8x8 (EGHT) investor relations material

Market trends and product innovation

• The market is converging towards unified communications and contact center solutions on a single, natively built platform, with significant investments in AI products and APIs driving differentiation.

• Multi-product customer base has grown 16% year-on-year, leading to higher customer retention and satisfaction.

• Voice infrastructure remains critical for both AI and human agents, enabling robust contact center operations.

• AI-driven products, such as AI Studio, are being launched, allowing customers to develop agentic AI solutions using natural language.

• Usage-based revenue, especially from APAC and CPaaS APIs, is expanding rapidly and is expected to be durable.

Financial performance and outlook

• Achieved four consecutive quarters of accelerating growth and reached GAAP profitability for the first time since 2015.

• Maintained 21 consecutive quarters of positive cash flow and positive non-GAAP operating income, with non-GAAP net income up 19% year-over-year.

• Debt interest expense reduced by 51% over two years, supporting net income growth.

• Fiscal 2027 guidance is conservative, focusing on sustainable profit and cash flow, with a target of double-digit non-GAAP operating income.

• Usage-based revenue now represents 23% of service revenue, up from 14% last year, with Q4 usage revenue up 70% and full-year up 50%.

Revenue model and customer dynamics

• Transitioning to a usage-based revenue model, particularly for AI products, which is harder to forecast but shows strong traction.

• High net revenue retention among APAC customers, with potential to replicate this model in other geographies like the U.K. and North America.

• Usage-based products have lighter OpEx, allowing more revenue to contribute to the bottom line as the business scales.

• Early adoption of new AI products is strong, with free offerings quickly converting to paid customers.

• Customers are consolidating spend from multiple vendors, leading to increased efficiency and cost savings through AI adoption.