Weave Communications Q2 2025 Earnings Call Transcript

Quartr
Provided by Quartr
July 31, 2025

Key Takeaways

  • Positive Sentiment: Revenue rose 15.6% year-over-year to $58.5 million in Q2, marking the 14th consecutive quarter above the top end of guidance.
  • Positive Sentiment: Gross margin expanded to 72.3% and operating income beat guidance while generating $4.5 million in free cash flow.
  • Positive Sentiment: Acquired TrueLark for $35 million to add AI-powered scheduling and lead conversion, with integration underway and expected to be accretive in 2026.
  • Positive Sentiment: The specialty medical vertical became Weave’s second largest by customer count, still at under 1% penetration, signaling a large growth runway.
  • Neutral Sentiment: Q3 revenue is guided to $60.1 million–$61.1 million and full-year revenue to $236.8 million–$239.8 million, with profitability set to improve in H2.
AI Generated. May Contain Errors.
Earnings Conference Call
Weave Communications Q2 2025
00:00 / 00:00

There are 9 speakers on the call.

Operator

Greetings and welcome to Weave Communications Second Quarter twenty twenty five Financial Results and Conference Call. At this time, all participants are in a listen only mode. A question and answer session will follow the formal presentation. As a reminder, this conference is being recorded. I would now like to turn the conference over to your host, Mr.

Operator

Mark McReynolds, Head of Investor Relations. Thank you. You may begin.

Speaker 1

Thank you, Rob. Good afternoon and welcome to Weave's second quarter twenty twenty five earnings call. With me on today's call are Brett White, CEO and Jason Christensen, CFO. During the course of this conference call, we will make forward looking statements regarding the anticipated performance of our business. These forward looking statements are based on management's current views and expectations, entail assumptions made as of today's date and are subject to various risks and uncertainties described in our SEC filings.

Speaker 1

Weave disclaims any obligation to update or revise any forward looking statements. Further, on today's call, we will discuss certain non GAAP metrics that we believe aid in the understanding of our financial results. Unless otherwise noted, all numbers we talk about today will be on a non GAAP basis, which exclude one time acquisition related costs, amortization of acquired intangible assets and stock based compensation. A reconciliation to comparable GAAP metrics can be found in today's earnings release, which is available on our website and as an exhibit to the Form eight ks furnished with the SEC before this call as well as the earnings presentation on our Investor Relations website at investors.gitweave.com. And with that, I'll turn the call over to Brett.

Speaker 2

Thank you, Mark, and thank you to everyone joining us today. Weave delivers an AI powered patient interaction platform tailored to the needs of small and and medium sized health care practices. Our solution unifies communication, scheduling, payments, practice insights and more to one seamless platform. We help our customers grow their businesses, keep schedules full, accelerate collections and deliver exceptional patient care. As SMB health care practices look to modernize, Weave improves operational efficiency by automating workflows, freeing up office teams to build stronger relationships with their patients and clients.

Speaker 2

I'd like to highlight a few key financial results from a very strong Q2. We delivered revenue of $58,500,000 representing 15.6% year over year growth and marking our fourteenth consecutive quarter of exceeding the top end of our revenue guidance. We had another record sales quarter and an acceleration in sequential revenue added even excluding the impact of TrueLark. Famous revenue continues its rapid growth. Gross margin rose to 72.3%, an improvement from Q1 and we also exceeded the top end of our guidance range for operating income.

Speaker 2

We delivered strong cash flow performance in the quarter generating $4,500,000 in free cash flow. This continued improvement reflects our disciplined execution and underscores the efficiency and scalability of our business. As we speak with customers across the verticals we serve, we consistently hear a common set of priorities. First, profitable growth. 96% of SMB health practices report a growing patient base.

Speaker 2

They are challenged to keep up with the demand for services while maintaining margins, especially in a market with labor constraints, inflationary pressure and shifting payer provider dynamics. Operational efficiency is no longer a back office concern. It's a growth lever. Standardizing recall and appointment reminder workflows reduces administrative burden and streamlines patient communications to keep schedules full. For example, in its first year in business, a single practitioner optometry office generated $70,000 in additional booked appointments using Weave's recall reminders.

Speaker 2

Next, patients increasingly expect consistent digital first interactions and the majority of practices say technology is critical to developing great experiences. From personalized phone greetings to 20 fourseven online scheduling, practices that embrace technology are better positioned to stand out in competitive local markets. For instance, 60 locations in a large dental service organization used Weave's missed call text feature to generate $1,500,000 in revenue in a single quarter, scheduling over 7,200 appointments from missed calls. Another key priority for practices is accelerating revenue cycles to strengthen financial health by reducing receivables days outstanding, increasing collections and automating billing. As an example, a single location dental practice collected $100,000 in outstanding balances in under a year using WES Text2Pay.

Speaker 2

Finally, McKinsey Research reports that AI has the potential to automate up to 45% of administrative tasks in health care. That's not just cost reduction, it's capacity creation. 80% of practices that reported fast growth say new office technology was factor and over 60% reported that current technologies make hiring easier. These strategic imperatives are shaping the future of health care delivery and every technology investment must directly support these priorities. That's where Weave comes in.

Speaker 2

In May, we acquired TrueLark, an AI powered workflow automation platform that enables 20 fourseven online scheduling, missed call response and marketing lead conversion. This acquisition marks a major step in bringing intelligent automation to the workflows that matter most to small and medium sized health care practices. TrueLark helps practices boost revenue, keep schedules full and reduce front office burden. For customer, TrueLark handles over 15,000 conversations monthly across 60 locations. We're rapidly integrating TrueLark and Weave across go to market and product teams to bring this automation to our customers prospects.

Speaker 2

Joint selling to mid market dental groups is already underway and we're progressing towards offering TrueLark as an add on within unified Weave inbox. By unifying these AI capabilities into a single experience, Weave is positioning itself as the go to platform for simplifying operations and increasing impact across key health care verticals. We are transforming everyday operations making it possible for practices to deliver better care and service without additional strain on their teams. This foundation of intelligent automated workflow sets the stage for our next chapter of growth. Building on this momentum, we're seeing clear signals of strength across our strategic growth vectors that we laid out for you in our February earnings call.

Speaker 2

Just one year ago, we announced that specialty medical was our third largest and fastest growing vertical. Today, it is our second largest by customer count. With under 1% share of the total specialty market, the opportunity ahead remains enormous. Q2 marked a record quarter for our medical vertical driven by strong growth in medical aesthetics, primary care and physical therapy. Organic demand and average revenue per location continued to improve as we launch more authorized integrations with electronic medical record systems.

Speaker 2

Our authorized integrations with Veradigm, Practice Fusion and Prompt are off to a very strong start just five months post launch. We also recently launched authorized integrations with Ortho2Edge, a leading orthodontic practice management system and IDEXX Neo, a widely adopted cloud based platform for veterinary clinics. These integrations address key patient engagement challenges for practices in both verticals and expand our reach to thousands of new locations. On the mid market front, momentum is building with a growing and increasingly diverse pipeline. We have seen strong traction in veterinary and specialty, including two multi site physical therapy management service organizations signed in Q2, representing over 70 clinic locations combined.

Speaker 2

Everything we do at Weave is centered around helping health care practices grow and thrive and our customers continue to take notice. In G2's summer twenty twenty five report, Weave ranked first in 34 categories and remain the top rated platform in the grid for patient relationship management. G2 rankings are driven by real customer reviews and reflect the trust practices placed in Weave to power meaningful patient connections, streamline operations and grow their businesses. Before I turn the call over to Jason, I'm excited to announce that Abhi Sharma is being promoted to Chief Technology Officer. Avi was originally hired as our SVP of Technology and in his short time at Weave has exceeded expectations demonstrating strategic vision and operational excellence.

Speaker 2

He is the clear choice to lead our technology organization. This promotion reflects our planned succession strategy and ensures strong forward looking leadership as we accelerate innovation, scale our platform and deliver greater value to our customers. Finally, I want to thank our customers, partners, team and shareholders for your continued trust and support. We are very encouraged by strong momentum across the business, especially in the significant growth in medical and the AI powered solutions we're bringing to market where there is vast opportunity ahead. I'll now turn the call over to Jason for the financial update.

Speaker 3

Thanks, Brett, and good afternoon, everyone. I'll begin with a quick update on our acquisition of TrueLark. As a reminder, the transaction closed on May 16, comprising $25,000,000 in cash and $10,000,000 in equity. As part of this transaction, we filed a Form S-three shelf registration with the SEC to register the resale of the equity issued under the terms of this deal. This is standard practice and we have no current plans to offer or sell additional securities under this registration.

Speaker 3

As Brett mentioned, we are already executing on our integration strategy with initial efforts focused on expanding product integration and aligning go to market programs. Gulark's momentum in multi location healthcare is highly complementary to Weave's distribution model and we remain confident that this will be an accretive asset in 2026. Turning to our results, we delivered revenue of $58,500,000 exceeding the midpoint of our guidance by $700,000 This represents 15.6% year over year growth. As a reminder, Q2 represents our toughest year over year revenue comparison of 2025 as we lapped the effect of a price adjustment from the prior year. Payments again was a key contributor in the quarter.

Speaker 3

These results include just over one month of TrueLark revenue and expenses. Gross revenue retention in Q2 was a healthy 90%, which remains in the top tier for SMB SaaS companies. For the past two years, net revenue retention has consistently been between 9598%. Q2 net revenue retention was 96% consistent with our historical range. Let me now turn to our operating results for the quarter.

Speaker 3

Through disciplined execution and ongoing efficiency initiatives, we delivered solid financial performance across our key operating metrics. Gross profit grew to $42,300,000 in Q2, an increase of nearly $6,000,000 year over year. That represents a gross margin of 72.3%, up 40 basis points year over year and up 20 basis points quarter over quarter. We expect our gross margin to continue to improve modestly through the remainder of 2025. Sales and marketing expenses were $23,200,000 or 40% of revenue.

Speaker 3

As stated in our February call, we are making targeted investments to drive our mid market partnerships and specialty medical growth initiatives. Given the positive momentum across these areas, we accelerated the hiring of sales account executives originally planned for the second half of the year into Q2 to capitalize on these opportunities. Research and development expenses were $8,900,000 or 15% of revenue. We are focused on integrating TrueLark and bringing AI powered workflow solutions to the markets we serve. As discussed in previous calls, we are making targeted investments associated with these initiatives.

Speaker 3

General and administrative expenses were $10,100,000 or 17% of revenue, an improvement from 19% in Q2 twenty twenty four. As we continue to scale the business, we anticipate that we will continue to gain operating leverage in general and administrative expenses. Operating income for Q2 was $70,000 an improvement of $1,000,000 compared to Q2 twenty twenty four. Operating income also exceeded the midpoint of guidance by $600,000 Next, I'd like to highlight our balance sheet and cash flow performance. We ended the quarter with $77,800,000 in cash and short term investments.

Speaker 3

During the quarter, we deployed $23,000,000 in cash to fund the acquisition of TrueLark. From a cash flow perspective, Q2 was a great quarter. We generated $5,400,000 in cash from operating activities and delivered $4,500,000 of free cash flow. Year to date free cash flow was $3,400,000 a $2,700,000 improvement over the same period last year. Looking ahead, our outlook for for the 2025 reflects steady progress.

Speaker 3

We expect revenue to be in the range of $60,100,000 to $61,100,000 We expect non GAAP operating income to be in the range of breakeven to $1,000,000 For the full year, we expect revenue to be in the range of $236,800,000 to $239,800,000 representing an expectation for accelerated growth in the second half of the year, the midpoint of the range. We expect non GAAP operating income to be in the range of $1,200,000 to $3,200,000 for the year. Profitability is set to improve in the second half, driven by revenue growth and continued focus on operating efficiency. Our expected weighted average share count for the full year remains approximately 76,500,000.0 shares. Q2 reflects meaningful progress and continued execution against our strategic priorities.

Speaker 3

We delivered solid financial performance, improved gross margin and strong free cash flow. We remain committed to balancing growth with profitability as we invest in the new vectors of growth we have discussed and strengthen our leadership position automation. Thank you for your continued support. And with that, we'll now turn the call over to the operator for Q and A.

Operator

Thank you. At this time, we'll be conducting a question and answer session. Our first question comes from Alex Sklar with Raymond James. Please proceed with your question.

Speaker 4

Great. Thank you. Brett, the first one for you. Just great to hear the specialty medical success again this quarter, second largest vertical for you. Any commonality in terms of where you're seeing the most success within specialty medical?

Speaker 4

And I'm curious, how do those lands look in terms of coming on with one of your larger integrated bundles relative to your kind of average dental, optometry vet land? Thanks.

Speaker 2

Sure. So I'll take the first one and then I'll let Jason add some detail on the second one. So when we roll into a new vertical like specialty medical, we generally focus on a few practice areas, because we want to get the integrations and we want to get the product market fit right. And then once we kind of get rolling there then we start adding additional practice areas. So we're still very focused in medical aesthetics, which we call plastic, physical therapy.

Speaker 2

Those are probably the big ones. General practice has also done quite well. And the way they roll when we move into a new vertical, the way it kind of works is we enter generally the ASP is a little bit lower because you don't have the brand yet. You don't have all the integrations done yet. Churn may be a little bit higher.

Speaker 2

And then as you mature in that segment say over the next twelve to thirty six months generally ASP rises, cat goes down because your brand is more well known and then churn comes down as you perfect market product market fit. So that's kind of how it rolls out. And as far as how they're landing now I think it's pretty consistent.

Speaker 3

Yes. When you look at dental in the higher level packages, this is where the integrations become really key, really important to understand is typically within medical side, where we're at from an integration coverage perspective, we continue to make great progress. But you do see customers who come in on a non integrated solution or come a little bit further down the stack because we haven't had as much time in market to deepen those integrations as well. And the deepening of the integrations is what also allows those customers to move up the stack into the Elite and Ultimate bundle. So you will see that dynamic relative to dental and optometry.

Speaker 3

And so there's a couple of points of improvement there. One is in just new location acquisition. But then two, over time, as we get those integrations and deliver on the product market fit side, the opportunity to then move them up the stack of packages.

Speaker 2

Yes. And I'll just add, we still sell actually we sell a lot of non integrated kind of core product into specialty medical. And so then when we build the integrations there's an upgrade opportunity, but then also the integration creates new demand. So there's kind of two actions at play there that move specialty medical customers kind of up the ASP chain if you would.

Speaker 4

Okay. Great color. Thank you both there. Maybe Jason one follow-up for you. Just in terms of thinking through one of the big drivers of NRR payments, how has the growth trended there for that solution relative subscription?

Speaker 4

And what have you seen from kind of the sales team just in terms of being a priority this year for driving higher attach and then higher usage as the year progressed?

Speaker 3

Yes. Thank you for the question. So in terms of payments performance, so it continues to grow much faster than our subscription line of business as it has in the past. And we've talked about how there's been incremental focus on payments really coming into this year where we've made targeted investments on the payments line up front along with the other growth factors. And we're beginning to see good improvement and progress on that front where the attach rate of payments within our installed base continues to move up and continues to make good and steady progress.

Speaker 3

And there's two layers to that. One is getting the attach rate and then the second is then capturing all of the volume of the customers and we're making progress on both fronts. The work is not done on either of those. We still have a massive opportunity and we're significantly underpenetrated opportunity and it continues to be a focus for us.

Speaker 4

Okay, great. Thank you both.

Operator

Our next question comes from Parker Lane with Stifel. Please proceed with your question.

Speaker 5

Hi. This is Matthew Kicker on for Parker. Thank you for taking my questions. To start, could you just detail maybe the progress of the integration with the Trulark team itself? How the assets are being integrated with yours the combination of the go to market approach?

Speaker 5

And then also any early feedback you may have received from customers on the Trulark product?

Speaker 2

You bet. So we closed the acquisition in mid May and started our integration activities shortly thereafter. I think the two major areas of integration are on the go to market side and on the product side. So on the go to market side, Trulark had was well established within kind of large DSO multi location type businesses. So they have the motion that works there.

Speaker 2

They've got the sales motion, the delivering the proof of concept, the onboarding and the support. So we immediately took that capability and combined it with our multi location sales team. So now they're joint prospecting. They are sharing pipelines. What's really interesting is we've multi location team can actually go and prospect into say a DSO that maybe isn't ready to switch out their entire telephony stack or they may be on a contract or something, but actually can start building that relationship.

Speaker 2

We can sell TrueLark in there and then start building that trusted relationship. So those activities kind of joint prospecting started immediately and are underway. On the rest of the business, so we're right now working to build out the capability of the platform to land and onboard successfully single location. So the TrueLock business was really designed around multi location. So they didn't really have the onboarding and support capability to bring on hundreds of new locations individually.

Speaker 2

So we don't want to sell the product into single locations before we're able actually to deliver that great onboarding experience. So we're building that team, building that go to market map. The next activity there would be to start selling TrueLark into our installed base and we expect that to kind of kick off in Q4. And then lastly, the final piece would be to start selling it into new single location products prospects and we expect that to be Q1. And one of the important pieces there is going to be building out the product experience.

Speaker 2

So we want to move to where we have a combined inbox, so where you get both the TrueLark services and the Weave services in a combined inbox. So you can manage your experience all in one place. And so the product teams the joint product teams are hard at work delivering that. And then that really is what we would take to market for the single locations. And then as far as feedback, during the diligence process, we talked to a lot of the TrueLock customers and they were very, very happy with the product.

Speaker 2

We continue to hear that. We have had actually a fair bit of inbound after the announcement of hey, this looks great. How can I build this into my business? And also some very interesting partnership opportunities of partners wanting to offer the product and the joint product. So that's quite exciting.

Speaker 2

And then on the single location side, we've received a fair bit of inbound as well wanting to know when they'll get access to the product. So we're kind of building a wait list there on when the product and the onboarding and support process are ready for an amazing experience combined TrueLark we've experienced and when it's ready we'll roll that out.

Speaker 5

That's great color. Thank you. Secondly, I'm wondering what impact you've seen on CAC from your push to the enterprise? And maybe more broadly what opportunities do you see to drive leverage on that sales and marketing line in coming years?

Speaker 2

Right. So I'll give you my view and Jason you can add anything. So actually the mid market team we've done a complete refresh there. They've got a very experienced leader. And their sales cycle is much longer.

Speaker 2

They build a pipeline. Sometimes it's a proof of concept, close a deal and then roll out over time. So we were actually just doing some math and their CAC is actually terrific and slower than some of our other channels. So we're quite pleased with the progress we're making. We're quite pleased with the pipeline they're building.

Speaker 2

The CAC is in a good place. And I think the other interesting piece here that I'll just mention on the mid market side is if you look at the total let's just say dental. The total dental market U. S. Is growing kind of mid single digits.

Speaker 2

And the multi location segment is growing probably high teens. So there's a lot of growth there not only just new businesses, but also also they're acquiring a lot of the single locations. So getting into that segment for us with a product that we've now had for about a year, we think really offers some great opportunities for growth and the CAC metrics are working. And then now with this additional capability of being able to go into a DSO or go into a large multi location and they say, hey, we're not ready to talk to you Weave about the telephony stack. Well, we can talk about TrueLark.

Speaker 2

And the same goes the other way. We've got TrueLark is in accounts and we can go and talk to them about telephony. So, we're actually really pleased. When I said I thought we had a really strong quarter, our mid market business is definitely one of the big highlights.

Speaker 3

Yes. Maybe one thing I'll add to that is when you think about the scalability of that model, going back to the question of NRR, our NRR historically is a measurement that is based on locations, not on logos. So what that means for a multi location group is as you expand your footprint and acquire additional locations or as they grow their locations through that consolidation Brett talked about, our current NRR metric doesn't take credit for that and improve the NRR metric. We've been we're not ready to report an official metric on this, but as we've looked at the multi location customers within our customer base, what we're seeing is that their NRR is over 100% when you look at it through that lens, which goes to your question of what is the operating leverage and the scale that that motion provides. That's just another proof point of the benefit that we get through that motion.

Speaker 5

Terrific. Thank you.

Operator

Our next question comes from Brent Bracelin with Piper Sandler. Please proceed with your question.

Speaker 6

Hi, guys. This is Hannah Rudolph on for Brent today. Thanks for taking my questions. Just first one, I think you already discussed it, but I just want to confirm. You were talking about TrueLark having certain DSOs as customers and being able to cross sell them over time.

Speaker 6

I guess have you been able to start on that motion already? Or that is still in process?

Speaker 2

Yes. The two teams are definitely working together. They're combining their pipelines and they are engaging together.

Speaker 6

Got it. Thank you. And then Jason, you talked about accelerating some investments into Q2 from the second half. And I'm just wondering how much investment you feel you have left that needs to be elevated over the second half or if you've accelerated all of that investment?

Speaker 3

It's a great question. When we look at the investment, most of these have been fairly small investments from a relative scale perspective, a handful of sales reps here or there. A lot of that when we think about the balance between growth profitability is really within our control. As it stands now, we've brought forward some of the hiring. We need to ramp the capacity there.

Speaker 3

And if we continue to see growth that warrants handful of additional investments here or there that's something that we'll continue to evaluate. That's something that the throttles within our control based on the performance.

Speaker 6

Got it. And then lastly, did you see any specific dynamics in your payments business around seasonality and certain verticals maybe having more activity in the summer months?

Speaker 3

Nothing in particular as it relates to Q2. Nothing to highlight here on that front. Nicely in payments, continued to grow well faster than our subscription line of business. We continue to make progress on that front on both the go to market and the adoption side.

Speaker 6

Got it. Thank you.

Operator

Our next question comes from Kash Rangan with Goldman Sachs. Please proceed with your question.

Speaker 7

Hey, guys. You got Henry on for Kash. Thank you for taking my question. First, it was great to hear the strength again in specialty medical. I think you mentioned you had about 1% share of that market.

Speaker 7

Where do you see the largest opportunities going forward just across the specialty medical market?

Speaker 2

Well, one of my things around here sometimes is opportunity everywhere. And I definitely think that's the case here. We're doing quite well in physical therapy, what we call plastics or aesthetics, aesthetics in general practice, family practice. We're just kind of scraping the surface. The there's like 21 sub verticals specialty medical and the trick is to be methodical.

Speaker 2

So if we could get 1% to 5% in the not too distant future that would be feel pretty amazing. Amazing.

Speaker 3

One thing I would add to that is the gateway for a lot of this is through integrations. Brett talked about how we're growing through even the core non integrated solution because many of these businesses have needs for the exact type of solutions that Weed brings through an integrated interaction platform that brings in the payments elements. And so a lot of that opportunity also comes as an unlock as we deliver on additional integrations. And then as we deliver those, as we deepen those integrations to bring on additional capabilities or adjacent technologies beyond just the basic communications and payments side of the equation.

Speaker 7

Great. That all makes complete sense. On AI, I just want to get a pulse check on where are your customers in terms of AI integration, in terms of sales conversations? How often does AI come up? And like how has momentum been with AI powered assistant?

Speaker 7

I think you're about a year end of the launch of that.

Speaker 3

Yeah. Thank you for the question. So on the AI front, I'll say it's fairly mixed. We're absolutely seeing an increase in the amount of questions that we're getting asked. There adopters who are very far down the road.

Speaker 3

We see some of those within our TrueLark customer base. There are other customers who will say they're on a much slower adoption cycle. And our primary focus is really on getting them to use even just some of the basic AI assistance that we've had in the product for a couple of years like our review response assistant, which is a little wizard that it can read an online review, understand the context and provide a contextualized response back directly for the office to that rather than just some generic, Oh, thank you for your message or for your review. All the customers vary from an adoption curve of trying to use those basic features all the way up to the more advanced full automation workflow solutions. And so our focus is really meeting the customers where they're at and then helping them on their automation journey, which they'll all be going through over the coming years.

Speaker 2

I would say we're definitely seeing an uptick in interest and question on how and an openness to understand how AI technologies can improve their businesses, especially on the multi location side. They're large professionally run organizations. They get it. And they know that that is really the future to as I said in my remarks creating additional capacity within their organization. I think one good sign as people just use things like ChatGPT more in their daily lives, they get more comfortable with what the tool can do for them as opposed to being threatened that it's to take their job.

Speaker 2

So I think in the single location maybe not the most leading edge they're getting much more comfortable saying, oh wow if I could have a tool that would perform these rote tests for me that would be great as opposed to AI is trying to take my job.

Speaker 7

Got it. That's helpful. And then last one from me. You guys have talked in the past about having a relatively macro resistant customer base resistant to sort of the tariff effects that we've been seeing somewhat elsewhere in software. Just what are does that continue to be true?

Speaker 7

What are your customers saying about either tariffs or broader concerns about the consumer weakness? Is that coming up in conversations? Or does your customer base still tend to be relatively insulated from those wider effects? Thank you, guys.

Speaker 2

Yes. Thank you. I would say as far as tariffs, it really depends on the industry and how import heavy that industry is. So for example, dental they have to buy a lot of smocks and things like that. So it will hit them but not that kind of same thing.

Speaker 2

I think Opto where they're a large part of their business is reselling products it's going to hurt them more or I should say impact them more than other segments of our vertical. So the answer is really depends on the vertical and their business model. As far as consumer demand headwinds things like that, we're really not seeing that. I'm going to knock on wood again here. But we're really not seeing that.

Speaker 2

But I would say that yes. So we're just not seeing it on demand side. I mean certainly on our business, I think we had yet record demand again this quarter. So demand for our products is certainly continues to be quite strong.

Speaker 7

I

Speaker 3

was just going to say, Brett also called out in his section that it was a record sales quarter for us. And I think that just addresses that question of from a macro perspective that we're not really seeing or experiencing it at this point.

Speaker 7

Got it. Makes sense. Thank you, guys.

Operator

Our next question is from Mark Schappel with Loop Capital Markets. Please proceed with your question.

Speaker 4

Hi. This is Tim Grieves on for Mark. Thank you for taking the question. Just one for me I guess. Could you provide an update on where you guys stand in respect to the engineering hiring in the first half of the year?

Speaker 4

If I recall correctly you guys one of your initiatives was to add engineering capacity to build integrations with additional EHR systems. I just wanted

Operator

to know how the hiring has been in the first half.

Speaker 3

Yes. Thank you. We made progress on the hiring front and I'll say the work is not done. We still have a little more capacity to add on the engineering front, especially not just on the like practice management integration side, but also when you think about the TrueLark integration side, the teams have been hard at work, getting joint roadmaps, figuring out the roadmap for how we deliver that unified inbox experience that Brett discussed. And as part of that, there's some capacity and some roles that we'll continue to expand on the engineering front to really bring that to market as quick as we can.

Speaker 4

Okay. Thank you.

Operator

Our last question is from Tyler Radke with Citi. Please proceed with your question.

Speaker 8

Hey, thanks so much for taking our questions. This is Kylie on for Tyler. I wanted to first ask about billings. It I noticed it reaccelerated nicely this quarter and closed and surpassed the delta with revenue growth. So I'd be curious for your take on the trajectory of billings relative to revenue growth for the second half and into next year, especially as you expand into mid market and add integrations and vertical expansions ramp?

Speaker 8

Should we expect it to outpace revenue growth from here?

Speaker 3

Thank you, Kylie. So billings isn't a metric a lot of color on. What I will share with you is, just remind you, we've been making these targeted investments in these new growth initiatives. We talked about them as the green shoots that we saw as we exited last year. And those teams, those investments are beginning to ramp up and we're seeing traction.

Speaker 3

Brett highlighted some of this traction. And unless you're referring to deferred revenue, which is our annual bill paying or our annual paying customers that did tick up. This is Q2 is our largest cohort of annual paying customers. And so that may be what you're referencing seeing within the P and L. Beyond that though when you think about how that how growth within the revenue continues to progress beyond here.

Speaker 3

The investments we're making, we're seeing some modest contributions here in 2025. That's implied within our guidance for the remainder of the year. And we anticipate seeing continued progress and more meaningful progress in 2026 from those investments that we've been making.

Speaker 8

Awesome. Thanks. And then just one more for me. How are you thinking about the opportunity for price increases? Would there be opportunity this year or next year?

Speaker 8

And then just an update on how Call Intelligence usage and adoption is progressing as well? Thanks so much.

Speaker 3

Yes. So I'll take price increase first. It's something that we'll continue evaluate on a cohort basis as we have. Certainly not going to rule it out. It's something we're going to evaluate, especially as we get into 2026.

Speaker 3

A lot of really going to be tied to one, the cohorts and two, the value of the products we deliver as we continue to make those investments in the innovation and the products we bring to market. And then your second question remind me your second question.

Speaker 8

It was just an update on Call Intelligence usage and adoption.

Speaker 3

So on Call Intelligence, it continues to make progress for us. It's been a nice contributing factor for us here in 2025. From an adoption perspective, we continue identify new additional workflows or ways in which our customers will use this. This is unlike some of the other products we brought to market, this is more of a net new product that isn't doesn't have a well established framework for how all the offices or standard framework for how the offices use it. And so we continue to make progress in finding new ways for the offices to use it and integrating that throughout our product in more places to deliver more value through the insights that that solution surfaces up, making it more actionable and helping them improve their efficiency, but also take advantage of those missed revenue opportunities that the solution surfaces up to the office.

Speaker 8

Thank you so much.

Operator

We have reached the end of the question and answer session. I'd now like to turn the call back over to Brett White for closing comments.

Speaker 2

Well, you all for joining the call and thank you again to the Weave team for all the hard work.

Operator

This concludes today's conference. You may disconnect your lines at this time and we thank you for your participation.

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