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Q & A Highlights

Q: Can you provide an update on the CEO search and any potential impacts of federal spending changes on Cellebrite? A: Thomas Hogan, Interim CEO, explained that the CEO search is ongoing with a focus on finding a world-class leader. The search firm initially considered over 150 candidates, narrowing it down to 30-50, with interviews conducted for at least a dozen. Regarding federal spending, Hogan noted modest headwinds due to regime changes but emphasized potential upside from new administration priorities, such as combating fentanyl trafficking and border control, which align with Cellebrite's capabilities.

Q: What are the main challenges your customers face, and how is Cellebrite addressing them? A: Marcus Jewell, Chief Revenue Officer, highlighted that 90% of cases now require digital assets for proof, leading to increased demand for efficiency tools. Cellebrite's solutions, such as Inseyets and Pathfinder, help expedite case closures by providing analytical platforms and lightweight products for field investigators.

Q: Can you quantify the impact of exiting specific countries and discuss the 30% unlock attach rate for Inseyets? A: Dana Gerner, CFO, stated that exiting certain countries had less than a 2% impact in 2024 and is expected to be less than 1% in 2025 and 2026. To drive higher unlock attach rates, Cellebrite offers a variety of Inseyets packages to cater to agencies of all sizes, encouraging adoption across the public sector.

Q: How is Cellebrite progressing with the migration to the C2C platform, and what initiatives are in place for 2025? A: Dana Gerner, CFO, and Marcus Jewell, CRO, discussed the importance of the C2C platform, which connects Inseyets, Guardian, and Pathfinder. Cellebrite is investing in specialist sales and running its own events to increase awareness and adoption, aiming to have 50% of the install base on Inseyets by the end of 2025.

Q: What is the opportunity for Cellebrite with FedRAMP certification, and how does it impact federal revenue? A: Thomas Hogan, Interim CEO, explained that achieving FedRAMP high-level certification could double Cellebrite's total addressable market (TAM) in the federal sector. Currently, federal accounts for about 20% of revenue, and FedRAMP certification will enable Cellebrite to participate in more programs, potentially accelerating growth in 2026.

Q: How is Cellebrite building out its sales motion for the investigative persona, and what is the current progress? A: Marcus Jewell, CRO, stated that Cellebrite is mid-innings in developing its sales strategy for the investigative unit. The company is investing in specialist sales and running its own events to engage with investigative units, aiming to refine its approach and achieve repeatable growth by 2026.

Q: What are the main alternatives to Guardian, and how does Cellebrite differentiate itself? A: Ronnen Armon, Chief Products & Technologies Officer, noted that while there are multiple storage solutions, Cellebrite offers a comprehensive digital investigation solution that includes data extraction, manipulation, analysis, and dissemination, tailored to meet the needs of digital investigations.

Q: How does the current federal disruption impact Cellebrite's revenue, and what percentage of revenue is from the US federal vertical? A: Dana Gerner, CFO, stated that the US federal government accounts for about 20% of revenue, primarily through subscription models. The current disruption mainly affects new business signings, not renewals, and Cellebrite expects continued healthy growth once stability returns.

For the complete transcript of the earnings call, please refer to the full earnings call transcript.

This article first appeared on GuruFocus.