Financial Data and Key Metrics Changes - In Q3 2025, net revenues increased by 9% year-over-year to RMB 202.1 million, with revenues from core packaged tour products growing by 12% to RMB 179 million, accounting for 89% of total net revenues [12][3] - Gross profit for Q3 2025 was RMB 109.6 million, down 10% year-over-year, while operating expenses rose by 3% to RMB 95.8 million [13][12] - Net income attributable to ordinary shareholders was RMB 19.8 million, with non-GAAP net income at RMB 21.8 million [14][15] Business Line Data and Key Metrics Changes - Revenues from packaged tours increased by 12% year-over-year, driven by growth in Niu tours and self-drive tours [12] - Other revenues decreased by 14% year-over-year to RMB 23 million, primarily due to lower commission fees from other travel-related products [12] - Transaction volume for long-haul island products grew several times year-over-year, and self-drive tour products saw a fivefold increase during the National Day holiday [5][6] Market Data and Key Metrics Changes - Domestic tours accounted for about two-thirds of total GMV, while outbound tours made up one-third, consistent with the previous quarter [18] - During the National Day holiday, both domestic and outbound travel markets experienced double-digit growth, with a nearly 50% increase in GMV from APAC regions [19][18] - The Americas ranked first in growth rate for long-haul destinations, indicating a rising interest in niche travel experiences [19] Company Strategy and Development Direction - The company is focusing on enhancing product offerings to meet evolving customer needs, including expanding niche destination products and long-haul island offerings [4][5] - Tuniu is leveraging technology to improve operational efficiency and is exploring advanced technologies like dynamic packaging and AI applications [10] - The company aims to attract new and existing customers with a richer and more value-for-money product portfolio, preparing for peak travel periods [11] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the sustained growth of China's travel market, supported by favorable factors such as the extended holiday period [10][19] - For Q4 2025, the company expects net revenues to increase by 8% to 13% year-over-year, with a focus on achieving non-GAAP break-even profitability [15][20] Other Important Information - The company continues to expand its offline store footprint, with transaction volume from offline stores increasing by nearly 20% year-over-year [9] - Live streaming has become an important sales channel, with both payment and verification volume through these channels recording double-digit year-over-year growth [6][7] Q&A Session Summary Question: Revenue proportions by domestic and outbound tours and travel performance during National Day holiday - Domestic tours comprised about two-thirds of total GMV, while outbound tours made up one-third, similar to the previous quarter [18] - There was a healthy increase in both domestic and outbound travel markets during the National Day holiday, with double-digit growth in GMV and trips [19] Question: Future profitability in Q4 - The company expects an 8%-13% year-over-year increase in net revenues for Q4 and aims for non-GAAP break-even profitability [20]

Financial Data and Key Metrics Changes - In Q3 2025, the company reported revenue of $21.1 million, representing a 17% increase quarter-on-quarter and a 1% increase year-on-year, marking the second consecutive quarter of double-digit sequential revenue growth [5][15] - Adjusted EBITDA loss improved by 68% year-on-year to negative $1.8 million, with the adjusted EBITDA margin improving from minus 26.5% to minus 8.4% [5][19] - Over the past nine months, adjusted EBITDA improved 67% year-on-year, while net loss narrowed from $19.6 million to $5.7 million [5][6] Business Line Data and Key Metrics Changes - Insurance revenue grew 13% year-on-year to $2.3 million, while wealth revenue increased by 5% to $2.6 million, together accounting for 23% of group revenue, up from 21% a year ago [6][16] - Operating costs, excluding foreign exchange, fell 13% year-on-year to $23.9 million, with technology costs decreasing from $2 million to $0.9 million and employee benefit expenses dropping from $5.7 million to $4.2 million [7][18] Market Data and Key Metrics Changes - Singapore's revenue rose to $10.2 million from $7.9 million a year ago, while Hong Kong delivered $7.5 million in revenue, slightly lower year-on-year but in line with expectations [16][17] - Taiwan and the Philippines reported revenues of $1 million and $2.4 million, respectively, showing gradual recovery [17] Company Strategy and Development Direction - The company is focused on delivering healthy annual revenue growth, continued margin expansion, and sustained positive free cash flow through a shift towards higher-margin products and AI-enabled operating leverage via Project Odyssey [4][10] - The strategic pivot aims to build durable compounding earnings power rather than chasing volume-led growth, with a clear path for high-margin verticals to take a larger share of revenue [6][12] Management Comments on Operating Environment and Future Outlook - Management expressed confidence in Q4 being the first quarter of positive adjusted EBITDA since listing, driven by a stronger revenue mix and improved cost structure [11][20] - The company anticipates solid top-line growth and meaningful improvement in profitability for the full year 2026, with a focus on scaling high-margin verticals [12][26] Other Important Information - Project Odyssey is a core pillar for medium-term value creation, integrating various AI-driven capabilities to enhance operational efficiency and improve unit economics [9][10] - The company plans to pursue disciplined capital allocation, focusing on organic investments and potential M&A opportunities that align with its AI-enabled operating model [35][36] Q&A Session Summary Question: What is the plan for the crypto segment? - The company plans to integrate digital assets into broader wealth journeys without setting standalone revenue targets, viewing it as an upside within the wealth segment [27][29] Question: Can you elaborate on the AI displacement risk? - Management sees AI as an amplifier of value rather than a risk, emphasizing their role in aggregating and curating data across various financial platforms [30] Question: Any further partnership potential? - The company is exploring partnerships within the ecosystem, particularly in Hong Kong, to create value through strategic collaborations [31] Question: Why is there a significant improvement in Adjusted EBITDA despite flat revenue? - The improvement is attributed to a high-quality revenue mix and structurally lower operating costs, reflecting the execution of a strategic reset [24][25] Question: How is the Credit Hero Club performing? - The Credit Hero Club is expected to enhance the personal loan segment, particularly during tax loan season, by providing personalized offers based on credit profiles [38][39] Question: Outlook for different segments in 2026? - The company anticipates a shift towards higher-margin verticals, with credit cards remaining a core vertical while personal loans and insurance are expected to drive margin improvements [40][41]

Financial Data and Key Metrics Changes - Consolidated revenue increased by 4% to $323 million, driven by growth in the three segments: NRS, fintech, and net2phone, which together grew by 16% [9][10] - Consolidated gross profit rose by 10% to a record $118 million, resulting in a gross margin of 37% [9][10] - Adjusted EBITDA reached a record $37.9 million, with an adjusted EBITDA margin of 11.7%, representing a 26% year-over-year growth [10][18] - Earnings per share (EPS) increased by 31% to $0.89, while non-GAAP diluted EPS climbed by 32% to $0.94 [10] Business Line Data and Key Metrics Changes - NRS reported a 22% increase in recurring revenue, reaching $35 million, with income from operations up 35% to $9 million [12] - The fintech segment's income from operations nearly doubled, increasing by 97% to $6 million, and adjusted EBITDA climbed 87% to $7.5 million [14] - Net2phone's income from operations increased by 94% to $2 million, while adjusted EBITDA rose by 44% to $3.6 million [16] Market Data and Key Metrics Changes - Boss Money's digital channel generated 84% of transactions, with revenue growth of 20% [12] - The fintech segment is benefiting from reduced transaction costs due to AI and machine learning, enhancing profitability [14] Company Strategy and Development Direction - The company is focusing on innovation and expanding premium services, which are becoming significant growth drivers [4] - There is a strategic shift from standalone products to holistic solutions tailored to customer needs, particularly in net2phone [7][15] - The company is exploring adjacent markets for growth, including food service and international markets [24][26] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about long-term growth opportunities through innovation in both current and adjacent markets [4][24] - The company is monitoring the impact of new federal excise taxes on cash remittances and its effects on retail businesses [22] - IDT is well-positioned to achieve its full-year adjusted EBITDA guidance of $141-$145 million, indicating a 7%-10% growth rate [18] Other Important Information - The Delaware Supreme Court dismissed all claims against IDT in the Straight Path Class Action suit, positively impacting the company [7] - The company repurchased $7.6 million in stock during the first quarter and plans to continue opportunistic buybacks [17][18] Q&A Session Summary Question: Any special dividend or accelerated buybacks expected in the second half of the year? - Management indicated they are not looking at large M&A opportunities currently but are considering small acquisitions and monitoring the market [22] Question: Are new payment processing accounts coming from businesses that do not require a POS? - Management confirmed that new accounts are coming from businesses that require a POS [23] Question: What adjacent markets are being considered for growth? - Management mentioned various adjacent markets, including food service and specialty businesses within the U.S. [24] Question: Will IDT expand into other countries in 2026? - Management stated that while they are exploring international expansion, it is not guaranteed for 2026 [26] Question: Can you provide insights on IDT Global's top-line revenue? - Management highlighted that IDT Global has been performing well in maximizing gross profit despite fluctuations in revenue [30]

Financial Data and Key Metrics Changes - Consolidated revenue increased by 4% to $323 million, driven by growth in the three segments: NRS, fintech, and net2phone, which together grew by 16% [9][10] - Consolidated gross profit rose by 10% to a record $118 million, resulting in a gross margin of 37% [9][10] - Adjusted EBITDA reached a record $37.9 million, with an adjusted EBITDA margin of 11.7%, reflecting a 26% year-over-year growth [10][17] - Earnings per share (EPS) increased by 31% to $0.89, while non-GAAP diluted EPS climbed by 32% to $0.94 [10] Business Line Data and Key Metrics Changes - NRS reported a 22% increase in recurring revenue, reaching $35 million, with income from operations up 35% to $9 million [12] - The fintech segment's income from operations nearly doubled, increasing by 97% to $6 million, and adjusted EBITDA rose by 87% to $7.5 million [13] - Net2phone's revenue increased by 10% on a net reported basis, with income from operations rising 94% to $2 million [15] Market Data and Key Metrics Changes - Boss Money's digital channel generated 84% of transactions, with revenue growth of 20% [12] - NRS's merchant services revenue grew by 38%, while sales fees increased by 30%, offsetting a 15% decline in advertising and data revenue [12] Company Strategy and Development Direction - The company is focusing on holistic solutions that combine multiple offerings tailored to customer needs, particularly in the net2phone segment [6][14] - There are plans to explore adjacent markets, including food service and international markets, with potential acquisitions to accelerate growth [20][21] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about long-term growth opportunities through innovation in both current and adjacent markets [4][12] - The company is monitoring the impact of new federal excise taxes on cash remittances and its effects on retail businesses [18] Other Important Information - The Delaware Supreme Court dismissed all claims against IDT in the Straight Path Class Action suit, positively impacting the company [6] - The company held $220 million in cash and equivalents as of October 31, 2025, a decrease from the previous quarter [16] Q&A Session Summary Question: Expectations for special dividends or accelerated buybacks - Management indicated they are not looking at large M&A opportunities currently but may consider small acquisitions for NRS [18] Question: Additions of net payment processing accounts - The additions are primarily from businesses that require a POS [19] Question: Adjacent markets for growth - Management mentioned several adjacent markets, including food service and various verticals within the U.S. [20] Question: Potential for expanding into other countries - There is interest in expanding internationally, with potential acquisitions being considered [21] Question: Comments on IDT Global's top-line revenue - Management highlighted the resilience of the IDT Global business, focusing on maximizing gross profit despite fluctuations in revenue [23]

Financial Data and Key Metrics Changes - In Q3, the company generated positive adjusted free cash flow of $2.1 million, a $15.8 million improvement year-over-year, and is on track to finish the year with positive adjusted free cash flow for the first time ever [4][20] - The operating margin was 6.8%, exceeding guidance and positioning the company for its highest full-year operating margin ever [4][21] - Positive EPS was reported for the second consecutive quarter, marking the second time in company history [4][22] - Total revenue reached $79.4 million, near the high end of guidance, with a gross margin of 75.4%, down 90 basis points year-over-year [25] Business Line Data and Key Metrics Changes - The company has transitioned to a consumption model, with 80% of annual recurring revenue (ARR) now on consumption contracts, a significant increase from single digits two years ago [8][9] - Monthly active users across the customer base increased over 10% year-over-year, reflecting growing momentum in user engagement [10] - Current subscription RPO grew 3% year-over-year to $214.1 million, while total subscription RPO grew 15% to $405.9 million [23] Market Data and Key Metrics Changes - Leads from strategic partners increased over 25% compared to Q2 and more than doubled from Q1, indicating rapid expansion of partner relationships [7] - The company expects billings of $107.5-$109.5 million in Q4, representing 6% year-over-year growth, which would be the highest billings growth in over three years [26] Company Strategy and Development Direction - The company is focused on deepening its partner ecosystem, accelerating consumption, and leveraging AI capabilities [4][10] - A composable approach to selling platform components is being adopted to meet customer needs more effectively [10] - The company is enhancing its AI capabilities, with unique accounts using AI features increasing over 60% year-over-year [11] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the pipeline for Q4, despite longer sales cycles for partner-related deals, emphasizing the strength of relationships built with CIO-level engagement [30][32] - The company anticipates continued improvements in gross retention, projecting it to reach approximately 87% in Q4, with potential to approach 90% in future quarters [24][80] - Management highlighted the importance of governance in AI usage, ensuring customers can leverage AI while maintaining control over their data [57] Other Important Information - The company received strong industry recognition, being named a leader in various categories related to AI and data products [17] - Management is committed to maintaining a balance between growth and profitability, aiming for 10% growth and 10% operating margin by the end of FY27 [27][73] Q&A Session Summary Question: What caused the negative billing surprise in Q3? - Management indicated that the longer sales cycles associated with the ecosystem business contributed to the billing shortfall, but expressed confidence in the pipeline for Q4 [30][32] Question: How are things looking for Q4? - Management reported that Q4 started well, with some deals that had slipped already closing, and emphasized the importance of CIO involvement in the sales process [33][34] Question: Can you elaborate on opportunities with CDWs? - Management noted that partners are considering OEM deals, indicating strong interest in deeper collaborations [36][39] Question: What is the outlook for net revenue retention? - Management expects improvements in net retention as gross retention increases and as the company capitalizes on the consumption model [40][41] Question: How is the conversation around AI evolving? - Management emphasized that AI is a key focus, with ongoing initiatives to enhance the agentic platform and improve customer experiences [53][54] Question: What leverage is being gained from new partners based on learnings from Snowflake? - Management highlighted that the experience gained from the Snowflake partnership is being applied to new partnerships, improving go-to-market strategies [62][64] Question: Was the billing shortfall due to large transactions or multiple mid-sized deals? - Management clarified that the shortfall was due to a combination of medium-sized deals slipping, rather than a few large transactions [68][70] Question: Are there planned areas of investment for FY27? - Management indicated that while there are areas for potential investment, they are also finding efficiencies that will not impact growth [71][72]

Financial Data and Key Metrics Changes - Q4 revenue reached $9.7 billion, a 14% increase year-over-year, with non-GAAP operating profits growing 26% year-over-year [5][25] - Non-GAAP operating margin was a record high at 12.2%, with non-GAAP diluted net earnings per share of $0.62, exceeding guidance [5][29] - Full-year revenue for fiscal 2025 was $34.3 billion, also a 14% increase year-over-year, with non-GAAP diluted net earnings per share at $1.94 [9][25] Business Line Data and Key Metrics Changes - Networking revenue increased 51% year-over-year to $6.9 billion, significantly aided by the acquisition of Juniper Networks [9][10] - Server segment revenue grew 10% year-over-year, with strong demand for AI systems leading to $6.8 billion in new AI system orders [12][14] - Hybrid cloud revenue grew 5% year-over-year, with approximately 7,000 new customers added to GreenLake [14][29] Market Data and Key Metrics Changes - Total company annualized revenue run rate (ARR) reached $3.2 billion, up 62% year-over-year, reflecting strong performance in GreenLake and software solutions [14][29] - Orders for private cloud solutions increased more than 20% year-over-year, indicating strong market demand [16] Company Strategy and Development Direction - The company aims to build a new networking industry leader, capture AI infrastructure opportunities, and drive growth in high-margin software and services through GreenLake [7][21] - By fiscal year 2028, the company is committed to generating at least $3 in non-GAAP diluted net earnings per share and over $3.5 billion in free cash flow [8][21] - The integration of Juniper Networks is a top priority, with expectations of approximately $1 billion in annualized structural savings by fiscal 2028 [24] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the demand environment, noting an acceleration in orders towards the end of the quarter [6][7] - The company is monitoring commodity cost inflation and expects to pass through most component cost increases while managing demand elasticity [38][75] - For fiscal year 2026, the company raised its non-GAAP diluted net EPS outlook range to $2.25 to $2.45, reflecting strong operational execution [41][42] Other Important Information - The company plans to sell its remaining 19% stake in H3C for approximately $1.4 billion, expected to close in the first half of calendar year 2026 [8][37] - The cash conversion cycle improved to 30 days, driven by strong collections and a decrease in inventory [36] Q&A Session Summary Question: EPS and free cash flow guidance increase while revenue guidance remains unchanged - Management indicated that the increase in EPS and free cash flow is driven by a stronger networking mix and better-than-expected cash flow from Juniper collections [48][52] Question: Acceleration in orders towards the end of the quarter - Management noted that the acceleration was seen across the entire portfolio, with strong performance in networking and Alletra MP storage [56][58] Question: Traction with as-a-service models and impact of Juniper on ARR - Management confirmed that the addition of Juniper significantly contributes to software subscription services, enhancing the ARR growth [63][67] Question: Thoughts on commodity pricing and demand elasticity - Management acknowledged the need for pricing adjustments due to rising DRAM costs and emphasized the importance of demand shaping strategies [70][75] Question: Clarification on seasonality and revenue outlook for Q1 - Management clarified that while there were push-outs of AI deals from Q4 to Q1, the Q1 revenue outlook aligns with historical seasonality [80]

Financial Data and Key Metrics Changes - The company reported net sales of $331.3 million for Q3, an increase of 2.2% year-over-year, marking the third consecutive quarter of same-store sales growth at 2.2% [14][15] - Gross margin improved by 100 basis points to 32.8% compared to Q3 last year, driven by better product margins and lower freight expenses [15] - Adjusted net income for Q3 was $3 million, or $0.08 per diluted share, compared to $1.4 million, or $0.04 per diluted share in the same quarter last year [16] - Adjusted EBITDA grew 13% to $18.6 million, reflecting a 50 basis point improvement as a percentage of net sales [16] Business Line Data and Key Metrics Changes - The hunting and shooting sports department saw a 5.3% increase in sales, while fishing grew by 14.1% [14][15] - Apparel sales increased by 1.4%, but camping sales declined by high single digits, indicating challenges in that category [34][35] - E-commerce sales grew by 8%, with both ship-to-home and buy online pick up in store performing well [7] Market Data and Key Metrics Changes - The company experienced a slowdown in sales trends starting mid-October, attributed to external disruptions from a prolonged government shutdown impacting consumer confidence [11][12] - The promotional retail landscape remains competitive, necessitating increased marketing efforts to drive sales [19][21] Company Strategy and Development Direction - The company is focused on a transformation strategy that emphasizes inventory precision, local relevance, and personal protection categories [8][9] - Plans for 2026 include a customer acquisition strategy aimed at reducing reliance on promotions and shifting towards sustainable, profitable growth [10][21] - The company opened a new store in Surprise, Arizona, reflecting a disciplined growth approach and targeting long-term returns [10] Management's Comments on Operating Environment and Future Outlook - Management expressed caution regarding Q4 due to macroeconomic headwinds and a pressured U.S. consumer, leading to a revision of full-year guidance [19][21] - Despite challenges, management remains confident in achieving lower inventory levels and positive free cash flow by year-end [12][19] Other Important Information - Total inventory at the end of Q3 was $424 million, a decrease of 3.2% year-over-year, with expectations to end the year with inventory less than $330 million [17][18] - The company paid down $13.2 million of debt during the quarter, ending with a total debt balance of $181.9 million [18] Q&A Session Summary Question: Recent sales trends during Black Friday and Cyber Monday - Management noted that sales trends remained negative through November, with no significant improvement post-government shutdown [24] Question: Margin management strategies for Q4 - The company plans to use existing inventory to drive sales while managing working capital effectively [25] Question: Impact of Florida Second Amendment Sales Tax Holiday - Management indicated that the holiday did not significantly impact their business [27] Question: Marketing spend in a challenging consumer environment - Increased marketing spend is necessary to remain competitive in a highly promotional landscape [32] Question: Camping department performance and future strategies - Camping sales were down high single digits, with inventory trends being managed closely [34][35] Question: Promotional strategies for Black Friday - The company was promotional but did not implement traditional doorbusters, adjusting strategies for December [40] Question: Inventory management by category - The company is focusing on driving sales in the hunting and shooting category, which is a significant traffic driver [43] Question: Margin profile of personal protection products - Personal protection products are accretive to margins, with a focus on expanding offerings [46]

Financial Data and Key Metrics Changes - The company reported third quarter revenues of $251 million, a slight decrease from $257 million in the same quarter of fiscal 2025, primarily due to the completion of significant projects [7][18] - Gross profit for the third quarter was approximately $46.9 million, with a gross margin of 18.7%, up from 17.2% in the prior year [18][19] - Net income for the quarter was $30.7 million, or $2.17 per diluted share, compared to $28 million, or $2 per diluted share, for the same period last year [21] - EBITDA increased to $40.3 million, with an EBITDA margin of 16%, compared to 14.6% in the prior year [21][22] - The company maintained a strong balance sheet with $727 million in cash and investments, net liquidity of $377 million, and no debt [9][24] Business Line Data and Key Metrics Changes - Power Industry Services segment revenues decreased by 8% to $196 million, representing 78% of total revenues [10] - Industrial Construction Services segment revenues increased by 19% to $49 million, contributing 20% of consolidated revenues [10] - Telecommunications Infrastructure Services segment revenues grew by 76% to $6.3 million, accounting for 2% of total revenues [11] Market Data and Key Metrics Changes - The company has a record backlog of approximately $3 billion, which includes over 6 gigawatts of new thermal and renewable power plants [4][14] - The backlog consists of approximately 79% natural gas projects and 16% renewable projects, indicating a strong demand for new natural gas facilities [13][14] Company Strategy and Development Direction - The company aims to leverage its core competencies to capitalize on existing and emerging market opportunities, focusing on disciplined risk management and project management effectiveness [29][30] - There is a commitment to maintaining a presence in the renewable space while expecting gas-fired and other thermal power facilities to represent a substantial portion of the backlog in the near and midterm [13][14] - The company is dedicated to driving long-term value creation for shareholders through disciplined capital allocation and potential M&A opportunities [26][30] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the demand environment, driven by the electrification of everything and the aging of existing power facilities [5][12] - The company expects to continue adding projects to its backlog in the high-demand environment over the coming years [30] - Management highlighted the importance of reliable energy supply for AI data centers and complex manufacturing operations, positioning the company as a key player in energy infrastructure [12][27] Other Important Information - The company raised its quarterly dividend to $0.50, marking the third consecutive increase in the past three years [9][25] - The company has returned approximately $109.6 million to shareholders since initiating its share buyback program in November 2021 [26] Q&A Session Summary Question: Insights on margins moving forward - Management has not disclosed specific pricing on gas projects but maintains a flexible pricing model based on market conditions and project specifics [33][34] Question: Sustainable gross margin targets - Management remains conservative with margin guidance but has exceeded previous benchmarks, indicating excitement about future opportunities [35][36] Question: Manpower challenges with multiple projects - Labor remains a challenge, but the company is focused on growing its headcount to meet project demands [37][38] Question: Pipeline cadence and future job additions - Management expects to add a handful of jobs over the next 12 to 24 months but cannot predict exact timing due to project start date variability [42][44] Question: Changes in the competitive environment - The competitive landscape has shifted, with fewer companies able to handle large, complex projects, but there is enough work for all players in the market [45][46] Question: Project selection criteria - The company remains flexible in contract terms and is focused on building relationships with both repeat and new customers [53][56] Question: Opportunities from private players or hyperscalers - Management is open to participating in behind-the-meter projects and evaluates each opportunity based on fit and contract terms [62][63] Question: Geographic opportunities for gas generation - The company sees opportunities in various regions, including Texas and the PJM area, and is familiar with the competitive landscape there [70][71]

Financial Data and Key Metrics Changes - The company ended Q3 with $1.75 billion in ARR, growing 29% year over year [4] - Achieved first quarter of GAAP profitability in Q3 [4] - Q3 revenue was $416 million, also growing 29% year over year [17] - Net new ARR increased by $105 million, a 24% year-over-year increase or 23% in constant currency [17][24] - Non-GAAP gross margin was 78%, with a non-GAAP operating margin of 19%, up 9 percentage points year over year [24] Business Line Data and Key Metrics Changes - Added 219 customers with $100,000+ in ARR, a quarterly record [4] - Customers contributing $100,000+ in ARR now exceed $1 billion, growing 36% year over year [4] - Added 17 customers with $1 million+ in ARR, tying a quarterly record [4][19] - 20% of net new ACV in Q3 came from emerging products launched since last year [15][21] Market Data and Key Metrics Changes - Construction contributed the highest net new ACV mix for the ninth consecutive quarter [23] - Public sector net new ACV grew approximately 100% year over year, crossing $100 million in ending ARR [23] - 16% of net new ACV came from non-U.S. geographies, with Europe contributing its highest-ever quarterly net new ACV mix [23] Company Strategy and Development Direction - The company focuses on partnering with large, complex operations organizations to drive growth [4] - Emphasizes the importance of AI in transforming safety coaching and automating operations [10][56] - Plans to continue investing in international markets, particularly in Europe, Canada, and Mexico, which are less penetrated [12][67] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in sustaining durable growth due to a unique defensible data advantage and AI-driven innovation [16][25] - The company anticipates that Q4 will be its seasonally largest quarter, with expectations for higher initial FY27 revenue guidance [29] - Management highlighted the importance of safety and efficiency in driving customer value, particularly in the context of AI [66] Other Important Information - The company was recognized by Fortune, ranking seventh on their Fortune Future 50 list [14] - New AI-powered features were launched to enhance customer operations and safety [10][11] Q&A Session Summary Question: What is enabling the large customer momentum? - Management attributed this to investments in scale, security, and infrastructure, along with the ability to manage large data and customize products for complex organizations [27] Question: Any high-level commentary on fiscal 2027? - Management indicated that initial FY27 revenue guidance would likely be higher than current consensus due to Q3 outperformance [29] Question: What drove the increase in contribution from new products? - The increase to 20% from 8% reflects growth across multiple new products launched earlier in the year [32][34] Question: How should we think about the sustainability of enterprise traction? - Management emphasized that significant investments in R&D and go-to-market resources are driving momentum, with a focus on larger deals that may have longer sales cycles [75] Question: How is the public sector opportunity expected to sustain momentum? - Management noted that state and local governments are sharing success stories, which is driving further adoption and value realization [71]

Financial Data and Key Metrics Changes - Subscription ARR reached $1.35 billion, growing 34% year over year [5][24] - Net new subscription ARR reached a record $94 million [5][24] - Subscription revenue was $336 million, growing 52% year over year [5][26] - Total revenue was $350 million, up 48% [26] - Free cash flow was $77 million, compared to $16 million in the same quarter last year [29] Business Line Data and Key Metrics Changes - Subscription NRR remained above 120% [5][25] - Customers with $100K or more in subscription ARR reached 2,638, growing 27% year over year [6][25] - The identity resilience platform achieved about $20 million in subscription ARR, with significant growth in the number of identity customers [15][81] Market Data and Key Metrics Changes - Revenue from the Americas grew 51% to $256 million [26] - Revenue from outside the Americas grew 41% to $94 million [26] - Cloud ARR reached $1.17 billion, up 53% [24] Company Strategy and Development Direction - The company aims to lead in the security and AI operations space, focusing on cyber resilience and AI transformation [7][9] - Rubrik's strategy includes expanding its product offerings in data protection, identity resilience, and AI operations [10][18] - The company is investing in R&D and go-to-market strategies to enhance its offerings and market penetration [30] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the strong demand for cyber resilience solutions and the growth potential in the AI sector [23][30] - The company anticipates continued strong performance and is raising its outlook for the fourth quarter and full year [23][31] Other Important Information - The company has launched Rubrik Agent Cloud, a new product suite for managing AI agents [18][21] - The integration with Microsoft Copilot Studio and Amazon Bedrock is expected to enhance the capabilities of Rubrik Agent Cloud [21][68] Q&A Session Summary Question: How additive can identity be to an average data protection deal? - Identity is completely additive to the deal, serving as a net new buyer for Rubrik, particularly in the CISO organization [37][38] Question: What is driving the acceleration in legacy replacement bookings? - The acceleration is driven by the need for modernization ahead of AI and the recognition of the risks posed by cyber attacks [46] Question: How is the platform expansion influencing sales strategy? - The strategy remains focused on being a true platform company, making it easier for customers to adopt and consume Rubrik products [53][54] Question: How is Rubrik positioned to capture the AI agent opportunity? - Rubrik is well-positioned due to its focus on data, identity, and business applications, providing a complete agentic operations platform [59][60] Question: What is the monetization strategy for Rubrik Agent Cloud? - Rubrik Agent Cloud is a separate product suite, and customer feedback has been strong during its beta phase [70]