Company: CALX
Filing Date: 2025-10-30
Form Type: 10-Q
Source: 0001406666-25-000045
Chunk: 65

Company: CALIX, INC
Filing Date: 2025-10-30
Form: 10-Q
Item: Part I, Item 8
Chunk 65
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 for the three and nine months ended September 27, 2025, respectively, compared to the corresponding periods in 2024, primarily related to the continued growth in our platform, cloud and managed services offerings.

Operating Expenses

Sales and Marketing Expenses

The following table sets forth our sales and marketing expenses (dollars in thousands):

 Three Months EndedNine Months Ended September 27,2025September 28,2024VarianceinDollarsVarianceinPercentSeptember 27,2025September 28,2024VarianceinDollarsVarianceinPercentSales and marketing expenses$60,257 $52,301 $7,956 15 %$181,969 $158,436 $23,533 15 %Percent of revenue23 %26 %25 %25 %

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Table of Contents

Sales and marketing expenses for the three months ended September 27, 2025 increased by $8.0 million compared with the corresponding period in 2024 primarily due to increases in personnel expenses of $6.2 million, mostly related to incentive compensation and increased headcount, stock-based compensation of $1.5 million and travel expenses of $0.5 million. These increases were partially offset by a decrease in marketing expenses of $0.5 million.

Sales and marketing expenses for the nine months ended September 27, 2025 increased by $23.5 million compared with the corresponding period in 2024 primarily due to increases in personnel expenses of $14.9 million, mostly related to incentive compensation and increased headcount, stock-based compensation of $10.0 million and travel expenses of $1.6 million. These increases were partially offset by a decrease in marketing expenses of $2.0 million.

For the three months ended September 27, 2025, sales and marketing expenses as a percentage of revenue declined compared to the year ago period as revenue returned to a record level. We expect our investments in sales and marketing will increase in absolute dollars on a year-over-year basis, but decline as a percentage of revenue, as we continue to land new customers and expand our platform, cloud and managed services.

Research and Development Expenses

The following table sets forth our research and development expenses (dollars in thousands):

 Three Months EndedNine Months Ended September 27,2025September 28,2024VarianceinDollarsVarianceinPercentSeptember 27,2025September 28,2024V