Financial Data and Key Metrics Changes - In Q4 2025, GMV reached $6.3 billion, representing a year-over-year growth of 17.2% in U.S. dollars and 10.0% in FX-neutral terms [14] - For the full year, GMV reached $20.5 billion, up 12.1% in U.S. dollars and 12.9% in FX-neutral [15] - Subscription revenue in Q4 was $66.7 million, growing 12.2% year-over-year in U.S. dollars and 5.4% in FX-neutral [15] - Annual dollar churn remained broadly stable year-over-year, with net revenue retention at 99.5% in FX-neutral [15][16] - Existing stores' gross margin increased from 80% in 2024 to 82% in 2025, while operating margin reached 44%, a 1 percentage point increase year-over-year [16] Business Line Data and Key Metrics Changes - Customers generating over $250,000 in ARR reached 158, with revenue from this cohort up 13% year-over-year [6] - Subscription revenue from global markets grew 19.2% in FX-neutral, contributing 11.1% to total revenue [19] - Subscription gross profit in Q4 was $54.6 million, resulting in a gross margin of 81.8%, up from 78.8% in the same period of the prior year [19][20] Market Data and Key Metrics Changes - Global markets delivered 22% subscription revenue growth in 2025, with significant contributions from Europe [7] - Brazil's subscription revenue grew 12.2% in FX-neutral, while Latin America, excluding Brazil, grew 2.1% in FX-neutral [18] Company Strategy and Development Direction - The company is focusing on four growth levers: global expansion, B2B, retail media, and AI [5][11] - The strategy includes modernizing large enterprises with AI-ready capabilities and enhancing customer experiences through retail media [8][9] - The company aims to evolve from a platform that powers commerce to a multi-product AI-first platform [10][11] Management's Comments on Operating Environment and Future Outlook - Management acknowledged that recent growth has been below long-term ambitions due to external factors, including a challenging macro environment and elongated sales cycles [3][4] - The company remains focused on disciplined execution and believes it is well-positioned competitively despite current market challenges [6][11] - For Q1 2026, the company expects subscription revenue to grow at a mid-single-digit percentage rate on a FX-neutral basis [23] Other Important Information - The company announced a new $50 million share repurchase program for Class A shares [22] - Free cash flow reached $11.1 million in Q4, representing a 16.3% margin [22] Q&A Session Questions and Answers Question: Can you provide insights on the elongated sales cycle and any market intelligence regarding normalization? - Management noted that the elongation of sales cycles is a market-wide issue driven by macro scenarios and uncertainty around AI, with stable win rates and churn [30][31] Question: What are the main risks and opportunities of AI for the company? - AI is seen as a structural shift that enhances the company's ability to deliver value, with risks associated with not embracing the technological revolution [36][39] Question: How is the B2B pipeline evolving? - The B2B segment is gaining traction, with roughly half of new deals in the U.S. and EMEA being B2B related, effectively doubling the addressable market [51][52] Question: How does the company view capital allocation moving forward? - The company prioritizes long-term value creation while maintaining flexibility, with plans to invest in R&D and pursue strategic acquisitions [40][42] Question: What factors are critical for gaining traction in global expansion? - The company emphasizes the importance of brand recognition, partnerships, and product localization in its global strategy [62][66]

Financial Data and Key Metrics Changes - In Q4 2025, GMV reached $6.3 billion, representing a year-over-year growth of 17.2% in US dollars and 10.0% in FX-neutral [14] - For the full year, GMV reached $20.5 billion, up 12.1% in US dollars and 12.9% in FX-neutral [15] - Subscription revenue in Q4 was $66.7 million, growing 12.2% year-over-year in US dollars and 5.4% in FX-neutral [15] - For the full year, subscription revenue reached $234.9 million, growing 7.9% in US dollars and 9.5% in FX-neutral [15] - Net revenue retention was 99.5% in FX-neutral, with annual dollar churn remaining broadly stable year-over-year [15][16] - Existing stores' gross margin increased from 80% in 2024 to 82% in 2025, while operating margin reached 44% [16] Business Line Data and Key Metrics Changes - Customers generating over $250,000 in ARR reached 158, with revenue from this cohort up 13% year-over-year [6] - Subscription revenue from global markets grew 19.2% in FX-neutral, contributing 11.1% to total revenue [19] - Subscription revenue from Brazil grew 12.2% in FX-neutral, while Latin America excluding Brazil grew 2.1% [18] Market Data and Key Metrics Changes - Global markets delivered 22% subscription revenue growth in 2025, with significant contributions from partnerships in Europe [7] - B2B demand in the US and Europe is showing durable growth, with Mondelz launching B2B in Brazil [7][12] Company Strategy and Development Direction - The company is focusing on four growth levers: global expansion, B2B, retail media, and AI [5][22] - The strategy includes transitioning to an AI-first platform, enhancing product offerings, and maintaining a disciplined execution approach [10][11] - The company aims to evolve from a commerce platform to a multi-product AI-driven company [11] Management's Comments on Operating Environment and Future Outlook - Management acknowledges that recent growth has been below long-term ambitions due to external factors, including a challenging macro environment in Brazil and Argentina [3] - The company remains optimistic about its competitive positioning and the potential for growth through its strategic initiatives [7][23] - For Q1 2026, the company expects subscription revenue to grow at a mid-single-digit percentage rate on a FX-neutral basis [23] Other Important Information - Free cash flow reached $11.1 million in Q4, representing a 16.3% margin [22] - A new $50 million share repurchase program for Class A shares was announced [22] - The company executed a reorganization in sales and marketing to enhance efficiency and align investments with expected demand [21] Q&A Session Summary Question: Insights on the elongated sales cycle - Management noted that the elongation of sales cycles is due to macro scenarios and uncertainty around AI, with stable win rates and churn [30][31] Question: Drivers of gross margin gains - Gross margin gains in Q4 were primarily driven by AI automation in customer support, contributing to a 3 percentage point increase in subscription gross margin [32] Question: Risks and opportunities of AI - AI is seen as a structural shift, with opportunities in enhancing security and reliability, while risks involve not embracing the technological revolution [36][39] Question: Capital allocation strategy - The company prioritizes long-term value creation, with a focus on R&D investments and a disciplined approach to share buybacks [40][42] Question: Drivers for revenue growth back to double digits - The company identifies global expansion, B2B commerce, retail media, and AI as key growth drivers, with expectations for gradual acceleration in 2026 [48][50] Question: Evolution of the B2B pipeline - B2B is gaining traction, with roughly half of new deals in the US and EMEA being B2B related, effectively doubling the addressable market [51][52] Question: Competitive pressure from AI tools - Management believes that AI tools from large tech companies will enhance their software capabilities, positioning them favorably in the market [56][57] Question: Geographic investment prioritization - The company is shifting to a functional-oriented organizational structure to leverage AI capabilities globally, reducing the emphasis on regional approaches [63][66]