• Revenue: $65.1 million for Q4 FY25, up 6% year over year; $256.9 million for FY25, up 8% year over year.
• Non-GAAP Net Income: $5.8 million for Q4 FY25, up 17% year over year; $18 million for FY25.
• Free Cash Flow: Over $20 million generated in FY25.
• Stock Repurchase: Approximately $9 million spent on repurchasing Ooma stock in FY25.
• Business Subscription and Services Revenue: 61% of total revenue in Q4 FY25; 13% growth year over year for FY25.
• Product and Other Revenue: $4.5 million in Q4 FY25, up from $3.7 million in the prior year quarter.
• Gross Margin: Subscription and services gross margin at 72% for Q4 FY25; total gross margin at 63% for Q4 FY25.
• Adjusted EBITDA: $6.9 million for Q4 FY25, 11% of total revenue.
• Core Users: 1,234,000 at the end of Q4 FY25, with 503,000 business users.
• Average Revenue Per User (ARPU): $15.26, up 4% year over year.
• Net Dollar Subscription Retention Rate: 98% for Q4 FY25.
• Cash and Investments: $17.9 million at the end of Q4 FY25.
• Fiscal 2026 Revenue Guidance: $267 million to $270 million.
• Fiscal 2026 Non-GAAP Net Income Guidance: $22 million to $23.5 million.
• Fiscal 2026 Non-GAAP EPS Guidance: $0.77 to $0.82 per share.

• Warning! GuruFocus has detected 4 Warning Signs with OOMA.

Release Date: March 04, 2025

For the complete transcript of the earnings call, please refer to the full earnings call transcript.

Positive Points

• Ooma Inc (NYSE:OOMA) reported a solid Q4 FY25 with $65.1 million in revenue and $5.8 million in non-GAAP net income, marking a significant improvement from prior quarters.
• The company achieved an 8% year-over-year revenue growth for FY25, with non-GAAP net income growing by 17% year-over-year.
• Ooma Inc (NYSE:OOMA) generated over $20 million in free cash flow and repurchased approximately $9 million of its stock, indicating strong financial health.
• The company secured a large new Ooma Office customer with 282 users and several new office customers with over 25 users each, demonstrating successful customer acquisition.
• Ooma Inc (NYSE:OOMA) received Marriott Brand certification for its AirDial product, positioning it as the preferred POTS replacement solution for Marriott properties.

Negative Points

• Ooma Inc (NYSE:OOMA) experienced a sequential decline in total core users, primarily due to seat reductions with IWG, which was anticipated.
• The company faces challenges in predicting the timing of revenue ramp-up with new partners and customers, leading to cautious guidance.
• There is limited visibility on the pace at which new resale partners will ramp up sales, creating uncertainty in revenue projections.
• Ooma Inc (NYSE:OOMA) expects additional churn from IWG in the first quarter of fiscal 2026, impacting short-term growth.
• The company is cautious about the economic environment and its potential impact on the SMB market, which could affect future growth.

Q & A Highlights

Q: What are you seeing in the SMB environment? Has it faded a little bit after the election? A: Eric Stang, CEO: No, I wouldn't say it's faded. Q4 is always the one quarter of the year where with everything else going on, holidays and a lot of business activity, small businesses may not be in the market quite as much, but then things were back in January and we've seen that. So I think it's been strong and it remains strong.

Q: Can you give us more color on how you are thinking about assisting resale partners and driving sales, and the strategic approach on adding new resellers every quarter in fiscal '26? A: Eric Stang, CEO: We have over 20 partners established to resell, particularly Ooma AirDial. Some partners are reselling office, and a few are reselling Telo for POTS replacement. We believe our solution is the clear winner for POTS line replacement. We have a small team focused on adding a couple of resellers every quarter, and we think we can achieve that.

Q: For someone like Marriott, how many POTS lines do they have and what's been communicated in terms of their plans and timeframe for replacement? A: Eric Stang, CEO: Marriott has over 5,000 properties in the US alone. It's early stages with this agreement, but brand certification is fundamental within the Marriott community. A large Marriott property might need 20 to 40 lines. It's too soon to say how big and how fast the replacement will be.

Q: In terms of your large cable partner for POTS replacement, what is the limited visibility and why do you think customers might not be motivated to move more quickly? A: Eric Stang, CEO: The limited visibility is about whether this partner will launch in March as intended. We think they will, but how fast their Salesforce will generate deals is uncertain. Many businesses are more likely to move forward on POTS replacement than before, but it's hard to predict the exact pace.

Q: You mentioned in the first quarter some more churn expected from IWG. Will we continue to see churn after the first quarter, or do you think it will stabilize? A: Eric Stang, CEO: We expect stabilization after this quarter. We have a good working relationship with IWG, and they are testing new opportunities that could be an upside for us. We think we're in a pretty stable spot with potential growth opportunities.

Q: What are you seeing in the SMB market if you strip out assumptions for AirDial? A: Eric Stang, CEO: We have expanded our business scope to include POTS replacement and wholesale services, shifting some sales and marketing activities into those areas. We estimate millions of small businesses in North America have yet to move to the cloud, providing a lot of opportunities. We continue to see good market opportunity but are balancing our outlook across all growth segments.

Q: Are you in conversations with any other top national cable companies in the US? A: Eric Stang, CEO: We are in conversations at different stages with various players, including Select and ILACs, aggregators, and cable companies. We are excited to talk to anyone interested in our solutions.

Q: Regarding the 2,600 Hz deal, is growth more about new customer acquisition or broadening the offering to existing customers? A: Eric Stang, CEO: Most growth will come from new customer wins. We are adding services to the platform that can be monetized with the existing base, such as Ooma IP and apps, and carrier services leveraging our low-cost structure. However, the pace at which AirDial expands and resale partners ramp up is something we are cautious about until it materializes.

For the complete transcript of the earnings call, please refer to the full earnings call transcript.