Financial Data and Key Metrics Changes - Total revenue for Q3 2025 was $34.6 million, with subscription and other platform revenue at $32 million, and professional services revenue at $2.6 million, representing approximately 8% of total revenue [19] - Total ARR at the end of Q3 was $124.5 million, with core platform ARR at $122.4 million [20] - Gross margin for Q3 was 76%, consistent with the year-to-date gross margin of 77% [22][24] - Net income for Q3 was $1.2 million, or 3 cents per share, compared to $1.1 million, or 2 cents per share in Q3 last year [24] Business Line Data and Key Metrics Changes - The average core ARR per customer reached over $80,000 at the end of Q3, with the percentage of ARR in multi-year contracts hitting an all-time high [5][21] - Nearly 20% of customers are now paying for AI solutions, with expectations for continued growth in this area [6][21] Market Data and Key Metrics Changes - The company experienced deal slippage in Q3, particularly in the life sciences vertical, but expects improved ARR performance in Q4 [5][20] - The $100,000 and above customer cohort represented approximately two-thirds of total ARR, with 294 customers in this cohort [22] Company Strategy and Development Direction - The company is focused on enhancing its AI offerings and has launched new products like AI Translate and AI Propel Plus [6][9] - A significant partnership with LinkedIn aims to transform digital events and improve customer engagement [7][8][51] - The company is targeting a reduction in sales and marketing expenses as a percentage of revenue, aiming for mid-30s in 12 months and low 30s in two years [16][31] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about Q4 performance, expecting strong gross retention and improved ARR driven by AI offerings and the LinkedIn partnership [32] - The company is evaluating indications of interest for a potential acquisition, with Goldman Sachs as its financial advisor [18] Other Important Information - The company generated positive free cash flow for the seventh consecutive quarter, amounting to $2.7 million in Q3 [25] - A capital return program has utilized approximately $13.8 million for share repurchases since its launch in May [26] Q&A Session Summary Question: Insights on AI solutions impact on contracts and ACV - Management noted that nearly 20% of customers are paying for AI solutions, which is expected to increase, contributing positively to retention and expansion [36][38] Question: Components of go-to-market efficiency - The company has streamlined its go-to-market organization, reducing sales and marketing spending significantly while reallocating resources to high-growth areas [42][44] Question: Deal slippage commonalities - Deal slippage was primarily observed in new business, with a seasonal slowdown noted in Q3, but many deals have already closed in Q4 [47][48] Question: Monetization opportunities from the LinkedIn partnership - The partnership is expected to enhance customer retention and provide monetizable opportunities through lookalike audience data in future phases [53] Question: AI search discoverability agenda - The company is focused on making content discoverable by LLMs, enhancing the indexing of webinars and derivative content [56][57]