Arlo Technologies (ARLO) investor relations material

Company transformation and business model evolution

• Originated as a product line within a networking company, later spun out to focus on DIY security cameras and services.

• Transitioned from a hardware-centric model to a services-first SaaS business, now with over five million paid subscribers and 60% of revenue from services.

• Annual recurring revenue from paid accounts has surpassed $320 million and continues to grow.

• Blended gross margin improved from -20% to over 40%, and operating income is now positive.

• Operating leverage is strong, with OpEx growth mainly from credit card fees as subscriber base expands.

Product innovation and operational execution

• Recently completed the largest product refresh in company history, launching 109 SKUs and shipping 800,000 units in 6-8 weeks.

• Product refresh included upgrades across all lines, expansion into new categories, and 20%-30% reduction in cost of goods sold.

• Despite logistical challenges, all products were delivered on time, demonstrating operational excellence.

Market trends and consumer behavior

• Security products are seen as less discretionary, with resilient demand and churn at a multi-year low of 1%.

• The market is moving from early adopters to mass market, with significant growth in channels like Walmart.

• Forecasts suggest 30-50 million more U.S. households will adopt these products in the next 3-5 years.