Joshua Reilly

Khozema said Twilio has no measure of its traffic share but sees customers consolidating onto Twilio rather than diversifying.

Khozema called neutrality a mild accelerant today that should grow as agents and vibe coders scale and customers avoid replacing existing stacks.

Aidan said Twilio prices international messaging on unit economics and sees broad multiproduct adoption; Thomas credited systems integrator partners.

Khozema said voice AI agents are moving into production but called it a broader AI trend, not an inflection, and still a small contributor.

Thomas put international growth at 18% and credited multiproduct solutions for winning bids against messaging-only point players.

CFO did not break out messaging margin but said its rising revenue mix cost 150 basis points; CRO said Twilio often lands abroad with messaging, then adds voice.

CEO said the 2027 framework broadly factored this in but declined to update it; near-term R&D emphasis aims to accelerate growth while protecting free cash flow.

CEO said RCS is early with uneven carrier and Apple support and adoption muted, but did not contrast U.S. and international carrier support in detail.

CFO said Q1 working capital tailwinds should partly reverse, with Q2 free cash flow in line with Q2 non-GAAP operating income guidance.

Moore agreed on features and roadmap but pushed back on the premise that buyers are less price sensitive.

Lynn said strong Connect buzz and client trust in Tyler to deliver AI. Some use cases already in client hands and market. But generally slower ramp given public sector adoption pace. Still TBD on near-term financial impact.

Brian cited prior Q4 had $25M Maine deal, $11M Kenosha deal, and three others over $4M with longer 3.7-year duration vs 2.3 this year. ACV from new deals and flips grew 12% YoY. Expect SaaS bookings to grow in 2026.

Brian said Texas full-year revenue $39-40M (down from prior $41M), with $4-5M carry-over to next year. California Parks lapped in Q3 so now in base. Colorado inmate services adds ~$2M/yr but nothing on California's scale.

Lynn confirmed strong pipeline in courts but timing unpredictable on large procurements. Brian added mix of large deals in pipeline is consistent with historical norms.

Lynn said growth was evenly split between state digital services, e-filing strength, California Parks, Florida payments, and local market deployments plus payment rate increases.

Brian confirmed broad-based migration visibility across products, highlighted public safety as fastest-growing cloud segment, expects flips peaking in 2027-2028.

Josh said it only counts as an inflection point if followed by an even better year, feels like they have wind at their back. Brittany confirmed Carbyne has literally zero impact (closed this month) and Prepared was immaterial (partway through Q4). Both will start impacting going forward.

Josh said every agency of all sizes needs a real-time crime center, doesn't have to be a big room with monitors, can be a phone app or MDT. Jeff emphasized the triangle of 911, DFR, and Fusus/vehicle intelligence as the core demand driver. Josh noted they've already migrated nearly every body camera live-streaming customer onto Fusus this year. Brittany added more hardware inputs in market = more Fusus adoption across body cameras, ALPR, DFR, CCTV.

Brittany clarified: Dedrone hardware is in Platform Solutions, Dedrone software in Software & Services. Skydio partnership is a referral fee, not a big revenue chunk. Value is in enabling broader software and customer experience.

Josh confirmed live customer trials for product announced in May. Learning and iterating on hardware but believe they'll be very competitive. Cautioned against over-optimism at this early stage.

Josh Isner acknowledged the Flock exit but downplayed it, saying both sides want to resume and Axon proposed new terms for fairer data flow into Fusus.

Josh confirmed federal body camera programs continuing despite executive orders, citing strong outcomes. Rick added that officers refuse to patrol without cameras after 30 days of use.