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- **Revenue Beat & Growth**: Q3 core organic growth of 3%, up from -1% in 2024, with $16M adjusted EBITDA (32% margin). Targets 3%+ growth in 2026.
- **Major Wins**: $2M deal with Fortune 100 tech company for RightAnswers, $1M pharma deal for BA Insight, and 14 new major customers.
- **Financial Strength**: $20M free cash flow target, 3.8x net debt leverage (down from 6.2x in 2024), and 900bps EBITDA margin expansion YoY.
- **AI Strategy**: AWS Marketplace listings and AI-enabled products driving enterprise AI adoption, with 75% of revenue from KCM solutions.
- **Debt Restructuring**: $242M debt refinanced to 2031 maturity, adding $30M revolver for liquidity.

**【CEO Summary Section】**
- Upland reported Q3 2025 revenue that beat guidance midpoint, with a 3% core organic growth rate and $16 million adjusted EBITDA (32% margin). Free cash flow was $6.7 million.
- Won 97 new customers (14 major) and expanded 168 existing relationships (13 major), driven by AI-powered products like RightAnswers and BA Insight.
- Refinanced $242 million debt, extending maturity to July 2031, with net debt leverage at 3.8x (targeting 3.7x by year-end). Added $30 million undrawn revolver.
- Highlighted major deals: $2M multiyear agreement with a Fortune 100 tech company for RightAnswers, and $1M deal with a pharma company for BA Insight.
- Product innovations include AI features in InterFAX, Adestra, and Second Street, plus AWS Marketplace listings for RightAnswers and BA Insight.

**【CFO Financial Commentary】**
- Q3 gross margins improved, with adjusted EBITDA margin up 900bps YoY to 32%. Full-year 2025 free cash flow target is $20 million.
- Q4 2025 guidance: Revenue $46.4M-$52.4M (down 27% YoY due to divestitures), adjusted EBITDA $13.8M-$16.8M (3% YoY growth). Full-year 2025 EBITDA margin expected at 27% (vs. 20% in 2024).
- Lowered full-year revenue and EBITDA guidance midpoints by $800K due to reduced perpetual license revenue forecasts.
- Targeting 3% core organic growth in 2026, with adjusted EBITDA margin expansion to 29%+ in 2026 and 31%+ in 2027.

**【Q&A Key Highlights】**
- **Growth Drivers**: CEO cites pipeline strength from AI-enabled products and partnerships with AWS/Google, with large deals validating product-market fit. Targets 3%+ organic growth in 2026.
- **Q4 Guidance Adjustment**: CFO explains $800K reduction in perpetual license revenue reflects delayed or lost deals, not just timing shifts.
- **AWS Marketplace Impact**: CEO notes listings improve discoverability for new customers while enabling upsells to existing customers.
- **Sales Execution**: Improved SEO, intent data (6sense), and channel partnerships driving lead quality and conversion rates.
- **Product Innovation**: CFO highlights 75% of revenue from KCM products, with R&D focus on AI integration and reliability improvements.
- **Debt Management**: CFO emphasizes deleveraging strategy, with free cash flow targeting $20M in 2025 and $22M in 2026.

Upland Software, Inc. (UPLD) Q3 2025 Earnings Call Transcript

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UPLD

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