Financial Data and Key Metrics Changes - Revenue for Q3 2025 was $192.1 million, representing a year-over-year increase of 12.7% [4][21] - Adjusted EBITDA reached a record $43.5 million, exceeding guidance by $2.5 million, with an EBITDA margin of 22.6% [4][24] - Free cash flow was strong at $30.2 million for the quarter [4][24] - Annual recurring revenue (ARR) grew 12.4% to $648.2 million, with average annual revenue per customer increasing to $133,000 [4][22] Business Line Data and Key Metrics Changes - Subscription revenue increased by 12.7% to $164.8 million, while services revenue grew by 12.8% to $27.3 million [21] - Cloud revenue was $92 million, up 29.6% year-over-year [22] - Gross revenue retention (GRR) remained stable at 95%, while net revenue retention (NRR) decreased to 107% [4][22] Market Data and Key Metrics Changes - The company experienced customer turnover at the low end of its customer base and discontinuation of legacy product usage due to migrations to new cloud solutions [5] - The bankruptcy of three large enterprise customers impacted retention metrics by approximately $2 million [5] Company Strategy and Development Direction - The company is focused on expanding its cloud solutions and e-invoicing capabilities, with significant investments in automation and AI initiatives [8][9] - A share repurchase program of up to $150 million was authorized by the board, reflecting confidence in long-term growth opportunities [8][24] - The company aims to penetrate existing customer bases further and capitalize on upcoming e-invoicing mandates in major countries [8][9] Management's Comments on Operating Environment and Future Outlook - Management acknowledged specific market headwinds but expressed confidence in the long-term growth drivers [26] - The company anticipates improved performance as it moves into 2026, supported by ongoing growth initiatives and customer demand [26][62] - Management highlighted the importance of maintaining strong relationships with partners and adapting to regulatory changes [26][38] Other Important Information - The company announced a leadership transition, with Chris Young set to join as the new CEO [19][20] - The company is investing in AI and e-invoicing solutions to enhance its product offerings and market competitiveness [9][45] Q&A Session Summary Question: Thoughts on SAP ERP cycle and migration capacity - Management noted that the industry has been preparing for SAP migrations, with partners ramping up staff to manage upcoming transitions [30] Question: Guidance philosophy and recent cuts - Management confirmed that the guidance philosophy remains unchanged despite recent cuts, attributing them to specific customer activities [33] Question: Customer retention and entitlement growth - Management acknowledged challenges in customer growth rates and emphasized the need for better visibility into customer forecasts [34] Question: Leadership change in Europe - The leadership change was driven by the need for experienced management to handle the increasing complexity of operations in Europe [38] Question: Competitive landscape and win rates - Management reported no significant changes in competitive dynamics, maintaining strong win rates and focusing on strategic partnerships [50]

Financial Data and Key Metrics Changes - Vertex reported Q4 revenue of $178.5 million, a 15.2% increase year-over-year, and adjusted EBITDA of $38.1 million, up 21.3% compared to the previous year [6][34] - For the full year, total revenue reached $668.8 million, reflecting a 16.5% increase from 2023 [34] - Annual recurring revenue (ARR) grew nearly 18% to $603.1 million [6][37] - Net revenue retention (NRR) was 109%, down from 113% in the previous year, attributed to a strong Q4 last year [7][38] - Gross profit for Q4 was $133.9 million with a gross margin of 75%, compared to 70.7% in the same period last year [41] Business Line Data and Key Metrics Changes - Subscription revenue in Q4 increased 16.8% year-over-year to $152.6 million, while services revenue grew 6.8% to $25.9 million [36] - Cloud revenue for Q4 was $76.9 million, up 27% year-over-year, with full-year cloud revenue at $276 million, a 28.6% increase [36][37] - Average annual revenue per customer (AARPC) for Vertex standalone increased 14.8% year-over-year to $136,000 [8][40] Market Data and Key Metrics Changes - The company noted a significant increase in new logo additions, with a record number of new logos in Q4 [9] - The growth in the enterprise market is driven by the ongoing ERP migrations, particularly with Oracle and SAP [5][21] - The indirect tax regulatory environment is becoming increasingly complex, creating demand for Vertex's solutions [14][15] Company Strategy and Development Direction - Vertex is focusing on expanding its e-invoicing solution, which integrates VAT compliance and is well-received in the market [16][18] - The company plans to accelerate investments in e-invoicing and AI-related tools to enhance its product offerings [49][50] - Vertex aims to leverage its strong relationships with ERP vendors to capture more market share and drive growth [11][20] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the pipeline for 2025, noting no slowdown in SAP activity and an increase in pipeline visibility [57][58] - The company anticipates NRR to rebound above 110% in 2025, supported by increased cross-sell opportunities [8][39] - Management highlighted the importance of addressing the evolving indirect tax compliance landscape as a key growth driver [30][31] Other Important Information - Vertex ended Q4 with over $296 million in unrestricted cash and cash equivalents, with an additional $300 million available under its line of credit [45] - The company expects total revenue for 2025 to be in the range of $760 million to $768 million, representing a year-over-year growth of 14.6% [46] Q&A Session Summary Question: Can you provide more detail on the ERP migrations around Oracle and SAP? - Management confirmed strong relationships with both Oracle and SAP, with no observed slowdown in activity and an increase in pipeline as they entered 2025 [57][58] Question: Why is the company increasing investments despite expected margin declines? - Management indicated that the acquisition of ecosio and the need to grow that business justified the increased spending, which is seen as a strategic move for long-term growth [62][64] Question: What is driving the improvement in gross margins? - Management noted that revenue true-ups contributed to higher margins in Q4, but advised caution in extrapolating these margins into the future [68][72] Question: How should we think about services revenue growth in 2025? - Management expects services revenue to remain flat, focusing on enhancing customer experience rather than being a primary revenue driver [74] Question: What are the expectations for AI-related investments and their impact on revenue? - Management anticipates that smart categorization will be available this year, potentially leading to ARR lift, although revenue recognition may lag [83][85] Question: Can you elaborate on the early adopters of ecosio? - Management reported a mix of larger and mid-sized customers adopting ecosio, with positive feedback on the integration of VAT compliance and invoicing solutions [95][98] Question: What is the strategy for go-to-market investments in Europe? - The majority of investments will focus on product development for ecosio, with some resources allocated for market coverage to support growth in Europe [121][123]