What is the linearity of improvements since the go-to-market changes, especially regarding Q4, AI receptionist impact, and the sales team size/structure?

Brett White noted positive results from inbound verticalization. The outbound disruption in May-July was due to lead distribution issues, but the transition was accelerated and completed in August. The sales team is now smaller, with some former sellers transitioning to SDR roles, leading to a quicker ramp-up and a more efficient model where top sellers focus on closing. “The team size is smaller. We did reduce the size of the outbound team. And some of the former sellers were actually offered SDR positions and accepted.”

Can you elaborate on the opportunity in specialty medical, including average revenue per customer and the impact of deeper integrations like Athena Health?

Brett White stated that deeper integrations, like the one with Athena Health (improving from level 1 to level 4), significantly enhance unit economics by increasing ASP, improving retention, and lowering CAC. This integration makes Weave's solutions available to over 160,000 specialty medical providers, driving revenue opportunity and retention rates. “with this integration, we went from one to four, which which is fantastic. So that'll definitely improve our revenue opportunity, retention rates and over time retention rates, ASP.”

How confident are you in the de-risked revenue guidance, and how long do you expect the disruption from go-to-market changes to persist?

Jason Christiansen affirmed that the guidance reflects their best projections. He anticipates that with the accelerated transition completed in August, the company should return to executing in line with original expectations within the next couple of months. “We anticipate that within the next couple of months, we should be back to executing more in line with what we had originally anticipated.”

WEAV

Weave (WEAV) Q2 FY26 earnings call: guidance and Q&A

Earnings call· Jun 2026 (Q2 FY26)· Information Technology· Aug 6, 2026

Source: earnings call transcript

Executive summary

Weave Q2 FY26 — Strong Revenue Growth and Operating Margin Expansion

Weave delivered strong Q2 FY26 results, marked by robust revenue growth and significant operating margin expansion, driven by payments and record customer additions. The company is navigating a strategic go-to-market transition to enhance sales efficiency, which temporarily impacted bookings but is expected to yield stronger, more profitable growth. Management expressed high confidence in the new model and future demand, particularly in the dental and specialty medical verticals.

Highlights

Total revenue grew 15.5% year-over-year to $67.5 million.
Payments revenue grew at roughly double the rate of total revenue.
Operating margin expanded to 4.7%, a 460 basis point improvement over the prior year.
Achieved record gross and net new location additions in a single quarter, with particularly strong performance in Dental.
Sales and marketing expenses as a percentage of revenue decreased by 240 basis points sequentially.

Concerns

Booking shortfalls in May-July due to go-to-market transition, impacting the full-year revenue outlook of $273M-$275M.
A slight headwind to Q2 revenue from a quarter-over-quarter and year-over-year decrease in onboarding revenue due to lower setup fees.
Increased usage fees for messaging and credit card fees contributed to a 60 basis point sequential decrease in gross margin.

Guidance & targets

Category	Target	Timeline	Confidence
Total revenue	$273M-$275M high materiality	FY26	High
Non-GAAP operating income	$12M-$14M high materiality	FY26	High
Total revenue	$68.6M-$69.6M medium materiality	Q3 · FY26	High
Operating income	$3M-$4M medium materiality	Q3 · FY26	High
Weighted average share count	~80.2M shares low materiality	Q3 · FY26	High
Weighted average share count	~79.8M shares low materiality	FY26	High

Segment performance

Segment	Revenue	YoY	QoQ	Margin
Dental Strong quarter for the largest vertical, with record new location additions. New locations added: most in last eight quarters (gross and net)	—	—	—	—
Specialty Medical Accelerating growth in new locations, supported by deeper integration with Athena One platform.	—	accelerating growth	—	—
Optometry Accelerating growth in new location additions.	—	accelerating growth	—	—
Veterinary Accelerating growth in new location additions.	—	accelerating growth	—	—

Product announcements

Product	Type	Timeline	Details
Deeper integration with Athena One platform	update	Q2 FY26
Voice capabilities on AI Receptionist	launch	May

Deals & partnerships

Athena Health Deeper integration with Athena One platform and joining Athena Health's marketplace.

Integration level improved from 1 to 4, providing read/write capabilities across multiple EHR tables.

American Dental Association Affiliate program to drive leads and customer acquisition.

Partnership announced in March.

Risks & headwinds

Go-to-market transition adjustment period May-July 2026, with impact into Q3 and Q4 FY26

Caused booking shortfalls in May-July, impacting the revenue outlook for Q3 and Q4 FY26.

Mitigation:Accelerated transition completion to August, sharpened lead routing, and tightened incentive alignment to compress the adjustment period.

Decrease in onboarding revenue Q2 FY26

Slight headwind to Q2 revenue due to lower setup fees.

Mitigation:Renewing focus on consistently collecting one-time setup fees.

Increased usage fees and credit card fees Q2 FY26

Comprised a 60 basis point sequential decrease in gross margin.

Mitigation:Not explicitly stated, but implies ongoing cost management and operational improvements.

What to watch in Q3 FY26

Revenue outlook impact from go-to-market transition

Q3 FY26

Current Booking shortfalls in May-July, impacting Q3/Q4 revenue guidance.

Target Revenue growth reflecting improved sales efficiency and execution of the new go-to-market model.

Why it matters

This will confirm if the accelerated go-to-market transition has successfully resolved the booking shortfalls and is driving sustained revenue growth.

This impact is reflected in our revenue outlook, which Jason will walk through in a moment. This is a normal cost of moving to a more focused sales model. We have already sharpened lead routing and tightened incentive alignment. Given how positive the early indications have been, we recently made the decision to accelerate and complete this transition in August to compress the remainder of the adjustment period and build on our momentum.

Find out whether WEAV delivers this. Inve re-checks your case every morning.

Q&A highlights

How do record location additions and strong payments growth reconcile with a lower revenue outlook, given the go-to-market disruption?

Jason Christiansen explained that strong Q1 and Q2 location additions were driven by deals sold prior to the sales transition. The booking shortfalls experienced during the May-July transition period will primarily impact revenue in Q3 and Q4, which is reflected in the updated guidance.

“booking shortfalls in May, June and July would only a bit of it would actually show up in Q2 and it's going to show up, you know in q3 and then um you know the waterfall of that into q4.”

asked by Alex Sklar · answered by Jason Christiansen

2 min read 6 chapters

Detailed narrative

AI-Powered Patient Engagement and Payments Platform

Weave positions itself as a unified AI-powered patient engagement and payments platform purpose-built for healthcare practices. It integrates AI agents and practice staff interactions across voice and text into unified workflows, acting as an orchestration layer. This platform helps practices continuously improve patient relationships, proactively assign tasks for staff follow-up, and deliver insights to optimize their businesses, addressing critical challenges like scheduling, staffing, and revenue leakage.

Addressing Scheduling Challenges with Automation

The platform significantly improves scheduling efficiency by closing gaps that drain production. Weave's unique advantage is owning the patient-practice communication layer, enabling workflows through the trusted primary business phone number for higher patient engagement. Automated recall, reactivation campaigns, waitlist workflows, and smart reminders help keep schedules full.

The AI receptionist further enhances this by offering 24/7 booking, confirmation, cancellation, and rescheduling via voice or text, reducing no-show rates significantly.

Streamlining Staff Workloads and Reducing Labor Costs

Weave helps practices combat staffing shortages and rising labor costs by automating high-volume manual tasks, freeing up staff to focus on deeper-level patient interactions. This includes managing a single unified inbox instead of voicemails, workflow automation across the patient journey, and pre-appointment insurance verification.

One doctor reported saving over $50,000 annually in salary and overhead by running a leaner team with Weave, demonstrating the platform's impact on operational efficiency.

Plugging Revenue Leakage Through Integrated Payments

The company addresses revenue leakage by embedding payments and revenue cycle management solutions directly into patient interaction workflows. This enables upfront co-pay collection, card-on-file options, and Text2Pay for balances, ensuring timely payments. Automated follow-ups for small unpaid balances prevent them from falling through the cracks. A practice administrator noted collecting over $2 million through Weave Payments, highlighting the platform's effectiveness in recovering otherwise lost revenue.

Accelerated AI Product Development and Adoption

Weave has rapidly expanded its AI capabilities, adding 70% more AI-powered features in the past year. Custom AI interactions on the platform totaled 70 million in Q2, a 165% increase year-over-year. Call Intelligence analyzed over 14.5 million calls, identifying 810,000 unscheduled opportunities.

The AI receptionist, which recently gained voice capabilities, has received positive feedback, with one customer reporting doubled receptionist effectiveness in 30 days and another appreciating weekend scheduling capture.

Optimizing Go-to-Market Strategy for Profitable Growth

Weave implemented key changes in its go-to-market organization, verticalizing the inbound sales function and adopting an SDR model for outbound sales. These changes aim to improve productivity and ensure stronger growth with expanding profitability. While the transition caused a temporary booking shortfall in May-July, the company accelerated its completion to August.

Early indications are positive, with record new location additions in Q2 and a 240 basis point sequential reduction in sales and marketing expenses as a percentage of revenue.

Summary of the company's earnings call; see how call summaries are prepared. Not investment advice.