Red Violet (RDVT) Q4 2025 Earnings Call Transcript

Motley Fool Transcribing, The Motley FoolWed, March 4, 2026 at 11:07 PM UTC

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Wednesday, March 4, 2026 at 4:30 p.m. ET

CALL PARTICIPANTS -

Chairman and Chief Executive Officer — Derek Dubner

Chief Financial Officer — Daniel MacLachlan

Investor Relations — Camilo Ramirez

TAKEAWAYS -

Revenue -- $23.4 million for the quarter, up 20%, achieving a new quarterly record.

Adjusted Gross Profit -- $19.5 million for the quarter, up 21%, representing an adjusted gross margin of 83%, up one percentage point.

Adjusted EBITDA -- $5.9 million, up 33%, yielding an adjusted EBITDA margin of 25%, an increase of two percentage points.

Adjusted Net Income -- $3.1 million, up 53%, translating to $0.21 in adjusted earnings per diluted share.

Free Cash Flow -- $3.7 million generated for the quarter, compared to $4.4 million last year, with $18.2 million generated for the year.

IDI Billable Customer Base -- Increased by 169 customers sequentially, ending at 10,022 customers.

FOREWARN User Growth -- Added 17,809 users during the quarter, ending at 390,018 users; over 620 realtor associations now contracted.

High-Spending Customers -- 127 customers contributed over $100,000 in annual revenue, up from 96, indicating a 32% increase.

Gross Revenue Retention -- 95%, down one percentage point.

Contractual Revenue Concentration -- Made up 77% of total revenue for the quarter, consistent with the prior year.

Stock Repurchase Activity -- Repurchased 57,812 shares at an average price of $44.01 per share in the quarter; 611,733 shares have been repurchased at an average price of $22.26 per share under the program, with $6.4 million remaining authorized as of 02/27/2026.

Balance Sheet Position -- Cash and cash equivalents stood at $43.6 million at year-end, compared to $36.5 million the prior year.

Cost Trends -- Cost of revenue increased $400,000, or 12%, to $3.9 million; sales and marketing expense rose $400,000, or 9%, to $5.3 million; general and administrative expense rose $1.5 million, or 18%, to $9.8 million, all primarily reflecting higher personnel-related costs.

Product and AI Strategy -- Management stated, "Our platform is not a front-end application layered on top of a model. It is a full technology stack," integrating "proprietary entity resolution," distributed computing, and embedded machine learning as core differentiators, not recent additions.

Market Expansion -- Management highlighted growing adoption in public sector and background screening, with approximately 200 law enforcement customers added during the year.

Revenue Model -- Approximately 90% of revenue is usage-based, supported by contractual minimums, with the remainder seat-based in regulated environments.

Data Licensing Exposure -- Management confirmed, "there really is no material license agreements that are coming up for renewal" in the near term, following a renewal with its largest data provider that extends past 2030.

Personnel Growth -- Company added over 30 team members during the year, mainly in product development and go-to-market roles.

Vertical Performance -- The collections vertical delivered high-teens revenue growth, while IDI’s real estate vertical (excluding FOREWARN) declined modestly due to constrained housing activity.

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RISKS -

Adjusted Gross Margin Compression -- Quarterly adjusted gross margin registered at 83%, down one percentage point from the year-end figure of 84% discussed later in the call.

FOREWARN Segment Retention -- Gross revenue retention slipped to 95%, a decrease of one percentage point.

IDI Real Estate Vertical -- Management reported a modest decline in revenue, citing, "elevated home prices and interest rates continued to constrain affordability and dampen overall housing activity."

Free Cash Flow Decline -- Free cash flow for the quarter was $3.7 million, a decrease from $4.4 million in the prior-year period.

Management emphasized recent enterprise wins and a pipeline that includes multiple multimillion-dollar customer opportunities, notably with the largest payroll processor contract commencing in 2026. The company’s largest data provider agreement was extended for six years past 2030, removing near-term licensing renewal risk. Personnel-related costs rose due to bonus accruals, but product investment and automation initiatives continued, with headcount expansion focused on product development and AI integration. The collections, background screening, and public sector verticals each showed significant expansion, with customer growth supported by increased transaction volume and new use cases.

Expanded customer cohorts were driven both by newly acquired clients and increased spend by existing ones, with cohort expansion across all major revenue bands.

Q4 benefited from increases in transaction volumes and deeper embedding of technology into customer workflows, especially in investigative and emerging markets.

Stock repurchases were actively pursued, and management outlined a capital allocation strategy prioritizing further investment in core business expansion and AI-driven initiatives over alternative uses.

Recruitment and retention activities included end-of-year churn of less productive sales staff, with an expectation of resuming hiring at levels seen previously.

Internal automation and AI initiatives are expected to drive operational efficiency over time but are intended to support growth rather than near-term cost reduction.

INDUSTRY GLOSSARY -

Adjusted EBITDA: Earnings before interest, taxes, depreciation, and amortization, excluding certain non-recurring or non-cash items, used by Red Violet, Inc. as a key measure of operating performance.

Entity Resolution: The process of integrating and normalizing data from multiple sources to accurately identify and unify entities, such as individuals or organizations, within large datasets.

IDI: Refers to Red Violet, Inc.’s core platform for investigative and risk-management solutions, serving as a primary driver of billable customer growth and enterprise revenue.

FOREWARN: An app-based solution provided by Red Violet, Inc. to enable real estate and other professionals to verify identity and mitigate risk before engaging with consumers.

Full Conference Call Transcript

Camilo Ramirez: Good afternoon, and welcome. Thank you for joining us today to discuss our fourth quarter and full year 2025 financial results. With me today is Derek Dubner, our Chairman and Chief Executive Officer, and Daniel MacLachlan, our Chief Financial Officer. Our call today will begin with comments from Derek and Daniel, followed by a question and answer session. I would like to remind you that this call is being webcast live and recorded. A replay of the event will be available following the call on our website. To access the webcast, please visit our Investors page on our website at investors.redviolet.com.

Before we begin, I would like to advise listeners that certain information discussed by management during this conference call are forward-looking statements covered under the safe harbor provision of the Private Securities Litigation Reform Act of 1995. Actual results could differ materially from those stated or implied by our forward-looking statements due to risks and uncertainties associated with the company's business. The company undertakes no obligation to update the information provided on this call. For a discussion of risks and uncertainties associated with Red Violet, Inc.'s business, I encourage you to review the company's filings with the Securities and Exchange Commission, including the most recent Annual Report on Form 10-K and subsequent 10-Qs.

During the call, we may present certain non-GAAP financial information relating to adjusted gross margin, adjusted EBITDA, adjusted EBITDA margin, adjusted net income, adjusted earnings per share, and free cash flow. Reconciliations of these non-GAAP financial measures to their most directly comparable U.S. GAAP financial measure are provided in the earnings press release issued earlier today. In addition, certain supplemental metrics that are not necessarily derived from any underlying financial statement amounts may be discussed, and these metrics and their definitions can also be found in the earnings press release issued earlier today. With that, I am pleased to introduce Red Violet, Inc.'s Chairman and Chief Executive Officer, Derek Dubner.

Derek Dubner: Afternoon, and thank you for joining us today to discuss our fourth quarter and full year 2025 financial results. We are pleased to report a record fourth quarter and a strong finish to 2025. The year was defined by disciplined execution, sustained momentum, and broad-based demand across our markets. Adoption of our solutions remained robust, driven by the strength of our cloud-native intelligence platform and the expanding integration of our identity graph within customer workflows. Our team executed at a high level, and the strategic investments we have made over the past two years are translating into measurable operating performance. We entered 2026 from a position of strength, with confidence in our architecture, our trajectory, and the opportunity ahead.

Let us briefly run through the numbers. Revenue for the quarter was up 20% to a record $23,400,000, producing record adjusted gross profit of $19,500,000, translating to adjusted gross margin of 83%. Adjusted EBITDA for the quarter was up 33% to $5,900,000, producing an adjusted EBITDA margin of 25%. Adjusted net income increased 53% to $3,100,000, resulting in adjusted earnings of $0.21 per diluted share. We generated free cash flow of $3,700,000 during the quarter. For the second consecutive year, we bucked the fourth quarter seasonality we had traditionally experienced, delivering sequential revenue growth and establishing a new record quarter.

Our IDI billable customer base grew by 169 customers sequentially from the third quarter, ending the fourth quarter at 10,022 customers. FOREWARN added 17,809 users during the fourth quarter, ending the quarter at 390,018 users. Over 620 realtor associations are now contracted to use FOREWARN. For the year, revenue increased 20% to $90,300,000, producing adjusted gross profit of $75,400,000 and adjusted EBITDA of $31,000,000. Adjusted EBITDA margin was 34% for the year. We saw continued growth in the onboarding of top-tier customers with 127 customers contributing over $100,000 of revenue in 2025 compared to 96 customers in 2024. We generated $18,200,000 in free cash flow in 2025, compared to generating $14,400,000 in 2024.

The momentum we generated in the first three quarters extended through the fourth quarter and capped a strong year overall. Demand was well balanced across our verticals, underscoring the versatility of our platform and its growing integration into regulated and mission-critical environments. We continue to see expanding enterprise adoption as customers embed our intelligence more deeply into core operational workflows, further strengthening the durability and visibility of our revenue base. Throughout the year, we continued against a robust product roadmap, advancing capabilities across our cloud-native, AI-enabled platform. We made targeted investments in data science, product development, and go-to-market resources to support innovation and long-term growth.

At the same time, we executed upon our strategic plan announced last year of increased automation across key areas of the organization, enhancing efficiency and productivity while maintaining operating discipline. We believe there remain meaningful opportunities to further automate and optimize workflows across the business, which we expect will continue to improve performance and scalability over time. On the pervasive topic of AI, there has been significant discussion in the market about artificial intelligence potentially commoditizing software. We believe it is important to distinguish between AI as a capability and the infrastructure required to deliver mission-critical intelligence at scale. Our platform is not a front-end application layered on top of a model.

It is a full technology stack: a purpose-built cloud infrastructure, distributed and parallel computing architecture, proprietary data ingestion and normalization systems, rigorous validation frameworks, governance and security controls, API layers, and embedded machine learning workflows, all integrated to create and continuously refine a longitudinal identity graph developed and validated over many years. Our management team has been building platforms and companies in this sector for nearly three decades. This is our third platform in the identity and analytics space, and throughout that time, we have repeatedly been asked how we compete with larger incumbents or what prevents new entrants from replicating what we build. The answer has never been a single model or a single dataset.

It has been the integration of architectural design, proprietary engineering, accumulated data intelligence, regulatory alignment, and disciplined execution over time. From the earliest days of our first company in the late nineties, we recognized that solving identity at scale required parallel computing and proprietary processing frameworks. We developed our own internal language and systems to ingest, normalize, validate, and unify large volumes of structured and unstructured data. IRON is our proprietary entity resolution, data processing, and machine learning framework, purpose-built to resolve identities with precision, scalability, and computational efficiency that generic frameworks cannot easily replicate. It serves as the core intelligence layer within our architecture, enabling high-confidence identity resolution across complex and fragmented data environments.

Our AI-assisted development capabilities operate natively within this framework, allowing us to further optimize performance and accelerate innovation. This intellectual property is not publicly available and remains foundational to the construction and continuous refinement of our identity graph. These capabilities were not developed in response to the current AI cycle; they have been embedded in our architecture and our operating philosophy from inception. Artificial intelligence, including generative AI, is a powerful accelerator. It can shorten development cycles, enhance automation, and improve analytical precision, but AI alone does not create a durable platform, a unified longitudinal identity graph, or the regulatory-grade workflows that our customers depend on—environments where accuracy, consistency, and auditability are essential.

As AI capabilities continue to evolve, we believe the platforms that will benefit most are those already architected with embedded AI, deep analytical frameworks, and secure cloud-native infrastructure. In that respect, AI strengthens and extends the advantages we have built. It does not replace them. Moreover, certain competitors continue to operate on legacy on-premises or hybrid architectures that were not designed for modern cloud-native deployment or deeply embedded machine learning. Because our platform was architected from inception as a cloud-native system with AI integrated directly into core workflows, we believe we are structurally better positioned to incorporate new advancements rapidly and continue widening our competitive moat.

Much of the current AI discussion has centered on agent-based automation and what that could mean for traditional per-seat software models. It is important to understand that our revenue model is and always has been usage-based, supported by contractual minimums. Approximately 90% of our revenue is volume-driven. The limited portion that is seat-based exists primarily in regulated environments, including law enforcement and collections, where seats are limited to direct human interaction, and any automated use is converted to volume-based pricing. Importantly, we view increasing AI adoption by our customers, including agent-based automation and workflow augmentation, as a productivity enhancer. As automation reduces manual effort and accelerates decision-making, we expect transaction volumes and data velocity across our platform to increase.

In that context, AI is not a substitute for our solutions; it is a catalyst for greater utilization of them. Expanding the depth and breadth of data within our intelligence engine to serve additional use cases and industries has long been a core element of our strategy. We have consistently enriched our identity graph with new data attributes and analytical capabilities to broaden its applicability across verticals. As AI reduces the cost and time required to build application layers and orchestration tools, we believe competitive advantage increasingly shifts toward platforms that control the intelligence engine.

Because we control that engine via our cloud-native platform and longitudinal identity graph, we are now positioned not only to continue expanding horizontally across industries, but also to expand vertically by building and integrating more workflow, case management, and application layer capabilities directly on top of our platform, allowing us to internalize key orchestration layers and further embed our intelligence at the center of customer operations. At the same time, we continue to deploy AI-enabled capabilities to aggregate and contextualize fragmented data across our identity graph, uncover deeper relational linkages between entities, identify and surface risk signals with greater precision, and deliver more intuitive workflow-driven interfaces.

Advancements in AI-assisted development are accelerating our roadmap, compressing development cycles, and broadening the solutions we can deliver. In that respect, AI is not simply enhancing our existing capability; it is expanding the strategic scope of our platform and deepening our integration within customer workflows. I will now turn the call over to Daniel MacLachlan to discuss the financials.

Daniel MacLachlan: Thank you, Derek, and good afternoon, everyone. The fourth quarter marked a record finish to an exceptional year for Red Violet, Inc., defined by strong revenue growth, expanding margins, and meaningful cash generation. Importantly, we accomplished this while continuing to invest in the business for the long term, adding more than 30 team members during the year with a focus on product development and go-to-market expansion. These investments were deliberate and strategic, expanding our AI-driven capabilities and broadening our market reach, all without compromising financial performance. We continue to scale the business both vertically—deepening adoption across existing markets, customers, and use cases—and horizontally by introducing new products and expanding into new industries.

That strategy is translating into larger and more valuable customer relationships, with 127 customers now contributing over $100,000 in annual revenue in 2025, up 31 customers from the prior year. It is also expanding the reach of our platform, as we surpassed 10,000 customers on IDI and more than 620 realtor associations contracted to use FOREWARN. Collectively, these results position us with strong momentum as we enter 2026, supported by a larger and more diversified customer base, expanding platform adoption, and continued operating leverage. Turning now to our fourth quarter results. For clarity, all the comparisons I will discuss today will be against 2024 unless noted otherwise. Total revenue was a record $23,400,000, up 20% over the prior year.

We generated a record $19,500,000 in gross profit, delivering adjusted gross margin of 83%, up one percentage point. As is typical in the fourth quarter, personnel costs include year-end incentive compensation tied to annual performance. Even with this seasonal expense, adjusted EBITDA increased 33% to $5,900,000, producing adjusted EBITDA margin of 25%, up two percentage points. Adjusted net income increased 53% to $3,100,000, resulting in adjusted earnings of 21¢ per diluted share. Turning to the details of our P&L, revenue for the fourth quarter was a record $23,400,000. For the second consecutive year, we outperformed typical fourth quarter seasonality, delivering sequential revenue growth and establishing a new quarterly high.

Within IDI, we continue to see strong demand for our solutions and healthy customer expansion, adding 169 billable customers sequentially to end the quarter with 10,022 customers. Our financial and corporate risk vertical continues to deliver consistent, strong revenue performance, driven by solid results across our core financial services customers, including banking, insurance, and broader corporate risk. The background screening industry also continues to perform exceptionally well, supported by the introduction of additional products, enhanced functionality, and new integrations over the past year, driving meaningful growth and momentum in the fourth quarter. Our investigative vertical delivered another strong quarter, supported by continued demand across state and local law enforcement agencies as well as broader investigative customers.

We added approximately 200 law enforcement customers in 2025, reflecting the growing reliance on our platform within the public safety community. Performance in the quarter was driven by increased transaction volumes, new agency wins, and the further embedding of our solutions into day-to-day investigative workflows. Our emerging markets vertical was an important contributor to revenue growth in the fourth quarter, generating meaningful expansion across a broad and diverse set of customer segments. While we remain in the early stages of penetration within many of these markets, adoption continues to build, providing clear runway for sustained growth. Collections maintained its positive trajectory in the quarter, delivering another period of high-teens revenue growth.

The continued recovery in this vertical is translating into sustained demand and improved activity levels, reinforcing our competitive position and long-term opportunity in the market. Lastly, IDI's real estate vertical, excluding FOREWARN, declined modestly year over year, as elevated home prices and interest rates continued to constrain affordability and dampen overall housing activity. Turning to FOREWARN, revenue growth remained robust in the fourth quarter, driven by the platform's increasing adoption within the daily workflows of real estate professionals. We ended the year with over 620 realtor associations under contract and more than 390,000 users on the platform. Contractual revenue represented 77% of total revenue in the quarter, consistent with the prior year.

Gross revenue retention remained strong at 95%, down one percentage point. Moving back to the P&L, our cost of revenue, exclusive of depreciation and amortization, increased $400,000, or 12%, to $3,900,000. Adjusted gross profit increased 21% to a record $19,500,000, resulting in an adjusted gross margin of 83%, up one percentage point from the prior year. Our sales and marketing expenses increased $400,000, or 9%, to $5,300,000 for the quarter, driven primarily by higher personnel-related expenses. General and administrative expenses increased $1,500,000, or 18%, to $9,800,000, primarily reflecting higher personnel-related cost. Personnel expenses are typically elevated in the fourth quarter due to year-end incentive compensation and bonus accruals tied to annual performance for the executive leadership team.

Depreciation and amortization increased $300,000, or 12%, to $2,800,000 for the quarter. Net income increased $1,900,000, or 226%, to $2,800,000 for the quarter. Adjusted net income increased $1,100,000, or 53%, to $3,100,000, resulting in adjusted earnings of 21¢ per diluted share. Moving on to the balance sheet, cash and cash equivalents were $43,600,000 at 12/31/2025 compared to $36,500,000 at 12/31/2024. Current assets totaled $56,500,000 compared to $46,200,000, while current liabilities were $7,900,000, down from $10,300,000. We generated $6,700,000 in cash from operating activities in the fourth quarter, unchanged over the prior year. Free cash flow for the quarter was $3,700,000 compared to $4,400,000 in the same period last year.

In the fourth quarter and through 02/27/2026, we purchased 57,812 shares of company stock at an average price of 44.01¢ per share. In total, we have purchased 611,733 shares at an average price of $22.26 per share under our stock repurchase program. As of 02/27/2026, we had $6,400,000 remaining under the repurchase program. In closing, 2025 marked another year of disciplined execution and record financial performance for Red Violet, Inc. We delivered 20% revenue growth, expanded adjusted gross margin to 84%, adjusted EBITDA margin to 34%, and generated $18,200,000 in free cash flow. This performance reflects the consistent execution of our team and the increasing efficiency of the business.

We believe the scale and financial strength we have built provide a durable base for continued profitable growth. With that, our operator will now open the line for Q&A.

Operator: Thank you. Telephone. You will then hear an automated message advising your hand is raised. To remove yourself from the queue, press star then 1 again. We also ask that you wait for your name and company to be announced before proceeding with your question. One moment while we compile the Q&A roster. Our first question for today will be from the line of Josh Nichols of B. Riley Securities. Your line is open.

Josh Nichols: Yeah. Thanks. Great to see the company bucking the fourth quarter seasonality trend yet again. Looking at the enterprise pipeline, I know you secured a couple wins. You mentioned, like, a toll authority and payroll processor I think the other quarter. Just any update on how that is progressing or generally what you are seeing in terms of the enterprise customer pipeline when we look at 2026?

Daniel MacLachlan: Yeah. Thanks, Josh. This is Dan, and I will take that question. So yeah, when we look at that enterprise pipeline and specifically kind of that higher-tier customer, we have been excited, and we have given some color on some recent wins. Obviously, we just announced a record number of customers in excess of $100,000 a year, almost a 30% increase—just over a 30% increase—in that customer cohort. And that is really representative of how that pipeline has developed and how that pipeline continues to develop.

So we are excited about the investments we have made and the continued execution to move from lower to medium to higher-tier customers, and it is reflected in the cohort as announced today, 127 customers in excess of $100,000 in revenue a year. And so that pipeline continues to develop well, and we are converting into real meaningful customer wins.

Josh Nichols: Thanks. And then just a follow-up. A lot of additions continue to see in the law enforcement agency vertical—200 plus this year. When you look at the 2026 growth trajectory, what are the top one or two opportunities that you think are going to move the needle specifically in those end markets? Because you serve so many.

Derek Dubner: Yeah. Thanks, Josh. Derek here. Great to talk to you. The end markets that I think that today, at least, we are most excited about continue to be public sector and background screening support. And I think as Dan mentioned, we announced we won the largest payroll processor, say, in Q3 last year. That contract kicks in this year, and so we are very excited about that. That proves our differentiation in the marketplace, testing and winning against very strong competition out there. And then in public sector, we continue to make very nice traction, as Dan talked about and you talked about in law enforcement.

And we are seeing some great progress at the state level as well, with a number of use cases in the way of eligibility requirements and identity verification. And those use cases really are so broad. They capture so many of various state agencies, if you will, use cases. So we continue to see progress there, and we continue to win those. And, again, I think we have got a model that is very replicable. And we can replicate it across every state, given the uptake there. Appreciate it.

Josh Nichols: Thank you.

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Operator: And our next question is coming from the line of Eric Martinuzzi of Lake Street Capital Markets. Your line is open.

Eric Martinuzzi: I also wanted to focus on the higher-tier customers. That is very substantial growth there in those accounts that are doing over $100,000 annually. I know you have talked when you were asked the question about, hey, where can the business go, that there are, let us call them, whale-sized accounts, you know, in the $5 to $10,000,000 annually. Are there any of those prospects, those types of whale prospects in the pipeline that you guys feel we are closer—could happen—in 2026, or is it still too soon to consider them in the funnel?

Daniel MacLachlan: Hi, Eric. This is Dan. I appreciate the question. And yeah, we have those opportunities now in the pipeline. We also have those opportunities as customers. The third quarter reference we made to one of the largest payroll processors in the country that we won—ultimately, the volume of that customer over time, as we continue to expand that relationship, can be a multimillion-dollar-a-year customer. The minimum commitment is probably around low to mid-six figures starting in 2026, which is great. But we think the opportunity to expand that relationship goes into the seven figures and plus.

So, yeah, we are really excited about the pipeline, but we are also excited about some of these recent large wins that are really representative of those type of customers you are talking about.

Eric Martinuzzi: Okay. And I know it was probably last summer you had a pretty substantial data rights agreement that you were able to renew on favorable terms. As far as 2026 goes, do we have anything of that nature—substantial data rights exposure—that we are working on, or is it all relatively small in comparison?

Daniel MacLachlan: Yeah. There is really no material licensing renewal agreement that is coming up. I mean, we structure these agreements, as you know, long-term, unlimited-use, fixed-fee structures. We have obviously entered into a renewal for another six years at the time, which would bring us past 2030, of our largest data provider, and we announced that, of course, midyear this year, which was great. But no, at this time, in the near term, there really is no material license agreements that are coming up for renewal.

Eric Martinuzzi: Okay. And then as far as the 2026 outlook goes, you just finished a year where you grew 20%, quarter where you grew 20%. I know you are not in the guidance business, but right now, I have got kind of a mid-teens growth rate for 2026. Is that a good place to start out, or are you confident that it is going to be 20% plus?

Daniel MacLachlan: Yeah, Eric. No. Look, I appreciate the question. And as you know, we do not provide formal guidance. Going back to the start of 2024, our goal really, and we publicly disclosed, was to reaccelerate revenue growth and sustain that momentum over the next several years. 2024 was a great year of growth. As you mentioned, 2025 was a strong 20% growth. And we would expect 2026 to continue to deliver healthy top-line expansion. So, yeah, our goal for the business is to continue to accelerate and drive the business in what you have seen consistently the last couple of years, but we are not going to provide any formal guidance as it sits today.

Eric Martinuzzi: Alright. And then you generated cash in the quarter. You did put some cash to work on your share repurchase program. Number of different levers you can pull there. You have done things like a onetime dividend in the past. You have used it to invest in data rights. M&A. What is the, just here in the next six months, what is the likely use of cash?

Derek Dubner: Thanks, Eric. It is Derek. The likely use of cash is definitely going to be investing in this business. There are just, as I mentioned in my commentary, so much opportunity, and the AI-enabled development that is occurring, which is accelerating deployments and creating such opportunities across everybody's environment. It is especially true for us. So that horizontal expansion I talked about that was always part of our key strategic plan has now become also a vertical expansion where we know how our customers interact with us, and we can provide them better tools.

And we can do that, we believe, in rather fast fashion in the development world as far as time goes, so that we can get even further ingrained in their workflows. So that is our priority number one.

Eric Martinuzzi: Got it. Thanks for taking my questions.

Daniel MacLachlan: Thank you.

Operator: Thank you. One moment for the next question. Our next question will come from the line of David Polanski of Emerson Investments. Please go ahead.

David Polanski: Hey, guys. Thanks for taking my question. Just to put a finer point on it, I think Dan, you mentioned payroll processor. There was none of that in Q4. What about the toll authority? Was there any of that revenue in the Q4 number?

Daniel MacLachlan: So, there was some revenue from the payroll processor in Q4. The contractual minimum commitment of that processor, which is a multiyear agreement, does not start into 2026. So we did see some of that revenue, but just early stages—nothing meaningful. And the toll authority at this point has been working on integration and some volume expansion. So very minimal revenue as a result of that win in Q4.

David Polanski: Great. Thank you. And I was hoping—it was nice to see the growth in high-spending customers, but could you help us understand, is that coming from new customer wins of high initial commitments, or is that from growth in existing customer spend?

Daniel MacLachlan: So it is a combination of both, which is great. And it is not only just growth in that cohort; we are seeing that growth across other cohorts, not just moving from one to the other, but expanding in each. Right? So whether it is the $10,000 to $25,000-a-year customer, the $25,000 to $100,000-a-year customer, or the $100,000-plus customer, each of those cohorts are expanding nicely as we look at them. But it is a combination of both. It is some customers increasing volume. Right? So when we win a big customer, they do not necessarily move all their volume at once, but slowly over time, we get the majority of their volume.

Or it is a new customer win that happens to be a large six-figure-plus-a-year customer that we initially win. So it has been a good combination of both, existing customer and new higher-tier customers.

David Polanski: So when I think about—I know you do not provide a breakdown of FOREWARN revenue versus IDR revenue, but if I were to say, you know, revenue per IDI customer to grow—I mean, I have it growing at a high single-digit rate, but then I am also mixing in some new high initial commitment customers in there. Are you—is it safe to assume that existing customers are growing spend at sort of a mid-single-digit rate, like 5% to 6%, maybe a little bit more?

Daniel MacLachlan: It is safe to assume a little bit more than that. Yes.

David Polanski: Okay. Great. And then on headcount, I was a little bit surprised to see the sales and marketing headcount come down. I think we had initially discussed you would be hiring a little bit more. So I do not know if there was some shuffling there and maybe phasing out less productive salespeople. Can you discuss that a little bit? And then what should we think about hiring and overall headcount for 2026?

Daniel MacLachlan: Yeah. You are right in pointing at—it is kind of a little bit of end of the year. Right? You are going to see a little ebb and flow. We always, as an organization, have focused on doing a really good job of bringing what I would say the C and D players up to A and B levels and, unfortunately, if those C and D players are not able to kind of get to that level, to churn out the bottom, so to speak. So we had a little bit of that at the end of the year.

It makes sense, especially as you are kind of ending the year, looking at final MBOs, and then looking into next year and what your growth model and expectations should be for reps. So we had a little bit of that, but you will see—I am assuming here after we report the first quarter—kind of the reversion back in that sales and marketing line for some of those employees that just kind of we netted out at the end of the year. I think as we look at 2026 from an overall growth perspective, I think it would be very consistent with what we saw in 2025.

In 2025, we added just over 30 new team members, mostly around product development and then go to market. The expectation would be very similar to that in 2026, a focus on product development, AI, as well as go-to initiatives. So I think it would be consistent with prior year.

David Polanski: Alright. Great. And could you just highlight, because you mentioned AI—I know it is embedded in the core engine—but just in terms of operational things, whether it is a back office, finance, sales function, are you utilizing AI to help the business at all and maybe to keep headcount growth less than where it has been?

Derek Dubner: Absolutely, David. Yeah. This is Derek. And what I would say is that we announced in 2025 our strategic initiative to automate more, and so we have been doing that since. We have been looking across the enterprise to understand where we can automate and using AI. There are so many tools that we could be using, and so we have been making good progress. But as I stated in my comments, we would expect there is a lot more to do there. We are not a mature company. We did not hire heavily during the pandemic. We are not looking to cut back. We are not citing AI for that.

We are growing very quickly, and we are investing in the business, and that investment is for growth. And so as we continue to increase automation by hiring to do that and increase productivity, then we would expect the out years, if you will, or at least later, that you are going to see all of that efficiency and productivity. So right now, it is a little bit more investment, but then we will bear the fruit of that investment.

David Polanski: Alright. Thanks, guys. I appreciate it.

Operator: Thank you. And that concludes today's Q&A session. I would like to turn the call back over to Derek Dubner for closing remarks. Please go ahead.

Derek Dubner: As we look ahead, we are still in the early innings of a much larger opportunity. The digital transformation of identity, risk, and decisioning continues to accelerate, and we have built the infrastructure and intelligence engine to serve as a foundational platform in that evolution. Our momentum, expanding enterprise relationships, and continued innovation around AI-enabled capabilities position us to extend our reach both horizontally—across industries—and vertically within customer workflows. We are building for scale, deepening our integration in mission-critical environments, and strengthening the long-term economics of the business. We are excited about where we stand today and even more excited about where this platform can go.

Operator: Thank you for joining today's program. You may all now disconnect. That does conclude today's conference call.

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