Similarweb Ltd.

Greetings. Welcome to SimilarWeb's second quarter fiscal 2025 earnings call. At this time, all participants are in listen-only mode. The question and answer session will follow the formal presentation today. If anyone should require operator assistance, please press star zero from your telephone keypad. Please note the conference is being recorded. I'll now turn the conference over to Rami Meyerson, Vice President, Investor Relations. Thank you. You may now begin.

Thank you, operator. Welcome, everyone, to our second quarter 2025 earnings conference call. Joining me today are our CEO and co-founder, our author, and our CFO, Jason Schwartz. Yesterday, after market close, we released our results for the second quarter and published a discussion of our results in a letter to shareholders, as well as an investor presentation with a strategic overview of the business on our investor relations website at ir.sonoweb.com. Certain statements made on the call today constitute forward-looking statements which reflect management's best judgment based on the currently available information. These statements involve risks and uncertainties that may cause actual results to differ from our expectations. Please refer to our earnings release and our most recent annual report, Father and Father 20F, for more information on the risk factors that could cause actual results to differ from our forward-looking statements. Additionally, certain non-GAAP financial measures will be discussed on the call today. Reconciliations for the most directly comparable GAAP financial measures are available in the earnings release and the earnings presentations. We will begin with all adjacent highlights of the quarter, and then we will open up the call to questions from sell-side analysts. With that, I'll turn the call over to Or. Or, please go ahead.

Thank you, Rami, and welcome everyone joining the call today. I'm extremely proud of the second quarter financial results that were reported yesterday. Revenue increased by 17% year over year, to $71 million ahead of our expectation. Our customer base grew 18% year-over-year to almost 6,000 ARR customers at quarter end. We reported a seventh quarter of positive free cash flow and return to positive operation profit in the quarter. We are also reiterating guidance for 2025 revenues and raising our profit guidance for the year. Customer interest in our GenAI data and solution is amazing, and the revenues from our GenAI data and new solution were approximately 8% of second quarter revenues and are growing. We are focused on three high-impact opportunities where SimilarWeb is uniquely positioned to lead. The first one is our SimilarWeb GenAI intelligence, In April, we launched AI traffic to show how much website traffic comes from GenAI sources, as well as the prompts and landing page driving traffic. In June, we expanded our product line with the AI brand visibility, giving companies daily insight into how often they are seated in AI chatbot platforms across key topics. The second one is our AI agent. We are rolling out AI agents to help our customer maximize the value they can extract from our data in the shortest time. We're receiving great feedback from our customers and usage is growing by 60% month over month since launched. And the third one is our generative AI and LLM data. We are supplying our unique and fresh digital data to companies that are building their own LLM and gelative AI applications. Last year in Q2, we signed a seven-figure ARR contract with one of our big tech customers to use our data to train and improve its LLM. This customer was already using four of our solution across multiple business units and countries. After signing this contract, they become similar web first eight-figure ARR customer In June this year, this customer renewed and expanded the contract for GenAI application and LLM data with a multi-million dollar ARR and a multi-year upsell. Contracts like this one demonstrate the durability of those AI transactions as recurring revenue stream and provide me with the confidence in our ability to convert additional customers and expand our AI revenue streams. We continue to invest in our technology and expand and enhance our data to deliver the most comprehensive view of the digital world. In Q2, we expanded our product offering to empower customers with deeper insights across the digital landscape. We launched similar web ad intelligence, giving businesses a clearer and more complete view of the digital ad spend and paid marketing universe. leveraging the capabilities of ad metrics that we acquire in 2024. We also introduced additional modules to our mobile app intelligence and shopper intelligence, providing our customers with more tools and data to succeed and win their markets online. The investment in go-to-market that we started in the fourth quarter of 2024 is ramping as planned, and we are starting to see initial results. One of the KPI we track for Salesforce productivity is the number of salespeople booking deals. And I'm super happy that the number of salespeople booking deals increased by 50% year over year in the second quarter. I'm also super proud we continue to operate efficiently and return to profitability in the second quarter, as well as reporting our seven quarter of positive free cash flow. And as I like to say, We are just getting started. Thank you to everyone on the call for continued support. And with that, I will turn the call over to Jason.

Thanks, Orr, and everyone joining us on the call today to discuss our second quarter results. I'll provide highlights of our financial performance, and then we'll open up the call to questions. We generated $71 million of revenue in Q2, a 17% increase relative to Q2 2024. Revenue growth was driven by the 18% growth in overall customers and big tech customers who licensed our digital data for developing their GenAI applications and LLMs. Our second quarter results benefited from one-time fees for customers who completed their evaluations at the end of the quarter earlier than expected. We are optimistic that these evaluation contracts will convert into ARR contracts during the second half of 2025. NRR for our overall customer base increased by 100 basis points year over year to 100%. Notably, our renewal rate in the second quarter was the highest in three years. NRR for the over $100,000 customers decreased by 100 basis points year-over-year to 108%. The NRR for the $100,000 customers reflects the significant upsells of a number of large contracts booked during 2024. These customer contracts are now included in the NRR baseline in 2025. We are proud that 57% of our ARR is contracted under multi-year contracts, up from 44% last year. We believe this demonstrates the durability of our revenues and the importance of our data to our customers. Our remaining performance obligations, or RPO, totaled $274 million at the end of Q2, up 26% year over year. We expect to recognize approximately 68% of total RPO as revenue over the next 12 months. Our operational performance in the quarter was better than expected. We reported a non-GAAP operating profit of 3% in Q2 as a result of our continued disciplined execution. As a reminder, over the last three years, we have improved operating margins by 4,500 basis points from minus 42% in the second quarter of 2022. This performance and our unit economics provide us with confidence in our ability to achieve our profit and cash flow targets. We generated $4 million of normalized free cash flow in the quarter, 5% free cash flow margin and a seventh consecutive quarter of positive free cash flow. We plan to continue to generate positive free cash flow on a quarterly basis going forward. For the full year 2025, we are maintaining our revenue guidance and expect total revenue in the range of $285 to $288 million, representing 15% year-over-year growth at the midpoint of the range, and expect our non-GAAP operating profit to be between $5 and $7 million, an increase from our previous expectation. For Q3 2025, we expect total revenue in the range of $71.5 to $72 million. Non-GAAP operating profit for the third quarter of 2025 is expected to be in the range of $1.5 to $2 million. We remain focused on delivering profitable growth over time, as well as achieving our long-term profit and free cash flow targets. And with that, Orr and I are ready to answer your questions.

Thank you. At this time, we'll be conducting a question and answer session. If you'd like to ask a question, you may press star 1 from your telephone keypad, and a confirmation tone will indicate your line is in the question queue. You may press star 2 if you'd like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up the handset before pressing the star keys. One moment, please, for our first question. Thank you. Once again, it's star 1 to ask a question. The first question today comes from the line of Raymond Lynchow with Barclays. Please receive your questions.

Good morning, and congrats for me. That was an amazing outcome. Can we talk about the large customer and how that potentially kind of played out for you and will play out in the future? I'm just trying to understand, was that a proof of concept that the customer had to kind of pay some money for so you got the fees in, and then now when he goes into full contract, it comes through? So can you talk a little bit about the mechanics there, but also then, like, you know, a little bit deeper into, like, you know, what is he doing there? And then I had one follow-up question.

Yeah, thank you for the question. Usually when we engage with companies who want to train their LLM models, the process is that you deliver them one-time bulk of data and that they can test and validate that the data is improving significantly. their model and make it more accurate. They pay one-time fee for this data for the testing. And after the testing and validating the data improve, we engage with them with long-term commitment, usually multi-years of ARR deals.

Okay, perfect. So that would be something that not just one of these customers can do. That's actually something that a lot of them will benefit, correct?

A lot of them can benefit, and also the multiple data sets that they can buy and use for multiple use cases on improving the LLMs. So the opportunity is in both fronts. More customers buying once it's proved that it can improve the LLMs, and the second one that they can get more data to improve other areas of those motions.

Okay, perfect. Yeah, it makes sense. And then, Jason, on the NRR, so it dipped down a little bit, and you explained that 2024 cohort. You know, NRR is obviously backwards-looking, so it doesn't really help us. But in that respect, how do I have to think about that number kind of inflecting going forward again? Do I just have to work through that cohort, and then it starts looking better? Is that kind of the right mechanics there? And then maybe just one last word as well, Jason, on the customer ads this quarter or the new customer growth was really strong. Kind of what drove that? Thank you.

Thanks so much. Yes. You know, on the NRR, like we've been talking about, I think you're right. There was great growth last year, and we're working through the cohort. Those large expansion deals from 2024 is, you know, having a lapping effect as we go into 2025. But I think your second part is really the indication. When you look at the customer ads, the overall customer ads is up to 18%. But if you look in the, you know, the large customers, the customers that are over 100,000, it grew by 13%. And if you look at the absolute number, the absolute number, you know, went up on a sequential basis was up, you know, 22 additional customers. That's the highest, you know, sequential growth that we had in the last three years. So I think, you know, that's an indication that. our land and expand strategy, you know, bring them in at a modest start point ACV, and then see them land, retain, and expand and grow. And now you're seeing them crossing over that $100,000 number as well.

Perfect. Yeah, well done. Thank you.

Our next questions come from the line of Arun Bhatia with William Blair & Company. Please receive your questions.

Congrats on the quarter and thanks for taking your question. So in your prepared remarks, you mentioned you're optimistic that the Gen AI and LLM related data evaluations completed in the quarter have the potential to convert in the second half of the year. What do you think it'll take for these AI data prospects to convert into paid customers?

Just the sense I can You engage, you get the data, they need to test, they need to validate. We feel very strong around that. We position as the number one digital data company in the world right now and the number one of web data. Those LLMs do their learning and training on web data. So we feel very confident that we can build a very good pipeline and convert it down the road.

Thank you.

Willow, I would just add that, as we mentioned in the letter, these deals, once they finish that evaluation, are typically seven-digit contracts that are, and those things are not signed overnight. It has a process as well. But I think that the, going back to, you know, I think Ramo asked the question, that the first customer from last year who had done their evaluation and then, you know, in Q2 last year signed an ARR customer, ARR contract, And that was a one-year contract. Now, when they lapped into the second year, not only did they renew, but they renew upsold with a multi-million dollar upsell and also extended that for a multi-year commitment. So I think that's the path that you should be thinking about of these deals.

That's a great point. Thank you.

Thank you. The next question is in the line of Patrick Walrivans with citizens. Please receive your questions.

Fantastic. Thanks guys for taking the question. This is Nick on for Pat. A few months ago, you introduced your four new agentic AI products, and I know it's still early, but could you share what customer conversations around these products look like? Are we seeing, you know, general interest in them and among the four, which is seeing the most traction?

So definitely the Gen AI has a lot of attraction. I think it's the fastest growing product we have currently in our product portfolio. And we're seeing a lot of demand for that. And a very, very strong pipeline going forward. I think almost every one of our customers, when we present them, are trying and evaluating them. That's the solution.

Great. Thank you very much, and congrats on the quarter.

The next questions are from the line of Adam Hotchkiss with Goldman Sachs. Please receive your questions.

Hi, guys. This is Grayson Skelbon for Adam. Thank you for taking the questions. I wanted to start on the guide, just looking at the 3Q guide and then the 4Q implied numbers, a bit of acceleration implied in the 4Q number. So I'm curious on what is driving your confidence there and how the ramping productivity from some of those new resources factors into that guide. And then I just have a quick follow-up.

Hey, Grayson, it's Jason. Like we talked about in the letter, in the shareholder letter, we have a good pipeline that we've been talking about for a couple of months now. I think now you're starting to see these conversion of these large transactions coming through. And, you know, we've got some visibility, but as Or said, we've got to, we've got the sales teams got to close the business, but that's, that's really what's going on to the back end of the year. This is what we've told you since, since early 2025, we said that we believe that the acceleration you would see happening in the, in the back end of the year, and hopefully that you're starting to see that stuff come through.

Great, thank you. And then I just wanted to – oh, sorry, go ahead.

Regarding the go-to-market productivity, we also see a nice improvement. We also shared it in the investor letter, and we talked about it, that we had a record high of salespeople closing deals. So you see that they start ramping up. And we're looking forward for them to closing more deals in Q3 and Q4.

Great. Thank you. And then I just wanted to touch quickly on profitability. Nice beat in the quarter. Obviously a nice flow through to the full year number there. I'm just curious on if there's anything to call out there or if that was just a function of some higher top line revenue than expected. Thank you.

Yeah, obviously the beat on the top line obviously flows through to the bottom line. That's for sure. But again, you know, we all, our philosophy is to operate as a profitable growth company. And so that discipline that we've had for the last, you know, three years that showed, you know, that translated into a 4,500 basis point improvement is, over the last three years is something that we practice every single day. And so you're seeing some of that discipline execution come through as well.

Great. Thank you.

Thank you. The next question is from the line of Jason Hilstein with Oppenheimer. Please excuse your question.

Hi, everyone. Obviously, the numbers, particularly around the RPO and the billings, definitely suggest a pickup in the business, and there are a number of things happening. So can you, like, is there a way to, like, allocate the success? So you have the improved sales productivity from the changes you made last year. You've got new, you know, you've got the AI products coming online. You've got the new mobile products. I don't know if there's, like, upgrades and changes you made around some of the, you know, some of the commerce tools, you know, et cetera. So is there a way to just, like, unpack how much of, let's say, that, you know, nine-point acceleration in RPO is from, like, sales versus product? And, you know, I don't know how deep you want to go on the product side of things.

Hey, Jason. Sure. Without going into, you know, product by product, I think that there are a couple of things that are driving this. When you look at the RPO, there are new and exciting products, and you're seeing that already in the Gen AI products. I think the last quarter we called out the app product, and we have, you know, already at that point well over 400 customers who are using that new product. and enhance app intelligence that we have. I've been on the road with our teams, and I sit here with the sales teams, and they say that the two things that in literally every conversation that people are asking about are the Gen AI suite and also the app intelligence. And so that's something that is definitely driving pipeline and conversions. On the flip side, when you look at RPO, I think that it's important to also look at not only is the overall revenues growing, but when you look at the multi-year, that is now up to 57%. of our ARR, looking back, you know, just a year ago, it was only 44%. And I think that that, you know, one gives, also drives up the RPO overall, but secondly, gives us a lot of visibility and confidence into the durability and the revenue.

Thank you. The next question is from the line of Luke Horton with Northland Securities. Please proceed with your question.

Yeah, hey guys, congrats on the quarter. Thanks for taking the questions. Just wanted to talk about pricing on the data licensing side. So how are you thinking about pricing for these data licensing contracts? And you noted that this accounted for 8% of revenue mix in the quarter. Just curious how you think about this mix shift going forward.

So those are very big data deals, also not only by dollar, but also amount of data. So they start with usually seven figures and bills. And there is a lot of room for expansion. And as I talked a little bit before, because there's many different data sets that can be used on training those LLMs, from web data, app data, consumer behavior data, So each data set is priced differently.

Okay, I got it. And then as far as mixed shift, how do you see that going forward? Would you count it for 8% in the quarter? Is it a little too early to tell?

So there's a strong pipeline for those offerings, but it's not only the data for LLM. It's also the Gen AI module that helps track brand visibility on that. chatbots and the traffic websites get from Gen AI. And of course, the AI agents. So we have three different offerings around AI that we now are bringing into the market. And it looks strong and we've seen great demand all across those three offerings.

Okay, got it. Yeah, and just kind of piggybacking off of that with You guys have launched several kind of AI agents and products and enhancements throughout this year. Just wondering how much of the focus now is on continued new product development versus kind of selling with the current product suite and just kind of the focus between the two?

Yes, so it's a combined strategy. Basically, you take each one of the product offering we have today and you add agent to it in order that the stickiness will go up, why this customer exceeding some of those solutions will go up. So those agents are integrated inside of our solutions.

Okay, got it. Awesome. Well, thanks for taking the questions and congrats again on a really nice quarter here.

Thank you.

Thank you. As a reminder, to ask a question, you may press star 1. The next question is from the line of Tyler Radke with Citi. Pleased to see you with your questions.

Hi, Dave. Thanks for taking the question. Could you talk a little bit more about the sort of licensing dynamics that you called out this quarter? You know, how often do you see this? Is this a big part of the pipeline? And, you know, I guess for Jason, any way you can sort of quantify, you know, the revenue impact in the quarter, I think people are just trying to understand big picture. You know, obviously this is a revenue stream today, but, you know, is there a risk that this is sort of a one-time deal? and sort of just your confidence level and being able to sustain as a durable subscription.

Yeah, thank you for the question. So I don't think all those engagements are not supposed to be one-time deal. The process is that you pay one time to go into the evaluation of the data when you need similar work to shift your own infrastructure, big amount of data, so they pay one time for that. Once the data is landed on their servers, they try to start evaluating once they're going through this process and see the uplift and the improvement in their models, then they come and engage for the long term. And basically, We see that we are engaging with those companies for a long time. As Jason said before, we already renew one of those customers for multi-year engagement. So we are very confident that the pipeline we have going forward is not only strong, but also a big opportunity outside of that.

Jason, any quantification of how big that was?

How big what was?

The sort of a transaction, sorry, the transactional component of the one-time licensing?

Yeah, it was a little over a million dollars. So, you know, remember one of the, it was over a million dollars, I should say. Okay. Remember the deals that we had Last year, which had already gone through the evaluation and turned into ARR, and we talked about those in Q2 and Q3 and Q4 last year, those are recurring revenues and are going through. One of the things that we called out earlier and talked about in the shareholder letter is that The deal that we had signed in Q2 last year had also not only renewed, because it came up for renewal, it was an ARR deal last year. It now came up for renewal in Q2. Not only did they renew, they upsold at a multi-million dollar ARR deal on top of what they already had in the baseline. And secondly, extended that not only to be an ARR in just a one-year term, but into a multi-year deal. And I think that that gives us a little bit of confidence that these transactions are not just a one-shot deal. The opportunity that we have there is not only to train the LLMs, but on the ongoing, not only the pre, but also the post, or may be able to talk about that a little bit as well.

Thank you. Next question is a follow-up from the line of Patrick Warren with Citizens. Please receive your questions. Oh, great.

Thank you. So, Jason, as you look back over the last, you know, three quarters, I mean, you have a great, looks like you're going to have a great move up in your stock now. And, you know, two quarters ago, you had a huge move down. Do you feel like there are any lessons that you've learned or things that you would have done differently in in terms of smoothing out the experience for yourselves and for your investors?

Yeah, I think one of our biggest lessons is to do a much better job on communication. I think our strategy and our commitment to show and deliver what we say is on track for the past four and a half years that we're a public company. And I think that's just be much better on communication. Uh, we can contribute a lot for that going forward.

Jason, any thoughts from your end?

Yeah, I think the, you know, uh, I agree with or on that front. And, uh, as we look, you know, going forward, part of the additional color that we've given this, this quarter, hopefully is appreciated and gives some insight into how the continued growth is expected to be.

Okay. Thank you, guys, and congratulations.

Thank you. This now concludes our question and answer session. I'd like to turn the floor back over to our author for closing comments.

And so thank you, everyone, for joining our call, especially our shareholders for the support. We look forward to speaking to you again over the coming days. Have a great week, everyone. Thank you.

Thank you. Ladies and gentlemen, thank you for your participation. This does conclude today's teleconference. Please disconnect your lines and have a wonderful day.