Docebo's Q1 2025 Earnings: Navigating Leadership Changes, AWS Dynamics, and Sales Strategies Amid Contradictions

Leadership transitions and execution challenges, AWS relationship and impact on Docebo, sales and marketing strategy and execution, impact of AWS loss and relationship, and sales cycle elongation impact are the key contradictions discussed in Docebo's latest 2025Q1 earnings call.



Leadership Transition and Growth Strategy:
- Docebo announced changes in key roles with the departure of the CRO and CPO, reflecting a shift in leadership for growth in the enterprise space.
- The changes are part of a strategic decision to align leadership with the company's evolving scale and future needs, focusing on maintaining corporate agility and customer obsession.

Revenue Growth and Macroeconomic Impact:
- Despite slightly beating Q1 revenue estimates, Docebo reduced its full-year guidance due to macroeconomic expectations.
- The company acknowledged a slowdown in deal closure, particularly in macro-sensitive sectors, leading to a more measured approach in Q2 and Q3.

AWS Relationship and Impact:
- AWS decided not to renew their contract with Docebo after December 31, 2025, accounting for roughly 1.8% of total ARR.
- Although AWS remains an important customer, the company is focusing on supporting the transition and leveraging the experience to win more large enterprise deals.

Strategic Investment in Product and Government Sector:
- Docebo is investing in its product development, particularly in AI capabilities, and expects to increase its EBITDA margin by 20% from Q2 to Q4.
- The company is actively pursuing growth in the government sector post-receiving ATO status, with expectations for FedRAMP opportunities to materialize in the near future.