Calix Q2 2025 Earnings Report

Calix EPS Results

• Actual EPS: $0.33
• Consensus EPS: -$0.08
• Beat/Miss: Beat by +$0.41
• One Year Ago EPS: $0.09

Calix Revenue Results

• Actual Revenue: $241.90 million
• Expected Revenue: $223.81 million
• Beat/Miss: Beat by +$18.09 million
• YoY Revenue Growth: +22.10%

Calix Announcement Details

• Quarter: Q2 2025
• Date: 7/21/2025
• Time: After Market Closes
• Conference Call Date: Tuesday, July 22, 2025
• Conference Call Time: 8:30AM ET

Calix (NYSE:CALX)., together with its subsidiaries, engages in the provision of cloud and software platforms, and systems and services in the United States, rest of Americas, Europe, the Middle East, Africa, and the Asia Pacific. Its cloud and software platforms, and systems and services enable broadband service providers (BSPs) to provide a range of services. The company provides Calix Cloud platform, a role-based analytics platform comprising Calix Engagement Cloud, Calix Service Cloud, and Calix Operations Cloud, which are configurable to display role-based insights and enable BSPs to anticipate and target new revenue-generating services and applications through mobile application, such as CommandIQ for residents and CommandWorx for businesses; Calix Intelligent Access EDGE, an access network solution for automated and intelligent networks; and Calix Revenue EDGE, a premises solution for subscriber managed services. It also offers SmartLife managed services, including SmartHome managed services and applications to enhance, operate and secure the connected experience of subscribers in their home; SmartTown managed services that reimagine community Wi-Fi as a ubiquitous, secure, and managed experience across a BSP's footprint; and SmartBiz managed services that address the business networking and productivity needs of business owners with an all-in-one managed service. In addition, the company provides Wi-Fi systems under GigaSpire and GigaPro brands to be ready for deployment as a complete subscriber experience solution for BSP's residential and business subscribers. It offers its products through its direct sales force and resellers. The company was incorporated in 1999 and is headquartered in San Jose, California.

Calix Q2 2025 Earnings Call Transcript

Key Takeaways

• Positive Sentiment: Calix delivered exceptional Q2 results with $242 M revenue (10% sequential growth), a record non-GAAP gross margin of 56.8%, and $36 M in free cash flow, ending with $299 M in cash and investments.
• Positive Sentiment: Broad-based demand drove RPO to $347 M (+2% sequential, +30% y/y), added 18 new broadband provider customers, and supported a Q3 revenue outlook of $243 M–$249 M for continued sequential growth.
• Positive Sentiment: Calix’s third-generation platform featuring proprietary AgenTeq AI entered preproduction for a H2 2025 launch, aiming to automate customer operations, marketing campaigns, and service execution.
• Positive Sentiment: The upgraded platform architecture will support sovereign data centers and private cloud deployments, eliminating geographic and scale constraints to pursue large customers and new markets.
• Negative Sentiment: The timeline and impact of the federal BEAD broadband funding program remain uncertain and are not included in Calix’s current financial guidance.

Presentation

[Operator]

Greetings. Welcome to the Calyxt Second Quarter twenty twenty five Earnings Conference Call. At this time, all participants are in a listen only mode. A question and answer session will follow the formal presentation. Please note this conference is being recorded.

[Operator]

I will now turn the conference over to Nancy Fazioli, VP of Investor Relations. Thank you. You may begin.

[Nancy Fazioli, VP - IR at Calix]

Thank you, Daryl, and good morning, everyone. Thank you for joining our second quarter twenty twenty five earnings call. Today on the call, we have President and CEO, Michael Weining and Chief Financial Officer, Cory Sindelar. As a reminder, yesterday after the market closed, Calix issued a news release, which was furnished on a Form eight ks along with our stockholder letter and also posted in the Investor Relations section of the Calix website. Today's conference call will be available for webcast replay in the Investor Relations section of our website.

[Nancy Fazioli, VP - IR at Calix]

Before I turn the call over to Michael for his opening remarks, I want to remind everyone that on this call, we will refer to forward looking statements, including all statements the company will make about its future financial and operating performance, growth strategy and market outlook and that actual results may differ materially from those contemplated by these forward looking statements. Factors that could cause actual results and trends to differ materially are set forth in the second quarter twenty twenty five letter to stockholders and in the annual and quarterly reports filed with the SEC. Talix assumes no obligation to update any forward looking statements, which speak only as of their respective dates. Also in this conference call, we will discuss both GAAP and non GAAP financial measures. A reconciliation of GAAP to non GAAP measures is included in the second quarter twenty twenty five letter to stockholders.

[Nancy Fazioli, VP - IR at Calix]

Unless otherwise stated, all financial information referenced in this call will be non GAAP. With that, Michael, please go ahead.

[Michael Weening, CEO, President & Director at Calix]

Thank you, Nancy. As I stated in our last earnings call, the investments we made in 2024 to manage through the post pandemic period are yielding results and the market is evolving as we predicted. Corey will cover our exceptional second quarter, which is a testament to our long term strategy, our Calix team, the incredible customers we serve and the partners who support us. As I continue to state, the industry is at a crossroads. A broadband provider must decide if they will retain the legacy mindset of a speed based network operator who tries to cost cut their way to growth while being commoditized.

[Michael Weening, CEO, President & Director at Calix]

As a home pass is not a measure of success as it does not guarantee a revenue generating subscriber. While the successful broadband provider is the one that delivers incredible experiences across all segments, thereby establishing a brand that is loved by the communities they serve. The result is higher revenue per customer across all segments, residential, business and municipality, higher net promoter scores which yield customer loyalty and lower churn. That experience based success is what Callix enables as we always think subscriber in, not network out. Our mindset is grounded in the experiences beyond the undifferentiated speed of a pipe via our unique appliance based platform, cloud and managed services model that helps our customers transform with the support of our industry leading customer success team.

[Michael Weening, CEO, President & Director at Calix]

Our press releases frequently highlight our customers' ability to use differentiated experiences to deliver value for members and investors as evidenced by a discussion I had with a medium sized customer last month. That customer launched SmartViz in late twenty twenty four and saw a 250% increase in revenue per small business subscriber by delivering a better experience. Experiences are the future of broadband and our platform is unique and that it can address residential, small business, MDU and municipal needs with the same appliances, cloud and managed services. Which brings me to the second even larger disruption that the world is paying attention to, artificial intelligence. Since late twenty twenty three, our team has believed that the long term impact of AI is significant and represented the next critical component of the Calix platform.

[Michael Weening, CEO, President & Director at Calix]

More importantly, we have ensured that our teams do not underestimate the pace of change. This is not a normal technology curve. The pace of change in AI is staggering. The difference between short term and long term is going to be radically shorter than any technology before it, as evidenced by the fact that Netflix took a decade to get to a 100,000,000 subscribers, while ChatGPT took two months is now approaching a billion users. It is useful to note that both Netflix and ChatGPT stand on the shoulders of the platform known as the Internet.

[Michael Weening, CEO, President & Director at Calix]

Since 02/2007, we have been investing in our platform, cloud and managed services to transform the entire broadband market. In 2016, we launched our second generation platform, which introduced several key components to operating systems for network and premises appliances that are extracted from the chips, enable local applications with rich telemetry and policy management capabilities. We also introduced our persona based cloud and the managed services model which now serves residential, small business, MDU and municipal use cases on the same appliances. We have invested more than fifteen years and almost $2,000,000,000 into our platform. As of the second quarter, we have enabled eleven sixteen broadband providers to deliver a differentiated experience to ensure their brand is front and center as they delight the communities they serve, including a new large cloud customer who selected us in the quarter.

[Michael Weening, CEO, President & Director at Calix]

In late twenty twenty three, we recognized the emergence of AI would be an incredible opportunity to address the largest constraint that our customers face, the capacity to transform across operations, marketing and service. To meet that need, we began investing in our third generation of the platform and in second quarter it went into preproduction for a second half launch in 2025. Beginning with the upcoming release of our third generation mobile application in August, Command IQ, which is a valuable brand portal to end subscribers. The third generation Calix platform has three goals. First, we expand our platform, cloud and managed services to allow us to meet the needs of local geographies through sovereign data centers.

[Michael Weening, CEO, President & Director at Calix]

Second, we gain the ability to serve large customers with private clouds. Last and most important, we evolve our platform architecture to speed our capabilities with AgenTeq AI across our solutions to allow the Calix team to move from success advice that a customer may or may not implement to success advice enabled through execution capacity with a legion of Calix AI agents. While we remain the only organization in this industry with a substantial investment in customer success teams to support transformation, it does not overcome the very real capacity challenge that our customers face. For example, many leaders prioritize new installs over adding a new experience campaign such as outdoor WiFi. Despite the very real truth that this campaign could add $10 to $50 of incremental revenue per month per subscriber and is wildly sticky, which reduces churn.

[Michael Weening, CEO, President & Director at Calix]

They do not have the marketing capacity to build and execute the campaigns nor installer capacity as they have not embraced the high satisfaction driving self install model. AgenTeq AI changes that as it will enable our customers to move faster, a force multiplier for action. Callets AI agents learning across our unique end to end platform and align with our customer success teams will allow a capacity constrained customer to leap over the chasm. Our fast growing legion of agents will speed opportunities to simplify, which improves margin, innovate, which increases revenue and reduces churn and grow to meet the financial goals of our customers, members and investors. In short, more than fifteen years of investment building a unique end to end platform does more than enable an incredible second quarter.

[Michael Weening, CEO, President & Director at Calix]

We are poised to enable an industry wide transformation that we have always envisioned for all broadband providers regardless of size or geography. Platform based AgenTeq AI will enable network operators to become experienced providers that dominate the markets they serve as the concept of customer success moves from advice that a BXP needs to prioritize and build capacity to implement to the push of a button by a BXP team member to approve the actions of a quickly expanding and evolving legion of Calix agents. With that, I'll hand it over to Corey, who will cover our second quarter financial performance and third quarter outlook and ongoing investments to transform and lead the broadband industry. Corey, over to you.

[Cory Sindelar, CFO at Calix]

Thank you, Michael. We saw a very strong and broad based demand environment during the second quarter, which allowed us to deliver revenue of $242,000,000 which represented 10% sequential quarterly revenue growth. Our record RPOs grew 2% sequentially to $347,000,000 and increased 30% year over year. Our current RPOs were a $134,000,000, up 5% sequentially and up 30% year over year. This metric is a strong indicator of the strength we are seeing from our platform, cloud, and managed services model.

[Cory Sindelar, CFO at Calix]

This strength led to another quarter of record gross non GAAP gross margin of 56.8%, representing a 60 basis point sequential increase and is related to customer mix and our VSP customers winning new subscribers as they continued the adoption of our platform. In the second quarter, we added 18 new BSP customers that were largely competitive takeaways as we continue to focus on landing new footprint. Our balance sheet metrics remained outstanding. We marked our fifth year of quarterly free cash flow and generated record free cash flow of $36,000,000 in the quarter, our ninth consecutive quarter generating eight digit free cash flow. We ended the second quarter with record cash and investments of $299,000,000 even after utilizing $33,000,000 for share repurchases during the second quarter.

[Cory Sindelar, CFO at Calix]

DSO was a record twenty four days, down six days sequentially and down fourteen days from a year ago. Inventory turns were 3.4, down from 3.6 in the first quarter. As we noted last quarter, we have a diversified supply chain and manufacturing presence. The data and direct relationship we have with our customers, combined with our strong balance sheet, allows us to make intelligent investments in critical areas such as component inventory and incremental finished goods, thereby ensuring supply for our customers. So far this year, the impact by tariffs has been minimal.

[Cory Sindelar, CFO at Calix]

And if the situation in this dynamic environment changes, we will do our best to minimize the impact to our customers. Moving to guidance. Given the broad based demand picture, we believe we can continue to grow sequentially even with the big step up from this quarter. Specifically for the third quarter of twenty twenty five, our revenue outlook is between $243,000,000 and $249,000,000 which at the midpoint would represent a 2% sequential increase in revenue. Our non GAAP gross margin guidance at the midpoint would represent a slight increase from the second quarter and reflects our expectations regarding customer and product mix.

[Cory Sindelar, CFO at Calix]

For 2025, we anticipate annual gross margin improvement will be at the higher end of our target financial model of 200 from 100 to 200 basis points. And regarding non GAAP operating expenses, we continue to restrain our OpEx investments until we are back into our target financial model. That said, we expect a slight increase in the third quarter as we make some incremental investments in sales and marketing. However, as a percentage of revenue, operating expenses will continue to decline as our revenue grows each quarter. Michael, back to you.

[Michael Weening, CEO, President & Director at Calix]

Thanks, Corey. Nine years ago, I joined Calix because Carl Russo painted a vision where Calix would transform from a network system company into a platform company that would get ahead of the disruption he saw in 02/2007. The end of legacy network operators and the rise of broadband experience providers. With AgenTek AI on our unique end to end platform, an important piece falls in place. The ability to automate action to drive the success of our broadband experience customers as they expand across residential, business and municipal in the communities they serve.

[Michael Weening, CEO, President & Director at Calix]

This next step will see Calix leverage our platform and more than fifteen years of investment to evolve into an AI as a service platform company. I'm excited to lead the team forward at this truly amazing time. In closing, I'd like to thank our team, our customers, our partners and investors whose passion, grit over fifteen years, trust and partnership have brought us to this exciting next stage in the Calix journey. Nancy, let's open the call.

[Nancy Fazioli, VP - IR at Calix]

Joe, we're ready to take some questions.

[Operator]

Thank you. We will now be conducting the question and answer session. Our first questions come from the line of Scott Searle with ROTH Capital Partners. Please proceed with your questions.

[Scott Searle, MD & Senior Research Analyst at Roth Capital Partners, LLC]

Hey, good morning. Thanks for taking the questions. Great job on the quarter and the outlook. Hey, just a quick clarification. I'm not sure if I heard a normalized number as you reclassified one of the customers from a smaller to a larger customer.

[Scott Searle, MD & Senior Research Analyst at Roth Capital Partners, LLC]

I wonder what the growth was sequentially for the smaller customers on an organic basis without that was it being adjusted? And then Mike maybe to dive in on the agentic front. I'm wondering if you could talk a little bit more detailed in terms of the impact from an OpEx standpoint. It sounds like you're going to keep that pretty constrained in the near term until you get to some target operating margin levels. But how you expect cost to trend on that front?

[Scott Searle, MD & Senior Research Analyst at Roth Capital Partners, LLC]

And the actual impact then from an ARPU standpoint as you start to look at the customer base and how you monetize that? I know it's going to come from improvements in general in terms of your efficiency, but in terms of rollout of new services and adoption, are we starting to think about ARPU levels from value added services at a higher level as you start to implement AgenTic on a more broad based basis?

[Michael Weening, CEO, President & Director at Calix]

You no. You do your first one.

[Cory Sindelar, CFO at Calix]

Yes, Scott. We haven't really specified what that impact is, but, you know, it's it's mid single digits.

[Michael Weening, CEO, President & Director at Calix]

Now with regards to okay. You asked a lot of question in there. So I'm gonna but I wrote them down. So I'll parse them out. So the first one is is that you asked about what's the impact of cost.

[Michael Weening, CEO, President & Director at Calix]

I'm assuming the question you're asking is is internally or are you asking the cost with regards to our investment in artificial intelligence?

[Scott Searle, MD & Senior Research Analyst at Roth Capital Partners, LLC]

Yes, sorry about that Mike. Yes, your investment right in terms of what's going to happen to your R and D and OpEx, does it start to require a little bit more of an inflection as you start to move down that path?

[Michael Weening, CEO, President & Director at Calix]

Yes, good point. Okay, good question. So with regards to our investments, so we have a model that we've identified and Corey mentioned how we've constrained OpEx with regards to it because until we get our revenue to a certain point and Corey, don't you take two seconds to remind all investors about our model with regards to R and D, is 29% of gross profit.

[Cory Sindelar, CFO at Calix]

Correct.

[Michael Weening, CEO, President & Director at Calix]

So as we think about it, sure there's going to be opportunities where we have to go a little bit faster because the transformation, the rate of change that's going on with AI is something we've never seen before. But you have to understand that what we're doing with artificial intelligence is not a new thing that we plunk on top of a legacy, you know, as a legacy company that we plunk it on top and hope that AI does something magic. You have to recognize the fact that this is the third generation of our platform. We are building on a significant strength that allows us to drop this capability in place and really accelerate what we're doing for our customers. And the best way to think about the times and how things are changing is that Carl started to business back in 02/2007, but it took us to 2019 to launch our and so we started to play with it.

[Michael Weening, CEO, President & Director at Calix]

That was the first generation. Then in 2019, we launched the second generation. That basically took us over last six years. Now And we're going into the third generation, which has a had a development cycle of like eighteen, twenty four months. So the pace of change here, you can see that the the investments over time that we have made are making us much more efficient at each subsequent state.

[Michael Weening, CEO, President & Director at Calix]

And so as we look at this, it really drops onto our platform in a very unique way that allows us to help our customers monetize the opportunity. And that opportunity is transforming from a network operator into a broadband experience provider without investing a ton of capital. So when you ask the question around how does this monetize out, for our customers it monetizes out in the form of I am you know, as I stated in my opening comments, I I wanna launch a new campaign, but I don't have the marketing capacity to even do it. And now all of a sudden, this capability pops up in our cloud that allows our organization to go to one that was was coaching our customers on how to do micro based segmentation, how to build campaigns, how to win that new subscriber to push the button and the campaign launches. Not only does will the Ujentic AI, you know, one agent will build out the segmentation, the next will then do propensity to buy, The next will select what are the right social media opportunities for them to advertise on.

[Michael Weening, CEO, President & Director at Calix]

The next agent will use A to A to reach out into HubSpot and actually run the campaign. The next agent will grab the response back and then present it to the end user inside the broadband company and say here was the campaign that we launched. And so in that scenario, we go from people who are running for broadband, these broad based campaigns to truly what we've always talked about, which is small micro segmented campaigns that frankly were too difficult to run because if you run a really good marketing campaign in broadband, it should cost you dollars, not hundreds of thousands. So for example, I should be able to micro segment down to 50 or 75 customers and run a $3 social media campaign and get an ROI on that through upsell cross sell or net new subscribers. But then I want to run thousands of those and that just doesn't scale because I can't hire the employees to do it.

[Michael Weening, CEO, President & Director at Calix]

So when we talk about the monetization, it helps our customers radically transform how they operate today, which then and as we've always stated, we only make money when our customers make money. And so it helps them do the things as we buy faster. They win more subscribers. They sell it at a higher ARPU by doing higher attach and they cross sell and upsell. So all of these become force multipliers, which is something that Carl and I have frequently talked about.

[Michael Weening, CEO, President & Director at Calix]

In fact, he sent me an article about two months ago and we talked he talked about how private equity is shifting into looking at legacy businesses and investing and saying if I drop AI into that legacy business, can I get this massive multiplying impact on that business and in essence finding undervalued assets using artificial intelligence to turn them into radically higher valued businesses? And frankly that's been our thesis right from fifteen years ago. That broadband is undervalued, that it is a business model that is inelastic that once they make the infrastructure investment that there's a huge monetization opportunity on top of it. And what this allows us to do with the third generation of our platform is help our customers make a lot more money faster and crush their competition and we get a portion of that. That's how it all comes out.

[Scott Searle, MD & Senior Research Analyst at Roth Capital Partners, LLC]

Hey, Mike. Then just to follow-up and I'll get back in the queue. You're accelerating your customers' time to market in terms of their ability to deploy value added services and campaigns. How quickly can that get deployed then in the customer base with the third generation platform? And when do we start to see that I guess ramping up as part of your current RPOs? Thanks.

[Michael Weening, CEO, President & Director at Calix]

Yes. So that's 2026 and the platform rolls out as I said it's in preproduction right now. We put it into preproduction in second quarter. We have the first component of that launching in August, which is our third generation mobile app, which actually there's multiple iterations of that. There's a consumer mobile app, there's a small business mobile app, and then there's installer.

[Michael Weening, CEO, President & Director at Calix]

And, you know, we just showed it to 30 plus CEOs three or four weeks ago and walked them through, you know, where we're going with the mobile app to support a brand portal, frankly, for customers. And they were blown away because all the things they've been looking for us to do, you know, are inch implemented in that mobile app. But then on top of that, that becomes a portal upon which AI has a profound impact on on the end subscribers. So we see that impacting through 2026. And then the other part of that is, as I said in my opening remarks, there's three facets to this.

[Michael Weening, CEO, President & Director at Calix]

One is helping our existing customers succeed. There are two facets of our our platform, which we have been very thoughtful about what markets we expand to. This evolution of of to this third generation also enables us to do private clouds for large customers and allows us to eliminate the geographic constraints that we have because privacy and data control and sovereignty of data has been a significant constraint with us with regards to our ability to go into new markets. And we will now be able to set up sovereign data centers that eliminates that issue and as we go through 2026. Long answer to short questions.

[Scott Searle, MD & Senior Research Analyst at Roth Capital Partners, LLC]

Thank you. Thank you. Great job.

[Michael Weening, CEO, President & Director at Calix]

Next caller.

[Operator]

Thank you. Our next questions come from the line of Samik Chatterjee with JPMorgan. Please proceed with your questions.

[Samik Chatterjee, MD & Equity Research Analyst at J.P. Morgan]

Hi. Thanks for taking my questions and congrats on the quarter and the strong RPO. Maybe if I can start on the RPO growth that you had quite robust at 30%, but I'm just trying to sort of match this up relative to the revenue growth acceleration that you had this quarter. The RPO growth, in fact, decelerated modestly while still at a healthy level. Was there something different in terms of attach of platform services, etcetera, this quarter that would explain why the probably the RPO numbers are a bit lower compared to the last quarter, while your revenue growth in essence is quite significantly better than the last quarter? And I have a follow-up. Thank you.

[Michael Weening, CEO, President & Director at Calix]

Good morning. So it's worth reviewing again how RPOs work. So with regards to RPOs, when we sign a contract with a customer, we actually go through and we'll sign them up for a minimum. So and I'm just gonna use really simple numbers. So I sign them up for a minimum of a of a thousand subscribers a month, and then they would sign up for a three year contract.

[Michael Weening, CEO, President & Director at Calix]

And let's say their their growth is they actually do 1,500 subscribers, 1,600 subscribers, 1,700 subscribers. Those incremental six or 700 subscribers per month actually drop straight to revenue. They don't show up in RPOs until the customer comes up for renewal. So they can either renew at the end of that three year contract or if their growth is significant as we saw in some of our lumpy RPO numbers where you see big jumps where the customer would say, I I wanna renegotiate because I'm twice my volumes, therefore, would like a better per month subscriber charge. And so for us as a company, we're not gonna push for a renewal because the why would we not allow just to drop for revenue?

[Michael Weening, CEO, President & Director at Calix]

We're not focused just on driving our PO growth. So that negotiation of the contract is what then, you know, then they go to 2,000 subscribers as the minimum over three years and that bumps up the RPO number. So that's why you see it's lumpy, but that also is why RPOs are a portion of the growth that we see in our clouds.

[Samik Chatterjee, MD & Equity Research Analyst at J.P. Morgan]

Okay. So in the in the same yeah. Sorry.

[Cory Sindelar, CFO at Calix]

In the quarter, the acceleration that you saw or it was on the appliance side. As you know, you know, a large number of legacy vendors in our industry have been challenged. We anticipated that this would be would present us an opportunity to land new footprint, and it has. But we did what we didn't anticipate was the speed at which these new customers would want to roll out, you know, Calix appliances.

[Samik Chatterjee, MD & Equity Research Analyst at J.P. Morgan]

Okay. Great. And maybe for my follow-up, if I can get a quick update on the current supply situation that you have. I think you had updated us that you're looking to move the capacity, supply capacity to Mexico. But what's been the progress on that front? Any update on that? Thank you.

[Cory Sindelar, CFO at Calix]

Yeah. I mean, at at this point, we are, know, knock on wood, in a stable environment. Right? And we we we are we are okay where we're at from a manufacturing process perspective. And so, you know, we'll continue to build that. It'll take time.

[Cory Sindelar, CFO at Calix]

So like we said, it will take anywhere from nine to eighteen months to to complete having the capacity in in multiple locations. But at the moment, there is no need to make any real changes. We're we're okay as it is. So unless something changes, you know, we're we're gonna continue to do what we're doing with no real big modifications to our manufacturing space.

[Samik Chatterjee, MD & Equity Research Analyst at J.P. Morgan]

Okay. Great. Thank you. Thanks for taking my questions.

[Operator]

Thank you. Our next questions come from the line of Michael Genovese with Rosenblatt Securities. Please proceed with your questions.

[Mike Genovese, Senior Research Analyst at Rosenblatt Securities]

Great. Thanks. Good morning. Yes, just to understand on this third generation platform, this is just a software update, correct? I mean or or does does the do the appliances change at all or do you just press the button and then everybody has the third generation platform?

[Michael Weening, CEO, President & Director at Calix]

Yeah. I know it's exactly that. So it's a cloud upgrade and like a it's a transformation of the architecture of the cloud. And, yeah, everybody gets it. It actually goes back against all systems.

[Michael Weening, CEO, President & Director at Calix]

We're you know, that's the value. When I talked about the two operating systems, we have a network operating system that's unique in the industry. It allows customers to virtualize their, know, their network. So access aggregation, subscriber management, and other provider edge functions into a single platform. And then we have our operating system that sits on top of a WiFi appliance, but we're agnostic to the hardware. So for sure, it's just press a button.

[Mike Genovese, Senior Research Analyst at Rosenblatt Securities]

Sounds good. And then the other two things I want to ask on quickly. Last quarter, there was some, you know, pull ins with a Tier one customer. Tier one category was strong this quarter. So was that customer better than you thought it would be in 2Q?

[Mike Genovese, Senior Research Analyst at Rosenblatt Securities]

And then I'll just ask my other question about Bead. What's the confidence that Bead is going to be a I mean, obviously, at this point, don't care at all, but I just want to get your opinion, confidence level that it will be a significant program to close the digital divide in this country or not end up being that or not? Thank you.

[Cory Sindelar, CFO at Calix]

So so on your first question I'm a blank.

[Michael Weening, CEO, President & Director at Calix]

Was this the first question?

[Cory Sindelar, CFO at Calix]

Yeah.

[Mike Genovese, Senior Research Analyst at Rosenblatt Securities]

Oh, the tier one the tier one. You know, last quarter.

[Michael Weening, CEO, President & Director at Calix]

Poland. It's not a Poland.

[Cory Sindelar, CFO at Calix]

It is not strength from that customer. It was largely reclassification from the small customer segment to the large customer segment. So when you factor that in, you know, that was the actual large customer strength in the first quarter is actually down in the second quarter. So that's that's kind of predicted. But you had the strength across the entire broad base that just kind of pulled that up, right, as customers continue to cross the chasm and add more subscribers, you know, that's broad based. We're seeing it across our our customers.

[Michael Weening, CEO, President & Director at Calix]

Second one, the beat.

[Cory Sindelar, CFO at Calix]

On the beat thing By the way, early.

[Michael Weening, CEO, President & Director at Calix]

So I I really Yeah.

[Cory Sindelar, CFO at Calix]

Yeah. So in terms of beat, there's really no update. It's still in the state of flux as you know. They're going through a rebidding process at the state level. You know, I'm not gonna speculate on when that gets itself sorted out.

[Cory Sindelar, CFO at Calix]

I think it'll take time. What's important to know is that it's not in our numbers. And when it ever eventually happens, which is likely, you know, later than you think it's gonna be, we'll do well. Like, we do well with all the other programs.

[Michael Weening, CEO, President & Director at Calix]

It's the same thing as we always say. I always quote Carl on this, right, our chairman, which is it's always gonna take way way bloody longer than you ever thought it would. When it does arrive, it'll take longer to roll out and it'll be bigger than you ever expected. We do believe that this program will go forward, but we don't have it in our numbers because it's a political program. And, you know, the good thing is is that at at its core, it's a bipartisan goal because the country is filled with red and blue states.

[Michael Weening, CEO, President & Director at Calix]

Right? So, you know, those people who wanna get elected or reelected in the midterms definitely want something to happen. But, you know, this process has been a bit more arduous than others. Although, there's lots of people who would argue this is exactly as arduous and as it as it was before. So, you the good thing is it's not in our numbers.

[Michael Weening, CEO, President & Director at Calix]

Yes, it will come at some point. And if it does, we'll be ready to our customers will take advantage of it. And we continue to engage with them and support their rebids.

[Mike Genovese, Senior Research Analyst at Rosenblatt Securities]

Great. Thanks so much.

[Operator]

Thank you. Our next questions come from the line of George Notter with Wolfe Research. Please proceed with your questions.

[George Notter, Managing Director at Wolfe Research LLC]

Hi, guys. Thanks very much. I just wanted to go back to the Genetic AI discussion. I'm just curious about what elements of this are here to benefit the end subscribers? From what you've described, it sounds like it's more about operational benefits for the service provider.

[George Notter, Managing Director at Wolfe Research LLC]

I'm wondering if there's also new offerings, new capabilities, new ARPU enhancing things for the end end subscribers that that drive this as well. Thanks.

[Michael Weening, CEO, President & Director at Calix]

Yeah. That was that was my initial statement is that the first iteration of this or the first component that drops into place is the mobile application, which is a brand for the end subscriber. It's a it's a brand portal for them, for our customers to get their brand out to the end subscriber.

[Michael Weening, CEO, President & Director at Calix]

And within that, that's where all of these capable new incremental capabilities will show up. The agenda AI capabilities for an end consumer subscriber are gonna be around cyber capabilities, enhancements with regards to performance and analysis of everything that's going on in the home by the day, a better capability. We evolved from machine learning to agenda k I and, you know, things like troubleshooting. And, you know, I'm sitting by the pool. My laptop's not working so well.

[Michael Weening, CEO, President & Director at Calix]

What's going on? And then it'll come back and identify it. So, yeah, there's there's lots of opportunities. And then it does, as I said, expands expands out into there's really three elements to a broadband business. Operations, which drives down, which drives efficiencies and improved profitability.

[Michael Weening, CEO, President & Director at Calix]

Innovation, which drives new subscribers through partnering sorry. Innovation drives new subscribers through new capabilities that attract new customers. And I gave you the example where we had a customer put out SmartViz and, you know, the two and a half times revenue was incredible, right, per subscriber. And so, yes, there will be all kinds of customer facing subscriber facing and customer enhancement.

[George Notter, Managing Director at Wolfe Research LLC]

Got it.

[George Notter, Managing Director at Wolfe Research LLC]

And then just as a quick follow-up. Was there any pull forward you think from your customers around tariffs? I was just looking at just how strong the hardware business looked in the quarter. Any benefits there? Thanks.

[Michael Weening, CEO, President & Director at Calix]

No.

[George Notter, Managing Director at Wolfe Research LLC]

No.

[Michael Weening, CEO, President & Director at Calix]

Nope.

[George Notter, Managing Director at Wolfe Research LLC]

Okay. Super. Thank you very much. Appreciate it.

[Michael Weening, CEO, President & Director at Calix]

Customers with regards to, you know, like this concept of pull forward, we never should use that word because it's not true. It's what we do is we we work really closely with our customers on how they manage their inventories and then we just move things around to help them meet the demands of their subscribers.

[George Notter, Managing Director at Wolfe Research LLC]

Great. Thank you.

[Operator]

Thank you. Our next questions come from the line of Christian Schwab with Craig Hallum. Please proceed with your questions.

[Christian Schwab, Senior Research Analyst at Craig-Hallum Capital Group LLC]

Hey. First, congrats on the better results and the material earnings leverage. My question has to do with given the better than expected results here this year as well as what appears to be improved visibility. As it looks to 2026, last year, you guys talked about being able to drive both double digit top line growth. Should we assume that still is the expectation given the better than expected results in the near term here in 2025?

[Cory Sindelar, CFO at Calix]

Yeah. That that that is correct. We still think we can drive a a double digit growth next year on improving margin.

[Christian Schwab, Senior Research Analyst at Craig-Hallum Capital Group LLC]

On improving margin.

[Cory Sindelar, CFO at Calix]

Cash.

[Christian Schwab, Senior Research Analyst at Craig-Hallum Capital Group LLC]

Got it. No. I I I got I got the on the gross margin point, but thanks for reiterating that. My my last question then, if we move to the different layers of of the GenTick AI applications and helping your customers over now I understand it's kind of being rolled out here and kind of finalized throughout 2026. But on a multiyear kind of CAGR basis, would you expect this to have a positive impact at your long term growth rates?

[Christian Schwab, Senior Research Analyst at Craig-Hallum Capital Group LLC]

And if it does, could you give an aspirational expectation?

[Michael Weening, CEO, President & Director at Calix]

No aspirational expectations, but yes. Because as I stated, there's three elements to what AgenTiC AI and our third generation platform do for Calix. The first one is our existing base. It allows us to help them add new subscribers at a faster rate. And, you know, as per the previous question that, you know, that comes out in from a customer benefit in two ways.

[Michael Weening, CEO, President & Director at Calix]

One, that they can radically improve operating costs and therefore their own margins, which is important. And then also win new subscribers and sell them at a higher ARPU. So that's the first part. So that's our existing base. So we continue to see we have strengthened that base and we'll continue to dominate those markets and and grow with our customers.

[Michael Weening, CEO, President & Director at Calix]

But the other key elements that I identified is that the growth of incremental segments. So we announced that we launched in The EU. We have a goal to move into the medium sized business segments. And then AgenTek allows us to eliminate the geographic constraints that we have with regards to our clouds due to data sovereignty and privacy rules and move into new markets. And then on top of that, we've never dealt with the very large in our industry, primarily because of the fact that, you know, while we won a large customer this quarter, who bought our existing business, we you know, most of those actually have a different business model.

[Michael Weening, CEO, President & Director at Calix]

And so part of the re the evolution of our architecture in this third generation was also to allow private instances to companies. So those are TAM expansions.

[Christian Schwab, Senior Research Analyst at Craig-Hallum Capital Group LLC]

Fantastic. And then if I could sneak in one last question. Your commentary about security and software and cloud and being in a position to expand into international markets with a stronger presence. Can you just elaborate on what that means? Does that mean that you would expect over time to have a stronger presence in say Europe, for example, than you currently have? I guess that wasn't clear to me. I'm sorry.

[Michael Weening, CEO, President & Director at Calix]

Yes. So the constraint that we have is that if you look at the rules with regards to you know, data sovereignty is something that most governments have a lot, you know, care a lot about. Right? And if we look at some of the polarization of what's going on politically across the world, you know, one could, I think, safely hypothesize that data privacy and and sovereignty is gonna become more and more important by company or by country. And so in the past, we've we've had two data centers, one in The United States, two data instances, I guess.

[Michael Weening, CEO, President & Director at Calix]

They're not truly just data centers, but, you know, one in The United States and and one in Canada, which is served like The UK and places like that. We have the capability with this third generation platform to leveraging our cloud partner to set up instances in a local level by country if necessary. So, you know, not necessary in the EU, although if there's fragmentation in the EU, that might become possible. But, you know, we looked at this this whole conversation with regards to where we go with this back in late twenty twenty three started with we looked at The United States, which is a very state based country, And we hypothesized out that, hey, what would happen if every state started to put data privacy rules in place and wanted sovereignty in a state, you know, which is not frankly, you know, that could happen. And so we we we started down this path in 2023, investing almost a $100,000,000 to make this happen, and that's the point of this.

[Michael Weening, CEO, President & Director at Calix]

So, you know, we can set it up in the EU. We can set it up in the Middle Eastern country and not have to worry about the data privacy. That has frankly held us back in a lot of markets. And now is the time.

[Christian Schwab, Senior Research Analyst at Craig-Hallum Capital Group LLC]

Great. Thank you. Congrats again to other questions. Thanks.

[Operator]

Thank you. Our next questions come from the line of Tim Savageaux with Northland Capital Markets. Please proceed with your questions.

[Tim Savageaux, MD & Senior Research Analyst at Northland Capital Markets]

Hey, good morning and my congrats on the results and outlook as well. Quick question about some specific customer segments. Even correcting for the reclass, your large carrier revenue is up pretty good over what you saw last year. And that's true on the medium side as well. And I wanted to kind of get your view on a couple of dynamics driving that.

[Tim Savageaux, MD & Senior Research Analyst at Northland Capital Markets]

We heard from Verizon yesterday that they're ramping up their fiber build per their plan and I assume that's part of it and also have a really second half loaded CapEx plan for the year. Of course, City Fiber just raised a bunch of money. I assume that's part of what's driving your dynamics near term. I wonder how both of those situations might affect your outlook for the second half. It seems like there's a lot of tailwinds there in those categories and I'd be interested in your thoughts.

[Cory Sindelar, CFO at Calix]

Yes, Tim. We're not going to get down into the customer specific details of what's going to be happening at each level. Again, I'll come back to the demand environment we're seeing is broad based. So we're seeing a strength across the board. The revenue from those large customers that you've seen, Verizon, Citi, Virus, and forth, are inherently lumpy and they come back and forth.

[Cory Sindelar, CFO at Calix]

And so we don't comment on kind of the quarter to quarter fluctuations. But just know that the demand environment is broad based. And even with this large step up in the six second quarter, we can continue to grow sequentially from here. So it's not relying on either of those two customers in in the

[Michael Weening, CEO, President & Director at Calix]

And with regards to demand, I'm gonna go back to the the smart broadband provider is making bets on who are their partners that are gonna walk them through the significant disruption that the entire industry faces. You know? The the power of what's gonna happen with artificial intelligence is frankly under hyped. This is going to you know, there's a there's a great Ted talk on YouTube with Swartz, the the Google c the ex Google CEO. And and sorry.

[Cory Sindelar, CFO at Calix]

Schmidt Schmidt.

[Michael Weening, CEO, President & Director at Calix]

Yeah.

[Michael Weening, CEO, President & Director at Calix]

And Schmidt. And he basically talks about how everybody's been hyping it up, but it's massively under hyped. This the the impact of what's about to happen over the next couple years is frankly larger than industrialization.

[Michael Weening, CEO, President & Director at Calix]

There's not a facet of society that's not gonna be impacted in some way, shape, or form. It's profound. And anyone who thinks that, you know, that it's kind of status quo is completely wrong. And the winners and the losers are gonna be completely different. In fact, the ones who we think is winners and, you know, which AI models I'm buying today are not the ones that are gonna be the future.

[Michael Weening, CEO, President & Director at Calix]

And that's kind of what we actually really have to think about is that who are the companies? And back to that hypothesis that that article that I talked about a little bit earlier, that Carl and I were talking about is that there are these there's these private investors out there who are looking at legacy companies and saying, who are the companies who are poised to take, a legacy industry or an infrastructure play that has a certain valuation, pop AI on top of that, execute effectively. Because in the end, there's so much BS out there. It's about execution because there's so much hype and nonsense. It's about those who can execute through this opportunity, and those are gonna be the winners.

[Michael Weening, CEO, President & Director at Calix]

And in in when we had the 30 plus CEOs together, we we finally unveiled to them exactly what we're doing. And there was a collective sigh of relief, frankly, as they left. Because they were all, you know, they were all reading carefully about what's going on with the Genetic AI and they're saying, do I need to go build this out myself? Who are the right partners? And what they all left with was Calix had got this.

[Michael Weening, CEO, President & Director at Calix]

And the platform that we have bet on, the second generation platforms since 2019 has been the right bet. It's helped us grow our business, but this is this next one is so transformative that I need to be the forefront or I'm worried that my company is not going to succeed. And they all left, like I said, with that collective sigh of relief saying, wow. Calix has got this, and we got this. And we're uniquely positioned because we've been doing it for fifteen years.

[Michael Weening, CEO, President & Director at Calix]

So when you wanna talk about demand, you know, isn't something that we woke up and said, hey, on our crappy boxes, we should go pop an AI engine on it and see if it can do some autonomous networking. This is a you know, we systematically rebuilt everything that we do from a platform top to bottom starting in 2019 with the launch of our two operating systems. We've evolved on it for six years And over the last eighteen to twenty four months, we've invested significantly to update that architecture for AI. So with regards to where growth is going, I have to be really explicit. This is what I joined nine years ago for, to do this.

[Michael Weening, CEO, President & Director at Calix]

And it's all been building up to this point. And as I said with regards to where the growth opportunities are, we're no longer just in our existing businesses and the constraints that we had with regards to geography, sovereignty, and size of customer frankly, who will demand a dedicated instance inside their own private cloud are no are no longer going to be constraints. And so with regards to where demand is going, this is the next big step for us.

[Cory Sindelar, CFO at Calix]

Thank you, Tim.

[Tim Savageaux, MD & Senior Research Analyst at Northland Capital Markets]

Okay. If I can just do a quick follow-up here. Michael, I think you mentioned I don't if it was a large cloud win with a large customer or a

[Michael Weening, CEO, President & Director at Calix]

Brand new large customer.

[Tim Savageaux, MD & Senior Research Analyst at Northland Capital Markets]

Think you mentioned a new win. I'd love to get some more color on that. And new is this a net new customer, you know, so whatever you can tell. Thanks.

[Michael Weening, CEO, President & Director at Calix]

Yeah. It's a net new customer. It was very large very large very large customer. And so and they they became a cloud only customer, which is great. They didn't you know, they haven't been buying other technology and they bought our cloud.

[Michael Weening, CEO, President & Director at Calix]

So for us, I think that's a that's our, you know, second generation platform, but they know where we're going. And I think that's a good indicator of what's coming.

[Tim Savageaux, MD & Senior Research Analyst at Northland Capital Markets]

Okay. Thanks.

[Operator]

Thank you. Our next questions come from the line of Ryan Koontz with Needham and Company. Please proceed with your questions.

[Ryan Koontz, Senior Analyst at Needham & Company]

Great. Thanks. Just to clarify what Tim was asking about there, this large customer win is not related to the reclassification of small to large you talked about? Or is it?

[Cory Sindelar, CFO at Calix]

No comment.

[Ryan Koontz, Senior Analyst at Needham & Company]

Okay. Fair. Great gross margins here, and especially with the strength upmarket in medium and large. Obviously, a strong appliance shipping quarter two. So, what are the mechanics behind that, Corey, in terms of your continued gross margin expansion?

[Ryan Koontz, Senior Analyst at Needham & Company]

Is this purely software mix? Anything going on in terms of hardware mix we should be aware of driving margins?

[Cory Sindelar, CFO at Calix]

Yes. It is primarily just the continued adoption of the platforms and the growth that you're seeing there and a little bit of favorability on customer mix.

[Ryan Koontz, Senior Analyst at Needham & Company]

Got it. And lastly, great DSOs there. It sounds like the quarter was done practically before you started. On the small customer growth rate there, maybe a little below expectations from investors. Do you expect that to improve as we go through the second half of the year, small customer cohort, at least on an organic basis?

[Cory Sindelar, CFO at Calix]

For sure. I mean, again, my comments are that the demand is broad based and we're seeing strength across the board. And so even with the reclassification of one small customer to large, you know, it had the impact of still growing quarter on quarter, albeit at a more muted rate, but still it's growing and it's broad based.

[Ryan Koontz, Senior Analyst at Needham & Company]

Got it. All right. Great. Thanks. That's all I've got.

[Cory Sindelar, CFO at Calix]

Thank you. Thank you, Ryan.

[Operator]

Thank you. This now concludes our question and answer session. I would like to turn the floor back over to Nancy Fazioli for closing comments.

[Nancy Fazioli, VP - IR at Calix]

Thank you, Daryl. Callouts will participate in several investor events during the third quarter. Information about these events, including dates and times and publicly available webcast will be posted on the Events and Presentations page of the Investor Relations section of callus.com. Once again, thank you to everyone on this call and webcast for your interest in Callus and for joining us. This concludes our conference call. Have a good day.

[Operator]

Thank you. Ladies and gentlemen, thank you for your participation. This does conclude today's teleconference. Please disconnect your lines at this time, and have a wonderful day.

Participants

Executives

• Nancy Fazioli, VP - IR
• Michael Weening, CEO, President & Director
• Cory Sindelar, CFO

Analysts

• Scott Searle, MD & Senior Research Analyst at Roth Capital Partners, LLC
• Samik Chatterjee, MD & Equity Research Analyst at J.P. Morgan
• Mike Genovese, Senior Research Analyst at Rosenblatt Securities
• George Notter, Managing Director at Wolfe Research LLC
• Christian Schwab, Senior Research Analyst at Craig-Hallum Capital Group LLC
• Tim Savageaux, MD & Senior Research Analyst at Northland Capital Markets
• Ryan Koontz, Senior Analyst at Needham & Company