OVH.PA FY2026 Q4 Earnings Call Transcript
Date: 2026-10-20
Source: Financial Modeling Prep

Operator: Ladies and gentlemen, welcome to OVHcloud FY 2026 results. Today's speakers will be Octave Klaba, Founder, Chairman and CEO of OVH Cloud; and Julien Rabette, Interim CFO. I now hand over to OVH management to begin today's conference. Thank you.
Octave Klaba: Hello, everybody. I'm Octave Klaba, Chairman and CEO of OVHcloud. I'm here with Julien Rabette, Interim CFO. We published just today our results of FY '26 this morning, and thank you for everybody to be here with us to have more details about what we have done last year and what we will do the next year. So maybe we can go to the next page. So on the delivering of our commitment. So we are in this world where we have the assets. OVH has an industrial background. As you know, we have data centers, 250 megawatts of the energy. Roughly, we own our data center, a lot of them and now we are ready to accelerate based on this data center. Also we have network, we have our supply chain, but also on the software part of our business, we will focus on the cloud, of course, but also on the AI, you need cloud, you need cloud to operate AI. And this is why we need them both. We need in the one side cloud and on other side, you have the AI. So on the second point, in the FY '26 and '27, we have the execution and what is really interesting that this first year when I came back and to start delivering the results, we started to fix the different things that didn't work in OVH and we started to have the positive outcome in FY '26 in the Q3, Q4. And then we started to have the acceleration, as you can see in FY -- in Q3 and Q4 on the different public products that I will go back soon, very quickly with the details. So execution, discipline, having the real understanding about what the customer wants to really go back to the fundamentals of the company. And of course, this is -- the purpose is really to have the growth, the going back to growth and having the company that is growing double digit with positive free cash flow, generating the value for our investors and of course, continuing being on the debt in the right leverage. So this is how we executed this fiscal year. So now on the next page, on the key highlights. So we had a growth that it was a little bit more than we had in the guidelines, 7.2%. We had 42% of EBITDA. So if you make the math, 70% of growth went to the EBITDA. It's really exceptional. Don't take that as the guidelines, okay, because we will see what will happen in the FY '27. But in this '26, we are really, really focused on the right execution on the OpEx, on the CapEx and to being -- to deliver the right results. So CapEx, it's a little bit less that we had in the guidelines. And then on the free cash flow, we generated almost EUR 25 million on the free cash flow net. So on the operational milestone, we really focus on the acquisition of the customers. We'll go back to this. We had -- there were a lot of challenges on the CapEx, and we make it. We upfronted -- front-loaded some of them, but also managing the CapEx in the right way. We increased a little bit prices on our customers to generate additional cash to be able to continue to invest in FY '27. We started to have the -- to finish the strategy and start the execution of the AI strategy. We'll go back to this. And then you have, of course, on the strict discipline, on the financial discipline, on the EBITDA, on the CapEx, on the hardware and the free cash flow and the ROCE. So if we go to the next page, we -- let's talk a little bit about the assets. So what we have, we have data centers, 250 megawatts of data centers. You have about 140 that is already connected. And then it's -- you have about 110 that we still have available. So this is what we will use to accelerate our growth. And when you take this ratio about EUR 15 million, EUR 20 million per megawatt, you have the really good understanding what we can do with this energy in the data centers. And on the servers, of course, you have -- we manage the really strict way the stock of the components so you can go deeply in the numbers to see what exactly does it mean. But it's really interesting from the cash perspective. We had a very good relationship with our suppliers on the RAM, hardware, but also CPU, GPUs, et cetera. So we have the continuity of the supply chain. So we don't have the issues to deliver our growth in FY '27. And also, we increased a little bit prices. It was a moderated way and mutualized way. So we have additional cash. So -- and we can continue to invest in FY '27 and deliver the service to our customers. So if we go to the next page, let's talk a little bit about execution. What does it mean on our side? So we have different segments of customers, as we said last year, we are thinking about the digital starters, digital scalers and corporate. Digital starters is all the customers less than 2,000 per month, 25,000 yearly. Digital scalers, it's more than 25,000 yearly. And then you have the corporate that you know the companies with RFP with the long time line to selling. So we had a different focus on the different go-to-market. And this is why we created all this go-to-market. So we focused a lot on the acquisition of the customers in digital starters, and it worked. We had a really increased -- we have more than double of the volume, even 3x more volume on the domain names. We have very strong volume on the VPS and even lots of increase of the revenue. On the bare metal entry level, we are really, really good. We have a lot of new customers, and it's really massive, okay? So we are really happy what we have done on the acquisition last year. And we see the results that all of this -- on the H2 acceleration is higher and it's faster than it was on the H1. We had 4% growth on the -- 4% more growth in H2 than H1. On the digital scalers, we are more focused on the verticals because all the customers, they are not the same. Some of them, they are in blockchain, some of them in the storage, some of them in the AI in a different way to sell them different products. They are not looking for exactly the same thing. And on the corporate, we had the biggest growth on the last quarter with the new contract that we signed. And we know how to -- having the strong upsell of the current base of our customers. Now we have to be better on the acquisition, and we see how to -- how we will do that. So on the next page, we have the -- let's talk a little bit about growth and how AI will help us in the growth. So we have on the bottom, we have all our fundamentals of OVHcloud. You have private cloud, public cloud, web cloud, everything that is needed, and we call cloud. On top of that, we will start to add additional products, additional services that there is more AI. And you have full kind of different services. The first of all is GPUs in the data centers. Of course, we need the GPUs if you want to have the AI. The second level is that this is great to have the GPUs, but you have to manage that at the large scale. So we need the different technologies. And the good news that we already have them, but also we acquired some companies to help us to accelerate in this area. The third part is token as a service. We already have that, but we want to have more token as a service, more services in our high endpoint services. So this is why we made the acquisition of Gladia for the STT specific needs, Speech-to-Text. Then we started to build what we call the path for AI. And it's really interesting, very exciting area. Maybe we'll have more time to dig inside. It's really a path for the Agentic AI where the agent has the freedom, let's say, to take the -- clog the resources and to solve very complex tasks for the users. And the last part is AI for SaaS and this is where we started to develop and we shared on the VivaTech and we will share on the OVH Summit in end of November, OVHai Workspace, where we have this platform for AI and we have the agents that operate the SaaS services, whatever the SaaS is, we will be able to operate that. okay? So we are going in this direction on the AI to have additional growth in OVH. So now I will just hand to Julien to give you more financial details about what we have done in the future.
Julien Rabette: Thank you very much, Octave. Let me start with the shape of the year because we have the whole story. On the left, our like-for-like growth by quarter. Growth bottomed out in the second quarter at 5.1%. It then picked up to 6.9% in Q3 and reached 10.5% in Q4. This is our strongest quarter in almost 2 years and importantly, already at the pace of our FY '27 guidance. This turnaround coincides with Octave's comeback as CEO and action plans launched at the start of the fiscal year. On the right, what matters most to us, the numbers of customers and the clear ramp-up. Outside the U.S., our customer base grew by 0.7% month-over-month at the start of the year. By August 2026, it was growing by 2% per month, while price adjustments did not have any churn effect. The main takeaway is volume, more customers every month compared to the prior one. In short, the engine is back in shape and the momentum is building up. Let's move to the quarterly sequential acceleration by go-to-market segment. This slide shows the momentum through our 3 go-to-market segments. Our group revenue rose every quarter from EUR 275 million in Q1 to more than EUR 300 million in Q4, reaching 2 key milestones, EUR 300 million in quarterly revenue and EUR 100 million in monthly revenue in August and July. Digital starters, our historical base, grew 5.4% year-on-year with a clear acceleration in the second half to more than 7% per quarter. Even in a segment often seen as mature, we added close to EUR 30 million of revenue driven by customer acquisition. Digital scalers are our first growth engine that was up 12.4% over the year, with double-digit growth every single quarter and representing more than half of the group's growth. Lastly, corporates grew 2.7% over the year and Q4 reached plus 7.8%, the segment's highest quarterly revenue in the 3 years, and the inflection point is behind us. As a first takeaway, I want to say we enter FY '27 with all 3 segments growing and a revenue base rising every quarter. Let's now move to the Private Cloud performance. Private Cloud is our largest business with EUR 690 million. That's 60% of group revenue, up 4.5% like-for-like. The key point here is the trajectory. Q4 grew 7.2%, and the chart shows our monthly recurring revenue ramp-up. After a flat FY '25, MRR rose significantly over FY '26. In August, Private Cloud was thus growing at around 9%, 3x the pace of a year earlier. That was underpinned by 2 drivers. First, bare metal is rebounding, repositioning our entry-level and midrange servers brought in new customers, and this consolidates our European leadership in bare metal. Second, business is stepping up in our key markets, France and our largest market and Northern Europe. Let's move to Public Cloud. Public Cloud is clearly the group growth engine. EUR 255 million, that's 22% of revenue, up 18.9% full year like-for-like and back to above 20% in Q4, at plus 24.3%. That was driven by 3 factors: first, the depth of our portfolio. With more than 80 products, customers come for one service and upgrade into the full catalog. In a nutshell, upselling works. Second, our 3AZ region, our winning clients, especially since Paris is ramping up. Corporate Public Cloud grew then 28%, [indiscernible] scalers at 21% and starters at 17%. Third, new contracts with well-known institutions such as the European Space Agency. Lastly, growth is broad. France and Benelux [indiscernible], Southern Europe, Central Europe and the U.S. are all accelerating. Let's look at Webcloud now. Webcloud generates EUR 200 million. That's 17% of group revenue, up 3.2% like-for-like, and it accelerated to plus 6% in Q4. 2 points to flag about this ongoing improvement in growth. First, a competitive model with an affordable entry price. We have reviewed our web hosting model to make entry price even more accessible, and we launched new products such as Web Hosting 2027, managed hosting for WordPress and OVHcloud Windows Center. Second, with domain name. The chart shows monthly volume year-on-year evolution. They rose by almost 60% over the year and nearly doubled in July and August. Worth noting that AI is a real driver here. With [indiscernible] coding, more people create website and application and every project starts with a domain name. To conclude about the business line, Webcloud is also our first door into the group for hundreds of thousands of small customers and importantly, it keeps a very strong cash conversion. Let's look at the financials now. So revenue reached EUR 1,145 million, up 5.6% reported and 7.2% like-for-like, above our 5% to 7% guidance. And second, this slide says one thing, our growth is profitable, but increasingly so. As highlighted at the right-hand column, the further down the P&L you go, the faster we grow with revenue up 5.6%, gross margin up 8.6%, adjusted EBITDA up 9.7% and EBIT up 12.1%. EBITDA margin reached 42%, up 160 basis points and worth noting that more than 70% of incremental revenue converted into EBITDA this year. That level is nevertheless exceptional. Looking further down the P&L, EBIT rose 12% to EUR 77.8 million. Depreciation increased by EUR 24 million, reflecting new capacity. The financial results improved by EUR 8 million, thanks to FX gain and net income reached EUR 9.4 million compared with EUR 0.4 million last year. The key takeaway, growth converts into margin. Let's look at the margin in detail now. This bridge focused on efficiency shows our 260 basis points of margin improvement. Every cost line improved and the price adjustments made this year support all of these ratios. Cost of goods sold improved by 0.4 points, thanks to a more favorable product mix with less connectivity and fewer licenses in [indiscernible]. Operating costs improved by 0.4 points with electricity costs falling, thanks to price effects, particularly in France and workforce productivity. Sales and marketing improved by 0.7 points, our biggest gain that underpins the ways to drive better revenue per FTE and lower bad debt provision, which we booked in sales and marketing, thanks to a strengthened cash collection performance. G&A improved by 0.4 points, thanks to workforce productivity. On the other side, FX cost us minus 0.2 points and profit sharing another minus 0.2 points. In short, FY 2026 highlights a margin gain built on productivity at every level, while we keep investing in our talent and in AI. Let me show you how the EBITDA improvement translates into cash flow now. The bridge show our EBITDA converting to cash. We start from EUR 480.5 million of adjusted EBITDA. Working capital contributed EUR 15 million and cash taxes were EUR 8.5 million. Other items added EUR 1.6 million. These other items cover cash settled share-based compensation and earn-outs, nonrecurring items, provisions, realized FX and other financing activities. CapEx reached EUR 422 million. It includes the EUR 49.5 million of components we bought in advance for FY '27 to secure our supply and protect our costs. This specific purchase is financed by the dedicated facility and in line with our definition of levered free cash flow, is neutralized, as you can see on the chart. After EUR 52 million of financial interest paid and EUR 39 million of lease repayment, our levered free cash flow is now positive at EUR 24.7 million compared with minus EUR 27 million last year. This is important to mention, it is the first time since our IPO 5 years ago. Let's look at the CapEx now. Excluding the FY '27 component purchase, CapEx reached EUR 373 million or 32.6% of revenue, below our 33% to 35% guidance and even below last year at 33%. When including the anticipation CapEx, reported CapEx are EUR 422 million or 36.9% of revenue. Hardware accounts for EUR 242 million, 21% of revenue, broadly stable. 2 effects offset each other. First, a volume tailwind, we assembled fewer server; second, a price headwind, each server costing more because of component inflation. The strict CapEx discipline was possible, thanks to our integrated model, maximizing existing assets and the front-loading of the CapEx. Now infrastructure and network was EUR 53 million are stable. Product and software was EUR 72 million are also stable and are reflecting the capitalized development work of our teams. Looking ahead, we intend to keep the same discipline. We do not expect our capital intensity to drift. That is the spirit of our CapEx strategy. Our balance sheet is strong and our financial -- our financing is secured. Net debt, excluding leases, stands at EUR 1,157 million. So all debt is hedged at an average cost of 4.4%, including margin and fees. If we add EUR 144 million of leases, the net debt with IFRS 16 lease is at EUR 1,301 million. Liquidity amount to EUR 255 million, that is EUR 55 million of cash and our EUR 200 million multipurpose facility, which is undrawn. There is no major maturity before FY '30, and our debt is built on 3 pillars. First, the EUR 450 million green term loan maturing in FY '30; second, the EUR 500 million bond maturing in FY '31; and third, the EIB facility, which amortizes gradually. The EUR 49.5 million drawn to finance the FY '27 component is a short-term facility repaid after year-end close. We are rated BB- by S&P and Ba3 by Moody's. Lastly, our leverage ratio stands at 2.7x, down from 2.9x in FY '25. This is now calculated on an IFRS 16 basis, including lease liabilities. It is one of our North Star ratio. Let me start my presentation with our ability to create value. Our second North Star ratio is return on capital employed. ROCE reached 7.7% in FY '26, up 60 basis points from 7.1% and more than double than 3.3% of FY '24. Investments are paying off. The capacity we built is now generating revenue, and our investment discipline keeps capital employed under control, and we have room to grow without new heavy investment. ROCE increasingly frames every decision we take. From growth CapEx and acquisition to how we finance our equipment, every euro we invest must improve our return on capital. With that, I hand over to Octave for our FY '27 outlook.
Octave Klaba: Perfect. Thank you, Julien. So just to give you the guidelines for FY '27, we changed a little bit, I think you will have questions about that. So we wanted to guide you on the 5 instead of 4 components. So the first is growth like-for-like, it's more than 10%, double digit, let's say. We know that it will be a little bit more, let's say, but we want to be cautious when we start this fiscal year, we want to deliver what our '27, not overpromise about the different numbers that maybe we would -- we could not deliver. So on the growth, it's 10% more, and we'll see how it will grow in the year quarter-over-quarter. On the adjusted EBITDA, we know that it will be more than last year, and we put 42.5%. We have a good understanding about how much it could be more. But we want to -- again, we really be cautious about what kind of margin we can deliver and to having something that we don't overpromise. Free cash flow, of course, positive. So there was no question about that. You saw that we delivered EUR 25 million. I don't know yet how it will involve because we will want to accelerate as much as we can. And if we see more free cash flow in our numbers, we will probably investing more to accelerate even more our growth. So this is the dynamic of how we are thinking about the growth. Now we removed the CapEx. And why we removed CapEx because it was -- there was a few things that we didn't like about the CapEx. There was no revolution about the way that we make the CapEx. We continue the discipline, and we will -- you know how much here you have the numbers about this 42.5%. But also last year, we realized that in the beginning of the year, we started with the guidelines about the 30%, 32% and then we changed to the 33%, 35%. And then we finished the year with 32.5%. So honestly, it means nothing. It's not -- it means a lot of things, but it's moved over the year. And we don't like the guidelines just moving over the year, trying to understand how we work on the CapEx. And also another thing that we will start using more IFRS 16 that will also be used in the same time that the CapEx. So there was too complexity to share the things about the CapEx. So we wanted to add additional 2 guidelines just to secure and to say we don't do the nasty things about our numbers. So the first, ROCE has to grow, and it will be more than 9% okay? So it's something that it's really important. We need to create the value, and we need to continuously in thinking about how the investment create value for our investors. So this is the first process. And the second, we want to commit on the leverage ratio. So usage of the IFRS 16, it's not just the way just to hide the CapEx. We want to be cautious about also this ratio, and we make the choice about 2.7x between the EBITDA and the debt of the company. So this is the way that we want to guide you and to give you an overview of the FY '27. So if we can just make the key takeaways. So on the foundation, we have -- we really -- been working on the acquisition of the customers. We really wanted to be sure that we can deliver FY '27, so the full continuously supply continuity. AI strategy, it's clear, and we will start to work more on that, on the execution. There was also the FY '26 fully delivered all the guidelines. We have really high flow-through EBITDA, but don't take that as the guidelines. It was really exceptional. We'll see what we will deliver in FY '27. And first free cash flow positive since IPO. I made before 2016 free cash flow positive. So this is where, let's say, I'm at home. I like this company when they deliver free cash flow because it's a freedom that we need to go in the right directions to make this company even bigger. So free cash flow, it's really, really important for me. And on the FY '27, it's revenue more than 10%, leverage positive free cash flow. And then on the ROCE, more than 9% for the FY '27. So now we are open to answer all your questions if you have any.
Operator: [Operator Instructions] The next question comes from Ines Mao from BNP Paribas Exane.
Ines Mao: This is Ines from BNP. I have 2 questions. So first, earlier this year, the message was that you lacked GPUs, particularly latest gen GPUs. So what has changed exactly? Is it because you actually have secured, thanks to last year's front-loaded CapEx and that's only for full year '27 expected demand? Or is this enough to actually meet demand in more longer term? And the second question is, so 10% organic growth is your floor for next year. How much contribution from the repricing of servers do we expect to be on this organic growth guidance?
Octave Klaba: So if I understand it well, it's why we start to investing in AI now and not before and what is the fundamentals of that? So you have different things. You have the first thing that we didn't think that there was a lot of demand for the GPUs 3, 4 years ago. And we -- because of the -- we saw some competitors that are invested in the GPUs and didn't sell them in Europe. So I was a little bit cautious about the usage of the CapEx in the last years. So this is the first. And we think that right now, the demand is there, but I want to have the proofs. So we are still cautious about investing in the GPUs and seeing how it can grow, how many customers are there, there was the pressure on the prices, et cetera. So we are in this period of time that we are testing the market on that. So this is the first. And the second is that the old GPUs, the H100, they were not really a lot -- they didn't have a lot of performance. When you have this new generation of the GPUs, B300 and R200, we are talking about something different, really magnitude of the performance more. And that makes sense for the customers. And also, we saw that it makes sense for us for the inference, for the training, for the -- because the reduction of the cost and the productivity, let's say, that of the CapEx, it's huge. You reduced more than 20x the cost of the same performance over just 3, 4 years. So when you invested 20 in 4 years ago, for the same performance today, you can just invest one. So the productivity of the hardware, of the software that you have in the market is really huge. And this is why we want to start investing in that and to see how the market reacts. The second question?
Julien Rabette: It was on repricing.
Octave Klaba: Yes. On the repricing, we will not communicate a lot about this repricing about the part of the revenue because there's 3 parts that will -- you will see in the graph. The first part is cloud. We have growth of cloud, as you saw on the public cloud in the last quarter, we had more than close to 25% of growth. So it's really cool. And we want to continue to having this kind of growth and maybe even more in cloud, in Public Cloud in FY '27. So we'll see how it will react. You have the second, you're right, we have the repricing, but it's temporary. And there was one part of that, that we don't know yet because, of course, with the increase of prices, you can have churn and the real increase of prices we had in the beginning of this month, one part, and there will be still in November, still in December over the 2, 3 months. So we don't know yet what -- how much it will be from the repricing. We are not sure, let's say, that we know how it should be, could be, but we don't have the real numbers right now, and I want to wait before communicate any numbers about that. And the third part that will accelerate our growth, it's AI with the investment in the GPUs, but not only. Keep in the mind that reselling the GPUs, it's really competitive activity because you buy the same hardware, you deploy that in a little bit different data centers and then you go on the market. So how different you can be selling the same GPUs over the different data centers worldwide. So we need to be cautious about that and saying how much revenue we can make from the GPUs. But also, this is why we want to invest in the software in the AI and not just GPUs in the hardware. This is why we are talking about the inference, about the token as a service, about Batch for AI and the AI for SaaS. So it's not just one product that we want to go on the market. We want to reduce the risk on the investment in the AI over 5 different kind of services and see which one can have the good traction and then growing on that, maybe it will be just 2 of them, maybe 3 of them, maybe 5 of them, that would be great. But we don't want to just put every bet on just GPUs in our data center and saying that's it, okay? So on this -- this is why also on this revenue about more than 10%, we are cautious about -- we need this first quarter and maybe even the second quarter to see how exactly it's growing and then go back to you with maybe the adjustment of the guidelines for FY '27.
Operator: The next question comes from Emmanuel Matot from ODDO BHF. The next question comes from Richard Bishop from Tresidor.
Richard Bishop: I have 2 questions. The first one, how do you expect CapEx to develop next year? And the second one, it looks like you drew about EUR 72 million of debt in H2 and repaid about EUR 23 million. What does that relate to?
Octave Klaba: So on the CapEx, we will not give you the soft guidelines or the hard guidelines because as I said, there was something that we control in the right way, and you can see how we were cautious about that in the FY '26. Also, we changed the percentage in the guidelines last year. So it was not really a good way to give you. But also on top of this CapEx that we could invest directly with our cash, we will use the IFRS 16 that will also generate additional cash directly in the year. So it's something that will be faster to transform to the free cash flow. So all in all, how much CapEx, we will see because we -- as I said, we have a room a little bit about should we accelerate or should we slow down investment in the AI. And because of that, we don't want to really to guide you on the CapEx because we will -- it will probably evolve in the year. If it's going faster and we have new customers and it's this business, we like them. We like this business, but we will put more resources, more GPUs in our data centers. If it's not going in the right direction, there was a lot of pressure on the prices, we will slow down the investment in that. So giving you the CapEx, it will be something that will not be -- we will not be able to really guide because it will change over the year. But -- and all in all, you have a ROCE and you have leverage ratio that will reflect. So we will not go on top of that in any case, in any case. It has to generate the value first. And the second, the ratio has not to be more than 2.7 end of FY '27 because we want to protect also the cash flow and having this free cash flow. So we have the constraints, free cash flow, ROCE, leverage ratio. And in all these constraints, then let's play and let's see what we can capture as the faster growth, as the higher EBITDA and respect all the 3 ratio that we gave you on the free cash flow, ROCE and the leverage ratio of debt.
Operator: The next question comes from Victor Lamarre from Euroland.
Victor Lamarre: Could you give us a little more detail on the ROCE improvement expected in '27? And specifically, how much of it comes from the better yield on the [indiscernible] generation you mentioned earlier? And how much from something else would find it hard to see how the picture is generally positive in an environment of elevated hardware prices with only limited repricing?
Octave Klaba: So on -- maybe Julien?
Julien Rabette: Yes, sure. We are going to be, as Octave said, managing strongly our OpEx and our CapEx discipline, which means that our revenue is going to flow into EBITDA. We are showing in our guidance that we want to improve the margin. So therefore, the ROCE is going to be improving naturally as we are having a stable and a strong balance sheet, so capital employed.
Octave Klaba: And at least, it would be 9%.
Operator: The next question comes from Derric Marcon from Bernstein.
Derric Marcon: So 3 questions on my side. Coming back on the price increase, I understand that you don't want to comment that much the impact on the top line growth and the guidance for 2027. But could you help us to understand what's the underlying assumption you have taken in the current guidance, so at least 10%. Does take into account an impact from price increase or not at all and you wait -- you are waiting 1 or 2 quarters more to understand what could be the churn rate or what should be changed compared to the initial scenario you have taken. So i.e., what's today included in the guidance for 2027? I think it's important to understand that. On ROCE, can you help us to understand what would be the best case scenario? So 9% is of course, better than the level we have seen over the past 3 years. But what would be the ideal scenario if you look [indiscernible]?Is it 10%? Is it 15%? What's the, let's say, ideal threshold that you see on this new, let's say, KPI that we should live with now? And the last point on the revenue opportunity by type of AI services. So the 5 new AI services you were mentioning in your figures, can you help us to understand the revenue attached -- the revenue opportunity attached to each of them and how fast can materialize into incremental revenue for OVHcloud?
Octave Klaba: Thank you for your question. I understand your question about how much repricing. We put a little bit in very good growth in the last quarter. And we've been working so much on the volume. So we also expect to have a good transformation of the volume and the upselling to going with the new customers that they will consume more our services specifically in Public Cloud. So we put a little bit of repricing inside, but we are really, really cautious because the market, the customers, how they think what kind of the services they can move from us to another competitor, another service. There was not so many options for them, what we saw because everybody started to increase. You can have the just phasing, and you can have this -- sometimes someone can increase the price a little bit later, but we are still -- even if you increase our prices, if you take the Public Cloud, the Public Cloud prices, we are still half of the price of AWS, okay? So even if we were 3x less expensive. Now we are just 2x less expensive from AWS perspective, and we will see what AWS will do. As you know, probably Azure announced 2, 3 weeks ago that they will increase the prices in Europe by 11%, 17% on the compute and also the high percentage of the storage. So it's all that evolving -- all that is evolving. And in the -- we are confident. We have the good fundamentals. But look, there are so many moving parts right now, and I don't want to give you the guidelines that I won't be able to deliver. And I know that 10%, we can make so much and we have the plans, we will see. But for the moment, Q1, we just increased the prices. And we'll see how all this is working. If it's working well, yes, it will be more than 10%. If it's not working well, we'll have at least 10% and we'll not deliver the goodness that we will not be able to deliver. Also on AI...
Derric Marcon: Just pause 1 minute here. I understand that. But in the at least 10%, what's the scenario included in this guidance? Is it a price increase impact at least equal to what you had in 2025? What's the bear case? We understand that it's a bear case, but what is implied in this bear case? Is it 2 percentage points? Is it 3 percentage points? Is it less than 2026? It's important to us to understand what's the starting point and what could be the potential upside even if it's not the guidance. You see my point?
Octave Klaba: Yes, I see your point, but I won't be able to give you more details about that. It's really -- we need to go through this quarter. I wanted already to tell you that it will be more than 10%, okay? Because it does not give you the specific percentage of that, that's just saying, hey, guys, it will be more than 10%, for sure, okay? This is what I will be able to deliver. So we didn't take this 10% double-digit guidelines as what is inside of that. We are just saying we will make this more than 10%, for sure. Now we'll have to this first quarter just to see where we will land and how it will improve, then we'll be able to go back to you. But in this specific 10%, there was no specifically -- we didn't take this and this and percentage of that. We're just saying, okay, let's guide that it will be more than 10%, okay?
Derric Marcon: Understood.
Octave Klaba: And the second on the AI, on the GPUs, it's -- you have different constraints that is a really interesting part. You have the constraints, of course, of the capacities in the data centers that we don't really have, but we have some of them because we need to, let's say, to add additional UPS, additional generators, et cetera. So it's a very small level of the CapEx, but it takes a little time, a few weeks, a few months to happen in the data centers. But you have another thing that in the GPUs, you have the wait list of the -- when you put the orders in the NVIDIA and you have to just wait when you will be delivered. And we have the good news of this delivering of the GPUs. So I think on this one part of the increase of the prices will come definitely from the GPUs. I cannot tell you how many GPUs we order because, again, it will evolve -- probably involved in the year. But then also, we are just in the beginning of journey of the Level 2, 3, 4, 5. And the feedback that we'll have on the -- our AI Summit with OVHai Workspace and that will go to the GA probably January, February will be really interesting because in the beginning, it will be the freemium, okay? So everybody will be able to create an account and use this product. But we think that there will be a lot, a lot of customers that will transform this freemium that will not cost so much money because everything is internal and we manage all the cost in the right way. But then when they transform to the paid subscription, it can generate a lot of money. So we don't know yet. And this is also the way that we started to guide in the beginning of 2027. And I'm really sorry that it's uncomfortable for you guys. But we have so many moving parts. It's going well. It's going in the right direction, but I want to see what are the real numbers first and then go back to you saying, we see these numbers. These numbers will be confirmed and then we will deliver the guidelines, this kind of the numbers. And we -- because we are going in these different directions, different investments and trying to derisk the investment in AI, I don't have all the answers today in October.
Derric Marcon: Yes. And the question on ROCE, the return on capital employed, what would be the ideal level for you? 9%, is it just the starting point? Or what's the maximum you are targeting here?
Julien Rabette: Derric, Julien speaking. I think what matters is the trend on ROCE. As you can see, we've been managing that very carefully over the last few years. So we are going to be improving the ROCE, and we are really expecting to improve. So that's our goal.
Octave Klaba: Yes. So it will be more than 9% also, hopefully. But now keep in mind that in the way that if, for example, we don't see a lot of businesses in GPUs and the market is closed that we stop investing in that. So of course, our ROCE will grow. If we have the opportunity to invest in the GPUs and to going after the market and to going even faster on the revenue and EBITDA, the ROCE will be a little bit less. But all in all, it will be more than 9%. And all this -- this is why we are not so specific about our numbers in the beginning of the fiscal year because there was a lot of opportunities, and we want to capture that and still respect all our guidelines. And it's also why it's not just we don't know everything, it's also there was a reaction of our customers, reaction of the market and to see where it's going, who is ordering, how fast we're ordering, what is the answer. For example, you didn't see any announcement from our side about the GPUs for the moment, but we started to sell them. So we are doing that in another way to see where the market is and how deep this market is. So all that is also keeping in mind that we give you a lot of information, and we realized last year that a lot of this information were used by our competition. And that's good. That's good. We have some kind of the transparency about our business model, about our secret sauce, about the different things. But we realize also that we gave too much and they use our secret sauce to go after us or trying to be even more competitive with us. So we also want to have this ability to go fast on the market without announcement of a lot of things, but just capturing the market. And then when the market is captured, we go back and say we did it.
Derric Marcon: Yes. Understood. Can I have just a follow-up? On the corporate segment, could you explain why the growth was so weak, why you mentioned strong upselling. Any specific one-off or headwinds here that will not repeat in the coming years?
Octave Klaba: So you're right saying that the first quarter -- first 3 quarters were weak on the corporate. This is also why I came back and changed the organization of the go-to-market and specifically on the corporate. So on the corporate, you saw that our announcement of the hiring of the key people, we hired the Head of the Germany for corporate. We hired the Head of the Italy. We changed the organization of the corporate in our -- in France last quarter of the Q4. And now we are going back after the market to accelerate the growth. Now we were really focused on the big businesses. [indiscernible], for example, that we announced the signing of the contract. It's not a small contract. It's a really, really big contract, okay? So to having the impact from -- when you generate so much revenue, having the impact, you have to work on the volume, of course, but also being focused on the big deals and not the small deals that will take time to deliver. For example, the European Commission, it will be something that will grow. It will be nice, but it will be over 12, 24 months. And we were focused on something that is quicker, faster that we can see the results over the months, over the quarters and not the years. And this is also how we focused more our sales force on the corporate to build the relationship and to go after the additional businesses that we can actually realize that we make them and we see the revenue. So we had some issues Q1, Q3, Q4. But now it's restarted with the new deals. And hopefully, it will grow faster in the FY 2027. Keep in mind also that we've been talking about that in FY '25, even [indiscernible] that we lost 2 big customers I think it was '25, but it took 4 quarters just to clean up that. And you could see that in this Q1, Q2, Q3. And now it's clean up. And again, everybody is back to the work. And I have -- I hope that we will restart signing the contract on the corporate from the corporate perspective.
Operator: The next question comes from Emmanuel Matot from ODDO BHF.
Emmanuel Matot: Sorry, I am back but this time, my mic is on. I hope you can hear me well now. 3 questions for you. So first, Octave, is it correct that you're about to offer an alternative to the Microsoft 365 and Google Workspace Office suites? Was this a request from customers context of sovereignty in Europe? And what will be the model behind this offer? Could it be free to start with? Second question, do you see any risk related to the macroeconomic and geopolitical environment, particularly in France, where you are still doing half of your revenues? And last question, are you planning to make any further advanced purchases of memory components in fiscal year '27 for use in fiscal year '28 with financing by dedicated debt?
Octave Klaba: Thank you for the question, Emmanuel. So on the OVHai Workspace, so you could say that, but I will not say that, okay? Because if you see the old world, all the way of the productivity, yes, at some point, we will have some SaaS services that you can have the e-mail, video conferencing, drive, messaging, editing the documents. But with AI, all the services has no value. It's really easy to develop all these services and then adding to our customers. So I would not tell you that we are building Office 365. I would tell you that we are building the platform AI that will operate SaaS services for the customers. And by the way, we will have Office 365 in the platform. We'll have the digital business. We'll have the custom agent, and it will be a lot of additional software inside because it's so easy to develop additional software to build that in the platform. But the main thing is how you operate all the SaaS. And we think that the way to operate that is changed totally. You probably use a Claude code, you probably use a ChatGPT. And I think this will be the way to send tomorrow the e-mails to explore your drive to having the summarization of your video conferencing to making the business on the web and also to building your next generation -- next application, the small application for your job if you're in financial, legal on the HR vertical. So it's something that it's really new, really innovative. And the way that we build that, you don't see that for the moment for the market. I didn't, okay? So maybe there was someone that is developing, but it's something that will be really new. So -- and on Summit, we will show that because we didn't for the moment exactly for the same reason that I told you just before because our competition. And I don't want to share the good ideas, the smart ideas, the way to how to grow. And this is why also we were a little bit less transparent about what the OVHai Workspace is. So this is the first answer for the first question. The second question, you're right, in France, it's tough. It's -- we see that a lot of customers, they wonder what's next. They are waiting for the elections. And there was a lot of questions about what will be -- what will happen after. They hope it's not on the right level and you feel that on the business. You feel that on the business. And this is why also all our, let's say, acquisition actions are working so well because we started to do what we know how to do that in the best way, very competitive offers that doesn't cost us so much to deliver and help our customers to make the business. And then we are waiting with them to have this time that they have more money. They have more means, they can grow faster, but at least they are with us. We acquire a lot of customers, the 100,000 customers, more than 100,000 customers that we acquired last month. So it's massive. It's not small. It's massive. And we will work with them to help them to grow in the right way in this world that has a lot of uncertainty. And having this brand OVH that can bring this kind of the value, the way of working to trying to protect the customers, it's something that customers definitely, they like. On the last question, it's a good question. I don't have the answer for that because I don't know the prices of the FY '28. I don't know how it will evolve. And we -- honestly, I don't know. It really will depend on the prices about the strategy of the -- what will be the investment of our investment in FY '28 in the hardware. There was a lot of things and that we will work probably in H2 to see what will be the best scenario. Maybe it will be the good scenario, maybe not. I don't know yet. If it's something that we will activate again. Hopefully, no. That would say that we are going back to some, let's say, fundamentals, some normal world, regular world, but I don't know today. I don't have the answer for that.
Operator: Back to the OVH management for any closing comments.
Octave Klaba: Okay. So thank you for the time that you spent and for the questions that you spent. So as you saw that we closed this year as a good year. I'm very happy what we delivered, and I'm really happy how ready we are for the FY '27. The company is really in another shape, a lot of excitement, a lot of people that they are working hard to deliver the performance. And I'm really, really happy what we have right now. And we will work on this growth on the FY '27 with the profitability, with the free cash flow target that we have and of course, improvement of our value creation. It's something that we have as the North Star, and we are thinking about that every morning. every night about how to invest in the right way, the money and to generate the growth and the value. So thank you very much, and see you on the road.