Ooma Inc Q1 FY2020 Earnings Call

Good afternoon. My name is Chris, and I will be your conference operator today. I would like to welcome everyone to the Ooma, Inc. First Quarter Fiscal 2020 Earnings Conference Call. All lines have been muted to eliminate background noise. Following the speakers' remarks, there will be a question-and-answer session. Thank you. Matt Robison, you may begin the conference.

Thanks, Chris. Good day, everyone, and welcome to the first quarter of fiscal year 2020 earnings call of Ooma, Inc. My name is Matt Robison, Ooma's Director of IR and Corporate Development. With me here today are Ooma's CEO, Eric Stang; and CFO, Ravi Narula. After the market closed today, Ooma issued a press release via GlobeNewswire. The release is also available on the Company's website, ooma.com. This call is being webcast live and is accessible from a link on the Events page of the Investor Relations section of our website. This link will be active for replay of this call for at least one year. During today's presentation, our executives will make forward-looking statements within the meaning of the federal securities laws. Forward-looking statements generally relate to future events or future financial or operating performance. Our expectations and beliefs regarding these matters may not materialize, and actual results and financial periods are subject to risks and uncertainties that could cause actual results to differ materially from those projected. These risks include those set forth in the press release we issued earlier today as well as those more fully described in our filings with the Securities and Exchange Commission. The forward-looking statements in this presentation are based on information available to us as of the date hereof, and we disclaim any obligation to update any forward-looking statements except as required by law. Please note that other than revenue, or as otherwise stated, the financial measures to be disclosed on this call will be on a non-GAAP basis. The non-GAAP financial measures are not intended to be considered in isolation or as substitutes for results prepared in accordance with GAAP. A discussion of why we present non-GAAP financial measures and a reconciliation of the non-GAAP financial measures discussed in this call to the most directly comparable GAAP financial measures are included in our earnings press release that is available on our website. On this call, we'll give guidance for second quarter and full year fiscal 2020 on a non-GAAP basis. Also in addition to our press release and 8-K filing, the Events & Presentations page in the Investors section as well as the Quarterly Results page of the Financial Information section of our website includes links to costs and expenses not included in our non-GAAP values and key metrics of our core subscription business. These are titled Supplemental Financial Disclosure 1 and Supplemental Financial Disclosure 2. Additionally, our investor presentation slides include GAAP to non-GAAP reconciliation that also provides resolution of GAAP expenses that are excluded from non-GAAP metrics. Before I hand it over to Eric, let me say we're pleased to be presenting at the 20th Annual B. Riley FBR Institutional Investor Conference this Thursday, May 23rd in Beverly Hills, California, the 21st Annual Credit Suisse Communications Conference in New York on June 4th, and the William Blair 39th Annual Growth Stock Conference June 5th in Chicago. We plan to hold webcasts from each of the conferences and the details for them are on our Investor Relations site. In addition, we will be at the Bank of America Merrill Lynch 2019 Global Technology Conference in San Francisco on June 6th.

Thank you, Matt. Hi, everyone. Welcome to Ooma's Q1 FY '20 earnings call. I'm pleased to report Q1 was another strong quarter for Ooma both in terms of our financial results and our progress on key initiatives. I'm also excited to talk with you today about our announcement that we plan to acquire Broadsmart, which is a seller of UCaaS solutions to medium and large enterprises. I'll say more about Broadsmart in a moment, but first, I'd like to update you on our Q1 results and key initiatives for this year. In Q1, we achieved revenue of $34 million, representing 13% growth year-over-year, with margins showing subscription services revenues of $31.1 million, which comprises the vast majority of our revenue. And with a net dollar revenue retention of 99%, we feel we continue to build a strong business with significant long-term profit potential. In the quarter, subscription services revenues from business customers grew 45% year-over-year, a rate of growth that we continue to believe outperforms others in our industry. Subscription services revenues from residential customers grew 4% year-over-year in line with our expectations. All in, I'm proud of our continued momentum and excited about our outlook based on the initiatives we have planned for the balance of this year. For FY '20, our strategy, as we discussed previously, is to be the undisputed leader in each of the segments we target by capitalizing on our unique end-to-end platform. Starting first with Ooma Office, which is our solution specifically designed for the needs of small businesses, our product goals this year include rounding out the core feature set and then pivoting our development onto new office services for which we can charge additional revenue. I'm pleased to report that since the start of this fiscal year, we've launched eight new features on Ooma Office including SMS, intercom, call blocking, and enhancements to the virtual receptionist. With this progress, we are now actively working on new features which we believe will drive additional revenue, including new solutions applicable to the business market that will leverage our key strategic partnership with Sprint. On the sales front for Ooma Office in Q1, we increased our sales team and our goal now is to leverage this investment through increased sales productivity and marketing outreach. Moving to Ooma Enterprise, which is our more complete UCaaS solution designed for larger businesses, we continued in Q1 to develop the systems and processes to serve white-label partners, and we added several new channel partners in the quarter. We also harnessed our unique ability to customize for individual customer needs by creating a unique solution for a customer opportunity, which could be quite significant for us over time. Our efforts for this customer also align with our strategy to target specific vertical market segment opportunities. Finally, in Q1, we expanded our sales and marketing team as part of our primary goal this year of driving more customer engagement. Our announcement to acquire Broadsmart fits directly with our goal to expand in the enterprise segment with a differentiated strategy. Headquartered in West Palm Beach, Florida, Broadsmart provides mid-sized and large enterprises with hosted voice service, audio and video conferencing, web collaboration, fiber connectivity, and SIP trunking along with network design and security solutions. The company is adept at solving complex customer deployments with complete managed solutions and the team is very strong and experienced in UCaaS. These capabilities align well with our strategy to differentiate in the enterprise segment versus our competition. With this acquisition, we expect to gain scale in the enterprise segment, bring on board an excellent team that understands selling to larger-sized customers with custom solutions, gain access to a solid set of channel partner relationships that Broadsmart has maintained for a number of years, and create the opportunity with our low-cost structure to substantially improve the economics of this business. We believe this acquisition presents us with a great opportunity to take the next step in our enterprise growth strategy. I look forward to welcoming the Broadsmart team to Ooma. Ravi will provide more color on the financial aspects of this acquisition in a moment. Strategically, our near-term plans will be to integrate the Broadsmart team of about 30 professionals into our enterprise business activities, to tie Broadsmart operationally into our low-cost calling platform, leverage Broadsmart's East Coast location for business expansion, maintain Broadsmart's existing customers on Broadsmart's customized Broadsoft-based calling platform, and introduce Ooma Enterprise, and even Ooma Office to Broadsmart's channel partners as a way to maximize sales opportunities and serve a broader range of customers with more tailored solutions. Switching now to the residential market, we made good progress in Q1 on our key initiatives for this year. And I'm pleased to report that as of today, we have begun shipping Ooma Smart Cam to end customers and select retail partners. This is a big milestone for us and our goal now is to build customer recognition of the outstanding features and value of this camera, which will take time and be an ongoing process through the balance of this year. I'm also pleased to report that we recently launched our first application of wireless connectivity combined with home phone service. So far, we have launched an integrated product solution utilizing 4G for Internet service. In the future, we plan to bring out the 4G module as a standalone accessory to work with other solutions. As I mentioned last quarter, we believe we have a sound strategy and our focus this year is most of all on execution. Once the acquisition is completed, the integration of Broadsmart will keep us extra busy, and I'm confident this will be a powerful move by us in the enterprise segment. As we look forward, we believe we can continue to increase the proportion of revenue obtained from business customers, increase our gross margins, and gain leverage on R&D and G&A spending. With these developments, we can drive growth and ultimately improve our bottom line. I'll now turn the call over to Ravi to discuss our results and outlook in more detail and then return with final comments before we take your questions.

Thank you, Eric. Good afternoon, everyone. I'll start with a review of our financial results for the first quarter of fiscal '20, then provide our financial outlook for the second quarter and full-year fiscal '20. I'll also provide additional financial details about the pending acquisition of Broadsmart, announced earlier today. All income statement items except revenue are on a non-GAAP basis, and we have excluded expenses such as stock-based compensation, amortization of intangibles, and certain litigation charges. The reconciliation of GAAP to non-GAAP financial data can be found in the press release issued earlier today, which is available on the investor relations section of our website. Starting with the first quarter results, we ended the quarter with strong financial performance, achieving $34 million in revenue at the top end of our previously issued guidance range of $33.5 million to $34 million. On a year-over-year basis, total revenue grew $3.8 million or 13%, primarily driven by Ooma Business. The net loss for the first quarter of fiscal '20 was $840,000, better than the previously issued guidance range of a $900,000 to $1.3 million loss. Revenue contributions from Ooma Business now account for 33% of total revenue compared to 26% for the prior year quarter, and Ooma Business subscription and services revenue during the quarter grew 45% on a year-over-year basis. The combined subscription and services revenue from Ooma Business and Ooma Residential grew 15% year-over-year, while our residential subscription services revenue grew 4% for the same period. During the quarter, we saw some softness in our Talkatone business, largely driven by lower ad revenue. Overall revenue from Talkatone was $950,000 for the first quarter of fiscal '20, compared to $1.2 million of revenue in the same period last year. For the first quarter of fiscal '20, product revenue was $2.9 million, flat on a year-over-year basis. With that, I will now provide details on some of our key customer metrics. Our total core users increased to 985,000 at the end of the first quarter of fiscal '20, up from 945,000 in the prior year period, with our business users now accounting for 17% of total core users compared to 14% at the end of the prior year period. Our blended average monthly subscription and services revenue per core user increased to $10.25 in the first quarter of fiscal '20, compared to $9.31 in the prior year period, a 10% year-over-year increase. Annual exit recurring revenue was $121 million at the end of the first quarter of fiscal '20, which is a 15% year-over-year increase. We achieved a 99% net dollar subscription retention rate for the first quarter of fiscal '20 compared to 101% for the prior year quarter. With that, I will now provide some color on our gross margin. Subscription and services gross margins increased to 70% for the first quarter fiscal '20 compared to 69% for the same period last year, improving primarily due to a mix change. Product and other gross margin was negative 26% for the first quarter compared to negative 18% for the same period last year, and improved sequentially from the fourth quarter's negative 36%. These fluctuations in profit margins are driven primarily by changes in average selling price, paid charges, and tariff. Given the uncertainties around tariffs, we continue to closely monitor the impact of current and future tariffs on our business. Our overall gross margins were 61% for the first quarter, up from 60% in the prior year quarter. Now onto operating expenses. First quarter fiscal '20 operating expenses were $22 million, a year-over-year increase of 14%. Overall, sales and marketing expenses for the first quarter of fiscal '20 increased to $10.9 million, a 28% increase on a year-over-year basis, as we continue to grow our sales and marketing programs to support Ooma Business. Research and development expenses were $7.7 million, an increase of approximately $100,000 from the same period last year. G&A expenses were $3.3 million, compared to $3.1 million for the prior year quarter. Our net loss in the first quarter of fiscal '20 was $840,000 on a $0.04 loss per share, compared to a loss of $849,000 or $0.04 loss per share in the first quarter of fiscal '19. Adjusted EBITDA loss was $468,000 in the first quarter of fiscal '20, compared to a loss of $522,000 for the same period last year. Now turning to the balance sheet and other metrics, we had cash and investments of $37.2 million with no debt at the end of the first quarter of fiscal '20. Cash used in operations was $5.7 million compared to cash generation of approximately $300,000 in the prior year quarter. This use of cash was largely driven by the timing of payments of accounts payable, accruals along with some buildup of inventory. We ended the quarter with approximately 700 employees and contractors, up from approximately 650 in the prior year quarter. Now, I would like to provide details about the financial aspects of the Broadsmart acquisition we announced earlier today. We will be paying $7.4 million in cash for the Broadsmart acquisition, and there are no other contingency payments expected for this acquisition. We believe Broadsmart is complementary to the overall growth strategy of Ooma, especially with regards to our channel strategy. Based on our forward-looking revenue outlook of Broadsmart, the purchase consideration for Broadsmart represents an enterprise value of slightly under one times revenue. Furthermore, we expect Broadsmart to become accretive in the next 12 months as we focus on scale efficiencies and generating synergies. We expect the transition to close in the next 30 days, so we should have approximately 8 months of impact from Broadsmart to our fiscal '20 guidance. I'll now provide further details of our guidance for the second quarter and full year fiscal '20. Our guidance is non-GAAP and has been adjusted for expenses such as stock-based compensation, certain litigation charges, amortization of intangibles and other acquisition-related expenses. Additionally, this guidance includes the effect of the pending Broadsmart acquisition expected to close in the near-term. For second quarter fiscal '20, total revenue is expected to be in the range of $35.5 million to $36 million. We expect non-GAAP net loss to be in the range of $1 million to $1.4 million. Non-GAAP net loss per share is expected to be in the range of $0.05 to $0.07. We have assumed 20.9 million weighted average shares outstanding for Q2. For full-year fiscal '20, total revenue including Broadsmart is expected to be in the range of $145 million to $148 million. We expect non-GAAP net loss to be in the range of $4 million to $5 million. Non-GAAP net loss per share is expected to be in the range of $0.19 to $0.24. We have assumed approximately 21.2 million weighted average shares outstanding for fiscal '20. We are pleased with our first quarter results driven by the growth of Ooma Business. Going forward, we believe we are well positioned to execute having enhanced our products and features as well as expanded our go-to-market strategy. With that, I'll pass it back to Eric for some closing remarks.

Thank you, Ravi. As we discussed at the outset, we're pleased to complete another strong quarter for Ooma. With our unique solution for the small business segment, our differentiated strategy in the enterprise segment which has now made even stronger by the pending acquisition of Broadsmart, and our strong position and brand name in the residential segment, we are well positioned to continue our growth trajectory. Now that we are increasingly innovating in new areas and scaling our sales and marketing, we believe we are building additional momentum. Thank you. We're now happy to take questions.

Your first question comes from Bhavan Suri with William Blair. Your line is open.

I guess I wanted to start first just to start on the acquisition front, obviously, given the announcement this morning. Just progress as you think about Butterfleye, competitive environment there, and then more importantly sort of as you think about not today but with future acquisitions, are you thinking more on the infrastructure side, the channel side, customers? Is it going upmarket like Voxter was like adding enterprise features? Help us understand what's the strategy around acquisitions? And I've got a couple more follow-ups.

Sure. Well, talking first about the acquisition we just announced, this is a very logical move for us with what we're doing today. We have a platform of Ooma Enterprise, very customizable and can do unique things for customers. The Broadsmart team of individuals is exceptionally strong at customizing deployments and providing white-glove service to larger enterprise customers. Bringing that team into Ooma, I think we can do more together. And we can talk more about it, but it's part of our direction to scale up in enterprise and leverage our strategy faster. I think your second question was about the Butterfleye camera, or I may have missed that.

Yes, so maybe a strategy a little bit. So I guess maybe just talk about sort of, so you've added Butterfleye, you've got something for Home Security, which is over just to say an adjacent market. Regarding Voxter to move upmarket, you've now brought a company to provide infrastructure and sort of white-glove service. I'm just trying to get a sense of it as you look at that map. What do you feel like needs to be added? What do you feel like is an area that you would look at maybe not specifically a company, but just areas you look at strategically from an acquisition perspective?

Sure, let me take a moment to discuss what sets our company apart. We have a core platform that has established us as the leading phone service for residential users and, more recently, for small business customers. With Ooma Office, we defined the small business segment in the market, and now we're expanding that with Ooma Enterprise to cater to larger customers who require more comprehensive UCaaS solutions and customized applications. We found that Ooma Office's focus on simplicity and elegance made it unsuitable to serve that larger market, which is why integrating Enterprise with Office made perfect sense. This synergy allows us to unify our sales and marketing efforts across both segments. By bringing Enterprise on board, we can now reach customers that we previously had to turn away. The upcoming acquisition of Broadsmart will enable us to enhance our platform capabilities and extend our offerings to meet a wider range of needs for larger clients. It’s not only about what our platform can deliver but also about how we collaborate with businesses and manage their deployments. The talented team at Broadsmart excels in these areas, aligning well with our enterprise solution and our small team. Regarding Butterfleye and our residential offerings, our platform was designed to do more than just facilitate calls; it serves as a service-oriented platform. We have the unique ability to remotely update our devices with new features whenever we choose. Expanding our home security and video solutions onto our residential platform is a natural step for us, given that we already have an always-on system monitoring activity and handling calls. We are optimistic about our potential in the home security market. Although our priority has been to focus on business growth, which has slowed our progress in home security, we see it as a promising area where we can leverage our retailer relationships, brand recognition, and our existing customer base to drive growth in the residential sector. Our primary focus remains on the business segment, aiming for it to constitute over half of our total revenue. This acquisition aligns with that goal. In terms of our acquisition strategy, we currently do not have any specific needs, as we possess all necessary capabilities internally. Our strength lies in the unique way we've developed our end-to-end platform over many years. When solid opportunities arise, like our acquisition of Broadsmart at a reasonable price compared to projected future revenues, we seize those chances to move forward. I hope this addresses your inquiry. I realize I provided quite a bit of information.

No, it did. That was actually quite helpful. I want to touch on the channel partners as well. So, take Broadsmart out for a second, but you've talked about expanding both Enterprise and Home Security by growing the respective partner channels. I guess just talk about the progress you saw there and sort of just the percentage of revenue from the channel on both the VAR channel, but also the co-branding versus white labeling channel?

Developing channels to enhance our direct sales is a crucial aspect of our strategy. I see great potential in this approach, as each channel partner we onboard can bring multiple salespeople to the platform. We differentiate between our activities at the small business level and the enterprise level. For small businesses, we are engaging IT professionals and others who often lack prior telecom sales experience, integrating them into the small business channel. This area is growing steadily, and while we have more to achieve, we have a dedicated team focused on it that expands each quarter. In the enterprise sector, we typically partner with traditional telecom resellers who are grappling with how to transition to the cloud while maintaining their customer relationships. One of our unique strategies is to offer white labeling to these channel partners, and since the beginning of this fiscal year, we have onboarded several white label partners. Last year, our primary focus was on developing the systems and infrastructure necessary for collaboration with these partners in a white-label capacity, which is still in its early stages. However, we have been ramping up our efforts. A key strategic objective this year is to establish a robust network of white label partners in the enterprise segment. The acquisition of Broadsmart, which operates solely through the channel, brings valuable deep channel relationships that we believe will help us accelerate Ooma's growth.

And one last for me. On the competitive front for Ooma Office, obviously, you had a successful IPO from Zoom and they've got Zoom phone, which is sort of targeting sort of a 5% to 10% type of environment. Given sort of where Ooma Office started, I was just wondering if you’ve seen anything there? Is there any sort of competition? Or is it something where the markets are big and you haven't run into? I’m just trying to sense how that competitive environment looks like at the low end. Obviously with Voxster and stuff, you're moving upmarket, but sort of in the core low end small business I was wondering what you would see there from Zoom specifically?

Sure, I have not seen them at all in our small business segment, not once. I’m not worried about them as a competitor in that space for us. What we have built now in the small business space has several more years actually of development into it. It’s a complex task to make a PBX cloud experience accessible, low cost, and easy to administrate and use in a small business setting without a VAR partner, without having to run cabling, without having to sign contracts, without even having to buy IP phones, if you don’t want to buy them. Our solution frankly goes all the way back to the first days of Ooma more than a decade ago when we started building this platform. I’m pretty excited about what we have for that segment. I don’t think anybody compares to us. Maybe we’ll see them at some point in the future, but I feel we have a very strong solution and that market is really open to us based on how much sales and marketing want to spend for growth in it.

Your next question comes from Josh Nichols with B. Riley FBR. Your line is open.

Yes, thanks for taking my question. Look forward to catching up at our conference this week. I just want to ask, as you push a little bit more into the VAR channel with your previous efforts as well as this new acquisition. Could you talk for a little bit about any economic differences between the payouts for the VAR channel versus internally generated sales?

Josh, this is Ravi. I’ll give you a couple of data points in this. Generally speaking for a VAR and a channel partner, you have some economics to share between from the customers between the channel partner and the company. So, generally speaking, the gross margins are slightly lower than if you go directly to a customer. But at the same time, we don’t have to incur the same sales and marketing spending. So if I look at it from a gross margin basis, I share that economic with them. But on a payback period, I’m pretty happy whether I get the customer through a direct sales channel or through a VAR or channel partner. So the payback period, the lifetime value for customer is pretty good regardless of how we acquire them. During the analysis of Broadsmart, we did the same analysis what the economics would be for those customers, and we were pretty happy with the price we paid. Overall, we are happy with our payback period, the existing channels have been performing very well consistently. The new channels obviously, as expected, we are investing in so they have a higher, longer payback period. But we do believe as we continue to make those channels more mature, the payback period will improve.

And then just to follow up on that. Are you seeing the customers, the customer payback period holding relatively steady or potentially even coming down a little bit as you kind of get these higher value business customers, specifically the ones with more lines?

Good question. I’ll say a couple of things. For channels which are more mature, we have been pretty happy with the payback period and the customer acquisition costs we’re spending to get the customers. But over the last 12 to 18 months, we’ve been investing into developing and creating new channels. That’s where we’re investing in and there is a higher, longer payback period for those channels. All in, we are happy with our payback period, but the existing channels have been performing very well consistently. The new channels, obviously, as expected, have a higher, longer payback period. But we do believe as we continue to make those channels more mature, the payback period will improve.

And then last question for me. Good to hear about the Smart Cam launch now that it’s shipping, but just as far as guidance, I’m assuming that there’s not too much factored in the way for that for this fiscal year. Is it fair to say?

Yes, there is some expectation of that, but obviously since it's not fully integrated, we are starting to launch it. I would say there is more upside from those given we have to be more conservative since we started shipping it just recently.

Your next question is from Michael Latimore with Northland Capital Markets. Your line is open.

Can you just tell us, if an Ooma salesperson or channel partner now sees like, they had 200 seats opportunity. Would they sell in Ooma Enterprise or would they sell on Broadsmart?

We’ll sell them whichever is going to best fit the needs of the customer. It might even sell to Ooma Office to be honest with you. We have Ooma Office customers with over 100 seats. It’s because all they needed were the capabilities that Ooma Office provides. Generally, I would contrast the two as follows: someone who's going to utilize Ooma Enterprise is going to need something that is customizable and flexible for their specific business needs. We have a great partnership with Talkdesk on the enterprise platform for really advanced contact center. We have a little bit more pricing flexibility with Enterprises as you might imagine because it's a wholly owned platform. If the partners are interested in white labeling, obviously that’s going to be the platform they’re working with. But that doesn’t mean to say that if a customer needs a particularly rich UC portfolio, the kinds of things that Broadsmart has developed for a long time and doesn’t need other integrations other than the one that Broadsmart supports, it might be that Broadsmart is what we offer. But we’re not targeting one over the other, we’re not saying we’re going to go to all the customers of Broadsmart and tell them they have to switch. We can be more flexible and a little more competitive on the Ooma Enterprise side. So, we’ll see how this develops.

And is the Broadsmart revenue kind of stable at this point or growing? What's the trajectory there?

Hey, Mike, good question. This is Ravi again. If you look at just recently, they have improved the churn, but they had some churn in the past, but they really worked hard to manage that churn down. We still believe there's some opportunity to reduce the churn going forward. For so far in the last couple of periods, they have been relatively flat, they've been adding new users which were to replenish the churn they were having. With the integration of a channel strategy providing options to either give Ooma Enterprise or Ooma Office at Broadsmart, I think having our low-cost platform will help grow the revenues going forward.

And then, did they use BroadWorks or BroadCloud as the platform?

They use BroadWorks. They host it for their customers.

Your next question is from Kevin McVeigh with Credit Suisse. Your line is open.

Great, thank you. Hey Ravi, can you give us a sense of how much of Broadsmart's revenue is factored into the current revenue guidance, the 145 to 148 versus the prior guidance of 140 to 143?

The significant update to our guidance is primarily influenced by Broadsmart. As Josh mentioned, I haven't included much of Smart Cam in the guidance. There is some anticipation, but it is limited. Most of the change in our guidance from last quarter to this one is due to Broadsmart. The reasoning is that we expect to finalize the transaction sometime this quarter after paying them over $7 million in revenue at a slightly below one-times revenue multiple for seven or eight months of revenue, which should be beneficial for us. In the long term, I expect this to perform better, but for now, this reflects our current assessment of the guidance.

And it looks like the lower end you brought down, any thoughts around that? Is that tariff related or just the maybe some costs associated with the Broadsmart deal? Just any thoughts on the earnings impact.

Yes, on the net loss side, previous guidance was $3 million to $5 million. Now, it's 4 to 5 and it's driven by Broadsmart again. There are some initial transition expenses. Sometimes companies have to spend some money upfront in the next six months to make some assessments for synergies, things like those. That's probably driving it. I do feel comfortable that this will be an accretive investment for us in 12 months or even under that.

And then just real quick, what drove the decision to boost the sales force in the Ooma Office?

The great opportunity we see. We've been growing faster than we think others are growing in the industry and we want to continue that this year. To do that, we're going to have to have a bigger team.

Ladies and gentlemen, this concludes the Q&A portion of the call. I will now turn it back over to Eric Stang for any closing remarks.

Thank you everyone. Thanks for dialing in today, and we look forward to hopefully seeing all of you at one of our conferences coming up. Thank you very much.

This concludes today's conference call. You may now disconnect.