Blend Labs, Inc. Q4 2025 Earnings Call - Autopilot Launch and Return to Profitability

Operator: Hello, everyone. Thank you for joining us, and welcome to the Blend Labs, Inc. fourth quarter 2025 earnings call. After today’s prepared remarks, we will host a question and answer session. If you would like to ask a question, please press star one on your telephone keypad. To withdraw your question, press star one again. I will now hand the call over to Meg Nunnally, Head of Investor Relations. Please go ahead.

Meg Nunnally, Head of Investor Relations, Blend Labs, Inc.: Good afternoon, and welcome to Blend’s Financial Results Conference call for the fourth quarter and full year of 2025. I’m Meg Nunnally, Blend’s Head of Investor Relations. Joining me today is Nima Ghamsari, our Co-founder and Head of Blend, and Jason Ream, our Head of Finance and Administration. Before we start today’s call, I’d like to note that we will refer to certain non-GAAP measures which are reconciled to GAAP measures in today’s earnings release and in the appendix of our supplemental slides. Non-GAAP measures are not intended to be a substitute for GAAP results. Unless otherwise stated, all financial measures we’ll discuss today, including our profitability, refer to non-GAAP.

Also, certain statements made during today’s conference call regarding Blend and its operations, in particular our guidance for the first quarter of 2026, other commentary regarding 2026, and our expectations about markets, our strategic investments, product development plans, and operational targets may be considered forward-looking statements under federal securities law. We caution you that forward-looking statements involve substantial risk and uncertainties and a number of factors which are beyond the company’s control could cause actual results, events or circumstances to differ materially from those described in these statements. Please see the risk factors we’ve identified in our most recent 10-Qs, our upcoming 10-K for the fiscal year 2025, and other SEC filings. We are not undertaking any commitment to update these statements if conditions change except as required by law.

The financial information presented on this call is based on continuing operations, and prior periods have been recast to exclude operations that are now discontinued. Furthermore, the financial information presented reflects preliminary estimates and remains subject to completion of the company’s financial closing procedures and review by the company’s independent registered public accounting firm. Financial results will not be final until Blend files its annual report on Form 10-K for the period. Lastly, we’ll be providing a copy of our prepared remarks on our website by the conclusion of today’s call, and an audio replay will also be available soon after the call. I’ll now turn the call over to Nima.

Nima Ghamsari, Co-founder and Head of Blend, Blend Labs, Inc.: Thanks, Meg, and welcome everyone. I’m pleased to report that Blend finished fiscal year 2025 with a strong fourth quarter, coming in near the high end of our revenue guidance and beating the high end of our non-GAAP operating income guidance. The headline numbers, $32.4 million in revenue and $5.4 million in non-GAAP operating income, tell a more important story. They show that we navigated the cycle successfully to emerge as a fundamentally different company. Our consistent performance is not an accident. It is the direct result of the focus and discipline of the entire Blend team. By maintaining a lean software-first cost structure, we have created significant operating leverage. We are generating cash, not spending it. We ended the quarter with zero debt and over $68 million in cash and securities.

We have such conviction in our intrinsic value that we repurchased 5.1 million shares worth $15 million in Q4 alone. Our board authorized a new program that allows us to repurchase up to another $50 million in stock and will continue to strategically execute against this authorization. We are now in a position where we can lean into offense, ensuring that as the market recovers, the benefits flow directly to our customers and our bottom line. Let’s start by talking about our customer wins and strategic expansions. During the fourth quarter, we signed 10 new deals and expansions. As we look forward toward a potential market recovery, we are seeing a fundamental shift in how financial institutions view their technology stack. Our focus continues to be on winning high-quality logos and deepening our relationship with our existing base.

In Q4, we saw notable activity across both mortgage and consumer banking suites. Along those lines, deals included two new notable mortgage customers, one of which has been a consumer banking customer since 2023 and represents a great motion for us, a cross-sell from consumer banking into mortgage. Both deals include bundled mortgage and close and should be incrementally accretive to our unit economics. In consumer banking, notable new deals include a rapid home equity cross-sell for a large bank, which has been a customer with us since 2020 using our flagship home equity product, but now it allows them to use rapid workflows in other parts of their process, like pre-qualification.

We also signed a new logo with a top 40 credit union with a product scope across credit cards, deposit accounts, personal loans, and auto loans, highlighting the ability of our consumer banking business to bring a new seven-figure per year logo in addition to selling to our existing mortgage customers. Looking ahead, our overall pipeline remains robust, which is up about 40% year-over-year. It’s not just the volume of the pipeline that excites us with our renewed focus, it’s the composition. We’re seeing a structural shift towards bundled deals, and that means that we have opportunities that span mortgage, rapid, close, and consumer banking.

The momentum we’re seeing now is fueled by our customers’ desire to build more scalable businesses. Lenders are exhausted by painful hire and fire cycles and by stare and compare and manual work that’s dictated by interest rate volatility and the state of the consumer, and they’re no longer willing to ride the highs and lows of the market by simply adding and removing human labor. They want a technology company that can automate the intractable complexity of lending which will lead to them having elastic capacity, the ability to handle volume spikes seamlessly without adding fixed human overhead, and that turns their businesses into massively efficient businesses that can be ten times as efficient as they are today. The numbers and our customers and our products and our financial results to date, they only tell the story of where we’ve been to date.

I want to spend a moment on where we’re going because this is an area of personal passion for mine. I’ve been deep in tech since I was a kid. I was building computers and building programs and building games from my childhood. When we started Blend, we didn’t build Blend just to be a slightly better way to do mortgages. That was a great application form and a great way, the ability to close the loan digitally. We built it to completely rewire how the financial system operates and how origination is done. Then as we expanded into consumer banking, the same approach, we wanted to make those processes as beautiful and as streamlined as they could be. That’s a difficult problem.

That’s been an intractable problem because technology to solve such complex regulated originations is not a trivial thing to build. As a result, I look at the market turmoil recently as investors are grappling with how AI will impact the software industry, which people are calling the SaaSpocalypse, and we’re seeing valuations battered as the market worries about AI and how it will commoditize traditional SaaS and destroy seat-based pricing models. I view this completely differently than them. I view this as the greatest filter of our generation. There’s a brand new frontier technology available to us that’s gonna bring some transformation, but it’s not gonna be generic approaches and generic AI wrappers that win in these highly regulated industries.

At Blend, you know, we operate and we have operated deeply within the origination space, the revenue generation funnel of financial institutions of all size, some of the small ones and some of the largest ones in the country. For them, we’re not just a user interface. We’re a trusted, secure workflow system of record that reconciles immense complexity across some of the most complicated financial products in the world. Critically for us, operating at this depth means we continuously are collecting and analyzing and storing data on what’s going on in the loan and how it can move along in the process. That’s something, the combination of our expertise and our passion around this frontier of technology is something that no competitor can replicate.

I think of this as a rich body of structured financial data, including borrower behavior, document processing, underwriting processing, and that sits entirely within how we collect documents, how we process these documents, how we process closings in the Blend flow today, and that compounds over time. That’ll make our customers smarter, our AI smarter, our platform, you know, smarter and stickier for our customers with every single transaction that flows through it. For our business model, because we monetize the success of our customers, which was always somewhat controversial, people loved seat-based models in the last decade. We’ve always been a success-based model, and that’s a funded loan-based model rather than user seats. AI-driven efficiency in a success-based model is exactly what our customers want and what we want and what you as our investors want.

We wanna find a way to drive more success for our customers, so if that loan officer closes five times as many loans, they’re more successful and our revenue scales with their success. That’s how we’ve always built this company from the very first day. Not their headcount. Growing their headcount is not a sign of success. Growing their seats is not a sign of success for our customers. The SaaSpocalypse, as they call it, that’s happening right now. I think of that as our greatest catalyst, and we’re using this moment to stay aggressively on offense in two distinct ways, and I always like to start with our customers first. First, we’re going on offense to make the products we deliver to our customers agent first.

By agent first, what I mean is that the agents are taking a first pass of every single piece of work that’s done behind the scenes. That means when a new piece of data comes in, a new document comes in, something gets updated on the file, agents take a first pass of underwriting, security, compliance, regulatory checks, all the things that happen manually today behind the scenes that our lenders are required to do. We want the primary way that our customers engage with their customers to be like this new way where agents are taking a first pass and the humans that live there at our customers are the oversight layer to make sure the agents are doing the right things and checking the right things.

In this industry, which requires absolute precision, security, compliance, you know, Blend has been a trusted and is a trusted enterprise-grade bridge to AI adoption and agentic AI adoption. While I think really highly of the generative AI models that are out there and the foundation model companies as thoughtful knowledge bases and delivering really great tools around building agents, what Blend has built is to drive the right outcome from the right actions. That’s especially important in a heavily regulated industry subject to fair lending laws, and our customers can’t afford hallucinations.

You know, the calculations around things like income and income verification have to be perfect, and they have to know when they have to jump in to oversee what the AI does. They need a system that doesn’t just look at documents and make sure they’re the right document, but actually understands the documents and reconciles those documents against complex 100-page or 1,000-page guidelines that are imposed on them by their credit risk teams, by regulators and investors. That’s a moat that, you know, I don’t think generative AI companies really want to cross. I think they want to be the tooling layer. It’s so specific to the industry. That’s where I’m excited. It gives us an opportunity as an existing workflow layer for our customers to really step in.

Just a few days ago, exactly a week ago, in fact, on March 3rd, we officially launched our flagship product in this space called Blend Autopilot, which is simple. It’s an agent that lives alongside every aspect of the Blend origination process as the customer is going through it. It serves as the product that looks at every data field, every document, checks it against guidelines, runs calculations, creates additional follow-ups, takes action if necessary on that file, generates artifacts so the customer can see all the work that’s being done. It’s familiar with the most technical guidelines out there that some of them are 800, 900 pages long. I’m thrilled to share that we now have 7 large customers who have turned this on or are wanting to turn this on in the coming days.

That’s just within a week of us launching it. That’s in the preview period. We’re very excited about that. That came on the backs of, you know, we have a small group of customers that serve on our customer advisory board, which was last month. We previewed this for them before our public launch last week. I have to tell you know, for me, it was a profound moment because we spent the morning there and there were, you know, people were talking about the costs in banking and how much manual work there is, how much stare and compare that is. Then that was a morning session. We had a third party come in and demonstrate that to them and what’s going on in the industry.

When we demonstrated Autopilot live, showing them that if you had a really smart brain that was taking a first pass at everything that was doing and could instantly detect something coming in from the consumer and where it needs more data or more documents, validating that against guidelines, doing calculations, updating the loan file without any human intervention. I mean, you could feel the energy in the room shift. For these leaders, it wasn’t just, you know, another software update, you know, another little feature improvement from Blend.

It was a genuine moment of inspiration because they’ve wanted to have this elastic capacity where in order to grow their loan volume, let’s say mortgage rates come down or they’re growing their personal loan business or whatever it may be, they didn’t want to have to hire hundreds of people and then if volumes come down, have to go back and fire those people. They wanted to rewire how they do things. I think this is their first shot at really being able to do that. It’s thanks to some of the generative AI capabilities that we built into our platform.

Traditionally, just to give you a little more color on the product, you know, loan officers or underwriters have manually reviewed documents that come in as an example, and borrowers have to wait a couple of days for that to happen because that’s a human process and somebody has to go through, you know, all the pages of their documents and all their pages of their loan application file and then go back to them and do some stare and compare and go back to them and say, hey, I need these three or four other things. There’s this back and forth that takes, you know, a few weeks, which is why it takes so long to close a mortgage loan, for example. That’s something that Blend Autopilot flips entirely on its head. There’s four key things that Blend Autopilot brings for our customers.

The first is real-time intelligence. Like I said, everything that Autopilot sees comes in in real time. It does the checks and within, you know, 15-30 seconds, it’s going back to the consumer and saying, hey, I need this additional thing based on the fact that I saw that your bank account’s in a trust. That could be with out-of-the-box guidelines like Fannie Mae and Freddie Mac, or it could be complete custom guidelines. A lot of our customers do home equity lending or auto lending or personal lending. We launch with the capability of custom guidelines because we know our customers have their own credit boxes that they have to be able to fit these things into. The first is that real-time intelligence. The second is contextual workflows.

By that, I mean the agent is triggered by events in our system that have a lot of context to them. Then as the output, they have the ability to trigger native workflows that already exist within the Blend infrastructure. That’s what has always been part of our core value proposition. You know, we’ve always wanted to and we have driven a better experience for the consumer where we aren’t going to them when they need to provide an explanation for something and saying, hey, write up an explanation, print it, sign it, take a photo of it and upload it. When we need an explanation from them, they enter it in plain text.

When we have those things that we need from the borrower, just like a human would request that in our system, the agent requests it in the same way with that nice workflow that guides the borrower through that. It’s almost like you’re working in a dynamic experience that is aware of everything that’s going on in your credit file as a consumer. We have native ways of handling that at Blend already and the agent is aware of that and takes the right actions. That’s the second, which is these contextual workflows. The third is, you know, the seamless updates that we get allow Autopilot to automatically update application fields.

For example, income calculation is a very complex part of the lending guidelines usually because it’s just one of the things where there’s such a variation how people make money in this country. You know, just to give an example, I ran this on my income, which was, you know, tax return, a W-2 with bonus and some other kinds of income and then K-1s and 1099s. I ran it, you know, dozens of times to see the outcome and it was calculating my income perfectly every time. That’s, you know, that’s the power when you orchestrate the generative AI in the right ways and you orchestrate the agents in the right way and you give them the right context, you can be almost deterministic in the outcomes that you get, which is very important for this industry.

Last, you know, the fourth thing I’d say is it’s built for compliance. You know, Autopilot is not making credit decisions. It’s taking a first pass, which is overseen by a human ultimately. It’s not triggered by a human, but it’s overseen by a human. I think that’s the future where agents are going to live. I said that earlier today, but agents are gonna take a first pass of all this busy work, and humans are gonna be there to make final decisions, and that’s exactly how Autopilot is built. You know, the borrower data that our customers have, I know they’re very...

You know, that’s never used to train or improve AI models, so we’re not risking our customers’ data, which is important in this regulated industry, and especially for, you know, banks and financial institutions, it’s very important that we do that in the right way. In summary, to say about automating the stare and compare and calculations and guideline work that’s plagued this industry for decades, I talked about the $11,000 problem on our last earnings, and this is our approach to help them solve it head-on. I don’t want only our customers to have access to an agent-first world.

As somebody who is very passionate about this and thinks about how agents can do so many things today, and they’re only getting better, I also want Blend to be an agent-first company, where agents are taking a first pass of our work. We’re reimagining everything internally at Blend, and it started with how we build and to now how we sell, how we manage and support our customers. That to me doesn’t mean just getting our teams access to new tools like Claude, Copilot Cowork, or Gemini, or ChatGPT, which of course we’ve done those things, but it means fundamentally changing how who does the work when and who reviews it. It’s the same model that we’re building for our customers. The agent gets triggered, it executes something, and it goes to the employee to oversee.

I am personally so passionate about this effort. I’m driving this effort myself, and our goal is to be in the top 1% of all companies, not just public companies, but all companies in how we adopt and operate with AI agents at Blend. What that means for us is that, you know, in practice, our software developers are working with agents to write the code already, but I actually want the agents to take a first pass. As new tickets are created, new support tickets come in that outline a bug, the agent should take a first pass at saying, "Hey, here was the bug. Here’s a pull request of the code that needs to change," that then goes to an agent to...

Sorry, to a human to do a final review of to make sure that fixed the bug in the right way. I want the agents to be doing the grunt work, then passing that work onto our software engineers to make sure that it’s solved, and that means that we’re able to handle things like new building new things or fixing things 24/7. That’s the same with go-to-market. If there’s an upcoming business review, I want the agents to take a first pass, or if there’s internal back-office teams, IT support or revenue teams, I just wanna get agents working for them as well, surfacing output and letting people, the humans that we have, focus on judgment and final decisions and reviewing the work the agents do.

For me, and for Blend broadly, I think this means we’ll be able to move a lot faster and we’ll be a lot more efficient. We’ll be able to handle, you know, growth in our company, you know, without having to have tons of new capacity because agents scale really well and we’ll use that to grow our margins. More importantly in all of that, because it lets us move faster, we’ll be able to do a lot more for this industry. When agents are handling all this work behind the scenes, we’re no longer bottlenecked with the same multi-day or multi-week cycle that exists for our customers that we, you know, have internally with some of the things we have to do.

Something comes in, the first pass is done within minutes, and we become a leaner and more agile organization, and one that I hope can simply outpace anybody in our space. To wrap up, you know, I don’t think of Blend as, you know, the market recovery and all those things that I said in the beginning. Those are fully in the rearview mirror. We have spent the last two years doing the hard work of clearing away debt, simplifying our business, and building a foundation for sustainable growth, and I’m not even thinking about those. Now I’m thinking about how do we build an agent-first world, both for ourselves and for our customers. You know, we have a profitable, scalable platform that is ready to win in any environment.

Whether rates stay flat or they come down and we see big improvements in volume, we’re in a pole position to serve our customers and drive massive value for our shareholders. With that, I’ll turn it over to Jason to walk through the financials.

Jason Ream, Head of Finance and Administration, Blend Labs, Inc.: Thank you, Nima, and thanks to everyone else on the call. I am pleased to report that we delivered another quarter of solid financial performance to close out 2025. This quarter’s results once again demonstrate the resilience of our core business and the significant operating leverage we have created through disciplined cost management. Total revenue in the fourth quarter of 2025 was $32.4 million, which was just slightly below the high end of our guidance range and was up 7% year-over-year. This performance was helped by a return to growth in our Mortgage Suite, which generated $18.8 million in revenue, up 3% year-over-year.

Stabilizing churn and stronger than expected macro bolstered our mortgage revenue results, and Blend’s funded loan growth was solid, growing 11% in Q4, and our Economic Value per Funded Loan came in at $83 for the fourth quarter, within the guidance range that we gave on our last call. Consumer Banking Suite revenue for the fourth quarter was $11.5 million, representing 21% year-over-year growth. The sequential decline of 10% from the third quarter was driven primarily by the churn of one large customer that we just talked about last quarter, as well as seasonality in home equity, but partially offset by new deployments. Shifting back to the consolidated results, our total gross profit was $24.5 million.

After excluding stock-based compensation and the amortization of capitalized software development costs, our non-GAAP gross profit was $25.8 million, and our non-GAAP gross margin was 80%, up from 78% last quarter. Non-GAAP operating expenses were $20.3 million, or down 4% quarter-over-quarter. Non-GAAP operating income was $5.4 million, above the high end of our guidance range and representing a non-GAAP operating margin of 17%. Free cash flow for the quarter was positive $1.3 million. For the full year of 2025, we generated total free cash flow of positive $2.8 million. Our balance sheet remains strong. We ended the year with $68.3 million in cash equivalents, and marketable securities, and with 0 debt.

During the fourth quarter, we continued to execute our share repurchase program. We repurchased 5.1 million shares worth approximately $16 million, concluding our $25 million repurchase authorization. This last repurchase, like the new $50 million authorization that we are announcing today, is driven by and reflects our confidence in the long-term value of the business and our commitment to disciplined capital allocation. Before I turn to our guidance for the first quarter, I’d like to talk about how we’re thinking about the business right now and what that means for how our results might play out over the coming quarters. First, our mortgage business returned to year-over-year growth in the fourth quarter. Based on the stability of our customer base, new deployments that are ramping up in 2026, and a positive mortgage market outlook, we expect to see that trend continue.

We will remain cautious in our optimism until rates really come down and mortgage volume, particularly refi, really picks up. We have seen early signs of improvement and are ready to take advantage of a market uptick. Second, we remain optimistic about our consumer banking business. As we’ve told you before, we are still concentrated at the higher end of the market for consumer banking, and both wins and losses can create lumpiness in our results. To give you some specifics, 2025, in which we saw consumer banking grow 35% year-over-year, was bolstered by a large customer that went live late in 2024, contributing about $5 million to growth in 2025, and which is now at a steady state. Conversely, we talked last quarter about the roll-off of a large customer that was acquired.

This customer contributed approximately $2.4 million of consumer banking revenue in 2025, largely through home equity loans, and we do not expect any consumer banking revenue from this customer in 2026. Net net, you should think about consumer banking starting off with a little under $11 million of revenue in Q1, and then having similar seasonality in 2026 as it did in 2025. We’ll remain conservative in our outlook for the consumer banking business, given the shape of the customer base, but we do see a lot of opportunity going forward, and we’re excited about what is to come. Third, as you know, we have been very diligent regarding our cost, both in terms of trimming unnecessary spend as well as being judicious about any spend that we add.

We will continue that mindset going forward, and in fact, I expect that over time, we will get even more effectiveness and efficiency from the leverage of AI in our internal processes, an effort that Nima talked about and that is already prevalent across the company, not just in software engineering. As you model Q1, please note that our early adoption of ASU 2025-06 significantly changes how we report software R&D expense. Because we are now capitalizing less software development costs, you will see a divergence between the growth of our reported expense and the growth of our actual cash outlay for R&D. Specifically, for the first quarter of 2026, we expect non-GAAP R&D expense to be approximately $7 million, which represents a 20% year-over-year increase.

However, our underlying cash R&D expense before capitalization and amortization is actually expected to decline by roughly 15% in that same period. While this creates a year-over-year headwind in our reported leverage for Q1, we expect this gap to narrow as the year progresses and we lap prior period comps. You should view this Q1 $7 million figure as the new baseline run rate for your models and ignore the seasonal patterns in our R&D expense that you saw last year, as those were influenced by our prior capitalization policy. Now, turning to our expectations for the first quarter. We expect total revenue for the first quarter to be between $28.5 million and $30 million, which represents approximately 6%-12% growth over the first quarter of 2025.

Underneath those headline numbers, we are expecting Mortgage Suite revenue to grow at or above the high end of that range, but for consumer banking growth to be more muted based on the factors I discussed earlier. We expect Mortgage Suite revenue growth to be driven by solid growth in mortgage volumes, where we expect the market in Q1 to be between 1.1 and 1.2 million units. This growth should be partially offset by lower year-over-year Economic Value per Funded Loan, which we expect to be in the range of $84-$85 in Q1, with the decline primarily due to the transition of certain products to a partner model. Turning to profitability, we expect first quarter total non-GAAP operating income to be between $2 million-$3 million.

This range implies a non-GAAP operating margin at the midpoint of just under 10%. Seasonality typically pushes down operating margins in the first quarter of the year, but the accounting changes I discussed earlier also have a material impact, especially as you compare year-over-year trends. Before we turn the call over for questions, I did want to add that through our assessment of internal control over financial reporting, we identified a material weakness in our revenue process for the year ended December 31, 2025. While the material weakness was confirmed in the fourth quarter, we’re also disclosing immaterial out of period adjustments related to the first three quarters of 2025. Revised figures are available in the appendix of our supplemental slides on our website and will also be detailed in our upcoming 10-K filing.

In conclusion, I want to say that we are incredibly excited about a number of aspects of our business. In terms of what we can deliver to customers through some of the innovative product initiatives that Nima talked about. In terms of our execution as we focus on what matters and we leverage AI to get more done than we ever have before. In terms of our mortgage revenue returning to year-over-year growth last quarter. In terms of a market that looks like it might show some real improvement for the first time in several years. We hope that you all are as excited about the journey as we are. Now let’s take your questions.

Operator: We will now begin the question and answer session. If you would like to ask a question, please press star one on your telephone keypad. To withdraw your question, press star one again. Please pick up your handset when asking a question. If you are muted locally, please remember to unmute your device. Please stand by while we compile the Q&A roster. Your first question comes from Dylan Becker of William Blair. Your line is open. Please go ahead.

Dylan Becker, Analyst, William Blair: Appreciate the question here. Nima, appreciate all the comments around kind of the strategic positioning with vertical AI. If we’re to think about Autopilot, I know you kind of said the existing process today costs about $11,000. I guess how much of that is directly kind of targetable with your current agentic capabilities? And as we think about kind of your those capabilities evolving over time, how much value do you think you can kind of extract away against that? And what does that mean for kind of long-term EVPFL economics in your mind as we kind of obviously look to kind of attack or chip away at that kind of relatively exorbitant cost in the process there?

Nima Ghamsari, Co-founder and Head of Blend, Blend Labs, Inc.: Yeah, great question. Thanks, Dylan. You know, my approach on this one is gonna be to underpromise and overdeliver on the economics. You know, just to share sort of some context though, which is the cost of $11,000, about $4,000 is, I’ll call it operational cost, and then there’s a decent amount of commissions and marketing costs that are also in there. You know, I think there’s a material amount of manual effort that goes into these. If we can make the humans in the process 2x as efficient, 3x as efficient, I think there’s a very good market opportunity for us, which is why we’re attacking this so swiftly.

The team that’s working on this, just to give you a little bit of perspective, is we’re moving day to day. Like every week our customers are gonna see material new updates to this and new capabilities because it’s an area that we’re passionate about and we think can really move the needle for them. We’ve always been here for our customers, and I think this is sort of the our magnum opus, if you will. I think, for me, while I want to underpromise and overdeliver, I’ll leave you with one anecdote, which is I was talking to one of our customers who does similar things, maybe a little bit less scope than what our product does today.

I was like, you know, "How should we charge for this long term? And, you know, short term, it’s, you know, we have this preview period which we gave to our customers." you know, he said, "Well, just so you know, I do this with an outside vendor, and I pay them more than I pay you per loan by a decent margin just to do a part of the process that you do." I think the opportunity is there. It’s on us to execute, and so let us go execute, and we’ll come back to you every few months with updates.

Dylan Becker, Analyst, William Blair: No, that’s helpful. Appreciate the anecdote, and I do think, yeah, to your point, the fact of kind of elevated customer momentum and activity despite it being in preview for less than a week does speak to that value proposition. Maybe Jason, for you, it’s pretty impressive what you guys have been able to do on the expense side and appreciate the color on kind of some of the moving accounting parts there. As we kind of think about the potential recovery taking place around kind of volume dynamic. I guess could you remind us what to maybe expect from kind of like the potential for incremental operating leverage? How we should think about

Cost growth relative to potential revenue growth in that scenario? Just kinda any way to think about the operating leverage as you kind of think about and sit there looking at the model. Thank you.

Nima Ghamsari, Co-founder and Head of Blend, Blend Labs, Inc.: Yeah, Don, good question. Obviously we haven’t guided to the rest of the year, so I can’t give you that sort of guidance. I think, you know, implicit in our Q1 guide is sort of a rebaselining. I think you can think about, you know, that as your starting point. Obviously, you know, we do have some variable costs in our, you know, cost of revenue that will scale with revenue. On the operating side, you know, it’s really a question of where we choose to invest and where we are able to get efficiencies. I think you can think about Q1 as the starting point for that.

Dylan Becker, Analyst, William Blair: Great. Thank you.

Operator: Your next question comes from Ryan Tomasello of KBW.

Nima Ghamsari, Co-founder and Head of Blend, Blend Labs, Inc.: Ryan?

Operator: Your line is open. Please go ahead.

Ryan Tomasello, Analyst, KBW: Hi, everyone. Sorry, am I coming through?

Nima Ghamsari, Co-founder and Head of Blend, Blend Labs, Inc.: Yes.

Ryan Tomasello, Analyst, KBW: Sorry about that. Regarding the two new mortgage customers I believe you cited, that you won in the quarter, can you just provide some color there on, you know, whether those were competitive takeaways, and if so, what you think were the drivers of those wins?

Nima Ghamsari, Co-founder and Head of Blend, Blend Labs, Inc.: You know, I think, you know, the driver of those wins is that we made a commitment to our customers that we would invest through the cycle. We would keep innovating, and we’ve innovated on our mortgage product, we’ve innovated on our consumer products, we’ve innovated on our closing product, and now we’re building an agentic suite that can live across all those things. They see that. I mean, it’s not easy to rely on partners in this industry because it is such a cyclical industry, and we made the commitment early on. You know, we’re gonna keep growing.

Obviously we, you know, we have our own, you know, things that we’ve had to deal with the last few years, but, you know, I think people have seen that there’s our commitment and my commitment is there, and we’re gonna make sure that they’re successful. I think that that’s ultimately what leads to customers believing in us and wanting to work with us.

Ryan Tomasello, Analyst, KBW: Great. On the new Rapid products that you’ve rolled out over the last few quarters, can you just talk about the level of uptake you’ve been seeing there, if that’s tracking in line with what you were expecting? On the pricing side, the type of uplift you’re seeing from earlier adopters of the Rapid products. Thanks.

Nima Ghamsari, Co-founder and Head of Blend, Blend Labs, Inc.: Yeah, great question. We mentioned one of the ones in the that signed with us in Q4, and it’s a pretty material uptick in pricing from their EVPFL. It’s not live yet. As an example, it’s a fairly large bank. The way I think of Rapid, and it has been something that our customers do really want, and they want it for two reasons. The two areas that we serve with Rapid are home equity and mortgage refinances. With home equity, it’s definitely something that our customers care about, and they want to be able to serve the $315,000 in equity that their consumers have and drive savings to them on their debt if they need to consolidate debt.

You know, it’s something where we have a flagship home equity product, and this is just more of a personalized real-time offer with a real-time preapproval that is, you know, sort of a beautiful tailored experience to that specific consumer. You know, I was on a call earlier today with a very large customer, one of the top ten home equity lenders in the country who’s going live here in a few months, and, you know, this is gonna be table stakes for them going forward.

You know, being able to serve a high conversion experience at that top of the funnel and then pairing that with Autopilot, which is gonna lead to a lower cost of operation because lower variable costs because they’ll be able to have these things happen in real-time as the consumer’s going through self-fulfillment, if you will. I mean, that’s sort of the dream combination. The uptake’s been good. I mean, it is a big shift for them. I’d say business-wise, that’s a much bigger change management exercise in some ways than the Autopilot product because it, you know, it’s sort of doing work in the background versus changing your entire up funnel. But yeah, the uptake’s been good.

Again, let’s let those results continue to play out and we’ll try to underpromise and overdeliver there as well.

Ryan Tomasello, Analyst, KBW: Great. Thanks, Nima.

Operator: If you would like to ask a question, please press star one on your telephone keypad. To withdraw your question, press star one again. Please pick up your handset when asking a question. If you are muted locally, please remember to unmute your device. Your next question comes from the line of Griffin MacMaster of Wells Fargo. Your line is open. Please go ahead.

Griffin MacMaster, Analyst, Wells Fargo: Hey, guys. Thanks for the question here. I just wanted to ask on the top of funnel, and it’s great to kind of see that consumer banking customer also kind of looking at you guys for mortgage solutions. I just wanted to ask you about if there’s any way to think about how many customers across the base or your kind of overall landscape could be target customers for both of these products. Then kind of along with that, with the, you know, recent hires, as new Chief Revenue Officer, if there’s any changes around the go-to-market and kind of how to think about this going forward.

Nima Ghamsari, Co-founder and Head of Blend, Blend Labs, Inc.: Yeah, maybe I’ll start with the second question. Yeah, we’re excited to welcome Matt on board, and one of the key shifts we’re making there is having a dedicated client sales team that’s focused on our existing clients, you know, for the exact reason that you asked your question, I think. Helping our customers, existing customers, both adopt more products that are free, as well as new products that can grow value for them and we charge for.

That’s a dedicated new motion that we have, which we’re very excited about, and it’ll help those people be a lot more focused on the existing customer base, and then, you know, a separate new client sales motion, that’ll help us go and get more and more of these great logos that we have added to our roster. You know, I think that that’s a nice change for us. You know, to answer your first question around what’s the target market for all of these things, you know, it’s interesting. I think, you know, when I look at what’s actually in place in practice in the industry today, these extremely low friction conversion funnels tied to a very automated self-fulfillment process are basically in place nowhere.

I mean, some of the technology wasn’t there until six months ago, you know, on the loan conversion funnel, some of the data sources that were required to drive that level of low friction weren’t really prevalent until about a year and a half ago. I think the timing is good for us in the market to be able to serve that. I’d say maybe most importantly, the thing I’m most excited about across all of these things, especially for that customer you mentioned that’s using us for all the, actually, all the non-home lending products, a top 40 credit union. What I really wanna do and what they’re excited about is help them make their members for life.

You know, a lot of this is not dependent on the, you know, why the, why that consumer comes in the door, why that member comes in the door with them, in the sense that a member can come in thinking they want one thing from you. Thinking, "Hey, I just want a new credit card." And you’re like, "Hey, did you know that we can say you have a ton of equity in your home, and we can save you $1,000 a month if you consolidate these other credit cards and things that you, and personal loans that you have into a, into a home equity line?" This idea of serving the best thing up for the person at that moment in time is something that I’m excited about long-term for our customers.

You know, to be clear, we haven’t executed on that yet. That’s something that we’re excited to start working on at some point soon. That’s where we can have not just individual product lines in these consumer and mortgage and home equity, but have it be a holistic solution for our customers and their consumers and members that are coming in the door. Almost all of our customers, even the IMBs that work with us now offer multiple products. They’ll offer a home equity and a cash out refi, for example, for somebody who wants cash, and some of them wanna start offering things like personal loans. You know, I think that this industry, it is in need of having unified technology across these things alongside the agentic experiences that I mentioned earlier.

Again, I think we’re just scratching the surface. We obviously have a lot of work to do, and, you know, the fact that we’re moving a lot faster as a company is great promise towards that. I realize that we have to show the outcome, show the ultimate outcome to you all, before we can really claim victory.

Operator: Your next question comes from the line of Aaron Kimson of Citizens JMP Securities. Your line is open. Please go ahead.

Aaron Kimson, Analyst, Citizens JMP Securities: Great. Thank you guys so much for the question. The OpenAI Better.com partnership made headlines late last week, and I think the most interesting part of that announcement is there’s a bit of a pivot there for Better.com, which is historically focused on originating loans. Now the company is talking about doing more of what you do, using technology to help accelerate the mortgage process for banks and credit unions and IMBs. Do you view that partnership as a validation of your business model? And can you help us think about why in an agentic world it may make sense for banks, credit unions, and IMBs to try and take back some of the mortgage market share they’ve ceded since the GFC?

Nima Ghamsari, Co-founder and Head of Blend, Blend Labs, Inc.: Yeah, I mean, I view. I think it kind of highlights two things. One is that there is a big opportunity in this space, and, you know, I know that team very well. I think very highly of them. And, you know, it’s just different. Building software is different than building technology. It’s something I explain to our customers a lot. It’s, you know, building technology is one thing, but building software that’s integrated and actually, you know, delivers your end workflow is just different. So I do view it as a big validation of our space, and I view it as something that, you know, I’m hopeful. I mean, I think I talked about this on one of our calls maybe, I don’t know, a few years ago.

About 10 years ago, Rocket Mortgage came out and said, you know, "We’re gonna make it so you can push a button and get a mortgage." I think that really catalyzed the industry and feeling like, "Hey, the sky is the limit for us. We don’t have to do things the old way." That was a big catalyst for Blend. I view all this thing, all these things that are happening with AI and some of their competitors doing things with AI and, you know, maybe some of their potential partners doing things with AI, them doing things with AI, as I think it’s gonna drive up awareness, and that’s a good thing. That’s a good thing for the industry. The industry is actually, I would say, one of the most surprising things.

I know we said we’ve been live for a week with this Autopilot product, but the fact that we had 7 people turn it on without us even, you know, actually without us even really knowing, except for the 2 that emailed us because they wanted help turning it on. A year and a half ago, a lot of those were banks, and some of those were very large banks. You know, a year and a half ago, if you had told me that large banks would adopt AI, I would’ve said, "Yeah, I think they will too.

I think it’s just gonna take a long time to convince them and a long time to make sure they understand that it’s trustworthy." Now I’d say that the momentum and the appetite and the desire to do something great is not just, you know, it’s not just limited to tech companies. People are starting to feel and see what’s possible. You know, I obviously have different thoughts on what’s possible, and I think the approach of something where humans are the central drivers in doing the first pass of the work, I mentioned that in my prepared remarks. I don’t think that’s the right future. I don’t think that’s the future we wanna drive towards.

I think the future we wanna drive towards is a lot of this work is done in a first pass by these agents that are really smart and winning international math competitions that just need the right context and the right instructions, and they can do things that, you know, before a human even has to look at it to prepare it in a nice packaged way for a human. That’s our approach. It’s a little different than the approach of the rest of the market. I think that background agent, background worker approach has only really been possible for a few months, and something that we’re betting heavily on it because we think it’s the highest leverage way for this industry to adopt agentic AI.

Jason Ream, Head of Finance and Administration, Blend Labs, Inc.: Okay. I appreciate that perspective. As a follow-up, Autopilot’s the first agent for Blend Intelligent Origination. How should investors think about the cadence for additional agents to be rolled out, and what type of consumer loans would you be most excited for next?

Nima Ghamsari, Co-founder and Head of Blend, Blend Labs, Inc.: Well, we’re gonna make Autopilot available for all product types. It currently works for mortgage and home equity and custom overlays, or custom guidelines or overlays which could be used for other product lines as well. But we don’t think of that capability, which is called a real-time underwriter, pre-underwriter that’s looking at all this work. But there’s other things that I think it could. You’ll see coming from us, and some of that might be an agent around analytics. Instead of having to go to dashboards, you know, the agent should be pushing you the insights as a customer of ours, you know, what loans that, you know, how did your. For the loans that had Autopilot, let’s just use Autopilot as an example. For the loans that had Autopilot on, you know, are they closing faster?

Is doing all that background work helping you? We’re building out some agents there. We’re building agents around the closing process, where the QC is very important. Making sure that every single signature line and initial and everything is perfect to make sure that our customers don’t have any issues at the closing table. We really wanna build on Autopilot and grow that out as a capability because it is something that we’re just scratching the surface on and I think can be something that can manage a lot of the things that humans are required to trudge through today.

Operator: If you would like to ask a question, please press star one on your telephone keypad. To withdraw your question, press star one again. Your next question comes from the line of Seth Gilbert of UBS. Your line is open. Please go ahead. I will invite Pallav Saini, your next speaker, to ask a question. Pallav Saini of Canaccord Genuity, your line is open. Please go ahead.

Pallav Saini, Analyst, Canaccord Genuity: Good evening. Thanks for taking the question. Nima, you mentioned in the prepared remarks that the pipeline’s up 40% year-over-year and that you’re seeing a shift towards bundled deals, which is great. Roughly what percentage of the pipeline would you say is leaning towards bundled deals right now for you?

Nima Ghamsari, Co-founder and Head of Blend, Blend Labs, Inc.: That’s a good question. I don’t know the exact percentage of customers. I don’t know, Jason, if you have that off the top of your head.

Jason Ream, Head of Finance and Administration, Blend Labs, Inc.: I don’t have that in front of me, but I would say directionally, that’s sort of a key driver of momentum is customers that are interested in multiple products from us. Either multiple products within the Mortgage Suite, but more and more customers are interested in the fact that we can deliver mortgage and consumer banking products all with a, you know, similar feel, similar, you know, capabilities and integration.

Pallav Saini, Analyst, Canaccord Genuity: Got it. Any commentary on your market share in Q4 and how do you see it evolving in 2026? Thank you.

Jason Ream, Head of Finance and Administration, Blend Labs, Inc.: Yeah. We only release our actual market share as we calculate it once a year when the HMDA data is released, in the fall. What I’ll remind you is that we talked about last quarter, one large customer that was gonna be with us, you know, from a contractual standpoint for some period of time, but we expect their volume to be rolling off. When the volume rolls off, we no longer count the volume in our market share, and we mentioned that that customer would probably have a, you know, circa 100 bps headwind for us. We talked last year about, I think we ended the year at 17% market share.

If you put that headwind on top of there, it’s the right way, probably the right way for you to think about it, building from there.

Pallav Saini, Analyst, Canaccord Genuity: Got it. Thanks for the color. That’s all from me.

Operator: Your final question comes from the line of Seth Gilbert of UBS. Your line is open. Please go ahead.

Seth Gilbert, Analyst, UBS: Hey, thanks for taking the questions. Maybe just first, a quick one on the revenue restatement. Looks like it was just in the neighborhood of about $15,000. So just wanted to make sure I got that right, fairly immaterial. Is there anything else you wanted to add on about the restatement?

Jason Ream, Head of Finance and Administration, Blend Labs, Inc.: Revision, first of all. Yeah, no, we essentially just reallocated some of the revenue between different quarters in 2025.

Seth Gilbert, Analyst, UBS: Got it. Okay, that’s helpful. Maybe on the RPO side. You signed 10 new deals, expansion. I think you mentioned one big, you know, annual seven-figure customer as well. You know, by our model, you have around $100 million in short-term RPO. I was just curious if you can talk about, you know, when we should maybe expect some of this to fall off into revenue more materially. Thank you.

Jason Ream, Head of Finance and Administration, Blend Labs, Inc.: Yeah. Look, I’ll say that, you know, it’s always great to have RPO in the sense that it is committed and it will turn into revenue at some point. I do wanna caution you that in our business, you know, especially on the mortgage side where we’re primarily based on, you know, funded loans, as Nima talked about, success-based pricing, RPO isn’t really a great gauge for you. Other than that, yes, the short-term RPO obviously will roll off within the next year.

Seth Gilbert, Analyst, UBS: Got it. Thanks. Maybe just a quick follow-up on Blend Autopilot. It sounds like the pricing is still being mapped out, but can you talk about applicability? Is it applicable to your entire base of mortgage customers, or are there certain customers you think who will never use AI for cost, security, you know, other reasons? Thank you.

Nima Ghamsari, Co-founder and Head of Blend, Blend Labs, Inc.: Yeah. I’d say, you know, a year and a half ago, Seth, if you’d asked me, who’s gonna use it, I would say there’s gonna be fast movers and slow movers. I think now, I mean, applicability in terms of the work, the human work of stare and compare and back and forth and reading guidelines and doing calculations, I think that exists no matter what kind of customer of ours you are. Applicability is pretty broad. Do I think we’ll get 100% adoption? No, of course not. I do think that our customers are much more eager around AI. I think something’s in the air this year. 2026 has been sort of a statement year for AI, and people are seeing what it can do on their desktops.

Microsoft made a big announcement yesterday about their Copilot Cowork, and Anthropic has been making headlines around that. You know, people are starting to see what it can do when they’re driving with AI, and it opens their eyes to the possibility of, "Hey, couldn’t it do that in the background while I’m sleeping?" Yeah, I mean, I haven’t yet heard a customer in all of our discussions. I’ll just tell one more anecdote. I was giving an early preview to a customer who came to our customer advisory board, and they wanted their larger team. This is one of the, you know, a very large bank. You know, they wanted their larger team to look at the product because they were really excited about it.

You know, the first question they asked on the call was, "Can somebody find me all the reasons why we couldn’t possibly do this so we can work through these issues? Because we really need this." The mindset has shifted from, "Hey, like, let’s look at this, let’s consider it," to, "Hey, we really need this capability." Because everyone’s been through this cycle of staffing up, staffing down, having under capacity when volumes are high, and having overcapacity when volumes are low. Nobody likes doing that extremely. I shouldn’t say nobody. It’s not the favorite activity of most people to do that extremely tedious manually checking that the names on two different documents match letter for letter, that the guidelines tell you exactly how to calculate, and your calculation is exactly right.

It’s not something that is prized work, but it’s real work that has to get done, and that’s whether it’s a car loan or a personal loan or a mortgage or a home equity loan or line. That’s work that actually AI is really, really good at. I view this as something that they’ve all been waiting for in some ways. They’ve probably been waiting for a long time, a lot longer. They probably wanted us to deliver this 10 years ago. It just wasn’t. Because there’s so much complexity and so much unstructured content in this industry, it’s something that non-generative ML or, you know, other AI approaches, it’s just something they weren’t that wasn’t good enough to do that a couple years or 3 years or 4 years ago.

Now the capability is there. The fact that we’re launching this and, you know, we’re the first, as far as I know, to launch these background agents to serve this industry, I mean, that’s something that, you know, that’s been our, you know, that’s been our position from day one. We wanna be driving the frontier. We don’t wanna be copying the frontier. The frontier is gonna keep growing, and so as long as we’re driving the frontier, I feel really good about our business.

Seth Gilbert, Analyst, UBS: Got it. Encouraging. Thank you.

Operator: There are no further questions at this time. This concludes today’s call. Thank you for attending. You may now disconnect.