Software and Services Mix & Relative Outperformance
Software and services comprised the majority of revenue in Q4 (≈57%) and represented 49% of full-year revenue (up from 42% in 2024). Software and services revenue declined only ~15% year-over-year versus total revenue down 27%, helping stabilize recurring revenue quality and support margin expansion.
Gross Margin Expansion
Full-year gross margin of 47.6% (up 6.7 percentage points vs. 2024) and Q4 gross margin of 49.1% (up 8.4 percentage points vs. Q4 2024). Improvements were driven by higher software mix, product line refreshes (lower BOM costs) and increased first‑party software content.
Product Innovation — zStylus One
Launched zStylus One, an AI-enabled stylus with embedded sensors that eliminates the need for an external sensor module. Early customer and partner feedback is positive and the product is expected to facilitate hardware upgrades and broader adoption of next‑gen platforms.
Meaningful Customer Wins & Recognition
Secured several six‑figure district/program wins (Greater Altoona Career & Technology Center dental program, Mayfair High School 36‑station lab) and highlighted long-term success in Atlanta Public Schools. Career Explorer powered by Career Coach AI won Tech & Learning's Best of 2025 Award of Excellence, validating product-market value.
CTE Concentration and Traction
Career and Technical Education (CTE) remained a strong driver — CTE accounted for roughly 56% of bookings in Q4 — reflecting demand from Perkins and other annuity-like funding sources and signaling sector strength within the business mix.
Restructuring and Cost Reduction Actions
December 2025 restructuring eliminated ~50% of FTEs and reduced people costs by ~1/3; management estimates a new OpEx run rate of about $19M (ex-stock comp). These actions were intended to align costs with current revenue levels and target adjusted EBITDA close to breakeven if revenue stabilizes.
Capital and Balance Sheet Actions
Raised incremental capital (including a $3M convertible preferred investment from Planet One) and announced debt restructuring (Itria and PISA), providing additional liquidity and options to pursue international expansion when geopolitical conditions permit.