8x8 (EGHT) Wells Fargo 8th Annual TMT Summit summary

Strategic transformation and product innovation

• Achieved 60% year-over-year growth in new products following a strategic pivot toward customer engagement and innovation over the past two years.

• Improved customer retention and paid off a third of outstanding debt, with significant refinancing completed.

• Increased R&D investment led to expanded product offerings, now averaging 3.5 products per top customer, up from two.

• Migrating Fuze customers to the core platform, aiming to shut down Fuze by end of 2025, with most migrations completed by mid-year.

• Core business (excluding Fuze) is returning to revenue growth, with expectations for overall year-over-year growth next calendar year.

Go-to-market strategy and differentiation

• Focused on marketing business outcomes rather than technical features, targeting use cases like remote fix and appointment management.

• Emphasizing verticalization by use case rather than traditional industry verticals, offering ready-to-go solution packages.

• Investing in sales reps, BDRs, and account-based marketing as top priorities for go-to-market expansion.

• Channel strategy aims for a balanced distribution model, improving enablement across referral, VAR, and direct channels.

• Selectively responds to price discounting, prioritizing strategic deals with multi-product potential over low-margin, single-product deals.

AI integration and product development

• AI is embedded throughout the product suite, with proprietary and best-in-breed technologies for transcription, translation, and bots.

• Targeting mid-sized enterprises lacking in-house AI expertise, positioning as a strategic partner for automation and customer engagement.

• Prefers in-house development of AI features over M&A, leveraging partnerships with leading AI providers.