Claritev Corp (CTEV) 2025 Q4 法說會逐字稿

Ladies and gentlemen, thank you for joining us and welcome to the Clarative Corporation 4th quarter 2025 earnings call.(Operator Instructions)

I will now hand the conference over to Todd Friedman, Head of Investor Relations. Todd, please go ahead.

Thank you, operator. Good afternoon, everyone, and welcome to Clarita's 4th quarter 2025 earnings call. Join, joining me today are Travis Dalton, President and CEO, and Doug Gerris, Chief Financial Officer. Jerry Hogg, our Chief Operating Officer, will also join us for the Q&A. During our call, we will refer to the supplemental slide deck that's available in the investors portion of our website, along with the fourth quarter 2025 earnings press release issued earlier this afternoon. Our remarks are statements.

These forward-looking statements represent management's beliefs and expectations only as the date of this call. Actual results may differ materially from these forward-looking statements due to a number of risks. Risks. A summary of these risks can be found. Second, the supplemental slide deck, a more description in our annual report or and other documents will be filed with the SEC.

We'll also be referring to several non-GAAP measures which we believe provide investors with a more complete understanding of clarity's underlying operating results. The explanation of these non-GAAP measures and reconciliation reconciliations to their comparable GAAP measures can be found in the in the supplemental slide deck.

With that, I'm going to call over to Travis.

Thank you, Todd. Good afternoon, everyone, and thank you for your time today. I'm excited to share our Q4 results, 206 guidance, and transformation progress. However, first, I would like to reflect for a moment on the state of our journey here at Claritative in the industry. As I near my second anniversary as CEO. Have helped reflect on what we've accomplished and what lies ahead.

When I joined the company, we faced a set of challenges that require a well thought out, long-term plan. We set out very intentionally to create Vision 2030, not vision, and are very committed to that. That is not meant to be dismissive of immediate results and short-term objectives, but to be clear, our goal and the focus of this management team is to build a well-run, disciplined healthcare technology company that delivers sustainable, profitable growth.

Abyssals real and pressing problems in healthcare today and the future, specifically with laser focus in the areas of transparency and affordability, which are key to better health outcomes and economic coming forward. I'm exceedingly proud of the work we have done to lay a foundation, clarify our purpose, align and recruit talent, and focus our company and associates.

Performances that combination of clarity, alignment, and focus plus our digital transformation. And the introduction of horizontal new vertical markets has allowed us to turn to profitable growth sooner than expected. Simply put, our strategy is working. Most importantly, allowed us to prioritize with urgency to help our clients with their most.

One comment on my remark that we have returned to profitable profitable growth sooner than expected. One year ago we stood on this call and provincial guidance of flat to down revenue was significant. Freak out. I'd be remiss to not take a moment and give recognition to nearly 3,000 associates at Claritas who have showed up every day.

Aligned term of making healthcare affordable for everyone in line with our vision 2030 plan and delivered these results that have far exceeded thought we could do entering the year of the of the term. On that note, many foundational reasons why lara's in this position to keep winning in this market. Operate in a highly complex and sometimes fragmented and misaligned industry.

Our fundamental belief is that increased transparency, better data, and technology providers and employers will lead to more alignment and better decision making. Costs continue to rise. High claims are increasing. The regulatory environment is fluid. And these are real challenges to tackle. As our results, we are well positioned to meet these pressing needs.

Network innovation, claims intelligence, transparency, and predictive. That ultimately benefit the healthcare. The healthcare industry, that combination of solutions and augment each other when used together is the real strength of our business. I'm often asked about our true competitive advantage, and I say it centers around one, the comprehensive network that we have developed over many decades.

Two, the deep workflow knowledge and substance of our client relationships. As it's about renewals and sales growth. Three dietary IP. Business Ability to analyze data, flexibility to adapt, and technology scale. High provider acceptance. For all the noise around pattering, we achieve greater than 90% across our solutions, actually reducing the greater.

And 5, a long history of regulatory expertise that is invaluable to our clients trying to adapt to a state and federal. Thing about our competitive advantages, let me take this moment to comment about AI technology is massive force improving healthcare. AI is giving us the opportunity to tackle the biggest result.

Fragmentation and sensitivity of data. Incentives Complexity of work and access. AI is reshaping the way we develop in our collective future. These persistent challenges are the opportunities of the opportunity for us facing with crimes across the ecosystem are major. Major advantage along with the competitive mode we have created with Nkay.

The competitive advantages I just listed become even more pronounced. Considered alongside our strategy. There will be losers in this market, and we believe three core ingredients are going forward. One embedded domain expertise --

Going to pause for second. We're getting notes that that the audio is bad. So operator, if you can hold on second, we're going to go to a different line here, okay.

Here you go.

The audio is bad. Is that a better connection now? Can you hear us better?

Sounding clear.

Complexity of workflows and access. AI is developed and worked in our collection. These persists are the op opportunity for impact, and the time is now. Our 4+ decades of working with clients across the ecosystem are a major advantage of the competitive mode that we have created with IP. The competitive advantages I just listcom even pronounced when considered alongside. Have to stay out.

Winners and losers in this market, and we believe three core ingredients will be crucial going forward embedded workflow of the maze. Two client agreements and data rights access and trust. We will work with our clients and our data partners where appropriate. We are prioritizing AI where it supports clear outcomes, revenue.

Cost production can be embedded directly into workflows to find more value for our clients by cumbersome processes. Drasurable revenue growth and taking real costs out of the, we have clear examples of success, including the use. To enhance our surprise bus, advance our payment and revenue integrity products, and workflow automation around credentialing and other key areas.

AI must function within claims adjudication, payment workflows, contracting, and reconciliation processes that work across payers, providers, and employers limit trust. We have 40 years of making and keeping promises. They trust us to act responsibly, to govern well, the integrity of our data and solutions. The moat is no longer code. It is the data, workflow distribution, and trust that will matter the most.

Simple tools will go by the wayside, but the long-term winners will be platforms that support rich workflow. Those will be the place where AI will enrich what we are capable of delivering. And when you add all that up, we not only like our position but embrace the AI revolution. We published a strate a strategy briefing on com that lays out our AI position in greater detail and we will go deeper on this topic at our investor day on March 16th. Quite simply, between the mission of our competitive advantage and our AI leadership, nobody is better positioned to meet the coming impact and affordability than we are.

Turning to the results We are on the way up, as evidenced by our Q4 highlights. Fix guidance we achieve 6.2% revenue growth in Q4 year over year, continuing to demonstrate durability, but that our vertical market strategy is working in effective roadmap. Doug will give a fulsome update on the numbers. I'm also really pleased with our bookings of 23 million in Q4, running a record for the company.

That result, along with our expected full year bookings growth in 2026, bodes well for our future in creating sustainable growth. Let me give a few quick highlights. As previously reported, we have renewed our top clients and continue to expand our solutions in white space with them in cases like NSA and payment and revenue integrity.

We continue to expand our market presence with momentum in the TPA and broker verticals with additional Q4 client acquisition. The same can be said for our provider and government market segments, exciting announcements to come soon. We deployed a number of orders and solutions that reinforce our culture of innovation.

Our new solution made possible through our digital transformation is our network builder. The declarative network of 1.4 million providers is one of the least depreciated assets we operate. A key feature for our clients to pass over the whole network or a specifically tailored narrow network addressing geographic needs.

Like these are rural access gaps. While we have been delivering bespoke networks for decades, to Network Builder, we are now able to create those networks in minutes. The throat replaced to be a lengthy manual process. We will be showcasing this in many other relations during our investor day, and we are expanding our footprint internationally in the Middle East, signing two additional clients that will create momentum for growth in 26.

Overall in 2025 we acquired a new logos of color vertical markets. Bookings every year. We had more diversification in our selling activity, including significant expansion of our payment and revenue integrity solutions, more telemetry into our reception than ever before, allowing us to strengthen our win rates and increase our deal size. I expect 2026 to be an even bigger record.

Salesge for Thanks for just getting started. We are well into our digital transformation that will create a stronger and more operating and technology platform for the long haul, complemented by our products and AI chip. All of this bodes well for clarity, but most importantly for our and our ability to serve their emerging needs.

I'll turn it to Doug.

Doug, if you could wait one minute, we're going to change the audio here of you, Jason. Jason, can you turn your microphone on? Just push the microphone button on the bottom. There we go.There we ho.

Can you hear us, operator?

Much clearer. Yes, can hear. Okay.

Go ahead. Okay, thank you, Travis, and good afternoon, everyone. I have a lot to cover today, so I'll move quickly through my remarks highlighting Q4 in full year 25 before I give you the setup for what we believe will be the main catalyst for growth this year. We've also posted a supplemental deck on our investor relations website for more detail to support our remarks.

To start, 2025 can be understood most clearly in the remarkable pivot in our financial performance that began in Q1 and progressed throughout the year. Revenue, adjusted EBITDA, and free cash flow all ended the year well ahead of our initial guide. And our 2026 guidance reinforces our posture as a business on the way up with a growing top and bottom line in an emerging business model built for durable growth over many years to come.

So let's get right to the numbers. Total revenue in Q4 was 246.6 million, up 6.2% year over year. Growth in Q4 came from both our core businesses and expansion areas. Recall Q4 is the last quarter with a one-time revenue benefit of about $5 million in our PNC business, which falls under the network service line. In total we had about 18 million of non-recurring revenue in 2025 with roughly 2 million of benefit in Q1 and 5 million of benefit in quarters 23, and 4 that will not repeat this year.

Adjusted EBITDA was 151.3 million for the quarter, up 7% at a 61.4% margin, and we generated 36.4 million of leverage-free cash flow in the quarter. We also deployed about 5 million for a small tuck and acquisition we completed in November. We ended the year with $28 million of total cash and $17 million of unrestricted cash.

Our net leverage at the end of the year was 7.7 times, an improvement of nearly half a turn from our ending position at the time of our debt refinancing transaction in January. As a reminder, since the debt refinancing transaction concluded in January of last year, we expect Q1 and Q3 to be cash consumption quarters and Q2 to Q4.

Q2 and Q4 to be cache generating quarters in the near term. For the full year, revenue was $965.4 million an increase of 3.7%, and adjusted EBITA was $602.6 million an increase of 4.5% over 2024. Most notably leveraged free cash flow, which we forecast to be a use of $70 million to start the year, finished the year near the midpoint of our most recent guide with the use of 12.3 million.

As I frame up our 2026 guide, I want to highlight a few areas that will be relevant to your models going forward. In Q4 we began to see the expected shift of some previously capitalized cost to opp X, particularly around cloud computing cost, which is normal for technology companies that move from on-prem data center usage to the cloud.

This will have a $0 cash flow impact this year as we expect total capital investments to remain consistent. This transition will increase OpEx and thus decrease adjusted EBITA with a corresponding reduction to related CapEx in 2026 and going forward. I want to be clear that our primary financial objectives this year are driving revenue growth at good margins combined.

With a key focus on improving free cash flow. As we move through our digital transformation, additional costs will shift to op X, and we fully expect to realize meaningful synergies as we outlined in previous calls. At the end of the day, we are focused on total dollars spent, whether expense or capital, so you will hear us focus more on free cash flow and adjusted cash conversion as key metrics to highlight progress against our multi-year strategy.

From a go to market perspective, Q4 capped a remarkable year of sales motion. We exceeded our internal expectations, finishing the year of 60 million $67 million in ACV booked and having closed more than 650 opportunities. In 2025. We closed more than 100 deals of over 100,000 of ACV, up 30%, with the average deal size improving by 50% on a full year basis.

The pipeline for 2026 is already strong, and we expect to continue last year's momentum with both existing customer we space and new logo additions. We expect to deliver strong double-digit ACV Bookings growth in 2026, which will begin to convert to revenue towards the end of this year and into 2027. These results are rooted in the strength of our core offerings which were responsible for 94% of our total revenue in 2025.

This powerful combination of a durable core alongside the investments we are making to deliver new and improved solutions to expanded end markets gives us visibility and confidence in achieving the strategic and financial objectives we laid out last year with the Vision 2030 plan. Simply put, we're getting more hits with more at-bats. Now on to revenue guidance.

We are initiating 2026 revenue at $980 million to a billion, representing 2 to 4% growth over 2025, excluding the $18 million of one-time revenue in 2025, we're modeling 4 to 6% growth this year. While we historically do not provide quarterly splits, given the addition of new ACV and the impact of the one-time revenue, we are providing direction to aid in your quarterly modeling.

We would expect low single-digit growth in Q1 with modest sequential growth in Q2 due to the one-time revenue headwind. Then, as revenue from new ACV ramps, we expect our growth rate to increase to between 3 to 5% for the second half of the year, adding up to the full year guide. We have included a summary on slide 15 of the supplemental deck to help bridge the major revenue drivers this year. It provides more color on how you should model gross revenue retention, expansion, and ACV conversion to get to our revenue range.

We are introducing full year adjusted EPITA guidance of 605 to 615 million with margins of 61% to 62%. For a year over year comparison, keep in mind that 18 million of one-time revenue in 2025 flowed through at a 100% margin. When normalizing for that impact, our guidance implies a 3.5 to 5% adjusted EBITA dollar growth on a like for like basis.

As discussed earlier, we expect to incur 10 to 15 million of OpEx costs previously classified as CapEx related to the movement of our technology infrastructure to the cloud. Additionally, we plan to invest 20 to $25 million in our go to market and delivery functions to maintain momentum and best support the double-digit, the strong double-digit ACB bookings growth we have planned.

You'll also notice that we're returning to a dollar-based adjusted EBITDA guide. We believe this better reflects how we're managing the business in 2026 with a clear emphasis on revenue growth, disciplined investment, and improving free cash flow. Importantly, should we outperform or prepare to thoughtfully reinvest incremental upside to further strengthen our growth trajectory?

We are forecasting total capital of 160 to 170 million and we're projecting free cash flow of 0 to $10 million this year. One final point on free cash flow. 2025 included our comprehensive debt refinancing transaction which distorted some of our metrics. In 2026, we expect to deliver double-digit operating and unlevered free cash flow growth with adjusted cash conversion normalizing to pre-2025 levels at approximately 50% to 55%.

I'll add one last thread about the broader macro environment and how that impacts our internal projections. We have recently benefited from a few positive market tailwinds. While there are many market trends we monitor, a few stand out. Out of network claims volume, medical inflation, and claims mix are the three key factors that underpin our modeling and have the greatest impact on our PSave revenue.

In the past 5 years, out of networks claim volume has remained consistent around 7% of total healthcare claims. Medical inflation has also remained at historically heightened levels. We have traditionally modeled for more conservative expectations for both for both volumes and inflation-related growth, which is reflected in our initial guide.

And lastly, our mixes continue to favor certain out of network and higher price services like behavioral health, urgent care, and other specialties that can often occur at out of network providers from employer sponsored health plans. I wanted to end by sharing that our capital allocation priorities are clear and unchanged.

At the highest level, we continue to focus on organic investments to fuel our vision 2030 plan. That's where most of our time and energy is directed. These investments are driving innovation, operational improvements, and enabling us to get fit for long-term and sustained growth. At the same time, we're maintaining a high priority on debt reduction with a renewed focus on value creating M&A.

Both of which will strengthen our balance sheet and position us for more flexibility in our capital structure going forward. All of this aligns with our guiding principles to diversify and accelerate expanding our solutions, verticals, and channel, channels to drive growth, while also delevering and de-risking our business to enhance cash flow and operating agility.

With that, I will turn the call back over to Travis for some final remarks before taking your questions.

Thanks, Doug. Before I turn the call for questions, let me just make one last comment about moving forward from the year of the turn into the way up. The opportunity ahead is real and exciting, and the tools for disruption we think are here, and that's a good thing. We made the turn successfully because of our focus on our clients and the competitive advantage that I described earlier, but a moat's not enough. Companies will need clear and delineated strategies to deploy value to clients in a rapidly changing environment.

We're prepared to do that. Despite the turmoil we read about in healthcare. I believe in those across the ecosystem that care deeply about access, quality, and cost, and the value we bring will continue to lift Claritin into new heights.

With that, let me turn over for questions.

Operator, before we go to questions, step on the call, we know there were some audio difficulties at the beginning. Once we are done with the call, we will post a transcript of Travis's comments on our website for you so you'll have easy access to them. So with that operator, we'll open up for questions.

(Operator Instructions) Joshua Raskin with Nephron Research.

Josh, you might be muted Operator, can maybe move to the next one. We're not hearing Josh right now, and we can maybe get him back in cue.

Luis Mario Higuera, Citi.

Ober, if we can pause, I'm getting word that it sounds like the phone lines you're not getting audio, but the webcast is. So if that's true, can you please check that on the on the speakers and see if you're getting audio from them? And if so, pipe it through.

Yes, please hold. Thank you for your patience while we are experiencing some technical difficulties on today's event. We are currently troubleshooting with our internal team as we speak. I will revert back with an update as soon as possible.

Alexandra, thank you. Can you hear us?

Hi, yes, I can.

I think given to everyone on the call, I apologize for the technical difficulties. It sounds like the webcast is working. The phone lines are not. So given that, rather than hold this, we will cut the call now and we're glad to follow-up with you after the call if you have questions, please feel free to send questions to investors at Clarative.com or give a call. Thank you very much for your time.