Alarm.com Holdings, Inc. Price & Performance (ALRM)

Alarm.com assumes no obligation to update these forward looking statements or other information that speak as of their respective dates. In addition, several non GAAP financial measures will be discussed on the call. A reconciliation of GAAP to non GAAP measures can be found in today's press release on our Investor Relations website. I'll now turn the call over to Steve Trundle, Steve?

Thank you, Matt. Good afternoon, and welcome to everyone. We are pleased to report financial results for the first quarter that exceeded our expectations. SaaS and license revenue in the first quarter grew to $163,800,000 and adjusted EBITDA was $43,500,000 Our stronger than expected SaaS results driven by contributions from our growth initiatives in the commercial, and energy markets and higher revenue retention on the residential side of the business. We did not see any material changes to demand during the quarter due to the evolving macro environment. Before going much further, I'd like to welcome our new CFO, Kevin Bradley. Kevin has worked his way up through our finance organization has been with the company since 02/2009. For the last eight years, Kevin has been our vice president of financial planning and analysis, He has been the key financial partner for our business leaders and has been instrumental in shaping all aspects of our financial strategy. Because he already has a deep understanding of our business models, markets, financial levers, he has been able to hit the ground running since becoming our CFO. I look forward to continuing to introduce Kevin to our investors and analysts over the coming months.

During the quarter, I attended ISC West, our largest security industry trade event, This year, we unified our booth presentation with the full breadth of our residential and commercial solutions, including OpenEye, shooter detection systems, and Checked. One positive takeaway from the event was that most of the service provider partners I spoke with are steadily expanding their use of our commercial services. They expect Alarm.com to continue to innovate for this market which enables them to gain operational efficiency through more standardization around our commercial offerings. And as more Alarm.com services are installed in given commercial site, we see improved revenue retention which is currently 98% for our commercial subscribers. Well above our consolidated revenue retention target range of 92% to 94%. Turning to our video solutions. I want to provide an update on the seven twenty nine floodlight video camera product as it has now been in market for just over a year. We designed the seven twenty nine to leverage our video analytics based proactive deterrence capabilities and our remote video monitoring software. Since launch, our partners have increased increasingly incorporated the seven twenty nine and associated services into their offerings. This product is being installed into nearly 4,000 properties per month now and we're seeing strong attachment rates of our video analytics services.

Over 85% of installed seven twenty nine cameras also have a subscription to access our proactive deterrent solution called PerimeterGuard. Our video services are also beginning to take more of a hold in the international markets. During the first quarter, 30% of new international accounts included video, about twice the rate of the same period a year ago. To build on that progress, we will upgrade our entry level video camera later this year. The new five sixteen WiFi camera will offer even better capabilities at a lower price point and should further broaden the adoption of our video analytics service in residential markets particularly internationally. I'll now turn to an update on EnergyHub. As a quick reminder, EnergyHub supports utilities as they adapt to the long term structural shift towards further electrification. Demand for EnergyHub's platform is growing as EV adoption, the proliferation of AI data centers, and extreme weather all stressed the grid. In addition, electricity supply is increasingly difficult for utilities to manage and forecast when intermittent renewable energy sources make up a growing portion electricity production. EnergyHub provides load flexibility solutions for managing demand, and matching it to supply in real time. In the first quarter, EnergyHub announced a strategic partnership with General Motors Energy to integrate GM EVs and home battery storage solutions into the energy hub ecosystem.

Through this program, owners of eligible GM electric vehicles will be able to receive meaningful incentives from their local utility to enroll in flexibility programs managed by EnergyHub software. This new partnership with GM adds to the relationships that energy has with other EV makers include Tesla and Toyota. Over time, we expect managed charging will significantly contribute to EnergyHub's market position, and strategic value to its electric utility partners.

Lastly, I want to touch on tariffs briefly which Kevin will expand on. U. S. Tariff policies are obviously difficult to predict, and the trade environment can substantially change with little warning. But we are in a position to effectively manage the 10% baseline tariffs that are currently in place. We have also significantly improved and diversified our supply chain over the last several years. Currently, less than 10% of our hardware revenue is derived from products shipped from China.

In closing, I'd like to thank our service provider partners and our Alarm dot com team for their dedication. And our investors for their ongoing support. With that, I'll turn the call over to Kevin Bradley, for a review of our financial performance. Kevin? Thank you, Steve.

I appreciate the opportunity and the confidence that you and the board have placed in me. I wanna share a little bit about my background as I start the process of introducing myself to our investors and analysts. Sixteen years ago, I was Alarm.com's twenty seventh employee. Settling into the company as the founding finance team member at my desk in a storage closet that also happened to serve as a hardware test lab for our engineers. Over the years since, I've been fortunate to work with Steve and many other talented people to help shape the company's strategy as it moves through various stages. Prior to our IPO ten years ago, I stood up a formal FP and A function. As part of this, I created and have continued managing our earnings guidance philosophy throughout our time as a public company. Thanks in no small part to his mentorship, I have been able to become a key partner to Steve and the rest of the executive management team here. Providing a bridge between finance, strategy, and operational execution. I'm thankful to have the support of a strong finance and accounting team filled with tenured colleagues And I also want to thank Steve Valenzuela for his support particularly through this smooth transition process.

I'm excited to engage more directly with Alarm.com's investors going forward. I'm happy to report a strong start to 2025 on my first call.

SaaS and license revenue grew 9% year over year to 163,800,000.0 exceeding our first quarter guide of $160,300,000 We exceeded our guidance due to a handful of structural dynamics.

EnergyHub was a primary contributor to our beat.

As Steve indicated, Energy Hub's distributed energy resource management programs continue to grow rapidly. And enrollments in Q1 exceeded our expectations.

Alarm.com security account creation activity in both the residential and commercial markets met our expectations during the quarter. We did not discern any material changes in account origination activity during the quarter, due to deteriorating consumer sentiment or recession fears. During the first quarter, total revenue grew 7% year over year to $238,800,000, and total gross profit grew 9.4% year over year to $160,600,000 Total operating expenses were $130,900,000 during the first quarter.

Excluding stock based compensation and other items we adjust from G and A for non GAAP purposes.

Total operating expenses were 114,400,000.0 a 4.6% increase year over year. R and D expense in the quarter inclusive of stock based compensation, was $68,400,000 up 3.7% year over year.

Excluding stock based comp, was $62,400,000 up 6.4% year over year. We are off to a nice start in driving some of the operating margin efficiency that we signaled late last year. GAAP net income grew 18.4% year over year to $27,700,000 and our GAAP EPS per diluted share was $0.52 Non GAAP adjusted EBITDA grew 17.5% year over year to $43,500,000 Non GAAP adjusted net income grew 11.3% year over year to $30,400,000. A combination of revenue growth revenue quality, and operating leverage contributed to our profitability. Non GAAP adjusted EPS grew 8% year over year to $0.54 per diluted share. We ended the quarter with $1,190,000,000 of cash and cash equivalents and produced $17,900,000 of free cash flow during the quarter.

I want to speak for a moment about the tariff environment.

In addition to significantly reducing the company's exposure to products originating from China since 2018, we proactively built some inventory in late twenty twenty twenty four and early twenty twenty five prior to liberation day.

We have approximately nine months on hand which is higher than we would carry in normal times. Outside of China, we are operating as if the baseline 10% tariff will remain in place. We anticipate passing that tax through when we start selling inventory imported under the new tariff policies. Our guidance incorporates this plan.

To the extent that some component of our hardware revenue becomes a pure pass through, gross margin will be diluted slightly even though gross profit dollars will remain unchanged. Related to this, let me share some thoughts on price elasticity.

We and our service providers have experienced a period of hardware cost inflation in the recent past. Specifically as a result of the global supply chain disruptions in 2022. Over a twelve month period, the impact on Alarm.com's hardware pricing at that time exceeded 10%. We did not see meaningful demand deterioration. We have long term symbiotic relationships with our service provider partners.

Increasing prices is not a step that we take lightly.

But given our experience in 2022, we think it's possible that we can approach the market together and pass through the current baseline tariffs without dramatically impacting demand. We're also mindful to consider that the macro backdrop in 2022 was different from today.

We are therefore allowing for a little bit of a wider outcome in our revised hardware revenue guidance. I'll turn now to our financial outlook.

For the second quarter of twenty twenty five, we expect SaaS and license revenue of 167 to $167,200,000 For the full year of 2025, we are raising our expectations for SaaS and license revenue to between 675.86 hundred and $76,200,000. An increase of $4,500,000 over our prior guidance at the midpoint as a result of the structural outperformance from Q1.

We are now projecting total revenue for 2025 of between 975.8 to $991,200,000. Which includes estimated hardware and other revenue of 300,000,000 to $315,000,000 As I noted, we are implementing a wider range here as we navigate tariff and macro uncertainty.

We are also raising our estimate for non GAAP adjusted EBITDA 2025 to between 190 and $193,000,000 an increase from our prior guidance of between 188 and $192,000,000 Non GAAP adjusted net income for 2025 is projected to be 131.5 to $132,500,000. Or $2.32 to $2.33 per diluted share. This is an increase from our prior guidance of $130,000,000 to $131,000,000 or $2.28 to $2.29 per diluted share. EPS is based on an estimate of 60,500,000,000.0 weighted average diluted shares outstanding.

As a reminder, this share count includes a full year of dilution associated with our outstanding convertible notes on an if converted basis, of 9,125,000.000 shares split across two issuances. We currently project our non GAAP tax rate for 2025 to remain at 21% under current tax rules. We expect full year 2025 stock based compensation expense of $40,000,000 to $43,000,000 In closing, I'll share my conviction that Alarm.com is strongly positioned for quality growth in the large and often underpenetrated markets that we serve. The executive management team shares a long term vision and has built a company wide culture of collaboration, innovation and humility that will drive Alarm.com's long term expansion. I am humbled and thankful to continue contributing to it.

With that, operator, please open the call for Q and A. [indiscernible] [indiscernible] comes from Matt Bullock with Bank of America. Your line is open.

Great. Thanks for taking the question. And looking forward to working more closely together, Kevin. My question is on commercial. Great to hear about the gross retention in that business line and the positive video attach rate trends.

Sounds like you're landing larger. Could could you maybe talk for a moment about recent average revenue per account trends in commercial and then give us an update on the upsell opportunity still there?

Sure. Hey, Matt. This is Steve Trundle. Yeah. The the reason we think we're seeing that, retention metric looks so positive is really land and expand type of dynamic where you know, we get into a site Let's say it's an access control location. And they install four doors and then a year goes by, two years goes by, the business expands and they want to install another four doors. You know, we add to to the account with that additional, that addition to the access control system, then maybe they wanna add a video system. So the result of that is we're getting some positive dynamics on the ARPU and the not only on new accounts where we're installing more, but also some uplift on the base. And the trend on up on ARPU there is is upward. Think in the past, we've commented that the sort of the average ARPU is you know, more than twice the average ARPU that we see on the residential side. And in certain situations as we get into bigger locations, it can be many, many, many times the residential ARPU.

Super helpful. And then one just quick follow-up, if I could here. Sounds like the the plan is to pass through some pricing on the hardware side. Can you just help us think about quantifying, revenue contribution from those tariff related pricing increases, for 2025? Embedded in the guide? Sure. Yeah. Hey, Matt. This is, this is Kevin. So we, know, we started with the fact that we were planning for about you know, 300 plus million dollars of hardware revenue. At a 25% gross margin ish. So a 10% cost increase would equate to about a 7.5% price increase. If you applied that to the full 300 would lead you to something around $20,000,000 on an annualized basis. And then we sort of backed out the fact that that we're not doing this until halfway through the year. And not everything that we procure and sell comes from overseas. So you get to something that's sort of a little bit less than that.

As an impact on the high end. You could think about it as sort of a difference between what our mid point used to be and what the high end is now. Really helpful. Thanks, Kevin.

Our next question comes from Adam Tindle with Raymond James. Your line is open. Okay. Thanks. Good afternoon and congrats to Kevin as well. Looking forward to working with you. Kevin, I I wanted to start with you if I could. Obviously, this quarter, if I'm looking at the the SaaS revenue, we had a strong start, I think, up 9%, close to 10% in the quarter on that metric. And then if we look at guidance for Q2, think closer to 7%. And then implied in the back half of the year, kind of mid single digits, to get to the full year. If I think about that trajectory, from a SaaS, growth standpoint, what are the key factors driving the moderation in growth as the year progresses? I'm looking at the year over year comparisons and they're kinda similar throughout the year, so I couldn't blame comps on that. And I I wonder if you could also maybe tie in your expectation for 80 embedded in that. I think previously, Steve had talked about 200 basis points. I wonder if that's changing at all. Yeah. Sure. I'll I'll address it and then maybe turn it over to ADT or Steve to see if he has any color on the on ADT.

I think if we start with what the composition was of the Q1, beat, Steve mentioned in his prepared remarks, as did I, that EnergyHub had [indiscernible] a strong quarter in their thermostat demand response programs.

You could think about that as being about half of the Q1 outperformance probably. And as a reminder, that business model is annual and recurring in nature as opposed to monthly and recurring in nature. So that will show back up again next January, but it won't reoccur in future quarters.

So that's one of the reasons that it sort of steps down principally because that performance will not reoccur in future quarters. And then the other thing is we mentioned that the revenue retention rate for the 95%. If you applied that to 1% of retention on $670,000,000 of revenue, about $13,000,000 a year.

The other half of our overperformance in Q1 was basically that.

The way that we're modeling right now is that that metric returns to our historical range.

Would be the other primary reason that you see some of that compression come out as well as us taking a little bit you see the wide range on the hardware revenue guide.

And we took a little bit of conservatism on the SaaS line, not much, but to allow for some possible fluctuations in demand as the year goes on.

And then, I'll jump in on ADT. I guess I'd make the point that on an on an annual basis, we went ahead and took the implied growth rate up by about 50 basis points coming out of this quarter. But with AAT, Adam, not a lot has changed there since last quarter. I haven't seen much different. There was not nothing related to ADT that impacted either our beat in the first quarter or our new guide. For for the year. So we're sort of following the model at this point and then watching the public remarks to kind of get updates on on where they are with deployment. But I think the metrics we've given there in past in terms of how we've modeled them are are still the same.

Today.

Got it. Okay. Yeah. That that makes sense. And, Steve, maybe just a follow-up for you just continuing the the this topic. On a bigger picture level. If we look at the annual growth rate of the SaaS piece of the business, it's, you know, kinda in that six or 7% range. And acknowledging that you guys have done a good job of outperforming that. But if we kinda think about, that how should investors think about that level of growth? Is this kind of a business that might be expected to kinda stay in that range but continue to improve profitability? Or what would it take to put to a new level, say, getting closer to double digits, like like in the past?

Yeah. I guess I guess what I would say is you almost have to you really have to decompose the the consolidated number a little bit.

And we've we've provided a little color on that where we at times have referenced the growth initiatives, which are Commercial Energy Hub International. Like last quarter, we indicated they were producing 26% of the SaaS and growing at around 25% annually. And then Adam, as you have as you've know, I mean, the residential piece in North America with some of the headwinds we've topped we've discussed in the past, is a slower growing business. So what you see is sort of a tale of two worlds. One, business that, is more stable, probably pulling down the consolidated growth rate, that being the residential North America side. The other growing substantially, big if is how long will this sort of, 20% plus growth hold up in the various growth initiatives? How long can we sustain that? Obviously, some point, you know, as that those businesses reach higher orders of scale, you could envision the potential for, those contributions having more impact on the consolidated number than they are today. So that's kind of how I look at the growth rate. I think second part of the question is sort of a philosophical one on what we think about operating margin.

And we have shifted a bit to a posture of pushing more operating leverage into the business. We've moved up [indiscernible] the EBITDA margins, I think, in the initial look for the year, we are the first guide of the year, we're like 19.4%, which is up from the prior year. So I think you'll see us continue to as we're sort of in this current growth range, I think you'll see us continue to focus some on the operating margins and make some progress there.

Very helpful.

Thanks.

Next question comes from Saket Kalia with Barclays. Your line is open.

Guys. Thanks for taking my question. And, Kevin, echo my my welcome as well.

Actually, maybe for you just along the lines of of the last line of of questioning and what Steve mentioned.

Was wondering, Kevin, can you just remind us how for this quarter, for Q1, how big was sort of that emerging bucket? And how fast did it grow this quarter? I think Steve said 26% last quarter and it grew 25%. I can't imagine it's too different. But just to make sure we keep track of that because it is such an important part of the growth rate going forward. How did that look here in Q1?

Sure.

As we mentioned, EnergyHub had pretty strong Q1. So I would say for the quarter, maybe slightly bigger as a percentage of total revenue simply because of that over performance, but growing at about the same clip as we had indicated in the prior quarter.

Got it. Maybe No big quarter over quarter change there, but yeah. [indiscernible] Understood. Understood. That's helpful. Steve, maybe maybe for you just to bit higher level It was great to hear about sort of the higher video attach internationally.

I just wanted to get just kind of a a state of the union a little bit on on maybe, you know, one or two of your your countries outside of The US May maybe the question is, how do you feel about about Alarm.com position competitively in some of those markets?

As international maybe becomes a bigger part of the business in the future?

Yes. Thanks, Larry. Yes, those are mean, the international markets are you know, very competitive, much like the North American market. I think we're sort of earlier inning We're probably in the third inning right now. And we're in the process of kind of moving from establishing the initial beachhead customers, which tend to be the larger the larger service providers, brands people would know, And and now we're doing some of the the real you know, hard work of building out the long tail of the dealer base, rest of world. So one of the great things here about our North American business is we have a fairly distributed you know, long tail of dealers who contribute every month then And internationally, we haven't had the bandwidth cycles or the attention necessarily to go know, down into the smaller service provider segments of these markets. And we're just sort of getting started on that. That will create some tension on what we have to do with the product. And what we have to do with distribution to meet the needs of that longer tail, but that's, I'd say, what sort of a key part of our 02/2025 objective is to build out more of that tail.

I would say, you know, macro level, it's early innings. We're feeling pretty good about the growth. We continue to see international. It's growing faster than the domestic business. Particularly strong in Latin America and Europe But as I noted, also very competitive, particularly on cost. You see a lot of products coming in from China and elsewhere that are super super low cost. Not as capable. Usually don't have a back end. That enables a service provider to be all the needs of a customer, but, but are there nonetheless. And and thus far, we haven't seen a lot of change since, the trade the trade wars began. Hopefully, we don't see much change. But, that's generally the state of things.

Super helpful. Thanks, guys. One moment for our next question. Our next question comes from Samad Samana with Jefferies. Your line is open.

Hey, guys. This is Billy Fitzsimmons on for Samad. I I just wanna double click on on macro. Steve, you were you were clear about how you did not discern any material changes in in account origination activity during the first quarter due to deteriorating consumer sentiment or recession fears? Just as we think about the outlook in second quarter guide, were there were there any material changes in the account origination or consumer sentiment in in early April post the formal tariff announcements?

Yes. Good question, Billy. I mean, we watch things very closely. I would say April looked a little different on the commercial side than the last two weeks April to the extent we don't get too wrapped around the axle looking at week over week data, but we saw maybe [indiscernible] the market take a a breath and then sort of get back to business and we really didn't see that on residential. We only saw that on commercial. So as we kind of finished out April, and coming into this report, we felt that we're not really able to discern any meaningful macro changes at this moment affecting things.

Got it. Helpful.

And then, Kevin, I'll I'll congrats on the the CFO role and and you've obviously been been at the the company for for a while and have worked closely with Steve and Tain for for years. But just taking a big step back and very high level, what what do you kind of view as your initial priorities as CFO?

Yeah. Hey, Billy. Thank you very much.

You know, my initial priorities, I think, are are things like this, getting getting sort of more intimately familiar with you know, speaking on behalf of the company to external stakeholders. I think from an internal perspective, as you said, I've been here for quite some time.

Know, I know everybody. Everybody knows me.

You know, I think much of the the work inside the company will sort of be, know, business as usual, with the exception of maybe getting a little bit more familiar with some other aspects of the accounting team. But my primary focus right now is you know, we're getting getting through earnings here and then sort of getting out and beginning to become a little bit more externally focused. Perfect. Thank you both very much.

One moment for our next question. Our next question comes from Stephen Sheldon with William Blair. Your line is open.

Hey, You have Matt Filak on for Steven Sheldon. Thank you for taking my questions, and congrats on the new role, Kevin. I think you have said before that around 50% of new residential subscribers add video, with only around 30% of existing subscribers using video. And I was wondering if you could talk about some of the strategies you're service providers may be using to drive higher video adoption among that existing customer base, especially since video can meaningfully expand ARPU.

Yeah. That's a good question. This is Steve speaking. I I'd say at the moment, it's probably a bit more of an opportunity than something we see the service providers uniformly focused on. So The great news is, yes, they're getting attached with greater than 50% on new installations. We're getting very high attached on video analytics there. Which helps with ARPU and also the quality and the capability of the system being delivered to the consumer. The downside is that the dealers are, for the most part, relatively busy. They don't have a ton of additional tech capacity out. That they can use to go back and do upgrades to existing accounts. So I'd have seen as much promotion as I would like. Of the video services back to the existing base. What I will say is we have some product pipeline. I think there's you know, kind of a two pronged fork. A tactic they can use is is video today is is just so much better than it was four or five years ago. So I I think they can go back to customers that were created four or five years ago that are coming to the end of their contract term.

And offer to you know, update them and upsell them into know, a video service plan if they renew their service contract with with the dealer. And I would expect we can get, more of our dealers to run that. And then on the product pipeline side, we're doing a product that we think will have some relevance to a growing body of of residential customers. It will be a camera that is completely wireless and also battery powered. Which you know, for a lot of use cases, traditionally, people haven't loved indoor cameras. But quite a few people do have cases where they wanna one camera in one room when they're traveling, and then move it to a different room when they're leaving their pet at home, and that's sort of thing. And that's been hard to do if you're you know, primarily delivering a a solution that needs to be plugged in all the time. So I think making know, getting that product to market later in the year will also help us kind of create a message to go back to that base and ideally drive some some additional video up. So Got it. Thank you, Steve.

That's helpful color on that front. And then just quickly on NRR. At a high level, would it be fair to assume that NRR roughly stays at this elevated level throughout 2025 under the assumption that home sales volumes remain subdued over the remainder of the year?

Yeah. You wanna take that one, Kevin?

Sure. Yeah.

You know, that's not the way that we're currently modeling it. So we're we're modeling that that tailwind sort of was in q one. We see it in place at least through April at this That's kind of what you saw a little bit in our Q2 guide lift.

But at this point, we're not assuming that it stays elevated at at that level in Q3 and Q4. It may be the case that it will, but that's not what's baked into our Outlook currently. Okay. Got it. Thanks for clarifying that, Kevin. Thank you both.

Thank you.

One moment for our next question. Our next question comes from Darren Aftahi with Roth. Your line is open.

Hey, thanks for taking my questions, and congrats to Kevin as well. Look forward to work with you. Two, if I may. Just clarification on your your SaaS guidance. You talked a lot about sort of that pause in April and then sort of business as usual. So I guess looking at those two spectrums, your your SaaS guidance, like, where does that fall? Does it fall more on the business as usual side, or is there some conservatism built in that the wind kinda blows a different way if if tariffs become a bigger issue? And then secondly, in the past, you guys have talked about education of your service provider base.

On residential.

Or commercial. Just kinda curious what the overlap is and if there's kind of an initiative to get more of your service providers to try and sell commercial just given the ARPU uplift and and the growth you've been seeing there? Thanks.

Sure. Hey, Darren.

Yeah, I think what is baked into our model currently is is on the tariff stuff. We're really, aside from widening the range on the hardware we're not modeling in a lot of impact there. And we've feel pretty good having watched all of April that that that, things are looking okay at the moment. We're not yet trying to guess what's going to come out If you go back to the initial presentation in the Rose Garden after liberation, Liberation Day, some of the tariffs that were presented were were much higher than the baseline tariff that everyone's experiencing at the moment, which is 10%. So we're not attempting to predict you know, what may come to pass in July August, that sort of thing. But based on what we see today, we feel like demand is holding up Things look okay. And then the second piece that maybe is that element of conservatism in in our guide is the the model of somewhat of return additional revenue retention rates. So that's you know, we may see that revenue retention remains elevated that will be positive for us. Your question about service providers on on commercial, I mean, we still like the residential market and it's a big market.

So we don't want to be we don't wanna be too quick to to push everyone, out of the residential market. Markets kind of move in ebbs and flows. We've seen through time there are years where residential is particularly strong and there are years where SMB and commercial is particularly strong. And the best businesses are those that can can you know, be advantaged by, by positive trends in one while the other might be a bit negative. So we think that the best place for most service operators to be is one where they have some diversity in their own business with 20%, 30% of the business being commercial, And [indiscernible] 60% or so being residential. That said, there are an entire class of service providers who really are commercial integrators and that's all they do. And we do have a team focused on prospecting within that class. That's a class of service provider that we haven't you know, through the years haven't had as much access to because we started in residential and have moved more into commercial and SMB. So we are out there hard to continue to expand into that class of service providers that are almost exclusively commercial.

That's helpful. Thank you.

Our next question comes from Jack Vandardi with Maxim Group. Your line is open.

Okay, great. Welcome to Kevin, and good to the strong results in Outlook, especially when many other companies are kinda hitting pause. So great to see Steve, I I know you guys don't provide an explicit total subscriber or connected property count. And and ARPU is obviously increasing with strong attach rates. Can you maybe just speak in general, to your installed base in North America residential? And, in commercial. Are are both of those actually growing in terms of new subscriber connections? And any impact, from the home builder channel on on subscriber growth in, North American residential and commercial? Thanks.

Sure. Hey, Jack. Thanks for that. Yeah. The I I actually don't know the exact metric because it's not one that we're reporting. What what's happened is the the definition of what is a subscriber has evolved some. And in the commercial business, a subscriber can be a door it can be a video camera, and that that camera may be with analytics producing the same ARPU as an entire home. Then we have subscribers on the energy hub side that are, you know, different in their inner in their profile. So we add all those numbers up. We get to a number that's a little bit inconsistent with what we used to report, which is really a residential number. That said, both numbers are continuing to go up. The total number of subscribers continues to grow. We're not at a point where we're seeing a a retreat in on either the commercial or the residential side. So generally the outlook is, that both are increasing. The housing market is you know, has been a domain where we've had a bit of a headwind now for a couple couple of years. The elevated interest rates have have reduced the frequency of moves, the frequency of new builds being permitted hasn't been the end of the world, but it is been a softer spot.

That's been a headwind to new account creation for our service providers now for a couple of years. We don't necessarily see that changing. This this year, but, it continues to be impactful. The positive aspect of that is that when people are not moving, when they're staying put, then we see, know, some benefits on the revenue retention line.

Okay. Great. I I really appreciate the color there. That makes makes a lot of sense, especially on that kind of moving the definition of the the lines get blurred with the definition of what a connected subscriber is as well. So appreciate that. Yep. And then just in general, I guess, in in the you kinda touched on ADT a little bit. I I don't wanna go there specifically. But there's positive momentum in your channel. Sounds like there's positive momentum in your marketplace. Just any updates on actual competitive landscape as it relates back your your guys' guidance, that largely remains I would say, incrementally positive. So, any impact on the on the competitive environment as it relates to your outlook? Thanks.

Sure. As it relates to you know, ADT, we're still a partner with ADT. So we're not really seeing any you know, we we don't really think of them as a as a sort of a competitive factor, I would say. If we look at the broader market, and think about, you know, what's going on, take that on the residential side. I think the the thing that we pay a lot of attention to is just the proliferation of products coming across you know, typically from Asia, that are directly sold to end consumers to solve some type of video need. There's there's no doubt that quite a few people are buying cameras off of TikTok, off of other sites at [indiscernible] the cameras are not as functional not as capable, don't really provide real security. But I think nonetheless represents somewhat of a competitive threat that we've monitored. Say the good news though for our investors is this is no different than you know, for the last decade, we've seen some some entities selling video cameras direct to consumers at a lower price point. And we've survived that We expect we'll continue to survive that. We think that the market is basically bifurcated into those who are serious about security and view, security and video as an investment in their home.

Then those that are looking for sort of a temporary, point solution. And, we want to stay focused on the former set. Those are the better customers, they're the more profitable customers, and they're the ones that benefit the most from our service providers' attention. So in that domain, we're feeling pretty good, I would say.

Okay. Fantastic. I appreciate the color. Thanks.

Thank you.

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