DOUG CLARK Good afternoon and thank you for joining us. With me on the call today are Shantanu Narayen, Adobe's Chair and CEO, David Wadhwani, President of Digital Media, Anil Chakravarthy, President of Digital Experience, and Dan Durn, Executive Vice President and CFO. 1 On this call, which is being recorded, we will discuss Adobe's fourth quarter and fiscal year 2025 financial results. You can find our press release, as well as PDFs of our prepared remarks and financial results, on Adobe's Investor Relati ...

来源：美股研究社 Adobe与Salesforce两家公司虽然都已失去华尔街的青睐，但其基本面却在持续走强。 Salesforce 与 Adobe 的未来走向，无非两种可能：要么是当前软件板块中最值得入手的两只标的，要么 就是两家颓势已定、只是衰退尚未体现在财务数据上的公司。 这正是问题的棘手之处：事实上，两家公司的基本面都在持续向好，但围绕它们的市场叙事却在不断恶 化。 Adobe(ADBE) 将于 12 月 10 日发布财报，这份财报对应其 2025 财年第四季度，既是全年业绩的收官之 作，也将帮助我们更清晰地把握公司下一财年的发展预期。接下来，就让我们做好准备，梳理这份财报 的潜在看点。 过去十年，Adobe 的成功源于其向订阅制商业模式的转型 —— 目前公司近 97% 的营收均来自订阅业 务。 从业务板块划分来看，Adobe 将其运营分为三大核心领域：数字媒体业务（约占总营收的 74%）、数字 体验业务（占总营收的 25%）以及出版与广告业务（占总营收的 1%）。 2024 财年末，公司公布的营收规模达到 215 亿美元。本财年，公司重回增长轨道，设定的总营收目标 不低于 236.5 亿美元，具体内容 ...

过去十年，Adobe 的成功源于其向订阅制商业模式的转型 —— 目前公司近 97% 的营收均来 自订阅业务。 从业务板块划分来看，Adobe 将其运营分为三大核心领域：数字媒体业务（约占总营收的 74%）、数字体验业务（占总营收的 25%）以及出版与广告业务（占总营收的 1%）。 Adobe与 Salesforce 两家公司虽然都已 失去华尔街的青睐，但其基本面却在持续走强。 Salesforce 与 Adobe 的未来走向，无非两种可能： 要么是当前软件板块中最值得入手的两 只标的，要么就是两家颓势已定、只是衰退尚未体现在财务数据上的公司。 这正是问题的棘手之处：事实上，两家公司的基本面都在持续向好，但围绕它们的市场叙事却 在不断恶化。 【如需和我们交流可扫码添加进社群】 Adobe (ADBE) 将于 12 月 10 日发布财报，这份财报对应其 2025 财年第四季度，既是全 年业绩的收官之作，也将帮助我们更清晰地把握公司下一财年的发展预期。接下来，就让我们 做好准备，梳理这份财报的潜在看点。 2024 财年末，公司公布的营收规模达到 215 亿美元。本财年，公司重回增长轨道，设定的 总营收目标不低于 2 ...

Key Takeaways ADBE expects Q4 revenues of $6.075-$6.125B and a non-GAAP EPS of $5.35-$5.40. AI demand is driving growth in Creative Cloud, Firefly and Adobe Experience Platform offerings. Integrated GenStudio topped $1B in ARR with 25% growth, boosting Adobe's marketing solutions momentum. Adobe (ADBE) is set to report fourth-quarter fiscal 2025 results on Dec. 10.For fourth-quarter fiscal 2025, Adobe projects total revenues between $6.075 billion and $6.125 billion. The company expects non-GAAP earnings be ...

Core Insights - Adobe's shares have declined 36.3% over the past year, underperforming the Zacks Computer and Technology sector's return of 23.9% and the Zacks Computer – Software industry's appreciation of 9.5% [1][8] - The underperformance is attributed to modest growth prospects due to intense competition in the AI and generative AI sectors from companies like Microsoft, Alphabet, Salesforce, and others [1][15] Financial Performance - Adobe's annual recurring revenues (ARR) influenced by AI surpassed $5 billion, with new AI-first products generating over $250 million in ARR [6][8] - The company raised its fiscal 2025 revenue guidance to between $23.65 billion and $23.7 billion, up from the previous range of $23.5-$23.6 billion [11] - The Zacks Consensus Estimate for fiscal 2025 revenues is pegged at $23.67 billion, indicating a 10.1% growth from 2024 [12] AI Business Growth - Strong demand for AI-powered products like Creative Cloud Pro and Acrobat is driving growth, with monthly active users of Acrobat and Express growing approximately 25% year over year [7][8] - The Creative Professionals segment is benefiting from increased usage of AI in applications like Photoshop and Premiere Pro [8][9] - The integrated GenStudio solution and other AI services now exceed $1 billion in ARR, growing more than 25% year over year [10] Competitive Landscape - Adobe's AI business remains small compared to competitors like Microsoft and Alphabet, which are seeing significant growth in their AI services [15] - Microsoft and Alphabet have reported returns of 17.3% and 68.3%, respectively, while Salesforce has seen a decline of 30% [2][15] Valuation Concerns - Adobe's Value Score is C, indicating a stretched valuation, trading at 11.31X price/book compared to the sector's 10.13X and competitors like Microsoft and Alphabet [16] - The stock is currently trading below the 50-day and 200-day moving averages, suggesting a bearish trend [21]

Core Insights - Adobe's strategy of integrating AI into its product offerings is significantly contributing to its growth, as evidenced by the third-quarter fiscal 2025 results, with annual recurring revenues (ARR) surpassing $5 billion [1][7] - The company has raised its fiscal 2025 revenue guidance to between $23.65 billion and $23.7 billion, reflecting strong performance driven by AI initiatives [5][7] Financial Performance - Adobe's Digital Media ARR increased by 11.7% year over year at constant currency, fueled by demand for AI-powered products like Creative Cloud Pro and Acrobat [2][3] - The monthly active users of Acrobat and Express grew approximately 25% year over year in the Business Professionals and Consumers segment [2] - ARR from new AI-first products, including Firefly and Acrobat AI Assistant, reached over $250 million, meeting the company's end-of-year target [1][7] Product and Market Dynamics - The Creative Professionals segment benefited from increased demand for AI features in Photoshop, Premiere Pro, and Illustrator, contributing to the growth of the Creative Cloud Pro offering [3] - The Marketing Professionals segment saw ARR growth of over 40% year over year, driven by strong demand for Adobe Experience Platform and its native applications [3] - Integrated solutions like Workfront, Frame, AEM Assets, Firefly Services, and GenStudio for performance marketing now exceed $1 billion in ARR, growing more than 25% year over year [4] Competitive Landscape - Adobe's shares have declined 21.5% year to date, underperforming the broader Zacks Computer and Technology sector and the Computer – Software industry [7][11] - Compared to competitors like Microsoft and Alphabet, which reported higher revenue growth rates of 18.1% and 13.8% respectively, Adobe's revenue growth of 10.7% in the recent quarter is lagging [10] - Adobe's AI business remains small compared to major players like Microsoft and Salesforce, which are experiencing significant growth in their AI offerings [9] Valuation and Market Sentiment - Adobe's current valuation is considered stretched, with a Price/Book ratio of 12.59, higher than the sector average and competitors [14] - The stock is trading below its 50-day and 200-day moving averages, indicating a bearish trend in the market [17]

Core Insights - Adobe is heavily integrating AI into its Creative Cloud applications, with strong adoption of the Creative Cloud Pro offering, particularly in emerging markets like India, which saw a 50% year-over-year growth in ending units [2][3] - The Firefly application is becoming a central hub for creators, incorporating both Adobe's and third-party AI models, with significant growth in usage metrics such as a 30% increase in monthly active users and 20% growth in first-time subscribers [5][3] - Adobe GenStudio has surpassed $1 billion in annual recurring revenue (ARR), growing 25% year-over-year, and is seen as a comprehensive solution for AI-driven marketing automation [9] - The Adobe Experience Platform (AEP) AI Assistant is being utilized by 70% of eligible customers, indicating a strong adoption of AI capabilities within the platform [10] - Adobe's AI-influenced ARR has exceeded $5 billion, reflecting the company's successful integration of AI across its product offerings [16] Adobe's AI Integration - Adobe's management is infusing AI across flagship applications like Photoshop and Illustrator, with new features such as Harmonize and Project Turntable enhancing user experience and productivity [2][3] - The Firefly application has seen 29 billion generations since its launch, with video generations increasing by 40% sequentially in 2025 Q2 [5][3] - The integration of third-party models into Adobe's applications is a key focus, with management emphasizing the importance of seamless workflows for users [7][8] Marketing Automation and Customer Experience - Adobe GenStudio is positioned as a leading solution for marketing automation, with new capabilities accelerating video and display ad campaign creation [9] - The company is leveraging AI to enhance customer engagement and loyalty, with a focus on hyperpersonalized experiences [11][12] - The launch of Adobe LLM Optimizer aims to improve brand visibility and drive traffic from AI chatbots, reflecting a strategic shift in marketing approaches [19][21] MongoDB's Position in AI - MongoDB is witnessing a surge in AI-native customers, positioning itself as a key component of the AI infrastructure stack [31][34] - The company is seeing strong growth in Atlas consumption, driven by capabilities like Search and Vector Search, which are essential for AI applications [32] - MongoDB's management believes that its JSON database structure is well-suited for handling complex and evolving data structures, making it advantageous for AI applications [44] Adyen's AI-Driven Solutions - Adyen's AI-powered Adyen Uplift technology is enhancing payment processes, improving conversion rates, and reducing costs through intelligent payment routing [25][26] - The company is focusing on agentic commerce, which requires new approaches to fraud prevention and secure information exchange [28][29] - Adyen's modular design allows merchants to adopt specific capabilities relevant to their business needs, with significant adoption rates for its Optimize and Protect modules [26]

Financial Data and Key Metrics Changes - Adobe achieved record revenue of $5.99 billion in Q3 FY25, representing a 10% year-over-year growth [4][29] - GAAP earnings per share for the quarter was $4.18, and non-GAAP earnings per share was $5.31, reflecting 11% and 14% year-over-year growth respectively [29] - Cash flows from operations reached a record $2.20 billion for Q3 [30] - Remaining performance obligations were $20.44 billion, growing 13% year-over-year [30] Business Line Data and Key Metrics Changes - Digital Media revenue was $4.46 billion, growing 11% year-over-year, with ending ARR of $18.59 billion, up 11.7% year-over-year [11][30] - Digital Experience revenue was $1.48 billion, with subscription revenue of $1.37 billion, representing 11% year-over-year growth [22][33] - AI-influenced ARR surpassed $5 billion, with significant contributions from Firefly, Acrobat AI Assistant, and Gen Studio for Performance Marketing [10][29] Market Data and Key Metrics Changes - The adoption of Adobe Experience Platform AI Assistant reached 70% among eligible customers [8][27] - Monthly active users of Acrobat and Express grew approximately 25% year-over-year [31] - Over 14,000 organizations added Express in Q3, a 4x increase compared to the previous year [15] Company Strategy and Development Direction - Adobe's strategy focuses on integrating AI across its applications to enhance value and deliver innovative products [4][10] - The company aims to be the operating system for creative work, combining creativity and marketing solutions [7][10] - Adobe is positioned to help businesses orchestrate personalized customer experiences through its integrated platform [23][24] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in Adobe's ability to deliver durable and profitable growth in an AI-first world [38][39] - The company raised its FY25 revenue and EPS targets based on strong momentum and customer adoption of AI-first products [38][39] - The shift in consumer behavior towards LLMs is seen as an opportunity for Adobe to enhance brand visibility and customer engagement [22][24] Other Important Information - Adobe's effective tax rate in Q3 was 19.0% on a GAAP basis and 18.5% on a non-GAAP basis [36] - The company entered into a share repurchase agreement totaling $2.50 billion, with $8.40 billion remaining of its $25 billion authorization [37] Q&A Session Summary Question: Insights on Adobe's video manipulation technology and competitive risks from advertising platforms - Management highlighted the integration of third-party models like Nano Banana into Adobe's applications, emphasizing the unique workflow and control Adobe provides [44][45] - Concerns about competition from advertising platforms were addressed, noting that larger enterprises prefer Adobe for multi-channel campaign management [48][49] Question: Drivers of success in AI-first products - Management noted strong adoption across various AI-first products, including Firefly and Acrobat AI Assistant, contributing to exceeding the $250 million ARR target [52][54] Question: Mix of AI credit usage and internal impact of LLM Optimizer - The majority of AI generation continues to come from Firefly, with increasing usage of third-party models for ideation [58][59] - The LLM Optimizer was tested internally, leading to increased visibility for Adobe's products through LLMs [60][61] Question: Pricing strategy and performance expectations - Management reported strong adoption of Creative Cloud Pro and Firefly, indicating healthy migration and overall strength across the creative business [64][66] Question: Future growth prospects and adaptation to LLMs - Management expressed confidence in the growth of digital media ARR, driven by strong adoption of AI-first products and integrated solutions [68][70]

Financial Data and Key Metrics Changes - Adobe achieved record revenue of $5.99 billion in Q3 FY25, representing a 10% year-over-year growth [5][30] - GAAP earnings per share for the quarter was $4.18, and non-GAAP earnings per share was $5.31, reflecting 14% year-over-year growth [5][30] - AI-influenced ARR surpassed $5 billion, up from over $3.5 billion exiting FY24 [11][30] - Cash flows from operations reached a record $2.20 billion for Q3 [31][37] - Remaining performance obligations were $20.44 billion, growing 13% year-over-year [31][37] Business Line Data and Key Metrics Changes - Digital Media revenue was $4.46 billion, growing 11% year-over-year, with ending ARR of $18.59 billion, up 11.7% year-over-year [12][31] - Digital Experience revenue was $1.48 billion, with subscription revenue of $1.37 billion, representing 11% year-over-year growth [23][34] - Acrobat and Express products saw combined monthly active users grow approximately 25% year-over-year [11][32] - Workfront, Frame, AEM Assets, Firefly Services, and Gen Studio for Performance Marketing products exceeded $1 billion in ARR, growing over 25% year-over-year [9][37] Market Data and Key Metrics Changes - Strong adoption of Adobe Experience Platform AI Assistant, with 70% of eligible customers leveraging this functionality [9][28] - LLM traffic grew 4,700% year-over-year in July 2025, indicating a significant shift in consumer behavior [23][24] - Digital Experience subscription revenue grew over 40% year-over-year [28] Company Strategy and Development Direction - Adobe's strategy focuses on infusing AI across its applications to enhance value and deliver innovative products [5][10] - The company aims to provide an integrated customer experience platform that combines creativity and marketing [10][25] - Adobe is positioned to capitalize on the growing demand for hyper-personalized experiences and marketing automation [10][24] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in Adobe's ability to deliver durable and profitable growth, driven by product leadership and customer-centric innovation [39][40] - The company raised its FY25 revenue and EPS targets based on strong momentum and execution [39][40] - Management highlighted the importance of adapting to changes in consumer behavior driven by AI and LLMs [24][79] Other Important Information - Adobe entered into a share repurchase agreement totaling $2.50 billion, with $8.40 billion remaining of its $25 billion authorization [37][38] - The company plans to showcase innovations at Adobe Max, focusing on productivity features and AI capabilities [22][42] Q&A Session Summary Question: Insights on the Adobe Magic demo and its value proposition - Management highlighted the integration of third-party models like Nano Banana into Adobe's applications, emphasizing the unique workflow and control Adobe provides [44][46][49] Question: Concerns about competition from advertising platforms - Management noted that larger enterprises prefer Adobe for multi-channel campaign management and attribution, indicating a strong competitive position [45][51] Question: Drivers of AI-first product growth - Management indicated that strong adoption across various AI-first products, including Firefly and Acrobat AI Assistant, contributed to exceeding the $250 million ARR target [54][56] Question: Mix of AI credit usage between Firefly and third-party models - Management confirmed that the majority of generation continues to be from Firefly, with a growing interest in third-party models for ideation and editing [59][62] Question: Impact of LLM Optimizer on internal operations - Management shared that LLM Optimizer was tested internally, leading to increased visibility for Acrobat through LLMs [63][64] Question: Pricing strategy and performance - Management reported strong adoption of Creative Cloud Pro and Firefly Services, indicating healthy migration and overall strength across the creative business [68][70] Question: Future growth confidence and AI adoption - Management expressed confidence in the growth of digital media ARR, driven by strong adoption of AI-first products and integrated solutions [72][74]

Financial Data and Key Metrics Changes - Adobe achieved record revenue of $5.99 billion in Q3 FY25, representing a 10% year-over-year growth [4] - GAAP earnings per share for the quarter was $4.18, and non-GAAP earnings per share was $5.31, reflecting 14% year-over-year growth [4][28] - Cash flows from operations reached a record $2.20 billion for Q3 [29] - Remaining performance obligations were $20.44 billion, growing 13% year-over-year [29] Business Line Data and Key Metrics Changes - Digital Media revenue was $4.46 billion, growing 11% year-over-year, with ending ARR of $18.59 billion, up 11.7% year-over-year [11][29] - Digital Experience revenue was $1.48 billion, with subscription revenue of $1.37 billion, representing 11% year-over-year growth [22][29] - AI-influenced ARR surpassed $5 billion, up from over $3.5 billion exiting FY24 [10] Market Data and Key Metrics Changes - Monthly active users of Acrobat and Express grew approximately 25% year-over-year [30] - Over 14,000 organizations added Express in Q3, a 4x increase compared to the previous year [15] - Digital Experience Platform subscription revenue grew over 40% year-over-year [26] Company Strategy and Development Direction - Adobe's strategy focuses on integrating AI across its applications to enhance value and deliver innovative products [4][10] - The company aims to be the operating system for creative work, combining creativity and marketing solutions [6] - Adobe is expanding its offerings with new products like Acrobat Studio and Firefly, targeting both business professionals and consumers [10][12] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in Adobe's ability to grow digital media ARR at least double digits for the foreseeable future [68] - The company raised its FY25 revenue and EPS targets based on strong momentum and customer adoption of AI-first products [35][36] - Management highlighted the importance of hyper-personalization and immersive experiences in the evolving marketing landscape [23] Other Important Information - Adobe's effective tax rate in Q3 was 19.0% on a GAAP basis and 18.5% on a non-GAAP basis [34] - The company entered into a share repurchase agreement totaling $2.50 billion, with $8.40 billion remaining of its $25 billion authorization [35] Q&A Session Summary Question: Insights on the video demo and Adobe's value proposition - Management emphasized the differentiation in choice and integration of third-party models within Adobe applications, enhancing user workflows [43][44] Question: Concerns about competition from advertising platforms - Management noted that larger companies prefer Adobe for multi-channel campaign management, which mitigates risks from single-channel marketers [47] Question: Strength in AI-first products - Management highlighted strong adoption across various AI-first products, including Firefly and Acrobat AI Assistant, contributing to exceeding the $250 million ARR target [50][51] Question: Mix of AI credit usage between Firefly and third-party models - Management confirmed that the majority of generation continues to be from Firefly, with a nice uptick in third-party model usage for ideation and editing [55][57] Question: Pricing and performance of the Performance X product - Management reported strong adoption of Creative Cloud Pro and Firefly Services, indicating healthy migration and overall strength across the creative business [64][65] Question: Relationship between seats and consumption in Creative Cloud - Management acknowledged the shift towards consumption models but emphasized the continued strength in seat-based revenue, particularly with AI integration [78]