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- **Revenue and Profit Beats**: Q3 revenue up 24% YoY to $109.7 million, non-GAAP operating margin 22% (highest ever). ARR growth 26% to $390 million.
- **AI Governance Leadership**: 86% of organizations delaying AI rollouts due to governance concerns; AvePoint's platform provides end-to-end visibility and control for agentic AI.
- **Customer Expansion**: Added 41 new $100k+ ARR customers, including major financial services and telecom wins.
- **Federal Sector Caution**: Public sector ARR growth 21% YoY but Q4 guidance cautious due to government shutdown risks.
- **Non-Microsoft Growth Ambition**: Target 30% of ARR from non-Microsoft by 2029, with new solutions for Google, Salesforce, and SaaS apps.

**【CEO Summary Section】**
- AvePoint delivered strong Q3 results, outperforming guidance with revenue growth of 24% YoY and non-GAAP operating income of $24.1 million. CEO emphasized the company's platform-driven approach to governing agentic AI, highlighting the need for visibility, control, and holistic governance across multi-SaaS and multi-cloud environments.
- Key customer wins included a Fortune 500 financial services firm, a major food and beverage company, and a Japanese telecom provider, showcasing the platform's ability to address diverse AI-driven use cases.
- Future focus areas include autonomous governance workflows, ecosystem-wide agent management, and strategic governance as a business enabler.

**【CFO Financial Commentary】**
- Total Q3 revenue: $109.7 million (24% YoY growth), with SaaS contributing 77% of total revenue ($84 million, 38% YoY growth). ARR reached $390 million (26% YoY growth), driven by net new ARR of $22.4 million.
- Gross margin: 75.1% (down 1.9pts YoY due to higher services mix). Operating expenses: $58.2 million (53% of revenue), with non-GAAP operating margin at 22% (highest as a public company).
- Q4 guidance: Revenue $110-112 million (23-26% YoY), non-GAAP operating income $21-22 million. Full-year ARR target: $412.8-418.8 million (27% YoY growth).

**【Q&A Key Highlights】**
- **AI Governance Use Cases**: Immediate focus on AI readiness for specific use cases (e.g., data accuracy, access controls), with future emphasis on agentic AI agents as digital employees requiring full licensing and governance.
- **Federal Sector Impact**: Public sector ARR growth of 21% YoY despite federal downsell, impacting GRR (88% vs. 90% ex-migration) and NRR (110% vs. prior year). Q4 guidance cautious due to government shutdown uncertainty.
- **Non-Microsoft Growth**: Non-Microsoft SaaS revenue now <10%, but target to reach 30% of ARR by 2029. New solutions for monday.com, Docusign, Smartsheet, and GCP show early momentum.
- **Contract Duration**: Average contract length improved YoY, reflecting customer confidence in long-term value.
- **AI Integration**: Internal AI adoption (e.g., AI-powered IDEs, security monitoring) and product enhancements (e.g., auto-taxonomy labeling) driving efficiency and differentiation.

AvePoint, Inc. (AVPT) Q3 2025 Earnings Call Transcript

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AVPT

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