Financial Data and Key Metrics Changes - Total revenues for Q3 2025 were $109.7 million, up 24% year-over-year and 3% above the high end of guidance [18] - Non-GAAP operating income was $24.1 million, or an operating margin of 22%, the highest yet as a public company, compared to $17.8 million and 20.1% in the prior year [25] - Gross profit for Q3 was $82.5 million, representing a gross margin of 75.1%, down from 77% in Q3 2024 [25] Business Line Data and Key Metrics Changes - SaaS revenue for Q3 was $84 million, growing 38% year-over-year and representing 77% of total revenues, the highest quarterly mix to date [18] - Services revenues were $13.8 million, representing 13% of total revenues and growing 27% year-over-year [18] - Term license and support revenue declined 21% year-over-year, representing 10% of revenues [19] Market Data and Key Metrics Changes - In North America, SaaS revenues grew 36% year-over-year, while total revenues grew 14% [21] - EMEA SaaS revenues grew 42% year-over-year, representing 89% of total EMEA revenues, which grew 35% [21] - APAC SaaS revenues grew 34% year-over-year, representing 53% of total APAC revenues, which grew 25% [21] Company Strategy and Development Direction - The company is focusing on governing agentic AI as a first-class discipline, integrating it with traditional data protection and cloud governance tools [7][10] - Future governance will evolve from visibility to autonomous governance, and from enterprise governance to ecosystem governance [15][16] - The company aims to reach $1 billion in ARR by 2029, with a target of 30% contribution from non-Microsoft revenue sources [39] Management's Comments on Operating Environment and Future Outlook - Management noted that AI governance is critical as organizations face risks related to data exposure and compliance [5][6] - The ongoing government shutdown may impact deal timing, but the company remains optimistic about overall demand [20][29] - The company raised its revenue and non-GAAP operating income guidance for the full year, reflecting healthy demand [27][30] Other Important Information - The company ended Q3 with $472 million in cash and short-term investments, and repurchased 528,000 shares for approximately $8.4 million [26] - The dollar-based trailing 12-month gross retention rate was 88%, with a net retention rate of 110% [24] Q&A Session Summary Question: What are the killer AI governance use cases driving urgency for buyers today? - The urgency is about AI readiness for deployment with specific use cases, focusing on data accuracy and risk control [32][33] Question: Can you quantify the impact from federal downsell on ARR? - The federal sector's uncertainty impacted gross retention rates, contributing to a one percentage point decline [34][36] Question: How big is the non-Microsoft-related business today? - Over 90% of revenue comes from the Microsoft tech stack, with less than 10% from multi-cloud sources [38] Question: What is the outlook for sales capacity and growth sustainability? - The company plans to expand teams and invest in both direct and channel go-to-market strategies to sustain growth [40][42] Question: What trends are seen in customer contract duration? - There has been a slight improvement in average contract length this year, reversing a previous decline [43][44] Question: How is the company incorporating AI into its platform? - The company is leveraging AI to enhance product offerings and improve internal efficiencies, including automated risk identification [54][56]