THRY - Earnings call transcript Q4 2024

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Operator

Thank you for standing by. My name is Jeannie, and I will be your conference operator today. At this time, I would like to welcome everyone to the Thryv Fourth Quarter and Full Year 2024 Earnings Call. [Operator Instructions] I would now like to turn the call over to Cameron Lessard, Head of IR. Please go ahead.

Cameron Lessard

you call. us thank quarter Thryv's and conference earnings morning, for for joining fourth Good today Joe me Paul With are Rouse, Officer; Chief Chief and Executive Financial Officer. Walsh, Chairman and

to, that we included earnings make and call, in Actual differ discussion be be but will our statements. also include may release from financial results considered to and of SEC for this During these in uncertainties. should GAAP forward-looking these addition our statements as filings. risks Reconciliation presentation Today's various are release. will risks these our A not materially measures, non-GAAP and substitute found subject a of which uncertainties earnings results. measures in are can

of With following XX, and reflect realizing outlined are plan quarter performance Day. on Keap. October the X acquisition only focused will Keap integration we combined software total SaaS revenue first marks on results This our reflected, Thryv XXXX. our and of revenue synergies the of time To XXXX, months Keap's reporting our we note, for Analyst executing inclusive at SaaS

We our aligns our have vision SaaS Thryv's a when will ensures of and SaaS growth into with trajectory. unified platform full long-term reporting This visibility only investors specify performance. Thryv approach isolating

Joe? adoption, expected Joe the XXXX, medium-term to we For including map, the December accelerating with call strategy, Keap's updated insight turn CEO. materials. deeper into review details our outlook. marketing innovation Chairman SaaS our role I'll our road and Walsh, planned acquisition, in encourage our The services to investors that, in future X for presentation synergies Analyst the Day product With and over exit

Joe Walsh

our provide and I results, morning, you today's numbers. with bottom update call, fourth I'll on trends in Thryv recent transformation. momentum, well our beating Cameron, will of finished CFO, top acquisition, through everyone. as Rouse, the an and strong our business. for will good take Thank progress then SaaS as quarter and our year Keap the you, our some line SaaS key On Paul guidance the highlight financial

year-over-year and effect For reported growth Thryv SaaS XX%. acquisition, of the was SaaS quarter, growth for total normalizing revenue was the the revenue Keap XX%

year Total is margin revenue to fourth well for SaaS Including year-over-year quarter. our XX% full SaaS XX%, the increased business. our business SaaS XXXX, the revenue a takes XX%. over year-over-year to us now Thryv XX,XXX. was the grew growth For base subscriber adjusted transformative to officially Subscribers in for gross Keap in SaaS Thryv XXX,XXX. XX% milestone

$XX to in Our million quarterly software focus beat EBITDA million, company. building the a revenue for over of was Net obtained row. second XX%. profitable, quarter by milestone guidance retention of continuing SaaS on $X Rule SaaS a SaaS XX demonstrate growing our

we'll plus XXX%, our target As couple minus of or and is points we've said, that. a be

be be a is increased This XX% value growing or it our increasing and metric but using and it engagement around forward. X,XXX deriving Sometimes key XX%, The going the products representing are will we SaaS or now our what more client or X XXX% we'll over of clients XX% XXX% by number sometimes year-over-year, of paid expect XXX% it from right will is as be platform. base. demonstrates clients

add-ons solutions adoption that and products. shows innovating been it suite in beyond to definition SaaS the additional broadened underscoring SaaS of paid around. we've is all full centers, up and with This of Now just some think our fill I and XX% is expanding paid include interesting which coming the we've

the base increased So tremendously. overall

of So or products SaaS at X,XXX when the of look percentage XX% But gains. looks centers we like number XX%. overall, the

terms what making. we're about excited So pretty shows the that of in that progress

SaaS first something efficiency. and core team working a acquisitions on integrating is is a This as our speed of our for and with we've while while. for a and planning management platform Keap been strengths One acquisition

is $XX back hard we businesses, between we're synergies. expect perspective, cost now, already bases. From over come some couple surprise we've years that revenue consolidations of the million up plan between and to strong and that a getting opportunity EBITDA X vendor the cross-sell it We've reductions. set the And the we to next and customer by cross-sell big X the of a done forth. So cross-sell potential unlocked very for revenue won't crystallized working long-term as eliminating this redundancies primarily be

pretty a I'd QX as XXXX. we We exciting of satisfaction, I well launched This us opportunities, to positions position really for increases larger product now. particularly to updates Reporting unlock in have our motion. those and with revenue some client center highlight of the couple like us into a go expansion that it think you strategically accounts. PLG

accounts to Some reporting. more powerful of we our want larger will say us,

we'll the move including in But initiative Reporting we're will bigger down so growth got and to extract slightly really so And bit and kind a road. ever Reporting PLG a meantime, to product-led with Center the Center basis, of group, or to to with businesses VSP an try upmarket that. revenue assist a little sell on a we've our

been media leveraging to really added social by added for addition enhanced received received way Center AI. and communication Marketing also. the well tools Center been really our sales, to innovations, The feature future of also We review and AI clients. Marketing That's well Center. paving for response Business This clients has

of now which there well. to builder, an the it time Within some meaning the had automation we've get products, as the automation time up. about by to set X/X, improvements updated publish decreased one the Keap takes X/X

that. an the was have there, streamlined Also, Keap sales opportunity pipelines been leveraged and clients. for the has team visual that so And

there appreciate. And so that product I will real improvement customers within a there's really think Keap

it to to So discuss with that, our I'd CFO, like financial to turn Paul our over performance. Rouse,

Paul Rouse

Joe. Thanks,

sequentially. grew to and million. year with the guidance, fourth year-over-year XX% $XXX.X XX% Full representing in reported and of SaaS. reported up quarter revenue SaaS revenue Let's begin increase $XXX.X was Total million above SaaS an year-over-year XX%

and grew was within the growing guidance guidance in The XX% in and Keap in our quarter this and revenue of $XX surpassing quarter, $XX.X year-over-year Thryv SaaS million Breaking in fourth acquisition the Keap, landing for contributed million business XX% Excluding full $XX.X the year-over-year $XX SaaS November year. down, our Thryv million. range year-over-year. range million December our XXXX, XX% to revenue

SaaS For XX% to the our full year, reach revenue total million. grew $XXX.X

XX% Excluding Keap, achieved business our Thryv SaaS growth. year-over-year

basis by a last XXX sequentially, adjusted Our to growth, has XX%. points gross total SaaS basis XXX significant basis SaaS adjusted expanded point improvement. year-over-year XXX shown and gross year, year, from margin Full total reaching XX% margin increasing up XX%, points

margin XX% revenue EBITDA strong and quarter, million, fourth Importantly, total In our XX.X%. growth. an our range adjusted our guidance total adjusted year-over-year, SaaS SaaS adjusted gross the in to grew $XX.X increased outpacing exceeding of EBITDA resulting profits significantly

XXX%, As the consecutive fourth strong quarter, in reaching $XXX, for we growth, Joe Total SaaS compared XXX,XXX subscriber the strong SaaS for year-over-year fourth $XXX, was long-term This the goals was XX,XXX, quarter priority second delivered SaaS of land revenue November ARPU was is quarter, ARPU retention marks which this mentioned significant to underscoring our is has the near business strategy. excluding our remains improvement key maintaining and quarter In XX% of the XX. very ARPU prior XX%, and retention increase. Keap of and a Net which Thryv December. SaaS achieved for effectiveness a performance represents an Keap's years, the subscribers subscribers, while increase to including expand previous of our earlier, Rule this result was a business. demonstrates $XXX Keap. from close

the the end XX% at centers existing client the per we're traction in clients. X% to of further to highlighting grew year, Additionally, quarter with compared seeing the prior

XX%. was million, Moving Services was reporting resulting costs, million. variance resulting adjusted Fourth quarter year margin EBITDA in in in streamline over guidance quarter was to to EBITDA quarter an Marketing $XXX.X and and adjusted Marketing the adjusted primarily margin in legacy of was Services to XX%. adjusted which Services. plans within $XX.X operational EBITDA company Services system-related Full in Full million staff. to was including $XX.X adjusted Marketing guidance. Services expenses due XXXX, Marketing an Fourth EBITDA revenue support the year revenue of Marketing $XXX.X and The million, EBITDA

are continue XX% convert decline The to reflecting aligns were direction pace we of billings. As of rate our $XX a our many marketing our clients closely platform. decommissioning impacts the marketing overall quarter Day, services onto SaaS EBITDA legacy high to guidance. marketing digital indicated customers we our strategic and offering. of for end XXXX more to range our systems for year-over-year our in through this this, services at our Fourth the decline. converting services Despite legacy as transition XXXX of services committed legacy at billings the Analyst of services marketing million, was SaaS many This trend quarter marketing with

the by flows adjusted As of extending XXXX. its previously model. Full an the to an with services quarter transition gross EBITDA EBITDA million, from margin Fourth $XXX.X the consolidated the million, obligations adjusted XX%. disclosed, quarter SaaS-focused will meet adjusted exiting margin $XX.X cash XX%. margin and adjusted Fourth marketing we fully EBITDA was business EBITDA provide consolidated XX%. year adjusted ample during XX% with company was business of liquidity was representing consolidated adjusted a gross are full representing to into was year XXXX, margin consolidated This

$XX a of net at was of the our debt end position million Finally, quarter, $XXX year-over-year. million the fourth decrease

EBITDA. Our ratio X.XXx leverage to net debt was

eliminates we an underscores to prepayment additional This strengthening position. XXXX new on to year, amortization term the maintaining focus our discipline for for our $XX proactive credit prepaying balance XXXX. new reinforcing debt paid discussed, this made debt facility our payment million. healthy the This our total fourth December financial intend We of repayment previously loan the sheet. bringing an financial additional quarter, As million our commitment during $XX.X need the until on to continue and under

the end XXXX. we the leverage, of business further committed deleveraging on by remain Finally, to of

of legacy the decommissioning is republications, payments timing leverage temporarily for However, basis, direct on calculated exit December will first a contracts, of impacted our a it Since Analyst and we cycle marketing quarters in the key trailing be schedule. systems, as follow of XXXX bonus to services the leverage due this which increase corporate outlined at XXXX. XX-month publishing as late in we XX-month vendor X Day, by prepayment of net position will the have

XXXX of expect basis. quarters and and As in third on significant a we fourth year result, full a the deleveraging

our to XXXX. outlook Turning for

For million $XXX to range million. the total quarter, revenue SaaS be in of the first we expect to $XXX.X

$XXX.X For total which to implies of million, the growth revenue year, revenue to $XXX in SaaS XX% expect SaaS of XX%. full the range we million Thryv

announced Keap for recent $XX the we year, million Analyst between with what full to contribute expect $XX consistent our We at to million Day.

to in expect For range $X EBITDA adjusted of the the first we SaaS quarter, million. million $X.X

million to SaaS $XX.X SaaS million, XX%. For year, expect margin of adjusted in which EBITDA be full implies the $XX of we to the EBITDA range adjusted

presentation, year, are for in the in to Marketing expect of to $XXX revenue we can found investor Marketing For $XXX guidance available full our our million. Services investor Services which million site. be the ranges Quarterly be on range

the year, million. $XX.X full Joe. to million to we EBITDA With the over it that, For Marketing be range back of to $XX.X Services turn expect adjusted in I'll

Joe Walsh

Thank you, Paul.

ahead our look up including SaaS points we revenues. milestone of be business to will coming At XXXX, us. That's Keap, that to inflection As some I'm be. key Analyst we total outlined for will happy Day share recently, what a of our big the XX%

XXXX, the them our from will that EBITDA of in come of is SaaS. One majority

we clients. business. more focus top kind And to and that out SaaS So revenue deliver helps continue as a us fact more return gain anticipate the that traction on to XXXX, overall growth line profitable more we more build and and of for platform and building our we're then value in really a

all the is that helping proud as that what of echoes grow. an their use. were time, business them software our run fact streamline to validation the it them more of customers that's that and This importantly, making, third-party we we're helping It's hear award is by of them and we from software easy recently efficiently, our helping are best operations We a the important kind progress and GX. given

and win good that validation. innovate more to was And expect awards and intend in really so we but continue the future, to improve to external

a So software up XXXX as and of back we and on look what look now happened, maturing as sort business. finish we're

our think their to getting to our business, there's industry-leading coming. platform really platform done been leaning not that, That's and think but a the our do Our the focusing the larger businesses. side We And being goals, one sell already is grow, And of churn investment. it's We bit We've growth deepen of better can built, little them larger even little out, a stronger. more got lower their built to being yet, we're quite as there. we with built helping we is relationships to is helping churn, but small little ability businesses think getting an we a low getting bit a platform, sales sell out, that's larger into little businesses on as worth customers. marketing fully ACV.

team, profitable value. dedicated can our shareholder growth innovative is confident and sustainable, that so I And I'm delivering we drive continue to maximize technology, and think,

your So support, we many forward ahead line With we and ongoing look the that that, open for to operator, XXXX. lie can appreciate in questions. we opportunities the

Operator

first from Kreyer Jason of comes question line [Operator Instructions] with the And Craig-Hallum. your

Jason Kreyer

Wonderful.

centers. those early just Thryv on into of know commentary Keap what I the early look, looks in of give process getting So some some if things, but side the cross-sell it's could days the on customers wondering you like

Joe Walsh

know, Sure. The you as just Halloween. acquisition, was

a months on couple to work just So it. we of had

I working is well. some process the that cross-sells that that to It's in that with funnel and underway. ways. our want natural conversation really Keap So is do the my The build leads. really really customers learn in and we want Center, about I automation, to representatives beginning. say are generate everything Marketing talk to coming And but the goes have want their to I and come products, some pipeline a complete, works through really to about list it not their them, is Thryv so through X are fully that them really growth. of

small I'd our problems of biggest -- say our customers. of huge generate On one side, have numbers we for is we business the leads Thryv

should And some on them fall on we'd up just floor. or the to. of of them don't they like get well really sort followed They as as

sure in putting will value with process that lost think follow a so on make pipeline, them are to side or none the XXX,XXX of I those that place add customers, continues of And a up customers funnel, to sales our missed, an house. Thryv tremendous automated

is sales organization wiring kick will sort and our begin are the that the trained, and that off and is put to out. and and happen the together year being excited as that the all about So plumbing groups plays of the being for

get just very million $X So back will expect a the bases to there's of terms sort had the out we've couple of be between excited And a figured But it. it this little would on just broad year. base. set really into it are it we was process already forth weighted be going. bit big depth with because of early Keap take our their That picking to customer how all back advisers and -- the to hands automation of we and do sales in and takes up soon. a business the strong broad minute the cross-sell demand the about But of definitely to customer up get demand,

Jason Kreyer

Maybe a similar topic.

there's tangible selling early cross-sell Or cycles? that the any maybe it of is to then have you anything there? if process, any do targeting you're evidence just in to that larger ability yet with group? And changes curious As into there's that if these businesses, tell -- is different too the

Joe Walsh

business look, about business. about to Well, X-employee companies. XXX, want from to We're about I an going this. talking big companies X-employee really XXX be talking a not going employee to We're clear up like

difference when biggest So larger. get would that a we little into bit it's say that the I different. not we hear

lot a have our customer We in of base. businesses service-based

X difference we of here get really the sort really the target trucks reporting. on the guy on employee when here. of between difference businesses looking XX, for find guy more road. covet we That's XX and is road And kind a the a with they're that powerful and into So the we is with what truck X

on and Our Thryv and software complicated simple powerful is easy the between to continuum really and use.

easy We are to closer and simple use. to

really don't Keap reporting And as well, customers as up like. things tools of a it really so the powerful Keap. And would same have work say until lot lacked they reporting. powerful can for one the their is I but of has now

improve future and which run are I will and And to larger, the customer use base. got until bit satisfaction a center, as businesses current we reports recently, to feedback. this. us more the complex answer for in big -- we manager, little to have whatever. roofs XX make we they meaningfully or on reports little is that their reporting aren't that or we're they run think the have out just more in much up bigger, that at way have our when client talk So for a people that software were to employees, to a out a they customers now that attractive in putting some that That management company, they're rolled bigger Look, the the XX able into businesses, bit will the a shortcoming don't reporting giving those us be we looking businesses. look more really to was, guess, than bigger They'll there

prioritized of that up excited the development something building and Reporting for So the that's key we Center product and Reporting offerings getting part Center their about reason are and down as jumping well. teams that

Operator

comes next Scott of Your Berg the Needham. question line from with

Scott Berg

let's quarter. of I a here. sales me. questions the fourth guess, quarter Nice for Joe, talk, couple in I guess

middle strong see buying guys I really appetites to there. customers you the guess, QX. market going bit business declined and your know, year? in going little was obviously of And your and customer versus around, with the lot acquisition in anything in the a had net saw you know adds your guys I or on part what we from a there's what core are customer whatnot. a the how a But or from adds did business You But little don't I seasonality SaaS different there QX

Joe Walsh

always soft for are little us. holidays the Scott, a Look,

are consumer. the between -- almost on closer consumer. to are businesses they enterprise continuum They're small Our almost and

to So pin vacation they going literally lives on where their down. in go on hard things it's have or even

it's early our a So of always to force, honest for kind be Thanksgiving just with as be to like us January, through sales with little productive as harder we'd you.

always that's happens. So of -- kind that

hearing of terms sort get kind there, in what and to -- if So the which you're me macro trying a of read I'm is ask about of you.

be administration climate following -- have think sense was and I businesses small election, a that that I going immediately better more concern softer the a of that the among and were to there. about potentially of little that just there, that's we out now feel going a forward. and tariffs a I about sense And business-friendly still positive there's there layer think but think inflation to would things a people

some of so just And than on. the a in there more a think so X concern feeling because that positive just really, going was not little much a negativity pure I bit there's there's months the just just It's election. after immediate caution

climate. said I've about So the to often on But concern would really to results. out environment, sentiment overall, I not the what's our bit our not and there and own you now really at sentiment It's bad, does I me say little this it is It's it's met. ride small And ask execution. on before, just what's all. would down results really you extra macro, the don't say, of a impact guys there but in feel business I consumer like or our

Scott Berg

your drove should you months the Keap some upside it? then acquisition upside outperformed on QX apparent million segment in seasonality round Keap follow-up, follow-through as for that fiscal of yet that by, in I'll any metrics I Paul, from I From well. expectations it, the roughly, fiscal about think that maintained how 'XX the the business. you in It's historical and what fourth maybe your we quarter. Understood. in Certainly, call there your here understand number $X And guess X opportunity had in the 'XX? is that contribution a

Paul Rouse

delivered. We wanted Yes. business, make the in We were and estimate. sure a bit conservative to just we got we

overperformance. conservatism it to led that was that So

Analyst for with the for between right Day hard. we going at now. stay And Keap $XX I to estimates going year think the the the -- we're business. think that's caution, to go with to gave our we're stick from businesses million because million integrating number $XX our to with are We that right

Operator

William Arjun comes question the line of next Your with Bhatia Blair. from

Linda Lee

Lee This for here Linda is Arjun.

customer from between First what the from experienced conversations who have And cross-sell far? Thryv customers so are question is, and what are you a feedback Keap? learning those

Joe Walsh

very it's days. So early

getting are And out Keap business. I started. the just that some to coming offering in mentioned only really process their figure will, the is grow leads, step second people earlier, are of Keap, kind of if really into to Keap's We you growth. trying how

a have to list. need You

that have and really nurture isn't to need you. you customers go won't advertising can generate -- leads really put through Keap for that automation of generate kind processes. You then Keap's or and doesn't list

in do designed and actually And Marketing is that. so Thryv's to really Center is doing that helpful

been really which cool them. before. some able that's would been They've been away capture otherwise to So leads, gone just for have

add we've and so with able And to their business And had will be nurture new I think as great winning their they pipeline. to feedback manage success some automation get list, building and sales they naturally the there. up

So hand-in-glove scenario. it's a of kind perfect

On side of list bringing we're the already all the leads. already building house, them We're that. their and Thryv

this would can all used for being guys we automations them designed soon the look, so build it's go that successful thousands some is we your to want that of the really roofer guy for very one will to is and begin build a HVAC automations help customize And a vertical successful we or customers. industry or it's their another very and so way the thing do you us to And your automation can permitting business. leaders sell roofing say, industry. the those us to got HVAC then by automation have in just of And other

But of is ready turnkey them. can, customize and go. course, to this You

something big really Keith and us excited and what of we've were about forward that's doing. further a a And lets so are that those a software, because customizing verticals that while of permits doing to And going amount that tremendous we're horizontal piece a we hurry. do really we of in lot verticals in is had success big a

So getting that's those automations be their sales I clients feel appetite you, something excited can and them. really like customized that is about for to take our a organization tell very strong to there'll

Linda Lee

And to goal overall go-to-market broadly, the business XXXX? any by of achieve moving of changes returning kind the growth to

Joe Walsh

a Yes. significant channel. partner added I mean the really acquisition of Keap

partner partners had X,XXX sales but sophisticated we within a at that partner And well-running really a X-decade partners. kind in great old buying a us small we channel. not through have We channel meaningful effort businesses that partner Thryv, And for that honestly more to their it. of adder channel is proven were well-oiled, our to acquire software enhance the

it other does a don't amplifies The piece really that international we currently markets is into have it footprint. our efforts

that's And back the to yes, do growth think XXXX sales line will efforts to. our overall of big contribute we that top that mightily so I and getting a anticipate amplifier by

Operator

next Your line Moore Daniel of from comes question the with CJS Securities.

Dan Moore

of so quick cross now. X slide lines, and to revenue to deck. the on speak, revenue see great guess and in SaaS the ones. the making it majority I One, reiterated you up

cross Just on in confidence EBITDA. to your us update the any specificity of when terms expect lines greater and you on maybe

roughly fiscal you think for whether like there? bottom and wondering still overall Just growth when to about EBITDA we will feel 'XX start mark the

Joe Walsh

of our that EBITDA Sure. of in coming the SaaS slide investor will be majority think, shows that, I source the inflection that We're there's our business. point. of anticipating the In EBITDA, deck, 'XX great sort from

year to that whole the services following will, we actually of and marketing that much will it business won't deliver line even as be business still not baton the bigger like a decline XXXX, SaaS marketing believe continues but it's will now growth overall money, to in able will SaaS rapidly. making for eclipse services top actually the it. it lot take And be then So

So that's it sort see playing out. how of we

try would trying quarter be to As think little to would that way as clever happens for models or but that the I now. far that. like go to We me that to do do whatever, parse too down about for and them, take tighter than a what right all it appropriate sure to be down and us think I'm looking there have at we it not we're as it,

Dan Moore

to additional from to capturing And Understood. revenue launch more focus speak the the X cadence of Keap? is say, years? just the and on next, X maybe of then over synergies the centers integrating Or

Joe Walsh

Yes.

sort demand center at of already something for is, our Day the a couple have And years there of that's preannounced and it's Workforce building paying We've that and contractors. it a for level have we've employees Analyst Center. time of We alpha in and sort what been next of had tracking now. actually

And will adds year revenue won't Probably we're confident this revenue that come so come out year, the any add after. probably this the that, year.

far into 'XX, further As going as additional any centers short of centers. 'XX promising and we've stopped

other tools mean things is we that have won't interoperable that add on Now is in We coming we platform. going works The platform all still keeps doesn't be that working focused to want everything. case of But what with between making really Keith are here. UIs really of We're together, integrated. smooth it Frankenstein in any. in for well. a not looking easy-to-use are just the the And work market. well we making it sure really the Everything

have clear. got It's it of to you're make small really with that be consumer grade. to you very things of dealing the businesses, One simple kind and

You challenge can't with people hard-to-use tools.

So And each year more that's to going us. really be promised not we have that. for after important centers

lot of product for the trying legs build, a center. which had to to the a of initial in vision maybe innovations Some whole form of We do. rise we we've on. fill Workforce to got being of platform offerings puts were other separate may an in the the or level big Center come add-ons don't now that our And

out coming another So innovate center I see would years, make us few that together. continuing next to you'll massive not better work guide everything you of each the and just

Operator

comes B. Cummins of Zach question Riley the last from Your Securities. line with

Zach Cummins

business. services ARPU just was customers about It QX. SaaS of nice fluctuate terms I from sequential uptick to business? given Thryv ask versus additional Joe, will for the approaching adding I the the marketing wanted marketing layering and be to just know to it that products. see where you ARPU we core trough QX in new Are in -- think can that legacy

just core how that for ARPU thinking curious the about the So of business. you're progression of

Joe Walsh

little be You're right. bounce services a around the folks. marketing The noisy on bit and activity based working number can with conversion the

noisy. of I been stories the So the on 'XX, growth. strong very if has been look like that will of at feel at progress the But whole a look we ARPU it that when end one do of bit have back I

spend very team think you really last marketing the Keap. And that of I do sales I installed organization down, we're a we're meeting what to are big spent really what base it include bedded and that our and building years make sure engaged think clients our base, when of asking now we couple do whatever the they with we their and want more time and client and more with using needs. to that is product, XXX,XXX

have go They don't they us. to want do to elsewhere. it So with

but And to them, place. products basically so be get crass, not working upselling in to with them more

in so existing adding that we've talks the one I far to made progress slides additional of significant SaaS customers. think the deck on the about products

within beacon. year, that's where think That's this 'XX I focus year of big a will and sales like the marketing company. be a a

be will probably that expect do the 'XX. I will be growth thing -- big so And for ARPU

Zach Cummins

for follow-up you of question. additional aside some upward? selling the I percentage that within SaaS my you've paying and crafted just speak just and other are now you one partially centers products that And think from can addressed base already driving But paid to the

Joe Walsh

Yes.

and together. grow. trying offering own an of out buyers a still and helping our And XXXX linking fill around and their most the sites we a directory towards work with background, network the of eye kind world, -- which and to since partners sort have of for most of We is our we we legacy small very and directory large control business some powerful biggest we sellers the are the traffic. monetize

to ring, And them is grow. conversation a all make inbound stop have of you bring so if the will we inquiries bear really customers that that we're customers. And you to trying to our to help can find with bring what and phone

you can get you can If them their make ring, in, help you phone jobs bring customers. if can new if

do to that capabilities, you them back help and that. do to products will, to if building of reaching been we've some so our And legacy

product And we very, growth you selling gets both in. when added go they're and from inbound was so for a it a with and they're One light Center, great our of inquiries packages. at growth Marketing we standpoint. I standpoint, things they you results our force that. an been just really well, from last Marketing these bring And sales up very mean customer year add-on working call that the really but a help it's Center, also packages sales

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super excited it. we're about So

Zach Cummins

Appreciate strong congrats all on color the results. and the

Joe Walsh

Thank you.

Operator

today's joining. concludes for all that you gentlemen, and Ladies call. Thank

You may now disconnect.

Thryv (THRY) 27 Feb 252024 Q4 Earnings call transcript