Ooma Inc (OOMA) 2026 Q3 法說會逐字稿

Hello, and welcome to Ooma Inc.'s third-quarter fiscal year 2026 financial results. (Operator Instructions)

I'd now like to hand the conference over to Matthew Robinson. Sir, you may begin.

Thank you, Towanda. Good day, everyone, and welcome to the fiscal third-quarter 2026 earnings call of Ooma, Inc. My name is Matt Robison, I'm Director of IR and Corporate Development. On the call with me today are Ooma's CEO, Eric Stang; and CFO, Shig Hamamatsu.

After the market closed today, Ooma issued its fiscal third quarter 2026 earnings press release. This 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 & Presentations page of the Investor Relations section of our website. This link will be active for replay of this call for 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 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 and those risks 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 a substitute 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 is included in our earnings press release, which is available on our website.

On this call, we will give guidance for fourth quarter and full year 2026 on a non-GAAP basis. Also, in addition to our press release and 8-K filing, the Overview page and Events & Presentations page in the Investors section of our website as well as the Quarterly Results page of the Financial Information section of our website include links to information about costs and expenses not included in our non-GAAP values and key metrics of our core subscription businesses. 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.

Now I will hand the call over to Ooma's CEO, Eric Stang.

Thank you, Matt. Hi, everyone, and welcome to Ooma's third-quarter fiscal year 2026 earnings call. Thank you for joining us. We're pleased to report solid Q3 financial results and to discuss the progress we are making across our business. We will also provide more information about the two acquisitions we recently announced, one of which, FluentStream, has now closed.

Financially, we grew our revenue in Q3 to $67.6 million and ended the quarter with $242.7 million of annual exit recurring revenue. We achieved new records in the quarter for non-GAAP net income, which increased to $7.7 million and adjusted EBITDA, which increased to $8.6 million. Our adjusted EBITDA for Q3 as a percentage of revenue was 13%, up from 11% of revenue in Q2 of this year and 10% of revenue in Q1 of this year.

We are proud of our increased bottom-line results and believe our business has significant potential not only for revenue growth, but also for further bottom-line expansion.

Our business solutions performed well in Q3. We continue to invest in growth across Ooma Office, Ooma Enterprise, AirDial and 2600Hz. Ooma Office and Ooma Enterprise added new customers in line with our expectations, and we maintained our development efforts focused on AI, contact center, vertical integrations, and other features, which will boost our Pro and Pro Plus service tiers and appeal to larger-sized businesses. We expect to launch our AI solutions early next year.

I'm pleased to note too that Ooma Enterprise secured its largest hospitality win to date, a hotel in Las Vegas with nearly 1,000 rooms. Regarding AirDial, we made solid progress in Q3 as we continued our efforts to expand sales and increase awareness of our solution. I'm pleased to report that we continue to add new resale partners every quarter. In fact, in Q3, we added nine new resale partners, our strongest quarter to date.

In general, we are seeing an influx of interest in reselling AirDial from entities wanting to take advantage of the POTS replacement market opportunity, including from some wanting to move away from competitive solutions.

I'm also pleased to report that in Q3, we launched an updated version of AirDial, which incorporates a new processor and is designed to provide improved cellular band support and longer battery life. It is also less costly to manufacture. Along with this, we launched new remote device management features for use by partners reselling AirDial.

Overall, we remain committed to our long-term goal to secure 300,000 AirDial lines, generating $100 million of AirDial annual recurring revenue.

Regarding 2600Hz, we made further progress in Q3, adding Ooma's IP and applications onto the platform, and we're able to upsell a significant number of existing 2600Hz customers. We also continued our sales and marketing to new customers focused mainly on carriers and other UCaaS providers.

On the residential front, a combination of good user additions and slightly lower churn allowed us to hold our user count close to flat with Q2. And so far, we are off to a good start this quarter as well.

Turning now to the two acquisitions we recently announced. This is an exciting time for Ooma. As a reminder, we announced that we recently closed on the acquisition of FluentStream and are expected to close on the acquisition of Phone.com around the end of this month. Combined, these two businesses are expected to add more than 165,000 users, $45 million of revenue and $10 million of adjusted EBITDA to Ooma annually before synergies.

Each acquisition is expected to be accretive to Ooma's adjusted EBITDA and non-GAAP earnings per share starting on the closing date of the transaction. Approximately 155 employees and contractors will be joining Ooma as a result of these two transactions. Strategically, we believe that FluentStream and Phone.com fit well with Ooma's focus on serving small- and medium-sized businesses.

We believe each company is well regarded by its customers, performing well and presents an opportunity to leverage Ooma's scale and investment spending over a larger base. Furthermore, we believe we have been able to acquire each business at a price, which allows us to achieve cost-effective growth.

Overall, these acquisitions allow us to optimize how we spend to grow our business, to achieve greater scale and to bring new capabilities to Ooma.

In the case of FluentStream, our focus will primarily be to continue FluentStream's business success and a high level of profitability. There are, however, a few select areas where we believe synergies are possible. These include bringing Ooma's scale to FluentStream's vendor relationships, combining certain initiatives involving new feature developments, and leveraging FluentStream's channel relationships to sell other Ooma products, most notably AirDial.

In the case of Phone.com, our focus will be to strengthen the Phone.com brand in the market. We believe Phone.com's memorable URL and website and their focus on providing a streamlined and relevant e-commerce experience represents an attractive opportunity for Ooma. We also believe significant synergies are possible. Once the acquisition closes, we intend to leverage our vendor relationships, R&D activities, customer support systems, and G&A processes to make Phone.com both stronger and more profitable.

In sum, we believe these two acquisitions present a tremendous opportunity for Ooma to build shareholder value. It is our intent to capitalize on them to increase Ooma's adjusted EBITDA, cash flow and growth, and we are excited as we look out toward the years ahead.

I will now turn the call over to Shig, our CFO, to discuss our results and outlook in more detail and then return with some closing remarks.

Thank you, Eric, and good afternoon, everyone. Before I dive into our third quarter financial results, I would like to recap the status and financial aspects of the two acquisitions we announced last month. Please note that these two acquisitions did not impact our fiscal third quarter results I'm going to discuss in a minute as each of these acquisitions either completed or expected to be completed in our fourth fiscal quarter.

We completed the acquisition of FluentStream on December 1, 2025, for approximately $45 million in cash, which was funded by a $45 million term loan. FluentStream is expected to add $24 million to $25 million of revenue and $9.5 million to $10.5 million of adjusted EBITDA to Ooma annually based on current run rates.

As for the acquisition of Phone.com, it is expected to be completed later in the fourth fiscal quarter. The cash purchase price of approximately $23.2 million is expected to be funded by a combination of cash on hand and a bank loan. Phone.com is expected to add $22 million to $23 million of revenue and $0.5 million to $1.5 million of adjusted EBITDA to Ooma annually based on current run rates and before synergies. There are no other contingency payments for either of these acquisitions.

Now I'm going to review our third quarter financial results and then provide our guidance for the fourth quarter and full year fiscal '26. Our third-quarter revenue was $67.6 million, up 4% year over year, driven by the growth of Ooma business, including AirDial.

In Q3, business subscription and services revenue accounted for 63% of total subscription and services revenue as compared to 61% in the prior-year quarter. Q3 product and other revenue came in at $5.7 million and was up 14% year over year due to growth in AirDial installations. On the profitability front, Q3 non-GAAP net income was $7.7 million, meaningfully above our guidance range and grew 68% year over year.

Higher-than-expected non-GAAP net income was mainly driven by an additional operating leverage realized in R&D, continuing effort to optimize sales and marketing spend and lower-than-expected impact of tariffs.

Now some details on our Q3 revenue. Business subscription and services revenue grew 6% year over year in Q3, driven by user growth and ARPU growth. On the residential side, subscription and services revenue was down 1% year over year. For the third quarter, total subscription and services revenue was $61.9 million, or 91.6% of total revenue as compared to $60.1 million or 92.3% of total revenue in the prior-year quarter.

Now some details on our key customer metrics. We ended our third quarter with 1,233,000 core users, up from 1,230,000 core users at the end of the second quarter. At the end of the third quarter, we had 513,000 business users or 42% of our total core users, an increase from 5,000 from Q2. Our blended average monthly subscription and services revenue per core user or ARPU increased 4% year over year to $15.82 and driven by an increase in mix of business users, including higher-ARPU Office Pro and Pro Plus users.

During the third quarter, we continue to see a healthy Office Pro and Pro Plus take rate with 57% of new Office users opting for these high-tier services. Overall, 38% of Ooma Office users have now subscribed to these higher-tier services. Our annual exit recurring revenue was $242.7 million, up 4% year over year.

Our net dollar subscription retention rate for the quarter was 99%. Now some details on our gross margin. Our subscription and services gross margin for the third quarter was 71.5% and as compared to 71.6% in the prior year. Product and other gross margin for the third quarter was negative 45% as compared to negative 56% for the same period last year.

On an overall basis, the total gross margin for Q3 was 62% as compared to 62% in the prior-year quarter. The flat overall gross margin in Q3 this year reflects a heavier mix of product revenue versus prior year due to an increase in AirDial installations, which offset the improvement in product gross margin.

And now some details on operating expenses. Total operating expenses for the third quarter were $34.2 million and down $1.4 million year over year. Sales and marketing expenses for the third quarter were $17.9 million or 26% of total revenue, up 2% year over year, primarily driven by higher channel development activity for AirDial.

Research and development expenses were $10.8 million or 16% of total revenue, down 10% on a year-over-year basis, primarily driven by headcount management as we continue to focus on R&D efficiency and operating leverage. G&A expenses were $5.5 million or 8% of total revenue compared to $6.1 million for the prior year.

Non-GAAP net income for the third quarter was $7.7 million or diluted earnings per share of $0.27 as compared to $0.17 in the prior-year quarter. Adjusted EBITDA for the quarter was a record $8.6 million or 13% of total revenue and grew 50% year over year. We ended the quarter with total cash and investments of $21.7 million.

In Q3, we generated $6.9 million of operating cash flow and $5.4 million of free cash flow. On a trailing 12-month basis, we generated $25 million of operating cash flow and $19 million of free cash flow. With strong free cash flow generation, we spent a total of $16.2 million over the last four quarters, including $4 million in Q3 to buy back stock through a combination of open market repurchase and RSU net share settlement.

As mentioned earlier, we completed the acquisition of FluentStream with a $45 million term loan with an interest rate of approximately 6.4% on December 1, 2025. Although the new term loan has a five-year amortization schedule, we expect to use a portion of free cash flow in the future to pay it down faster.

We also expect to draw an additional $20 million in term loan with a similar interest rate when we complete Phone.com acquisition later in the fourth quarter. The additional details on the term loans are available in our Form 8-K filed on December 2, 2025, and as well as in our Q3 Form 10-Q to be filed later this week. On the headcount front, we ended the quarter with 1,223 employees and contractors.

Now I'll provide guidance for the fourth quarter and full fiscal year '26. Please note that the guidance does include the impact of FluentStream acquisition completed on December 1, 2025, but does not include the impact of Phone.com acquisition as it is expected to close later in the fourth quarter.

Our guidance is on a non-GAAP basis and has been adjusted for expenses such as stock-based compensation, amortization of intangibles and acquisition-related expenses. We expect total revenue for the fourth quarter of fiscal '26 to be in the range of $71.3 million to $71.9 million, which includes $4 million to $4.1 million of revenue contribution from FluentStream. Within this total revenue guidance, we expect $5 million to $5.3 million of product revenue.

We expect the fourth-quarter non-GAAP net income to be in the range of $8.4 million to $8.9 million, which includes approximately $1.5 million to $1.6 million of non-GAAP net income contribution from FluentStream. Q4 non-GAAP net income guidance also includes an impact of interest expense related to the $45 million term loan, which is estimated to be approximately $0.5 million.

Non-GAAP diluted EPS is expected to be between $0.30 to $0.32. We have assumed 28 million weighted average diluted shares for the fourth quarter. For full year fiscal '26, we're raising the guidance and expect total revenue to be in the range of $270.3 million to $270.9 million, which includes approximately $4 million to $4.1 million of revenue contribution from FluentStream.

The updated revenue guidance also reflects our current expectation for the timing of AirDial installations, some of which have been pushed out to the next fiscal year due to the timing of customer orders and the impact of normal seasonality associated with the holiday schedule in Q4, which limits customers' availability for installations.

The full year fiscal '26 revenue guidance assumes business subscription and services revenue growth rate of approximately 9% over fiscal '25, while residential subscription revenue to decline 1% to 2%. In terms of revenue mix for the year, we expect approximately 92% of total revenue to come from subscription and services revenue and the remainder from products and other revenue.

As for the full year fiscal '26 non-GAAP net income, we are also raising the guidance and now expect it to be in the range of $28.2 million to $28.7 million, which includes approximately $1.5 million to $1.6 million of contribution from FluentStream and $0.5 million of term loan interest expense I mentioned earlier.

Based on this guidance range, we estimate our adjusted EBITDA for fiscal '26 to be $32.4 million to $32.9 million. We expect non-GAAP diluted EPS for fiscal '26 to be in the range of $1 to $1.02. We have assumed approximately 28.2 million weighted average diluted shares for fiscal '26. In summary, we are pleased with the solid results for the third quarter with a record adjusted EBITDA of $8.6 million, which grew 50% year over year and improved our adjusted EBITDA margin to 13%.

We are also very excited about the prospect of adding FluentStream and Phone.com to the Ooma family and continuing to grow revenue, profitability and free cash flow in the fourth quarter and the next fiscal year.

I will now pass it back to Eric for some closing remarks. Eric?

Thank you, Shig. Our focus remains on executing well, capturing the opportunities before us and driving improved top and bottom line results. We see growth opportunities across our business and believe our recent acquisitions will propel us faster towards becoming a bigger, stronger and more profitable business.

Thank you. We'll now take your questions.

(Operator Instructions) Josh Nichols, B. Riley.

Great to see the company hitting another record EBITDA margin during the quarter here. It looks like there's a healthy step-up in profitability in fiscal 4Q as well with the FluentStream acquisition closing. Is that because is there a significantly higher subscription and services gross margin components? Or I'm just kind of curious like below the revenue line, what gets you to that big jump up in EPS and EBITDA for fiscal 4Q?

Yes. So I can point to a few things there, Josh. Thanks for the question. And first of all, the -- certainly, we're seeing more operating leverage, and we made some -- we took some actions in late Q3 on R&D side of spend and that -- we're going to see a full quarter impact of that in Q4. So that's number one. And we continue to manage sales and marketing spend as well.

I think we started the year with 28% and we continue to monitor the customer acquisition costs, both organically but also inorganically to balance things out, optimize them. And lastly, I think the tariff impact that we were estimating going into the second half, we didn't see that in Q3.

And as of today, we're not seeing that in Q4. So I guess that's good news for us, obviously. And I think all of those things combined, we're seeing a better -- more flow through to the bottom line for Q4.

Appreciate the context. And then I know obviously, FluentStream is closed, but you're still waiting on Phone.com, which is in the guidance, obviously, for the fourth quarter. Eric, you mentioned that there's -- like those numbers that you kind of laid out in terms of full year run rate numbers for those two acquisitions don't include any synergies.

Is there any way for you to maybe kind of quantify any expectations that you may be able to see around those? Or is this something that you think you may start to see some synergy benefits in like the second half of next fiscal year or a little bit longer?

Josh, so with FluentStream, we expect the synergy benefits, at least on the cost side, to be relatively modest. There are some benefits on the revenue side with AirDial and also just being able to bring some of our developments over onto their platform.

With Phone.com, we're going to have to see once we get it closed, but we do think there's more overlap in what we're doing and what they're doing, and we can work together to drive both scale economies and also just rationalize the things we're doing so that we share the work over a larger base.

It's hard to say, but I'm sure we'll see some early wins out of the gate, particularly with vendor relationships, and then we'll assess from there.

Eric Martinuzzi, Lake Street Capital Markets.

Yes. I wanted to understand on the legacy business, given the Q4 guide was a little bit below where we were expecting. Shig, I think you mentioned that there were some AirDial pushouts. I've got -- basically, between what I was looking for and what you guys guided to on the legacy business, I'm off by about $1.5 million. Is that all attributable to AirDial pushouts?

Yes. Most of that pretty much are AirDial pushouts. Earlier in the quarter, I would say, during the Q3, and obviously, so far Q4, customer engagement continues to be strong, I would say. And by the way, the AirDial bookings actually in Q3 grew 50% year over year. But in terms of customer deployment timing and also the new order timing that we were expecting originally to be much earlier, so both installation and order timing being pushed out to next year, which is also disappointing, but it's all on the customer side.

We are obviously ready to deliver and install. And some of those customers were -- have been engaged with us for some time, doing proof-of-concept installations. But for one reason or another, they decided to install next year versus this year. So most of that difference you talked about in guidance, prior versus now, is related to that.

Okay. And is this something -- I know you've been at this for a couple of years now with the AirDial. Is this a different behavior than 12 months ago? Just kind of a one-off? Or do you think there's something -- a read-through on the macro?

Well, I would say this, again, I don't know if it's necessarily new, but also it's a reflection of -- in a good way, I guess, one can say, it's a reflection of the fact that we are now engaged with larger -- more larger opportunities and larger opportunity means that sometimes it takes time to get through the proof-of-concept installation and get into orders and actually get into the installation.

And so part of it is the growth we see in the type of larger accounts that we engage with today with AirDial opportunity. So I don't know if, Eric, you would add anything to add, but --

No, I think that says it well. I mean, I suppose we've known this in the past, but it's -- we're seeing customers say, you know what, the holidays' coming, we'll just start in January and -- with rollout. And that's a little bit of what all this is about, too.

Got you. And Eric, post close, I realize we've only technically owned FluentStream for a week now. But what are your intentions or what kind of out-of-the-gate actions are you taking as far as embracing that FluentStream customer base?

We've said on our previous calls, we think FluentStream is a very well-managed business. And the CEO of FluentStream, Kerrin Parker, some we've known for a long time, have great respect for her and we're thrilled she's now a part of Ooma. They are driving approximately $10 million of EBITDA on their approximate $23 million or $24 million of revenue. That's pretty good performance.

We do think there's opportunities on the vendor relationship side. There's opportunities to leverage their channels with AirDial because they are almost 100% go-to-market through channel relationships. On the R&D side, they're doing some investment in areas that we're also investing in. And so we can get together and either go faster on those developments or work on more things faster because we have a bigger team to do stuff, and we don't need to duplicate the work.

So there's obviously a whole bunch of areas to kind of come together. But one of our operating principles with acquisitions and particularly in this case, is to not try to go too fast and certainly to not assume we know what is right for their business. we need to learn and understand each other and offer more than drive.

And we have a lot of confidence that Kerrin will make the smart decisions with us to make the opportunities come together. So yes, it's a good performing business. We don't want to mess it up. We want to optimize it and make it better, and that's what we're going to do kind of over an extended time period.

Patrick Walravens, Citizens.

Great. This is Kincaid on for Patrick. Congratulations on the quarter, guys. Eric, I just had a question on the Phone.com acquisition call, you had mentioned that you had very significant AI developments in the works. Could you give us any color on what that looks like?

Yes, a little bit. Being a company that handles a customer -- a business's phone calls and messages means we have a lot of data and a lot of opportunity to leverage that data with AI-type services. Now what you see in the AI space today and the kind of things you'll certainly see from Ooma have to do with being able to parse all that data and get understanding from it, to evaluate it, things like sentiment analysis, and then also to use AI in other ways with the business to help the business gain productivity.

It will be an area where we roll out features through the year next year, but we're excited about what we have coming in just the first quarter of next year. And it will go into our -- most of this will go into our Pro Plus tier, which we think will help drive a little bit higher adoption of our highest-tier service, which also helps our ARPU growth, which has been steadily growing on the business side, as you know.

So yes, that's how we look at it. And I guess I can't really say too much that's too specific at this point. But it's certainly an area where we've been -- we've done development in this area for over a year, and we're already using some of these capabilities internally at Ooma and we've learned a lot through that. And I think that's also important because when it comes to small businesses, and our secret sauce is our ability to understand the environment of a small business, you need to offer very clear value and make it very simple and easy to set up and use.

And I think we're going to come out with a solution that ticks all those boxes well for our customers.

Spectacular. And then a quick follow-up. This is your eighth acquisition in 11 years. I'm just curious if there's any learnings going from the first one until now that you can highlight for us?

Yes, there are. I hadn't counted eight actually, but I appreciate you doing so I think the first observation is an obvious one that everyone would talk about with acquisitions, which is the closer the acquisition is to what you already know how to do, the easier it is for you to understand it and the easier it is for you to leverage it and make it a success.

And so if you look at our -- perhaps our worst acquisition, it was one where we were branching out into the camera space with a small acquisition we made. And we never really did get that right. And the acquisitions we've made, the last several, we're very happy with. The OnSIP acquisition, going back three or more years now, that business continues to perform very well, in fact, better than our expectations when we acquired them. 2600Hz, we really bought them mainly for technology control and synergy, but then the market opened up with opportunity for wholesale platforms in general, and we've been able to also drive a revenue story there.

And now with these two acquisitions, I think we're very well placed to leverage them as part of having a greater scale and therefore, better economics overall as a company. We do look at our cost of acquiring customers through sales and marketing and our cost of acquiring customers through acquisition.

And we are balancing both of those, and it's one reason why you saw our sales and marketing down at 26% of revenue for Q3 because with these acquisitions, we're able to drive very strong growth for the company and we can really optimize across all areas with that. So that's a little bit -- I probably went on a little bit, but that's how we're seeing things, and that's a little bit of what we've learned.

Matthew Harrigan, the Benchmark Company.

This is just a [nit], but you're so careful on guidance. Do you have any feel for what the non-GAAP charges on the acquisition FluentStream would be? The noncash comp and the -- sorry, the stock compensation and the acquisition expenses, I assume it might be high six figures. And then secondly, the Vegas hotel, more than 1,000 rooms, is that presumably a gaming company with material other assets outside Las Vegas where you could get further penetration?

I'll answer the first one, I guess, I'll let Eric answer the second one. But the -- so with respect to FluentStream, we're not able to give you the range of estimate around non-GAAP charges in terms of intangibles. There will be some tax-related entries for the intangibles we're going to book, so we can't give you that because that process takes some time to figure out after the close, which just occurred a week ago.

And there's almost no minimal -- no stock comp charge associated with the -- there's no stock issued by the way, in closing the transaction. But prospectively, too, there's very minimal stock comp. So we expect the stock comp to be -- stay at similar level even post-close.

Yes. Regarding the hotel win in Las Vegas, it was nearly 1,000 rooms, it wasn't over. But yes, really excited to win this customer. Our goal internally is to add more than 50 hotels every quarter on our Ooma Enterprise platform. We did that again in Q3. And this hotel, I actually don't know if they're part of a larger chain or not. They are -- I just don't know. But they're certainly a major hotel in Las Vegas.

And are you seeing anything on the SMB side that gives you pause on the economy to the extent that, that business is economically sensitive?

We are not. No.

(Operator Instructions) Arjun Bhatia, William Blair.

Eric, I'm just curious, you're kind of acquiring FluentStream and Phone.com, presumably, they'll be -- you'll be integrating those and working through the acquisitions at the same time. They're decent-sized deals. And you've obviously done M&A in the past, but you're going to have to deal with these two together. Can you just give us kind of your capacity to absorb both businesses at the same time throughout fiscal '27?

Yes, happy to. It's obviously something we thought a lot about. Our -- one of our key goals is not to derail in any way the things Ooma is already doing as we bring these businesses into the family. We feel pretty comfortable, partly because FluentStream is already operating at a very high level. And Phone.com is as well, but Phone.com is more of an opportunity for the future, given the strength of the Phone.com brand and URL and the high level of e-commerce business the company does.

E-commerce is a very cost-effective means for growth as well. So we really want to bring our sales and marketing strength to that business. Our team is probably -- I wouldn't be surprised if it's 10 times the size of theirs in terms of just the marketing side of what we do. And we're going to see how that unfolds over time. But there's nothing that neither one of these businesses has something that has to get done tomorrow with the exception of one or two very small things.

So it gives us the luxury to take them at the pace that works for us. And so I think we'll be able to bring them on board very straightforwardly. And at some point, we would like to do more acquisitions because this is proving to be a very cost-effective and good method of growth for us. And if we can find more opportunities, we're open to that.

Understood. That's very helpful. And then just on the business segment, you obviously had the nice win with the hotel in Vegas. When you're looking at the competitive dynamics there, just curious, where are you seeing the most sort of incremental share gains from? Like who are the incumbents you're booting out there? And how is that competitive landscape changed over the last year or so?

So in hospitality, hotels, they're almost always replacing a legacy on-site PBX or something that's really quite old. And so that's the trend of moving to the cloud that's been going on for quite a number of years now. But hotels and hospitality have some unique requirements, and we've been able to customize our Ooma Enterprise solution to fit the needs there very well. Competitively, we haven't seen much change.

Ladies and gentlemen, I'm showing no further questions in the queue. I would now like to turn the call back over to Eric for closing remarks.

Thank you, everyone, for joining our call today. And we look forward to -- well, please do have a happy holidays as well coming up. Thanks, everyone. Goodbye.

Ladies and gentlemen, that concludes today's conference call. Thank you for your participation. You may now disconnect.