Digi International Q3 2026 Earnings Call Transcript

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August 5, 2026

Key Takeaways

  • Positive Sentiment: Record Q3 results: Revenue reached $139 million, up 29% year over year, while adjusted EBITDA rose to $40 million with a record 29.1% margin. Cash flow from operations increased 38% to $33 million.
  • Positive Sentiment: Full-year guidance was raised: Digi now expects fiscal 2026 revenue of $529 million to $533 million, adjusted EBITDA of $146 million to $147.5 million, adjusted EPS of $2.67 to $2.70, and ARR growth of at least 27%.
  • Positive Sentiment: Recurring revenue and balance-sheet trends remain strong: ARR reached a record $191 million, with management expecting to approach $193 million, while net debt declined to $81 million and leverage fell below one times.
  • Neutral Sentiment: Management cited improving sales-cycle times, pipeline growth, AI-related infrastructure demand, and supply-chain urgency as business drivers, but said hyperscaler opportunities for Opengear remain difficult to predict and were excluded from guidance. Digi is also introducing its DANI AI tool within Digi Remote Manager, initially to improve customer adoption and support rather than generate separate revenue.
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Earnings Conference Call
Digi International Q3 2026
00:00 / 00:00

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Operator

Good day. Thank you for standing by. Welcome to the fiscal Q3 2026 Digi International Inc. earnings conference call. At this time, all participants are in a listen only mode. After the speaker's presentation, there will be a question and answer session. To ask a question during the session, you will need to press star one-one on your telephone. You will then hear an automated message advising your hand is raised. To withdraw your question, please press star one-one again. Please be advised that today's conference is being recorded. I would now like to hand the conference over to your first speaker today, Jamie Loch, Chief Financial Officer. Please go ahead.

Jamie Loch
Jamie Loch
CFO at Digi International

Thank you. Good day, everyone. It's great to talk to you again. Thanks for joining us today to discuss the earnings results of Digi International. Joining me on today's call is Ron Konezny, our President and CEO. We issued our earnings release after the market closed today. You may obtain a copy of the press release through the Financial Releases section of our investor relations website at digi.com. This afternoon, Ron will provide a comment on our performance. Then we'll take your questions. Some of the statements that we make during this call are considered forward-looking and are subject to significant risks and uncertainties. These statements reflect our expectations about future operating and financial performance and speak only as of today's date. We undertake no obligation to update publicly or revise these forward-looking statements.

Jamie Loch
Jamie Loch
CFO at Digi International

While we believe the expectations reflected in our forward-looking statements are reasonable, we give no assurance such expectations will be met or that any of our forward-looking statements will prove to be correct. For additional information, please refer to the Forward-Looking Statements section in our earnings release today and the Risk Factors section of our most recent Form 10-K and subsequent reports on file with the SEC. Certain of the financial information disclosed on this call includes non-GAAP measures. The information required to be disclosed about these measures, including reconciliations to the most comparable GAAP measures, are included in the earnings release. The earnings release is also furnished as an exhibit to Form 8-K that can be accessed through the SEC Filings sections of our investor relations website. I'll turn the call over to Ron.

Ron Konezny
Ron Konezny
President and CEO at Digi International

Thank you, Jamie. Thanks everyone for joining our call today. We are so excited to share an update on our progress and what we expect in the current quarter. Before we go into that, let me just remind everybody of Digi's core value proposition. We really drive ROI by establishing remote presence, whether through an industrial router connected to a remote oil well, whether it's an Opengear console server in a data center, SmartSense in a pharmacy, food, or hospital application, dentists through point-of-sale systems, or infrastructure management and manufacturing. We are enabling our customers to gain great efficiency by connecting to not just the Digi devices, but the assets that we're helping them monitor. We can help them adjust to technical regulatory changes. We can update software to comply with security protocols. We can adapt to business opportunities and challenges. We can increase asset uptime.

Ron Konezny
Ron Konezny
President and CEO at Digi International

We can reduce the number of field calls that need to be made. All of those bring tremendous value to an organization on top of learning more about how your asset is performing in the field and driving that learning into the next generation of your solution. We poll our customers annually, we ask them, "What are the attributes that you're looking for in your IoT solution?" To no surprise, reliability is the number one priority for our customers, and it's been so for a number of years. We rank well, both in their mind and versus our competition. We've got over 40 years of experience, it makes sense. If you're monitoring a remote device, you need that remote management system to perform all the time and for a long period of time. What's increasingly become a priority is security.

Ron Konezny
Ron Konezny
President and CEO at Digi International

With news that seems to come every day and accelerating on security breaches, whether it be the water management system in Minnesota, whether it be AI models escaping their labs, keeping your IoT system secure is of utmost performance. These systems have to scale both in numbers and across geographies, they've got to be easy to use. We are involved in business and mission-critical applications. That combination of attributes is what Digi really excels at, we can provide the complete solution. We're providing the edge device, we're providing connectivity if the customer needs it, software services. We're now adding on top of that our newest attribute, which is AI. We recently introduced a new tool called DANI, Digi Artificial Network Intelligence, that allows you to talk to your Digi equipment and the things it's connected to in natural language. No more standard reports. No more configuring dashboards.

Ron Konezny
Ron Konezny
President and CEO at Digi International

You just ask our system and the things it's attached to, "How is my network performing today? Are there any software updates to be made available?" You can even, over time, ask our system to perform those actions. There'll always be a human at the wheel, we can make managing your system much easier with the advent of AI. Those results are showing up this quarter, next quarter, I'm going to pass it to Jamie to review some of the highlights.

Jamie Loch
Jamie Loch
CFO at Digi International

Yeah. Good afternoon, everyone. Unfortunately, our video is down, we'll speak to the results a little bit. We are very proud of our accomplishments this quarter as a company, which is really a reflection of the delivery that we've provided for our customers and that partnership and helping them enable to better meet their critical objectives. For the quarter, we're reporting record results, $139 million of revenue, which is up 29% year-over-year, 64.8% gross margins, $33 million in cash flow from operations, which is also up 38% year-over-year. From a non-GAAP perspective, our annual recurring revenue number has reached a record $191 million. Our adjusted EBITDA margins have reached a record of 29.1% with an adjusted EBITDA of $40 million.

Jamie Loch
Jamie Loch
CFO at Digi International

Not only is that cash flow a really great metric, but if you look at it from an annualized basis, right now we have generated cash flow from operations in excess of our year-to-date adjusted EBITDA number. You can see through that 29.1% adjusted EBITDA margin, we continue to see operational leverage as a company. We committed early on that we were going to see ARR and profits growing faster than revenue. That continues to be the trend that you see here with our ARR and our adjusted EBITDA growing faster than our revenue number is on a revenue number that is actually very strong. That relates as we roll forward into Q4. We are increasing our guidance for Q4 and subsequently our full year guidance. For FQ4, we are expecting our revenues to be between $138 million and $142 million.

Jamie Loch
Jamie Loch
CFO at Digi International

We are expecting our adjusted EBITDA to be between $40 million and $40.15 million. We are expecting our adjusted EPS to be between $0.75 and $0.78 per diluted share on an expected share count of 39.1 million. The effect of Q3 and our Q4 guidance has increased our full year guidance. Right now we are projecting our full year guidance to land between $529 million and $533 million, which is up 23.5% year-over-year. Our adjusted EBITDA on an annualized basis of $146 million-$147.5 million, which is up 35.5% for the year. Our adjusted EPS between $2.67-$2.70 per diluted share. Right now we are projecting our ARR to be at least 27% year-over-year.

Jamie Loch
Jamie Loch
CFO at Digi International

The guidance is up from our previous guidance. You can see in that guide, ARR and profits continue to grow faster than revenue. That operating leverage down to the bottom line, you can see shining through with our profit growth. All of that really continues to lead us towards that march towards $200 million that we laid out as our long-term objective. By 2028, we had committed that we wanted to be at $200 million in ARR and $200 million in adjusted EBITDA. With this latest guide, we will see annualized recurring revenues at least at $193 million. We expect to cross over that bridge shortly. On an adjusted EBITDA perspective of a 23% CAGR ending the year right around $147 million, you can see how we are trending and expecting to deliver on those five-year objectives as we laid out.

Jamie Loch
Jamie Loch
CFO at Digi International

As I mentioned earlier, we continue to see cash coming in. We are currently converting our cash in excess of 100%. That really enables the flywheel that we talked about last call, where Digi is able to use that cash, cycle it back around to pay debt, start the flywheel over with looking at acquisitions as part of our inorganic strategy.

Ron Konezny
Ron Konezny
President and CEO at Digi International

Yeah. The flywheel really is first developing a healthy list of acquisition opportunities. We've got hundreds of opportunities we're monitoring. Now with use of AI, it's much easier to monitor the news throughout those opportunities. At any one point in time, we're looking at 10 or 20 and really digging into a few. We then use debt to acquire those companies, and we then focus on integration. That's where really the magic's made, is we integrate the companies quickly. We get them on common systems, common practices, and really build ARR and profitability. As we generate cash flow from that profitability, we're looking to then reduce leverage and of course, put that money back to use. It's a strategy that we feel protects the equity investor because we're using debt, we're not diluting the shareholder.

Ron Konezny
Ron Konezny
President and CEO at Digi International

Because we generate strong cash flow, debt doesn't sit on our balance sheet. We pay it down. That provides more opportunity. Especially as we increase our profitability, we get expanded dry powder to go after additional opportunities. That's the flywheel. It's acquire, integrate, generate, compound. No better example than two recent acquisitions we did. We acquired Jolt Software in fiscal 2025. We acquired Particle in fiscal 2026. Both those integrations have gone very well, hitting their targets that we had committed to, both internally and externally, and putting us in a great position as, Jamie, we've been able to bring that debt net of cash down to $81 million.

Jamie Loch
Jamie Loch
CFO at Digi International

That's right, $81 million. We're levered well below one at this point, you can just see that cycling through. It's a great result.

Ron Konezny
Ron Konezny
President and CEO at Digi International

With that said, we will now take any questions that the audience may have.

Operator

Thank you. As a reminder, to ask a question, please press star one-one on your telephone and wait for your name to be announced. To withdraw your question, please press star one-one again. Please stand by while we compile the Q&A roster. Our first question comes from Tommy Moll of Stephens. Your line is open.

Tommy Moll
Tommy Moll
Analyst at Stephens

Good afternoon, and thanks for taking my questions.

Jamie Loch
Jamie Loch
CFO at Digi International

Hi, Tommy.

Ron Konezny
Ron Konezny
President and CEO at Digi International

Hey, good afternoon, Tommy.

Tommy Moll
Tommy Moll
Analyst at Stephens

A question for you on the sales funnel and the days to win, which is an important KPI I know you monitor. You exceeded expectations this quarter and have guided revenues up sequentially. I'm just curious what insight you could give us on the sales funnel and how fast deals are converting. Thanks.

Jamie Loch
Jamie Loch
CFO at Digi International

Yeah. Tommy, it's a good question. I think there's really two factors that are coming into play on that. The first one is we are seeing an increase or an improvement, I should say in our days to win metric. Customers are making decisions faster than they have in the past. I still would caution that it's not back to whatever someone would decide is a normalized level. It's not been normal for a long period of time, but we are seeing improvement. We're also seeing certain deals that are entering into the pipeline that have a level of maybe some urgency to them, and so they're cycling through a little bit faster, which I think is having an overall positive impact on our days to win metrics. We are also seeing overall pipeline growth.

Jamie Loch
Jamie Loch
CFO at Digi International

We continue to see growth in all levels of the pipeline, all the way from stage one through to the final stages. It's really a combination of pipeline growth as well as some improvement in those critical measures, as you pointed out.

Ron Konezny
Ron Konezny
President and CEO at Digi International

Yeah, I think there's a couple factors driving it. One is, Tom, you pay attention to this pretty closely, PMI has been relatively strong these last few reporting cycles. I think that's a positive. The AI wave here, which is obviously impacting data center builds, but also then affecting utilities and other indirect areas. Also, I'd say there's a bit of a supply chain challenge going on right now. Memory's getting all the headlines, but that's starting to spread. I think customers are picking up on, "Boy, I better get my order in place to secure my deliveries and timelines." That supply chain urgency, I think, is starting to show up in our pipeline data.

Tommy Moll
Tommy Moll
Analyst at Stephens

Follow-up for you on the data center theme. Ron, Opengear has an existing presence in that vertical. I'm interested in any update you can give us there in general, and then specifically on the hyperscale side. I know that historically you have not sold directly there, but have any of the tectonic plates maybe shifted in your favor? Thanks.

Ron Konezny
Ron Konezny
President and CEO at Digi International

Yeah. Opengear has been a really great performer. Their performance is, I want to stress, really widespread. It's in edge, campus, as well as data center applications. We've been the solution of choice for a lot of the NeoPods that have been looking to deploy assets and maintain visibility and control. We've also been knocking on the doors of hyperscalers to see if we can help them. Those are longer scale cycles. They're very hard to predict. There's only a few of them out there. Remain optimistic, but certainly don't embed any of those expectations into our forward guidance.

Tommy Moll
Tommy Moll
Analyst at Stephens

Thank you both. I'll turn it back.

Jamie Loch
Jamie Loch
CFO at Digi International

Thanks, Tommy.

Operator

Thank you. Our next question comes from Timothy Shubsda of Piper Sandler. Your line is open.

Timothy Shubsda
Timothy Shubsda
Analyst at Piper Sandler

Hi, guys. This is Tim on for James Fish. ARR kind of accelerated nicely quarter-over-quarter here. I was just hoping you could talk about any areas of strength that you are seeing, anything specific to call out?

Ron Konezny
Ron Konezny
President and CEO at Digi International

Yeah, Tim, good afternoon. Nice for you to be on the call. One thing we saw this quarter is what I would call really balanced contributions. We had contributions from product and services and solutions, and that's really what we want to see. On the product and services side, you're seeing increased volume, with that volume coming with high attach rates. So that solution attached to existing product is really driving the results there. On the solutions side, great contribution from both Ventus and SmartSense. Enterprise deals help really move that needle, and that really generates ARR. We're really happy to see contributions on both of our business segments.

Timothy Shubsda
Timothy Shubsda
Analyst at Piper Sandler

Great. Then just a follow-up. You had strong gross product margin this quarter. Anything to talk about there? What's driving the strength, and how should we think about this kind of heading into fiscal year 2027 and maybe longer term?

Jamie Loch
Jamie Loch
CFO at Digi International

I think it's a good question. I think still fundamentally, we believe that our gross margin base camp kind of sits in that low-to-mid 60s range. In any given quarter, you're going to have some variability that's going to come into that, driven a lot by product mix. I think we've had another quarter of favorable mix in that direction, where if you really look down deeper into the business, almost across all product families, you're seeing right now some of the higher margin products going. I don't think that that's necessarily a new base camp that I would say. It's definitely in the range. There will be periods where it will be in that. There will be periods where it will be a little bit lower. We really feel like the floor of that camp sits in that lower-to-mid 60s, 62, 63.

Jamie Loch
Jamie Loch
CFO at Digi International

There will just be some variability that will go with that. I don't think there's anything unusual. I think product mix works out. I think over a longer duration period of time, it's reasonable to continue to expect that 10-15 basis points of improvement as ARR continues to grow faster than revenue, because ARR comes in and provides that positive mix. Longer term, I think you continue to see that 10-15 basis points. Shorter term windows, like 90-day windows, you can get some variability that could be in the 200-300 basis point range.

Ron Konezny
Ron Konezny
President and CEO at Digi International

We're really seeing, I think, combining that with good operating discipline because it's showing up at the operating margin line. We're not perfect, but I think we're doing a good job of maintaining discipline, which is leading to that leverage we talked about, where our profits are growing faster than the top line, and we really want to and expect to continue that kind of performance.

Timothy Shubsda
Timothy Shubsda
Analyst at Piper Sandler

Great. Thank you so much.

Jamie Loch
Jamie Loch
CFO at Digi International

Thanks, Tim.

Operator

Thank you. If you have a question, please press star one-one. We have a follow-up now from Tommy Moll. Your line is open, of Stephens. Tommy, your line is open. Please unmute.

Tommy Moll
Tommy Moll
Analyst at Stephens

Hello again. Thanks for letting me back.

Ron Konezny
Ron Konezny
President and CEO at Digi International

Yeah, no problem.

Tommy Moll
Tommy Moll
Analyst at Stephens

Ron, you mentioned DANI, the AI agent, and I noticed in the press release there's some good insight in there, including some dollar signs that are helpful for financial analysts like us on the call here. Maybe can you help us connect some dots on the commercial opportunity here?

Ron Konezny
Ron Konezny
President and CEO at Digi International

Yeah.

Tommy Moll
Tommy Moll
Analyst at Stephens

Thank you.

Ron Konezny
Ron Konezny
President and CEO at Digi International

Digi is in our Digi Remote Manager platform, which spans across our cellular router lineup, some of our embedded solutions, and our industrial infrastructure management team as well. It's also a template we're going to use across the company. We developed in a very innovative way, where there's embedded artificial intelligence in the cloud-based tool. Instead of generating a standardized report or standardized dashboard, you can speak, type into your Digi Remote Manager interface, natural language questions, and it will come back with any questions you may have. Whether it's how to use Digi Remote Manager, the status of my Digi devices, the status of things that they're connected to. That also has a benefit of our customers bring new employees all the time in to manage their Digi equipment and things they're connected to.

Ron Konezny
Ron Konezny
President and CEO at Digi International

That's a really good way to train somebody on how to use the system versus consult the help button or user manual or get trained by your predecessor. You can really speak to the system on the information you're looking for and/or the actions you want to take. We see really a lot of runway. This is only the first step in this solution. We're embedding it in our existing software because we want to encourage adoption and usage. Over time, there could be a chance to monetize that, but that's not the priority at the moment. It's really to help better service our customers, improve their understanding and use of our system, better train and adapt new employees, and ultimately get more value out of your Digi solution.

Tommy Moll
Tommy Moll
Analyst at Stephens

Thank you, Ron. That's very helpful. We'll look forward to watching that unfold.

Ron Konezny
Ron Konezny
President and CEO at Digi International

Thank you.

Operator

Thank you. I show no further questions at this time. I'd like to turn it back to Ron Konezny for closing remarks.

Ron Konezny
Ron Konezny
President and CEO at Digi International

Hey, thank you. I apologize for the late delay here. We had some technical problems, for those of you who hung in there, we really appreciate it. We look forward to continuing the success that we've showed year to date. We're committed, as Jamie covered, to our $200 million objectives. We feel confident that we make promises, we keep them, and we look forward to sharing our results a quarter from now.

Jamie Loch
Jamie Loch
CFO at Digi International

Say, this is Jamie. I just want to add real quick. We've talked about this. I don't think Ron or I could be more proud of our employees, our teammates, the work that we've put in, and our dedication to really customer outcomes. You can see it in the results that care, that passion, that consideration for customers really being first, and that's what really leads us to this. We're proud of the team that we're a part of, and we expect to be able to continue to do great things for our customers. Thanks, everyone.

Ron Konezny
Ron Konezny
President and CEO at Digi International

Well said.

Operator

This concludes today's conference call. Thank you for participating, and you may now disconnect.

Executives
    • Jamie Loch
      Jamie Loch
      CFO
    • Ron Konezny
      Ron Konezny
      President and CEO
Analysts
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