NICE Ltd. (NICE) Q3 2026 Earnings Call Transcript

Operator: Welcome to the NiCE conference call discussing third quarter 2026 results, and thank you all for holding. [Operator Instructions] As a reminder, this conference is being recorded, November 4, 2026. I would now like to turn this call over to Mr. Ryan Gilligan, Vice President of Investor Relations at NiCE. Please go ahead.

Ryan Gilligan: Thank you, operator. With me on today's call are Scott Russell, Chief Executive Officer; and Beth Gaspich, Chief Financial Officer. Before we start, I would like to point out that some of the statements made on this call will constitute forward-looking statements. In accordance with the safe harbor provisions of the Private Securities Litigation Reform Act of 1995, please be advised that the company's actual results could differ materially from these forward-looking statements. Additional information regarding the factors that could cause actual results or performance of the company to differ materially is contained in the section entitled Risk Factors in Item 3 of the company's 2025 annual report on Form 20-F as filed with the Securities and Exchange Commission on February 26, 2026. During today's call, we will present a more detailed discussion of third quarter 2026 results and the company's guidance for the full year 2026. A copy of today's press release and investor presentation can be found on NiCE's Investor Relations website. Following our comments, there will be an opportunity for questions. Let me remind you that unless otherwise noted on this call, we will be commenting on our adjusted results of operations, which differ in certain respects from generally accepted accounting principles as reflected mainly in accounting for share-based compensation, amortization of acquired intangible assets, acquisition and divestiture-related expenses, gains on intercompany foreign currency transactions, amortization of deferred financing costs, amortization of discount on debt, the tax effect of the non-GAAP adjustments and the tax rate impact resulting from the non-U.S. intercompany transaction. The differences between the non-GAAP adjusted results and the equivalent GAAP figures are detailed in today's press release. The information and some of our comments discussed on this call may contain forward-looking statements that are subject to risks, uncertainties and assumptions. I will now turn the call over to Scott.

Scott Russell: Thank you, Ryan, and good morning, everyone. In the third quarter, we continued to showcase ourselves at the center of the evolving CX AI market. In Q3, total revenue was $791 million and non-GAAP EPS was $2.84, both above the high end of our guidance ranges. We're pleased with this performance and our progress against our key growth areas, including CX AI, our partner ecosystem and international markets. However, we recognize there is more to do to drive faster cloud growth. I'll spend some time this morning talking through the market and the opportunities we see ahead. I'll go into our strategic priorities, where we're focusing our efforts and how we're leveraging our competitive advantages to seize these opportunities. Let me start by with where we see the market heading because it shapes everything we are building. Customer experience is a growing market, with more consumers interacting with brands every day. Historically, the number of interactions a consumer could initiate was constrained by time. Personal AI agents fundamentally change that equation. As these agents begin interacting with brands on behalf of consumers, they have the potential to multiply demand for customer engagement at a scale we've never seen before. That makes the digital front door a priority for enterprises today. The enterprises that win will be those that embrace this change, making it easy for consumers and their personal AI agents to engage with their brands. That requires a CX AI platform capable of managing the growing volume and complexity of customer interactions while orchestrating every experience across voice, digital, human and AI at enterprise scale. This is where NiCE leads. We already have the enterprise infrastructure in place to support this next generation of customer experience. NiCE Cognigy today supports A2A and MCP alongside voice and digital channels, so enterprises can expose the same services, knowledge and system connections to consumers and their personal AI agents. We're also proud to be collaborating with Meta and other industry partners in developing the personal agent protocol, an open standard for how personal agents connect to businesses and their AI agents. By helping define how personal agents engage with brands, we're making sure that every enterprise can meet its customers wherever they choose to show up. Leading this transition starts with a clear view of where value will be created. As enterprises deploy more agents, models and specialized capability, value shifts to orchestration. We believe the winners will be those that offer a CX AI platform that runs the full customer experience, connecting every channel, system, model and worker, both human and AI, with the data and context to orchestrate every interaction intelligently. That's what sets NiCE apart. Traditional CCaaS providers and AI-only point solutions each address parts of the customer experience, but neither delivers the complete unified platform that we do. As AI takes on more autonomous work, trust and accountability matter even more. This is where NiCE has another unique advantage. We're taking decades of CX experience and a proven track record of operating at enterprise scale to CX AI, where NiCE Cognigy provides the governance to define what AI agents can decide, reliability at global scale and a complete audit trail of every interaction, outcome and action. The more accountability an enterprise establishes, the more autonomy it safely unlocks. We're seeing this play out in the market. We're engaging with enterprises that previously selected AI-native point solutions, but are now looking for an end-to-end visibility and control that CXone provides. These competitive advantages give me strong conviction in our ability to capture the significant growth opportunity ahead. In Q3, cloud revenue grew 10.6% or 12.2%, excluding an atypical customer credit, which Beth will discuss shortly. Importantly, our organic cloud growth rate, excluding that customer credit, improved slightly from Q2 to Q3. While that's an encouraging sign, I recognize that our cloud growth today is not where it needs to be. There are 2 primary dynamics at work. First, we've had strong AI bookings this year. But as we discussed last quarter, enterprises are taking a measured approach to AI adoption, particularly given their stringent requirements for security, governance and scale and mission-critical workflows. We remain confident in our ability to monetize that demand as adoption scales. Second, we're seeing slower growth in certain cloud revenue streams outside our core CX AI platform, particularly stand-alone hosted Workforce Management, Network Connectivity and Financial Crime and Compliance. These businesses continue to grow, but at a slower pace than CXone and AI. Importantly, workforce management within the CXone platform continues to perform well, reinforcing its value as a part of our unified suite. We are not standing idly by in the face of these challenges. We have a clear plan to build on the core strengths of our business, investing in the areas where we have the greatest opportunity and accelerate cloud growth. To do so, we're executing against the following key priorities. First, we're focused on accelerating enterprise AI adoption and monetization. The underlying demand is strong. AI ARR grew 46% year-over-year and now represents 16% of cloud revenue. Within AI, NiCE Cognigy continues to be the key growth driver with revenue increasing nicely quarter-over-quarter. As a reminder, virtually all of our AI revenue comes from production deployments rather than pilots. Q3 was Cognigy's strongest quarter of the year for both deal volume and new customers added. AI backlog grew approximately 40% year-over-year, reflecting continued demand even as we lapped the closing of last year's Cognigy acquisition. The opportunity now is to convert more of that demand into revenue. As we discussed last quarter, we put several initiatives in place to help customers move faster from initial deployment to broader adoption. We're increasing scale through partner certifications and delivery capacity, accelerating speed through targeted forward-deployed engineering engagements and making our products easier to adopt through product-led innovation coming out of NiCE Labs. We're already seeing tangible progress of our initiatives. Since the end of Q2, we have fully staffed our FDE team and engagements are ramping significantly. And since launching in Q2, NiCE Labs have delivered significant product innovation, including real-time voice-to-voice model integration, enabling natural full-duplex conversations and the ability to use AI coding agents to build Cognigy agents in minutes. With Cognigy penetration still in its early stages across our installed base, we see significant growth opportunity ahead. Second, we're doubling down on our unified CX AI platform, building on the strength of CXone, which was recently recognized as a leader in the 2026 Gartner Magic Quadrant for Contact Center as a Service. In Q3, customer interactions increased across all channels, with AI interactions growing faster than voice and digital. CXone seat count continued to increase, with growth accelerating sequentially, reinforcing our view that human agents will remain critical to customer experience even as AI takes on more interactions. CCaaS win rates has strengthened throughout the year, and CXone backlog grew 27% year-over-year, significantly outpacing the total cloud backlog growth of 15%. Our competitive strength is reflected in the commitments we secured this quarter, including from 4 of the world's largest enterprises, each with annual revenues of approximately $100 billion or more. We closed an 8-digit ACV deal for CXone with a leading global telecommunications provider, a new logo for NiCE. One of the largest health care organizations in the U.S. signed a 7-digit ACV expansion of Cognigy. A global automotive manufacturer and financial services provider renewed CXone and added a 7-figure commitment to Cognigy. And one of the world's largest technology companies signed a 7-digit ACV expansion of CXone. These wins reflect a common theme. At this scale, customer experience is mission-critical and enterprises need a single CX AI platform that is proven in production. These customer commitments, together with our recognition by Gartner and Forrester across CCaaS and conversational AI, reinforce the strength of our individual solutions and the competitive advantage of bringing them together on a unified CX AI platform. That's why we're continuing to deepen that advantage. We're making our platform more composable, allowing enterprises to adopt our capabilities individually or as a part of a united -- unified offering. We're also expanding our AI capabilities for regulated industries and advancing our ability to manage and optimize a hybrid human and AI workforce. And we're strengthening our go-to-market with dedicated motions to capture these opportunities. Third, we continue to lean into our strategic partner ecosystem. We're expanding our relationship with the world's leading GSIs. In Q3, GSI-driven ACV grew nearly sevenfold year-over-year. And Cognigy practitioner certifications, our highest tier, nearly quadrupled amongst our partners from Q2 to Q3, expanding our capacity to help adopt -- help customers adopt AI faster and demonstrating our partner's growing commitment to Cognigy. Finally, we continue to focus on driving growth in international markets, where cloud adoption remains underpenetrated. Cloud migrations, our expanding partner ecosystem and a growing demand for sovereign cloud deployments are creating multiple durable drivers of growth. AI is also becoming an increasingly important part of our international business, represented the majority of new bookings in the quarter. In Q3, international revenue grew 33% year-over-year. We've also expanded our reach with our first Cognigy wins in Japan, Singapore and the Philippines and our first combined CXone and Cognigy deal in China. And with GSI engagement continuing to build, we see significant opportunity to extend that growth. To support our priorities, we're making the business faster, more efficient and even more customer-centric. By leveraging AI, we're simplifying our organization, reducing management layers and strengthening our partner-led go-to-market and delivery capabilities. This includes reducing our global workforce by approximately 5%. These are never easy decisions and we do not take this step lightly. But we believe, along with the other steps that we're taking, that this will help us drive greater efficiency across our business while enabling continued investment in the key growth priorities. To close, we are operating in a rapidly evolving market with significant opportunity ahead, and I believe NiCE has the platform, strategy, partners and customer relationships to lead this next phase of CX AI. As I said at the start of the call, core CX AI, our partner ecosystem and international markets are key growth areas that are delivering strong momentum. At the same time, we recognize our cloud growth needs to improve, and we're taking decisive action. We're doubling down on the areas of greatest opportunity and advancing our operating model to execute with greater speed and efficiency. These actions, together with the momentum we're seeing across our CX AI platform, give me confidence in our ability to accelerate cloud growth and deliver sustainable long-term value for our shareholders. Before passing it to Beth, I want to comment briefly on our previously announced exploration of alternatives for our non-CX assets. We continue to work with advisers and do not have a further update at this time. With that, I'll turn the call over to Beth.

Beth Gaspich: Thank you, Scott. We delivered third quarter financial results with both total revenue and earnings per share exceeding the high end of our guidance ranges. While we are pleased with our total revenue performance in the quarter, we continue to be focused on driving faster cloud revenue growth. Additionally, we are taking important steps to shorten the time from customer demand to revenue, streamline our operating model, improve efficiency and position NiCE for greater operating leverage. Turning to revenue. Total revenue for the third quarter was $791 million, up 8% year-over-year. The outperformance relative to the guidance was primarily driven by stronger-than-expected product revenue, mostly in our Financial Crime and Compliance segment. Cloud revenue was $623 million, representing 79% of total revenue and increasing 10.6% year-over-year. In the quarter, we provided a $10 million credit to resolve an atypical customer-related matter, $9 million of which was recorded against non-CXone cloud revenue with the remainder recorded in services. Excluding it, total revenue would have been up 9% year-over-year and cloud revenue would have been up 12.2%. The matter is fully resolved. There is no further exposure in future periods, and the customer relationship and their ARR is intact. Additionally, foreign exchange was a negligible impact on cloud revenue growth compared to a 40 basis point tailwind in Q2. Together, the customer credit and lower foreign exchange benefit explain the difference between our reported cloud growth and our expectations at the start of the quarter. Cognigy contributed approximately 170 basis points of inorganic cloud revenue growth in the quarter as we lapped the acquisition in early September. Looking at the underlying drivers of our cloud business, CX AI ARR reached $392 million, increasing 46% year-over-year and representing 16% of cloud revenue. Excluding the customer credit, cloud net revenue retention was 106%, remaining stable sequentially, reflecting healthy retention and expansion across our customer base. NRR is even stronger among our largest enterprise customers, supported by deeper adoption and broader use of our CX AI platform. Turning to our premise-based revenue streams. Services revenue was $129 million, representing approximately 16% of total revenue and decreased 7% year-over-year, reflecting the continued migration of customers from on-premise deployments to cloud. Product revenue was $39 million, representing approximately 5% of total revenue and increased 30% year-over-year, primarily driven by strong growth in Financial Crime and Compliance. Turning to our business segments. Customer Engagement revenue totaled $656 million, representing 83% of total revenue and increased 7% year-over-year. Growth was driven primarily by the strength of our CX AI offerings. Financial Crime and Compliance revenue totaled $135 million, representing 17% of total revenue and increased 13% year-over-year, reflecting the high value of our on-premise product and services offerings and customers' continued commitment to renew and invest in our products even as some FCC customers are taking longer to make the transition to cloud. Turning to our geographic performance. The Americas region, which represented 81% of total revenue, grew 3% year-over-year. Growth was driven by cloud revenue and higher product revenue, partially offset by the expected decline in services revenue and the aforementioned customer credit. International continued to be an important growth driver during the quarter, representing 19% of total revenue, growing 33% year-over-year, driven by 45% growth in EMEA. International cloud revenue increased an impressive 50% year-over-year on a constant currency basis, reflecting strong cloud momentum and the continued success of our global go-to-market and partner ecosystem. Importantly, several of the large enterprise wins we've secured internationally remain in the early stages of their revenue ramp with some already live and scaling and others still progressing toward deployment. Turning to profitability. Gross margin for the quarter was 66.5%. And excluding the customer credit, total gross margin would have been at 67%. Operating income was $214 million, resulting in a strong operating margin of 27%. We now expect to finish the year slightly above the high end of our 25% to 26% operating margin range, while continuing to invest in AI innovation, go-to-market initiatives and our partner ecosystem. Earnings per share for the third quarter were $2.84, coming in above the high end of our guidance range as a result of outperformance in both total revenue and operating margin. Turning to cash flow. Operating cash flow for the quarter was $98 million and free cash flow totaled $69 million. Free cash flow in the quarter was impacted by a combination of cash items, including acquisition and divestiture-related expenses, advisory-related fees, timing-related impact on collections and an office closure. We remain focused on improving cash generation through the transformation actions we are taking and greater operational efficiency. We ended the quarter with $351 million in cash and short-term investments, and no debt on our balance sheet. Turning to capital allocation. We repurchased $72 million of our shares during the third quarter. Shares outstanding at the end of September were approximately 57.5 million shares, a decline of 6% year-over-year. Year-to-date, we have executed $383 million of share repurchases, representing 6% of our market capitalization, an increase of approximately 18% on a year-to-date basis, reflecting our continued commitment to returning capital to shareholders. Before turning to our outlook, I want to provide some financial context on the operational plan Scott discussed. As we look beyond 2026, we are taking additional steps to accelerate execution across the company, drive a faster operating rhythm that shortens the time from customer demand to value and to deliver incremental operating leverage. As part of this initiative, we are reducing our global workforce by approximately 5%. As we expand our use of AI technologies and make adjustments in slower growing areas of our business, these efficiencies will be concentrated primarily in product development as well as go-to-market customer support and services. We are streamlining these functions to support a more customer-centric approach while increasingly leveraging GSIs and other partners to deploy our platform. As a result, we expect to record restructuring charges of approximately $15 million to $20 million, primarily in Q4 2026, which will be excluded from our non-GAAP results. As Scott mentioned, these actions will drive greater efficiency across our business, supporting additional investment in key strategic growth areas. These actions also give us greater confidence in our ability to achieve our 2028 operating margin target. Our updated 2026 outlook includes the expected near-term impact of these savings. Turning to guidance. For the full year 2026, we are reiterating our total revenue guidance and raising our EPS guidance. Full year 2026 revenue is expected to be in the range of $3.170 billion to $3.190 billion. This represents growth of 8% at the midpoint. We are updating our full year 2026 cloud revenue growth to be approximately 12%, excluding the impact of the customer credit discussed earlier. Let me elaborate on the factors impacting our outlook, and importantly, distinguish those dynamics from the underlying healthy performance of our core CXone platform. First, our growing mix of large enterprise customers is resulting in more gradual AI revenue ramps and lower demand for Network Connectivity Services. Second, stand-alone Workforce Management cloud revenue is still growing, but at a slower pace as demand increasingly shifts toward broader CXone platform deployments, where Workforce Management continues to perform well. Our focus is on cross-selling the broader CXone platform to these customers where we see greater long-term growth opportunity. Third, Financial Crime and Compliance cloud migrations are progressing more slowly than anticipated, with some customers electing to renew their on-premise deployments with Actimize as evidenced by our strong product growth this year. Lastly, so far in Q4, we've seen less of a typical seasonal uplift in cloud revenue than we experienced last year. Despite these challenges, the underlying fundamentals of our core CXone platform remain healthy. CXone revenue growth, excluding Network Connectivity, has outpaced our overall cloud revenue growth each quarter this year. Additionally, CXone backlog is growing in the mid to high 20% range, well ahead of our overall cloud backlog growth of 15%. These trends reinforce the healthy underlying demand we continue to see for our core CX AI platform. Full year fully diluted earnings per share are now expected to be in the range of $11.12 to $11.32. We are updating our full year 2026 free cash flow margin outlook to be in a range of approximately 10% to 12% on a reported basis or approximately 12% to 14%, excluding nonrecurring items related to acquisition, divestiture and restructuring. This revised outlook reflects the additional nonrecurring items listed above, increased investments in our partner ecosystem and higher-than-expected cash tax payments. As we look ahead, our priorities remain clear: execute against the opportunity in CX AI, continue investing in our areas of greatest growth potential and operate with increasing efficiency and discipline. We believe the actions we outlined today strengthen our foundation for long-term growth and value creation. With that, I'll turn the call back to the operator for questions. Operator?

Operator: [Operator Instructions] Your first question comes from the line of Arjun Bhatia with William Blair & Company.

Arjun Bhatia: Perfect. Scott, I wanted to maybe start with the personal agents. I know you talked about this a little bit in your opening remarks. But I'm curious how you just think the rise of Muse and Instinct and whatever else is to come in the future, how that impacts the CX space? It seems like we're sort of due for a volume explosion of customers reaching out to brands, maybe you guys sort of saw also. But how does that impacts NiCE? And how do you help your customers sort of manage that increase in volume and interaction that's likely to come here?

Scott Russell: Thanks for the question, Arjun. And you're right. The -- I think the impact is a seismic one. And the best way I can describe it is when you put it in a simple context, today, companies of all sizes, I just described it, they're deploying autonomous AI agents to do work for them. They're doing the work in the CX space, but they're doing work in all sorts of parts of the enterprise. So why wouldn't customers do the same thing? The reality is they will. Customers will use agents to perform work for them, just like enterprises will. And so yes, we're in the very early stages, but we're already seeing it begin to take shape. Interactions on our platform are continuing to grow across all interactions -- all channels with AI interactions growing fastest. But what's really encouraging for me is a couple of things. First, enterprises see this shift coming and they're coming to NiCE. They're coming to us for guidance on how to prepare. They want to make sure that their digital front door is ready to engage with these personal agents. They don't want to get caught short because ultimately, behind that agent is their customer. And that's why our work with Meta and others on the personal agent protocol, how to define these agents and how they're going to work with business is important. I think there was a Gartner survey that was done recently that they surveyed 5,000 consumers, and more than half said that they would use an AI assistant to handle customer service interactions on their behalf. So while it's early, I firmly believe personal AI agents will become an important new channel for customer experience. And enterprises need to handle the demand, the volume, the scale, the security, the auditability, the interaction complexity, the interoperability with the human when the agent can't get the job done to give great customer experience. And so it's an exciting outlook for us because that reinforces the need for a CX AI platform.

Arjun Bhatia: Wonderful. That's helpful color. And then, Beth, I had one for you. Just on some of the headwinds in cloud revenue growth that you called out that are coming from sort of noncore CX areas. Can you just help us quantify how big of an impact that's having on cloud growth? And then as we're looking over the next couple of quarters and into 2027, are these headwinds you expect them to persist? Or is there any sort of way to sort of alleviate some of the pressures that you're seeing on the noncore side?

Beth Gaspich: Yes. Thank you for the question. Let me start by talking about the headwinds related to the noncore CX areas. I would start by highlighting that on the Q2 call, I actually referenced that we were seeing some slowness in terms of some of the anticipation coming into the year around the cloud migrations we expected versus what we've experienced. So what we've experienced, and you see in the product revenue, is great strength that we've delivered. And it evidences our customer base, particularly in FCC, recognizing the strength of that business, continuing to buy our on-premise products. So really healthy trend, yet different than what was our anticipation. As we step into next year, I think that we'll continue to see a bit of a mix in terms of the customers, really around the timing difference of when they will continue to purchase our on-premise products, which has been very strong, as you see in the revenue relative to the cloud migrations. When you think about the other challenges that we've highlighted today on the call, a number of them, I think the stand-alone hosted Workforce Engagement as well as the pace of AI adoption, which I called out last quarter as well. Certainly, I'll take the hosted Workforce Engagement first. I think we do see that we have continued growth there. And really what we're seeing is working well is WEM that is embedded within the CXone platform, and that is going quite well. But we do expect it to see that the stand-alone hosted offerings will continue to wind down over time. When we talk about the AI adoption, while the ramp was a bit slower than we originally anticipated, that is really where we have the greatest opportunity looking forward. We're still in the very early stages of ramping with several very large enterprise customers. We also have customers that are still in the backlog in AI that haven't yet gone into revenue. And we highlighted that Q3 was really the strongest quarter we've seen in terms of Cognigy bookings this year. So all of that is coming in the future in terms of the AI ramp. And then finally, I think the last comment that I would make there, as I reflected in my remarks as well, is it's important to highlight that when you look at the core of where we are focused as a company, which is our CX AI platform, each and every quarter this year, our overall cloud growth for the CX AI platform was growing greater than our overall cloud revenue growth.

Scott Russell: Yes. And maybe if I can just add one comment in addition to what Beth described, I remain confident that we will accelerate cloud growth in '27 and in '28. We're operating in a growing market. As I mentioned before, our CX AI platform is performing strongly. We've got a differentiation. So whilst these dynamics have been -- created a little bit of uncertainty about the slope and the trajectory, the acceleration is clear. And I guess the last thing that I would say is the market has reinforced our leadership position with CX AI, just when you look at the cloud backlog growth. If you look at CXone backlog growth, it grew 27% year-over-year in Q3. So we know that we've got the asset, the products and the durability to be able to win in the area that is the most important to our company.

Operator: Your next question comes from the line of Elizabeth Porter with Morgan Stanley.

Elizabeth Elliott: Just as you streamline the organization, can you put a finer point on how you're balancing the opportunity to improve margins with the need to invest in the AI innovation? Clearly, there's more going on in the go-to-market around FDEs in customer deployment capabilities. So should we think about the RIF as primarily a source of incremental margin expansion or as a way to fund investment in the higher growth areas of the business? And any context for how we should think about the trajectory into 2027?

Beth Gaspich: Yes. Thank you for the question. First, I would say that the workforce change that we announced today is predominantly focused around having greater customer centricity and also having a leaner organization to be able to drive the operating rhythm faster, to make approvals faster, just generally to increase our speed internally. When you think about the margins, what I would highlight is we've been very pleased with our operating margin performance this year. I announced earlier that we expect to actually come in above the range for the full year in terms of the expectation for operating margin. In the third quarter, we delivered a 27% operating margin on a non-GAAP basis. So I think you're already seeing that we're managing the cost profile well. However, at the same time, we will continue to look to invest in the business. I think what you've seen is the combination of what we're already doing in terms of how we're managing the business from a cost structure as well as the opportunity from this reduction and ongoing efficiencies will drive, give us really strong confidence that we are well on track to deliver to the operating margin that we discussed of 27% in 2028. So you can see that we're already on track for that. As we go into the fourth quarter earnings announcement, next quarter, we'll give you a little more color specifically on what the balance is between the reinvestment relative to the workforce change that we made and announced earlier today. But certainly, we expect margins to continue to be on track and better looking ahead.

Elizabeth Elliott: Great. As a follow-up, we clearly hear the remarks on cloud growth expected to accelerate in fiscal '27 and fiscal '28. As we just think about the linearity into next year, should we expect cloud growth to improve progressively as these AI deployments ramp? Or is there an acceleration that is more dependent on specific enterprise implementations going live? And then I believe there was a reference for Q4 seeing less than the typical seasonal uplift in cloud revenue. Just how should we think about that Q4 run rate impacting the fiscal '27 trajectory?

Beth Gaspich: Yes. Thank you. So let me take them in 2 parts. First, I want to talk about the linearity for 2027. As we've highlighted today, we have seen some challenges in the business in some of the slower-growing areas. We're in the process, obviously, of closing out year-end as well as our annual budget process. So we're not really prepared to speak to any kind of linearity in terms of expectations for cloud growth next year. Of course, we'll address that as we come into the next quarter. With respect to Q4 specifically, I think a few things that I would call out there, is, first, as the implied cloud revenue growth in the fourth quarter occurs, of course, this is a first quarter where we no longer have that inorganic contribution from Cognigy. As you've seen throughout the course of this year, I think we've been pretty much right as expected in terms of the contribution we received, the inorganic contribution from Cognigy. But of course, that we're now lapping that 1-year anniversary, which happened towards the end of September, so we are now going to be all organic in the fourth quarter. I think the other important highlights that I would make is really the -- more importantly is the tough comp that we had coming out of last year. Last year, we had a nice tailwind on foreign exchange. That was about a 50 basis point tailwind in our fourth quarter that -- of 2025 that we were able to include in our growth there as well as we had some pretty strong seasonality and an uptick in seasonality. So both of those things were what we saw and experienced in the fourth quarter of 2025. So as of today, we do not see that same seasonal uptick yet currently and what we've seen quarter-to-date. So we are not factoring that into our fourth quarter as well. So it's a combination of those factors as we kind of refine the fourth quarter expectations.

Operator: Your next question comes from the line of Samad Samana with Jefferies.

Samad Samana: I guess, first, just to maybe kind of continue the conversation around the cloud revenue guidance. It's whipsawed around for most of 2026. I guess help us understand, did you take a more conservative approach to 4Q? Have you further derisked the guidance? I mean it's still a fairly strong sequential uptick required to hit the full year guidance that's implied in the fourth quarter. So maybe help us unpack just did you take some variables down to the studs? And then I have a follow-up question as well.

Beth Gaspich: Yes. Thank you for the question. Look, I think, first, I'd like to actually use this as an opportunity to talk about what we've seen throughout the course of this year. First, I would highlight that if you look at our year-to-date cloud growth overall, we've had a 12.6% growth. So solid performance and very much pleased with that performance. We'd like to have obviously seen it higher, but 12.6%, I think we feel is quite solid. If you break that out now and look at the organic piece of that, as I said, I think the Cognigy contribution to that has been pretty much aligned with our expectation this year. So if you remove that, the organic growth has been at 10.2% on a year-to-date basis. So both the cloud growth, both organically and inorganically, we've seen has remained solid in the teens. I think as we look at the fourth quarter, I provided the reasons really that we're taking into consideration not seeing that seasonal uplift that we saw last year as well as not having that foreign exchange tailwind that we experienced last year. That is not anticipated.

Samad Samana: And then, Scott, maybe as a follow-up, like a big picture question. I appreciate that there's a lot of transition going on inside of the business. But I guess help me reconcile like the explosive growth that we're seeing at whether some of these AI native start-ups and/or the labs versus the experience where maybe enterprises are deploying AI a bit more slowly with you guys. Is that because of the nature of the function itself? Is that something to do with wanting to try new toys maybe versus with existing vendors? Just help me reconcile those 2 elements that are happening at the same time because I think that's also -- I think we would have expected more of an acceleration in AI adoption more broadly and even some, I think, of the bookings data slowed down a little bit this quarter. So any color would be helpful.

Scott Russell: Yes. No problem, Samad. So I guess there's a couple of things. It's been a really interesting dynamic throughout the year on how customers are acquiring and purchasing AI. I think you can see the evolution of the market. In the first half, we saw a huge influx of proof of concepts, pilots, customers trialing and they're in discovery mode. They're trying to figure out what's the capability, how easy it is to deploy agents, what operational complexity that it brings. And what's been interesting is a lot of those deployments are quite stand-alone in nature. They handle simple use cases. And so you can do that, and we've seen that in Cognigy. It's been very strong to be able to deploy that. What we're now seeing increasingly, and it's partly, Samad, because we continue to operate at the top end of the market. We continue to deal with the world's largest organizations. They are much more worried about scale. Can those agents handle thousands concurrently? Can it do the authentication? Can it have the security? Does it have the audit trails? Does it have the operational rigor to be able to do handoffs with their contact centers that are operating at huge scales, tens of thousands of people? So when you put it in that context and you're trying to then deploy it in a multifaceted, multichannel and you're trying to get consistency across your customer experience, we see it more and more coming to the platform. And I think what you'll see, and this isn't just a comment about NiCE, but it is what you'll see where companies will look to use their existing assets, like CXone, that now has an embedded AI capability that is able to handle that mission criticality and that they will then look to that as their primary platform of choice. And we're already seeing it. To give you an example, we had a multinational hospitality company that came back. They had an AI point solution, and now they've come back and said, "All right, we've tested the concept. We know it works. We know what we can do." Now they've come back to NiCE and they said, "We need greater control and ability of the AI agent performance in the context of its broader contact center," and we're going to see that more and more. Last but not least, I do need just to call this out. I can't comment on any of these AI players, but what I will say is this. Our AI revenue is production only. It doesn't include services, doesn't include the deployments doesn't include pilots, doesn't include POCs. So when you think about the AI revenue that we are sharing, it is only when it is operating in production for these customers, not all the work that leads up to it. And I think you'll find that's a pretty big distinction.

Operator: Your next question comes from the line of Siti Panigrahi with Mizuho.

Charles Tevebaugh: This is Chad Tevebaugh on here for Siti. I just wanted to ask about the heavier investments that you've made this year in sales and marketing and R&D to enable the forward cloud revenue growth acceleration. Wondering if you could give us an update on those investment pillars and what you're seeing today that provide confidence in the acceleration. And then secondly, just a clarification around the head count reduction. Is it fair to assume that those are sort of confined to the noncore areas?

Scott Russell: Okay. So I'll answer the first part and then I'll hand to Beth for any additional context on the financial numbers. So the investments that we've made, they're already bearing fruit. As I mentioned in my opening comments, the best example is we've made a pretty significant shift in our go-to-market around use of full deployed engineers, use of NiCE Labs and the rollout of our partner ecosystem and the certifications, the expansion of partner capability. So those investments have now allowed us to have an increased capacity that allows customers to be able to deploy and adopt in a much more faster, agile and not resource-constrained way. So we're not seeing the fruits of that labor yet, but I'm very confident. One of the reasons why I'm indicating I've got cloud growth acceleration confidence is because when you think about the backlog and the great bookings performance that we've had over the past 12 months plus, we are -- we've now got to be able to turn that into the revenue and the revenue acceleration. And so this is about converting rather than trying to win it in the first place. The second comment that I would make is the go-to-market needs to be agile. One of the things we've learned, and it's back to Samad's question a bit as well, the go-to-market needs to adapt to different buying behaviors. I was with a customer -- a major customer of ours 2 days ago. And we were just talking about their demand of what they expected from an AI agent 3 months ago versus today. They're already, with Cognigy, they're already leveraging our platform, but now they've got a much higher standard of requirement in terms of the deployment requirements than maybe what they did when they were in discovery phase. So our go-to-market needs to cater for different organizational maturity, the regulated -- those in highly regulated industries versus others, those that have got high customer service. And now with the advent with personal AI agents, the customer's decision about how they're going to deal with that has huge implications on the way that we prioritize which flows will happen with the AI agents and what will be handled by their contact center. So all of this means that our go-to-market needs the agility. I think when it comes to the workforce side, I think we made the comment that, yes, clearly, we looked at the slower-growing areas and use that to get operational efficiency. But this also includes areas where, for example, in research and development, our team are leveraging AI tools to increase productivity materially together with, as Beth rightly mentioned, simplicity in our organization, reviewing -- removing layers of management and span of control to give us much more agility in operating across all of our business.

Operator: Your next question comes from the line of Rishi Jaluria with RBC.

Rishi Jaluria: Wonderful. This is Rishi Jaluria, by the way. Maybe 2 questions. First, look, in light of the cloud guide coming down again and, look, I understand kind of the moving pieces here, I want to rewind the clock back to the Analyst Day, I think, a year ago, if my time lines are correct. When you talked about accelerating cloud growth being driven by Cognigy being driven by AI and kind of the core, can you maybe walk us through what is your level of confidence in that reacceleration? What are kind of the building blocks to get there? How should we be thinking about time line? And then I've got a quick follow-up.

Scott Russell: Yes, sure. Thanks, Rishi. So I remember the Analyst Day very well. And I sit here today with the same confidence about acceleration. We're in a great market. It is -- but I think what's very clear, we're not satisfied with where we're at on the cloud growth today. We are not satisfied. There is no doubt that we can do more, we can do better. And the good news is the things that we invested in, if you remember that day, I talked about AI acceleration with Cognigy, it's on track. AI currently is delivering what we are expecting, performing really well. I talked about international markets. You've seen the growth of international markets sequentially for us and being a durable growth driver. I talked about the partner ecosystem. Now it's a force enabler and a multiplier for us. I talked about the core CX platform and migrate -- and putting it on to the core and winning out the CCaaS with the CCaaS CX AI platform. Growing cloud backlog at 27%, really strong. So the things that we focus, the things that are delivering durable growth, the things that are -- where the market has demand, I feel with the same level of conviction. But what I would say is, clearly, as the year has progressed with all of the things that we've talked about on today's call, some of the challenges that we talked about, the AI adoption curve, the slope and the trajectory of that reacceleration, we are obviously revisiting and we're looking at, and we'll provide a further update in our 2027. But I want to reiterate confidence on '27 and '28 cloud acceleration because we've got the capability in the market to do that.

Rishi Jaluria: Okay. Got it. That's helpful. And then maybe just going back to the topic of personal agents. Look, I think we've all seen the kind of viral growth of Muse, Instinct, now Dots. I'm sure there's more to come and the proliferation will only grow from here. Maybe can you just help us understand, mechanically, how would that impact your business in terms of revenue, in terms of kind of mix, in terms of model? Just want to maybe fully clarify that. There's been a lot of investor debate about exactly mechanically how that will play out. So if, in fact, that kind of thesis plays out, we will see more personal agents, especially leveraging voice as a channel. Maybe just help us understand both within the core and Cognigy, mechanically, how that will work out.

Scott Russell: Yes, it's a great question and it's a topic of -- that is top of mind for every one of our customers. Just back on the prior question, I should have mentioned before, whilst we're not satisfied with our cloud growth, our total revenue has been strong and we've been delivering to what we had indicated both last year and even at the beginning of this year. And so whilst we will definitely deliver, we think we can do better on the cloud, I've been really pleased with how the company has been able to manage that changing mix and being able to deliver strong operating margin performance as well. But back to your question, so there's a few ways that you can view this. First and foremost, and the dimensions that we look at are the following. One is, what does it do for total interactions? And as you could probably expect, the total interaction volume in the market has been relatively stable, slightly growing year-on-year. So historically, it's been more about how much you can capture of that. Our expectation, and it's based on our customer feedback, is interaction volumes will accelerate. It's the same as what enterprises are doing. Enterprises are using agents to do work, personal agents for each of us as consumers will do the work on our behalf. And that means that the constraint of time is no longer there. They don't have a time constraint. And I think anybody who's been interacting with any of these platforms, it's going to become commonplace. That means that the agents will be interacting with service channels, customer experience platforms with a higher volume of interactions than what we've historically seen. So it's not just displacing work, it's increasing work. The second is then consumer behavior where you've got consumers will not, because they don't have the constraint in time, trying to model that. I was talking to hospitality, travel and transport companies, and they're trying to figure out, well, how many times is the consumer going to interact through -- with their agents through Muse or Dots or whatever they're using to discover, to change flights, to upgrade, to ask for credits. They've got no constraints. So you can do more and more volume. And so one of the things enterprises are thinking about is how do they handle that. Last but not least is, what does that mean for us? Well, this is one of the advantages of having a world-class AI platform because we monetize based on interactions. Now we have offered our customers outcome-based pricing, we'll deliver a containment rate or a resolution and a solution. That allows us to monetize that volume. And I would just highlight that historically, seat-based revenue is fantastic because it's predictable, but the more efficient the agent is, we don't necessarily get to monetize that volume. With the AI agents having to be AI agents at the enterprise need to absorb that volume for the most part, we're able to monetize that by interaction. So it is my expectation that we're going to have really good conversations with our customers about how do they manage an economically viable way for them to handle higher volumes, use of agents, great customer experiences, which involves human and AI and do it in a way that delivers real value for them. And that is one of the reasons why we have confidence in our long-term cloud growth outlook because it will be driven based on that AI volume interactions increasing materially.

Beth Gaspich: And Scott, I would just add to that. I think that you highlighted, but it's important to note that our pricing model today already allows for that. So there's nothing that's required for us to reach to the customer. That happens naturally, and we're already prepared as a natural part of our business to embrace that additional growth that we expect to see.

Operator: Your next question comes from the line of James Fish with Piper.

James Fish: Going back to kind of the slower growth buckets, especially as a large value proposition for NiCE has been around one platform offering, workforce engagement and contact center together, can you just unpack for us, are we fully penetrated on workforce engagement and migrations? Or why is that former core seeing such a slowdown as that had been a big value proposition for you guys? And just as my follow-up, Beth, on gross margin, you guys called out like excluding the credit, it would be 67%. But that still would have been a little bit light of what we've been seeing and what all of us were estimating. So are we still having to discount on some of these larger renewals? Or how to think about that as we finish out the year?

Scott Russell: Yes. Great question, Jim. I'll handle the first one and then I'll hand it over to Beth for the second. So I'm glad you asked it because it is important to provide the clarity. So on Workforce Management, included in CXone as that unified platform, it's actually performing really well. So I expect that to continue. Enterprises are increasingly managing that hybrid human AI workforce and CXone with Cognigy embedded is the platform that allows us to do that. Where we're seeing the slower growth and what we've called out is when it's on a stand-alone cloud Workforce Management, so it's selling to enterprises that do not have CXone. So the growth of that business has changed. So it's healthy. It's still growing, but -- and it's got great customer references, but it's growing at a slower rate. And so we're obviously trying to help support our customers managing the transition onto the unified platform because we know that where that is to go. For the customers that want a stand-alone, we still try to then be able to convince them to take the full CCaaS. But that's the reason why it's only a slower growth on a purely stand-alone basis rather than the unified platform. Our unified strategy is on song and continues to perform well. And Beth, on the second question.

Beth Gaspich: Yes, sure. And thanks for the question, Jim. I think with respect to cloud gross margin, first, I'll highlight, it's completely unrelated to any kind of renewal event. Really, there are 2 things that are driving the cloud cost of revenue that you're seeing in the quarter. The first is really the hosting and infrastructure costs that are related to these large enterprise and Cognigy deployments we've talked about. We're incurring a lot of those costs and loading the cost prior to getting the fully-ramped revenue. So as they become live and get to where we expect as a typical run rate and continue to expand through more use case adoption, we'll see that growth in terms of the profitability and a positive uptick into the gross margin. So that's the first. The second is we've talked about some of the partners we're using as well this year. I think we're using some of those as well. And so some of that is also impacting into the margin. But really, the greatest impact is the AI that I talked about. I think as we reach scale, of course, we expect to see those stabilize and continue to expand in the future, both from the AI expanded adoption, but as well as a lot of the internal efficiency initiatives that we're driving as well.

Operator: Your next question comes from the line of Patrick Walravens with Citizens.

Patrick Walravens: Scott and Beth, can we talk a little bit more about the $10 million credit to resolve an atypical customer-related matter? I mean, obviously, you can't tell us who it is. But just can you talk a little bit about what happened there, so investors can develop their own confidence that it's really atypical?

Beth Gaspich: Yes. Listen, I think what's important is to talk about what it's not. It was not a pricing discount. It was not anything tied to a renewal event. It was really an internal matter related to a customer, as I said, one large long-standing customer, unique situation. And I think from our standpoint, what's important to highlight is that it's fully resolved. We don't have any exposure in future periods. And the customer relationship is unimpacted. Their ARR is intact.

Patrick Walravens: Okay. Was that -- have you ever had something that big before?

Beth Gaspich: We have not, which is why -- yes, we have not, which is why we have specifically referred to it as atypical. It is not something that we have seen.

Operator: And your final question comes from the line of Clark Wright with D.A. Davidson & Company.

Clark Wright: I think it was a notable highlight that you guys provided around the CXone seat count growth accelerating sequentially. Could you maybe just explain what you're seeing from -- on the customer side around seats specifically and how that's changed since the beginning of the year?

Scott Russell: Yes. It's really important because it forms part of the reason, as I said at the beginning of the call, Clark, around our outlook and what we see in the market conditions. So we continue to win large enterprise, net new big wins and expansion of our existing customers that have got a strategy of saying one of the reasons why they differentiate their experience with their customers is the quality and capability of the people that they've got engaging and using AI in augmentation as well as in automation is a key part of their strategy. So they look at it very much in a combination rather than a replacement. I think they're also anticipating -- and so the numbers don't lie. It is sequential growth, and it's sequentially growing on the back of the strength of the CX AI. Core CXone continues to grow, more customers coming on board, their seat counts continuing to rise and they're investing with AI at the same time with Cognigy, which means it's already acknowledging what they think the workloads will be with Cognigy in the AI piece, but they're continuing to expand the number of seats that sit on the platform. I think it's important also to acknowledge that over time, we have also always indicated that, at some point, we do believe seat growth may, as a market, moderate, and I think we've all been projecting that for a period of time. But for me, our company is very confident of our outlook because if we continue to win, our win rates remain strong, we're able to win more of these customers onto the platform and we're able to use the AI workloads, we get the best of both worlds. We're able to then manage increased seat count on NiCE, but also manage high workloads with AI, and we expect that trend to continue.

Clark Wright: Got it. And then if we think about cloud net revenue retention, that's been -- that's held in the last few quarters around 106%. As we think about the growth formula going forward, should we think about 106% as being kind of a stable ground or at least a trough before we see the acceleration going forward?

Beth Gaspich: Look, we don't typically guide forward on NRR, but I think the stability you've seen is something that we would anticipate looking forward ahead. I think we've highlighted some of the challenging areas, but yet CXone platform continues to be a larger and larger portion of the overall installed base and the renewal base. And of course, that's very healthy and outpacing from a cloud growth on CXone relative to the overall cloud.

Operator: That concludes our question-and-answer session. I will now turn the call back to Scott Russell for closing remarks.

Scott Russell: Yes. Thank you, operator. I appreciate the questions today and the opportunity to share our Q3 results. I think what you've heard is a very clear view. We're a strong company. We're in a great position with our CX AI platform. We feel confident about our outlook. But we're also not satisfied with the cloud growth. So we very much understand that our total revenue performance, our operating margin and the way that we're managing the mix shift as we go through the business continues to be dynamic and we're managing it very well. But our outlook over the long term continues to be one that is not only optimistic, but it's also backed by great products, great people, great customers and a great business. And I appreciate the time today.

Operator: Ladies and gentlemen, this concludes today's call. Thank you all for joining. You may now disconnect.