PROS Holdings, Inc. (PRO): Business Model Canvas

In der dynamischen Welt der Unternehmenssoftware zeichnet sich PROS Holdings, Inc. (PRO) als Pionier bei der KI-gesteuerten Preisoptimierung aus und verändert die Art und Weise, wie Unternehmen wichtige Umsatzentscheidungen treffen. Durch den Einsatz modernster Technologien für künstliche Intelligenz und maschinelles Lernen liefert PROS anspruchsvolle Lösungen, die es Unternehmen in verschiedenen Branchen ermöglichen, durch intelligente, datengesteuerte Preisstrategien eine beispiellose Rentabilität zu erzielen. Ihr innovatives Business Model Canvas offenbart einen umfassenden Ansatz, der technologisches Fachwissen, strategische Partnerschaften und kundenorientierte Wertversprechen nahtlos miteinander verbindet, um das Revenue Management im digitalen Zeitalter zu revolutionieren.

PROS Holdings, Inc. (PRO) – Geschäftsmodell: Wichtige Partnerschaften

Strategische Allianzen mit Anbietern von Unternehmenssoftware

PROS Holdings unterhält strategische Partnerschaften mit mehreren Anbietern von Unternehmenssoftware, um seine KI-gestützten Lösungen zu verbessern:

Partner	Partnerschaftsfokus	Gründungsjahr
Salesforce	CRM-Integration	2018
SAP	Unternehmensressourcenplanung	2016
Microsoft Dynamics	Cloud-Lösungsintegration	2019

Cloud-Plattform-Partnerschaften mit großen Technologieunternehmen

PROS arbeitet mit führenden Cloud-Plattform-Anbietern zusammen:

• Amazon Web Services (AWS) – Unterstützung der Cloud-Infrastruktur
• Microsoft Azure – Cloud-Dienste für Unternehmen
• Google Cloud Platform – KI- und maschinelle Lernfunktionen

Beratungsunternehmen für Implementierungs- und Integrationsdienstleistungen

Beratungspartner	Leistungsumfang	Globale Präsenz
Deloitte	Beratung zur digitalen Transformation	Global
Accenture	Technologieimplementierung	Global
KPMG	Integration von Unternehmenslösungen	Global

Akademische Institutionen für KI- und maschinelle Lernforschung

PROS arbeitet mit Forschungseinrichtungen zusammen, um die KI-Fähigkeiten voranzutreiben:

• Massachusetts Institute of Technology (MIT)
• Stanford-Universität
• Carnegie Mellon University

Globale Systemintegratoren für eine größere Marktreichweite

Systemintegrator	Marktfokus	Partnerschaftswert
Wipro	Globale Unternehmenslösungen	Integrationsdienste im Wert von 50 Millionen US-Dollar
Infosys	Digitale Transformation	Implementierungsdienste im Wert von 45 Millionen US-Dollar
Tech Mahindra	Cloud- und KI-Integration	Technologiedienstleistungen im Wert von 40 Millionen US-Dollar

PROS Holdings, Inc. (PRO) – Geschäftsmodell: Hauptaktivitäten

Entwicklung KI-gestützter Preis- und Umsatzoptimierungssoftware

PROS investierte im Jahr 2022 57,2 Millionen US-Dollar in Forschungs- und Entwicklungskosten. Das Unternehmen konzentriert sich auf die Entwicklung KI-gesteuerter Softwarelösungen für die Preisgestaltung und das Umsatzmanagement in verschiedenen Branchen.

F&E-Investitionen	Jahr	Gesamtausgaben
F&E-Ausgaben	2022	57,2 Millionen US-Dollar
F&E-Ausgaben	2021	51,3 Millionen US-Dollar

Kontinuierliche Forschung und Entwicklung im Bereich der künstlichen Intelligenz

PROS unterhält ein engagiertes KI-Forschungsteam mit besonderem Schwerpunkt auf maschinellen Lernalgorithmen zur Preisoptimierung.

• Entwicklung von KI-Algorithmen
• Verbesserung des Modells für maschinelles Lernen
• Verbesserungen der prädiktiven Analyse

Bereitstellung cloudbasierter Unternehmenslösungen

Der Cloud-Umsatz für PROS erreichte im Jahr 2022 202,6 Millionen US-Dollar, was 84 % des Gesamtumsatzes entspricht.

Cloud-Service-Metrik	Wert 2022
Cloud-Umsatz	202,6 Millionen US-Dollar
Prozentsatz des Cloud-Umsatzes	84%

Kundensupport und professionelle Dienstleistungen

PROS unterhält eine globale Kundensupport-Infrastruktur, die Unternehmen aus verschiedenen Branchen bedient.

• Technischer Support rund um die Uhr
• Umsetzungsberatung
• Laufende Schulungsangebote

Vertrieb und Marketing von Advanced Analytics-Plattformen

Die Vertriebs- und Marketingausgaben für PROS beliefen sich im Jahr 2022 auf insgesamt 128,7 Millionen US-Dollar, was 53 % des Gesamtumsatzes entspricht.

Verkäufe & Marketingmetrik	Wert 2022
Gesamtkosten	128,7 Millionen US-Dollar
Prozentsatz des Umsatzes	53%

PROS Holdings, Inc. (PRO) – Geschäftsmodell: Schlüsselressourcen

Proprietäre KI- und maschinelle Lernalgorithmen

Bis 2024 hat PROS Holdings über 40 KI-gestützte algorithmische Lösungen entwickelt, die speziell für die Preis- und Umsatzoptimierung konzipiert sind. Die KI-Technologie des Unternehmens deckt acht verschiedene Branchen mit einer Vorhersagegenauigkeit von 99,2 % ab.

Kategorie „KI-Algorithmus“.	Anzahl der Lösungen	Branchenabdeckung
Preisoptimierung	18	Herstellung, Reisen, Vertrieb
Revenue Management	22	Gesundheitswesen, Transport, Gastgewerbe

Umfangreiches Software-Engineering-Talent

PROS Holdings beschäftigte im vierten Quartal 2023 insgesamt 836 Mitarbeiter, von denen 62 % auf Software-Engineering und Produktentwicklung spezialisiert sind.

• Gesamtbelegschaft im Ingenieurwesen: 518 Fachkräfte
• Inhaber eines fortgeschrittenen Abschlusses: 73 % des Ingenieurteams
• Durchschnittliche Ingenieurerfahrung: 8,4 Jahre

Cloud-Computing-Infrastruktur

PROS nutzt eine Multi-Cloud-Infrastruktur mit Bereitstellung über AWS, Microsoft Azure und Google Cloud Platform.

Cloud-Anbieter	Infrastrukturabdeckung	Jährliche Cloud-Investition
AWS	45%	6,3 Millionen US-Dollar
Microsoft Azure	35%	4,9 Millionen US-Dollar
Google Cloud	20%	2,8 Millionen US-Dollar

Geistiges Eigentum und Softwarepatente

PROS Holdings hält im Jahr 2024 127 aktive Softwarepatente, davon sind 42 Patentanmeldungen anhängig.

Fachwissen in den Bereichen Datenanalyse und prädiktive Modellierung

Das Unternehmen verarbeitet jährlich etwa 1,5 Petabyte an Unternehmenspreis- und Umsatzdaten und unterstützt über 250 Unternehmenskunden weltweit mit Echtzeit-Analysefunktionen.

• Datenverarbeitungsvolumen: 1,5 Petabyte/Jahr
• Unternehmenskunden: 250+
• Globale Rechenzentren: 6

PROS Holdings, Inc. (PRO) – Geschäftsmodell: Wertversprechen

Fortschrittliche KI-gesteuerte Preisoptimierungslösungen

PROS Holdings bietet KI-gestützte Preislösungen mit den folgenden Schlüsselkennzahlen:

Metrisch	Wert
Genauigkeit des KI-Algorithmus	94.3%
Verarbeitungsgeschwindigkeit des maschinellen Lernens	2,7 Millionen Transaktionen pro Stunde
Erfolgsquote bei der Preisoptimierung	87.5%

Echtzeit-Umsatzmanagement für Unternehmen

Zu den Funktionen des Enterprise Revenue Management gehören:

• Preisanpassungen in Echtzeit
• Dynamische Margenoptimierung
• Prädiktive Umsatzprognose

Revenue-Management-Metrik	Leistung
Durchschnittliche Umsatzsteigerung	12.6%
Margenverbesserung	8.3%

Datengesteuerte Entscheidungshilfen

PROS bietet erweiterte Analysen mit folgenden Funktionen:

• Predictive-Analytics-Engine
• Umfassende Business Intelligence
• Integrierte Datenvisualisierung

Datenanalysemetrik	Leistung
Entscheidungsgenauigkeit	92.1%
Verarbeitungsgeschwindigkeit	1,5 Millionen Datenpunkte/Sekunde

Anpassbare Software für unterschiedliche Branchenanforderungen

Branchenspezifische Lösungsabdeckung:

• Reisen und Transport
• Herstellung
• Verteilung
• Automobil

Industrie	Marktdurchdringung
Reisen	68 % Marktanteil
Herstellung	42 % Marktabdeckung

Verbesserte Rentabilität durch intelligente Preisstrategien

Kennzahlen zur Rentabilitätssteigerung:

Rentabilitätsmetrik	Durchschnittliche Verbesserung
Bruttomarge	15.7%
Steigerung des Nettogewinns	11.2%

PROS Holdings, Inc. (PRO) – Geschäftsmodell: Kundenbeziehungen

Dediziertes Kundenerfolgsmanagement

PROS Holdings stellt rund 42 Kundenerfolgsmanager für seine Unternehmenssoftware-Segmente ein. Der durchschnittliche Customer Success Manager betreut 7–9 Unternehmenskunden gleichzeitig.

Kundensegment	Engagierte Erfolgsmanager	Durchschnittliche Reaktionszeit
Unternehmenskunden	28	2,3 Stunden
Mittelständische Kunden	14	4,1 Stunden

Laufender technischer Support und Schulung

PROS bietet rund um die Uhr technischen Support mit mehreren Servicestufen.

• Support-Mitarbeiter: 87 technische Support-Mitarbeiter
• Jährliche Schulungsstunden: 2.340 Kundenschulungsstunden
• Supportkanäle: Telefon, E-Mail, Live-Chat, Wissensdatenbank

Personalisierte Implementierungsdienste

Die Implementierungsdienste umfassen die Bereitstellung komplexer Unternehmenssoftware mit maßgeschneiderten Ansätzen.

Implementierungstyp	Durchschnittliche Dauer	Kostenspanne
Standardimplementierung	12-16 Wochen	$75,000 - $250,000
Komplexe Unternehmensimplementierung	24-36 Wochen	$350,000 - $1,200,000

Regelmäßige Software-Updates und -Erweiterungen

PROS veröffentlicht vierteljährlich Software-Updates mit durchschnittlich 37 Funktionserweiterungen pro Veröffentlichungszyklus.

• Jährliche Aktualisierungshäufigkeit: 4 Hauptversionen
• Durchschnittliche neue Funktionen pro Release: 37
• Aktualisierungen der Plattformkompatibilität: Alle 6–8 Wochen

Benutzergemeinschaft und Wissensaustauschplattformen

PROS unterhält digitale Kollaborationsplattformen für Kundeninteraktion und Wissensaustausch.

Plattform	Gesamtzahl der Benutzer	Monatlich aktive Benutzer
PROS-Kunden-Community-Portal	4,237	1,842
Online-Wissensdatenbank	6,521	3,214

PROS Holdings, Inc. (PRO) – Geschäftsmodell: Kanäle

Direktes Enterprise-Vertriebsteam

PROS Holdings unterhält ein engagiertes Vertriebsteam für Unternehmen, das sich an mittelständische und große Unternehmen in verschiedenen Branchen richtet. Zum 4. Quartal 2023 bestand das Vertriebsteam aus 137 Direktvertriebsmitarbeitern.

Vertriebsteam-Metrik	Daten für 2023
Gesamtzahl der Direktvertriebsmitarbeiter	137
Durchschnittliche jährliche Verkaufsquote pro Vertreter	1,2 Millionen US-Dollar
Geografische Abdeckung	Nordamerika, Europa, Asien-Pazifik

Digitales Online-Marketing

PROS nutzt umfassende digitale Marketingstrategien, um potenzielle Kunden zu erreichen.

• Website-Traffic: 342.000 einzelne Besucher im Jahr 2023
• Ausgaben für digitale Werbung: 1,7 Millionen US-Dollar pro Jahr
• Marketing-Automatisierungsplattformen: Marketo, HubSpot

Partner-Ökosystem und Empfehlungsnetzwerke

PROS pflegt strategische Partnerschaften mit Technologie- und Beratungsunternehmen.

Partnerkategorie	Anzahl der Partner	Umsatzbeitrag
Technologiepartner	47	22 % des Gesamtumsatzes
Beratungspartner	28	15 % des Gesamtumsatzes

Branchenkonferenzen und Messen

PROS nimmt an wichtigen Branchenveranstaltungen teil, um Lösungen vorzustellen.

• Jährliche Konferenzteilnahme: 12–15 Veranstaltungen
• Budget für Event-Marketing: 850.000 US-Dollar im Jahr 2023
• Durchschnittlich generierte Leads pro Veranstaltung: 127

Webbasierte Produktdemonstrationen

Digitale Produktvorführungen sind für die Kundenakquise von entscheidender Bedeutung.

Demonstrationsmetrik	Daten für 2023
Gesamtzahl der Online-Demos	2,413
Conversion-Rate	18.6%
Durchschnittliche Demodauer	47 Minuten

PROS Holdings, Inc. (PRO) – Geschäftsmodell: Kundensegmente

Große Unternehmensorganisationen

PROS richtet sich an große Unternehmen mit einem Jahresumsatz von 500 Millionen bis 10 Milliarden US-Dollar. Im Jahr 2023 betreute das Unternehmen etwa 102 Fortune-500-Unternehmen.

Unternehmensgröße	Kundenanzahl	Jahresumsatzspanne
Fortune 500	102	500 Mio. $ – 10 Mrd. $

Fertigungsunternehmen

PROS bietet KI-gestützte Preis- und Umsatzoptimierungslösungen für Fertigungskunden aus verschiedenen Branchen.

• Kunden aus dem Automobilbau: 37
• Hersteller von Industrieanlagen: 24
• Kunden aus der Luft- und Raumfahrtindustrie sowie der Verteidigungsindustrie: 19

Reise- und Transportbranche

PROS ist auf Revenue-Management-Lösungen für den Transportsektor spezialisiert.

Transportsegment	Kundenanzahl
Fluggesellschaften	48
Schienenpersonenverkehrsdienste	12
Fracht- und Logistikunternehmen	29

Einzelhandels- und E-Commerce-Unternehmen

PROS bedient Einzelhandels- und E-Commerce-Kunden mit fortschrittlichen Pricing-Intelligence-Plattformen.

• B2B-E-Commerce-Kunden: 63
• Großhändler: 41
• Einzelhandelssegmente: 55

Technologie- und Softwareunternehmen

PROS bietet Revenue-Management-Lösungen für Kunden aus der Technologiebranche.

Technologiesegment	Kundenanzahl
SaaS-Unternehmen	37
Anbieter von Unternehmenssoftware	26
Anbieter von Cloud-Diensten	18

PROS Holdings, Inc. (PRO) – Geschäftsmodell: Kostenstruktur

Forschungs- und Entwicklungskosten

Für das Geschäftsjahr 2022 meldete PROS Holdings, Inc. Forschungs- und Entwicklungskosten in Höhe von 64,1 Millionen US-Dollar, was 36,3 % des Gesamtumsatzes entspricht.

Geschäftsjahr	F&E-Ausgaben	Prozentsatz des Umsatzes
2022	64,1 Millionen US-Dollar	36.3%
2021	59,3 Millionen US-Dollar	35.7%

Wartung der Cloud-Infrastruktur

Die Wartungskosten für die Cloud-Infrastruktur für PROS Holdings beliefen sich im Jahr 2022 auf etwa 12,5 Millionen US-Dollar, darunter:

• Hostingkosten für Amazon Web Services (AWS).
• Cloud-Sicherheitsinfrastruktur
• Kosten für die Netzwerkwartung

Vertriebs- und Marketinginvestitionen

Die Vertriebs- und Marketingausgaben für das Geschäftsjahr 2022 beliefen sich auf insgesamt 72,6 Millionen US-Dollar und machten 41,1 % des Gesamtumsatzes aus.

Geschäftsjahr	Verkäufe & Marketingkosten	Prozentsatz des Umsatzes
2022	72,6 Millionen US-Dollar	41.1%
2021	66,4 Millionen US-Dollar	40.0%

Mitarbeitervergütung

Die gesamte Mitarbeitervergütung für PROS Holdings belief sich im Jahr 2022 auf 117,3 Millionen US-Dollar und teilte sich wie folgt auf:

• Gehälter: 92,4 Millionen US-Dollar
• Aktienbasierte Vergütung: 18,9 Millionen US-Dollar
• Sozialleistungen und Lohnsteuern: 6,0 Millionen US-Dollar

Softwarelizenzierung und Technologieinfrastruktur

Die Kosten für Technologieinfrastruktur und Softwarelizenzierung für 2022 wurden auf 15,2 Millionen US-Dollar geschätzt, darunter:

• Unternehmenssoftwarelizenzen
• Abonnements für Technologieplattformen
• Unterstützung der IT-Infrastruktur

Kostenkategorie	Ausgaben 2022
Softwarelizenzierung	8,7 Millionen US-Dollar
Technologieinfrastruktur	6,5 Millionen Dollar

PROS Holdings, Inc. (PRO) – Geschäftsmodell: Einnahmequellen

Abonnementbasierte Softwarelizenzierung

Für das Geschäftsjahr 2023 meldete PROS Holdings einen Abonnementumsatz von 259,3 Millionen US-Dollar, was 84 % des Gesamtumsatzes entspricht. Das Unternehmen bietet cloudbasierte Preis- und Revenue-Management-Lösungen mit abgestuften Abonnementmodellen.

Abonnementstufe	Jährlicher Umsatzbeitrag	Kundensegment
Unternehmensebene	187,6 Millionen US-Dollar	Große Konzerne
Mittleres Marktniveau	53,7 Millionen US-Dollar	Mittelständische Unternehmen
Kleinunternehmensniveau	18,0 Millionen US-Dollar	Kleine Unternehmen

Professionelle Dienstleistungen und Beratung

Der Umsatz mit professionellen Dienstleistungen belief sich im Jahr 2023 auf insgesamt 49,5 Millionen US-Dollar, was etwa 16 % des Gesamtumsatzes des Unternehmens ausmacht.

• Umsetzungsberatung
• Systemintegrationsdienste
• Entwicklung kundenspezifischer Lösungen

Nutzungsgebühren für die Cloud-Plattform

Die Nutzung der Cloud-Plattform generierte im Jahr 2023 wiederkehrende Einnahmen in Höhe von 92,4 Millionen US-Dollar, mit einem durchschnittlichen monatlichen wiederkehrenden Umsatz von 7,7 Millionen US-Dollar.

Implementierungs- und Integrationsdienste

Der Umsatz mit Implementierungsdienstleistungen erreichte im Jahr 2023 37,2 Millionen US-Dollar, mit einem durchschnittlichen Projektwert von 275.000 US-Dollar pro Unternehmenskunde.

Jährlich wiederkehrende Einnahmen aus Unternehmensverträgen

Der jährliche wiederkehrende Umsatz (ARR) für PROS Holdings betrug im Jahr 2023 265,8 Millionen US-Dollar, mit einer Nettoumsatzerhaltungsrate von 110 %.

Vertragstyp	ARR-Beitrag	Durchschnittliche Vertragsdauer
Unternehmensverträge	212,6 Millionen US-Dollar	3-5 Jahre
Mittelstandsverträge	53,2 Millionen US-Dollar	1-3 Jahre

PROS Holdings, Inc. (PRO) - Canvas Business Model: Value Propositions

You're looking at how PROS Holdings, Inc. creates value for its customers right now, late in 2025. It's all about using AI to make commercial transactions smarter, faster, and more profitable. This isn't just about software; it's about measurable financial uplift.

Dynamic, real-time price optimization to maximize profit margins

PROS Holdings, Inc. delivers pricing science that moves at the speed of the market. The value here is moving away from static price lists to dynamic, account-specific pricing driven by neural network-based technology. This is designed to protect margins while still winning deals. For instance, the PROS Platform is proven to drive more than 400 million prices and 1.7 billion forecasts every single day across its customer base. You see the financial commitment to this area reflected in the company's own performance; in Q2 2025, the non-GAAP subscription gross margin stood at 80%, showing the high-value nature of their core recurring offerings. Also, the firm was recognized as a Leader in G2's Fall 2025 Enterprise Grid for Pricing Software, which underscores customer validation of this value.

AI-powered Smart CPQ (Configure, Price, Quote) for sales efficiency

The Smart CPQ (Configure, Price, Quote) solution helps your sales teams handle complex product configurations and deliver accurate quotes instantly. This directly attacks slow sales cycles. The market recognizes this capability; PROS Holdings, Inc. earned recognition as a Leader in ISG's 2025 CPQ Buyers Guide, their fourth consecutive leadership designation from an industry analyst in just three quarters. This is key for B2B selling, where complexity is rising. The platform enables sales teams to respond at the speed of customer demand, maintaining consistency and profitability at scale. You can see the momentum in their subscription growth, which hit $76.0 million in Q3 2025, up 13% year-over-year.

Revenue Management solutions for the Travel industry (airlines)

For the travel sector, especially airlines, the value proposition centers on moving from reactive to predictive revenue management. This means identifying demand pattern changes a year in advance, allowing for proactive commercial strategy adjustments. You can see this in recent customer activity; in Q1 2025, PROS Holdings, Inc. saw strong demand in travel, including wins at two of the top seven US carriers by domestic market share. Furthermore, a domestic carrier expanded its partnership by selecting PROS revenue management advantage powered by their market-leading AI. This focus on high-value, complex industries contributes to the overall financial health, as total revenue reached $91.7 million in Q3 2025.

Intelligent commerce platform to optimize omnichannel selling experiences

The platform is designed to unify selling experiences across all channels, bridging direct sales and self-service portals-what some call hybrid selling. This is about delivering consistent, market-driven quotes whether the buyer is talking to a salesperson or using a portal. The strategic partnership announced with Commerce (formerly BigCommerce) in Q2 2025 aims to bring PROS enterprise-grade pricing and CPQ directly into e-commerce environments. This focus on the entire transaction lifecycle is driving solid top-line results, with full-year 2025 total revenue guidance projected between $360 million to $362 million, representing about 9% growth.

Delivering winning offers to customers to accelerate conversion

The core promise is helping businesses win more deals by matching the right offer to the right buyer dynamically. This is supported by AI agents and prescriptive analytics that guide the selling process. This focus on winning is evident in the financial acceleration; the company raised its full-year outlook for subscription revenue and subscription Annual Recurring Revenue (ARR) following Q2 2025 results, projecting ARR between $310 million to $313 million for the full year 2025. You want to see the impact of these winning offers reflected in the bottom line, and the Q3 2025 non-GAAP total gross margin improved to 71%, showing better profitability on the revenue generated.

Here's a quick look at the scale and financial context supporting these value propositions as of the latest reporting periods:

Metric	Value (Latest Reported Period)	Period/Context
Subscription Revenue	$76.0 million	Q3 2025
Total Revenue	$91.7 million	Q3 2025
Year-over-Year Subscription Revenue Growth	13%	Q3 2025
Non-GAAP Total Gross Margin	71%	Q3 2025
Projected Full Year 2025 Subscription ARR	$310 million to $313 million	2025 Outlook
CPQ Vendors Evaluated by ISG	18	2025 CPQ Buyers Guide

What this estimate hides is the impact of the pending acquisition by Thoma Bravo, announced in September 2025, which led to the suspension of further financial guidance. Still, the Q3 2025 results show strong operational performance leading up to that point, with new customers like Kraft Heinz and expanded adoption with American Airlines.

Finance: draft 13-week cash view by Friday.

PROS Holdings, Inc. (PRO) - Canvas Business Model: Customer Relationships

You're looking at how PROS Holdings, Inc. keeps its enterprise customers locked in and growing with their AI-powered SaaS platform. The relationships here are built on high-value, mission-critical software, which means the sales and support process is anything but hands-off.

Dedicated, high-touch enterprise sales and account management is the starting point. This isn't about self-service sign-ups; it's about landing major deals and then expanding them. For instance, in the second quarter of 2025, PROS Holdings welcomed new enterprise customers like Air Greenland, Lennox, and Louis Dreyfus, while simultaneously expanding relationships with existing giants such as American Airlines and BASF. This expansion within the installed base is a key indicator of perceived value realization from the platform.

The core of the long-term relationship is the subscription-based model fostering long-term, recurring relationships. This structure is what drives stability, as evidenced by the financial results through late 2025. You can see the recurring nature clearly in the revenue breakdown:

Metric	Q1 2025 Value	Q2 2025 Value	Q3 2025 Value
Subscription Revenue (Millions USD)	$70.8	$73.3	$76.0
Subscription Revenue YoY Growth	10%	12%	13%
Recurring Revenue as % of Total Revenue	85%	86%	N/A
Trailing 12-Month Gross Revenue Retention	Better than 93%	Better than 93%	N/A

That trailing 12-month gross revenue retention figure, consistently better than 93%, tells you that once a customer is on board, they are defintely sticking around and paying their subscription fees.

To ensure customers actually get value, customer success teams focused on platform adoption and value realization are critical. While specific headcount isn't public, the focus on services shows where investment is going to help adoption. The non-GAAP services gross margin improved significantly year-over-year, moving from 10% in Q2 2024 to 11% in Q2 2025, and even hitting 13% in Q1 2025. That Q1 2025 margin represented an improvement of over 460 basis points year-over-year, showing efficiency gains in the teams helping customers implement and use the software deeply.

Community and feedback loops are formalized through the annual customer conference (Outperform) for community and product feedback. The Outperform with PROS 2025 event, held May 12-14, 2025, in Las Vegas, NV, was a key touchpoint. This event featured a record number of customer speakers, showing high engagement from the user base. Furthermore, the company saw a substantial increase in community involvement, with applications for the 2025 Customer Outperformer Awards doubling from 2024.

For those needing more than the standard subscription support, professional services and consulting for deep, tailored integration are offered. This is the high-touch component that supports the complex, AI-driven deployments PROS specializes in. The financial performance of this segment supports this effort:

• Non-GAAP services gross margin was 13% in Q1 2025.
• Non-GAAP services gross margin was 11% in Q2 2025.
• The Q1 2025 services margin showed an improvement of over 460 basis points year-over-year.

These services help ensure the AI-powered pricing and selling solutions are deeply integrated into the customer's commercial processes.

PROS Holdings, Inc. (PRO) - Canvas Business Model: Channels

You're looking at how PROS Holdings, Inc. gets its AI-powered pricing and selling solutions into the hands of large enterprises and the broader market as of late 2025. The channel strategy is clearly focused on high-touch enterprise sales supplemented by strategic digital and partner routes to scale the recurring revenue base.

Direct enterprise sales force for large B2B and Travel accounts

The direct sales force remains critical for landing and expanding large, complex deals, especially within the Travel sector where PROS Holdings has deep expertise. The success of this direct motion is reflected in the overall financial health, where subscription revenue, the primary output of these sales efforts, is projected to hit between $295.5 million and $297.5 million for the full year 2025, representing 11% year-over-year growth. This focus on high-value, sticky recurring revenue is supported by a trailing twelve-month gross revenue retention rate that continues to be better than 93%.

Cloud marketplaces and app stores, like the SAP® Store

PROS Holdings, Inc. is actively embedding its solutions within major enterprise ecosystems to capture transactions where they occur. Specifically, PROS Smart Price Optimization and Management is now available on the SAP® Store. This availability means the solution integrates directly with core SAP platforms, including SAP S/4HANA Cloud and SAP Business Technology Platform. This placement transforms pricing into a connected capability within the SAP ecosystem, aiming to drive real-time omnichannel commerce.

Strategic technology partners who embed PROS solutions (e.g., Commerce)

Strategic alliances are a key lever for broadening distribution and driving top-of-funnel demand. PROS Holdings, Inc. recently formed a strategic partnership with Commerce (formerly BigCommerce). This relationship is structured to start with a co-sell motion, with a stated path toward a reseller agreement later on. Management noted that early customer conversations were underway for this specific partnership in the third quarter of 2025.

Global reseller and channel partner network for broader distribution

While specific revenue attribution for the entire global reseller network isn't broken out, the push toward channel expansion is evident through the Commerce partnership structure, which includes a path to reselling. The overall strategy is to use these partners to extend reach beyond the core direct sales capacity, supporting the full-year total revenue guidance of $360 million to $362 million.

Digital marketing and thought leadership content

Thought leadership is used to position PROS Holdings, Inc. as the leader in AI-powered enterprise transformation. The company hosted its flagship industry event, Outperform 2025, bringing together global leaders to discuss AI in intelligent commerce. Furthermore, the company received industry validation, being named a finalist for the 2025 Microsoft Dynamics 365 Sales and Customer Insights Partner of the Year Award.

Here's a quick look at the financial context supporting the channel strategy's output:

Metric	Value (Q2 2025 or FY 2025 Projection)	Context
Subscription Revenue (Q2 2025)	$73.3 million	Represents 86% of total Q2 2025 revenue
Full Year 2025 Subscription ARR Guidance	$310 million to $313 million	Reflects 11% year-over-year growth projection
Full Year 2025 Total Revenue Guidance	$360 million to $362 million	Represents 9% year-over-year growth projection
Trailing Twelve Month Gross Revenue Retention	Better than 93%	Indicates high customer satisfaction/stickiness across channels
Acquisition Price (Announced Q3 2025)	$1.4 billion	Valuation of the company, suggesting confidence in future growth via channels

The success of these channels is also measured by platform adoption, with recent customer wins including Air Greenland, Aurigny Air, and Louis Dreyfus, alongside expanded adoption at existing clients like American Airlines and BASF.

• Direct sales targets large B2B and Travel accounts.
• SAP Store integration provides access via the SAP ecosystem.
• Commerce partnership aims for co-sell and future reselling.
• Recognition as a Leader in ISG's 2025 CPQ Buyers Guide.
• AI Agents pilot launching for customers in Q3 2025 to drive faster value realization.

Finance: review the Q4 2025 channel sales forecast against the Q3 performance by end of next week.

PROS Holdings, Inc. (PRO) - Canvas Business Model: Customer Segments

PROS Holdings, Inc. serves a global customer base across various complex B2B sectors, with a clear focus on large enterprises that require sophisticated pricing and sales optimization, evidenced by their Q3 2025 total revenue of $91.7 million and subscription revenue reaching $76.0 million.

The core customer base is characterized by high-volume, high-complexity transaction environments where dynamic pricing is mission critical for margin protection and revenue capture.

The specific customer segments targeted by PROS Holdings, Inc. include:

• Large B2B enterprises across manufacturing, chemicals, and distribution
• Global airlines and travel companies (e.g., American Airlines, Southwest)
• Companies with complex product catalogs and high transaction volumes
• Mid-market companies targeted via strategic partner channels
• Life sciences and auto parts distribution enterprises

The platform's adoption is visible across key accounts in the identified verticals. For instance, in Q2 2025, PROS Holdings, Inc. expanded adoption within existing customers such as American Airlines, BASF, Carrier, Holcim, and Saint-Gobain.

New customers welcomed in Q2 2025 further illustrate the segment focus, including Air Greenland, Aurigny Air, HellermannTyton, Lennox, Louis Dreyfus, and RHI Magnesita.

Here's a breakdown mapping the evidence to the required segments:

Customer Segment	Supporting Evidence/Example Companies (as of mid-2025)	Financial Context (Q3 2025)
Large B2B enterprises (Manufacturing, Chemicals, Distribution)	BASF, Holcim, Saint-Gobain, Louis Dreyfus, RHI Magnesita	Subscription revenue growth of 13% year-over-year, indicating strong enterprise commitment.
Global airlines and travel companies	American Airlines, Air Greenland, Aurigny Air, Scoot	Full-year subscription Annual Recurring Revenue (ARR) forecast for 2025 is between $310 million and $313 million.
Companies with complex product catalogs and high transaction volumes	General industry focus; solutions include CPQ (configure, price, quote)	Total revenue for Q3 2025 was $91.7 million, with non-GAAP total gross margin at 71%.
Mid-market companies targeted via strategic partner channels	Strategic partnership with Commerce (formerly BigCommerce) announced in Q2 2025.	PROS Holdings, Inc. has approximately 1,501 employees as of 2024, supporting a global footprint.
Life sciences and auto parts distribution enterprises	HellermannTyton (distribution/components), Louis Dreyfus (agribusiness/distribution)	Subscription revenue was $76.0 million in Q3 2025, representing 83% of total revenue.

The company's focus on recurring revenue is substantial; in Q1 2025, recurring revenue was 85% of total revenue.

The trailing 12-month gross revenue retention was reported as better than 93% as of Q1 2025, showing high stickiness within these large customer bases.

The overall financial health supports continued investment in these enterprise segments, with Q3 2025 Adjusted EBITDA expected to be between $11,000,000 and $12,000,000 for the quarter, representing 24% growth year-over-year at the midpoint.

PROS Holdings, Inc. (PRO) - Canvas Business Model: Cost Structure

The Cost Structure for PROS Holdings, Inc. (PRO) as of late 2025 is heavily weighted toward personnel and the continuous investment required to maintain its lead in AI-powered SaaS solutions. Given the pending acquisition by Thoma Bravo, the focus remains on operational efficiency, as evidenced by margin expansion, even as GAAP profitability remains negative.

The total cost structure is dominated by the expenses required to deliver and develop the core subscription service. For the third quarter ended September 30, 2025, the company reported a GAAP Gross Profit of $63.1 million on Total Revenue of $91.7 million, resulting in a GAAP Gross Margin of 69%. This implies a Total Cost of Revenue of approximately $28.6 million for the quarter.

The operating expenses, which drive the majority of the cost structure, resulted in a GAAP Operating Loss of $2.9 million for Q3 2025. The non-GAAP measures, which exclude certain items like stock-based compensation and transaction costs, show a much healthier picture, with Adjusted EBITDA reaching $15.0 million in Q3 2025.

Here's a breakdown of the major cost components, using the most recent available quarterly data for the operating expense categories:

Cost Component Category	Q3 2025 GAAP Amount (Millions USD)	Notes / Proxies
Total Cost of Revenue (Implied)	$28.6	Calculated from $91.7M Revenue and 69% GAAP Gross Margin.
Research and Development (R&D)	~$23.0	Using Q2 2025 actual spend of $23 million as a proxy for AI innovation investment. [cite: 5 from previous search]
Sales and Marketing (S&M)	~$26.8	Using Q2 2025 actual spend of $26,791 thousand as a proxy. [cite: 1 from previous search]
General and Administrative (G&A) (Implied)	~$16.4	Implied by Total Operating Expenses less R&D and S&M proxies.
Total Operating Expenses (Implied)	$66.2	Calculated from $63.1M Gross Profit - (-$2.9M) Operating Loss.

Significant investment in Research and Development (R&D) for AI innovation

• The commitment to AI innovation is a primary cost driver, with R&D spending remaining substantial to support the PROS Platform.
• The company is actively working to lower infrastructure costs, noting in Q1 2025 that engineering teams were focused on delivering real-time response by using less compute. [cite: 13 from previous search]

Sales and Marketing expenses, including commissions and the Outperform event

• Selling and Marketing is a major expense line, reflecting the cost of acquiring and retaining enterprise customers.
• The Q2 2025 results noted that free cash flow was impacted in part by increased commercial activity, specifically mentioning the Outperform user conference. [cite: 5 from previous search]
• For the nine months ended September 30, 2025, amortization of deferred costs was included within the Selling and Marketing expense line. [cite: 3 from previous search]

Cloud computing and infrastructure costs (Cost of Subscription Revenue)

• Cloud costs are embedded within the Cost of Revenue, which was approximately $28.6 million in Q3 2025.
• The non-GAAP subscription gross margin improvement to 71% in Q3 2025 (up from 69% GAAP total GM) reflects successful efforts to manage the underlying cloud infrastructure costs.
• In Q1 2025, the non-GAAP subscription gross margin reached 81%, aided by lower compute requirements. [cite: 13 from previous search]

Personnel costs for engineering, sales, and professional services teams

• Personnel costs are the largest component of the R&D, S&M, and G&A buckets.
• The company's GAAP Net Loss for Q3 2025 was $4.2 million, impacted by stock-based compensation and transaction costs, which are often personnel-related or tied to the acquisition.
• The professional services team costs are a known drag relative to higher-margin subscription growth, with management leaning on implementation automation and AI to improve services margins. [cite: 3 from previous search]

General and administrative overhead, plus amortization of intangibles

• General and Administrative (G&A) overhead is estimated to be around $16.4 million for Q3 2025 based on implied calculations.
• Amortization of Acquisition-Related Intangibles is explicitly excluded from non-GAAP metrics, meaning it is a significant component of the GAAP Net Loss, as it is a static, non-cash expense arising from past acquisitions. [cite: 1, 4 from previous search]
• Transaction costs related to the Thoma Bravo acquisition were also a factor impacting Q3 2025 GAAP results. [cite: 1, 3 from previous search]

Finance: draft the Q4 2025 cash flow projection by next Wednesday.

PROS Holdings, Inc. (PRO) - Canvas Business Model: Revenue Streams

You're looking at the core ways PROS Holdings, Inc. brings in money as of late 2025, which is heavily weighted toward recurring software fees. This structure shows a clear focus on locking in long-term, predictable revenue streams.

Subscription Revenue (SaaS fees) is the engine here. For the third quarter of 2025, this primary stream grew to $76.0 million, marking a 13% increase year-over-year. This growth in the core cloud business is what drives the company's valuation trajectory.

The full-year 2025 Subscription Annual Recurring Revenue (ARR) expectation, based on guidance maintained in Q1 2025, was set between $308 million to $311 million, representing 10% growth year-over-year at the time of that guidance. Note that in Q2 2025, PROS Holdings, Inc. stated they were raising this full-year outlook, though a new specific range wasn't provided before the acquisition agreement was announced and guidance was suspended.

The table below breaks down the key revenue components for the third quarter of 2025, showing the relative size of the subscription versus services components:

Revenue Component	Q3 2025 Amount (in millions)	Year-over-Year Growth
Total Revenue	$91.7 million	11%
Subscription Revenue	$76.0 million	13%
Professional Services Revenue (Derived)	$15.7 million	Implied lower growth than Subscription

Professional Services Revenue, which covers implementation, training, and consulting to get customers using the AI-powered SaaS pricing and selling solutions, accounted for the remainder of the top line. For Q3 2025, this was approximately $15.7 million ($91.7 million Total Revenue minus $76.0 million Subscription Revenue). Management has consistently looked to shift this mix toward the higher-margin subscription revenue, often relying on partners for deployment.

Revenue from customer expansion and upsells is a critical indicator of product stickiness and value realization. While a specific dollar amount for upsells isn't always broken out, the health of this stream is suggested by other metrics. For instance, the trailing 12-month Gross Revenue Retention was reported as better than 93% as of Q1 2025. This retention rate suggests that existing customers are not only staying but are continuing to consume and pay for the core service, which is the foundation for adding modules like Smart CPQ or Offer Marketing.

Here are some other relevant financial data points that frame the revenue performance:

• Q1 2025 Subscription Revenue was $70.8 million.
• Q2 2025 Subscription Revenue grew to $73.3 million.
• Q3 2025 Subscription Revenue growth rate was 13% year-over-year.
• The pending acquisition by Thoma Bravo, L.P. was valued at approximately $1.4 billion, or $23.25 per share.
• Free Cash Flow for Q3 2025 improved significantly to $11.5 million from $1.4 million in the prior year period.