What does GitLab do and what are its main business segments?

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What is GitLab's gross profit margin?

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Did GitLab beat or miss consensus estimates last quarter?

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What guidance did GitLab's management provide for the next earnings period?

- **Revenue Growth & Margin Expansion**: $244M (+25% YoY), 17.9% op margin vs 13.2% last year
- **Duo Agent Platform Launch**: Usage-based pricing trials, 70%+ ARR from upgrades
- **Customer Expansion**: 119% DBNRR, 54% ARR from Ultimate
- **Public Sector Challenges**: 12% ARR impacted by gov shutdown
- **AI Differentiation**: Named Gartner leader in AI coding & DevOps

**【CEO Summary Section】**
GitLab reported Q3 FY26 revenue of $244 million, up 25% YoY, with non-GAAP operating margin of 17.9%, a 470bps improvement. CEO Bill Staples highlighted:
- **Duo Agent Platform Progress**: General availability nearing, with early customer wins in public sector and enterprise (e.g., 5,000+ dev deals). Usage-based pricing trials show promise.
- **Customer Expansion Strength**: DBNRR of 119%, with 70%+ of ARR from $5k+ customers. GitLab Ultimate (54% of ARR) driving upsell.
- **AI Paradox Solution**: Duo agents address non-deterministic AI code generation by automating end-to-end software validation.

**【CFO Financial Commentary】**
- **Revenue Mix Shift**: SaaS now 31% of revenue, up 36% YoY, driven by Dedicated and Duo. ARR >$100k up 23% YoY.
- **Profitability**: Non-GAAP op income $43.7M (17.9% margin), adj FCF $27.2M (11.1%).
- **China JV Impact**: JiHu expenses $3.3M Q3, FY26 forecast $16M.

**【Q&A Highlights】**
1. **Public Sector Headwinds**: U.S. federal shutdown delayed deals, but long-term PubSec (12% ARR) remains strategic.
2. **Duo Monetization**: Early trials show usage-based pricing could unlock new TAM. 70% of customers need upgrades, slowing adoption.
3. **SMB Weakness**: 8% ARR from SMB, facing price sensitivity. Free tier conversion focus.
4. **Competitive Position**: Named Gartner leader in DevOps and AI coding, with Duo's air-gapped AI unique in public sector.

GitLab Inc. (GTLB) Q3 2026 Earnings Call Transcript

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