Earnings Call Transcript - KLTR Q4 FY2025

Operator

Good day, everyone, and welcome to the Kaltura 4th Quarter and Full Year 2025 Earnings Call. All material contained in the webcast is the sole property and copyright of Kaltura, with all rights reserved. For opening remarks and introductions, I now turn the call over to Erica Mannion at Sapphire Investor Relations. Please go ahead, Erica.

Erica Mannion, Head of Investor Relations

Thank you, Operator, and good afternoon. I am joined by Ron Yucatel, Kaltura's co-founder, chairman, president, and chief executive officer, and Leron Sharon, executive vice president of FP&A and interim principal financial officer. Ron will provide a summary of the results for the fourth quarter into December 31, 2025, along with a business and strategy update. Leron will then review financial results for the quarter and full year 2025, as well as the company's outlook for the first quarter and full year 2026. We will then open the call for questions. Please note that this call will include forward-looking statements within the meaning of the federal securities laws, including but not limited to statements regarding Caltor's expected future financial results, management's expectations and plans for the business, including our pending acquisition of PATH Factory and upcoming product launches, and our expectations around capabilities and benefits of our AI technologies. These statements are neither promises nor guarantees and involve risks and uncertainties that may cause actual results to differ materially from those discussed here. Important factors that could cause actual results to differ from forward-looking statements can be found in the risk factors section of Caltura's annual report on Form 10-K for the year ended December 31, 2024 and other SEC filings, including our annual report on Form 10-K for the fiscal year ended December 31, 2025, to be filed with the SEC. Any forward-looking statements you may adjourn this conference call, including responses to your questions, are based on current expectations as of today, and Kaltura assumes no obligation to update or revise them, whether as a result of new developments or otherwise, except as required by law. Please note, we will be discussing non-GAAP financial measures, adjusted EBITDA, and adjusted EBITDA margin during this call. For reconciliation of adjusted EBITDA to the most directly comparable GAAP metric, please refer to our earnings release, which is available on our website at www.investors.caltura.com. Now, I would like to turn the call over to Ron.

Ron Yekutiel, Chairman

Thank you, Erica, and thanks, everyone, for joining us on the call this afternoon. Today, we reported total revenue of $45.5 million for the fourth quarter of 2025 and subscription revenue of $42.7 million. We posted a record adjusted EBITDA of $6.3 million, representing our tenth consecutive quarter of adjusted EBITDA profitability. This brought full-year 2025 adjusted EBITDA to $18.6 million, a 150% year-over-year increase, and materially above our original guidance of 100 percent growth. We're pleased with a continued improvement in our operating efficiency while advancing our long-term strategic positioning. New subscription bookings in the fourth quarter were at the highest level of 2025. We closed two seven-digit and 15 six-digit new deals across industries including technology, financial services healthcare manufacturing education and media and telecom we also closed seven ai related deals for content lab and genie reflecting continued customer interest in our automation and personalization capabilities of course retention in the fourth quarter was also stronger than in any previous quarter in 2025 and we concluded the year as expected with the highest ENT gross retention level in five years. Our market leadership was once again recognized by tech analysts in the passing quarter, this time by Frost and Sullivan in their 2025 global enterprise video platform market radar research, where they also cited our advanced AI capabilities and early move into agentic AI. In other exciting news, earlier today we announced that we entered into a definitive agreement to acquire PathFactory. This acquisition remains subject to customary closing conditions. PathFactory is a provider of AI-driven content journey orchestration and conversation automation. The company helps enterprises understand user context and intent and automatically assemble and sequence personalized visual experiences designed to improve engagement and outcomes. Best Factory serves over 100 enterprise customers, including global brands such as NVIDIA, Cisco, Aviva, Palo Alto Networks, and LG. The company was recently recognized as a leader in the Q4 2025 Forrester Wave Report on conversation automation solutions for B2B. The report acknowledged PathFactory's unique approach of leveraging generative AI and content intelligence to help B2B go-to-market teams create personalized self-service B2B buying journeys. The other recognized leaders in this wave were Qualified, that was recently acquired by Salesforce for over $1 billion, and Sixth Sense, whose last funding round was at a reported valuation of over $5 billion. dollars. PathFactory adds an important layer of agentic journey level intelligence to our platform while Kultura has long-powered rich media creation, management, and experience delivery at enterprise scale. And eSelf AI, which we acquired last quarter, enriched our real-time conversational capabilities and content creation with avatars. PathFactory will bring the ability to understand what each user is trying to accomplish and orchestrate the most impactful personalized sequence of content delivery and interaction accordingly. To date, the factory's primary applicability has been an improving B2B top-of-funnel marketing conversion by supporting account-based marketing motions, ABM, with insights, personalized customer microsites, and chat agents. We plan to continue supporting this valuable use case and to gradually expand its applicability to additional B2B and B2C customer experience use cases, including bottom of funnel marketing, sales enablement, customer and partner enablement, onboarding and support, as well as employee and learner experiences, such as internal communications, training, and education. Organizations are producing more content, engaging users across more channels, and particularly in the age of agentic ai are increasingly seeking systems of engagement that move beyond static one-size-fits-all digital experiences to deliver personalized contextual interactive and conversational experiences at scale our expanded platform is well aligned with this shift with a combination of cultura isof and past factory we believe we will have in place the required pillars to complete our long-discussed multi-year evolution from a video platform to an agentic visual experience platform that specializes in harnessing AI-powered video and rich media to drive engagement and business outcomes. Within this expanded platform, Kultura provides the Video Enriched Media Foundation, creation, management, governance, and delivery at enterprise scale including AI based rich media repurposing and personalized conversation delivery through Kultura Genie he self-added avatar based content creation in real-time multi-model photorealistic conversational interaction with Genie in over 30 languages including screen and camera comprehension and pathfactory will boost Genie's grains by adding to it agentic journey intelligence, understanding user context and intent, and orchestrating personalized engagement paths. Our combined platform therefore evolves beyond serving as the backbone of video experiences to becoming a comprehensive enabler of rich multi-model agentic conversational digital experiences that are hyper-personalized, contextual, outcome-oriented, and deeply integrated into enterprise workflows. Following the eSelf and contemplated past factory acquisitions, two very meaningful steps in our long plan evolution to become a full AI-infused agentic digital experience platform, we intend to formally update our mission statement from powering any video experiences for any organization to powering rich agentic digital experiences across organizational journeys for customers, employees, learners, and audiences. PathFactory is a revenue-generating business with a current annual revenue run rate in the teens of millions and a professional team across North America and India. In addition to them meaningfully strengthening our strategic evolution into an agentic digital experience platform, we believe there is an immediate opportunity of cross-selling our respective offerings to our customer bases and great value in expanding our enterprise customer footprint and employee talent base in the marketing technology and customer experience domains. Under the terms of the acquisition agreement and subject to customary closing conditions, we expect to acquire PassFactory for approximately $22 million in cash. We believe we have sufficient cash available to execute on our goals, and we believe we'll continue generating cash in 2026 and beyond. For further details, please refer to today's acquisition press release. Moving to the product front, we announced last week the general availability of our agentic avatars. Since acquiring YSOP, we have migrated their code base to Kultura's enterprise-grade infrastructure and further strengthened its robustness, scalability, and security. We have continued enhancing the core AI models and integrating the conversational avatars with Kultura's Genie product, enabling both to operate across our experienced products and embeddable video players this allows interactive contextual conversations to occur anywhere using text video snippets flashcards and avatars throughout 2026 we plan to continue enhancing avatar quality enriching the generative content that can be presented during conversations expanding integrations with third-party systems and strengthening our agentic brain through deeper understanding of user context and intent powered by past factory technology we also announced last week the general availability of our avatar SDK which enables ISVs system integrators and in-house development groups to leverage our text-to-video in audio-to-video models and connect them to their own RAG pipelines agentic logic databases and enterprise systems over course of the year, we plan to expand the SDK with additional APIs and developer tools. Today, we are pleased to announce the launch of a beta program for our avatar video creation studio. This solution enables customers to easily create avatar-based and avatar-narrated videos on demand at scale. These pre-recorded avatars can also come to life in real time upon request, transforming into interactive conversational avatars that respond to users' questions about the recorded video-related topics. Customers can apply for the beta program through our website. We plan to make this offering generally available in the upcoming second quarter. For all three of these new products, we're also developing self-serve versions targeting smaller organizations, departments within larger enterprises, content creators, and individual developers we believe these versions will also support an expansion of our channel sales in parallel with the initial commercialization of these offerings our sales team has been trained on the new go-to-market motions and are already in discussions with various prospective launch partners spanning across a wide array of industries and use cases including agentic marketing sales customer care field services training teaching internal communications and recruiting since the commercial activity associated with these new offerings did not impact the fourth quarter of 2025 which we are reporting today we will share more concrete information about these activities in our next earning call as a reminder we expect to begin recognizing revenue from these products in the second half of the year in 2026 we believe ai is reshaping the market in ways that structurally favor our platform ai strengthens each layer of what we do first we are deeply embedded in mission critical enterprise workflows and business processes across marketing training compliance education communications and media delivery these are governed integrated and operationally critical environments with high switching costs ai enhances these workflows by making them more intelligent and automated It does not replace them. Second, we manage large volumes of rich media assets, metadata, and behavioral engagement data for our customers that carry a high migration cost. With the addition of PassFactory, we expect to further expand our ability to generate insights and understand user context and intent. In the age of AI, longitudinal data and intent intelligence become increasingly valuable assets that enable more precise personalization and orchestration and that are harder to switch away from and replicate. Third, AI expands how we create and monetize value. Personalized content generation, dynamic journey orchestration, and conversational engagement lend themselves naturally to usage-based and outcome-oriented pricing models, not just seat-based pricing, and platforms that help drive meaningful engagement can benefit from organic growth and high net dollar retention. Fourth, AI is synergistic across all layers of our platform. content creation content management and intelligence and agentic experiences insights generated in one layer can power new content new experiences and new conversations in another this creates a flywheel effect existing data fuels richer experiences and real-time content generation those experiences generate new behavioral insights and those insights further enhance personalization and automation and finally because we provide a unified digital experience platform that consolidates multiple use cases and buyers rather than a single point solution, AI amplifies our platform advantage rather than fragmenting it. In short, we believe AI is a structural tailwind for our strategy and an amplifier of our competitive moat as a provider of rich, personalized, agentic digital experiences at scale. With that foundation in place, let me outline our anticipated growth drivers for the year ahead, fueling what, how, and to whom we sell. First, platform expansion. The integration of rich media, conversational AI, and journey orchestration into a unified, agentic digital experience platform positioned to expand our addressable market and strengthen our competitive positioning. We believe we're differentiated by the breadth and depth of our content creation management and agentic experience offering by our API driven flexibility by our ability to consolidate multiple use cases on one platform and by our proven track record of powering complex enterprise scale deployments second broader applicability our expanded platform addresses a significantly wider range of use cases across customers employees learners and audiences many of these use cases are more mission-critical and can generate tangible ROI through cost and labor efficiencies and revenue uplifts examples include performing and supporting tax and roles of marketeers sellers customer support representatives field agents recruiters educators health professionals and financial advisors in certain cases this also expands our reach into industries where we have historically been less active. Third, installed-based upsell. Our base of over 800 large enterprise customers represents a substantial cross-sell and upsell opportunity. Our new capabilities leverage the deep workflow integrations, enterprise trust, and significant content repositories we already manage for these organizations, creating meaningful expansion potential. Fourth, new customer acquisition. Agentic conversational experiences represent a fast emerging category, generating strong market interest. Unlike the more mature video segment where vendor consolidation limited new vendor adoption, this evolving category creates opportunities to engage new prospects. To support these opportunities, we are increasing our outbound go-to-market efforts. Fifth, channel and down market expansion. Our new content creation and agentic offerings are well-suited for self-serve PLG models targeting SMEs, SMBs, enterprise departments, and developers, as well as expanded channel partnerships, including co-sellers, resellers, OEMs, and marketplace partners. We plan to grow these motions throughout the year. Sixth, PathFactory cross-sell. We believe there are meaningful opportunities to introduce broader Cultura capabilities into PathFactory's customer base of over 100 enterprises, while also enhancing the value delivered to our existing customers through journey orchestration and intent intelligence. Seventh, competitive landscape. We believe recent consolidation activity in the video market may create additional displacement opportunities, positioning Kultura as a stable, innovation-driven alternative in both the traditional video and emerging agentic engagement categories. Lastly, eight, while M&T revenue in 2026 is expected to still decline year over year because of last year's heightened churn, we believe that M&T net bookings will improve this year compared to last, fueled by both lower gross churn and higher new bookings. We believe this will generate sequential quarterly M&T revenue growth in 2027. In summary, 2025 was a year of operational strengthening and strategic transformation. We materially improved our adjusted EBITDA results while working on two strategic acquisitions that we believe significantly expand our long-term opportunity. We're entering 2026 with an evolved mission and are excited by the expanded product suite and broader market opportunity across use cases, industries, and customer segments that our two complementary strategic acquisitions will bring to the table. We plan to deepen engagement with existing customers, expand into new accounts, extend our reach down market, and leverage channel partnerships all while strengthening our competitive positioning in our traditional video market, including regrowing our M&T business. We see 2026 as a transition year and we expect revenue contribution from our new portfolio to begin in the second half of the year with a stronger impact in 2027. We are tapering our adjusted EBITDA profitability and cash flow from operation goals for this year in support of acquisition costs and integration efforts and related growth investments, though both metrics are forecasted to remain in the teams and in light of higher FX headwinds that are affecting our operating costs. We continue to be committed to carefully balancing growth and profitability to maximize long-term shareholder value. To that end, we are reiterating our goal of achieving double-digit revenue growth in a rule of 30 profile by 2028 or sooner. Lastly, we continue to progress in our CFO search and succession process and will provide updates as appropriate. In the meantime, our finance organization continues to operate under the strong leadership of our Executive Vice President of Finance and Interim Principal Accounting Officer, Mrs. Claire Rochstein, and our Executive Vice President of FP&A and Interim Principal Financial Officer, Mrs. Liron Chiron. I would like to thank both for their leadership. With that, I will turn it over to Liron to review our financial results in greater detail and discuss our 2026 guidance.

Liron Sharon, Analyst — Other

Thanks, Ron, and hello to everyone on the call today. In the fourth quarter, we exceeded once again the midpoint of our guidance across subscription revenue, total revenue, and adjusted EBITDA, and delivered through disciplined execution a record level of both adjusted EBITDA and non-GAAP net profit. We also posted, as forecasted, a sequential quarterly growth in our new subscription bookings and the highest gross retention level of 2025. Total revenue for the quarter ended December 31, 2025 was $45.5 million, up 4% sequentially, almost flat year-over-year and above the midpoint of our guidance range of $45 million to $45.7 million subscription revenue was 42.7 million up two percent sequentially down two percent year over year and above the high end of our guidance range of 41.6 million to 42.3 million professional services revenue was 2.9 million for the quarter up 31 percent year-over-year and consistent with our previously forecasted increase on a segment basis ENT total revenue increased four percent year-over-year in the fourth quarter while M&T total revenue declined 12 percent year-over-year due to the elevated churn experience earlier in the year as discussed on prior calls gap gross profit for the fourth quarter was 33 million up seven percent sequentially and two percent year over year growth margin was 72 percent compared to 71 percent in q4 2024. subscription gross margin was 78 percent up from 77 percent in q4 2024 total operating expenses for the quarter were 32.1 million compared to 36.1 million in the fourth quarter of 2024 representing an 11% year-over-year reduction. Adjusted Divida for the quarter was a record, 6.3 million, above the high end of our guidance range of 4.2 million to 5.2 million. This represents a year-over-year increase of 3.6 million compared to 2.7 million in the fourth quarter of 2024 effectively more than doubling our adjusted EBITDA results year-over-year gap net loss for the quarter was 0.6 million or zero cents per diluted share representing a six million year-over-year improvement non-gap net profit for the quarter was a record 5.2 million or 3 cents per diluted share representing an improvement of 4.9 million year-over-year Remaining performance obligation, or RPO, were $166.3 million, representing a 4% sequential increase and a 6% year-over-year decrease. We expect to recognize 64% of this amount as revenue over the next 12 months. Historical comparison RPO figures have been adjusted as discussed in our previous earnings poll. ANUA's recurring revenue in the fourth quarter was $168.2 million, down 3% year-over-year. dollar retention was 97 percent unchanged sequentially and compared to 103 percent in the same quarter last year for the full year ended december 31 2025 total revenue was 180.9 million up 1% year-over-year. Subscription revenue was $171.9 million, up 3% year-over-year. Professional services revenue was $8.9 million, down 19% year-over-year, consistent with the Expected trends we discussed on the previous earnings calls. On a segment basis, E&T total revenue increased 4% year-over-year, while M&T total revenue declined 7% due to elevated churn, as previously discussed. Net dollar retention for 2025 was 100%, consistent with 2024 levels. While flat overall, this reflects improved net retention in E&T, offset by lower net retention in M&T. Gap gross profit for 2025 was $127.7 million, up 7% year-over-year, representing a gross margin of 71%, up from 67% in 2024. Subscription growth margin improved to 77% up from 75% in 2024. Adjusted dividend for 2025 was record $18.6 million, representing more than 150% year-over-year growth, compared to $7.3 million in 2024. This performance, together with our improved expenses discipline and margin profile, reflects our continued focus on operating efficiency. Gap net loss for 2025 was $12.1 million, or $0.08 per diluted share, an improvement of 19.2 million compared to a net loss of 31.3 million or 21 cents per diluted share in 2024 for the full year 2025 non-gap net profit was a record 11.5 million or seven cents per diluted share reflecting a 16.2 million improvement from a non-GAAP net loss of 4.7 million or three cents per diluted share in 2024 moving to the balance sheet and cash flow we ended the fourth quarter with 62.8 million in cash and marketable securities net cash provided by operating activities was 3.6 million in the quarter compared to 4.3 million in q4 2024 for the full year 2025 net cash provided by operating activities was 14.5 million compared to 12.2 million in 2024 i will now turn to our outlook for the first quarter of 2026 and for the full fiscal year ending december 31 2026 for the first quarter of 2026 we expect subscription revenue between 41.2 million and 42 million total revenue between 42.6 million and 43.4 million Adjusted EBITDA between $2.3 million and $3.3 million. We expect a similar seasonal level of negative cash flow from operation as in the first quarter of last year. Our Q1 guidance incorporates a short-term E&T revenue addwind due to a large customer that shifted priority and budget from conducting large virtual events to many smaller ones, which are planned to be conducted with us later in the year. The guidance also incorporates a first quarter year-over-year M&T revenue decline in the mid to high pins due to the aggregate effect of last year's higher churn. expect an improvement in the following quarters for the full year 2026 revenue we expect subscription revenue between 172.5 million and 175.5 million total revenue between 181.2 million and 184.2 million we are expecting subscription and total revenue to pick up gradually throughout the year. We expect EEMT to post a higher year-over-year gross rate compared to 2025, fueled by contribution from the past factory customer base and from our new product portfolio, which we expect would affect the second half of 2026. That said, given the early stage of our new product commercialization, we have thoughtfully assumed that the more meaningful growth acceleration from them will occur in 2027. We expect to still post an M&T year-over-year revenue decline this year due to the elevated churn in 2025, but forecast to achieve both higher M&T new bookings and retention this year, which, as Ron mentioned, is expected to regenerate sequential quarterly M&T revenue growth in 2027. As for our bottom line figures this year, our 2026 adjusted EBITDA guidance and cash flow form operation forecast thoughtfully incorporate the expected impact of the past factory acquisition and related integration and investment and our continued commitment to carefully balance growth and profitability to maximize long-term shareholder value. It also incorporates increased FX Edwin affecting operating costs accordingly we are providing the same annual adjusted EBITDA guidance range that we originally provided for 2025 which is between 12.7 million to 14.7 million we also forecast that we will generate low double-digit cash flow from operation this year with most of it generated in the second half of the year consistent with historical trends as Ron mentioned we remain committed to achieving a rule of 30 combination between double-digit revenue growth and adjusted dbd margin by 2028 or sooner with that we will open the call for questions operator thank you

Operator

You will now be conducting a question and answer session. If you'd like to be placed into question queue, please press star 1 on your telephone keypad. A confirmation tone will indicate your line is in question queue. You may press star 2 if you'd like to move your question from the queue. One moment, please, while we poll for questions. Our first question is coming from Matt Cavanaugh from Neiman Company. Your line is now live.

Matt Cavanagh, Analyst — Neiman Company

Hi. Thanks for the question, and congratulations on today's results and announcements. Starting out with the PathFactory acquisition, could you expand a little bit about the sales synergy and cross-line abilities you might expect to see now with both eSelf and PathFactory under the platform, along with the core Keltura products?

Ron Yekutiel, Chairman

Yeah, 100%. Love to do that. And thank everybody for joining. So let's talk about PathFactory and the reasons for the acquisition. So we've been communicating to the market all along the need to evolve from video into a full CX, EX, DX, digital experience platform where the market is bigger, the growth is faster, the multiples are higher. And we believe that the advent of AI is enabling that. The ability to create real-time videos and to turn that into conversational avatars, conversational videos, enables to close the flywheel effect, create content on the fly, manage it on the fly, engage people on the fly, and move from static experiences into dynamic engaging experiences. So that was the impetus of the general move, and we've brought in eSelf to double down on the ability to create these agents, immersive agents. As we've said, they've added kind of the eyes and ears and mouth to our genie, and then, of course, the face. So why did we move on and do this additional move into PathFactory? PathFactory, from a product perspective, adds a few things. They add content intelligence, understanding the content itself. Then they're enabling us to add multiple assets and not just video assets, so we could go beyond video, talk about documents and files, and connect it to third-party CRM's marketing automation platform. dams, etc. Very importantly they have user analysis, user intent, user understanding. We, our system, have been basically a content management system for video and now we have a user understanding and that's key because we need to serve the right content of the right people in the right time in the right context. And so what they're able to do is to provide orchestration for user journeys. Right now they've been identified as one of the top providers in this space. I'll say about it a few things. They've been working mainly on top of the funnel B2B marketing, but we are going to take it to the bottom of the funnel to address FDRs like Qualified is and other CX customer experiences like customer and partner onboarding, training, customer care, and later take the same technology to deliver paths for learning and internal use. And so right now, they're also able not just to provide the orchestration, but pipeline and revenue attribution, and they're also connected to their own applications that they've developed for chat-based interface and stuff of that nature. So what that enables us, before I talk about how and what we're going to sell, is to appreciate that we're entering deeper into a market of conversation automation solutions in the B2B front, but later across the board. Forrester, in their Q4 2025 report, I had identified them as leaders alongside Qualified. That was just acquired for $1.5 billion. And by Salesforce, of course, in Sixth Sense, whose last valuation from a long time ago had been at $5 billion. So they're in good neighborhoods. And this strengthens our position in that market. That is a big market. I would assume twice the size or doubling the size of our current market. And also, based on our analysis, growing very fast, unlike the traditional video market. So it's an interesting market. And that adds up to another element before I kind of answer the specific question about sales. We've just gone deeper into the ability to add brains to our agents, not just quote unquote good looks, so that they could deliver the right content at the right time while you're teaching, learning, marketing, selling, etc. And we've done that at the same time, but we've just launched our VOD avatar that takes us deeper to content creation aligned with companies like Cintesia that are also reportedly valued at $4 billion. So I think that movement from just content management and video experiences towards content creation and towards real-time conversational technology with brains and agentic logic behind it turns us into the full digital experience platform that we've been waiting to return. To the question of cross-sell and up-sell, maybe that now becomes clear through my statement here. So first, they themselves have about 400 customers, of which 100 large enterprises like Cisco, NVIDIA, MetLife, LG. About 10 of them only are overlapping from the big guys. That means that there's a lot of folks that are not. We've had great calls with a bunch of them, and they've expressed a lot of excitement about this combination. They understand the synergy. There's, to their statements, even active RFPs running for avatars. They've been talking to us about the opportunity to displace other video vendors because you'd want to have a full end-to-end connection in the new agentic world between the medium that is engaging and the logic that is used towards that medium and the actual conversation technology. So it all comes very much together. So now we've been, and again, later we can talk more about guidance, I've been careful in assuming when and if and how we kind of start making a lot of money here from this energy, but we do believe that, A, we could take this and sort of to our products and get a significant bump in value and revenue within a combined product, but also, B, that we could very well go back to their customers and upsell them and support them with the Kiltura product. Let me know if you have any more specific questions about the cross-sell upsell opportunities.

Matt Cavanagh, Analyst — Neiman Company

That's great, Ron. Thank you so much. Just touching on what you mentioned at the end there, on your 2026 outlook, could you talk a little bit more about kind of the puts and takes that went into the assumptions there?

Ron Yekutiel, Chairman

Yeah, happy to do that. From a top line, bottom line, both?

Matt Cavanagh, Analyst — Neiman Company

That would be great.

Ron Yekutiel, Chairman

So, look, generally speaking, we're looking at a year in which we expect gross retention to be better because we all knew media and telecom the passing year wasn't good. By the way, ENT was fine. But if we improve M&T, so gross retention is going to get better. Booking, we believe, will pull up. Again, we're hoping for this to be as early as possible, but we are assuming it's going to be mostly at the second half of the year. in line with both the past factory synergies as well as with our own product releases. And while we've just started putting them out, we have some good pilots and excitement and interest, which we'll share more about. We did say last time, we're saying yet again now that we expect that to start pulling up more in the second half of the year. So when you think about the revenue guidance that we've set, so we're guiding at the similar kind of level that was expected, but we hopefully, and coming at it very carefully, given the amount of changes that are happening so early in the year, following one acquisition, creating another one, yet to see exactly when it will close, hopefully quickly. And so we want to make sure that we're able to achieve the numbers that we were discussing. And I think at the end of the day, to your question about the pluses and minuses, I think that we're still seeing some of the headwinds come from M&T's last year performance that are going to cause double digit decline this year because of the delay between net bookings and M&T to how they impact revenue. We did say we expect this year for net bookings to start pulling up and for that to affect sequential growth in 2027. But for 2026, it's a headwind on the revenue side. And then from a core E&T, again, there's some growth, but most of it is pegged towards the new stuff, and that's going to come in the second half. And lastly, PathFactory has mentioned their run rate is in the teens, and we don't know when they're going to come in the middle of the year or in the second quarter or early or later in the second quarter. So we've got to be careful in our assumptions. We do assume it's in the second quarter, maybe earlier. Within that quarter, we'll see. But given that, we've put a certain amount that we feel comfortable that should be reasonable and that's what's brought it all together. So that's from the top line. I will say from the bottom line, just to remind all of us, Last time after the acquisition of VSL, we've reduced what we had planned. So even going before, we've increased dramatically, or just even last year, more than 150% growth, much more than we said. We said we're going to double, we delivered on it. Originally, we said we're going to continue to pull it up, but that was before we decided to go and do these two acquisitions and go for the bigger market, bigger opportunity. Again, we could stick along and have a bit more profit and not put the engine in place to be able to become an exciting company again, or we could do the moves that we've just done now over the last couple of acquisitions to take us there. So we've tapered down the expectations. The last time we reduced it to somewhere around 20, and we said, look, it's a function of a few things. It's both the ESOF acquisition cost and investments. It's the lower M&T results. It's the higher FX because of the Israeli shekel. And now we've come to do another readjustment. And once again, we're looking at the past factory integration investment and additional FX cushion that continued to go the other way on the Israeli shekel. So between all of them, we've come to the exact same guidance we did last year. To remind you, we started with that guidance and ended up far higher. Maybe that will happen this year, maybe not. We'd like to stick to our guidance and see where things go. There's still a question on the revenue. There's a question on the cost. There's integration of companies. We believe we've been thoughtful, and we hope to be able to over-deliver, but let's wait and see where we get to. And ultimately, to the extent that there will be any upset on the bottom line, it could be driven by the top side with a higher revenue because there's a lot of things that are pulling the revenue, as I noted earlier, but also maybe better effects. Let's wait and see. So that's my two cents about both top and bottom line.

Matt Cavanagh, Analyst — Neiman Company

Great. Perfect. Thank you. And just lastly from me, could you share an updated view on how you're seeing the competitive landscape and how these recent acquisitions are further differentiating Kaltura from your competitors?

Ron Yekutiel, Chairman

By design. We are moving to a gradually moving and expanding, I wouldn't say moving because we're both in the other market and the new market, into a larger, more exciting market. So let me be clear. In the world of pure video experiences, we had another research done in Q4 that had put Kaltura at the far right corner as the best product in its case. We also think that the recent consolidation that has taken place in our traditional market would enable us to be even better competitively positioned, let alone with the rest of what we just said now. When we talk to our own customers, there's a lot of synergy with the new products that we offer now that our existing video competitors do not around the agentic experiences, but also around content creation. And therefore, we think that given both their consolidation as well as the improved amount of offerings that we have. We could do better within our classic core market in selling more of our current product and adding or not adding some of these new things. But I think the bigger point here is that we are now gradually moving to the point that we're not a video technology company. Yes, we're differentiated by the richness of the media that we provide, and video is a core key piece of it. We'll continue to be a core key piece of it, But it becomes more a mean than an end in the sense that what we offer is agentic digital experiences in real time that are able to deliver conversational agents that are performing tasks that otherwise just humans would do. And again, I don't think they're going to replace them. I think they're going to augment them. I think they're going to boost them. I think they're going to support them. But this is something completely different. Now, when we reach out to our own customers, there's a lot of excitement, much more than previous, because video has been relatively similar in recent years, and this is at the hype level of, oh, my God, I want to use this. So this is exciting. And plus, this is a ticket for us to get to a lot more new logos. In recent years, it's been harder in our industry because people have kept to their own vendors, even if there was a better solution. but this opens the door for a complete different conversation and one that is synergistic and complementary. So in short, I think that A, we're going to be better positioned to compete with our existing, quote-unquote, competitors, but also B, we're expanding to now be at the same neighborhood that bigger companies that are valued higher, that are in faster-growing markets are in, and I mentioned qualified. You can look at how PathFactory is put on the same report as they are or right by them as a leader. And you could also look, like I said, at Cynthesia. I'm not suggesting that one-to-one we have the same product set, that we're going to do the same growth, that we have the same revenue. But when you look at the products we just released and the ones that's just now in beta and appreciate our advantages in entering that market, then you would appreciate that we have not only the ability to create avatar-based videos, but they could come to life and become conversational. That's new. They're connected to our platform so that you could connect that to any other video experience and content management. And that's the opposite direction that companies like Synthesia are working hard to do. So that's powerful. We have our existing 800 enterprise customers to upsell this to. And so there's a lot of things that are helping us to come from a place that has been relatively flattish to something that we believe and we hope, and again, we've been very thoughtful and careful, will continue to be, could potentially gradually increase our growth. And that's the strategy.

Matt Cavanagh, Analyst — Neiman Company

That sounds great. Well, thank you so much, Ron. That's it for me, Dan.

Ron Yekutiel, Chairman

Thank you so much, Matt.

Operator

Thank you. As a reminder, that's star one to be placed into question queue.

Matt Cavanagh, Analyst — Neiman Company

One moment, please, while we poll for further questions. We have reached the end of our question and answer session.

Operator

I'd like to turn the floor back over for any further closing comments.

Ron Yekutiel, Chairman

So thank you all for joining today. Fresh start for a fresh year. I want to thank you all for your continued support and trust and wish upon all of us a great fiscal year and a great year altogether filled with financial success but also some more peace hopefully around us around the world. Looking forward to following up with each of you that wants to reach out. Have a beautiful day. Take care. Bye-bye.

Operator

Thank you. That does conclude today's teleconference webcast. Let me just connect your lines at this time and have a wonderful day. We thank you for your participation today.