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Avaya Holdings Corp (AVYA) Q2 2021 earnings name Transcript | 132-S-800-1 Free PDF and Practice Test

© offered through The Motley fool Avaya Holdings Corp (AVYA) Q2 2021 revenue call Transcript

Avaya Holdings Corp (NYSE: AVYA)

CONSTELLATION manufacturers, INC.

Q2 2021 income call

may 6, 2021, eight:30 a.m. ET

Contents:

prepared Remarks

Questions and answers

name individuals

organized Remarks:

Operator

Greetings, and welcome to Avaya's Fiscal 2021 2nd quarter Investor name. [Operator Instructions]

i might now want to turn the conference over to your host, Mr. Michael McCarthy, vice president of Investor family members. thank you. You might also begin.

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Michael W. McCarthy -- vice chairman Investor family members

thanks. Welcome to Avaya's fiscal 2021 2d quarter call. Jim Chirico, our President and CEO; and Kieran McGrath, our govt vice president and CFO, will lead this morning's name and share with you some prepared remarks before taking your questions. becoming a member of them this morning could be Anthony Bartolo, our Chief Product Officer; Stephen Spears, Chief profits Officer; and Dennis Kozak, Senior vice chairman of world Channel. consistent with social distancing mandates, each and every of us on this morning's name are assembled from our far flung locations.

The salary release and investor slides, which now include highlights of our ESG initiatives and efficiency referenced on this morning's call are accessible on the Investor page of our website as well because the eight-ok filed these days with the SEC. This should aid for your figuring out revised monetary outcomes. All economic metrics referenced on this call are non-GAAP, apart from income. we've included a reconciliation of such non-GAAP metric measures to GAAP within the salary unencumber and investor slides. We may additionally make forward-looking statements that are in line with latest expectations, forecasts and assumptions, which continue to be subject to hazards and uncertainties that could cause genuine effects to differ materially.

In specific, the world financial system remains impacted by using COVID-19 and the extent of its persisted affect on our company will rely upon a couple of factors that consist of, but may no longer be restrained to, severity and period as well as movements taken or now not taken with the aid of governments, organizations and buyers in line with the pandemic, all of which proceed to evolve and stay unclear at the moment. suggestions about dangers and uncertainties can be present in our most contemporary filings with the SEC, including our kind 10-okay and subsequent form 10-Q reports. it's Avaya's policy no longer to reiterate assistance, and we undertake no obligations to replace or revise forward-looking statements in the adventure records or circumstances change, apart from in any other case required by using legislation.

i may now flip the call over to Jim.

James M. Chirico, Jr. -- Director, President And Chief govt Officer

Thanks, Mike. decent morning, every person, and thank you for joining the call nowadays. i'm joyful to share that Avaya has delivered a standout Q2, executing neatly across assorted dimensions of our company, and i could not be prouder of what our international crew achieved by posting salary and EBITDA outcomes that have been above tips and by accelerating our ARR growth greater abruptly than we had expected. consistent with our approach, this progress comes as an immediate outcome of the surge of extra investments we have made in our go-to-market and R&D.

These investments have broadened our spectrum of cloud capabilities during our Avaya OneCloud platform of CCaaS, UCaaS and CPaaS solutions. It is obvious that our business has undergone a structural exchange. And as you look on the construct of our revenues, we now have considered a significant shift over the last four quarters. basically, our business continues to outperform our expectations, which is a testament to the electricity of our company, digital capabilities, roadmap and our potential to handle the variety and breadth of requirements that come with servicing global, huge scale, advanced business purchasers. if you put this in context, the main point, as I have prior to now mentioned, Avaya is now a cloud-first business.

today, we are operating in a very new business atmosphere, and shoppers are increasingly turning to Avaya as a trusted and confirmed companion on account of our differentiation, superior customer event, skill to accelerate business transformation and to force their success in this new extremely distributed world. ultra-modern market dynamics have accelerated digital transformation efforts, and due to this fact, we are enticing at greatly extra in-depth and strategic conversations with commercial enterprise valued clientele, which is using growth in better and longer-term contract commitments. more importantly, our results symbolize the gigantic work undertaken and the strategic investments we now have been making over the remaining a few years to reshape our portfolio to be a frontrunner in enterprise communications and collaboration solutions. Now, i may run via some key efficiency highlights that underscore we now have the correct approach and are on the correct song for persevered success. We see endured momentum in a couple of areas as we execute the three-pillar method we communicated over a year in the past. First, to flow to a recurring earnings enterprise model pushed via cloud and subscription. 2nd, to develop our usual company, and we've a rich pipeline within our portfolio to preserve that efficiency.

and eventually, to do this, whereas maintaining our profitable enterprise mannequin, which is much more essential in these instances and supports our transition. starting with ARR, this is where we're concentrated, and it's the clearest measure of our success as we execute on our approach. ARR grew to $344 million in Q2, up 31% sequentially and up virtually 400% from a 12 months ago, reflecting the pace at which we are seeing the structural change in our company. Our giant enterprise phase, which we outline as contracts with a TCV of stronger than $1 million, changed into the main driver of our ARR growth, pushed generally by way of contact core. large deals represented over 60% of complete ARR.

overall, our ARR performance is exceeding my highest expectations. CAPS is holding its growth trajectory, now representing 40% of earnings. it really is a 17 factor raise year-over-yr. CAPS isn't only a crucial indicator of our typical transition to a new revenue profile, but it surely is a fantastic indicator [Technical Issues] our new products and options. As I look at forward indicators of income, average bookings remained robust, up 14% yr-over-yr. TCV is at $2.1 billion, demonstrating a endured effective backlog of enterprise. a different indicator of tremendous enterprise traction is the variety of colossal offers we signed in Q2.

This represented the fourth quarter in a row in which we signed greater than one hundred deals with a TCV of over $1 million. 16 of these deals have been improved than $5 million and seven have been more suitable than $10 million, with one deal over $25 million. On the competitive front, we displaced a major number of rivals for the third consecutive quarter where we signed approximately 1,500 new trademarks. On the profitability entrance, adjusted EBITDA got here in at $177 million or 24% of profits, which is up 220 basis points year-over-12 months. The playbook for our trade is not a secret. The secret's, therefore, how you execute.

Our crew is doing a very good job. And or not it's the mixture of those consequences and our visibility into the 2d half of FY 2021 that offers us the self assurance to once again lift our tips for earnings, ARR, CAPS and EBITDA for the fiscal year. Kieran will provide extra detail almost immediately. we now have had many extraordinary accomplishments over the ultimate quarter, too many to go through on this call. So i'll just contact on just a few that reveal how our investments are accelerating innovation, bettering our competitiveness and supplying cost to our purchasers. First, I could not be from now on blissful with the development we now have made as we proceed to extend our contact middle options.

As a measure of our growth in Q2, CCaaS, C count number was up drastically from the prior quarter, and the pipeline of opportunities continues to develop. CCaaS is now attainable in virtually 40 international locations. We proceed so as to add additional capabilities to the platform and lately announced full omnichannel attribute-based agent matching, agent personalization and predictive analytics. Atento, a world issuer of CRM and BPO functions chosen our CCaaS to manage customer interactions for his or her consumer, GoodRx. one other client, AllOne fitness necessary a communications platform that could convey scalability and reliability in the course of the next stage of their entertaining plans.

They selected Avaya CCaaS to help enable their different staff, together with in-condo docs, nurses, scientific workforce, health counselors and contact center agents. CPaaS quickens valued clientele' potential to combine new purposes with current infrastructure to free up additional cost. this is a real domestic run for shoppers seeking to innovate on the facet. The capability to cost easily, without difficulty and effectively deploy new expertise for communications and collaboration applications has by no means been greater important. And Avaya OneCloud CPaaS provides precisely that. as an instance, we deployed Avaya's CPaaS across the Texas-primarily based round Rock faculty District.

besides mass notification capability, we integrated notification across a whole lot of structures, including cell gadgets, e mail, social media, indoor and outside signage and more. Our solution unlocks price knowledge that with ease couldn't have been addressed in the past. shifting now to Avaya areas. We introduced groundbreaking information this previous quarter in two specific areas. First is involving incorporating AI into the platform. Working with NVIDIA, we used AI to convey capabilities similar to heritage noise removing, photograph enhancement and virtual tips. These are indicative of our leadership in AI.

We additionally launched areas Calling. customers now have the skill to area cloud-based mostly voice and video calls directly from their spaces browser, leveraging their Avaya or infrastructure. Leveraging latest infrastructure for cloud-based calling is a real disruptor and online game changer for purchasers, presenting them a cloud-primarily based journey, whereas also giving them the pliability to migrate their company verbal exchange systems to our cloud at a tempo that makes feel for his or her business. Momentum for areas continues to grow, and we are winning a major number of new valued clientele and doing so at scale. One such example of a fresh win changed into at Seine Saint Denis, host of the 2024 Olympics.

They selected Avaya areas as their work-from-any place collaboration answer for approximately 8,000 clients. After a vital evaluation of more than 10 choice options, they awarded the gold medal to spaces, since it's function-rich and present advanced security, scalability and ease of use. moving to Avaya Cloud workplace. we're seeing positive boom in a number of areas, and we're additionally blissful to peer the multiplied pull-via of CCaaS and CPaaS leading to offers with a larger ARPU for Avaya. The solution is now accessible in 13 international locations, and we're all of a sudden [Technical Issues] the variety of agents and companions authorized to sell.

not handiest are they licensed, however throughout the quarter, the number of brokers promoting grew via forty% from the prior quarter. whereas a significant price proposition of Avaya Cloud office is the skill for us to mobilize and convert our UC base, over 70% of our wins had been fresh shoppers. We also noticed gigantic customer growth normal, expanding our complete client count by way of 50% in Q2. relocating on to subscription. We see strength across our portfolio and continue to transition our base of loyal customers on normal software contracts to this flexible consumption model. Subscription permits purchasers to eat our know-how, how they need, even if cloud, off cloud or a hybrid approach.

Our foreign rollout is additionally progressing well, and the variety of companions selling subscription is expanding regularly. I can't be extra delighted with the growth. whereas subscription performance is robust across all segments of our enterprise, we're experiencing massive demand within the contact center. Subscription has additionally right now thinking into a new customer acquisition engine, with just about one hundred offers coming from new logos, whereas just a yr in the past, it become 0. the most vital point of this deliberate transition of our base to subscription is the boost we're seeing in recurring profits, which came in at a record sixty six% this quarter, whereas just two years ago, it was beneath 60%.

habitual salary, as you comprehend, is drastically greater predictable and derisks us far from our previous extra volatile license-primarily based mannequin. Making this transition correctly is a fine accomplishment within the utility trade. private cloud is a key element of our subscription offering, and that i are looking to in particular call out two incredible deepest cloud deals. the first is a new 5-12 months agreement with Qatar Airways, serving shoppers in over 70 nations in 12 distinctive languages. they're deploying our superior digital engagement, international body of workers optimization and automation and coaching for the FIFA World Cup in 2022.

The 2d is with Clarios, an international leader in superior power options. Clarios is deploying 5,000 unified communication clients throughout 22 nations on our private cloud platform to assist their international group. Demand for private cloud deals remained high, with a really mighty pipeline coming into the second half of the fiscal 12 months. As we continue to boost our strategic initiatives and execute on our operational pursuits, in step with what we told you on our remaining earnings name, we got here into the 12 months with effective momentum. We additionally knew that the seeds we've got sown in new applied sciences and capabilities with massive increase factors, would delivery to take dangle in FY 2021 and beyond, and that they have.

in brief, based mostly our performance, i am assured and intensely excited concerning the future knowledge for brand new solutions, which are opening a larger and growing TAM for Avaya. best of all, we are still within the early innings. We stay deliberate in how we construct out these new systems, and we are listening carefully to our consumers to be certain we're developing the capabilities to premier handle their wants, in particular because the distributed work ambiance continues to evolve. before I flip it over to Kieran, it be essential to recognize and thank the whole Avaya group, eight,000 strong, for their persevered dedication and flawless execution all over the quarter and most significantly, for their focal point on supplying value to our clients. it is really a superb team.

With that, i could hand the name over to Kieran.

Kieran McGrath -- Chief financial Officer

thank you, Jim. first rate morning, all and sundry. As a reminder, all figures mentioned on this name are as said unless otherwise indicated in consistent foreign money. For the second quarter of our fiscal 2021, salary became $738 million. This represents yr-on-year growth of eight p.c as pronounced or seven % in steady currency over the $682 million within the yr in the past length and compares to $743 million in Q1 of fiscal 2021. yr-over-year increase remains driven primarily with the aid of our quick migration to the software subscription mannequin and an expanding contribution from the Avaya OneCloud.

moreover, this quarter, we noticed a 12 months-to-yr and sequential increase from expert capabilities as definite deliverables had been accelerated on the safety administration challenge in this quarter. As Jim highlighted, we continue to bring on our aggressive ARR commitments in Q2. Our OneCloud ARR metric exited the quarter at $344 million, which represents 31% of sequential growth. Avaya OneCloud choices are driving this ARR momentum, with 2d quarter growth carrying on with to be powered through subscription bookings and an expanding contribution from Avaya OneCloud public and personal.

Contact core turned into, once again, about 60% of total OneCloud ARR. based on Avaya's core power within the business segment, purchasers paying improved than $1 million annually, accounted for over 60% of complete ARR. As a reminder, we dependent CAPS to deliver investors insight into our successful start of Avaya's highly differentiated utility solutions within the cloud consumption fashions that take advantage of sense for our clients. This quarter, earnings contribution from CAPS represented forty% of total earnings, up from 34% in Q1. For our 2d fiscal quarter, routine income accounted for two/three of our complete profits.

meanwhile, application and capabilities represented 90% of total profits. via concentrated investment and deliberate execution, Avaya has clearly advanced into a software and capabilities business and faraway from a hardware-centric model. Non-GAAP gross margin was 61.eight% within the 2nd quarter compared to 61.1% within the year in the past length and flat sequentially. Product margins had been down modestly, whereas capabilities margins more desirable all over the quarter, reflecting the shift from perpetual licenses to subscription and public cloud choices. overall, our functions margin growth is in step with our structural shift toward supplying our options in cloud consumption fashions available to purchasers via our Avaya OneCloud portfolio.

Turning to total profitability margin and money movement metrics for the quarter. 2d quarter non-GAAP operating earnings changed into $148 million, representing a non-GAAP operating margin of 20.1%, up one hundred eighty basis elements 12 months-on-year. Adjusted EBITDA changed into $177 million, representing an adjusted EBITDA margin of 24%, up 220 foundation facets 12 months-on-12 months. This displays our operational efficiency even as we're making the vital investments crucial to scale our cloud capabilities, including our channel accomplice courses and international expansion, all bolstering our ARR momentum. Non-GAAP EPS changed into $0.74 within the second quarter compared to $0.57 within the yr in the past length and $0.90 sequentially. The potent 12 months-over-12 months boom in this metric is the effect of two components: increased profit and the merits from the enormous number of shares repurchased within the first half of fiscal 2020. Now turning to money flow.

We consumed $24 million in money circulation from operations or bad three % of complete income. Our money movement become basically impacted by two in quarter variables. the primary changed into the timing of interest payments on our senior secured notes, which are paid semiannually, reflecting a $29 million quarter-over-quarter increase in pastime payments. The 2d became our pension contribution funds that had been $26 million greater than the prior quarter. as a result of the passage of the American Rescue Plan Act, the enterprise does not predict to make any extra contributions to our U.S. pension plans for the remainder of fiscal 2021. We ended the quarter with a money steadiness of $593 million.

This reflects the $100 million debt pay down we completed in February, along with a positive refinancing of $743 million of term loans that prior to now matured in 2024. besides extending the maturity to December 2027, we decreased the interest cost via 25 groundwork aspects. Success of our capital allocation initiatives across this past year is a proof point of the market and the business's self belief in Avaya's execution and method. Now turning to information for 3Q 2021 and entire 12 months fiscal 2021. Please be aware that all yr-on-year income changes are expressed on a constant currency groundwork, and all revenue amounts mirror charges as of April 30, 2021.

For the third quarter of our fiscal yr 2021, we expect revenues of $720 million to $735 million, representing boom of 1 p.c 12 months-over-12 months at the midpoint. We expect non-GAAP operating margin for the third quarter to be between approximately 19% and 20%, and our adjusted EBITDA to be between $one hundred sixty million and $a hundred and seventy million or approximately 23% of income. We predict non-GAAP EPS to be between $0.sixty six and $0.seventy three for the quarter. This compares to non-GAAP EPS of $0.ninety five within the yr ago duration. Quarter-over-quarter progression of EPS displays dilutive impacts that i will be able to cowl in additional detail when discussing the entire year guidance. when it comes to our full yr fiscal 2021 income tips, we are increasing our profits guidance to be between $2.920 billion and $2.955 billion.

This represents increase of two p.c to three percent at present FX quotes and represents approximately one % salary boom at the midpoint as measured in steady foreign money. we are tightening our CAPS earnings assistance range through elevating the low conclusion from 35% to 37% of the full 12 months income. This now lifts our suggestions latitude to 37% to 40% for the entire fiscal year, representing over 50% increase 12 months-over-year. Turning to OneCloud ARR. We proceed to see very potent momentum and are increasing our full year suggestions. We now are expecting to exit the existing fiscal 12 months between $450 million and $460 million. on the midpoint, this reflects an upward revision to advice of a rise of about $35 million from the prior guided targets and display over one hundred thirty% year-over-12 months increase.

We predict non-GAAP working margin to be between approximately 20% and 21%. additionally, we are raising the low end of our adjusted EBITDA assistance and tightening the latitude to $690 million to $720 million or approximately 24% of earnings at the midpoint of this range, demonstrating Avaya's potential to carry income growth whereas conserving profitability. Turning to shares outstanding information and profits per share. We are expecting our weighted common shares to now be between approximately 87 million and 89 million shares remarkable at fiscal 2021 12 months-end.

This raise in extraordinary share count basically reflects the appreciation of Avaya inventory expense, resulting in dilutive influences from previously issued convertible notes, warrants and inventory awards. due to this share count number enhance, we are expecting non-GAAP EPS for the fiscal year to be between $three.02 and $three.20. at the midpoint, this reflects mid single-digit percent year-over-yr growth. when it comes to cash circulate from operations for fiscal yr 2021, we're holding our assistance of between three p.c and 4 percent of full year profits.

With that, i might now want to flip the name lower back to Jim. Jim?

James M. Chirico, Jr. -- Director, President And Chief government Officer

thank you, Kieran. Let me offer a few closing recommendations. As we have now all tried to navigate this previous year, the most suitable we can, the world has fundamentally modified, and we will not be going again to the manner we used to work. as an alternative, we're moving forward into a new work environment. And now more than ever, our shoppers are relying on Avaya's options and capabilities to support them navigate via unchartered waters.

Our management place in communications and collaboration has not ever been better. Our innovation pipeline has on no account been as strong or strong. Our model is robust and sustainable, and we're taking advantage of the disciplined execution that Avaya is conventional for and for our center of attention on profitable boom. we are neatly placed to continue our success, and i am confident of the place we're heading and that demand will stay amazing for the foreseeable future.

With that, we are able to now open for questions.

Questions and answers:

Operator

[Operator Instructions] Our first question comes from the road of George Sutton with Craig-Hallum. Please proceed along with your query

George Sutton -- Craig-Hallum -- Analyst

thank you, Mike. Congratulations to your gold medal. So i wanted to simply walk through some thing relative to enterprise demand. We take a seat on lots of these calls and hear out SMB and mid-market. You, certainly, are focusing in lots of circumstances on better organizations and have a distinct capacity to provide them either a personal or a public cloud choice. are you able to simply provide us a way of the migration of those larger firms to the cloud, as a result of I suppose that is what's at the back of a lot of these results?

James M. Chirico, Jr. -- Director, President And Chief government Officer

yes. George, Jim. thank you very much. So a couple of things. number 1 is, in case you take a glance at our enormous companies, obviously, we now have the capability to deliver the options across a breadth of know-how. One is absolutely our subscription, which we launched in the market about six quarters ago. The demand in the funnel, in equity, has never been improved. And we're finding that our huge business customers are seeking form of the identical flexibility, if you will, from a routine profits and consumption-primarily based mannequin and truly relocating faraway from having this burden of having all of those licenses, primarily within the new work atmosphere the place lots of their employees are working from domestic.

And our philosophy has always been that we'll honor how our valued clientele basically want to have their options. So for us, even if it's a cloud, off cloud or hybrid, we're within the enterprise to help our consumers. And with the pandemic, it be accelerated the area of digitization, cloud, and once more, the want for our purchasers to actually have a versatile consumption model. And we're going to remain committed to supply the solutions that our consumers opt for. So we're seeing an important enhance in subscription. That being stated, the place we noticed, once again, a big uptick, no longer so a great deal in the salary, however in routine earnings, turned into our inner most cloud answer.

We're seeing robust traction. And truly, that's a fit-for-purpose answer and it's addressing an immense market opportunity for us as our large enterprise shoppers without problems can't or don't need to bounce appropriate into a public cloud solution. And Avaya is actually only one of a couple of corporations that can even participate in this. you are pulling in the cloud agencies should not have applicable cloud answer. And we're seeing a sizable variety of our contact facilities wanting to move --- our contact middle customers desirous to stream to that inner most mode. And in case you simply take a step back, the market nowadays is about $7 billion to $8 billion from a TAM viewpoint. in case you go out three, four years, Gartner is projecting that, it is going to more than double up to $16 billion to $17 billion.

So we agree with we're within the superb spot to continue to grow and take part during this massive, big TAM boom for our valued clientele. And, finally, is what are we doing on the public aspect? and i feel the general public solution that we've accessible, which truly -- we began internally a couple of years ago, but truly, or not it's handiest been in the market for about a 12 months. We trust that we now have a well-engineered solution that's low-priced for our valued clientele. As I mentioned previous, we're in forty international locations. we're going to target sixty five the conclusion of the year. We proceed so as to add further and further capabilities.

and that i would punctuate all that. it be evidenced, again, by means of our tremendous deals. And we continue to have over one hundred significant offers a quarter, large bucks with 16 being enhanced than $5 million. So -- and incidentally, the traction that we're getting in opposition t our competition. And we're finding, in case you get into large contact facilities better than 500 [Technical Issues] -- it really is where we've a major talents towards our competition. and that's, once again, proof points to our capabilities firm, proof element to the advantage that we bring to the market every and each day. So a bit long-winded, however we're somewhat excited with the results that we've got needed to date. And as we analyze our backlog and pipeline, we're very excited in regards to the possibility in front of us.

George Sutton -- Craig-Hallum -- Analyst

So if I could simply focal point my comply with-up on the ACO providing. And talking to your associate, the recommendation has been a superb stage of latest wins versus just migration wins. might you just tackle that?

James M. Chirico, Jr. -- Director, President And Chief executive Officer

sure. it's proving out to the form of the premise through which we did the relationship in partnership with RingCentral. And that was the fact that when you idea about Avaya, it changed into an old legacy business that become making an attempt to compete in a global of hardware have been at the UC part of the -- and UCaaS a part of the market had shifted to cloud. And we knew we had enormous probability, and that's why we partnered with Ring to no longer most effective solution -- supply an answer to our installed base, but also be capable of compete and win out there with -- definitely, with our company, our advantage, our standard capabilities.

And, truly, it's coming true. And we're definitely excited. and i additionally believe it suggests the relationship on simply how dedicated we're to our channel and to our accomplice group. they may be an extension of us. The aggregate of us. and i've said repeatedly that when we go to market with our partners, we win. there's no better force. And a real attribute to now not only the companions -- the present companions, however the new partners that we have introduced on board. And our lively companions have been up by using forty%, consumers grew by way of 50%. So it be working exactly as we had planned. So we're -- again, it be -- we're relatively excited and excited concerning the possibility in entrance of us.

George Sutton -- Craig-Hallum -- Analyst

Picked up. Thanks.

Operator

Our next question comes from the line of Raimo Lenschow with Barclays. Please proceed together with your query.

Raimo Lenschow -- Barclays -- Analyst

Congratulations, [Indecipherable]. That become a very good quarter. just, Jim, in case you consider about the market and the becoming momentum that you may see there it's like, how tons do you consider is that the total market is doing superior? as a result of a lot of your different competitors are additionally sort of sounding relatively bullish versus you form of like performing some company-specifics stuff? after which a query for Kieran -- comply with-on questions for Kieran. Kieran, if I seem at the tips for CAPS, I mean, you're already kind of doing truly well. Is there anything I may still be aware of in the subsequent quarter that just may bring that CAPS variety of melting down a bit bit again, because you appear to be overperforming there. Thankyou.

James M. Chirico, Jr. -- Director, President And Chief government Officer

yes. good day, Raimo, i could take the primary one and Kieran will take the 2nd one. yes. I suggest, as I pointed out in my feedback, there is no secret to the opportunities in entrance of us in this -- in the new world as we move further and further to cloud and a chance to circulate extra to software and services business. however the real differentiation for us, I feel, versus others, is the proven fact that we've the depth, the breadth, the expertise, the full latitude of a portfolio. And the fact, I feel the teams are executing extremely neatly around that, and we're profitable on all levels. in the past, we struggled somewhat on the lessen conclusion of the market.

We're now taking our fair share, if no longer greater, on the decrease conclusion of the market -- the mid-market with the unlock of our new CCaaS answer geared directly there with the truth of our private cloud solutions, both on the UCaaS and the CCaaS facet. The traction we're seeing with our collaboration solution, with areas, couple all that with CPaaS. after which appear, we're in reality differentiating ourselves at the better end in the greater complex enterprise shoppers and those are lengthy-lasting shoppers that we accept as true with will -- and we see are relocating, and we're helping them move to the new world. So we're fairly excited about the alternatives that we see in entrance of us.

So i could flip it over to Kieran.

Kieran McGrath -- Chief fiscal Officer

certain. Thanks, Jim. So Raimo, yes, I feel our Q2 shocked us a little bit on the upside on the CAPS. a few of that did need to do with a few of our work with a few of our Alliance partners because it regarding the Social security deal. i would say likely inside a point or two, us carrying on with to look numbers like this as we exit into the second half of the 12 months as smartly and that's what gave us comfort in taking the bottom conclusion of our range, up from 35% up to 37%.

As we've got said before, now not all our Alliance partners is a routine per se. some of it is a little bit of element-in-time in terms of just some of the relationships that we've with a few of our third parties. however i might consider that we may still be pretty near these numbers as we seem in Q3 and q4.

Raimo Lenschow -- Barclays -- Analyst

o.k., thank you. Congrats.

Kieran McGrath -- Chief economic Officer

Thanks Raimo.

Operator

Our subsequent query comes from the line of Samik Chatterjee with JPMorgan. Please proceed together with your questions.

Samik Chatterjee -- JPMorgan -- Analyst

hello, thanks for taking this questions. i am hoping that you would be able to hear me all correct. Jim, I wager, what i needed to ask about is there may be this normal influence, certainly as we lap sort of an endemic 12 months that final year became characterised by means of loads of companies expanding skill when it came to distinctive verbal exchange channels or collaboration options. And this year you're going to look usual slowdown in momentum during this space, simply when it comes to capability, additional license additions. And this yr, it needs to be extra featured via portfolio traction and kind of latest wins. So I just wanted to look in case you can evaluate and distinction there type of what [Technical Issues] this yr versus closing year and sort of you might be in reality given that on the floor? and that i have a comply with-up. thank you.

James M. Chirico, Jr. -- Director, President And Chief executive Officer

No. I hear you perfectly, and thanks. or not it's a fine question. So first, let me start with the aid of basically thanking the Avaya employees. They proceed to inspire us each and every and every day with their resiliency. and i couldn't be to any extent further proud of the dedication that they put forth working with our purchasers, 2d to none. As you stated, there have already got been many lengthy-lasting structural changes that I see -- which are going to affect the verbal exchange and collaboration house, and the work-from-anywhere, the sort of the direct-to-purchaser commerce, the contactless experiences, so on and so on.

The wonderful aspect about Avaya is before the pandemic, i'd say that these had been rising traits, nevertheless it wasn't an emerging style with interior the business. We had repositioned our portfolio about three years ago in order to capitalize on what we agree with turned into an emerging fashion that become just accelerated, and we're in full swing. and i consider it's evidenced with the aid of the large increase in subscription. I believe or not it's evidenced through this large boom in ARR. or not it's evidenced through our bookings have been up once again, 14% is a number one indicator. it be evidenced with the aid of our TCV continues to stay above $2 billion.

So we are neatly poised to take expertise of the industrial probability. that is a brand new world we are going to unlock by means of these structural adjustments, and we're already on the cutting edge of establishing and providing these applied sciences for our consumers' digital transformation. And the degree that we proceed, and that i'm truly blissful with our development, to deliver new capabilities into our options round AI, collaboration, cloud, so on etc, coupling with our options, we're -- I consider we're poised.

And also, we now have a bunch, surely, of the greatest of big, most advanced organisations. And as that you can imagine, there's a pipeline and a time body wherein we're working with these folks to be able to carry these options. it's no longer anything this is, what i could name coin operated. It takes a significant quantity of skilled functions work and pipeline work. So we do see that we're smartly located to address some thing comes next on the planet, so with a bit of luck getting lower back to a couple sensor continuously.

Samik Chatterjee -- JPMorgan -- Analyst

okay. And if i can just follow-up. I need to see if i will get any insights or form of some ballpark estimation of in case you're guiding to the OneCloud ARR metric for this full year, how does that split up between CCaaS, CPaaS and your CAPS answer. And specifically, as you seem to be type of two, three years out, it does that mix alternate in comparison to price you have these days just given the time strains, kind of the different trajectory of growth for these three diverse systems.

James M. Chirico, Jr. -- Director, President And Chief govt Officer

howdy, Kieran, you want to --?

Kieran McGrath -- Chief monetary Officer

bound. So, Samik, hello. yes, I think you are absolutely right. So hear, so far, we now have been powered by means of the migration from subscription, which apparently adequate is increasingly seeing a lot of new trademarks as neatly. but what we observed this quarter become in fact the starting of an acceleration as extra of our bookings at the moment are coming within the type of private and public. it's beginning to make a contribution like stages of increase in terms of quarter-on-quarter sequential increase charges. So at this time, predominantly subscription, and it'll likely be that method through -- likely during the middle of next year. but as we move through that, we would are expecting to peer a larger and greater share coming in our public -- our public cloud and our deepest cloud contributions, most peculiarly around public and private CCaaS.

Samik Chatterjee -- JPMorgan -- Analyst

Thanks for taking my questions.

Kieran McGrath -- Chief monetary Officer

Welcome

Operator

Our next question comes from the line of Lance Vitanza with Cowen. Please proceed along with your questions.

Lance Vitanza -- Cowen -- Analyst

hi guys. Thanks for taking questions. Congrats on the quarter. i wished to also ask on the OneCloud ARR, and as distinctive from just your typical routine salary, OneCloud ARR, you're speakme about getting to $1 billion a few years, that might be roughly 1/3 of the business's complete revenues. So -- but, i ponder, could that number -- could that at last reach 50% of total revenues someday? Or put one more approach, and i'm no longer looking for counsel. however just given your customer set, is there a herbal structural ceiling on ARR that we may still be aware about? and then I actually have a follow-up.

James M. Chirico, Jr. -- Director, President And Chief executive Officer

sure. hiya, Lance, Jim. Thanks. As i discussed, ARR, we see significant opportunity in front of us. I believe ARR, more importantly, is representative of the range of our OneCloud portfolio. And no matter if we go on the vertical customer section, distinctive deployment models, I feel it basically highlights and suggests the breadth and depth of our basic income model transformation. So, I feel, it's really crucial.

Secondly, I consider what's probably most critical in regards to the sustainability is our pipeline of innovation and solutions is extremely strong. And these capabilities are critical to modern day marketplace, and relevance is surely extremely crucial. So when you believe CCaaS, you suppose CPaaS, you believe AI capabilities, digital, areas, you feel of capabilities like public, private, hybrid, and also you think in regards to the ecosystem of partners that we've all over the world, you consider of tons of of lots of consumers. It presents us with a true chance. and i trust it presents us with giant upside. So forgetting the number for a minute, is it sustainable? I consider so, for sure. and that i feel or not it's evidenced through the numbers we have delivered and the incontrovertible fact that we've got increased our counsel now three consecutive quarters.

So, yes, I suggest, we're [Technical Issues] and that i feel i am going to ask Anthony to add a little color today.

Anthony Bartolo -- executive vice chairman And Chief Product Officer

yes. seem, if you just take that from a numbers perspective when it comes to the probability, there is a few fundamentals that have taken location that, Jim, just articulated. the primary is, sure, giant consumers are accelerating. You just take a glance at the CC transformation it is happening. there is in fact a public cloud push or a cloud push, no matter if or not it's public or private. And in case you definitely consider concerning the contact core house alone, there's some 15 million seats that slot in that specific phase.

We happen to have the six million of these selected seats. and they've best simply begun that transformation to the general public or the deepest cloud. And that represents large ARR that sits inside just our six million seat base. And we think over the arrival years that, if we battle for each one of those particular seats and control and transition these customers to the cloud, you comfortably transition into a very massive ARR opportunity that we've simply inside our own consumer base. So, yes, we believe that there is definitely leads there.

Lance Vitanza -- Cowen -- Analyst

okay. after which my observe-up can be simply inside this OneCloud ARR channel, what do the underlying cost trends or perhaps underlying quantity traits look like? and that i'm trying to get a way for the way this conversion to ARRs could probably impact the business's longer-term growth expense. undoubtedly, we get the proven fact that the visibility by myself is value whatever thing. however i'm just trying to consider a bit bit extra about inside that channel, does that do anything else to the longer-term two percent to 4 p.c boom rate that you have kind of mentioned during the past?

Kieran McGrath -- Chief monetary Officer

certain. So Lance, here is Kieran. As now we have pointed out earlier than, why we in fact like to center of attention on ARR is barely within the multiplicity of distinct earnings producing. So after we consider concerning the migration, all of these migrations are in reality migrations plus, appropriate? So, one is, they may be shoring up the base, and we're truly seeing extra add-ons from our customer as they embed some stage of cloud functionality into the subscription as well.

certainly, in case you start to do the hosting and also you beginning so as to add on the entire distinct AI capabilities, we see a real probability for large ARPU growth in that regard. there may be can charge that comes together with that as well, but definitely, topside profits. So long term, as we proceed to move more of the shoppers far from the ordinary premise-based right into a hosted base, whether that is cloud, inner most or public, sure, we feel there may be a chance to build out and develop that salary past that single digit.

Lance Vitanza -- Cowen -- Analyst

Thank, definitely useful.

Operator

And our subsequent question from the road of Catharine Trebnick with Colliers. Please proceed together with your questions.

Catharine Trebnick -- Colliers -- Analyst

thanks for taking my questions. Anthony, here's for you. may you place a finer aspect on the $6 million seat chance? What classification of go-to-market motions are you inserting to entice these and transition this over? chiefly, i am attempting to consider the tremendous enterprise versus probably whatever thing via a grasp agent and how you are differentiating the seat measurement, and so forth.? thanks.

Anthony Bartolo -- government vice chairman And Chief Product Officer

certain. hi there, Catharine, thanks for the query. yes, at first, just a correction, or not it's to $6 million. Its six million seats. So yes, might be you misspoke. however sure, there may be 15 million-15.5 million seat possibility or TAM in the contact center house. six million of these or thereabouts sit down inside our existing customer base. with the aid of the definition of the CC realm of the peer community, they'd almost all are seeking for into the enormous commercial enterprise scale. and people large corporations, usually we serve either on direct or via our companion group and our partner ecosystems. That go-to-market model hasn't essentially modified.

we now have introduced lots of grasp agents and resellers to the portfolio as hostile -- as a feature of what Stephen's crew and what we've been doing within the public cloud realm. and that they're serving and beginning to tackle greater of a role -- they may scale up similar to our existing retail neighborhood and ourselves would have a time to slash. And we see -- cutting down permits us to expand our market opportunity. We see those grasp brokers resellers potentially selling into the higher customers. And we're seeing some of these onesie-twosies at the moment. however we see that as they've realized the bigger measurement commercial enterprise that they will go off and expand into that phase.

in case you destroy down truly the action this is happening, when you take a glance at the land, undertake, extend and renew, as we discuss it, those six million seats represent shoppers that are already landed. so they already landed. Our -- the aggressive landscape is going out attempting to be the L within the layer model. we have now bought the L with these six million seats. What we're doing with the roadmap is having them adopt new technologies, extend those technologies after which the renew cycle. And we're simply getting more advantageous and more suitable at that all the time. and that's the reason what I discuss after I noted that complete possibility simply in that contact middle area. Sorry for the lengthy answer.

Catharine Trebnick -- Colliers -- Analyst

No, that turned into getting a sense. Thanks for the seize. I do not know what i was pondering.

James M. Chirico, Jr. -- Director, President And Chief government Officer

No problem.

Operator

And our subsequent query comes from the road of Rod hall with Goldman Sachs. Proceed with your question.

Bala Reddy -- Goldman Sachs -- Analyst

hi, here is Bala Reddy on for Rod. I have no idea in case you can speak with ACO. So CAPS profits component jumped to forty% from 34% closing quarter. Now you mentioned the gigantic boost in this selected quarter is pushed with the aid of CCaaS and client Alliance partners & Sub. but may you focus on ACO a little bit, specifically with admire to the -- your colossal installed base? i know you improved the providing to 13 international locations now. might be ACO has also driven a few of this cap strength? Or do you suppose the product remains in early stages? Any color could be advantageous.

Kieran McGrath -- Chief financial Officer

bound. So here's Kieran. Let me start off and then i may ask Dennis to soar in. but evidently, ACO is a critical element -- half and element of our Alliance partner relationship. It has been -- and this year, or not it's been a huge enhance for us during this metric on a year-over-yr foundation, primarily for the reason that we get a deep element of it at point in time. So Dennis, perhaps you might deliver some colour on just what we're seeing when it comes to alternatives and consequences?

Dennis Kozak -- Senior vice president Of global Channel

sure, certain. Kieran, thank you. So, sure, definitely, the product continues to mature. it's been in market now for about 14 months, when you consider that last March. and each success of our leads continues to build on definitely in two dimensions. the first dimension is basically around the platform and innovation. You hear RingCentral focus on a lot of the capabilities that we bring to the platform quarter-over-quarter.

and then the 2d dimension, which is extraordinarily crucial to Avaya, is as we carry the Avaya function set to it. So it continues -- this remaining quarter, we had a new unlock that introduced a number of key capabilities that our existing base are very interested in seeing. One accomplice has long past on list as quoting. "or not it's the best of PBX and the best of cloud in a single package." And that really creates a very competitive differentiator for us for numerous reasons, not only for migrating our personal base, but additionally for attracting new emblems that are using an existing premise solution from one among our rivals.

Bala Reddy -- Goldman Sachs -- Analyst

first rate. along the identical line, contact up a little bit on the deepest cloud momentum, especially remaining two quarters, it's been primarily potent. You mentioned some big offers, but also some capabilities and perhaps function units are differentiated versus competitors. might you expand on this a little bit?

Anthony Bartolo -- govt vp And Chief Product Officer

certain. it be Anthony here. So in the beginning, I consider you might be seeing -- smartly, we be aware of we're seeing the popularity of a personal cloud answer as a result of we truly redefined or advanced inner most cloud. So massive enterprises need the flexibility of the public cloud, but now not the form of what's being delivered by a non-public avid gamers. So we deliver them the improvement of getting the agility and suppleness of a public cloud deployment, but the flexibility of customizations on that public cloud as neatly because the means for them to be in a position to innovate at the facet.

We discuss how anything is deployed, no matter if it be public or inner most, and so on. however what we've laid on with our CPaaS options that definitely permits us to extend and innovate on the part that consumer can do their innovations with low-code, no-code capabilities that allow them to tweak the options in order that now not most effective it solves their selected difficulty, however they may be invested within the outcomes, as a result of they helped solve that particular issue. no one understands the concerns they face materially greater than the client themselves.

And we provide them the tools to do that with out the rigmorale of the forbearance or overbearingness of a heavy monolithic piece of application. so that flexibility, the inner most cloud allows for, it receives -- they allow all the scalability and ability of it, and it enables them to free up the innovation inside the commercial enterprise. and that is the reason why we're seeing a true takeoff in the private cloud. And the explanation why massive companies are able to try this is, as a result of they've acquired a lot of capabilities internal the company.

Bala Reddy -- Goldman Sachs -- Analyst

ok. Thanks Anthony.

Operator

And our next query comes from the road of Meta Marshall with Morgan Stanley. Please state your question.

Karan Juvekar -- Morgan Stanley -- Analyst

hello. here's Karan Juvekar on for Meta. I guess, just at a far better level, are you seeing consumer conversations shift to more everlasting solutions or deploying more permanent options versus perhaps prior within the pandemic conversations have been round transient setups to outfit work at home? and that i bet, if you're in view that, is that impacting TCO and maybe the classification of deal [Technical Issues] or hybrid versus cloud simplest? thanks.

Anthony Bartolo -- executive vice president And Chief Product Officer

sure. it's a good query. thanks. I suppose that we're seeing two diverse flavors which have come from the pandemic. firstly, we're seeing people who are adopting options now from a multiyear contract the place they began all through after which they're trying to determine in the event that they could aid and healthy a necessity. I study work from home, as an example. As I all started to work from home, i believed probably this is going to be a 12-month issue, perhaps it was within the 18 months. Now we're seeing those equal valued clientele enter into proper multiyear agreements helping that deployment methodology.

additionally, the 2nd movement is businesses which have determined that, seem, here's with us to stay, correct? here's the brand new approach to move to work. And with that, they're taking a look at methods for us to set up options that are, once more, alongside the different deployment lines, even if it's pure public cloud or anything in between from a hybrid standpoint. So we're seeing those two flavors above all. and that i believe each of them lend itself to the fact that now we have considered a everlasting shift within the approach that corporations are going to move to work.

Karan Juvekar -- Morgan Stanley -- Analyst

wonderful. Thanks, it truly is very advantageous.

Operator

Our subsequent query comes from the road of Asiya service provider with Citi. Please proceed with your questions.

Asiya service provider -- Citi -- Analyst

awesome. thank you for the chance and great quarter. I just had a short query. a lot of them have been already answered, but I feel Kieran prior on outlined some expert services that assist to supply some more suitable-than-anticipated consequences for the second quarter. in case you could kind of peel that out. And as it pertains to your suggestions for the year, how a lot of that is baked in from an uptick in expert functions? and should we be expecting the same run price in the again half? Or became this only a onetime for this selected quarter?

Kieran McGrath -- Chief economic Officer

hi, Asiya. So that is exactly what I meant in my phrases that it became accelerated. So we noticed some deliverables on the SSA contract truly being pulled forward, likely to the tune of somewhere round $7 million or $eight million that was coming out of the 2nd 12 months into this quarter. As you comprehend, now we have been macro focused and micro focused on offering here the SSA deal. So every little thing we are able to -- based upon the consumer's request now, they're getting americans again within the office to basically speed up alongside. So we had expected there was going to be some fairly big deliverables. that is even larger than we expected, and some of that got here out of the second half of the year.

Asiya merchant -- Citi -- Analyst

k. and then simply given -- I believe you alluded to channel funding partners -- channel associate investments that are form of driving your EBITDA margin to around 24%. How may still we consider about these investments going forward? is this a year the place we lap some of those investments? and then as you appear ahead, you should beginning to see the fruit of those investments? Or is there extra to trust, certainly since -- CCaaS environment is pretty aggressive, relatively fragmented, and there's a lot of partnerships and alliances occurring all the time. thank you.

Kieran McGrath -- Chief monetary Officer

yes. So let me start, after which possibly Stephen will soar in. just from our standpoint, naturally, for the 2nd half of the year, we had mentioned -- when we gave our guidance at the start that we were going to invest to point again in the business this yr. and you can see that we have now been capable of do this. And, really, we're basically doing a little bit improved than what we originally concept. you're appropriate, it is a stunning aggressive market, and we will beginning to see some scaling of lots of this as we delivery to deliver more of our public and personal cloud as we go through time. i am now not ready to provide 2022 suggestions yet. however I do feel we are going to delivery to get some scaling benefits as we go through time. Stephen, would you desire it or Jim?

Stephen Spears -- Chief earnings Officer

sure, absolutely. Asiya, seem to be, I suppose it's in fact -- we mentioned previous in Jim's opening comments that we've accelerated the number of selling partners by using 40%, and so that it will continue. What's also central is that the mixture of partner and the way that they method the market is altering, correct? extra accomplice are accessible to bring cost-delivered capabilities, whereas microservices can they lay on good of our platform. in order we see this shift to a real multi-cloud hybrid strategy, these partners are paying an expanding role in assisting carry those key value messages to the customer.

James M. Chirico, Jr. -- Director, President And Chief executive Officer

good day. here's Jim. I bet, sort of, seem, we now have -- we have been -- we've a really aggressive business model here and we have been -- 60% to 70% of our revenues are pushed in the course of the channel. So we understand how to function inside the channel constitution, and we recognize how to operate it to drive profitability for the company. As Kieran spoke of, we're correct not off course with our guidance for EBITDA. We [Technical Issues] did back into the enterprise, as he noted, one factor. we have an outstanding relationship. And as Kieran pointed out, we believe we're going to scale that as we go into the quarters forward.

So we're very confident about our place and our ability to stay ecocnomic in the course of the transition. So there just isn't a controversy. and that i suppose returned to your earlier point, we now have also, as we stated, there turned into slightly of an acceleration in PS into the quarter. but the fact is we raised our average counsel for the yr. So we suppose, as I talked about, based upon the backlog, based mostly upon the bookings enhance, primarily based upon the new expertise we are able to bring to the market and the strong execution from our global teams, we consider pretty respectable about what the second half of the 12 months brings to the enterprise.

Operator

Our remaining question comes from the line of Hamed Khorsand with BWS economic. Please proceed with your query.

Hamed Khorsand -- BWS monetary -- Analyst

first rate morning. I just desired to understand that your latest consumers, when they're speakme to you about moving to the cloud, are they initiating that dialog? I imply you're facing competitive pressures there? Or is your sales force or channel companions initiating that conversation?

James M. Chirico, Jr. -- Director, President And Chief executive Officer

thank you for the question. seem, we fully are going to our customers with a cloud-first message and mentality. And subsequently even though, we're allowing that client to dictate what the remaining solutioning feels like. this is the benefit of being capable of set up throughout distinct distinctive applied sciences. it be in reality the differentiator that Avaya brings to the market that our competitors do.

Hamed Khorsand -- BWS monetary -- Analyst

ok. thank you.

James M. Chirico, Jr. -- Director, President And Chief executive Officer

certain.

Operator

And with that, this concludes our query-and-answer session. And now i would like to show the call lower back over to Mr. Michael McCarthy for closing remarks.

Michael W. McCarthy -- vice chairman Investor relations

Thanks, Devin, and thanks, everyone, for becoming a member of us this morning. we are going to look ahead to catching up with you over the days and weeks forward. and you'll are expecting us to report the June quarter consequences in early August. we are going to seem forward to speaking with you. Have a good afternoon and live protected.

Operator

[Operator Closing Remarks]

period: 63 minutes

name members:

Michael W. McCarthy -- vice president Investor relations

James M. Chirico, Jr. -- Director, President And Chief government Officer

Kieran McGrath -- Chief economic Officer

Anthony Bartolo -- govt vp And Chief Product Officer

Dennis Kozak -- Senior vice chairman Of world Channel

Stephen Spears -- Chief salary Officer

George Sutton -- Craig-Hallum -- Analyst

Raimo Lenschow -- Barclays -- Analyst

Samik Chatterjee -- JPMorgan -- Analyst

Lance Vitanza -- Cowen -- Analyst

Catharine Trebnick -- Colliers -- Analyst

Bala Reddy -- Goldman Sachs -- Analyst

Karan Juvekar -- Morgan Stanley -- Analyst

Asiya service provider -- Citi -- Analyst

Hamed Khorsand -- BWS economic -- Analyst

extra AVYA evaluation

All earnings name transcripts

© provided by way of The Motley fool AlphaStreet brand

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