Weave Communications Inc (WEAV) 2025 Q3 法說會逐字稿

Greetings and welcome to Weave's third quarter 2025 financial results and conference call. At this time, all participants are on a listen-only mode. A question-and-answer session will follow the formal presentation. As a reminder, this conference is being recorded. If you would like to ask a question, please raise your hand. If you have dialled in today's call, please press 9 to raise your hand and 6 to unmute. I would now like to turn the conference over to your host, Mr. Mark McReynolds, head of investor relations. Thank you. You may begin.

Thank you. Good afternoon and welcome to Weave's 3rd quarter 2025 earnings call. With me on today's call are Brett White, CEO, and Jason Christensen, CFO.

During the course of this conference call, we will make forward-looking statements regarding the anticipated performance of our business. These forward-looking statements are based on management's current views and expectations, entail certain assumptions made as of today's date and are subject to various risks and uncertainties described in our SEC filings. We've disclaimed any obligation to update or revise any forward-looking statements. Further, on today's call, we will also discuss certain non-GAAP metrics that we believe aid in the understanding of our financial results.

Unless otherwise noted, all numbers we talk about today will be on a non-GAAP basis, which excludes one-time acquisition related compensation. A reconciliation to comparable GAAP metrics can be found in today's earnings release, which is available on our website and as an exhibit to the Form 8K furnished with the SEC before this call, as well as the earnings presentation on our investor relations website.

Before I turn the call over to Brett, we want to let you know that we'll be participating in the [steele] 2025 Mid Midwest one on one conference on November 6th at the Waldorf Astoria in Chicago and also at the Raymond James TMT and Consumer conference on December 8th at the Lotang New York Palace Hotel in New York City and with that, I'll now turn the call over to Brett.

Thank you, Mark, and thank you to everyone joining us today. We are very pleased to report that the Weave team delivered another strong quarter marked by accelerating revenue growth, non-GAAP profitability, and free cash flow, as well as significant advancements across our product roadmap.

Weave is a vertical SAS platform that delivers AI-powered patient engagement and payment solutions purpose built for the unique needs of small and medium sized healthcare practices. Our platform powers communication, scheduling, and payment workflows that free teams from repetitive manual work, giving them time to focus on meaningful patient relationships and higher value activities.

We combine operational insights into one seamless experience to help practices grow and improve the efficiency of their teams. The result is a fuller schedule, stronger revenue capture, happier patients, and teams empowered to focus on people rather than paperwork. We've solutions work around the clock to convert missed calls into booked appointments, helping to ensure practices never miss an opportunity. Our AI is trained on over a decade of real-world patient interactions, including billions of phone calls, voice messages, and text messages.

This gives us a deep understanding of how practices and patients actually communicate. We've integrates directly into a practice's system of record through authorized APIs, which allows us to deliver automated workflows that feel like an extension of the practice.

This quarter we generated $61.3 million in revenue, accelerating our year over year growth rate to 17.1%. This also marks our 15th consecutive quarter of exceeding the top end of our revenue guidance. Gross margin reached a record high of 73% this quarter, more than 15% points higher than our gross margin at our IPO four years ago. We again exceeded the high end of our operating income guidance. This strong performance translated into another solid cash flow quarter with $5 million of free cash flow.

This continued improvement reflects our discipline execution and underscores the efficiency and scalability of our business. The SMB healthcare market is evolving rapidly, with technology playing a greater role in how practices attract, engage, and retain patients. We believe the future of software and SMB healthcare will deliver intelligent automation that works hand in hand with office staff to improve patient experiences.

As we execute on this vision, we are laying the foundation for our next chapter of growth. Patient care will remain deeply personal while routine operations quietly run in the background. We believe that the most successful practices will adopt technology purpose built for modern patient interactions with automated workflows, actionable insights, and intelligent agents that anticipate and act.

Dental service organizations or DSOs and other group practices understand and share our vision for a connected automated front office industry momentum is clearly moving in this direction as healthcare practices look to adopt unified, intelligent solutions built with compliance, reliability, and patient experience at the forefront.

We was uniquely positioned to lead in this next phase of transformation. Our scale, brand, and deep expertise in SMB healthcare gives us an advantage. Our platform is differentiated by authorized integrations with leading practice management systems. In an environment where lawsuits are putting unauthorized integrations at risk, we've secure architecture and HIPAA compliant infrastructure gives practices confidence and peace of mind.

Security, regulatory compliance, and reliability are table stakes in healthcare, but we believe they are also barriers that our competitors may not understand and cannot afford to meet. One of our largest customers recently shared with me at a trade show. He said, We're so glad you acquired TrueLark because of your proven scale, security, and reliability. When I looked at some of these other companies, we have no idea what's under the hood.

Weave's vertical focus gives us a unique advantage. Unlike horizontal platforms and general-purpose automation tools, we understand healthcare workflows, regulatory requirements, and the nuances of patient interaction. That level of precision is critical in an industry where even small errors or miss booked appointments can damage patient relationships and business performance.

No other vendor serving S&B Healthcare combines unified communications, deep system integrations, intelligent automation, and enterprise grade privacy and security in a single trusted platform. We believe this combination creates a durable competitive mode and positions we have to capture long-term market share as practices modernize the patient experience. Our strategy builds on the strength by focusing on deepening customer reliance on weave and expanding our share of practice spent.

With each new feature, we are striving to enhance automation, engagement, and efficiency for our customers, driving stronger retention and expansion across our base. As intelligent automation becomes more deeply embedded within our unified platform, we believe it will unlock new recurring revenue opportunities and strengthen the long-term economics of our business.

This advantage is not theoretical. It's already transforming how health care practices operate across healthcare. The front desk is the hub of the patient experience. For years, practices have been constrained by staffing shortages, fragmented software, disconnected workflows, and missed calls from patients seeking to book appointments.

Staffing remains the number one challenge for SMB healthcare practices. More than 70% report difficulty in hiring and retaining front desk staff, a problem that disrupts patient communication and daily operations. By helping practices operate reliably regardless of staffing levels, we've solved one of the biggest operational risks in health care today.

One of our largest customers, a leading dental group comprised of hundreds of practices nationwide, was facing the same challenges across its network. Before weave, their average answer call rate hovered around 60%, meaning 2 out of every 5 patient calls went unanswered.

A regional leader who oversees 50 of their practices decided it was time for a change. She and her team turned to weave to bring patient interactions together, phones, messaging, and scheduling all in one place. The results have been extraordinary. Today, nearly all of those practices run on weave with answer rates now exceeding 90%.

In addition, 17 of these practices have recently adopted our AI receptionist powered by Trulark to automate the handling of after-hour calls and scheduling. In just one quarter of those locations booked more than $3,020,000 in additional appointments, with 75% of those appointments scheduled without any staff involvement. As a result, new patient volume has increased by over 25% year over year. This is a powerful example of how we've unites communications and automation to help practices grow efficiently while delivering a superior patient experience.

Results like this demonstrate how weave is delivering the next generation of intelligent communication. We are solving the real problems that every practice faces. Throughout the patient journey, our AI receptionist delivers always on engagement and ensures consistent service even when staff levels fluctuate. It acts as a true extension of the practice, answering questions, confirming appointments, and managing scheduling 24/7.

Over the next few quarters, we intend to expand its capabilities meaningfully. Later this quarter, we plan to introduce voice capabilities, enabling the AI receptionist to handle incoming patient calls directly and intelligently route complex inquiries to staff. It will complete tasks via voice or text, including scheduling, confirmations, backfilling cancellations, all within the same unified conversation thread our customers rely on every day. We continue to deepen the integration between true lark and weave.

As we laid out in our last call, we began the go to market integration by introducing our AI receptionist product to the mid-market accounts, and this month we extended sales efforts to our existing single location customers where we are already seeing strong interest. In November, we plan to launch sales to new single location customers incorporating our AI receptionist directly into our standard sales motion.

In addition to our AI reception, we are building a range of AI solutions that reinforce Weave's position at the forefront of intelligent automation in SMB healthcare. Over the last year we've seen strong adoption of call intelligence, an AI powered analytics engine that transforms every phone interaction into actionable insights. Call intelligence analyses call recordings, to detects customer sentiment, and identifies both patient needs and additional revenue opportunities.

One recent customer example illustrates its impact. Call intelligence flagged a missed call from a patient who reached out about a dental emergency, and staff followed up the same day. The patient received the treatment and decided to move forward with an $80,000 cosmetic treatment. As the practice manager explained, opportunities are everywhere, and tools like this help you catch them before they slip through the cracks.

In coming quarters, we're expanding call intelligence capabilities to provide visibility across every conversation whether automated or handled by staff. It will proactively surface action items to guide next steps for the AI receptionist or the front desk.

By unifying all human and intelligence driven interactions into a single conversation thread, we've uniquely enables practices to capitalize on opportunities for revenue growth, improve patient experience, and continuously coach teams for better performance.

Finally, our AI powered in-app assistant serves as a true co-pilot for busy front office teams helping practices work smarter, faster, and more efficiently. In the coming quarters, it will simplify setup and assist with customized workflows to help practices get the most out of Weave's advanced features. The opportunity ahead of us is significant. The combination of strong demand, a proven platform, and AI innovation positions weave to drive sustainable growth and long-term shareholder value.

Weave is leading this transformation, unlocking the full potential of intentional intelligent automation to power the next generation of connected, efficient, patient-focused practices. In addition to the developments in AI, we continue to make positive strides in the other growth factors we outlined earlier this year.

Specialty medical continues to emerge as a key growth driver for weed. This vertical delivered record results again this year with the highest number of medical location additions in company history. As a reminder, the specialty medical vertical is more than triple the size of the dental optometry and veterinary combined, underscoring the significant long-term opportunity it represents for weave.

Midmarket also continues to be a powerful growth engine for weave with expanding traction across multiple healthcare segments. Our mid-market pipeline continues to diversify with meaningful contributions coming from outside the core dental base.

For example, we've recently signed a contract with a 600+ location specialty medical group. The initial phase includes roughly 50 locations which have already begun onboarding. This account has the potential to be one of our largest customers. This group came to weave through an EMR partnership and is a great example of the opportunities that we can unlock when we partner closely with practice management systems.

Over the past several quarters we've launched multiple new integrations. In the 1st year after launch, sales of the integrated solutions have grown 2 times to 5 times year over year, demonstrating strong demand and the immediate impact of integrated offerings.

These integrations are expanding our reach and reinforcing Weave's position as the most connected platform in small and medium sized healthcare. Payments continues to be one of our strongest growth drivers, with Q3 revenue growing at more than double the rate of total revenue.

We continue delivering on our payments platform roadmap, focusing on the most requested customer features. At the top of this list were surcharging and bulk collection features, both of which were recently launched. Surcharging helps our customers manage rising costs by enabling them to pass credit card fees onto the payer if they choose.

Bulk payments allow practices to initiate multiple payment requests simultaneously. This capability saves significant time for office staff and strengthens our value proposition for multi-location and enterprise customers. To conclude, I want to thank our customers, partners, team, and shareholders for your continued trust and belief in we.

Looking ahead, we are incredibly excited about the future we are building with our AI platform, which we expect to transform how practices communicate, automate workflows, and deliver care. With the foundation we've built and the innovation ahead, I'm very optimistic about the future for Weave. I'll now turn the call over to Jason for a deeper discussion of our financial results. Jason.

Thanks, Brett, and good afternoon, everyone. It was another solid quarter for Weave reflecting continued momentum in our key growth initiatives and disciplined execution across the business. We delivered revenue of $61.3 million exceeding the midpoint. Hence an acceleration of our revenue growth rate to 17.1% year over year.

Excluding true lark and the effect of last year's price increase, Q3 revenue grew more quarter over quarter than any quarter in the past 4 years. Specialty medical, where we are still less than 1% penetrated, grew more in Q3 than in any previous quarter as it continues to ramp. Payment’s revenue again grew more than double our total growth rate.

Gross revenue retention held steady at 90% in Q3. Net revenue retention was 94%. We have discussed the resiliency of the end markets we serve, and that remains true today. Demand remains strong, and we continue to be successful in customer acquisition.

I would like to highlight a few aspects of our retention metrics. First, our net revenue retention in the second half of 2024 and the first half of 2025 was bolstered by the effects of a price increase in Q2 of 2024, which accounted for approximately 250 basis points of uplift.

We have lapped the effect of that price increase and our net revenue retention rate has decreased commensurately back to within 1% point of Q3 of 2023 prior to the price increase. Second, when we enter new verticals, it is typical for us to see higher churn and lower average sales prices initially.

In the early phases of a new vertical, we are selling newer integrations and often non-integrated solutions which have a slightly higher churn profile. That is true for specialty medical, our fastest growing vertical, where strong new customer adoption creates pressure on overall retention metrics similar to what we experienced in the early stages of more established verticals.

Over time we expect churn to normalize an average sales price to increase. As we achieve greater product market fit and industry presence through more mature integrations and greater integration coverage. Lastly, it's also important to note that our reported retention metrics are measured on a location basis, not a customer or logo basis on a weighted 12 month average.

For example, adding another location to a multi-location customer does not improve our retention metrics as each location is viewed separately. If we were to report net revenue retention on a logo basis, it would be higher than our net revenue retention on a location basis. Let me now turn to our operating results for the quarter.

Gross profit grew to $44.8 million an increase of nearly $7 million year over year. That represents a gross margin of 73%, up 50 basis points year over year and 70 basis points sequentially. The improvements were largely driven by leveraging cloud data centre costs and hardware amortization.

Sales and marketing expenses were $24.3 million or 40% of revenue. We increased Q3 demand generation expenses to capitalize on strong momentum in specialty medical, recently announced integration partnerships, and mid-market. This included demand generation for the solutions recently acquired in the TrueLark acquisition.

Research and development expenses were $9 million or 15% of revenue. Our focus includes integrating TrueLark into the weave platform and accelerating the development of our product roadmap and AI strategy. General and admitted trait of expenses were $9.9 million or 16% of revenue, which provided the most year over year operating leverage in our business as these expenses improved from 17.5% in Q3 of 2024.

Operating income for Q3 was $11.7 million an improvement of $300,000 compared to Q3 of 2024 and exceeds the high end of the guidance range we provided in July by $700,000. This represents an operating margin of 2.7%. Turning to our balance sheet and cash flow, weave's liquidity remained strong. We ended the quarter with $80.3 million in cash and short-term investments, an increase of more than $2 million sequentially.

The third quarter was another period of strong cash generation with $6.1 million of cash provided by operating activities and $5 million of free cash flow. Year-to-date, free cash flow totals $8.5 million representing a $4.3 million dollar improvement compared to the same period last year.

Looking ahead, we are raising the midpoint of our full year revenue guidance and updating the range to $238 million to $239 million. We are also raising our full year non-GAAP operating income guidance to be in the range of $3.3 million to $4.3 million. This outlook reflects meaningful year over year improvement and profitability for the fourth quarter of 2025; we expect total revenue in the range of $62.4 million to $63.4 million and non-GAAP operating income in the range of $1.5 million to $2.5 million. Our expected weighted average share count for the full year is approximately 76.3 million shares.

In closing, our business continues to perform well, and momentum across the company remains healthy. Q3 was a strong quarter marked by accelerating revenue growth, record gross margin, and solid free cash flow. As we look ahead, we're confident in our ability to balance growth and profitability as we execute on our strategy. Thank you for your continued support and with that, we'll now turn the call over to the operator for Q&A.

(Operator instructions).

Alexander Sklar from Raymond James.

Great, thank you, Brett, maybe first for you on payments and then some of the additive functionality that true larks bring, particularly around payments. Can you just talk about what you're seeing from that solution broadly? How are you doing in terms of new lands and specialty medical with landing with payments out of the gate, and when do you think you're going to be in a position where you can integrate some of that true large functionality on the revenue cycle management opportunity and automating some of the collections processes?

Thank you.

Hey Alex, sure, so first we'll talk about payments. So, we had very strong volume growth this quarter, so you know we continue to improve there as we mentioned we had revenue growth and aggregate was greater than more than double the total growth rate. So, continue to add customers, continue to add volume, average volume per customer continues to be strong. As far as when do we think we can add true art capabilities, that's absolutely on the roadmap. Our roadmap is really to release the standalone product, which is not yet integrated with payments but it's on the roadmap. We're going to be upselling, we just started upselling it.

To our existing customers, we're going to introduce the sales to our new single locations this month and then we're going to be building an integrated solution that we're calling internally calling fusion where we integrate the TrueLark technology into the weave inbox, so you have one combined inbox and then shortly after that. We will follow with you know what we are calling you know intelligent actions, which one of those will be working payments and RCM type activities into the automated workflows, so follow-ups on past due payments, active. Outbound invoicing, intelligent insurance verification, and insurance eligibility. So over time, probably the next couple quarters be building that functionality into a lot of the intelligent actions that the system is going to deliver to our customers.

Okay, great color there, and I don't know if this one's for you, Brad or Jason, but really strong commentary on specialty medical again this quarter you had a nice group win. Can you just kind of update us on how some of these group integration or implementations have gone? We're about 12 months past; I think the ACA one where does that one stand? How's the overall pipeline for middle market kind of larger practice opportunities stand within the overall growth algorithm. Thanks.

A great question. So, you know we can, we continue to make great progress in the midmarket. A Cells are cells are very strong. On ACI specifically, we continue to make progress, we continue to see adoption and roll out. We have seen great growth in that business. If you'll remember, they also selected weave because of the payment workflows and solutions that we're able to integrate with the overall weave offering and you know that's been a nice contributor and a benefit to us and one of the things that they're really excited about and looking forward to is this integrated inbox that Brett shared.

He's had, he could speak to this better, but he's had several conversations with a number of these large group practices and as they understand what we're developing as we acquired True lark and what we're now building together, they really get excited about what that can mean for their business. The ROI can deliver the centralized reporting and analytics, and so, we continue to remain quite optimistic about the opportunity ahead of us in the mid-market front where it still feels like we're very early in that life cycle.

Yeah, I'll add a little bit there. We just recently had dinner with our management team and the rollout is on track, so that's great news, and then we shared with them kind of our plans for the automated front desk and they were very interested in the value that can bring to their practices. So, the relationship is very strong and I'm very optimistic about our future there.

Great.Thank you both.

Hannah Rudoff from Piper Jaffray.

Hi guys, thanks for taking my questions. Nice to see that subscription growth reaccelerates this quarter. Just wanted to follow-up on Alex's first question around payments. It's nice to hear about that strong growth in payments, but it seems like the base is still relatively small there. I guess what is it going to take for payment adoption to really accelerate and how much will it benefit from this true like integration you're talking about? How much will it benefit from the surcharging in bulk payments functionality added in? Is there other functionality you need to build in to really get to a step function change in payment adoption?

Sure, thanks Hannah. So, you know I think we've been saying all along the real unlock for our payments business is the workflows, really nailing the workflows and then also nailing the integration with practice management software. I listed two of the top features that customers were looking for, especially multi-location customers.

In my prepared remarks that they really wanted and we've delivered on those, we've actually on surcharging we've actually seen. In the short period that's been live, very positive results there. So again, it's nailing the workflows and then nailing the integrations. We've just ticked off two of the major items on the list and then the integrations we continue to make really good progress there. Our strategy of only going through authorized front door integrations, only using authorized APIs is paying off.

So I think we just keep delivering the features and functionalities that we need. And then I think the automation technologies that are coming from TrueLark but also being developed organically with the two combined teams, should also be a pretty significant unlock and we'll see how that rolls out over the next few quarters.

Good to hear. And then how do you think about balancing the rollout of new integrations on the specialty medical side and different subverticals you're expanding into versus growing the ASPs and customers in existing specialty medical subverticals that you're in?

Well, it's interesting, so we take a very programmatic approach to rolling out new integrations, we kind of start with where the largest presence are, when it comes to practice management software, work with them, develop those integrations and Unlocking those integrations actually drives quite a bit of ASP growth, so a non-integrated weave is generally, let me say it differently, integrated weave is more valuable to our customers, so it has a higher ASP and it has a higher retention rate. And so, one kind of begets the other. We get the integrations done, we roll them out, and then we can either upsell existing customers who are on a non-integrated version or we can go to market with the integrated version which.

You seem to have lost connection with the main speaker line. Please hold.

Yeah. Okay, are we back? You are back loud and clear. Awesome.

Are there any additional questions?

Matthew Kikkert from Stifel.

Hi, thank you for taking my question. Especially medical continues to out base the overall growth. You break down the driver in that success, so there's a lot of the success coming from deeper penetration than existing subverticals like medals or the expansion into new subverticals then maybe more importantly, how can you replicate that success across other verticals? Thank you.

Yeah, thank you for the question, Matthew.

We continue to remain focused on the primary verticals that we've been talking about around med spa, plastics and aesthetics, physical occupational therapy, and so there's a significant opportunity there just within the four specialties that we're targeting. The size of the opportunity is roughly the size of dental optometry and VET combined, and we're still less than 1% penetrated. So our approach to opening up the verticals, we look at one, the integration opportunity and our ability to go get those integration unlocks with the with the EMRs in the healthcare space.

And then to the economics and the demand from the customer base and so there's a lot of opportunity where we're at, we remain focused there integrations lead our expansion. And so, while we're growing there, it's we have a business development group who continues to evaluate other opportunities, and that's something that we'll continue to assess is where we expand. It is something that we can replicate, but for now, right now we're just we're targeted on capturing the opportunity ahead of us there.

Okay, and then secondly, I'm curious as you embed payments more deeply, give a deep dive into how you're differentiating weed payments from both legacy payment processors and then modern vertical satisfiers who are also bundling their own payments. Then are you able to share roughly what percentage of the customer base is now using weed for payments?

Yeah, we haven't broken out payments separately. It makes up about, it makes up less than 10% of our revenue because we don't break it out. It continues to continue to increase as a percent or a mix of our overall revenue. The real differentiators for us are when you think about the industries that we serve. Increasingly the point of collection where payment happens is outside of the walls of the practice and so offices are stuck trying to collect either on the front end or the back end when the patient is not right in front of them.

And so you could say payment happens at the point of interaction. We've owned all of those interactions. We manage the trusted business phone numbers when you think about the text to pay capabilities and the ability to deliver online bill pay links through email or through or through text. We sit right at that intersection of the day to day operations and workflows that the front desk staff who is trying to collect those dollars.

Is already managing and so the different the points of differentiation for weave is the ability to integrate and bring the payment or collection process into the existing interactions and communications that the front desk is already having with the patients, and that's just going to improve over time. As we execute on the vision, Brett laid out with bringing those collection workflows in through the AI receptionist as well.

Perfect, thank you. Yes.

Hannah Rudoff from Piper Jaffray

Hey guys, I think, I just, you dropped a little during the answer. You were talking about the programmatic approach you're taking and in integrated versus non-integrated solutions and integrated drive and higher ASPs. I was just wondering if there's anything else you wanted to add to that.

I think that's, those are the key points that you know integrations drive higher ASPs, higher retention, and we focus our integration activities, think of large to small, so go for the largest players in the space first and then just kind of have a rolling thunder of integrations from there and then also an important. An important concept is we get a fair bit of upsells when we introduce an integration so we'll put up, we'll go to a.

A trade show and we will say, put up signs integrate we are now integrating with XYZ EMR practice management software and we will get a lot of interest from existing customers saying yes, I want to upgrade to the integrated version and it's you know just a better performing product for them and it's just kind of a win-win.

Got it. And it sounded like that 600+ location deal on specialty medical was due to an EMR integration, is that correct?

That's correct, and this one is interesting because it was actually the deal was struck in concert with the EMR.

Got it. Super helpful, good to hear. Thank you.

Kylie Towbin from Citigroup.

Hi, thanks. You've got Kylie on for Tyler Radke. It was good to see the beat and raise on profitability, especially the step down in G&A spend as a percent of revenue. Where are you expecting to find leverage from here? Is that sustainable, moving beyond Q4 and was this through synergies or curious, any details on profitability?

Yeah, thanks, Kylie. We have talked about 2025 is a year where we are making some targeted focused investments, especially on the go to market side and the engineering side to enable these integrations and whatnot. The Leveraging the model, we believe the investments that we're making are things that will ultimately provide additional leverage within our model as we look at 2026, we're in the middle of our planning cycles right now. We'll provide a lot more colour on what 2026 will look like in our next call.

But we continue to be committed to striking that balance between growth and managing incremental profitability. We have a bias towards growth, but it's something that something that we remain very focused on making sure that we can strike the right chord on both sides.

Got it, thank you. And then just on the AI receptionist adoption, can you talk about the competitive landscape for this product, does it replace the need for, a practice to hire a receptionist outright or more alleviating the lower value tasks? Thanks so much.

Yeah, it's definitely the latter, you know what practice owners want to do is get their front desk staff much more engaged in patient care, increasing their acceptance rates on proposed treatment plans, basically engaging in much higher value activities. Leave a lot of the kind of paperwork administrative follow-up tasks to automation and we're seeing a lot of interest there a lot of traction it works great and over the next couple of quarters we're going to be delivering an increasing level of functionality to really. Up level the roles and then provide a much higher level of patient service and then just capture more revenue for the practice.

Thank you for your question. The next question comes from the line of [Marc Chappelle].

Hi, thank you for taking my question, and I tell you what, Brett, in terms of the success you're seeing in your payments business this year, how much of that success would you attribute to, I guess you could say the new go to market focus that you put on that solution over the past year or so versus say the new product capabilities that have been added to the product over say the last 18 months?

I think they all go hand in hand. The number one driver is really creating a standalone business unit that encompasses all aspects of the payments business. So understanding at a very detailed level how a practice actually operates, designing the products, figuring out what are the key workflows, building those.

Standing up the appropriate go to market engine, whether it be sales reps, marketing, comp plans, having the right kind of on boarding, having the right kind of customer support, so it's, it all works together synergistically. And so it's, obviously that having the product is paramount and you know knocking a number of these, top requested items off the list, is a great progress and then also, advancing our partnerships with practice management software platforms is also great progress.

Great, thanks. And then as a follow-up, this year you've seen accelerated investments, particularly in go to market, integrating True lark and just, the deeper integration with the practice management systems. I realize it's still a little bit early, but I was wondering if you just maybe comment on how you see next year shaping up, whether it's going to be as big of an investment year.

Yeah, hey, thanks, Mark. As I said with Kyle, we're right in the middle of our planning for 2026, as we look at 200, look at the next year and how we're going to frame that. A lot of it comes down to the opportunities that are ahead of us, and you know. A couple of things. As we look at the go to market investments, these are generally small targeted investments in a handful of sales reps in like the mid-market side.

And the thing I'd highlight is, Even with those we've really been able to leverage some of the scale within like our G&A line to help facilitate that so that here in 2025 we're delivering more profitability than we did in 2024 while also growing nicely and so you know that's a balance that we're going to continue to strike. We're going to look at where our opportunities lie. We still have a bias for growth, but very conscientious about profitability and our ability to deliver incremental profitability and so more to come on that in our next call, but hopefully that helps you understand how we're thinking about it.

Thank you.

Thank you. There are no further questions at this time. I will now turn the call back to CEO Brett White for closing remarks.

Thank you all for joining the call and thank you again. This concludes today's call. Thank you for attending. You may now disconnect.