you called your bank about a suspicious charge on your credit card, which routed through one of our contact center customers like Genesis or Five9. Did you dial into a meeting this morning on Teams or on Meet, Cisco or Zoom just to name a few? If you did, you likely used Bandwidth. And while we are proud of having one of the most robust emergency services solutions in the world, let's hope you haven't had to call 911 yet. But seriously, if you did, our newest technology could show the exact floor and location you were calling from if your firm is compliant with RAY BAUM's Act. Our expertise in 911 regulations like RAY BAUM's Act is a strong source of new customers like the IT managed services provider we closed last quarter. They have a highly complex organization with 23,000 customers in 50,000 locations and they chose Bandwidth because we solve their unique needs for E911 compliance. As a company, analysts put us in the CPaaS space that stands for communications platform-as-a-service. We win customers away from incumbent telecom network operators around the world. Our key competitive differentiator is the Bandwidth Communications Cloud, which we believe is one of the most comprehensive and connected platforms for digital communications on the planet. We envision the Bandwidth Communications Cloud to be for global enterprise communications what Microsoft Azure or Amazon Web Services are for enterprise computing. Just as they provide secure developer frameworks on top of their owned and operated storage and computing hardware at their own data centers, our communications cloud provides a communications developer platform on top of a Bandwidth operated, all-IP network with global reach that is enterprise-grade. Just like AWS and Azure we aim to provide unmatched reliability, scalability, and pay-as-you-use control for business-critical communications worldwide. And just like in cloud computing, what used to be on-prem, high cost, inelastic and incapable of orchestration is now an always-on accessible everywhere cloud solution where communications service can be provisioned globally and instantly and it's usage-based so it's dynamic and scalable. Here is why this matters, in the CPaaS space, our competitors have software interfaces but they don't own the network, they rent it. Can you imagine AWS running on Rackspace hardware, or Azure on IBM? Quality, scale, and innovation is severely diminished and they are forever chasing terminal gross margins with profitability always out of reach. In contrast, our owner economics create a flywheel effect. Every incremental revenue dollar instead of paying rent or underlying infrastructure includes higher and higher gross margins available for reinvestment in innovation. Our competitors among incumbent carriers are slow and lack the innovation to keep up with the enterprise migration to the cloud and they are limited to very specific geographies. So enterprises cannot use them as a single trusted partner for global coverage. The Bandwidth Communications Cloud is available virtually everywhere global enterprises are today and where they want to expand in the future. And here's the kicker, the barrier to entry is magnificent. We estimate that if you tried to build the Bandwidth global communications cloud starting today, it would take over 15 years and at least $500 million. And the level of difficulty would be extreme because regulators in each country move at the speed of government. So just like the pioneers in the enterprise cloud computing world, Bandwidth has built a unique and highly scalable cloud for voice, for messaging and for emergency communications. That's our moat and it's why we believe we're the best positioned CPaaS provider in our space. You will hear a lot more about this from Anthony in a few moments. The depth and breadth of our competitive moat or barrier to entry is further illustrated by the fact that we now serve all the leading power platforms in cloud communications recognized by the Gartner research firm. Whether it's iconic hyperscalers like Microsoft, Google, or Zoom for hybrid work, customer experience pioneers like Genesis and Five9 for cloud contact centers, the many innovative SaaS companies building text messaging into everything from healthcare to conversational e-commerce, Bandwidth is their communications cloud. All these power platforms know they can count on us for global reach, scale, reliability, security, and customer support. Let me focus in on an example of how co-creation with our customers has fueled our success up until today and how it will drive our momentum in the future. This story begins in 2004 when Google needed a partner to power cutting-edge experiences like Google Voice. Their options were large telecom incumbents who knew nothing about software APIs. Bandwidth answered their call. In what seemed audacious at the time, we built out a nationwide platform for Google that was cloud-native and also available to all innovative companies to use to create the next generation of communications. In doing so, we broke through a 100-year-old wall of telecom with cloud software, making exciting new experiences possible everywhere. This was the beginning of the Bandwidth Communications Cloud and it started our fruitful innovation partnership with Google. Over the past decade and a half, we've helped them build on our platform with AdWords emergency services for Google Fiber and Google Meet. Then we supported Google Home, G Suites, Google Voice for business, and we are now supporting their global expansion into new geographies. On top of this voice network, we then added 911 emergency services and rode the next rising tide of text messaging as the first use cases for identity authentication, civic engagement and e-commerce began to emerge. By the time of our IPO in 2017, we powered the full suite of voice, messaging, and emergency services that remain our foundation today. Another key milestone was our acquisition of Voxbone at the end of 2020 that took the Bandwidth Communications Cloud global, giving us the capability to serve our customers everywhere they need or want to be. More recently, our innovations in the text messaging space have ignited demand for our capabilities, making this the fastest growing part of our business today. Bandwidth's capacity, high deliverability, and regulatory know-how have positioned us as the provider of choice for three growing categories. First, we began by serving high-volume enterprise customer experiences like point-of-sale message confirmation for customers like Block, e-commerce engagement for customers like Wish, two-factor authentication for financial services customers and contact center use cases as well. And we continue to win high-volume contracts from enterprises who have run out of capacity with our competitors such as a leader in B2B text messaging that just signed with Bandwidth last quarter. The reliability and scale of our commercial messaging soon led us to be a leader in messaging for those doing civic engagement with various constituencies like schools, congregations, and memberships. Finally, and most recently, our same robust and reliable capabilities attracted a broad spectrum of customers in the political campaign messaging segment. This segment is predictably cyclical with larger and larger growth waves every two years in connection with the U.S. election cycle. That's why coming off a year where we exceeded expectations in 2022 and benefited from messaging related to the U.S. midterm elections, we expect low-single-digit revenue growth in 2023. Excluding the contribution of 2022 campaign messaging from year-over-year comparison, we actually expect core growth in the high-single digits for 2023. You'll hear more detail on our growth expectations and progression from Daryl in his presentation. In a few moments, he and Anthony will walk through the strategy, business model, and financial framework that we believe will increase our momentum. But first, I want to share some thoughts on where we've been and where we're going. The role we play at the center of cloud communications has driven incredible growth as we've expanded the capabilities and scale of our platform. Just five years ago when we launched our IPO, Bandwidth had less than a third of the revenue that we have today. Our total addressable market was about a quarter of our total addressable market today. Our reach was limited to North America, compared to the vast global footprint we enjoy today, spanning 60 or more countries and more than 90% of the world's gross domestic product. And our product offers have more than doubled while significantly expanding in scope and capabilities. The race to the Communications Cloud is now underway among the largest enterprises. So, once again, our TAM is expanding. Throughout our history, we've been so focused on our customers that they have always led us to the next step we needed to take in our journey. In 2004, it was Google asking us to build out a software-driven network. Now it's Global 2000 enterprises seeking to leverage the Bandwidth Communications Cloud as the essential component of their business. That's why we are at another key inflection point, both in the growth of Bandwidth and our space. A new era of artificial intelligence is beginning not just in computing, but in enterprise voice and messaging as well. We are already developing ways to apply AI models to improve call routing and resolution in the enterprise contact center and other exciting use cases. It's early days, but incredibly exciting to see how adding artificial intelligence and machine learning at the core of our communications cloud can yield higher and higher value for the Global 2000. We are investing to be a strong leader in this new and growing market. And AI is just one of the technologies we are bringing to our growing momentum with cloud contact centers. Last quarter, a healthcare leader in diabetes care chose Bandwidth as the network provider for their Genesys contact center. The peace of mind our new Call Assure product delivers in toll-free calling redundancy was the differentiator that won the sale, the enterprise race to the cloud is on, but even in this latest wave, rest assured that the core operating principles that carried us here will be the same that take us into the future. Profitable growth, operating leverage, and cash flow generation have been the bedrock of our business and will continue to drive our financial goals. Our long-term ambition includes growing annual revenue at an average of 15% to 20%, and with continued operating discipline, we expect to deliver greater than 60% gross margin, greater than 20% EBITDA margin, and a greater than 15% free cash flow margin over the next three years. We also have the team to accomplish our mission. We are blessed with a tremendous team of both new and long-tenured leaders, each an expert with deep and proven experience in our space. In the past year, we've brought aboard a new Chief Operating Officer, Chief Revenue Officer, Chief Innovation Officer, and Chief Software Strategy Officer. These new leaders have strong track records leading billion-dollar portfolios and scaling growth at high profile global technology companies. As I said, when we began, we are more confident in our future than we have ever been before. We believe that there is a remarkable opportunity for investors to go back in time or back to the future and invest with us at a price close to our IPO five years ago. The most compelling difference is that we are now a team with larger assets, larger revenues, more customers, higher profits, more R&D, and a larger global total addressable market. Now we're going to show you how we are operationalizing our vision and competitive advantage. First up is our Chief Operating Officer, Anthony Bartolo.

Thanks David and hello everyone. You may know that Bandwidth is admired for its strong reputation in the market and unique work culture. What I'm most excited to share with you is that after a year operating with the team, we are exceptionally well positioned to lead the next chapter in cloud communications transformation. We believe we have the right strategy, compelling offers, and a proven team to make our ambitious goals a reality. I want to start by looking at the market dynamics in our space and how Bandwidth has the key differentiators for success. As David mentioned earlier, there are traditionally two ways for enterprises to choose how they consume communications. They can either go to a pure-play CPaaS provider or source from a legacy network operator. Each has its limitations. The CPaaS platforms are very innovative, but they have to rent their cloud. They don't own it. That means their customers get limited control and limited scalability, so eventually they outgrow them and guess what? They also have a terrible support experience. In most cases, you can't even reach a real human who would only hand it off to the vendor they rented it from anyway. On the other side, there are network operators also known as incumbents, which are the legacy carriers whose names you probably know; characteristically, they often lack any software integrations and they are slow to innovate. They also often provide a disappointing support experience. If you want to work with these carriers, you have to do it their way. And if you want to operate globally, well, you have to sign contracts with multiple providers wherever you want to do business because they're geographically restricted. That's an incredibly complex, expensive, and time-consuming proposition. Power platforms need the best of both worlds, and we are the better half for each. Bandwidth is the only global CPaaS provider that also owns and operates our own communications cloud. We provide the connectivity, APIs, security, privacy, workflows, and tools to give enterprises of all sizes a simple scalable way to consume business-critical communication services. And here's where we give more than the best of both worlds. As a global operator in a highly regulated environment, Bandwidth has unique insight into a critical need for large enterprises, which is regulatory compliance. We provide regulatory insights that assist our customers as they navigate global, national, and local regulations, industry compliance, and layers of rules. It's a challenge so complex that last year alone, hundreds of new changes were issued around the world. Failure to comply with just one of these could negate an enterprise's revenue and operations in an entire country. The stakes are high. Our regulatory insights are built into the Bandwidth Communications cloud. So when a customer consumes our platform, they tap into our expertise even better. We've made it easy for customers to consume software so our customers can have a single global partner with built-in redundancy if they choose. Now these differentiators match up perfectly to the needs of the three main customer categories we serve and how each of our unique market offers are consumed. Our first market offer is global communications plans. We serve all the biggest power platforms that you're familiar with, including Microsoft, Google, Zoom, Genesys, Five9, and many more. This offer has been the foundation of our business from the very beginning. It's a B2B2B channel, which our customers use to build power platforms for their customers. Our second offer is programmable services, which serves a B2B2C channel. This mainly includes our text messaging portfolio, a very fast-growing and newer category for Bandwidth here. We support the innovative SaaS platforms through a variety of commercial use cases, like healthcare, patient engagement, retail and e-commerce promotions, financial services, identity authentication, and as David mentioned earlier, civic engagement with a focus on political text messaging. Our unique ability to scale with customer demand is a big reason why this category has quickly become a significant portion of our portfolio today, particularly in alternating years when political engagements peak. I'm particularly excited about our newest offer, which is direct to enterprise. This is a B2B channel, much like how the power platforms have done for years now. The largest global 2000 enterprises are coming directly to Bandwidth to consume our services; they need to accelerate their digital transformations and Bandwidth de-risks the move from their current on-premises equipment to a fully or hybrid cloud solution. We now have a dedicated go-to-market focus on enterprises in the global 2000. Ensuring that we capitalize on this large and growing opportunity, Bandwidth's portfolio is rapidly diversifying. At the time of our IPO in 2017, global communications plans dominated our revenue at 94%. In 2022, our mix represented 19% in programmable services and 5% in direct enterprise revenue, excluding surcharges. In the future, we expect this mix to balance even further as customers continue adopting our expanded offers.

I’m Daryl Raiford, CFO of Bandwidth and it’s really great to be speaking with you today. David and Anthony shared our rich history, our customer stories, and our business model, all of which have led to Bandwidth’s financial success over the last five years. Today, I’m going to cover three topics. First, a review of our quarterly and full year 2022 results. Second, our 2023 outlook. And lastly, our three-year financial targets. Turning to our first topic, we had a very strong fourth quarter with revenue of $157 million, which was higher than expected, exceeding the midpoint of our guidance by $10 million. Fourth quarter fully diluted EPS of $0.19, likewise, well exceeded our guidance by $0.15. All of our products came out higher. Messaging continued to be a strong driver at 17% of our total fourth quarter revenue and growing 62% year-over-year, benefiting from the U.S. midterm election. Our fourth quarter revenue included $33 million of pass-through messaging surcharges. For the full year 2022, our total revenue was up 17% from the prior year. Excluding pass-through surcharges, our revenue grew 6%, certainly exceeding our expectations from the start of the year. Our fourth quarter non-GAAP gross margin was 56%, up 3 percentage points from the prior year’s quarter. Our full year 2022 non-GAAP gross margin set an all-time annual record at 55%, also rising 3 percentage points from last year. We’re focused on margin expansion, and this record result shows that. Adjusted EBITDA for the fourth quarter was $8 million and $35 million for the full year. Also, in the fourth quarter, we strengthened our balance sheet by repurchasing $160 million of our 2026 convertible notes at a nearly 30% discount. Turning to KPIs, our dollar-based net retention rate or DBNR grew sequentially to 112% for customers greater than a $100,000 annual recurring revenue, our DBNR grew to 115%, 3 percentage points higher than the total customer metric and clearly demonstrating the benefits from focusing on direct to enterprise and larger customer opportunities. We’re also pleased with our performance in other customer metrics. Our customer count grew to 3,405, while we continue to deliver on our sales strategy of focusing on high ARR customers. Average annual customer revenue continued its upward trajectory reaching $171,000. For customers with an ARR greater than $100,000, we achieved a customer name retention rate of 99.5%. In fact, to amplify this point for these customers with greater than a $100,000 ARR, if we go all the way back to our 2019 cohort of customers, our customer name retention rate over three years was 97.4%, which is an amazing performance. I know of no other proof point that better demonstrates the quality of our customer relationships and the durability of our revenue. It truly showcases that once a customer adopts our Bandwidth Communications Cloud, nearly every customer stays with our Bandwidth Communications Cloud. Our customer name retention rates clearly demonstrate our belief in revenue durability. But we’ve also had a longstanding commitment to profitable growth. This commitment is even more important in today’s uncertain environment. Anthony detailed some of the important drivers of leverage inherited in our business model. Those drivers combined with a durable revenue base and experienced management team give us confidence that our business model will produce sustainable profitable growth, operating leverage, and cash flow generation over the long term. The commitment and focus on profitable growth is evident in our results over the last five years. The strong results you see here on revenue growth, non-GAAP gross margin expansion, and customer additions are the direct result of progress the business has made, adding product offers, expanding services globally, and establishing Bandwidth as the critical enabler of cloud communications. I’m proud of our Band mates for these accomplishments, especially because we did it profitably growing adjusted EBITDA and non-GAAP net income also during this time. Profitable growth is in our DNA and we believe this positions us to continue delivering profitable growth. Turning to my second topic around our 2023 outlook. Overall, we believe that our core revenue growth, especially in the first half, will be relatively constrained and that our profitability will grow faster as we benefit from our gross margin and operating leverage. Let me address both revenue and profitability separately. In terms of revenue, two factors impact our view. First, we expect uncertain macroeconomic conditions to persist through 2023. While we’ve enjoyed best-in-class customer retention rates, recall, we’ve retained 97.4% of all of our customers with greater than $100,000 ARR over the last three years. We expect the near-term weaker macro conditions will play against usage growth from our existing customers, specifically within the global communication plans category. The second factor is campaign messaging cyclicality. 2023 won’t be a campaign messaging growth wave year. Revenue growth from campaign messaging comes in predictable waves where usage aligns with election cycles in the United States that occur every two years. In 2022, we had approximately $17 million of campaign messaging revenue due to the U.S. midterm elections. 2023 is not an election year. Instead, we expect sustained strong messaging growth in our other verticals of e-commerce and retail, healthcare, and financial along with continuing civic engagement. These two revenue factors taken together result in our revenue outlook of a 1% growth rate year-over-year and when adjusted for the campaign messaging cyclicality, we expect a growth rate of 8%. Now, addressing profitability will continue to adhere to our long-standing principles. Based on the expected top line revenue growth I’ve described, we expect a favorable combination of non-GAAP gross margin and operating leverage to produce adjusted EBITDA of approximately $45 million at the midpoint, an increase of 30% year-over-year. We expect non-GAAP EPS for the year of approximately $0.59 to $0.65 per share, an increase of 15%. Given all the considerations I’ve just discussed, 2023 will represent a below-average year for revenue growth. Zooming out to our longer-term targets, we expect to see a revenue CAGR of 15% to 20% over the subsequent three years. We expect to see this revenue acceleration from improving macro conditions, faster-growing enterprise adoption, and dependably cyclical campaign messaging. We also expect to achieve a greater than 60% non-GAAP gross margin by 2026, as well as more than 20% EBITDA margin, and greater than 15% free cash flow margin. These targets imply the generation of approximately $125 million in free cash flow over the next three years. We’re excited about our business and its projected financial capability. Let me walk you through the drivers that will help us achieve these milestones in each of these measures. Let’s first look at the revenue growth dynamics we expect to see over the next three years. We expect to see continued moderate growth within our core foundation of global communications plan customers. Messaging is expected to continue to grow at a faster pace to make up approximately 30% of revenue reflected here in the programmable services category. And direct-to-enterprise is expected to contribute 10% of revenue within three years. We’ve grown our direct-to-enterprise customer count by more than 200% over the last two years. What’s exciting about this growth and diversification of our revenue streams is that the two fastest-growing categories are also accretive to margins, which we believe will enable us to achieve our long-term non-GAAP gross margin target within three years. Our revenue is also becoming more geographically diverse, where markets outside of North America are projected to grow at a faster pace. We essentially concluded our international integration efforts in the third quarter of 2021; since then, 23% of our North American customers now utilize our communications cloud internationally. We’re going to keep driving cross-sell adoption of our North American customers into the international markets, and we expect greater than 20% of our revenue to come from outside North America within three years, representing a CAGR of 15% to 20%. The benefit of this increasing international revenue is the resulting higher margin profile that comes with many of the international locations. We have four gross margin expansion drivers. These drivers have contributed to the 7 percentage point increase in non-GAAP gross margin we’ve achieved from 2019 to 2022. We expect to add about 5 additional percentage points to non-GAAP gross margin over the next three years. All four drivers will be instrumental in the achievement of our 60% plus non-GAAP gross margin target. I’ve already addressed two: increasingly diversified customer revenue driving favorable product mix and expanding revenue across international markets. There are additionally two further drivers that are equally important contributors. One of these relates to scale where we benefit from our Bandwidth operated cloud platform. As David and Anthony both stated earlier, we don’t rent our cloud; favorable owner economics occur as we grow our top line and spread the fixed cost of our communications cloud over a larger revenue base. This flywheel dynamic inherent in our business model has been key to driving higher margins. The final driver comes from operating efficiency. As the organization has scaled and matured, we’ve developed an aptitude for working smarter and driving operating costs down. Taken together, these four drivers have clearly improved our non-GAAP gross margin over the last several years, and we believe will continue to power us beyond our goals in the next few years. Turning to our investment in operating costs, we expect to see improved leverage. We have invested in both sales and marketing and research and development to extend the reach, capabilities, and adoption of our communications cloud. We now believe we are at the right levels of ongoing investment. Through 2026, we expect both sales and marketing and R&D to settle in a 14% to 15% of revenue range. We also expect our G&A as a percent of revenue to continue to decline over time as we demonstrate operating leverage. As Bandwidth has scaled over the last five years, we’ve historically taken a conservative approach to stock-based compensation, and that will continue into the future. Stock-based compensation today as a percent of revenue is only 3%, and we expect it to remain well below our peer average over the next three years. In fact, as you can see from the peer comparison chart, well below is a polite understatement. The communication software average stock-based compensation expense as a percent of revenue was 18% in 2022. When viewed as a percent of revenue, Bandwidth stock-based compensation is a positive outlier. Bandwidth does not expect to be the tech company excessively diluting our shareholders. At the same time, we believe our total compensation practices and award-winning employee culture yield an innovative, motivated workforce of highly engaged bandmates that will continue to drive our success. Our commitment to our whole person promise is unsurpassed in our space. We’ve sufficiently invested and will continue to invest in our talent and our workplace with the aim to be the best, but also with a firm view towards financial discipline and stewardship of our shareholders’ capital. In summary, our 2026 targets of 15% to 20% revenue growth and expanding non-GAAP gross margin to greater than 60% leads us to a greater than 20% adjusted EBITDA margin. Let me drive home the power of growing our gross profit dollars in combination with our increasing cash gross margin referred to here as EBITDA produced from gross profit. In 2022, Bandwidth produced $260 million non-GAAP gross profit dollars. 87% of those non-GAAP gross profit dollars were invested in operating expenses, leaving 13% of gross profit dollars for adjusted EBITDA. Through 2026, we expect to grow gross profit dollars, and within our business strategy, we expect to invest 60% of our gross profit dollars for operating expenses, leaving 40% of cash gross profit in adjusted EBITDA. This represents an improvement in profit of 208% and clearly demonstrates the power of our business model to drive profitable growth. Now that you have a real sense of our long-range targets and how we plan to sustain and accelerate profitable growth, I’ll turn to our capital structure. We believe that our cash and securities and expected cash flow generation are more than adequate to satisfy our debt obligations. I stated earlier that we strengthened our balance sheet in the fourth quarter of 2022 with the repurchase of $160 million of our 2026 convertible notes at a nearly 30% discount to par value. Following the repurchase, there remains $240 million of debt maturing in 2026. We ended 2022 with a cash and securities balance of $186 million. That cash balance combined with the approximate $125 million of free cash flow that we expect to generate in the next three years would be more than sufficient to retire the 2026 notes and fully fund our business needs. Also, our targeted 20% adjusted EBITDA margin and 15% free cash flow margins in 2026 position us to fully retire the 2028 convertible note obligations if we choose that option. In summary, I’ll leave you with one key message. In the near term, and with the weaker macro, we’ll continue to focus on what we can control: serving and delighting our customers every day being disciplined with our costs and growing our 2023 profitability for the longer term we believe we’re uniquely positioned to win in our space for all the reasons you’ve heard today. Our core principles, which we have rigorously adhered to since our inception, will continue to be our North Star, guiding our path forward as we accelerate momentum and achieve our goals through the next three years and beyond.