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 in Q3 was 76%, consistent with the year-to-date gross margin of 77% [24][27] - Operating loss for Q3 was $0.4 million, or a negative 1% operating margin, compared to a loss of $0.8 million and a negative 2% margin in the same period last year [25] 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 [20][42] - The percentage of customers using two or more products also reached an all-time high, with nearly one in five customers paying for AI solutions [21][22] 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 a total customer count of 1,521 at the end of Q3 [23] Company Strategy and Development Direction - The company is focused on deploying AI tools to improve efficiency and streamline operations, targeting a reduction in sales and marketing expenses as a percentage of revenue [17][31] - A new partnership with LinkedIn aims to enhance event marketing capabilities, allowing seamless integration and audience reach [8][46] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism for Q4, expecting significantly better ARR performance compared to Q3, driven by improved gross retention and AI penetration [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, with Q3 free cash flow at $2.7 million [26] - The company has a strong balance sheet with approximately $175 million in cash and investments at the end of Q3 [27] Q&A Session Summary Question: Insights on AI solutions uptake - Management noted that nearly 20% of customers are paying for AI solutions, with expectations for continued growth in this area [33][34] Question: Components of go-to-market efficiency - The company has streamlined its go-to-market organization, reducing sales and marketing spending significantly while focusing on high-growth potential areas [39] Question: Deal slippage from Q3 to Q4 - Management indicated that deal slippage was primarily due to a lack of urgency in closing new business deals, with many already closed in Q4 [41] Question: Monetization opportunities from LinkedIn partnership - The partnership with LinkedIn is expected to enhance customer retention and provide monetizable opportunities through audience targeting [46][47] Question: AI search discoverability agenda - The company is focused on making content discoverable by LLMs, enhancing the indexing of webinars and derivative content [48][49]