Financial Data and Key Metrics Changes - Revenue for Q3 2025 was $32.6 million, reflecting a 432% increase year-over-year and a 101% increase sequentially compared to Q2 2025 [4][18] - Adjusted EBITDA improved sequentially to negative $19.2 million, a $500,000 improvement from Q2 2025 [22] - The company expects revenue to exceed $180 million in fiscal year 2026, with a commitment to achieve positive adjusted EBITDA by the end of Q4 2026 [4][29] Business Line Data and Key Metrics Changes - Platform revenue totaled $19.8 million, up 127% sequentially, driven by strong advertising revenue from Masterworks [20] - Platform Solutions revenue was $12.7 million, up 71% sequentially, supported by strong performance from Masterworks and Midwestern [20][22] - The company anticipates that the acquisition of Westfall Gold will contribute approximately $20 million in revenue in fiscal year 2026 [12][29] Market Data and Key Metrics Changes - The company secured 20 customers expected to contribute over $1 million in annual contract revenue, indicating strong customer momentum [15] - The total addressable market for network capability providers is estimated to be around $60 billion, indicating significant growth potential [58] Company Strategy and Development Direction - Gloo aims to build a leading technology platform serving the faith and flourishing ecosystem, focusing on both churches and network capability providers [5][6] - The company is committed to leveraging strategic acquisitions to enhance its offerings and deepen its market presence [8][29] - Gloo is developing vertical-specific, values-aligned AI capabilities to serve the unique needs of its ecosystem [12][13] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the strong demand across the platform and the positive trajectory of revenue growth [4][25] - The company is focused on building a scalable business while managing costs responsibly, with expectations for significant sequential improvement in adjusted EBITDA starting in Q1 2026 [29][30] - Management highlighted the importance of maintaining discipline in M&A activities to ensure strategic alignment and profitability [78][79] Other Important Information - The company has recently closed two acquisitions, Igniter and XRI Global, which are expected to enhance its capabilities and revenue potential [8][12] - Gloo's IPO added approximately $72.3 million to its balance sheet, significantly strengthening its financial position [24] Q&A Session Summary Question: Can you walk through what the $1 million customers are buying? - Management indicated that the $1 million customers are primarily utilizing Gloo 360 for advanced technology infrastructures and Masterworks for donor engagement [34][35] Question: What factors affect the speed of revenue realization from these deals? - Management noted that proof points in various categories have accelerated deal closures, leading to faster revenue realization [37][38] Question: How much synergy realization is expected from recent acquisitions? - Management stated that synergy realizations will play a significant role in achieving profitability, with ongoing efforts to integrate and optimize across acquisitions [40][42] Question: What investments are being made in Gloo 360? - Management highlighted investments in sales capacity, staff integration from acquired companies, and targeted capabilities in SaaS applications and AI [46][48] Question: How should growth from upsell and conversion be viewed for 2026? - Management indicated a balanced approach between upselling existing customers and acquiring new customers, with a focus on organic growth [67][71]

Financial Data and Key Metrics Changes - Revenue for Q3 2025 was $32.6 million, reflecting a 432% increase year-over-year and a 101% increase sequentially compared to Q2 2025 [14][4] - Adjusted EBITDA improved sequentially to negative $19.2 million, a $500,000 improvement from Q2 2025 [16] - The company expects revenue to exceed $180 million in fiscal year 2026, with a commitment to achieve positive adjusted EBITDA by the end of Q4 2026 [4][21] Business Line Data and Key Metrics Changes - Platform revenue totaled $19.8 million, up 127% sequentially, driven by advertising revenue from Masterworks [15] - Platform solutions revenue was $12.7 million, up 71% sequentially, supported by strong performance from Masterworks and Midwestern [15] - The company has secured 20 customers expected to contribute over $1 million in annual contract revenue, indicating strong demand for Gloo 360 and Masterworks offerings [11][25] Market Data and Key Metrics Changes - The company serves over 315,000 churches and more than 100,000 not-for-profit organizations in the U.S., indicating a large and fragmented market [5][6] - The total addressable market for network capability providers is estimated to be around $60 billion, providing significant growth opportunities [50] Company Strategy and Development Direction - Gloo aims to build a leading technology platform for the faith and flourishing ecosystem, focusing on both churches and network capability providers [5][6] - Recent acquisitions, including Igniter and Westfall Gold, are intended to enhance the platform's capabilities and drive revenue growth [7][8] - The company is committed to leveraging AI to serve the unique needs of its ecosystem, with a focus on values-aligned AI [9][10] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's growth trajectory, citing strong demand across the platform and the impact of recent acquisitions [14][21] - The company anticipates continued improvement in adjusted EBITDA and revenue growth, with a robust pipeline of M&A opportunities [21][22] - Management emphasized the importance of disciplined execution and transparency in achieving long-term goals [24] Other Important Information - The company had $15.1 million in cash and cash equivalents as of October 31, 2025, bolstered by a $72.3 million IPO [17] - The company expects to close the Westfall Gold acquisition before the fiscal year ends on January 31, 2026, contributing approximately $20 million in revenue for fiscal year 2026 [9][18] Q&A Session Summary Question: What are the 20 customers contributing over $1 million in annual contract value buying? - The customers are purchasing a mix of Gloo 360 offerings and services from Masterworks, which help organizations enhance donor engagement and technology infrastructure [25][27] Question: What factors affect the speed of turning deals into revenue? - The sales pipeline is robust, with acceleration seen in categories like Bible translation and university segments, leading to faster deal closures [29][30] Question: How much synergy realization is expected from recent acquisitions? - Synergy realization will play a significant role in achieving profitability, with ongoing efforts to integrate and optimize across acquisitions [32][33] Question: What investments are being made in Gloo 360? - Investments are focused on increasing sales capacity, integrating acquired talent, and enhancing service delivery capabilities [38][39] Question: Are there any capacity issues in AI efforts? - Currently, there are no capacity issues, but the company is planning to ensure sufficient capacity to meet future demands [44] Question: How many customers have the potential to become million-dollar customers? - There is a significant opportunity among existing and potential customers, particularly among network capability providers [47][50] Question: How do Masterworks and Westfall Gold complement each other? - Masterworks nurtures smaller donors while Westfall Gold focuses on major donors, creating a synergistic relationship that enhances donor engagement [52] Question: What is the M&A strategy moving forward? - The company will remain disciplined and strategic in acquisitions, focusing on those that are accretive to revenue and EBITDA [55][71]

Financial Data and Key Metrics Changes - Revenue for Q3 2025 was $32.6 million, reflecting a 432% increase year-over-year and a 101% increase sequentially compared to Q2 2025 [4][13] - Adjusted EBITDA improved sequentially to negative $19.2 million, a $500,000 improvement from Q2 2025 [15][19] - The company expects revenue to exceed $180 million in fiscal year 2026, with a commitment to achieving positive adjusted EBITDA by the end of Q4 2026 [4][20] Business Line Data and Key Metrics Changes - Platform revenue totaled $19.8 million, up 127% sequentially, driven by advertising revenue from Masterworks [14] - Platform solutions revenue was $12.7 million, up 71% sequentially, supported by strong performance from Masterworks and Midwestern [15] - The company has secured 20 customers expected to contribute over $1 million in annual contract revenue, indicating strong demand across its offerings [11][24] Market Data and Key Metrics Changes - The company serves over 315,000 churches and more than 100,000 not-for-profit organizations in the U.S., indicating a large and fragmented market [5][6] - The total addressable market for network capability providers is estimated to be around $60 billion, highlighting significant growth potential [42] Company Strategy and Development Direction - Gloo aims to build a leading technology platform for the faith and flourishing ecosystem, focusing on both churches and network capability providers [5][6] - Recent acquisitions, including Igniter and XRI Global, are intended to enhance the platform's capabilities and accelerate growth [7][9] - The company is committed to harnessing technology for good, with a focus on developing values-aligned AI solutions [10][12] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's growth trajectory, citing strong customer momentum and a robust sales pipeline [10][11] - The company anticipates continued strong demand across its platform, despite seasonal slowdowns in December and January [16] - Management emphasized a disciplined approach to M&A, focusing on strategic acquisitions that are accretive to revenue and EBITDA [49][62] Other Important Information - The company has a strong cash position with $15.1 million in cash and cash equivalents, bolstered by a recent IPO that raised approximately $72.3 million [16] - The company plans to close the acquisition of Westfall Gold, which is expected to contribute approximately $20 million in revenue in fiscal year 2026 [9][17] Q&A Session Summary Question: What are the new customers buying? - Management indicated that customers are purchasing multi-product and multi-service offerings, particularly Gloo 360 and Masterworks, which provide advanced technologies and donor engagement solutions [23][24] Question: What is the pace of revenue realization from new deals? - Management noted that the sales pipeline is accelerating, with quicker deal closures observed in categories like Bible translation and university segments [26][27] Question: How much synergy realization is expected from acquisitions? - Management stated that synergy realization will play a significant role in achieving adjusted EBITDA profitability, with ongoing efforts to integrate and optimize across acquisitions [29][30] Question: What investments are being made in Gloo 360? - Investments are focused on increasing sales capacity, enhancing service delivery capabilities, and augmenting AI and security services [33][35] Question: How should growth be expected from upsell versus new customers? - Management indicated a balanced approach, with growth expected from both upselling existing customers and acquiring new customers, particularly in the Gloo 360 segment [52][55]

Core Insights - Gloo has announced a definitive agreement to acquire Westfall Group, enhancing its capabilities in donor development solutions for the faith and flourishing ecosystem [1][2] - The acquisition aims to create significant cross-sell and upsell opportunities, positioning Gloo to better serve its customers and strengthen its core competencies in donor management [2][5] Company Overview - Gloo is a technology platform focused on the faith and flourishing ecosystem, providing AI, resources, insights, and funding to support organizations [6] - Westfall Group consists of three brands: Westfall Gold, Brain Trust Creative, and Parable Talent, each specializing in different aspects of donor engagement and fundraising [2][3] Strategic Rationale - The acquisition will allow Gloo to offer a full lifecycle of donor development solutions, addressing the critical need for sustainable funding models in the nonprofit sector [1][4] - Westfall Gold utilizes data-driven insights to enhance donor experiences, serving various sectors including faith-based organizations, health, education, and corporate clients [2][3] Leadership and Operations - Following the acquisition, Westfall Group will operate as a wholly owned subsidiary of Gloo, with Bob Westfall remaining as CEO [5] - The partnership is expected to leverage synergies with Gloo's existing services, including Gloo 360 and Gloo Media Network, to amplify impact and growth opportunities [4][5]