Strong Revenue Growth
Q4 platform revenue grew 30% year-over-year to $119.0M; 2025 platform revenue grew 31% year-over-year to $434M. Q4 marked the eighth consecutive quarter with >=30% YoY platform revenue growth.
Record Net New Platform Revenue & Customer Expansion
Q4 was the strongest quarter in company history for net new platform revenue. Total customers on platform reached 821 (23% YoY increase), including 94 customers added via the Downtowner acquisition; organic customer growth was 9% YoY.
Improving Profitability Metrics
Q4 adjusted EBITDA margin was negative 6%, the narrowest loss in company history (improved from negative 10% in Q4 2024). Full-year 2025 adjusted EBITDA improved by 8 percentage points to negative 8%.
High Retention and Low Churn
Net revenue retention for the past year was 119%; gross revenue retention reached a company record of 98% (best-ever, up from the prior record set in Q3 2025), demonstrating strong customer stickiness.
Recurring Revenue and Contract Visibility
97% of 2025 revenue was generated through recurring platform fees; contracts are typically multiyear (2-3 years), and management reports over 95% visibility into revenue for the next 12 months.
Product & AI Acceleration
In 2025 the product organization (400 engineers/product/data scientists) released >50 new products/features; pipeline grew >50% YoY. Company is embedding AI across planning and operations tools to automate workflows and generate prescriptive recommendations.
U.S. Market Strength & Flywheel Effects
U.S. platform revenue grew 39% YoY in Q4. The company highlighted 'flywheel' effects in 19 U.S. states (73% YoY growth in flywheel states) and noted improved sales efficiency (example: 1,800% increase in revenue per sales head in Ohio).
Downtowner Acquisition and Strategic M&A Positioning
Acquired Downtowner in Q4 (first post-IPO M&A), adding 94 customers and Destination Cities expertise/data; management expects targeted acquisitions to be an attractive capital allocation strategy amid market dislocation.
Guidance Showing Continued Growth and Path to Profitability
Q1 2026 revenue guidance of $123.3M–$123.8M (25.0%–25.5% YoY) and FY2026 revenue guidance of $542.9M–$545.1M (25.0%–25.5% YoY). FY2026 adjusted EBITDA margin guidance of negative 2.3% to negative 1.4% (vs negative 8% in 2025) and plan for first positive adjusted EBITDA quarter in Q4 2026.
Operational Efficiency in Spend
Sales & marketing declined to 13% of revenue (from 15% in Q4 2024); R&D spending as a percentage of revenue declined to 18% (from 21% in Q4 2024) while accelerating product output, benefitting from AI-enabled engineering efficiency.