Ooma Inc

NYSE:OOMA

Earnings Call Transcript 2025-Q1

[Operator]

Good day, and thank you for standing by. Welcome to Ooma Fiscal First Quarter 2025 Financial Results. [Operator Instructions] Please be advised that, today's conference is being recorded.I would like to hand the conference over to your speakers today Matt Robison. Please go ahead.

[Matthew Robison, executive]

Thank you, Victor. Good day, everyone, and welcome to the fiscal first quarter 2025 earnings call of Ooma, Inc. My name is Matt Robison, Ooma's Director of IR and Corporate Development. On the call with me today are Ooma's CEO, Eric Stang; and CFO, Shig Hamamatsu.After the market closed today, Ooma issued its fiscal first quarter 2025 earnings press release. This release is also available on the company's website, ooma.com. This call is being webcast live and is accessible from a link on the Events and Presentations page of the Investor Relations section of our website. This link will be active for replay of this call for 1 year.During today's presentation, our executives will make forward-looking statements within the meaning of the federal securities laws. Forward-looking statements generally relate to future events or future financial or operating performance. Our expectations and beliefs regarding these matters may not materialize, and actual results are subject to risks and uncertainties that could cause actual results to differ materially from those projected. These risks include those set forth in the press release we issued earlier today and those risks more fully described in our filings with the Securities and Exchange Commission.The forward-looking statements in this presentation are based on information available to us as of the date hereof, and we disclaim any obligation to update any forward-looking statements, except as required by law.Please note that, other than revenue or as otherwise stated, the financial measures to be disclosed on this call will be on a non-GAAP basis. The non-GAAP financial measures are not intended to be considered in isolation or as a substitute for results prepared in accordance with GAAP. A discussion of why we present non-GAAP financial measures and a reconciliation of the non-GAAP financial measures discussed in this call to the most directly comparable GAAP financial measures is included in our earnings press release, which is available on our website.On this call, we will give guidance for the second quarter and full year fiscal 2025 on a non-GAAP basis. Also, in addition to our press release and 8-K filing, the Overview page and Events and Presentations page in the Investors section of our website, as well as the Quarterly Results page of the Financial Information section of our website include links to information about costs and expenses not included in our non-GAAP values and key metrics of our core subscription businesses. These are titled Supplemental Financial Disclosure 1 and Supplemental Financial Disclosure 2.Additionally, our investor presentation slides include GAAP to non-GAAP reconciliation that also provides resolution of GAAP expenses that are excluded from Non-GAAP metrics.Now, I will hand the call over to Ooma's CEO, Eric Stang.

[Eric Stang, executive]

Thanks, Matt. Hi, everyone. Welcome to Ooma's first quarter fiscal year 2025 earnings call. Thanks for joining us. We're off to a good start for this fiscal year, and I look forward to reviewing our results with you.Ooma's delivered $62.5 million in revenue and $3.6 million of non-GAAP net income in Q1. We're pleased to report that each of these amounts exceeds our original expectations for the quarter, and together they represent good momentum for the start of our FY '25 fiscal year.Revenue growth in Q1 was solid at 10% year-over-year. We're particularly pleased with our Q1 growth in business services revenue, which grew 18% year-over-year. We're also pleased to have increased our total number of business users, despite a larger-than-normal turn of users by our largest customer, IWG, which was expected for the quarter.We're equally pleased with our operating cash flow of $3.6 million in Q1, and the fact that we were able to pay down an additional $4.5 million of debt in Q1, leaving us now with just $11.5 million of total debt. You will note that, this is down from $18 million of debt just 2 quarters ago.In Q1, our operating cash flow was very nearly triple that of the same quarter a year ago. Ooma business, which comprises our leading Office, Enterprise, AirDial, and 2600Hz Solutions, performed well in Q1. Our strategy to utilize our Pro and Pro Plus tiers to serve larger-sized customers is working, with more new Ooma Office customers than in prior quarters, being 20 or more users in size.Similarly, our integrations and select verticals are helping to drive our growth. We added several new integrations in the quarter, including with Zendesk, HubSpot, and Square. Our integrations are also enhanced by some of the new features we added in Q1, most notably contact widget and scheduled messages, which along with our other -- excuse me, which along with our automated online bookings, digital call deflection, and other features allow frontline businesses to interact with customers more efficiently over the web and through messaging.Enabling new features to help our customers engage with their customers is one of the ways Ooma intends to maintain a leading position serving business customers, especially smaller-sized businesses. We also continue to drive growth of Ooma business through our strategy to replace aging copper lines.In Q1, we achieved several notable larger-sized customer wins for AirDial. We also closed more new customers in total than ever before. Many of our largest new customers are starting with just a few lines to prove the solution in their environment and give them time to plan for rollout. Nonetheless, we believe that represent good momentum for AirDial.We also signed up additional AirDial resellers in Q1, bringing the total now to over 15 partners reselling AirDial. One of these, 3Phase, we announced in a press release during the quarter. 3Phase is a leading independent elevator service company that maintains 28,000 elevators nationwide.In addition, we announced recently that AirDial is now available in Canada, and we are already engaged with new AirDial resellers in Canada. It's also an exciting time for Ooma business on the wholesale front as we pursue our strategy to integrate Ooma Technology and Applications into the 2600Hz platform. We are now 2 quarters into owning 2600Hz and couldn't be more pleased. We are making good progress toward realizing the synergy and technology strength made possible by this acquisition.We are also seeing significant market interest in our solution. Already, we are engaged with new customers who are working on deployment. One of these, I'm very pleased to report, has the potential to become one of Ooma's largest revenue customers. We expect this customer to be deployed and to be able to make more announcements about them in the back half of this year.In general, we see strong interest in Ooma's solutions. This interest spans both Ooma Business and Ooma Residential. While it's too soon to discuss many of the opportunities we are pursuing, I can mention a couple of new developments that are starting this quarter.I'm pleased to report that U.S. Cellular will begin offering both Ooma Office and Ooma Telo to its customers. Similarly, T-Mobile, who now offers Ooma Telo to their wireless home Internet customers, will also begin offering Ooma Telo to their fiber customers. Several other engagements are either underway or under discussion, some of which could be quite meaningful to our outlook. I hope to have more announcements for you in the coming quarters.I will now turn the call over to Shig, our CFO, to discuss our results and outlook in more detail and then return with some closing remarks.

[Shigeyuki Hamamatsu, executive]

Thank you, Eric, and good afternoon, everyone. Good afternoon, everyone. I'm going to review our first quarter financial results and then provide an outlook for the second quarter and full year fiscal 2025. We had a solid start to our fiscal 2025 with total revenue of $62.5 million in the first quarter, above our guidance range of $61.7 million to $62.2 million.On a year-over-year basis, total revenue grew 10% in the first quarter, driven by the strength of Ooma business, as well as the addition of 2600Hz. In the first quarter, business subscription and services revenue accounted for 60% of total subscription and services revenue as compared to 56% in the prior year quarter.Q1 product and other revenue came in at $4.1 million as compared to $3.8 million in the prior year quarter. On the profitability front, the first quarter non-GAAP net income was $3.6 million, above a guidance range of $3 million to $3.3 million.Now some details on our Q1 revenue. Business subscription and services revenue grew 18% year-over-year in Q1, driven by user growth and the addition of 2600Hz. Excluding 2600Hz revenue contribution, business subscription and services revenue grew 12% year-over-year.On the residential side, subscription and services revenue was down 2% year-over-year. As a reminder, we had a one-time churn event during the first quarter of last fiscal year with a particular customer with an unusual application, which impacted our year-over-year comparison in Q1.For the first quarter, total subscription and services revenue was $58.4 million, or 93% of total revenue, as compared to $53 million, or 93% of total revenue in the prior quarter.Now, some details on our key customer metrics. We ended our first quarter with 1,239,000 core users, which is slightly down from 1,243,000 core users at the end of the fourth quarter. As mentioned on the last call, a sequential decrease in core users was anticipated due to the impact of larger-than-normal churn from IWG, approximately half of which was realized in the first quarter.We currently anticipate the remaining portion of this large-as-a-normal churn to be realized in the second quarter. At the end of the first quarter, we had 488,000 business users, or 39% of total core users, an increase of 4,000 from Q4 as the churn from IWG was offset by the strength in user additions for other Ooma business offerings.A blended average monthly subscription and services revenue per core user, or ARPU, increased 3% year-over-year to $14.77, driven by an increasing mix of business users, including higher-up ARPU Office Pro and Pro Plus users.During the first quarter, we continued to see a healthy Office Pro, Pro Plus take rate with 57% of new Office users opting for these higher-tier services, which was up from 55% in the prior year quarter. Overall, 31% of total Ooma Office users have now subscribed to these higher-tier services.Our annual exit recurring revenue grew to $228 million and was up 8% every year. Our net dollar subscription retention rate for the quarter was 99% as compared to 99% in the fourth quarter.Now some details on our gross margin. Our subscription and services gross margin for the first quarter was 72% as compared to 73% in the prior year. As a reminder, subscription and services gross margin for the first quarter this fiscal year included an impact of 2600Hz gross margin, which is running lower relative to Ooma subscription gross margin.Product and other gross margin for the first quarter was negative 67% as compared to negative 61% for the same period last year. As mentioned in prior calls, the year-over-year decline in Q1 product gross margin was primarily due to the sell-through impact of certain higher-cost components we had procured during the pandemic.We currently estimate product and other gross margin for the second quarter will be comparable to that of the first quarter as we consume the remaining excess component costs and then normalizing in the negative 50% range starting in the second half of fiscal 2025. On an overall basis, total gross margin in Q1 was 63% as compared to 64% in the prior year quarter.And now some details on operating expenses. Total operating expenses for the first quarter were $35.2 million, up $2.6 million, or 8% from the same period last year. Excluding the impact of 2600Hz, the total operating expenses increased $0.9 million, or 3% from the same period last year.Selling and marketing expenses for the first quarter were $17.8 million, or 28% of total revenue, up 6% year-over-year, primarily driven by higher marketing and channel development activity for AirDial.Research and development expenses were $12 million, or 19% of total revenue, up 11% on a year-over-year basis, driven mainly by the addition of 2600Hz team members. G&A expenses were $5.5 million, or 9% of total revenue for the first quarter, compared to $5 million for the prior year quarter. The year-over-year increase in G&A expenses was primarily due to increases in personnel and audit-related costs.Non-GAAP net income for the first quarter was $3.6 million, or diluted earnings per share, of $0.14, as compared to $0.16 of diluted earnings per share in the prior year quarter. As mentioned in our last call, the year-over-year decline in non-GAAP net income was anticipated for the following reasons.First, interest expense for Q1 increased by $0.3 million due to the new revolver debt, which we used to acquire 2600Hz in the third quarter last year. Second, interest income for Q1 was lowered year-over-year by approximately $0.2 million, as we continue to focus on debt paydown in fiscal year 2025.Adjusted EBITDA for the quarter was $5 million, or 8% of total revenue, as compared to $4.8 million for the prior year quarter. We ended a quarter with a total cash and investments of $15.6 million, which decreased from $17.5 million at the end of Q4 as we paid down the outstanding debt by $4.5 million during the quarter. With the additional paydown, we have reduced the outstanding debt balance to $11.5 million at the end of Q1, which reflects a significant reduction from $18 million at the end of Q3 when we acquired 2600Hz.In terms of operating cash flows, despite the seasonal challenge in the first quarter, we generated cash from operations of $3.6 million, which was significantly higher as compared to $1.3 million in the same period last year. On the headcount front, we ended a quarter with 1,146 employees and contractors.Now, I will provide guidance for the second quarter and full year of fiscal 2025. Our guidance is on a non-GAAP basis and has been adjusted for expenses such as stock-based compensation, amortization of intangibles, and certain non-recurring gains and expenses. We expect total revenue for the second quarter of fiscal 2025 to be in the range of $62.5 million to $63 million, which includes $3.9 million to $4.1 million of product revenue. We expect second quarter net income to be in the range of $3.6 million to $3.9 million.Non-GAAP diluted EPS is expected to be between $0.13 to $0.14. We have assumed $26.9 million, where the average diluted share is outstanding, for the second quarter. For full year fiscal 2025, we are updating the bottom end of the guidance and expect total revenue to be in the range of $250.7 million to $253 million.The full year fiscal 2025 revenue guidance assumes business subscription and services revenue growth rate of 11% to 13% over fiscal 2024, while residential subscription revenue to decline 1% to 2%.In terms of revenue mixed for the year, we expect 93% to 94% of total revenue to come from subscription and services revenue and the remainder from products and other revenue. We are also updating non-GAAP net income for fiscal 2025, which is now expected to be in the range of $15 million to $16 million.Based on this guidance range, we estimate our adjusted EBITDA for fiscal 2025 to be $20.6 million to $21.6 million. We expect non-GAAP diluted EPS for fiscal 2025 to be in the range of $0.55 to $0.58. We have assumed approximately $27.4 million, where the average diluted share is outstanding, for fiscal 2025.In summary, we are pleased with a solid start to our fiscal 2025 and remain focused on executing to our long-term strategy to achieve profitable growth.I'll now pass it back to Eric for some closing remarks. Eric?

[Eric Stang, executive]

Thanks, Shig. So, overall, Ooma is in a strong position, we think, with high-quality recurring revenue, a low-cost structure for providing services, steady and manageable churn, positive cash generation, and leading product solutions. Our focus today is on driving growth for our Ooma business solutions. I believe we make good progress in Q1 and are off to a good start for FY '25.Thank you, everyone. We'll now take questions.

[Operator]

[Operator Instructions] Our first question will come from the line of Mike Latimore from Northland Capital.

[Mike Latimore, analyst]

Yes, congrats on the strong profitability here. I'm curious about this 2600Hz win. You said it could be, I think, one of your largest revenue customers. I guess the first question is -- is the contract signed or is it still in the pipeline? And then, maybe, if it is officially won, like, what were the main reasons you won this deal?

[Eric Stang, executive]

Yes, Mike. So, the contract is signed. The deployment process is underway. And, we're quite excited about how large this customer can ultimately be. You've heard me talk in the past. We think that the 2600Hz platform and the way it's designed offer's a lot of capability and flexibility for customers. And, with hundreds of APIs available to build-off of to customize a solution just the way you want it. And that makes it more extensive than the traditional CPaaS solutions out there in the market.This large customer happens to have a solution in place today built-off of a CPaaS solution. And they felt that the 2600Hz platform was the right step for them to take to revise their solution and do more with it. So, we think it's a great vote of confidence, too, in the concept of what we can do with this solution, the 2600Hz solution, in combination with all the apps and other development we've done in Ooma put together into this platform. So, that's what this is about. I wish I could say more, but it's confidential for the customer. And we'll be able to talk about more in the fall.

[Mike Latimore, analyst]

And then on AirDial, it sounds like, continued progress there. Would it be fair to assume AirDial could be, 5% of subscription revenue exiting the year? Or is there any way to bracket just the size of AirDial?

[Eric Stang, executive]

Yes, we really haven't given those kinds of estimates. We do have goals to grow AirDial through this year from where it's at. And yes, it did well in Q1, but that's one step in the journey for AirDial. As you know, we've been investing additional resources in the go-to-market for AirDial. So, it's a little bit hard to predict. I'm not sure I want to make a prediction. But I will say that, we're very encouraged by the resellers we're working with and the ones we continue to add. And we are working very large opportunities on the AirDial front. And to be honest with you, we're working large opportunities across our business, not just with AirDial.

[Mike Latimore, analyst]

And just the last one. Can you talk a little bit about kind of cloud phone bookings or demand kind of throughout the first 5 months of the year here kind of as expected? Is it kind of a consistent flow? And I guess, I would sort of I'm referencing kind of the base, not including your large customer?

[Eric Stang, executive]

Sure. Yes, I mean, I guess, I would frame your question might be answered this way. We were pleased with our bookings, if you will our sales for Ooma Office and Enterprise in Q1. It was strong and we have not seen a market situation that would give us concern as we look to the rest of the year.

[Operator]

Our next question will come from the line of Brian Kinstlinger from Alliance Global Partners.

[Brian Kinstlinger, analyst]

The first one, you mentioned you added some larger AirDial customer when they're starting small. How do you think about the timeline of customers like this? Does it take 6 months after initial installs before a customer you think decides to adopt more for more copper lines? Will it take longer than that? And then do you expect second orders to be much larger, to be similar in size? I guess, I'm just trying to understand the life cycle of a large customer.

[Eric Stang, executive]

It's a very good question, Brian. I appreciate it. I'm looking at a list of close to 10 right here in front of me where they might be hundreds of lines of potential or maybe even more than that, but we closed 1 location or 2 locations, which means a handful of lines. I think you can think of the timeline as, I hate to say it, but a couple months at least to get through a proof of concept and an install and some time to see how it works and let the customer come to grips with it. Maybe another little bit of time for the customer to assess their needs across their whole business. There'll be some time to finalize an overall contract for a large number of locations. And then a rollout process, and a rollout process can take 3 to 6 months.So, I think the customers we're winning, that we won in Q1, if I talk about that, the large customers we won in Q1 are the ones with large potential. They'll probably take until the end of the year to develop. I'll give you 1 more example. We had a customer we announced last fall. We won a retail chain with this customer and mentioned they're very high profile and have several other retail chains. We're now rolling out in 2 other of their retail chains. And I heard about a third one that may be a potential as the next step after this.So, that was 6 months ago that we did some work for them in their first retail chain. And here we are 6 months later and we're rolling out in 2 more. So, customers want to get this done. They know they need to get done over the next year or 2, if lines are going away. But unless they face severe pricing pressures in the moment, they don't need to move super fast. But they are moving. And we have the leading solution, which you've heard us talk about. Feature-wise, up against any other solution in the market, I think we show very, very well. And we do have a number of customers who tried other solutions and then came to us. So, I feel good about the opportunity longer term, but trying to handicap it is hard.

[Shigeyuki Hamamatsu, executive]

And Brian, just to add to what Eric said, another kind of a flavor of customer that we see is that we have one particular customer who wanted to do a site survey for their locations. They're considering installing AirDial. Site survey meaning they wanted to send our installers out to see what they -- determine exactly what they got. And in that situation, we're talking about quite a number of locations and they're willing to pay for that site survey. So, it gives them some revenue for that too. But that's another example where if it's a large customer, they may want to do a site survey. They were willing to pay for it. And the site survey itself could take a few months. So, that's another flavor.

[Brian Kinstlinger, analyst]

Got it. My follow-up on AirDial, and then I have 1 financial question is, are you able to discuss your install base with the number of lines is? And then alternatively, if all of your customers are in POCs or there are customers, what's the total potential if all lines were adopted? And if you can't give that today, it'd be great to get that and think about that as a new KPI.

[Eric Stang, executive]

Yes, I understand the desire to focus in on AirDial. We don't get so specific for competitive reasons. Obviously, we give our user accounts overall and we tend to think about this overall from an Ooma business perspective. But we'll give consideration to that. I actually haven't added up the second part of your question, but it'd be interesting to do that and we'll take a look at it.

[Shigeyuki Hamamatsu, executive]

I think one color that we talked about -- we talked about, we're getting through the first 10,000 boxes of AirDial. And we're getting close to tapping into the second batch of 10,000 boxes. And so, maybe that gives you some guess -- idea around where we are in terms of progress.

[Brian Kinstlinger, analyst]

That's helpful. My last question is, when I look at the adjusted EPS guidance, just given the change in gross margin in the second half alone from the hardware revenue, coupled with this slightly stronger revenue, I'm curious why EPS doesn't include something a little bit higher. And maybe there's something we should think about if you can share in terms of accelerating investments on the P&L?

[Shigeyuki Hamamatsu, executive]

Yes, I think a little bit of that gap between sort of an EPS, which is obviously based on non-GAAP net income versus EBITDA. Some of the non-GAAP net income uplift portion of it is coming from better interest income line versus what we forecasted earlier. So, maybe there's a little bit of a gap there.But I think in terms of EBITDA, thinking about going to second half versus what we are in Q1 and what we guided to in Q2, we see ourselves getting to 9% EBITDA margin or better in second half. So, hopefully that gives us an idea of what we are thinking.

[Eric Stang, executive]

We are very mindful of our spend and making sure it pays off.

[Operator]

Our next question will come from the line of Arjun Bhatia from William Blair.

[Unknown Analyst]

This is Chris on for Arjun. The first question for me, it sounds like AirDial is really starting to show some strength. How much of the recent momentum would you attribute to some of the marketing efforts that you're putting behind it? What's proving to be effective on that front and how much more room do you have to go in terms of building awareness in the market?

[Eric Stang, executive]

We have a long way to go on building awareness. We also have said, we want to add a couple of partners or more every quarter, who will help us with reach and will resell AirDial. We started some of our own direct sales activities on this about 6 months ago. We're seeing a little more momentum out of that. But we are also being prudent on how much we spend on it. And I'd say, our results overall are reflective of doing well in AirDial and in the rest of our business.So, yes, I think that -- I've given very large estimates in the past about what I think AirDial can be for us. And I still believe those kinds of estimates are possible, but certainly taking us longer to get there. But we're still working with that mindset.

[Unknown Analyst]

Got it. That's very helpful color. And I'll just want to touch on the AirDial launch in Canada. I was curious to get a sense from you how you were thinking about the size of the market, level of competition, how that stacks up compared to the U.S.?

[Eric Stang, executive]

I don't think we've been in the market long enough to give an educated answer to that. But I will say that, I was very pleased how quickly a couple of reseller partners wanted to work with us in Canada. And in fact, one of them had been asking us to come to Canada. And, we had to get together our wireless infrastructure partner and adjust the product for the Canadian market, which we've done. So we're happy to be launched now, and we are already seeing business in Canada.We're seeing the same trends in Canada generally, with large providers of POTS lines in Canada saying they're going to exit them and wanting to move customers, to different solutions. So I think the same momentum is there in Canada. The pricing increases in Canada have been less than in the U.S., so I don't think the customers are feeling quite as much pain yet. But we were surprised to learn how much of momentum there is around replacing POTS in Canada.

[Unknown Analyst]

Congrats on the good quarter.

[Operator]

Our next question will come from Josh Nichols from B. Riley Securities.

[Josh Nichols, analyst]

I'm just kind of curious on a couple things. Honing in on 2600Hz a little bit, how's that integration going? I know you were talking about getting an EBITDA profitability this quarter. It sounds like if you're not there, you're probably close. I'm just curious, is there much else to do? And you're already securing some wins, so your thoughts on the outlook for the second half?

[Eric Stang, executive]

No, there is more to do. We have a long list of capabilities within Ooma that we want to enable on the 2600Hz platform to make it stronger for customers. Two of the ones that are rolling out this quarter in our plans are improving the mobile app on the 2600Hz platform and adding a better form of messaging into the platform. But these are things Ooma knows how to do and is doing, and so moving them on the platform is not a ton of work. But yes, we're continuing to strengthen that platform and we'll probably strengthen it all through this year. I will say, too, that winning this very large customer has taken some resources on our side to support them with their deployment needs. Some of that work is getting paid to us, so it's not just gratis, but that's changed our plans a little bit to enable that.And we do have other very large potential customers for the 2600Hz platform who are in some form of either discussion or POC. So we're seeing pretty active opportunity on that front, which is great. It fits the thesis we had, even though we justified the acquisition solely on the cost synergy and the development synergy between ourselves and 2600Hz being together in one.

[Josh Nichols, analyst]

Just looking at that for context, I mean, one of the biggest customers potentially -- I mean, does that mean like a low single-digit percentage of revenue, or do you think potentially 5% plus a revenue and like timeline to kind of get to that? Is that 1 year or more like 2 years plus timeline overall?

[Eric Stang, executive]

Well, we don't have any customer today who's 5% of revenue. So, I said that these guys could become one of our largest customers. I think they could become our largest customer over time, which is saying a lot considering we have one very large customer today, but I wouldn't predict that currently. But yes, I think that they can represent a 6-figure number of seats and be a very strong customer for us as we go forward.

[Josh Nichols, analyst]

I appreciate that. And then just I guess the last question, because I guess it's timely, T-Mobile, U.S. Cellular, I mean, you've kind of working with most of the players in the space. So, just thoughts on any potential impacts there overall?

[Eric Stang, executive]

Yes, that's relatively new news, although there's a lot of speculation prior. We have good relationships with both, We're thrilled that both are rolling out more resale of our solutions, particularly U.S. Cellular is going to resale Ooma Office and Ooma Telo. And so, I think that only strengthens the opportunity for us. It's going to be, what, 6 to 12 months before the acquisition closes, so we don't need to think too much about it at this time. But I think when they do come together, since we have good relationships with both, it'll be a positive for us.

[Operator]

Our next question will come from Matthew Harrigan from Benchmark.

[Matthew Harrigan, analyst]

Firstly, Telo sounds a little neglected. What's really been the impetus for the improvement? Is it T-Mobile? Is it -- are you -- do you think it'll have a looser regulatory aspect to it going forward? And is there enough of an impetus to really push the consumer area to more positive? And then just to add to the panoply of AirDial questions, I mean, you've also talked about non-North America, Europe in particular. I assume you're seeing a lot of almost full-driven interest there. You talked more about the U.S. and Canada.

[Eric Stang, executive]

Sure. So, first on Telo, we did well in Q1 in retail with the solution. But overall, I think, we did shrink in users a little bit on the platform, partly due to just the normal turn that we see on the platform. What's gotten me a little bit more excited about Telo, I didn't put it in my earnings script because I don't want to get out too ahead, but, with POTS lines going away, it's not only an issue for businesses, it's an issue for consumers. And with POTS lines getting more expensive, it's an issue for providers who maybe resell POTS lines and are stuck between a customer price and a rising, purchase price.We think that the decline of POTS is going to open up opportunities for Telo as well in the market with partners and resellers and people who need to replace their POTS lines. So, we're not ready to predict any different outlook for Telo, but we're -- we do have opportunities in play there as well that could be significant.Now, your question about AirDial in Europe, I didn't say anything about it. It's not something we're planning to do in Q2. It remains something that we're building for. We do have a version of our product in development that will be usable in Europe with the different requirements and bans they have there. But at this time, it's not something to put into our outlook. When we're closer to doing something there, we'll talk about it.

[Operator]

[Operator Instructions] And our next question will come from Patrick Walravens from Citizens JMP.

[Patrick Walravens, analyst]

Been a while Eric, so...

[Eric Stang, executive]

Yes, Pat.

[Patrick Walravens, analyst]

Yes. So, look, you took this public, 9 years ago. Obviously, there have been a ton of changes in the market and in the company's offerings. Things went up, things went down. How do you feel like the business is set up to drive shareholder value going forward? What are you most excited about for that? And what's the biggest risk?

[Eric Stang, executive]

Yes, good question. So, over the last 9 years, we've put a lot of investment into this business. When we went public, we were largely just a residential solution. And look where we are today. I mean, got the leading solution in the small business space. We have a enterprise-level solution that's very targeted at certain verticals and doing well in them. I didn't even speak too much about that in my remarks. We've expanded with a whole unique area with AirDial and now with 2600Hz. We've also gone international with our largest customer. We've put a lot of work in for a long time.But I think we do sit here today ready to consolidate, if you will, or to focus more on delivering results from what we've built than trying to build something new. We're quite far along in our capabilities across our solutions. And what we're still doing is, for instance, on 2600Hz platform is just giving it the benefit of what we've already done elsewhere in the company. So, we do think about expanding our top line without having to grow our R&D line commensurately.And we do think also, I think more than ever before, Pat, about making sure that the investments we make in the business pay off. We generate, what, $165 million a year in gross profit dollars. Think about that for a minute. And we've got a valuation of $200 million. I'm still shocked by those statements. But $165 million of gross profit dollars being generated by this company gives us tremendous latitude to either invest in a lot more growth or bring a lot more to the bottom line or do a combination of both.And what we don't want to do is rush to drive profitability and forsake any of the great investments we've made in the business over these last 9 years, which we're ready to capitalize on. But at the same time, we want to make sure that anything we invest going forward has a very clear and measurable payoff. And so that's the way we're thinking about things. We would like to pay down our debt as fast as possible and put ourselves in a position to be, in a stronger cash position, maybe to do our next small acquisition. But those aren't essential. We've got the assets in-house, I think, to take us quite far.

[Operator]

And I'm not showing any further questions in the queue. I'd like to turn it back over to Eric Stang for any closing remarks.

[Eric Stang, executive]

No, thank you, everyone. We appreciate your time here with us today. And, we'll just keep working hard to hopefully deliver a great year. Thank you, everyone.

[Operator]

Thank you for your participation in today's conference. This does concluded the program. You may now disconnect. Everyone have a great day.