Good day, and welcome to the RingCentral Fourth Quarter 2024 Earnings Conference Call. All participants will be in the listen-only mode. After today’s presentation, there will be an opportunity to ask questions. Please note that this event is being recorded. I would now like to turn the conference over to Will Wong, Vice President of Investor Relations. Please go ahead.

Thank you. Good afternoon, and welcome to RingCentral's Fourth Quarter 2024 Earnings Conference Call. Joining me today are Vlad Shmunis, Founder, Chairman and CEO; Kira Makagon, President and COO; and Abhey Lamba, CFO. Our format today will include the prepared remarks by Vlad, Kira, and Abhey, followed by Q&A. We also have a slide presentation available on our Investor Relations website that will coincide with today's call. Some of our discussion and responses to your questions will contain forward-looking statements regarding the company's business operations, financial performance and outlook. These statements are subject to risks and uncertainties, some of which are beyond our control and are not guarantees of future performance. Actual results may differ materially from our forward-looking statements, and we undertake no obligation to update these statements after this call. For a complete discussion of the risks and uncertainties related to our business, please refer to the information contained in our Securities and Exchange Commission filings as well as today's earnings release. Unless otherwise indicated, all measures that follow are non-GAAP with year-over-year comparisons. A reconciliation of all GAAP to non-GAAP results is provided in our earnings release and in the slide deck. For certain forward-looking guidance, a reconciliation of the non-operational financial guidance to the corresponding GAAP measure is not available as discussed in detail in the slide deck posted on our Investor Relations website. With that, I'll turn the call over to Vlad.

Good afternoon, and welcome to our fourth quarter 2024 earnings call. We had a good close to 2024 and could not be more excited about the year ahead. I'd like to start by congratulating Kira Makagon on her elevation to President and Chief Operating Officer at RingCentral. Kira has been with the company for over a decade and has been our Chief Innovation Officer for a number of years. She has been in charge of all product and technology and has been the driving force behind turning RingCentral into an open-air platform and our evolution into a multiproduct company that now includes contact center and AI. In her new role, Kira will be responsible for the Company’s product and technology organization, and will add direct and channel sales, customer success, marketing, and business operations organizations. Kira’s expertise in driving product vision and innovation, coupled with her deep understanding of customer needs and our company’s culture, makes her the ideal leader to help guide RingCentral into our next phase of AI-fueled, multi-product growth. Now let me share with you some highlights about the quarter and the year before sharing more about our AI strategy and the traction we are seeing with our new products. Q4 total revenue of $615 million and operating margins of 21.3% were both above our guidance. We also generated free cash flow of $112 million in Q4, a quarterly record. For the full year, total revenue rose 9% to $2.4 billion. While still early, our multi-product strategy is clearly working, with new products such as our native contact center, RingCX, and our flagship AI product, RingSense, already making meaningful contributions to our growth. Operating margins were 21%, up from 19.1% in 2023, and for the first time, we achieved positive GAAP operating profitability for the full year. We also generated $403 million of free cash flow, up 24% versus 2023. We expect to generate $0.5 billion of levered free cash flow in 2025. In addition to our strong free cash flow growth, I am pleased with the progress we have made on stock-based compensation. In 2024, SBC as a percent of revenue declined over 5 percentage points year-over-year to 14%. Importantly, we reduced the value of net new shares granted by about 40% year-over-year, with similar improvements slated for 2025. This should set us up for another year of healthy free cash flow per share growth. Our strong financial profile and culture of innovation put us in a strong position to supercharge our product portfolio through AI. AI is the mother of all megatrends and the future of RingCentral. In this new era, our vision is to empower every business with an AI-first platform that not only connects but also enhances conversations between businesses and consumers, thus driving better outcomes for our customers. This brings me to our exciting product announcement today. We just unveiled RingCentral AI Receptionist, or AIR, which we believe will deliver tremendous value to businesses everywhere. Building on our history of industry-leading innovations, AIR is an innovative generative AI phone agent that is seamlessly integrated into the phone system. It acts as a true digital employee that enables our customers to do more with less. Kira will provide more details about this exciting new product. With respect to our new products announced last year, I’m particularly pleased with the success we are seeing with RingCX, our native, AI-first, cloud contact center solution. We now have over 700 customers on RingCX, up from roughly 500 last quarter. This success is no accident. According to Metrigy, over 75% of customers prefer UCaaS and CCaaS from the same vendor to close silos and create more connected employee and customer experiences. We’re seeing it firsthand from our customers. A good example of the power of an integrated UCaaS and CCaaS solution is a large new customer win this quarter with Genpact, a global advanced technology services and solutions company. Genpact has more than 125,000 employees, serving 800 clients across 30 plus countries. Genpact selected our full communications suite across RingEX and RingCX as they look to foster greater collaboration amongst both employees and clients, who are spread across many time zones. Importantly, RingCX will be replacing several cloud contact center solutions as Genpact looks to continuously improve and streamline their platforms. Another key reason why Genpact selected RingCentral was our ability to deliver fully regulatory-compliant UCaaS and CCaaS solutions across all 22 telecommunications circles in India. Another important proof point of RingCX’s success is its adoption by our GSP partners. Most recently, BT selected RingCX to power its CCaaS offering, joining Cox Communications, Vodafone UK, and Zayo USA as GSPs that are now selling RingCX. We expect more GSPs to follow. We also continue to see strong traction with our other new products. RingSense, our conversation intelligence platform, and RingCentral Events, our virtual, hybrid, and onsite events platform, are both doing well. We now have over 2,000 RingSense customers, up over 65% sequentially. We also have 700 RingCentral Events accounts, up from about 600 in the third quarter of 2024. With this, we are already halfway towards reaching our goal of at least $100 million in new product ARR by the end of 2025. To wrap, we closed out 2024 on solid footing. We look forward to continuing to drive profitable growth in 2025 and beyond with strong free cash flow generation and further free cash flow per share improvement. I could not be more excited about our future as we continue expanding our portfolio via our new 10 expanding AI-first products. The opportunities ahead of us are huge, and we have the right people, products, and partners to take us to the next level. With that, let me turn the call over to Kira to discuss our product and go-to-market in more detail.

Thanks, Vlad. It has been an exciting journey to be at RingCentral since the IPO. And I'm excited to drive the next phase of our growth with the responsibility for our product and technology organization, direct and channel sales, customer success, marketing, and operations. What has always been my guide is listening to our customers and partners. This shapes our strategy and innovation, and here are my key priorities. First, build upon our UCaaS leadership infusing AI across our entire portfolio. Second, expand TAM through our multiproduct portfolio, led by RingCX, our native AI-powered CCaaS solutions. Third, drive profitable growth and improve customer engagement across our entire business. Now let me share more about each priority. First, build upon our UCaaS leadership infusing AI across our entire portfolio. We have built a leading business communications platform, where voice remains mission-critical. Customers choose us because of our market-leading cloud business phone system, which also includes text, collaboration, fax, and video capabilities, all built on a secure, compliant, and highly scalable global open platform. These are key differentiators and a competitive advantage for us and why we are recognized by numerous industry analysts such as Gartner, IDC, and Frost. One of our largest wins this quarter is an international public sector customer that purchased over 10,000 in EX seats. RingCentral enables them to replace their legacy voice system with our leading RingCX product that will connect their large network of locations on our unified platform. We're also seeing that enterprise customers are choosing RingCentral to complement the use of Microsoft Teams messaging and video. Teams customers turn to RingCentral for advanced enterprise-grade phone capabilities. In Q4, we won numerous $1 million TCV deals, where our integration with Teams was one of the key factors. An example is a leading Australian retailer that purchased 6,000 seats of RingCX to leverage our best-in-class voice capabilities alongside Teams. Looking ahead, we have an unprecedented opportunity to expand our leadership in voice with AI. Voice continues to be a dominant and preferred mode of customer communications and an untapped opportunity for AI to automate and create unique customer experiences. We are focused on infusing AI across our entire product portfolio. Starting with our flagship product, RingCX, we are building and delivering an AI-powered solution for every phase of voice conversation before, during, and after the call. Today, we announced our new AI Receptionist for RingCX, or AIR. AIR is a generative AI phone agent that is seamlessly integrated into our phone system. AIR is an important step in our broader AI strategy and a powerful extension of our UCaaS portfolio. It addresses the before phase in the conversation life cycle, while giving businesses the ability to do more with less. Customers like dental offices, restaurants, or repair businesses can now have their own digital employees to handle inbound phone calls, answer questions, provide directions, schedule appointments, and route calls where needed. One early customer example of AIR is Southwire, a leading manufacturer of electric wires and cables. They said, 'Handling call transfers across 67 locations used to slow us down. IVRs weren't flexible, live agents were costly and hard to scale while maintaining quality. RingCentral AI Receptionist changed that. It now answers calls, understands caller intent, and transfers them to the right person instantly. We're reducing costs significantly while maintaining service quality, reducing miscalls and errors. It's like having a 24/7 receptionist at a fraction of the cost.' Next, during conversations, last quarter, we announced AI assistant or RingEx. It captures notes, generates conversation recaps, and summarizes actions, enabling employees to focus on their conversations while AI takes care of the rest. We're seeing good early traction and positive customer feedback. After the call phase, RingSense for RingEx analyzes conversations, providing automatic scoring, coaching insights, and performance metrics that empower businesses to improve how their employees engage with customers. We now have over 2,000 customers on RingSense, up over 60% sequentially. The initial customer feedback we're seeing from our AI solutions for RingEx underscores the growth potential and shows that AI innovation applied to every phase of conversation is a catalyst for better business outcomes and improved productivity for our customers. Second, expand TAM through our multiproduct portfolio led by RingCX. Last year marked the first full year of us selling RingCX. And I'm proud to say that our team has delivered strong results that exceeded our initial expectations. Many of our customers are choosing native RingCX because it is seamlessly integrated within RingEx and is deeply used and simple to deploy. Building on these strengths, last year, we rolled out RingSense AI quality management for RingCX customers. This solution automatically scores RingCX interactions and identifies coaching opportunities. In fact, we're seeing more than a 50% attach rate for AI quality management with RingCX. This is a stronger proof point of the demand and increased wallet share. A good example of our multiproduct wins in Q4 is Echo Global Logistics, a Forbes top 200 private company and a leading provider of technology-enabled transportation and supply chain management services. They selected RingEx, RingCX, and a high-quality management because they wanted to seamlessly connect their employees and customers while also providing the insights they needed to scale more efficiently. Echo Global describes RingCentral products as innovative and easier to use compared to other solutions. Third, I am focused on driving profitable growth and improving customer engagement across our entire business. I intend to apply rigorous discipline with a metrics-based approach and use of AI tools to optimize the business for our next phase of growth. This includes people, processes, and technology. In summary, I'm excited to lead RingCentral’s go-to-market and innovation in this new era of AI. Stay tuned for more updates at Enterprise Connect in London next month. And for those who can, please join us in our product session for investors on Tuesday, March 18 at Enterprise Connect. With that, let me turn it over to Abhey.

Thank you, Kira. I'm excited to be here on my first earnings call as RingCentral's CFO. In my first 90 days, I'm very impressed with the strong prospects and financial profile of the company. From 2021 to 2024, we have tripled our operating profit and grown free cash flow from $80 million to $403 million, representing a CAGR of 72%. During this time, we have returned over $700 million to investors via buybacks and reduced stock-based compensation driving a basic share count to 2020 levels. Moving to Q4, we delivered strong results with all key metrics above our guidance range and record free cash flows. Total revenue of $615 million, up 8% year-over-year, was above our guidance range. ARR increased to approximately $2.5 billion, up 7% year-over-year, up 8% on a constant currency basis. Large deal activity was strong with us signing over $30 million-plus TCV deals with strong RingCX attached. This is a testament to our multiproduct strategy, customers now purchasing more products from us, allowing us to gain a larger wallet share. Our new products are also showing good early traction with our small business customers driving its ARR growth of 7% or 8% on a constant currency basis, which is an acceleration over the last three quarters. Now moving to profitability. I will be referring to non-GAAP results unless otherwise noted. Subscription gross margin was 81%, overall ARPU remained above $30. Please note, we do not intend to share this metric going forward as it is no longer a meaningful indicator of our performance as we transition into a multiproduct portfolio. Operating margin expanded approximately 100 basis points year-over-year to 21.3%, which was above our guidance. This was driven by disciplined spending, especially in sales and marketing, and where we expect to drive further incremental improvements. Notably, we also reduced stock-based compensation as a percent of revenue by almost 700 basis points year-over-year as a result of disciplined new grant activity. This, along with improvements in operating margin, resulted in us achieving GAAP operating profitability for the second consecutive quarter. Moving to our cash flows and balance sheet. Our strong operating performance, combined with increased rigor in driving efficiencies and working capital improvements, resulted in record quarterly free cash flow of $112 million, up 19% versus last year. During the quarter, we also reached approximately 2.2 million shares for $77 million. Now turning to the full year. We delivered another year of strong revenue growth, current GAAP operating income positive, and reduced our fully diluted share count for the first time in our history. For the full year, we drove meaningful improvement in profitability while continuing to grow. Our 2024 revenue increased 9% to $2.4 billion, operating margin improved by 200 basis points to 21%, and we generated over $400 million of free cash flow, up 24% year-over-year. In addition, we also drove a material reduction in stock-based compensation. SBC as a percent of total revenue declined to 14%, down from 20% in 2023. Moving to our balance sheet, we repurchased approximately 9.7 million shares during the year for $322 million, resulting in the reduction of our diluted and basic share count. The Board recently approved an incremental $100 million in share repurchases. This brings total available authorization to approximately $270 million. We also grew EBITDA 17% to $590 million, reducing our net debt leverage ratio to 2.2 and 2.6. Before providing guidance, let me share our framework with you. Approximately 85% of our business is UCaaS. Consistent with the last few years, we expect to maintain our leading UCaaS market share of approximately 20% based on Synergy Research's latest report. According to IDC, the UCaaS market is expected to grow revenues by about 6% in 2025. With respect to CCaaS, we are seeing strong adoption of our new RingCX product, which is expected to more than double in revenue in 2025. While its aggressive pricing impacts the top line in the near term, it is a higher-margin product and net accretive on a unit economic basis due to our full technology ownership. RingCX is also a simpler product and easier to deploy, thus necessitating less professional services. Additionally, we are seeing less hardware phone sales because our production is continuing to take share. Both of these items affect the top line, but not the bottom line, as they are low-margin businesses for us. Regarding capital allocation, we remain committed to deleveraging the balance sheet and reducing our gross debt to $1 billion by the end of 2026. With this, for the full year, we expect subscription revenue to grow approximately 5% to 7% year-over-year of 6% to 8% on a constant currency basis. Total revenue to grow approximately 4% to 6% year-over-year or 5% to 7% on a constant currency basis. Operating margins of approximately 22.5% representing expansion of approximately 150 basis points. Stock-based compensation of $300 million to $310 million representing approximately 12% of total revenue, down from 14% last year. The value of net new stock grants is expected to decline about 40% year-over-year, which will result in further SBC declines going forward. Non-GAAP EPS of $4.13 to $4.27, representing approximately 14% growth at the midpoint. Our non-GAAP EPS estimate is based on a fully diluted share count of 93.5 million to 94.5 million. Free cash flow of $500 million to $510 million, up 25% at the midpoint versus 2024. For the first quarter, which has two fewer days than Q4, we expect subscription revenue range of $587 million to $592 million, representing year-over-year growth of 5% to 6% or 6% to 7% on a constant currency basis. Total revenue of $607 million to $612 million, representing year-over-year growth of 4% to 5% on a reported and constant currency basis. Operating margins of 21% to 21.5%. Non-GAAP EPS of $0.93 to $0.97 based on fully diluted shares of 93 million to 93.5 million. Our strong financial profile provides us with many capital allocation options. We plan to generate $500 million of free cash flow in 2025 combined with $350 million of incremental capacity on our term loan A and $225 million on our revolver, we have over $1 billion in available capital. Given our projected internally generated cash flow and external sources of liquidity, we believe we can extinguish our 2025 convertible notes, which we expect to pay off with available cash in the next few weeks and have the capacity to also address the entirety of the 2026 convertible notes on a timely basis as is contractually required. In summary, let me conclude with four key takeaways. One, we continue leading and holding market share in a mission-critical segment of business voice communications. Two, our new AI products are all growing strong double digits sequentially. Three, our new President and COO is a proven innovation leader committed to growing our overall TAM. Four, we expect to generate $0.5 billion of free cash flow, which will allow us to reduce debt, repurchase shares, and invest heavily into innovation. With that, let's open the call up to questions.

Thank you. We will now begin the question-and-answer session. Your first question today will come from Kash Rangan with Goldman Sachs. Please go ahead.

Hi, thank you very much. Congratulations, Kira and Abhey, on your new roles. Vlad, in your presentation, you mentioned market share. RingCentral continues to lead the market, and it appears that the market share is stabilizing after some fluctuations. What should we interpret from that market share data? Given that 85% of your revenue comes from UCaaS and the remaining 15% is in growth sectors, does this position you to start regaining market share moving forward? Additionally, I would like to congratulate you on what I understand is your first role as CFO of a public company. How do your past experiences, particularly at high-growth companies like AWS and Autodesk, as well as your success as a sell-side software analyst, influence your approach to your CFO responsibilities? How does Abhey contribute to this effort?

Thank you for the questions. Regarding market share, I'm glad you asked because there has been a lot of talk about RingCentral losing market share, especially to Microsoft and Zoom. However, that's not accurate. We now have third-party data that clearly supports our position. RingCentral has maintained around a 20% market share for the past few years. While smaller competitors are struggling, we are holding steady. The data we've provided from a credible industry analyst shows that. For those using cloud-based business phone services, we remain the leader and plan to continue expanding our lead. Being at 20% in this competitive space is a solid position. As for new products, it’s too early to assess their market share, but they are growing at strong double digits and showing improvement quarter-over-quarter, which is encouraging. We see significant opportunities, particularly with the combination of UCaaS and CCaaS into one suite. We have had initial success with this approach and have built a solid customer base, along with considerable RPO from it. Third-party research indicates that a majority of companies prefer to have their employee and customer communications from the same vendor. Major vendors like Cisco and Avaya have been doing this successfully, and we believe we’re well positioned to meet that demand. Another key area is AI. I discussed this in my recent CNBC interview. RingCentral is the global leader in UCaaS, with hundreds of thousands of customers and millions of users. We're handling billions of voice minutes on our network, and since voice remains the preferred communication method, we're positioned well to leverage AI advancements across our services. Today, we launched RingCentral AI Receptionist, or AIR. This is a significant integration of AI technology where a digital receptionist can handle calls, block spam, and direct callers based on context rather than just names or extensions. For instance, it can connect someone directly to collections or shipping departments. We've already saved companies like Southwire time and resources with this technology. We see AIR as a paid service since it offers great value, allowing businesses to be more efficient and cost-effective. The future looks promising.

Thanks, Kash, for your questions and congratulations. I really appreciate them. And also thank you for listing my CV. Yes, it's been great to be here. And what I can see is that similarities with all the companies and differences is the pace of innovation here. We have a really strong pace of innovation, and that's showing up in some of the AI-based products that we're launching. So my experiences from other companies are going to be really helpful in driving profitable growth here. We have come a long way in moving our efficiencies and also improving the balance sheet we have. And we think we're going to continue to build on the strong financial foundation that we have to keep driving free cash flows higher. So a lot of those lessons that I've learned at other companies are going to be highly valuable here as we drive innovation and further improve our debt leverage and free cash flow generation capabilities.

Kash, thank you. This is Kira, and I think I have outlined a lot of the answers to the questions that you have. And just to double down on our continued pace of innovation, we announced a number of new products over the last year. They are just now and we'll continue to look to drive forward and build upon that market share that we have today that is outsized compared to anybody else.

And your next question today will come from Siti Panigrahi with Mizuho. Please go ahead.

Thanks for taking my question again. Congrats, Abhey and Kira on your first earnings call in your new roles. So I want to ask, it's very exciting to see the RingCX adoption in doubling revenue. And you talked about some of your, I think Genpact and some of those large deals. Help us understand what kind of sales they are doing using it. And in terms of the CCaaS, how are you positioning now RingCX versus NICE? And one other thing, you guys didn’t disclose CCaaS ARR, what was that at the end of Q4?

Yes. Great question. Let me take at least some of that, and I'll let Abhey address any financial progress. But look, RingCX, we introduced it last year. I think I already mentioned, it's doing well and exceeding our expectations. It's addressing a wide swath of the market. It has good traction, and it was specifically designed to be seamlessly integrated, AI-first, and very importantly, easy to deploy, use, and manage. It's also priced aggressively. So short summary is it does very well down market, where we were less successful with our prior products before. But I have to say, it's also playing quite well in the upmarket, and Genpact is just the latest example. But we do have a number of accounts that are choosing RingCX for those reasons that I mentioned. Having said this, it's great to have a full lever. We have RingCX as our own grown product. Certainly we are putting much muscle behind it for obvious reasons. On the economic side, control of the road map, much better, and quicker ability for us to serve customers that we are hearing directly. We obviously have our original OEM product powered by NICE that has been a very, very successful partnership and a successful product. We've been doing business for about 10 years, and we've built a substantial base. We're seeing a strong RPO from that base. We believe that, by and large, that base is going to be satisfied by one of the products in our portfolio at least. Now having said that, we have the partnerships. I think last quarter, we announced a Verint relationship that, again, it's early, but early signs are quite promising. We are beginning to adopt it within our own company, and we are a large company with a sizable contact center. So we're a good use case. We're also building a pipe with Verint-based products, and it's early, but there is a definite interest. We absolutely expect to be making progress there. But I've got to say, we have other partners whenever we don't have in-house technology, and it's a very dynamic market. Nobody can own it all, really. We have a number of other folks that we're doing business with, and we expect that to continue as well. So overall, it's customer-first, and over the years, I believe we have clearly proven our ability to deliver to the market the exact combination of products and technologies as needed for the moment.

Thanks, Siti. Essentially, our CCaaS ARR kind of grew in low double digits in the quarter. But as Vlad indicated, we should be focused more on what's driving our new products ARR. RingCX is the biggest driver of our new products ARR, which we mentioned to you is over $50 million, and we are well on track to deliver on our 2025 target of at least $100 million.

So just to clarify, what we disclosed is our new products ARR, and it is led by RingCX. Also, just to remind everyone, RingCX, while it is fantastic for our bottom line and own economics, it is priced aggressively in the market. The top line may be impacted because of that; this is something we flagged last quarter as well. Obviously, as we're now guiding for the year, we took all of those considerations into account. We are absolutely positive that having our own AI-first contact center product is exactly the right thing to do. But again, we really don't want people to fixate on our overall CCaaS revenue at this point. But look at the growth of our new products and the CX, and also very importantly, our emerging AI portfolio.

Your next question today will come from Ryan MacWilliams with Barclays. Please go ahead.

Hi, guys. This is Damien on for Ryan. At a high level, how should investors think about quantifying the potential impact on results from the prioritization of RingCX for RingCentral's NICE partnership?

It's all detailed in the guidance. We've mentioned it several times; there is a foundational element that is mostly secured through contracts. In fact, I believe it's entirely under contract. There is a significant remaining performance obligation, which indicates that customers are bound by contracts with assured revenue streams. As for any factors influencing this, that information is included in our guidance.

Yes, thank you. The key driver for operating margin leverage is top-line and efficiency improvements in the cost structure and the discipline we have in our spending patterns. You've seen us deliver that over the last few years. We've nearly doubled our operating margin in the last few years, and you should expect a similar discipline to continue. During the year, our internal work to optimize our cost structure using AI will bring in more efficiencies. Some of the initiatives that Kira talked about will generate margin leverage as we go along throughout the year.

Your next question today will come from Brian Peterson with Raymond James. Please go ahead.

Hey, guys. Thanks for taking the question. As we're thinking about ARR, I think a lot of investors look at the sequential change in that metric as a method to track the overall business activity. I know FX was an incremental headwind. Is there any way to look at what that figure would have done adjusted for FX? Or is it fair to maybe take 100 basis points out of the year-over-year? Any help on how to look at that?

Yes, I believe you are on the right track. We highlighted a one-point impact, which included around a $30 million effect from currency fluctuations. That was the primary influence. Additionally, as Vlad mentioned, RingCX performed well. When you account for these factors, our performance aligns closely with the past few years.

Yes. No, since you're asking. Look, our GSP prices, we believe, are unique in the industry. There is simply no one I can think of, in our segment that has nearly the depth and breadth of relationships and proven success with the GSPs that we have. Very importantly, we are seeing these GSPs also buy in and line up behind our multiproduct portfolio strategy. We have a number of major service providers, and we just announced that British Telecom is the latest partner to do this. They are now reselling RingCX. This is by and large net new to that entire industry, but they are also seeing an opportunity with their very, very large installed bases to expand the reach and offer more value. So I think GSPs are great for our core UCaaS business, but they will be pivotal in making RingCX, RingCentral AIR, our AI assistant, RingSense, and our entire portfolio successful. We absolutely expect to sell not only directly and through traditional channels, but via our GSP partners as well. This is a unique position that I don't think anyone else can match at this point.

Your next question today will come from Meta Marshall with Morgan Stanley. Please go ahead.

Great. Thanks. Maybe building on kind of that last question, just obviously leveraging the global service partners on kind of selling the multiproduct strategy. But just are there any additional kind of go-to-market investments or kind of more direct sales overlays that you'll have to kind of sell some of the new portfolio that we should be mindful of going throughout the year? And then just as a second question, if we think of sources of upside potentially during the year, does it come from kind of exceeding that $100 million ARR target around new products or more kind of stability and growth on the EX side?

On the new products, as we introduce them to GSPs and our other partners, several GSPs have recently announced their plans to take RingCX to market, including Vodafone, while Cox is in the process. We are experiencing a unique situation where they are embracing our multiproduct portfolio more than before, eagerly adopting all of our products and looking forward to additional offerings, which includes AIR that we announced today. This will encompass every AI-based feature we have planned for 2025, with several items in the pipeline that we will announce as they are ready. This includes AI-enabled add-ons like our RingSense for MCX quality management, which enhances agent productivity and provides improved management dashboards. Those are just a couple of examples. What was the second part of your question?

Just on sources of upside as we think about the year, would you think of those coming from kind of beating the $100 million ARR target around new products or kind of more stability on the RingEX product?

Well, I think it's kind of a combination of both. It's new products exceeding $100 million ARR that we have good visibility into already and also being able to sell new products into the installed base, which is, frankly, a relatively new motion for us, and we're seeing early success. For example, last quarter, we announced AI assistant, which we are not monetizing yet, but we are seeing very good adoption, and customers like users appreciate the quality of the product. So expect us to add new capabilities to monetize it. So we'll call it in the category of new products but they really fit across our space. As I said early on, our future in terms of adding new capabilities led by RingCX but augmented by many AI capabilities is what customers expect today from us, and we'll continue to innovate and lead there.

Your next question today will come from Michael Funk with Bank of America. Please go ahead.

Yes. Thank you for the question. Maybe just one for Vlad. But we've seen some very divergent results in the last week or two across the space in terms of the actual reported and then guidance as well. So hoping you can put your guidance for the year in the context of market growth for CX. And if that implies market share gain, and then in which areas do you believe that it implies market share gains?

Well Michael, CX is definitely taking share, because the market is not growing strong double digits, like let's say, quarter-over-quarter. So of course, it's taking share, but it's small. And I think it's a little early to speak of market share for CX but it's a product that's well received. It hit a nerve. It's not a niche product because I think I already indicated, it has a number of customers of all sizes, and the latest large win with Genpact shows that it is quite capable of hunting upmarket as well. Having said that, look, there are more fully-featured products out there. So we're not trying to make it more feature-for-feature. But we went for ease of use, ease of deployment; we went for ease of ownership, which includes but is not limited to the price point itself. Very importantly, it's a next-gen product that's been together in the era of AI. So it works very well with AI, some of them are plug-ins and some are core features. But things that we can do with RingCX before the call, during the call, and after the call. So after the call would be RingSense for CX, for example, or assist for CX by way of example. So those are all well-received, and it's an investment that took us a few years to bring to market. But once with this, it's doing well. And then you mentioned mid-market. Some of the BofA data credit card data is showing some relative weakness in the mid-sized business based on spend and hiring. Does your guidance encapsulate like conservatism for the mid-sized business market? Or are there other factors? Yes. Well, look, I think we specifically called out that we're seeing stabilization in small business. I know you're saying mid, but we'll start with small. And that's actually been doing well for us, and we're optimistic it will continue to do so. As far as mid-sized is concerned, look, we are seeing our acquisition patterns; we're seeing retention patterns. And yes, look, you can't run away from the fact that there is still macro concerns that are not quite certain yet. We've experienced currency headwinds as well. I mean, not we, but everyone has. All I can say is to the best of our ability, we put it all together, and this is the guide we provided. We feel good about our ability there. Very, very importantly, nobody has asked this question, I don't want to strike off this is one thing we can control a lot better is the cost side of things. And we've seen really very strong margin expansion and free cash flow generation. This coming year is the first year that we'll do over $500 million of leverage cash flow; we feel very good about that. We are able to do this as we're growing the top line and are drastically decreasing stock-based compensation. So put it all together, and our earnings per share story is beginning to shape up quite well, and we believe there will be continued strength there. And look, there is a lot of good news in the market; there's good weather, some bad weather, so at the economy level we should be doing even better. But we have not baked that into our guide, let's put it that way.

One thing I do want to add about the guide here is to keep in mind there's about a one-point currency headwind that we've talked about. And the other revenue also has an impact on our top line. So just if you adjust for all that in your models.

Your last question today will come from Ryan Koontz with Needham. Please go ahead.

Great, thanks for the question. Appreciate the color on EX position there and have CX traction down market. Could you maybe also reflect on some of the traction you have with some of your new products you're talking about as part of your model there?

Yes. Overall, we are currently at just over $50 million in annual recurring revenue with the new products. This positions us better than halfway toward our $100 million goal that I mentioned a year ago. We feel very positive about being already over halfway to that target. Specifically regarding RingCX, which is a new product, we've had an excellent quarter in the enterprise space, securing over 30 deals with total contract values of $1 million or more. The attachment rate for RingCX was over 50%. We are also seeing strong uptake of AI add-ons with RingCX, such as RingSense, which has been attached over 50% of the time. It's still early in the process, but we are observing initial results and traction with our various AI add-ons. I am particularly excited about RingCentral AIR, which we introduced today. We already have some significant customers using it, including Southwire, a large company that has noted considerable efficiency gains from this product. However, it is still early, and we have adjusted our guidance accordingly; I wouldn't describe our approach as overly aggressive at this stage. These technologies require time for users to adapt and understand their capabilities, but I believe it will evolve. Importantly, we are utilizing all of our products in-house, allowing us to witness firsthand the improvements this technology provides. Kira, could you share more details?

Yes. Just on deploying internally RingCX and RingSense in our own contact center, we're seeing improved agent response rates, improved call wait times, and just the ability to simplify workflows with our own contact center. In terms of what it shows in terms of efficiency, overall, we're seeing a 10% improvement in efficiency moving upwards from there. And that's a good benchmark to take to our customers as well.

That's great. Really appreciate it, and we look forward to learning more from Enterprise Connect. Thanks so much.

Thank you.

That concludes our call for today. You may now disconnect your lines.