Financial Data and Key Metrics Changes - Rapid7 ended fiscal 2025 with an Annual Recurring Revenue (ARR) of $840 million and total revenue of $860 million, both exceeding guidance [7] - For Q4, total revenue was $217.4 million, growing 0.5% year-over-year, while full-year revenue reached $859.8 million, growing 1.9% year-over-year [31] - Non-GAAP operating income for Q4 was $30.1 million, with a margin of 13.9%, and full-year non-GAAP operating income was $135.7 million, or an operating margin of 15.8% [33][34] Business Line Data and Key Metrics Changes - The Managed Detection and Response (MDR) segment grew in the high single digits, contributing to a total ARR growth of approximately 7% in the Detection and Response (DNR) business [32][22] - Professional services revenue for Q4 totaled $8.2 million, down from $9.9 million in Q4 2024, reflecting a shift towards greater utilization of partners for service delivery [31] Market Data and Key Metrics Changes - The cybersecurity market is experiencing significant disruption due to advancements in AI, leading to a reevaluation of security postures across enterprises [9][10] - Regulatory requirements are expanding and becoming more complex globally, increasing the demand for comprehensive security operations [12] Company Strategy and Development Direction - Rapid7 is focusing on integrating AI capabilities into its offerings to enhance security operations and provide proactive security postures [16][26] - The company aims to consolidate its security solutions under a unified platform, enhancing customer experience and operational efficiency [18][19] - Strategic investments are being made to evolve the product portfolio and improve service delivery, particularly in the DNR and exposure management segments [24][25] Management's Comments on Operating Environment and Future Outlook - Management acknowledges the challenges posed by the evolving threat landscape and the need for companies to adapt their security strategies accordingly [10][27] - The leadership team is optimistic about the growth potential in the DNR market and is focused on improving operational efficiencies and customer engagement [38][39] Other Important Information - Rapid7 ended 2025 with over 11,500 customers and an average ARR per customer of approximately $72,000 [34] - The company has a strong balance sheet with over $659 million in cash and equivalents, providing confidence in its ability to meet future obligations [35] Q&A Session Summary Question: How will the changes in marketing and sales be measured? - Management is focusing on increased sales and marketing productivity, aiming to grow faster while improving efficiency [43][44] Question: What are the core growth businesses going forward? - The primary growth area is the DNR market, with a focus on providing quality service and integrating exposure management into a unified offering [48][49] Question: Why is there no full-year ARR guidance? - The decision was made to provide guidance that is realistic and meetable, with visibility into ARR expected to improve as new leadership settles in [54][56] Question: What is driving the ARR decline in Q1? - The decline is attributed to slower growth in parts of the business outside of DNR, with management expecting improvements as new releases are implemented [82][84] Question: How is Rapid7 addressing customer demands regarding AI? - Customers are seeking more assistance in managing complex environments and expect providers to leverage AI to enhance operational efficiency [66][67] Question: How are customer consolidation trends impacting win rates? - Rapid7 is benefiting from customer consolidation but recognizes the need to simplify its value proposition to improve delivery and win rates [73][74]

Financial Data and Key Metrics Changes - Rapid7 ended fiscal 2025 with an Annual Recurring Revenue (ARR) of $840 million and total revenue of $860 million, both exceeding guidance [5][25] - For Q4, total revenue was $217.4 million, growing 0.5% year-over-year, while full-year revenue reached $859.8 million, growing 1.9% year-over-year [25][26] - Non-GAAP operating income for Q4 was $30.1 million, with a margin of 13.9%, and full-year non-GAAP operating income was $135.7 million, or a margin of 15.8% [27][28] Business Line Data and Key Metrics Changes - The Managed Detection and Response (MDR) segment grew in the high single digits, contributing to a total DNR business growth of approximately 7% year-over-year [26][28] - Professional services revenue for Q4 totaled $8.2 million, down from $9.9 million in Q4 2024, reflecting a shift towards greater utilization of partners for service delivery [26] - The Exposure Command platform saw rapid adoption in Q4, indicating positive momentum in the exposure management business [27] Market Data and Key Metrics Changes - The cybersecurity market is experiencing significant disruption due to advancements in AI, leading to a reevaluation of security postures across enterprises [7][10] - Regulatory requirements are expanding and becoming more complex globally, increasing the demand for comprehensive security operations [10][12] - Rapid7's business model is focused on outcomes and value delivered rather than per-seat pricing, positioning it well in the evolving market [9][10] Company Strategy and Development Direction - Rapid7 is investing in AI capabilities to enhance its security offerings and consolidate customer environments under a unified platform [6][13] - The company aims to shift from reactive to proactive security postures, focusing on outcome-driven service offerings [12][22] - Strategic partnerships, such as with Microsoft, are being leveraged to enhance service delivery and expand market reach [14][15] Management's Comments on Operating Environment and Future Outlook - Management acknowledges the uncertainty in the software sector due to AI advancements but believes Rapid7 is well-positioned to benefit from the evolving cybersecurity landscape [7][10] - The company anticipates that investments made in 2025 will yield dividends in 2026, particularly in improving operational efficiency and market share [22][30] - Management is focused on improving financial forecasting and accountability while expanding non-GAAP operating margins [30][34] Other Important Information - Rapid7 ended 2025 with over 11,500 customers and an average ARR per customer of approximately $72,000 [28] - The company has a strong balance sheet with over $659 million in cash and equivalents, along with a $200 million undrawn revolver [28][29] - Free cash flow for the full year 2025 was $130 million, indicating strong cash generation capabilities [28] Q&A Session Summary Question: Changes in marketing and sales effectiveness - Management is focused on increasing sales and marketing productivity and believes there is a significant opportunity to grow faster while improving efficiency [36] Question: Core growth businesses and areas of focus - The detection and response market is identified as the biggest growth area, with a focus on providing depth and quality of service [38][39] Question: Rationale for not providing full-year ARR guidance - Management decided to focus on revenue guidance due to ongoing changes in the organization and the need for clearer visibility into trends [41][42] Question: Impact of customer consolidation trends - Rapid7 is benefiting from customer consolidation but recognizes the need to simplify its delivery and storytelling to enhance win rates [50][51] Question: Drivers of ARR decline in Q1 - The decline is attributed to DNR growth not compensating for negative trends in other business areas, with management confident in improving DNR growth over the year [56][58]