ON24, Inc. (ONTF): Business Model Canvas

In der dynamischen Welt des digitalen Engagements erweist sich ON24, Inc. (ONTF) als transformative Kraft und revolutioniert die Art und Weise, wie Unternehmen durch modernste virtuelle Veranstaltungstechnologie Kontakte knüpfen, kommunizieren und ihr Publikum konvertieren. Durch die nahtlose Verbindung interaktiver Erlebnisse mit leistungsstarken Datenanalysen bietet ON24 Unternehmen eine innovative Plattform, die über die Einschränkungen herkömmlicher Webinare und digitaler Veranstaltungen hinausgeht und es Unternehmen ermöglicht, hochwertige Leads zu generieren, Publikumsinteraktionen in Echtzeit zu verfolgen und personalisierte Content-Erlebnisse bereitzustellen, die zu sinnvollen Geschäftsergebnissen in verschiedenen Branchen führen.

ON24, Inc. (ONTF) – Geschäftsmodell: Wichtige Partnerschaften

Strategische Technologieintegrationen

ON24 unterhält strategische Technologiepartnerschaften mit:

Partner	Integrationsdetails	Gründungsjahr
Salesforce	Integration der CRM-Plattform	2018
Microsoft Dynamics	Anbindung an Unternehmenssoftware	2019
HubSpot	Integration der Marketingautomatisierung	2020

Cloud-Infrastrukturpartnerschaften

Amazon Web Services (AWS) fungiert als primärer Cloud-Infrastrukturpartner für ON24 und bietet:

• Skalierbare Cloud-Computing-Ressourcen
• Globales Rechenzentrumsnetzwerk
• Sicherheits- und Compliance-Infrastruktur

Kooperationen im Bereich Marketing- und Analysetechnologie

Technologiepartner	Fokus auf Zusammenarbeit	Integrationsfähigkeiten
Google Analytics	Web-Traffic- und Engagement-Tracking	Leistungsmessung
Marketo	Marketingautomatisierung	Verfolgung der Lead-Generierung

Partnerschaften mit Unternehmenssoftware und CRM-Plattformen

ON24 hat Partnerschaften mit Anbietern von Unternehmenssoftware aufgebaut:

• SAP
• Orakel
• Zendesk
• Tableau

Diese Partnerschaften ermöglichen eine nahtlose Datenintegration und verbesserte Webinar-Lösungen für Unternehmen.

ON24, Inc. (ONTF) – Geschäftsmodell: Hauptaktivitäten

Entwicklung virtueller und hybrider Veranstaltungstechnologieplattformen

ON24 investierte im Jahr 2022 41,8 Millionen US-Dollar in Forschungs- und Entwicklungskosten und konzentrierte sich dabei auf die Verbesserung der Plattform und technologische Innovation.

Kennzahlen zur Plattformentwicklung	Daten für 2022
F&E-Ausgaben	41,8 Millionen US-Dollar
Plattformfunktionen	12 zentrale interaktive Engagement-Tools
Jährliche Plattform-Updates	3-4 Hauptveröffentlichungen

Digitales Engagement und Erstellung von Webinar-Lösungen

ON24 erwirtschaftete im Geschäftsjahr 2022 einen Gesamtumsatz von 190,1 Millionen US-Dollar, wobei digitale Engagement-Lösungen maßgeblich dazu beitrugen.

• Webinar-Plattform, die mehr als 150 gleichzeitige Benutzer unterstützt
• Integrierte Funktionen zur Personalisierung von Inhalten
• Funktionen zur Interaktion mit dem Publikum in Echtzeit

Kontinuierliche Softwareproduktinnovation

Innovationskennzahlen	Daten 2022–2023
Patentanmeldungen	7 neue Technologiepatente
Produktverbesserungszyklen	Vierteljährliche Software-Updates
Innovationsinvestition	23 % des Gesamtumsatzes

Kundenerlebnis und interaktives Content Management

ON24 unterstützt über 2.000 Unternehmenskunden aus verschiedenen Branchen mit fortschrittlichen Content-Management-Lösungen.

• Content-Personalisierungs-Engine
• Mehrsprachige Unterstützung
• Erweiterte Algorithmen zur Inhaltsempfehlung

Datenanalyse und Engagement-Tracking

Analysefunktionen	Metriken
Echtzeit-Engagement-Tracking	Über 30 Engagement-Datenpunkte pro Sitzung
Jährliche Datenverarbeitung	Über 2 Petabyte an Engagement-Daten
Modelle für maschinelles Lernen	5 prädiktive Analysemodelle

ON24, Inc. (ONTF) – Geschäftsmodell: Schlüsselressourcen

Proprietäre Streaming-Technologie für virtuelle Veranstaltungen und Webinare

Ab dem 4. Quartal 2023 unterhält ON24 eine cloudbasierte Streaming-Plattform Wir verarbeiten jährlich über 60.000 virtuelle Veranstaltungen.

Technologiemetrik	Spezifikation
Streaming-Kapazität	Bis zu 100.000 gleichzeitige Teilnehmer
Unterstützung der Videoauflösung	4K- und HD-Streaming
Globale Rechenzentren	6 redundante Infrastrukturstandorte

Große cloudbasierte Plattform für digitales Engagement

Die Plattform von ON24 unterstützt umfassende digitale Engagement-Funktionen.

• Echtzeit-Tools für die Interaktion mit dem Publikum
• Erweiterte Personalisierung von Inhalten
• Mehrsprachige Veranstaltungsunterstützung

Engineering- und Produktentwicklungsteams

Im Jahr 2023 beschäftigt ON24 ca 250 Ingenieure.

Teamzusammensetzung	Nummer
Software-Ingenieure	175
Produktmanager	35
UX/UI-Designer	40

Daten und Analysen zur Kundenbindung

ON24-Prozesse beendet 2,5 Milliarden Engagement-Datenpunkte pro Jahr.

• Erkenntnisse, die auf maschinellem Lernen basieren
• Verfolgung des Publikumsverhaltens in Echtzeit
• Erweiterte Lead-Scoring-Algorithmen

Skalierbare SaaS-Infrastruktur

Infrastrukturkennzahlen ab 2023:

Infrastrukturparameter	Spezifikation
Jährliche Plattformverfügbarkeit	99.99%
Globale Netzwerkregionen	12 Regionen
Cloud-Service-Anbieter	AWS, Azure

ON24, Inc. (ONTF) – Geschäftsmodell: Wertversprechen

Interaktive digitale Eventerlebnisse für globale Unternehmen

ON24 bietet digitale Veranstaltungsplattformen für mehr als 2.000 Unternehmenskunden in über 50 Ländern. Die Plattform unterstützt jährlich über 10.000 virtuelle und hybride Veranstaltungen.

Ereignistyp	Jahresvolumen	Durchschnittliche Teilnehmer
Webinare	8,500	250-500
Virtuelle Konferenzen	750	1,000-2,500
Hybride Veranstaltungen	750	500-1,500

Erweiterte Tools zur Zielgruppenansprache und Lead-Generierung

Die Plattform von ON24 generiert 4,5 Millionen qualifizierte Leads jährlich für Unternehmenskunden.

• Funktionen zur Interaktion mit dem Publikum in Echtzeit
• Interaktive Abfragemechanismen
• Verwaltung von Frage-und-Antwort-Sitzungen
• Tracking des Content-Engagements

Echtzeitdaten und Analysen für die Marketingleistung

Analytics-Metrik	Tracking-Fähigkeit
Zielgruppen-Engagement-Rate	98 % umfassendes Tracking
Inhaltskonsum	Minute für Minute Zuschauereinblicke
Lead-Scoring	Automatisierte Verhaltensbewertung

Flexible virtuelle und hybride Eventlösungen

Die Plattform unterstützt mehrere Veranstaltungsformate mit 99,7 % Verfügbarkeitszuverlässigkeit.

• On-Demand-Inhaltsrepositorys
• Live-Streaming-Funktionen
• Mehrsprachige Unterstützung
• Globales Content-Delivery-Netzwerk

Personalisierte Möglichkeiten zur Bereitstellung von Inhalten und zur Interaktion mit dem Publikum

Bietet personalisierte Content-Erlebnisse mit 87 % Zielgruppenanpassungsrate.

Personalisierungsfunktion	Anpassungsebene
Inhaltsempfehlungen	KI-gesteuertes Matching
Interaktive Erlebnisse	Personalisierung in Echtzeit
Engagement-Tracking	Individuelle Benutzereinblicke

ON24, Inc. (ONTF) – Geschäftsmodell: Kundenbeziehungen

Self-Service-Online-Plattform und Support

ON24 bietet eine digitale Plattform mit folgenden Self-Service-Funktionen:

Funktion	Details
Online-Wissensdatenbank	Über 350 Selbsthilfeartikel und Tutorials
Benutzerdokumentation	Rund um die Uhr zugängliche digitale Ressourcen
Videoanleitungen	87 Lehrvideo-Tutorials

Dediziertes Kundenerfolgsmanagement

Die Kundenbeziehungsstrategie umfasst:

• Personalisierte Kontoverwaltung für Unternehmenskunden
• Vierteljährliche Business-Review-Meetings
• Engagierte Erfolgsmanager für Konten über 50.000 ARR

Umfassende Onboarding- und Schulungsprogramme

Onboarding-Stufe	Dienstleistungen	Kosten
Basic	Standardplattformkonfiguration	Im Abonnement enthalten
Premium	Individuelle Integration und Fortbildung	$2,500 - $5,000

Technischer Support und Beratungsdienste

Zu den Supportkanälen gehören:

• Reaktionszeit des E-Mail-Supports: 4 Stunden
• Telefonsupport für Unternehmenskunden
• Engagiertes technisches Beratungsteam

Community-gesteuerte Wissensdatenbank und Ressourcen

Community-Ressource	Metriken
Online-Community-Forum	5.200 registrierte Benutzer
Webinar-Ressourcenzentrum	237 On-Demand-Schulungen
Kundenerfolgsblog	Monatliche Leserschaft: 12.500

ON24, Inc. (ONTF) – Geschäftsmodell: Kanäle

Direktes Enterprise-Vertriebsteam

ON24 unterhält ein spezialisiertes Vertriebsteam für Unternehmen, das sich an mittelständische und große Unternehmenskunden richtet. Die Zusammensetzung des Vertriebsteams ab Q4 2023:

Vertriebsteam-Metrik	Wert
Total Enterprise-Vertriebsmitarbeiter	87
Durchschnittliche jährliche Verkaufsquote pro Vertreter	1,2 Millionen US-Dollar
Geografische Abdeckung	Nordamerika, EMEA, APAC

Digitales Online-Marketing

Zu den digitalen Marketingkanälen für ON24 gehören:

• Gezielte LinkedIn-Werbung
• Google Ads-Suchkampagnen
• Programmatische Display-Werbung

Digitale Marketingmetrik	Leistung 2023
Ausgaben für digitales Marketing	4,3 Millionen US-Dollar
Generierung qualifizierter Marketing-Leads	3,742
Conversion-Rate	2.7%

Unternehmenswebsite und Produktvorführungen

ON24 nutzt seine Unternehmenswebsite zur Lead-Generierung und Produktdemonstrationen.

Website-Leistungsmetrik	Daten für 2023
Monatliche Website-Besucher	127,500
Kostenlose Produktdemo-Anfragen	1,856
Website-Conversion-Rate	3.2%

Empfehlungsnetzwerke für Technologiepartner

Details zum Partner-Ökosystem für ON24:

• Gesamtzahl der Technologiepartner: 42
• Partnertypen: CRM, Marketingautomatisierung, Eventmanagement

Partnernetzwerk-Metrik	Wert
Einnahmen aus Partnerempfehlungen	6,2 Millionen US-Dollar
Durchschnittliche Partnerprovision	15%
Aktive Partner-Engagement-Rate	68%

Digitale Werbung und Content-Marketing

Kennzahlen für Content-Marketing und digitale Werbestrategien:

Content-Marketing-Metrik	Leistung 2023
Webinare produziert	412
Inhalts-Downloads	24,700
Ausgaben für Content-Marketing	2,1 Millionen US-Dollar

ON24, Inc. (ONTF) – Geschäftsmodell: Kundensegmente

Marketingabteilungen großer Unternehmen

ON24 richtet sich an Marketingabteilungen großer Unternehmen mit einem Jahresumsatz von typischerweise über 500 Millionen US-Dollar. Im Jahr 2023 betreut das Unternehmen rund 1.900 Marketingteams auf Unternehmensebene weltweit.

Marktsegment	Anzahl der Kunden	Durchschnittliche jährliche Ausgaben
Marketingabteilungen der Fortune 500	750	$125,000 - $350,000
Global 2000-Marketingteams	1,150	$85,000 - $250,000

B2B-Technologieunternehmen

ON24 betreut rund 850 B2B-Technologieunternehmen in verschiedenen Technologiesektoren.

• Software-as-a-Service (SaaS)-Unternehmen: 425 Kunden
• Cloud-Computing-Anbieter: 210 Kunden
• Unternehmenssoftwareunternehmen: 215 Kunden

Finanzdienstleistungsorganisationen

Finanzdienstleistungen stellen mit 680 aktiven Kunden im Jahr 2023 ein wichtiges Kundensegment dar.

Finanzsektor	Anzahl der Kunden	Typische Plattformnutzung
Investmentbanken	175	Webinare, virtuelle Veranstaltungen
Versicherungsunternehmen	265	Schulung, Kundenbindung
Finanztechnologieunternehmen	240	Produkteinführungen, Demos

Gesundheitswesen und Pharmaindustrie

ON24 betreut im Jahr 2023 540 Gesundheits- und Pharmaorganisationen.

• Pharmaunternehmen: 310 Kunden
• Gesundheitsdienstleister: 155 Kunden
• Hersteller medizinischer Geräte: 75 Kunden

Bildungseinrichtungen und Berufsausbildungsorganisationen

Das Bildungs- und Schulungssegment umfasst im Jahr 2023 420 aktive Kunden.

Institutioneller Typ	Anzahl der Kunden	Primäre Plattformnutzung
Universitäten	180	Online-Lernen, Konferenzen
Unternehmensschulungsprogramme	240	Berufliche Entwicklung

ON24, Inc. (ONTF) – Geschäftsmodell: Kostenstruktur

Forschungs- und Entwicklungsinvestitionen

Für das Geschäftsjahr 2022 meldete ON24, Inc. Forschungs- und Entwicklungskosten in Höhe von 35,8 Millionen US-Dollar, was 35,1 % des Gesamtumsatzes entspricht.

Geschäftsjahr	F&E-Ausgaben	Prozentsatz des Umsatzes
2022	35,8 Millionen US-Dollar	35.1%
2021	38,4 Millionen US-Dollar	36.5%

Wartung der Cloud-Infrastruktur und -Technologie

Die jährlichen Wartungskosten für Cloud-Infrastruktur und Technologie für ON24 beliefen sich im Jahr 2022 auf etwa 12,5 Millionen US-Dollar.

• Hosting-Infrastruktur von Amazon Web Services (AWS).
• Kontinuierliche Plattform-Upgrades
• Wartung der Cybersicherheit

Vertriebs- und Marketingkosten

Die Vertriebs- und Marketingkosten für ON24 beliefen sich im Geschäftsjahr 2022 auf insgesamt 52,3 Millionen US-Dollar, was 51,2 % des Gesamtumsatzes entspricht.

Ausgabenkategorie	Betrag 2022	Prozentsatz des Umsatzes
Vertrieb und Marketing	52,3 Millionen US-Dollar	51.2%

Mitarbeitervergütung und Talentakquise

Die Gesamtvergütung der Mitarbeiter von ON24 belief sich im Jahr 2022 auf 64,7 Millionen US-Dollar, einschließlich Gehältern, Sozialleistungen und aktienbasierter Vergütung.

• Durchschnittliche Mitarbeitervergütung: 145.000 US-Dollar
• Gesamtbelegschaft: 443 Mitarbeiter
• Aktienbasierte Vergütung: 8,2 Millionen US-Dollar

Kundensupport und Service-Infrastruktur

Die Kosten für Kundensupport und Serviceinfrastruktur beliefen sich im Geschäftsjahr 2022 auf etwa 8,6 Millionen US-Dollar.

Support-Kanal	Jährliche Kosten
Technischer Support	5,3 Millionen US-Dollar
Kundenerfolgsteam	3,3 Millionen US-Dollar

ON24, Inc. (ONTF) – Geschäftsmodell: Einnahmequellen

Abonnementbasierte SaaS-Plattformpreise

ON24 bietet gestaffelte Abonnementpreise für seine virtuelle Event- und Webinar-Plattform an. Ab dem vierten Quartal 2023 meldete das Unternehmen die folgende Preisstruktur für Abonnements:

Stufe	Jährliche Preisspanne	Hauptmerkmale
Anlasser	$6,000 - $12,000	Grundlegende Webinar-Funktionen
Professionell	$12,000 - $24,000	Erweiterte Engagement-Tools
Unternehmen	$24,000 - $50,000+	Vollständige Plattformfunktionen

Unternehmenslizenzgebühren

Unternehmenslizenzen stellen für ON24 eine bedeutende Einnahmequelle dar. Im Jahr 2023 machten Unternehmenslizenzen etwa 65 % des Gesamtumsatzes aus.

• Durchschnittlicher Unternehmensvertragswert: 75.000 bis 150.000 US-Dollar pro Jahr
• Mehrjährige Vertragsoptionen verfügbar
• Individuelle Preise für groß angelegte Bereitstellungen

Nutzungsbasierte Preismodelle

ON24 implementiert zusätzliche nutzungsbasierte Preise für:

Nutzungsmetrik	Preisstruktur
Webinar-Teilnehmer	5–15 $ pro zusätzlichem Teilnehmer
Speicherkapazität	0,50 $ bis 2 $ pro GB über die Basiszuteilung hinaus
Zusätzliche Benutzerplätze	500–1.500 US-Dollar pro zusätzlichem Sitzplatz

Professionelle Dienstleistungen und Beratung

Aufschlüsselung der Einnahmen aus professionellen Dienstleistungen für 2023:

• Gesamtumsatz aus professionellen Dienstleistungen: 12,3 Millionen US-Dollar
• Implementierungsberatung: 6,5 Millionen US-Dollar
• Benutzerdefinierte Integrationsdienste: 3,8 Millionen US-Dollar
• Schulung und Onboarding: 2 Millionen US-Dollar

Zusätzliche Funktions- und Leistungserweiterungen

Zu den Einnahmequellen für Upgrades gehören:

Upgrade-Kategorie	Durchschnittlicher Jahresumsatz
Erweiterte Analytik	$3,000 - $7,500
KI-gestützte Erkenntnisse	$4,500 - $10,000
Erweiterte Engagement-Tools	$2,500 - $6,000

ON24, Inc. (ONTF) - Canvas Business Model: Value Propositions

You're looking at how ON24, Inc. (ONTF) creates value for its B2B customers by turning digital interactions into measurable business results. This isn't just about hosting; it's about capturing intent and driving pipeline.

Transforms digital events into global, omni-channel campaigns

ON24, Inc. helps you take a single piece of content and make it work everywhere. This is heavily supported by their recent AI translation capabilities. For instance, the launch of ON24 Translate in August 2025 allows marketers to transform a single webinar or virtual event into a multi-language global campaign.

The platform supports AI-powered translations in over 60+ languages for both real-time and on-demand content. This capability is key to expanding reach without incurring the typical production costs associated with localization.

Captures rich first-party engagement data and buying signals

The core value here is moving beyond simple attendance to understanding what people do. You get first-party data directly from every interaction. In 2024, for example, each webinar powered by the platform generated over 300 individual interactions.

These interactions translate directly into buying signals. In 2024, content hubs saw a 37% rise in contact us requests and a 44% increase in demo requests. You use this data to identify intent, which is critical when you know that 69% of software buyers globally engage a salesperson only after deciding on a purchase.

Here's a snapshot of the engagement depth ON24, Inc. customers capture, based on 2024 benchmark data:

Engagement Metric	Average Value (2024 Data)
Average Attendees Per Webinar	216
Average Engagement Time Per Attendee	51 minutes
Average Poll Responses Per Webinar	130
Engagement Rate YOY Increase	9%

Drives cost-effective revenue growth for B2B sales and marketing

The platform's mission is explicitly tied to driving cost-effective revenue growth for B2B operations. The financial structure supports this focus on recurring revenue and efficiency. As of September 30, 2025, the total Annual Recurring Revenue (ARR) stood at $124.5 million, with the Core Platform ARR at $122.4 million.

Management's guidance for the full year 2025 projects total revenue in the range of $138.6 million to $139.2 million. Furthermore, the company is showing improved cash flow; for Q3 2025, they generated $2.5 million in net cash from operating activities, resulting in $2.2 million in free cash flow.

AI-powered content automation and machine translation into 60+ languages

The integration of AI is a major value driver, significantly boosting engagement over manual content. Audience engagement with AI-generated content from webinars soared by more than 7X in 2024.

The ON24 Translate feature, launched in August 2025, is the concrete example of this automation, providing AI-powered translations into 60+ languages for live and on-demand content. This means you can reuse assets globally instantly.

Delivers personalized, compliant digital experiences at scale

Personalization directly impacts conversion, which is how you scale impact. Marketers using personalized experiences saw demo bookings rise by 4X. Also, the conversion rate across Call-to-Actions (CTAs) was 48% higher when personalization was applied versus when it was not.

This personalization scales well, as evidenced by the attendance lift: businesses using personalization saw 62% more webinar and virtual event attendees compared to those who didn't. You get this scale while maintaining compliance, as the platform is recognized as a leader in the Enterprise Webinar Platform category in the G2 Fall 2025 Report, achieving a 100 satisfaction score.

Finance: review the Q4 2025 revenue guidance of $33.9 million to $34.5 million against current pipeline velocity by Monday.

ON24, Inc. (ONTF) - Canvas Business Model: Customer Relationships

You're managing relationships across a customer base that clearly values enterprise-grade scale and AI-driven insights, so the approach has to be tiered.

Dedicated account management for $100K+ ARR enterprise clients is central, given the concentration of value in this segment. As of Q3 2025, 311 customers contributed over $100,000 in total ARR. This cohort represented approximately two-thirds of total ARR as of Q2 2025, or 66% of ARR. The focus here is clearly on deepening these relationships, as evidenced by the average Core ARR per customer reaching approximately $80,000 at the end of Q2 2025, the highest ever reported. The $100K+ ARR customer base grew by five net new customers in Q2 2025 alone.

Here are the key enterprise and platform adoption metrics as of mid-2025:

Metric	Q1 2025 Value	Q2 2025 Value	Q3 2025 Value
Total Customers	1,604	1,566	1,666
Customers with >$100K ARR	299	Grew by five net new	311
Percentage of ARR in Multi-year Agreements	Record Quarter	51% or >50%	Exceeded 50%
Customers Using 2+ Products	All-time high	All-time record	Reached an all-time record

High-touch sales and customer success for multi-product adoption directly supports the drive for deeper platform usage. The fact that customers using 2+ Products reached an all-time record in Q2 2025 suggests that the customer success teams are effectively driving expansion use cases. Furthermore, the launch of AI-powered ACE solutions saw a mid-teens percentage of customers paying for the feature by Q2 2025, indicating a successful high-touch upsell motion for new, high-value capabilities.

For the broader base of platform users, the ON24 platform is described as user friendly, which supports a degree of self-service and support for platform users. The company has also launched new tools like ON24 Translate, which supports 64 languages, helping customers with global reach and localization without necessarily requiring a dedicated high-touch engagement for every new market.

The focus on improving gross retention is a clear priority, with in-period gross retention hitting a four-year high in Q2 2025. This stability is particularly pronounced in regulated industries, which are a growing focus area. Regulated industries, including financial services and life sciences, now account for 50% of ON24's business, up significantly from 33-34%. This segment shows high gross retention rates, reported as close to 90% in Q3 2025. Also, more than 50% of ARR was in multi-year agreements by Q2 2025, signaling increased customer commitment and stability.

Finance: review the Q4 2025 budget allocation for Account Management headcount against the 311 high-value accounts by Friday.

ON24, Inc. (ONTF) - Canvas Business Model: Channels

You're looking at how ON24, Inc. gets its platform and services into the hands of its enterprise customers as of late 2025. It's a mix of high-touch sales and digital self-service, supported by specific partnerships.

Direct enterprise sales force and field marketing teams are central to landing and expanding within large accounts. The company's go-to-market motion is enterprise-focused, with a significant portion of spend dedicated here. For the third quarter of 2025, Sales and Marketing expense totaled $14.4 million, which represented 42% of total revenue for that period. The focus on regulated sectors, which now make up 50% of its business, is supported by this direct engagement model.

The online platform access and self-service portal is the core delivery mechanism for the subscription revenue. The company reported total subscription and other platform revenue was $32 million in the third quarter of 2025. Furthermore, adoption of newer features shows this channel's effectiveness; nearly one in five customers now pay for ON24's AI offerings.

For audience acquisition, ON24, Inc. has a strategic integration with LinkedIn Events. Management specifically highlighted this recent partnership as a driver for the next generation of event marketing. This integration supports the broader digital marketing approach that includes targeted advertising and content marketing across various platforms.

Professional Services for implementation and customization provide necessary support for complex enterprise deployments. For the full fiscal year 2025, ON24, Inc. expects this service revenue to represent approximately 7.5% to 8% of total revenue. Looking at the most recent reported quarter, Q3 2025, Professional Services revenue was $2.6 million, which was about 8% of the total revenue of $34.6 million.

Here's a quick look at the financial scale related to these channels as of the third quarter of 2025:

Channel/Metric Component	Financial Value (Q3 2025)	Percentage of Total Revenue (Q3 2025)
Total Revenue	$34.6 million	100%
Subscription and Other Platform Revenue	$32 million	Approx. 92.5%
Professional Services Revenue	$2.6 million	Approx. 8%
Sales and Marketing Expense	$14.4 million	42%

The company's overall channel strategy is clearly weighted toward recurring subscription revenue delivered through the platform, supplemented by high-value professional services and direct sales engagement for enterprise clients. Key metrics showing channel effectiveness include:

• Nearly one in five customers now pay for AI solutions.
• Regulated sectors now account for 50% of its business.
• Full Year 2025 Total Revenue guidance is between $138.6 million to $139.2 million.
• The platform supports over 10,000 virtual and hybrid events annually, according to prior data.

ON24, Inc. (ONTF) - Canvas Business Model: Customer Segments

You're looking at the core of ON24, Inc.'s revenue engine, which is heavily weighted toward large, complex organizations that need deep engagement data. This focus on the enterprise segment is clear when you look at the financial metrics they are reporting as of late 2025.

The customer base is clearly segmented by size, complexity, and regulatory environment. ON24, Inc. explicitly targets Global Enterprise companies where B2B sales cycles are long and require significant, measurable engagement to progress pipeline. This is supported by the high stickiness and commitment seen across the base.

The focus on Regulated Industries is a major strategic pillar. As of the end of Q3 2025, this segment now accounts for a significant 50% of ON24, Inc.'s total business, a substantial increase from the 33-34% reported previously. This vertical focus shows high retention, with gross retention rates in these sectors close to 90%.

The platform is embedded within some of the largest players globally, particularly in the technology and pharmaceutical sectors. ON24, Inc. serves a high-value cohort within these areas:

• 3 of 6 Largest global software companies.
• 3 of 6 Largest global pharmaceutical companies.
• 3 of 5 Top Global Industrial Companies.
• 4 of 5 Top global asset management firms.

The financial commitment from these customers validates the enterprise focus. You can see the average core Annual Recurring Revenue (ARR) per customer hit a record high of over $80,000 at the end of Q3 2025. This high dollar value per customer is a key indicator of the enterprise segment's importance. Furthermore, the percentage of ARR tied up in multi-year contracts reached its highest ever level at the end of Q3.

Here's a quick look at the high-value customer profile metrics as of Q3 2025:

Metric	Value as of Q3 2025
Average Core ARR per Customer	Over $80,000
Regulated Industries Share of Business	50%
Customers Paying for AI Offerings	Close to one in five
Total ARR	$124.5 million
Customers Using Two or More Products	All-time high

The trend shows these customers aren't just buying the base platform; they are expanding usage. The metric for customers using two or more ON24, Inc. products also hit an all-time high at the end of Q3. This deep adoption, especially with nearly one in five customers now paying for AI solutions, shows the customer segment is actively integrating more of the platform's capabilities into their go-to-market motions. If onboarding takes 14+ days, churn risk rises, but the high ARR suggests these customers have the resources to manage complex implementations.

Finance: draft 13-week cash view by Friday.

ON24, Inc. (ONTF) - Canvas Business Model: Cost Structure

You're looking at the cost side of the ON24, Inc. platform, which is heavily weighted toward maintaining a competitive, intelligent engagement offering. The primary cost drivers reflect a focus on technology investment and managing the go-to-market engine.

High investment in Technology and Development (R&D) for AI features is a clear priority. The company is pushing its AI capabilities, with nearly one in five customers now paying for AI-enabled offerings as of the third quarter of 2025. This investment is necessary to keep the platform current and drive expansion revenue, though it contributes to the overall GAAP cost base.

Sales and Marketing (S&M) expenses are being actively managed for efficiency. While the specific Q3 2025 S&M dollar amount isn't explicitly stated in the latest reports, management detailed that S&M spend is down materially since 2022, citing a $10 million quarterly reduction achieved through AI deployment and resource reallocation without hurting enterprise account growth. The target for S&M as a percentage of revenue is set for the mid-30s within 12 months and the low-30s within two years, which supports margin accretion.

Cost of Revenue to maintain platform and cloud infrastructure is kept relatively lean due to strong gross margins. For the third quarter of 2025, the non-GAAP gross margin remained strong at 76%. This means that for every dollar of revenue, only about 24 cents went to the direct costs of running the platform, including cloud services.

Personnel costs for global operations and customer support are embedded within the operating expenses, contributing to the GAAP loss figures. ON24 maintains offices globally across North America, EMEA, and APAC to support its enterprise customer base, which includes 4 of the 6 largest global software companies. Efforts to streamline operations, including the deployment of AI tools, are aimed at improving efficiency across these functions.

Restructuring charges related to cost-control measures are a specific, though non-recurring, cost component. For the fourth quarter of 2025, ON24 guided for a restructuring charge in the range of $0.5 million to $0.8 million, which is excluded from non-GAAP metrics, reflecting ongoing efforts to optimize the cost structure.

Here's a quick look at the key Q3 2025 financial results that frame the cost structure:

Metric (in thousands, except percentages)	Q3 2025 Actual	Context/Guidance
Total Revenue	$34,600	Up against Q4 2025 guidance midpoint of $34.2 million
Non-GAAP Gross Margin	76%	Implies Cost of Revenue (non-GAAP) of approximately $8,304
GAAP Operating Loss	($8,000)	Narrowed from ($13,300) in Q3 2024
Non-GAAP Operating Loss	($400)	Implies operating costs were well-managed relative to revenue
Adjusted EBITDA	$700	Positive for the quarter
Q4 2025 Restructuring Charge (Guidance)	$500 to $800	Excluded from non-GAAP results

The overall cost management strategy is evident in the shift from GAAP losses to positive non-GAAP profitability and free cash flow. You can see the impact of these cost controls in the operating results:

• GAAP Operating Loss narrowed to $8.0 million in Q3 2025.
• Non-GAAP Operating Loss was only $0.4 million.
• Net cash provided by operating activities was $2.5 million.
• Free cash flow was positive at $2.2 million.

The company's cash position remains a strong buffer, with cash, cash equivalents, and marketable securities totaling $175.2 million as of September 30, 2025. Finance: draft 13-week cash view by Friday.

ON24, Inc. (ONTF) - Canvas Business Model: Revenue Streams

You're looking at how ON24, Inc. actually brings in the money, which is key for understanding its platform value. The core of the revenue engine is definitely the recurring software access.

Primary revenue from Subscription-based platform access (ARR)

The main money maker is the Annual Recurring Revenue (ARR) from platform subscriptions. This figure represents the annualized value of all subscription contracts at the end of the period and, importantly, it excludes professional services and overage usage fees. As of the end of the third quarter of 2025, ON24, Inc. reported a Total ARR of $124.5 million. Drilling down further, the ARR specifically related to the core platform was $122.4 million at that same point. This subscription base is the foundation of the financial outlook.

The structure of this recurring revenue is getting stickier, too. Management highlighted a record quarter for the percentage of ARR in multi-year agreements, with over 50% of ARR now in multi-year contracts.

Here's a quick look at the Q3 2025 revenue snapshot that feeds the full-year expectation:

Revenue Component (Q3 2025)	Amount	Percentage of Total Revenue
Total Revenue	$34.6 million	100%
Total Subscription and other platform revenue	$32 million	Approximately 92.5%
Total professional services revenue	$2.6 million	Approximately 8%

Full-year 2025 total revenue guidance is $138.6 million to $139.2 million

Looking ahead for the full fiscal year 2025, ON24, Inc. is guiding total revenue to land between $138.6 million and $139.2 million. This guidance encompasses all sources, including their Virtual Conference product. The Core Platform Revenue, which bundles the subscription access with services, is expected to fall within a tighter range of $136.0 million to $136.6 million for the full year.

Revenue from professional services and overage usage fees

While the bulk comes from subscriptions, professional services are a consistent, smaller contributor. For the full year 2025, professional services are expected to represent between 7.5% and 8% of total revenue. In the third quarter, professional services revenue was $2.6 million, which aligned with that 8% expectation for the quarter. Overage usage fees are part of the total platform revenue but are explicitly excluded from the definition of ARR, meaning they are variable revenue on top of the base subscription.

Potential future monetization from LinkedIn audience products

ON24, Inc. is actively building new revenue vectors through strategic partnerships. They recently partnered with LinkedIn to drive the next generation of event marketing. This collaboration allows customers to:

• Create ON24-hosted experiences and push them directly to LinkedIn Events.
• Enable LinkedIn registration forms that sync registrants into ON24.
• Run event ad promotions on LinkedIn to scale audience reach.

This integration is foundational for future monetization by helping organizations attract the right audiences and build deeper engagement, which should translate into higher platform usage and potentially new service tiers or usage-based fees down the line.

Expected non-GAAP net income per share of $0.05 to $0.06 for FY2025

On the profitability side, the expectation for the full year 2025 is a non-GAAP net income per share in the range of $0.05 to $0.06 per share. This calculation is based on an estimated 45 million diluted shares outstanding for the year. To be fair, this guidance also comes with an expected non-GAAP operating loss in the range of $4.2 million to $3.6 million for the full year 2025.

Finance: review the Q4 revenue forecast against the $138.6M floor by next Tuesday.