NICE (NICE) investor relations material

Market trends and AI impact

• AI is viewed as a tailwind for customer experience, shifting revenue models from seat-based to interaction-based as interaction volumes rise rapidly.

• Only 2%-3% of interactions are currently handled by AI, with most use cases still simple; AI is freeing up capacity for more value-added activities.

• The total addressable market (TAM) for CX is projected to expand from $31B in 2025 to $72B by 2028 as AI enables new workflows across front, mid, and back office.

• Enterprises are increasingly focused on ROI and expect AI to be embedded in new deals, especially for cloud migrations.

• International growth is strong, driven by Sovereign Cloud investments and localization to meet regulatory and geopolitical needs.

Competitive positioning and platform integration

• The company differentiates itself by monetizing consumer interactions rather than internal seats, creating a scalable digital front door.

• Acquisition and integration of Cognigy provides a unified AI and CX platform, enabling orchestration between AI and human agents at scale.

• No other CCaaS or AI-native player currently offers a fully integrated platform for both AI and human agent management.

• Integration milestones include robust data orchestration, native AI agent generation, and unified workforce management, all targeted for completion by year-end.

• Partnerships with AWS, Salesforce, ServiceNow, and Snowflake are being deepened, with technical integrations expected to be largely complete by mid-year.

Financial performance and investment strategy

• Record Q4 bookings and a 25% YoY increase in cloud backlog were driven by standalone AI wins, upselling to existing customers, improved win rates in CCaaS migrations, and international expansion.

• $160M in incremental investments for 2026 are focused on cloud and AI delivery, R&D, and go-to-market, with most spending front-loaded in the first half of the year.

• Cognigy is currently margin dilutive but expected to be accretive within 18 months; margin improvement is anticipated in the second half of the year and beyond.

• The company is committed to delivering returns on recent investments and expects margin trends to improve through 2027 and 2028.