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- **AI-Driven Growth**: 1 in 5 customers use AI solutions, with 40%+ new deals including AI. 
- **LinkedIn Partnership**: Phase 2 (lookalike audiences) launching Q1 2026, targeting ARR growth. 
- **Cost Efficiency**: Sales & marketing expenses reduced to 42% of revenue, targeting mid-30s% in 12 months. 
- **Financial Health**: Q3 free cash flow $2.7M, 2025 full-year guidance for positive adjusted EBITDA. 
- **Regulated Industries Focus**: 50% of ARR from financial services, pharma, with 90%+ gross retention. 


**【CEO Summary Section】**
- Q3 ARR reached $124.5 million, with 1 in 5 customers using AI solutions (e.g., AI Propel+, AI Translate). 
- Average core ARR per customer exceeded $80,000, and 51% of ARR is in multiyear contracts. 
- New LinkedIn partnership enables seamless event promotion and audience targeting, with Phase 2 (lookalike audiences) launching in Q1 2026. 
- Internal AI adoption aims to reduce sales and marketing expenses by double digits over 2 years, targeting mid-30s% of revenue in 12 months. 

**【CFO Financial Commentary】**
- Q3 revenue: $34 million (GAAP), $32 million (non-GAAP). 
- Gross margin: 76%, operating loss: $0.4 million. 
- Free cash flow: $2.7 million (Q3), $5.2 million (YTD). 
- Q4 guidance: ARR growth of 0.5% to 1%, revenue $33.9M-$34.5M. 
- 2025 full-year revenue: $138.6M-$139.2M, non-GAAP net income $0.05-$0.06 per share. 
- $50M share buyback program utilized $13.8M YTD. 

**【Q&A Key Highlights】**
- **AI Adoption**: 40%-50% of new deals include AI, driving ASP increases. 
- **LinkedIn Integration**: Phase 1 launched Q3, Phase 2 (monetizable) in Q1 2026. 
- **Go-to-Market Focus**: 50% of ARR from regulated industries (financial services, pharma), 90%+ gross retention. 
- **Cost Efficiency**: Sales & marketing expenses down 42% of revenue (Q3) vs. 44% last year. 
- **ARR Growth**: Q4 expected to outperform Q3, with 2026 ARR growth target. 


ON24, Inc. (ONTF) Q3 2025 Earnings Call Transcript

Revenue

Sales and Services Revenue

Financing Services Revenue

Other Revenue

Cost of Revenue

Cost of Goods and Services

Cost of Financing Services

Other Cost

Gross Profit

Other Operating Income

Operating Expenses

Selling, General and Administrative Expenses

Selling and Marketing Expenses

General and Administrative Expenses

Research and Development Expenses

Loss on Bad Debts

Loss on Impairment of Other Assets

Loss on Disposal of Assets

Other Operating Expenses

Operating Income

Non-Operating Income (Loss)

Income (Loss) from Affiliates

Income (Loss) from Associates

Income (Loss) from Joint ventures

Gain (Loss) on Other Investment

Gain (Loss) on Change in Fair Value

Gain (Loss) on Foreign Currency Exchange

Other Non-Operating Income (Loss)

Net Interest Expense

Interest Expense

Interest Income

Pretax Income From Continuing Operations

Income Tax Expense

Current Income Tax

Deferred Income Tax

Income Tax Adjustments

Net Income from Continuing Operations

Income from Discontinued Operations

Other Items Before Net Income

Net Income

Net Income Attributable to Minority Interests

Net Income Attributable to Owners of the Company

Preferred Stock Dividends

Other Adjustments

Net Income Attributable to Common Stockholders

Other Comprehensive Income

Total Comprehensive Income

Total Comprehensive Income Attributable to Minority Interests

Total Comprehensive Income Attributable to Owners of the Company

Basic EPS

Basic EPS from Continuing Operations

Basic EPS from Discontinued Operations

Diluted EPS

Diluted EPS from Continuing Operations

Diluted EPS from Discontinued Operations

ONTF

ONTF fundamentals

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