コンデュエント（CNDT）2026年第3四半期決算説明会：減収もマージン改善

コンデュエントの2026年第3四半期決算は、前年同期比での減収圧力が継続したものの、収益性の改善を示した。経営陣は、次の段階において、交通事業からの撤退完了と構造的コストの削減を進めつつ、29億ドルの適格パイプラインを持続的な成長へと転換することに注力すると述べた。

重要ポイント

• 継続事業からの売上高は5億3,400万ドルとなり、2025年第3四半期の6億500万ドルから減少したものの、2026年第2四半期比では増加した。
• 調整後EBITDAは前年同期の3,100万ドルから3,600万ドルに増加した。調整後EBITDAマージンは前年同期比で160ベーシスポイント改善し、6.7%となった。
• 当四半期中に契約した新規事業の年間契約額（ACV）は6,100万ドルとなった。年初来の新規事業ACVは2億4,900万ドルに達した。
• 新規事業の適格パイプラインは約29億ドルで、このうち政府部門が25億ドル、商業部門が4億ドルを占めた。
• 第3四半期の調整後フリーキャッシュフローはマイナス1億1,700万ドルとなったが、これは主にリファイナンス交渉中に同社のファクタリングプログラムを一時停止したことによる。経営陣は、ファクタリングが通常通りであれば四半期のフリーキャッシュフローはほぼ損益分岐点近辺になっていただろうと述べた。
• コンデュエントは2026年の業績予想（ガイダンス）を据え置き、3カ年の戦略期間において2桁の調整後EBITDAマージンとプラスのフリーキャッシュフローの達成を引き続き目標としている。

主要財務データ

事業および業績動向

商業部門

商業部門の売上高は前年同期比16%減の3億800万ドルとなった。経営陣はこの減収について、当四半期中にコンデュエント最大の商業クライアントとの契約が満了したことを含む、カスタマーエクスペリエンス管理における契約喪失および取扱量減少が主因であると説明した。

商業部門の調整後EBITDAマージンは前年同期比70ベーシスポイント低下の9.4%となった。前四半期比では、コスト効率化プログラムに支えられ、調整後EBITDAが500万ドル増加し、マージンは160ベーシスポイント改善した。

同部門は第3四半期に4,500万ドル、年初来で約1億4,400万ドルの新規事業ACVを成約した。当四半期にはヘルスケア分野で新たに4社のクライアントを獲得した。第3四半期の商業部門における成長案件の約58%は、経営陣が同部門で最も利益率の高い事業と位置付けるBPaaS（Business Process as a Service）によるものだった。

コンデュエントはまた、ヒューマナ（Humana）やエトナ（Aetna）との取引関係を拡大し、自動車関連業務、支払い適正化（ペイメント・インテグリティ）、請求審査教育において新規案件を獲得した。商業部門の適格パイプラインは約4億ドルとなり、年初から27%増加した。

政府部門

政府部門の売上高は、2025年第3四半期の2億3,800万ドルに対し、2億2,600万ドルとなった。この減少は、導入プロジェクトの完了、失注、顧客の取扱量減少を反映したものである。

調整後EBITDAは6,300万ドル、マージンは前年同期比230ベーシスポイント上昇の27.9%となった。経営陣はこの改善について、コスト効率化の取り組みによるものだとした。

政府部門は第3四半期に1,600万ドル、年初来で約1億500万ドルの新規事業ACVを創出した。同部門の適格パイプラインは25億ドルを維持し、2026年初頭から8.5%増加した。

ニューヨーク州のメディケイド向けプラットフォームは経常的な運用フェーズに移行した。経営陣はバージニア州を含む少なくとも他の10州からの需要も強調した。コンデュエントは受注決定待ちの提出済み政府向け提案を30件近く抱えており、これは約3億8,000万ドル相当のパイプライン機会に相当する。

事業ポートフォリオおよび財務基盤の最適化施策

コンデュエントは10月1日、公共交通ソリューション（Transit Solutions）事業のMedaxoへの売却を名目価格1億6,400万ドルで完了した。同事業の譲渡に伴い移転した海外現金1,800万ドルを差し引いた取引完了時の受領額は1億4,000万ドルで、2億ドルを超えるオフバランスの財務エクスポージャーを削減した。

同社は有料道路課金事業の売却も近く完了する見込みである。経営陣は、交通事業からの完全撤退により、総額2億3,400万ドルの売却収入が生じる見通しだと述べた。

10月23日、コンデュエントはリボルビング信用枠のリファイナンスを実施した。7,500万ドルの新規リボルビング枠および1,500万ドルの契約履行信用状枠を含め、コミットメント総額は4億4,700万ドルに増加した。満期は2029年5月に延長された。同信用枠は、交通資産の売却と運転資本需要の減少に伴い、年末までに8,000万ドル縮小する見通しである。

同社は1億600万ドルのコスト削減策を特定し、そのうち5,500万ドルを実現した。より広範なプログラムには、組織の簡素化、ベンダー見直し、不動産、ITインフラ、自動化、AIが含まれる。

経営陣の業績予想（ガイダンス）

コンデュエントは継続事業に関する2026年の業績見通しを据え置いた。

• 売上高：21億5,000万ドル〜22億5,000万ドル
• 電話会議での言及通り、調整後EBITDA：1億4,000万〜1億7,000万英ポンド
• 中央値で約7%の調整後EBITDAマージン

経営陣は、2026〜2028年の戦略期間中に調整後EBITDAマージンが段階的に2桁台へと改善し、プラスのフリーキャッシュフロー創出を開始すると見込んでいる。また、純レバレッジ比率については、2028年に1.5倍、それ以降は約1倍を目標としている。

これらの目標の達成は、営業パイプラインの成約、コスト削減、執行力の向上、および交通事業の売却完了にかかっている。

リスクおよび注視事項

• 特に商業部門のカスタマーエクスペリエンス管理において、過去の顧客離反、契約喪失、取扱量減少により、売上高は依然として下押し圧力を受けている。
• 州の選挙活動に伴い契約締結が遅延したため、当四半期は政府調達サイクルが長期化した。経営陣は選挙サイクル終了後に案件の動きが加速すると見込んでいるが、時期は依然として各州の決定に左右される。
• 29億ドルのパイプラインそれ自体が売上高を生み出すわけではない。経営陣は、商談機会を成長へと転換させるには、成約率の向上と導入の成功が不可欠であると強調した。
• 調整後フリーキャッシュフローとレバレッジ比率は、ファクタリングの一時停止によって一時的な影響を受けた。同社は、第4四半期末までにこれらの影響が解消されると見込んでいる。
• 継続事業には、旧交通部門に関連する残存間接費（ストランデッドコスト）が依然として残っている。コンデュエントは第3四半期にこのコストを約400万ドル計上した。
• 2025年1月のサイバーインシデントに関する和解は、依然として裁判所の承認待ちである。経営陣は保険金によって全額補填されると見込んでいる。

アナリスト質疑応答の主な要点

経営陣は、直近で契約したACVはすでに売上高に寄与していると述べた。しかし、その効果は、コンデュエント最大の商業クライアントの離脱を含む過去の顧客解約によって相殺されている。その契約の影響が一巡したことで、経営陣は新規受注が解約を上回る傾向が強まり、前四半期比での業績改善を支えると予想している。

バージニア州の近代化プロジェクトについては、工事進行基準により売上高が計上される一方、顧客への請求および代金回収は契約上のマイルストーンごとに行われる。導入完了後は、同プロジェクトから経常的な売上高が生み出されると経営陣は見込んでいる。

価格設定について、コンデュエントは契約更新時に可能な限り値上げを求めており、物価スライド（生活費調整）条項の適用をより徹底して追求していると述べた。商業部門の契約更新期間は通常約3年である一方、政府部門における最近の案件は期間の短い追加業務が多く含まれている。

経営陣は、商談サイクルの平均長期化の主因として、選挙サイクルに伴う政府機関からの発注決定の遅れを挙げた。選挙終了に伴い、保留されている一部の州の決定が前進し始めると期待している。

決算説明会 文字起こし全文

決算説明会の完全なトランスクリプト

経営陣による説明

Operator

Good afternoon, ladies and gentlemen, and welcome to the Conduent Q3 2026 Earnings Conference Call. [Operator Instructions]. Also note that this call is being recorded on Thursday, November 5, 2026. I would now like to turn the conference over to Nick Goel, VP of Investor Relations. Please go ahead.

Nick Goel

Thank you, operator. Good afternoon, everyone. Welcome to Conduent's Third Quarter 2026 Earnings Call. Joining me today are Harsha Agadi, our CEO; and Giles Goodburn, our CFO.

Earlier today, we issued our earnings release and presentation. Both are available in the Investor Relations section of our website and have been filed with the SEC. As a reminder, today's discussion will include forward-looking statements and non-GAAP financial measures. Please refer to our earnings release earnings material and SEC filings for the relevant risk factors, disclosures and reconciliations. With that, I will turn the call over to Harsha.

Harsha Agadi

Thank you. Good afternoon, everyone, and thank you for joining us. This has been an exhilarating and exciting quarter. We recently had our Investor Day after many years. I enjoyed meeting with investors, bondholders and analysts who follow our company. Thank you to everyone who joined my leadership team and me in person, and we have webcast. As we emphasized at the event, our singular focus is executing our Ascent 2026-2028 plan. I will talk a bit more about that later on in the call.

Let me brief you on what we have accomplished during the quarter. We have executed on several major milestones that I have established since the inception of my role as CEO. When we spoke last quarter, I outlined the progress on the 5 priorities for Conduent. Just to recall, those priorities are converting our pipeline into substantial growth optimizing our portfolio, increasing speed and accountability, enforcing financial discipline and reducing our cost structure. These priorities currently remain unchanged with sustainable growth now being at the absolute forefront.

Today, I want to update you further on the continuing progress we have made against those priorities, but also be very clear about what we have more work to do. Our third quarter results were in line with our expectations. Revenue from continuing operations was $534 million, sequentially higher than second quarter. Margins continue to improve as our efforts to simplify the company, reduce costs and strengthen operating performance has begun to deliver benefits. And importantly, we have now completed several significant actions that make Conduent a more focused company with a stronger and stable financial foundation. With that foundation in place, our focus is on converting our pipeline into growth.

Let me begin with our most important priority converting our pipeline into sustainable growth. This remains the area where we have the work that we need to do at a very focused level. We have signed new business year-to-date ACV of $249 million. At the same time, our pipeline continues to give us confidence in the opportunity ahead. We entered the fourth quarter with approximately $2.9 billion in qualified new business ACV pipeline with healthy increases since the beginning of the year in both commercial and government segments. We have several RFPs in play. But as I have said before, pipeline alone does not create value, conversion does. We need to convert more opportunities into wins, improve our win rates protect the clients.

We already have and execute successfully when new business comes on board. We continue to see encouraging proof points in both commercial and government. That is where our maximum focus is today. Let me start with commercial. Commercial has generated approximately year-to-date $144 million of new business ACV. What I find particularly important is the type of business we are winning. During the quarter, almost 58% of Q3 commercial growth activity was in the business unit business process as a service. our highest-margin business within the Commercial segment. We also continue to see diversification across add-on businesses, new capabilities and new logos.

Let me give you a few specific examples. We won a new capability program with a very large global automotive manufacturer focused on retooling and auditing critical operations inventory. We also added gravy as a new logo in payment integrity. We expanded our claims education work with Trillium Health resources, building upon and implementation that began last quarter and we continue to expand our customer experience relationships with Humana and Aetna as we support their respective member growth. These wins are important because they demonstrate clearly what our commercial strategy is intended to do.

We will deepen our focus on regulated industries and increase our sales bandwidth to the middle market segment. We want to deepen relationships with existing clients, introduce additional capabilities into those relationships and create differentiated offerings that we can scale across industries and clients. That is how we intend to improve both quality and durability of commercial revenue base over time.

Turning to government, we continue to strengthen our position across mission-critical public programs. Our first full Conduent Medicaid suite implementation in New York has now transitioned into ongoing flawless operations and is creating follow-on sales opportunities as the state adds capabilities and enhancements to the platform. We're also seeing strong demand from at least 10 other states, for example, Virginia for the state-of-the-art solution. We also expanded our state disbursement unit relationship in Illinois with nearly $2 million of additional print services ACV and secured approximately $4 million of ACV supporting Pennsylvania's transition to chip-enabled EMV technology for EBT.

Government has generated approximately year-to-date $105 million of new business ACV. And looking ahead, we had nearly 30 submitted proposals awaiting awards, representing a meaningful pool of late-stage opportunities although state election cycles now over will accelerate procurement and award timing. Our strategy in government is straightforward. We have decades of domain expertise in highly complex programs. We want to combine that expertise with modern technology, stronger implementation and execution and new capabilities to become an even more relevant and valuable partner to our government clients.

Now let me come to the second priority, which is optimizing the portfolio. We have completed the successful sale of the public transit business to [indiscernible] for $164 million and expect to complete the sale of the tolling business shortly. These transactions advance our exit from transportation and sharpen our focus on our core commercial and government businesses, allowing us to concentrate our capital, resources and management attention on those businesses. Across both commercial and government, our strategic focus is on serving highly regulated industries and complex programs where our domain expertise and mission-critical solutions can differentiate us.

With the completed public transit divestiture and impending sale of tolling, we have made significant progress on our portfolio optimization priority. When we fully exit the transportation business, we would generate $234 million of gross proceeds which is almost equivalent to our market cap, clearly not reflecting the true value of this company. We will continue with our disciplined approach of fixed South and grow.

We will fix businesses where we can see a clear path to improving meaningful performance sell businesses that are no longer aligned with our long-term strategy and grow the businesses where we believe we have the strongest competitive advantage and the greatest opportunity to create long-term value. Portfolio optimization is not simply becoming smaller. It is about increasing focus and investing in higher-margin businesses with attractive growth opportunities that have long-lasting solutions. It is about making Conduent simpler, more focused and better positioned to invest behind the businesses where we believe we can create the greatest enterprise value for clients, and our shareholders and bondholders. That was the objective we outlined at the beginning of this year, we have taken meaningful steps towards delivering it.

The third priority is increase speed and accountability. As we communicated on Investor Day, going forward, AI will be a very important lever across all parts of the business, and we intend to accelerate our efforts. To do that, we have established an AI center of excellence that will serve as the enterprise engine for scaling AI across Conduent by identifying and prioritizing the highest value opportunities rapidly developing and validating use cases and creating the reusable capabilities, governance and partnerships needed to move AI solutions from concept to production faster. The AI center of excellence will work across two areas in particular. One is how we create differentiation in our solutions and open new adjacencies with AI, like scaling unstructured document processing through Gen I addressing fraud across full life cycle of benefits in the government programs.

Secondly, AI Center of Excellence will closely look at our operations and ways of working to enhance productivity and development speed through AI. An example of that will be driving usage of AI-based coding tools for developers with the right measurements and guardrails in place. we are currently shaping the long-term road map and expect to share more on this throughout the next year. In addition, to this, we have aggressively delayered the company organization, dramatically changed the leadership team this year and move to decision-making at light speed. The next priority is enforcing financial discipline. On October 23, we completed a comprehensive refinancing of our revolving credit facility where Giles will provide additional details shortly. This was a very important milestone for Conduent. And combined with the divestiture activity strengthens our liquidity and gives us greater financial flexibility to execute our transformation.

And that allows us to increasingly shift our attention from restructuring the company to improving the performance of the company, both on top line and bottom line. Our fixation and focus on moving towards positive free cash flow is resolute. Giles will provide more details on it. Our final priority is reducing our cost structure. We continue to simplify the organization during the quarter, reduce structural costs and improve how we operate, you can see clear evidence of that progress in our third quarter profitability. We're also tightening capital spending year-to-date spending in 2026 and totaled $38 million compared with $59 million a year ago. That is encouraging. But let me be very clear. We still have a significant opportunity ahead of us.

At Investor Day, we discussed a broader cost transformation that goes beyond traditional head count reduction. It includes simplifying our organizational structure, optimizing our vendor base and real estate footprint modernizing our technology infrastructure and using automation and AI to make our operations more efficient. Out of the total $20 million of cost savings target, we have already identified $106 million and have realized $55 million. The objective is not simply to take cost out of Conduent. The objective is to build a company that can operate more efficiently increased pace of play and invest more effectively and translate future revenue growth into stronger margins and free cash generation. One last topic I should update you on.

We reached an agreement to resolve the class action litigation arising from the January 2025 cyber event. The settlement is subject to court approval and is expected to be funded by our insurance fully. Looking ahead, as I step back from this quarter, I would characterize our position this way. We have made substantial progress in reshaping Conduent. We have simplified the portfolio. We have strengthened our financial foundation and increased our financial discipline. We are reducing our structural cost base. We are investing in technology and AI. And we have built a substantial pipeline of opportunities across our commercial and government business. The next phase is about converting those actions into sustainable profitable growth.

With that, I turn the call over to our CFO, Giles Goodburn, to provide more details on the quarter's profitability, balance sheet and our outlook.

Giles Goodburn

Thanks, Harsha. As we've done in the past, we're reporting both GAAP and non-GAAP numbers. The reconciliations are in our filings and in the appendix of the presentation. Let me start by stating the results we are reporting today reinforce our conviction around our transformation journey we laid out at our investor event on September 30 this year. Since the beginning of the third quarter, we have completed several strategic imperatives and showed progression in some of our key financial metrics, all of which I'll discuss today. First, we completed the sale of our Transit Solutions business to Medaxo on October 1 for a headline price of $164 million. We received $140 million at close, less $18 million of international cash, which went with the transaction and also reduced our off-balance sheet financial exposure by over $200 million. Second, we completed the refinancing of our revolving credit facilities, extending the existing $357 million and adding an incremental 90 million of additional commitments comprising $75 million of new revolving commitments and a $15 million back stock performance letter of credit facility for a total committed facility of 447 million. We also extended the maturity of the facilities to May 2029.

This new facility provides us ample financial flexibility to execute on our Xtend 2026 to 2028 strategic priorities. The facility reduces by $80 million by the end of the year as we divest the transportation assets and reduce our working capital requirements. Turning to the quarter. Unless otherwise indicated, the financial disclosures and related information and commentary provided herein relate to the company's continuing operations, which exclude the transportation segment, all prior periods have been restated to reflect discontinued operations. Let's discuss the key sales metrics on Slides 5 and 6. We signed 61 million of new business ACV this quarter compared to $70 million in Q3 2025. In the commercial segment, we are consistently signing between $40 million and $60 million of new business ACV each quarter.

In Q3, we signed 4 new logos, all new health care clients signing up for solutions across our health care operations and enterprise operations offerings. As Harsha mentioned earlier, we also signed a significant new capability with a leading auto manufacturer, which will support the continued growth in our finance, accounting and procurement offerings. The commercial qualified pipeline stands at just under GBP 400 million, which is up 27% since the beginning of the year. In the Government segment, we signed $16 million of new business ACV in the quarter. The third quarter has consistently been the low point in the last couple of years, this year, we continue to see a steady release of RFPs from government entities, which we are actively bidding on. However, the process of awarding these bids is taking longer and, therefore, increasing our average deal cycle times.

The government qualified pipeline continues to stand at $2.5 billion up 8.5% since the beginning of the year. Let's turn to Slide 7 and 8 and review the Q3 2026 P&L metrics. Revenue for the quarter was $534 million compared to $605 million in Q3 2025. While down year-over-year, revenue is up sequentially versus Q2 2026. Adjusted EBITDA for Q3 2026 was $36 million as compared to $31 million in Q3 2025. Our adjusted EBITDA margin of 6.7% is up 160 basis points year-over-year. Included in these adjusted EBITDA numbers is approximately $4 million in 2026 and 5 million in 2025 of stranded costs related to the former Transportation segment, which we will address as the transactions close. Both adjusted EBITDA and adjusted EBITDA margin showed significant improvement versus last quarter, and our expectation is that will continue into Q4.

Turning the page to our segment results. Q3 2026 Commercial segment revenue was 308 million, down 16% compared to Q3 2025. The decline is driven by contract losses and volume declines predominantly in our customer experience management offering. The losses include our largest commercial client, whose contract with us ended in the third quarter and is already incorporated in our outlook. Commercial adjusted EBITDA was GBP 29 million, a decrease of 8 million year-over-year, and the adjusted EBITDA margin of 9.4% was down 70 basis points. The reduced adjusted EBITDA and margin is predominantly a result of a health plan administration license agreement we signed in the prior year quarter, which made a strong contribution to the bottom line.

Sequentially, both adjusted EBITDA and adjusted EBITDA margin improved 5 million and 160 basis points, respectively, resulting from our cost efficiency programs in the commercial segment. Government segment revenue for the quarter was 226 million versus 238 million in Q3 2025. The drivers here were completed implementation projects lost business and lower client volumes. Adjusted EBITDA was $63 million, with adjusted EBITDA margin of 27.9%, up 230 basis points year-over-year. Our cost efficiency programs drove the higher adjusted EBITDA and margin outcomes. Unallocated costs were $56 million for Q3 '26, a reduction of 16% versus Q3 2025, reflecting the continued progress with our cost efficiency programs in the corporate functions. Turning to Slide 9, we'll discuss the balance sheet and cash flow.

Let's start with the temporary impacts of the renewed revolving credit facility. Due to the new facility closing after the end of the quarter on October 23, there are a couple of items on the September 30 balance sheet and cash flow statement that were impacted by the timing of the close falling outside the quarter. On the balance sheet, we have included the full amount of the previous facility that was set to mature on October 15, 2026, of 170 million in current portion of long-term debt.

Also, during the negotiations of this new facility, our factoring program provided by one of the bank lenders was temporarily paused until the new agreements were finalized. This pausing of the factoring program straddled the quarter end period and hence had a significant impact on our cash flow from operating activities, our adjusted free cash flow and subsequently, our net leverage ratio. We anticipate both of these impacts will be resolved by the end of the fourth quarter. We ended Q3 2026 with approximately $295 million in cash on the balance sheet and negative adjusted free cash flow of 117 million for the quarter. The pausing of the factoring facility had a significant impact on free cash flow.

But on a year-to-date basis, we continue to show an improvement versus 2025 and had a normal -- had a normalized level of factoring been executed, we would have been very close to breakeven free cash flow for the quarter. Our adjusted net leverage ratio of 2.9 turns is temporarily elevated this quarter. It excludes EBITDA from discontinued operations and includes the estimated cash proceeds from divestitures at closing, and our capital expenditure for the quarter was 2.8% of revenue, in line with our expectations. Turning to Slide 10. You will see our guide for 2026 remains unchanged compared to last quarter and what we shared at the investor event on September 30.

As a reminder, it excludes discontinued operations. For 2026, the revenue range is $2.15 billion to $2.25 billion and our adjusted EBITDA guide is 140 million to GBP 170 million, which at the midpoint is a 7% adjusted EBITDA margin. The out years remain consistent with what we discussed at the investor event with the addition of our net leverage ratio expectations. The new revolving credit facility and the $520 million of senior secured notes, both mature in 2029. The which allows us to focus on the Ascent 2026 to 2028 strategic priorities for the next 18 months before commencing another refinancing process. As we execute on the Ascend priorities, we expect adjusted EBITDA margins to incrementally improve to double digits and also begin to deliver positive free cash flow over this 3-year outlook time frame.

These are the catalysts, which will drive our net leverage ratio down to 1.5 turns in 2028 and steadily improved to one turn thereafter. That concludes the financial review of Q3 2026. And now I'll hand it back to Harsha. Harsha?

Harsha Agadi

Thank you, Giles. We also recognize that our current financial results are starting to reflect directional improvement. Revenue has been under pressure from historical churn, but our conversion of our pipeline to revenue will continue to improve and increase velocity. We believe the actions we have taken this year give us a stronger foundation from which to address those challenges. Our strategy is no longer about defining what needs to change at Conduent. We know what needs to change.

It now is all about flawless execution combined with a laser focus on selling our services as we reduce unwarranted costs and embracing today's AI-driven technology environment. And along with that, executing on our Ascent 26-28, as described on the Investor Day, which is standardize our operations and infrastructure specialized in core communications and scale around broad industry challenges. We believe that is the path to sustainable, profitable growth and long-term shareholder value. Before we open the lines for questions, let me leave you with one final thought. I became CEO on January 16, 2026. Over the course of this year, we have acted decisively. We have reshaped the portfolio. We have strengthened our financial foundation, reduced our structural cost and simplifying how we operate.

We are investing in technology and AI and we are building a stronger foundation for the commercial and the government growth patterns. The work is never complete. But I believe we're ending the year as a simpler, more focused and financially stronger Conduent than we were when we began this journey. Our focus now is execution and delivering the results that demonstrate that progress. I want to take a moment and thank all our associates around the world for their continued dedication, commitment and hard work and our clients for the trust they place in us every day.

With that, I wish everyone happy holidays, and we'll see you next year. Operator, we are now ready to take questions.

Operator

[Operator Instructions]. Your first question will be from [ George Crust ] at Noble Capital Markets.

質疑応答

Unknown Analyst

Congratulations on the quarter. I'm filling in for Mike. So you talked a lot about your new business wins, but revenue was still down for the quarter. I was wondering if you could provide a little bit more color of when your new ACV wins actually start flowing through to the P&L?

Harsha Agadi

Yes. So first of all, the new ACV is flowing through to the P&L. But we've had, as I said in earlier calls, before I even joined Conduent as CEO, a large customer cycling off that has now completed. So we will not see those big holes on a daily basis anymore. But as the ACV on the new wins keeps picking up, as you would expect, it will start exceeding churn. So to me, what you're seeing is like a net number, but the churn is starting to reduce with that large customer having left us. So each month, that's why you're seeing sequential improvement quarter-to-quarter.

Operator

Next question comes from Gowshi Sri at Singular Research.

Gowshihan Sriharan

My first question is on the Virginia, how is revenue being recognized for the modernization? Is that milestones or cost as incurred and the lift in government Q3, is that from implementation work or rather some kind of run rate operations?

Giles Goodburn

So I missed the second part of the question. But the first part of the question, Gowshi, it's on a percentage of completion basis. So revenue for that project will be recognized as we go through the projects on a percentage of completion. And then we build client based on a milestone basis and clearly take the cash on a milestone basis as well.

Harsha Agadi

And by the way, Virginia will be ongoing revenue once fully implemented and will be actually much larger than New Mexico, and we have 10 more states lining up right behind it that we're in negotiations with because Conduent, the CMBS, the Conduent Medicaid system is truly state-of-the-art unique and cloud native that our competitors to the best of our knowledge cannot offer.

Gowshihan Sriharan

On the pricing side, how did pricing in the quarter of renewals compared with contracts that they replaced. And the move to shorter contract terms, is that -- is that coming mostly from the client side? Or are you structuring it that way?

Giles Goodburn

So yes, so we're generating price where we can on the renewals that we're engaging with the clients on. Clearly, there's cost increases, we will know as inflation inflationary concept here in -- across the globe. As far as the tenure of the renewals are concerned, we're typically renewing them in the commercial space at that kind of 3-year time frame, which is the average deal size or deal tenure that we have in that space. In the government side, I'd say we're doing in the last few months, certainly more add-on activity. We talked about some of the larger deals being caught in the award side are not being awarded due to what's been going on with the election cycle. So in the government space, we're seeing more add-on activity, which is essentially a shorter time frame.

Operator

Next question comes from Marc Riddick at Sidoti Company.

Marc Riddick

Good evening, everyone. I wanted to start with maybe a couple of comments around -- maybe you could share some thoughts around the pipeline. And maybe you could talk a little bit about a couple of the catalysts that you're seeing there as well as how the pacing progress through the quarter and then to here into the fourth?

Harsha Agadi

Yes. So maybe I'll step back and first talk about what I call as the qualified pipeline. And even from January to now, it has actually become quite large, about $2.9 billion. $2.5 billion is on the government side. $400 million is on the commercial side. And a qualified pipeline for us, Marc, is it has to be Stage 2 where conversations are already taking place and RFP or RFI in process. So there's a fair amount of activity. The other piece that I should tell you is the entire culture on sales has changed. We have a lot of elements in place, which some will tell me that this is normal in certain companies.

Guess what, Conduent some of it did not exist. And now our pace of play from Stage 2 to completion is picking up a fair amount of speed. Now the election cycle on the government side did slow us down. Just to give you a simple example, we have 30 proposals amounting to $380 million that was in the pipeline waiting for it to be approved and moved forward. I think the gates will open post election. And frankly, with the way election went, I think there's a greater opportunity for Conduent to partner with states that are willing to spend. Just to give you one small example, the one big beautiful bill, which is also called HR where a lot of Medicaid [indiscernible] were probably going to get blocked for a variety of reasons.

Now with the shift in the Congress that actually will remain and might increase in activity, therefore, helping content. So we're actually -- it's kind of interesting. You have two sites to every election, but we're actually positive because we have the government as our clients, and we're going to see a big pickup in activity.

Marc Riddick

Great. And then you may have answered what my follow-up was going to be because it seems as though that's at least part of it, but I was going to touch on the commentary around the average deal cycle times extending. Is that the primary or were there other factors in play with the average deal cycle times increasing during the quarter?

Giles Goodburn

Yes. No, Marc, that's the key contributor is what's been going on in the government with the election cycles. And we're anticipating that, that starts to free up now that we're through November 5, and should see some of those being awarded by the various states that we're engaged with.

Marc Riddick

Excellent. And then I guess the last one for me, I'll add on a follow-up because that was kind of covered in the first question. But I wanted to talk a little bit about the pricing dynamic that you're looking at and sort of how that plays into next year's portion of the 3-year plan and whether there's pricing that can be captured in any of the key areas of the business?

Harsha Agadi

Yes. Here's what I would say. Pricing is always very competitive. But we have a couple of things that I think may be in our favor. One is there is inflation on Therefore, it gives us an opportunity to do a few things with that. Second, we are now religiously insisting on cola everywhere. We may not get it everywhere, but we're much more forceful on that. And the other piece is as we continue to use new and better platforms and technology, it gives us savings makes us more price competitive as we're bidding on things. So we have a number of things in place simultaneously.

And I'm very focused when we look at a sales proposal, I am focused on contribution margin before corporate overhead. That is a key number for us to look at. And as I tell folks internally, we don't deposit margin percent we deposit dollars. So we're going to look at deal by deal and make sure there's more dollars of profitability coming through.

Operator

Thank you. Ladies and gentlemen, this does conclude today's question-and-answer period as well as our conference call. I would like to thank everyone for attending. And at this time, we do ask that you please disconnect your lines.