Xometry (NasdaqGS:XMTR) Q3 2025 Earnings Call November 04, 2025 08:30 AM ET Speaker4Hi, and welcome to Xometry's Earnings Conference Call. At this time, all participants are in a listen-only mode. After the speaker presentation, there will be a question-and-answer session. To ask a question during the session, you will need to press star one one on your telephone. To remove yourself from the queue, you may press star one one again. I would now like to hand the call over to Vice President of Investor Relatio ...

Core Insights - Xometry reported a record third quarter for 2025, with a 31% year-over-year growth in marketplace revenue, highlighting the increasing adoption of its supply chain solutions by enterprise customers [2][5][6] - The company achieved a gross margin of 35.7%, an increase of 210 basis points year-over-year, and an Adjusted EBITDA of $6.1 million, improving by $6.8 million compared to the previous year [2][5][6] - Xometry's revenue for Q3 2025 reached $181 million, a 28% increase from $142 million in Q3 2024, driven by strong marketplace growth and expanded buyer-supplier networks [5][7] Financial Highlights - Q3 2025 revenue was $181 million, up 28% year-over-year, with marketplace revenue specifically increasing by 31% to $167 million [5][6][7] - Gross profit for Q3 2025 was $72 million, a 29% increase from $56 million in Q3 2024, attributed to the record marketplace gross margin [5][7] - The net loss attributable to common stockholders for Q3 2025 was $11.6 million, compared to a loss of $10.2 million in Q3 2024 [6][7] Business Developments - Xometry launched the Workcenter mobile app, enhancing communication and operational management for suppliers within its network [4] - The company introduced auto-quotes for injection molding services in the U.S., streamlining the manufacturing process [9] - Xometry expanded its marketplace in the EU with new materials and faster lead times, including a parts library for easier management of part data [9] Key Operating Metrics - Active buyers increased by 21% year-over-year, from 64,851 to 78,282 [6][11] - Accounts with last twelve-months spend of at least $50,000 rose by 14%, from 1,506 to 1,724 [6][11] - The percentage of revenue from existing accounts was 98%, up from 97% [11] Financial Guidance - For Q4 2025, Xometry expects revenue between $182 million and $184 million, representing a year-over-year growth of 23-24% [12][16] - The full year 2025 revenue guidance has been raised to $676 million to $678 million, with Adjusted EBITDA guidance increased to $16 million to $17 million [12][16]

Q3 2025 Earnings Presentation October 31, 2025 Forward-looking Statements and Non-GAAP Measures 2 • These slides may contain forward-looking statements. These statements relate to future events or to future financial performance and involve known and unknown risks, uncertainties, and other factors that may cause our actual results, levels of activity, performance, or achievements to be materially different from any future results, levels of activity, performance, or achievements expressed or implied by thes ...

Financial Data and Key Metrics Changes - Q2 revenue increased 23% year over year to $163 million, driven by significant market share gains in the custom manufacturing market [7][21] - Marketplace gross margin reached a record 35.4%, up 190 basis points year over year, contributing to an overall company gross margin of 40.1% [8][24] - Adjusted EBITDA improved to $3.9 million, a $6.6 million increase year over year [9][27] - Cash and cash equivalents decreased to $226 million, down approximately $5 million from Q1 2025, primarily due to capital expenditures [28][29] Business Line Data and Key Metrics Changes - Q2 marketplace revenue was $148 million, a 26% year-over-year increase, while supplier services revenue was $14.3 million, down approximately 2% quarter over quarter [22][24] - Active buyers increased 22% year over year to 74,777, with a net addition of 3,323 active buyers [22] - Marketplace revenue per active buyer increased 4% year over year, primarily due to strong enterprise growth in the U.S. [22] Market Data and Key Metrics Changes - U.S. marketplace revenue increased 25% year over year, while international revenue growth accelerated to 31% year over year [22][23] - The number of accounts with at least $50,000 in last twelve months spend increased 15% year over year to 1,653 [23] Company Strategy and Development Direction - The company is focusing on embedding technology and AI across its operations to enhance its position in the custom manufacturing market [11][15] - The strategy includes expanding enterprise sales and marketing efforts, with a focus on large accounts that can generate significant annual revenue [15][20] - The company is raising its 2025 revenue growth outlook to at least 20%, driven by robust demand and strong execution [20][32] Management's Comments on Operating Environment and Future Outlook - Management remains cautious about the macro environment but is optimistic about the company's growth trajectory due to strong marketplace performance [41][52] - The company expects Q3 revenue in the range of $167 to $169 million, representing 18% to 19% growth year over year [30][32] - For the full year 2025, the company expects incremental adjusted EBITDA margin of approximately 21% [33] Other Important Information - The company completed a convertible debt refinancing, raising $250 million in new convertible notes, which improves its balance sheet and financial flexibility [29] - The company is focused on improving working capital efficiency and cash flow conversion given its asset-light model [28] Q&A Session Summary Question: Impact of product initiatives on the business - Management highlighted the acceleration of technology and AI deployment to improve buyer and supplier experiences, with several product rollouts planned for the second half of the year [39] Question: Insights on manufacturing trends and guidance - Management acknowledged strong trends in Q2 but remained cautious about the macro environment, indicating that guidance reflects current market conditions [41][52] Question: Gross margin dynamics and future expectations - Management confirmed that Q2 gross margin was a record 35.4%, driven by AI improvements, and expects continued year-over-year improvements in Q3 [46][48] Question: Potential for growth in a better macro environment - Management indicated that while they are gaining market share, a macro turnaround could provide additional growth opportunities [51] Question: Pricing environment and adjustments - Management explained that pricing adjustments are made in response to changes in tariffs and costs, ensuring flexibility in sourcing options for customers [64] Question: Sales and marketing efficiency - Management noted a normalization in marketing spend and continued leverage in sales and marketing investments, contributing to strong account growth [71][73]

Financial Data and Key Metrics Changes - In Q4 2024, revenue increased 16% year-over-year to a record $149 million, with marketplace revenue growing 20% year-over-year to $135 million [10][32] - Adjusted EBITDA was $1 million, a $3.9 million improvement year-over-year, marking a significant milestone towards profitability [16][40] - Q4 gross profit increased 20% year-over-year to $59 million, with a gross margin of 39.7% [36][40] - Marketplace gross margin expanded 320 basis points year-over-year to a record 34.5% [15][36] Business Line Data and Key Metrics Changes - Marketplace revenue was driven by a 23% increase in active buyers, reaching over 68,000, with net additions of over 3,400 in Q4 [11][33] - Supplier services revenue declined 13% year-over-year in Q4, primarily due to the wind down of non-core services [36] - The number of accounts with last 12 months spend of at least $50,000 increased 12% year-over-year to 1,495 [34] Market Data and Key Metrics Changes - International revenue grew 42% year-over-year in Q4, reaching a $100 million run rate, representing 18% of total marketplace revenue [12][25] - The company expects international revenue to represent 30% to 40% of marketplace revenue in the long term [25] Company Strategy and Development Direction - The company aims to be the global marketplace for the $2 trillion custom manufacturing market, focusing on expanding buyer and supplier networks and enhancing customer segmentation through AI [17][18] - Key growth initiatives include deeper enterprise engagement, expanding the marketplace menu, and enhancing supplier services [22][27] - The company plans to invest in next-generation AI models to improve cost and lead time optimization [23][24] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in strong growth and scale in 2025, despite a challenging manufacturing environment [10][28] - The company is focused on improving working capital efficiency and cash flow conversion, with expectations for continued revenue growth in 2025 exceeding 2024 growth [48][49] - Management highlighted the importance of their technology platform in providing solutions to customers amid volatile global trade policies [100][102] Other Important Information - The company is investing in a new ad server technology platform to enhance supplier engagement and improve monetization of Thomas [27] - Cash and cash equivalents increased to $240 million, driven by positive adjusted EBITDA and improved working capital [42][43] Q&A Session Summary Question: How should we think about the pathway to international revenue growth? - Management expects international revenue to reach 30% to 40% of marketplace revenue, with strong growth in EMEA and anticipated growth in Asia Pacific [55][56] Question: Can you elaborate on multimodal AI and its impact on the buyer process? - The transition to a multimodal model will allow customers to upload various file types for instant quotes, reducing friction and improving customer experience [57][58] Question: What is the current state of the manufacturing environment and its impact on your business? - Management noted increasing success in the enterprise segment, with a focus on technology and safety appealing to customers in a fragmented market [61][62] Question: How is the global sourcing strategy impacting Q1 guidance? - The acceleration of global sourcing is expected to dampen gross margin temporarily in Q1, but management is confident in long-term improvements [66][67] Question: Can you provide insights on order growth in Q4 and 2024? - Management reported a record number of active buyers and strong growth in orders, indicating a positive trend moving into 2025 [74][75] Question: What is the relationship between Thomas and the legacy business? - Management emphasized the focus on technology integration and increasing advertiser penetration on the Thomas platform, which is seen as a high-margin opportunity [82] Question: How have changes in the tariff landscape affected buyer behavior? - Customers are increasingly aware of risk mitigation strategies, leading to a preference for flexible sourcing options across different geographies [100][109]