Financial Data and Key Metrics Changes - Revenue for Q4 2025 grew 11% year-over-year to $72.8 million, which was below guidance due to delays in closing two large LLM data training contracts [5][26] - Non-GAAP operating profit for Q4 was $3.4 million, reflecting a 5% margin, compared to $2.6 million and a 4% margin in Q4 2024 [27] - Free cash flow for the year was approximately $13 million, marking the ninth consecutive quarter of positive free cash flow [7] Business Line Data and Key Metrics Changes - AI-related revenue reached 11% of total sales in Q4, up from 8% at the end of Q2 2025, driven by innovative AI solutions [8][9] - 60% of Annual Recurring Revenue (ARR) is now multi-year contracts, up from 49% a year ago, indicating stronger customer relationships [10] - Customers generating over $100,000 annually now represent 63% of ARR, reinforcing the company's position in mission-critical enterprise use cases [10] Market Data and Key Metrics Changes - The company is experiencing strong demand for its AI offerings, with AI revenue growing 3x year-over-year [9] - The market for AI solutions is dynamic, with significant opportunities arising from the integration of AI into workflows [11] Company Strategy and Development Direction - The company is transitioning from a build phase to a scaling phase, focusing on embedding AI into workflows and leveraging trusted digital data as a strategic asset [11] - The strategy is built on three pillars: strengthening the data moat, deepening enterprise relationships, and scaling AI-first integrated solutions [12] - The company aims to capture long-term AI spending and expand its partnerships with leading LLM companies [23] Management's Comments on Operating Environment and Future Outlook - Management acknowledges challenges in 2025 but expresses optimism for 2026, focusing on disciplined execution and acceleration of growth [24][31] - The company is committed to improving net revenue retention (NRR), which stabilized at 98%, with a focus on expanding existing customer relationships [23][44] - Management is encouraged by the strong demand in the pipeline for larger AI deals, which are expected to drive future revenue growth [31][47] Other Important Information - The company ended the year with $72 million in cash and cash equivalents and no debt, providing financial flexibility [28] - The capital allocation priorities include investing in R&D and pursuing M&A opportunities that meet financial return criteria [29][30] Q&A Session Summary Question: Impact of large LLM contracts on NRR - Management clarified that there is no correlation between the core business and LLM contracts, as they serve different use cases [34] Question: Guidance philosophy regarding large deals - The CFO explained that the guidance range was widened due to uncertainty around the timing of large deals, which could significantly impact revenue [36] Question: Core business growth challenges - Management indicated that the core business is still growing, despite the impact of delayed large deals, and emphasized the importance of expanding existing customer relationships [42][44] Question: Breakdown of AI revenue components - AI revenue includes various offerings, such as Gen AI models and partnerships, not solely dependent on LLM data [62] Question: Sales cycle elongation reasons - Management attributed elongated sales cycles to rapid hiring and a shift towards outbound sales strategies, which were less effective than expected [80]

Financial Data and Key Metrics Changes - Revenue for Q4 2025 grew 11% year-over-year to $72.8 million, which was below guidance due to delays in closing two large LLM data training contracts [5][26] - Non-GAAP operating profit for the quarter was $3.4 million, reflecting a 5% margin compared to $2.6 million and a 4% margin in Q4 2024 [27] - The company generated approximately $13 million in free cash flow for the year, marking the ninth consecutive quarter of positive free cash flow [7][28] Business Line Data and Key Metrics Changes - AI-related revenue reached 11% of total sales in Q4, up from 8% at the end of Q2 2025, driven by innovative AI solutions [8][9] - 60% of Annual Recurring Revenue (ARR) is now multi-year contracts, up from 49% a year ago, indicating stronger customer relationships [10][15] - The number of customers generating over $100,000 annually increased to 63% of ARR, reinforcing the company's position in mission-critical enterprise use cases [10][15] Market Data and Key Metrics Changes - The company is seeing strong demand for its AI offerings, with AI revenue growing significantly and contributing to overall sales [8][9] - The market for digital data is evolving, with increased competition and a shift in customer budgets towards AI and digital intelligence solutions [84][86] Company Strategy and Development Direction - The company aims to transition from building to scaling its AI-driven solutions, focusing on strengthening its data moat and deepening enterprise relationships [11][12] - The strategy is built on three pillars: enhancing data quality, expanding enterprise relationships, and scaling AI-first integrated solutions [11][12] - The launch of AI Studio is seen as a significant step in democratizing access to data and insights, making it easier for users to interact with the company's offerings [21][72] Management's Comments on Operating Environment and Future Outlook - Management acknowledged challenges in 2025 but expressed optimism for 2026, focusing on disciplined execution and capturing long-term AI spending [23][30] - The company is committed to generating profitable growth and maintaining a strong balance sheet to weather market volatility [28][30] - Management highlighted the importance of converting one-time AI evaluation deals into recurring revenues and improving net revenue retention (NRR) [23][44] Other Important Information - The company ended the year with $72 million in cash and cash equivalents and no debt, along with a $75 million line of credit [28] - The company plans to invest around 20% of revenues in R&D to enhance its digital data capabilities [29] Q&A Session Summary Question: Impact of large LLM contracts on NRR - Management clarified that there is no correlation between the core business and LLM contracts, indicating that both operate in different use cases [34] Question: Guidance philosophy regarding large deals - The CFO mentioned a cautious approach to guidance due to the uncertainty of timing for large deals, which could significantly impact revenue [36][37] Question: Challenges in core business growth - Management stated that the core business is still growing, despite the impact of delayed large deals, and emphasized the need to improve expansion efforts to enhance NRR [42][44] Question: Breakdown of AI revenue components - AI revenue includes various offerings such as Gen AI models and partnerships, with one or two smaller LLM deals closing in the quarter [62] Question: Sales cycle elongation reasons - Management attributed elongated sales cycles to rapid hiring and a shift towards outbound sales strategies, which were less effective than expected [80]

Financial Data and Key Metrics Changes - Revenue for Q4 2025 grew 11% year-over-year to $72.8 million, which was below guidance due to delays in closing two large LLM data training contracts [4][25] - Non-GAAP operating profit for the quarter was $3.4 million, reflecting a 5% margin compared to $2.6 million and a 4% margin in Q4 2024 [26] - The company generated approximately $13 million in free cash flow for the year, marking the ninth consecutive quarter of positive free cash flow [5][25] Business Line Data and Key Metrics Changes - AI-related revenue reached 11% of total sales in Q4, up from 8% at the end of Q2 2025, driven by innovative AI solutions [6][21] - Net revenue retention for all clients was 98%, while it was 103% for clients generating over $100,000 annually [5][22] - 60% of annual recurring revenue (ARR) is now multi-year contracts, up from 49% a year ago, indicating stronger customer relationships [8][14] Market Data and Key Metrics Changes - The company is seeing strong demand for its AI offerings, with AI revenue growing 3x year-over-year [21][90] - The market for AI solutions is competitive, with significant attention and budget allocation from customers towards AI and digital intelligence solutions [81][84] Company Strategy and Development Direction - The company aims to strengthen its data moat, deepen enterprise relationships, and scale AI-first integrated solutions [10][12] - 2026 is positioned as a transformation year, focusing on scaling operations and embedding AI into workflows [10][21] - The company is committed to operational excellence to drive durable, profitable, and cash-generative growth [13][22] Management's Comments on Operating Environment and Future Outlook - Management acknowledged challenges in 2025 but expressed optimism for 2026, focusing on disciplined execution and capturing long-term AI spending [22][30] - The company is refining its go-to-market strategy and enhancing talent to improve net revenue retention and overall growth [22][66] - Management believes that AI will serve as a significant monetization tailwind going forward [8][21] Other Important Information - The company ended the year with $72 million in cash and cash equivalents and no debt, providing financial flexibility [27] - The partnership with Manus is expected to unlock new distribution channels and broaden the user base [16][72] Q&A Session Summary Question: Impact of large LLM contracts on NRR - Management clarified that there is no correlation between the core business and LLM contracts, as they serve different use cases [32][33] Question: Guidance philosophy regarding large deals - The CFO mentioned a cautious approach to guidance due to the uncertainty of closing large deals, which could significantly impact revenue [34][35] Question: Core business growth challenges - Management stated that the core business is still growing, despite the impact of delayed large deals, and emphasized the importance of focusing on expansion [41][42] Question: Breakdown of AI revenue components - AI revenue includes various offerings, such as Gen AI models and partnerships, not solely dependent on LLM data [61][62] Question: Sales cycle elongation reasons - Management indicated that the rapid addition of sales personnel disrupted the sales cycle, leading to elongated timelines for closing deals [78][79]

Financial Data and Key Metrics Changes - Revenue increased by 14% to $67 million compared to the previous year [6][14] - Customer base grew by 19% year over year to over 5,700 ARR customers [6] - Non-GAAP operating loss was reported at 2% due to increased investments in sales and R&D [15][16] - Generated $5 million of normalized free cash flow, marking the sixth consecutive quarter of positive free cash flow [16] Business Line Data and Key Metrics Changes - The growth in revenue was driven by a 19% increase in customers, particularly in the below $100,000 ARR cohort [14] - NRR for customers over $100,000 increased by 400 basis points year over year to 111% [14] - 52% of ARR is now contracted under multiyear contracts, up from 42% last year [15] Market Data and Key Metrics Changes - Remaining performance obligations (RPO) totaled $253 million at the end of Q1, an 18% increase year over year [15] - The company continues to monitor global macroeconomic developments, with no material impact from tariffs observed so far [17] Company Strategy and Development Direction - The company is focused on becoming an AI-first organization, with new product launches indicating positive returns on investments made in sales and R&D [10][13] - The launch of App Intelligence allows the company to provide data on over 4 million mobile apps, enhancing its digital visibility offerings [9] - The company aims to drive enterprise motion and expand its offerings to existing customers, leveraging its diverse product portfolio [73] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving profit and cash flow targets, citing improved operating margins over the past three years [16] - For the full year 2025, the company maintains its revenue guidance of $285 million to $288 million, representing a 15% year-over-year growth at the midpoint [17] - Management is optimistic about the commercial pipeline for new AI products and the overall demand for digital data [11][12] Other Important Information - The company completed an accelerated recruitment of new salespeople, with expectations for improved productivity by Q3 [8] - The integration of AI chatbot traffic data into the platform has generated strong customer interest and engagement [22][24] Q&A Session Summary Question: Quality of new hires and productivity ramp - Management is pleased with the quality of new hires and has established metrics to track their productivity [20][21] Question: Customer interest in AI chatbot data - Customers have shown excitement about the new AI chatbot data, which provides unique insights into traffic generated by chatbots [22][24] Question: Visibility on revenue growth in the second half - Management indicated that the ramp-up of new sales hires varies by role, with inside sales showing quicker productivity [28] Question: Impact of SearchMonitor acquisition - The acquisition is not expected to materially impact revenue but is seen as a strategic addition to enhance product offerings [30] Question: Trends among larger clients - Management noted a slight decline in NRR due to tougher comps from previous upsells but remains optimistic about ongoing demand [35][36] Question: Changes in guidance philosophy - Management confirmed that there have been no significant changes to guidance philosophy despite market uncertainties [32][33] Question: Expansion activity and customer growth - Management reported healthy pipeline activity and noted that expansion with existing customers remains strong [87][89] Question: AI product sales strategy - The company is targeting a broader audience for AI products, with excitement across various customer roles [47] Question: Timeline for new sales hires to show results - New sales hires are expected to ramp up productivity by Q3, with management prepared to adjust if necessary [66][68]

Financial Data and Key Metrics Changes - Revenue increased by 14% to $67 million, exceeding expectations [5][13] - Customer base grew by 19% year-over-year to over 5,700 ARR customers [5] - Non-GAAP operating loss was 2% due to increased investments in sales and R&D [14] - Generated $5 million of normalized free cash flow, marking the sixth consecutive quarter of positive free cash flow [15] Business Line Data and Key Metrics Changes - The growth in revenue was driven by a 19% increase in customers, particularly in the below $100,000 ARR cohort [13] - NRR for over $100,000 customers increased by 400 basis points year-over-year to 111% [13] - 52% of ARR is contracted under multiyear contracts, up from 42% last year, indicating improved customer retention [14] Market Data and Key Metrics Changes - Remaining performance obligations (RPO) totaled $253 million at the end of Q1, up 18% year-over-year [14] - The company continues to monitor global macroeconomic developments, with no material impact from tariffs observed so far [16] Company Strategy and Development Direction - The company is focused on becoming an AI-first organization, with new product launches aimed at maximizing ROI for customers [12][10] - Investments in sales and R&D are expected to yield higher margins and faster growth moving forward [12] - The launch of App Intelligence and AI Chatbots traffic intelligence is part of the strategy to provide comprehensive digital visibility [7][8] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the ability to achieve profit and cash flow targets, despite current investments [15] - The company maintains its revenue guidance for 2025, expecting total revenue in the range of $285 million to $288 million, representing 15% year-over-year growth [16] - Management is optimistic about the commercial pipeline for new AI products and the overall customer reaction to recent launches [10][12] Other Important Information - The company has completed an accelerated recruitment of new salespeople, with over 80% expected to be fully ramped by Q3 [6] - The integration of AI chatbot traffic data into the platform has generated strong customer interest and engagement [22][24] Q&A Session Summary Question: Inquiry about the quality of new hires and productivity ramp - Management expressed satisfaction with the quality of new hires and outlined metrics for measuring productivity [20][21] Question: Early indications of customer interest in AI chatbot traffic data - Customers have shown excitement and engagement with the new AI chatbot traffic data, indicating a strong demand for insights [22][24] Question: Visibility on deals supporting revenue reacceleration - Management discussed the diverse roles within the sales team and the varying sales cycles for different customer segments [29][30] Question: Impact of SearchMonitor acquisition on guidance - The acquisition is not expected to materially impact guidance, as it is a small business [31] Question: Trends in larger clients and NRR - A slight decline in NRR was attributed to last year's significant upsell activity, with ongoing engagement from large clients [36][38] Question: Changes in guidance philosophy - Management confirmed that there have been no significant changes to guidance philosophy despite market uncertainties [33] Question: Execution priorities for the year - The focus is on driving enterprise motion and expanding existing customer relationships [73] Question: Engagement and pipeline for AI chatbot traffic product - The product is currently in beta, with positive customer engagement and plans for monetization in the near future [83]