AvePoint, Inc. (AVPT): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el panorama en rápida evolución de la tecnología de la nube y la gestión de datos, AvePoint emerge como un jugador fundamental, transformando cómo las empresas navegan por la transformación digital. Al posicionarse estratégicamente como un proveedor de soluciones integral para los desafíos de Microsoft 365 y el ecosistema de la nube, AvePoint ofrece un software innovador que capacita a las organizaciones para migrar, proteger y optimizar su infraestructura de datos crítico. Su lienzo de modelo de negocio único revela un enfoque sofisticado para abordar las necesidades de tecnología empresarial compleja, combinando el desarrollo de software de vanguardia con asociaciones estratégicas y la prestación de servicios centrados en el cliente.

Avepoint, Inc. (AVPT) - Modelo de negocio: asociaciones clave

Microsoft Strategic Cloud Technology Partnership

AvePoint mantiene un Asociación estratégica principal con Microsoft, centrándose en Microsoft 365 y las soluciones de ecosistemas de nube de Azure.

Dimensión de asociación	Detalles
Microsoft Partner Network Tier	Competencia de plataforma en la nube de nivel de oro
Ingresos anuales de la venta	$ 42.3 millones en 2023
Cobertura de soluciones conjuntas	Microsoft 365, Azure, Dynamics 365

Integradores y revendedores globales de sistemas

AvePoint colabora con múltiples integradores de sistemas globales para expandir el alcance del mercado.

• Deloitte
• Acentuar
• Kpmg
• Ernst & Joven

Pareja	Valor de asociación	Alcance geográfico
Deloitte	$ 12.7 millones en 2023	América del Norte, EMEA
Acentuar	$ 9.5 millones en 2023	Global

Proveedores de servicios en la nube

AvePoint mantiene asociaciones estratégicas con las principales plataformas en la nube.

Proveedor de nubes	Ingresos de la asociación	Integración de servicios
Servicios web de Amazon (AWS)	$ 18.6 millones en 2023	Migración en la nube, soluciones de respaldo
Google Cloud	$ 7.2 millones en 2023	Gestión de datos empresariales

Socios de Alianza de Tecnología

AvePoint colabora con socios del ecosistema de ciberseguridad y tecnología.

• Palo Alto Networks
• Okta
• Crowdstrike
• ZSCALER

Consultores de implementación de software empresarial

Las asociaciones estratégicas con consultores de implementación mejoran las capacidades de implementación de la solución.

Consultor	Enfoque de asociación	Valor de colaboración anual
Wipro	Consultoría de migración en la nube	$ 6.8 millones en 2023
Infosys	Implementación de software empresarial	$ 5.4 millones en 2023

AvePoint, Inc. (AVPT) - Modelo de negocio: actividades clave

Desarrollo de software de migración en la nube y gestión de datos

AvePoint invirtió $ 45.2 millones en gastos de I + D para tecnologías de migración en la nube en el año fiscal 2022. La compañía desarrolló 17 soluciones de software distintas centradas en la gestión de datos en la nube y los procesos de migración.

Métricas de desarrollo de software	2022 cifras
Inversión total de I + D	$ 45.2 millones
Soluciones de migración en la nube	17 productos distintos
Tamaño del equipo de ingeniería de software	326 ingenieros

Ingeniería de plataforma SaaS para Microsoft 365 y Azure

AvePoint generó $ 216.7 millones en ingresos SaaS relacionados con Microsoft 365 en 2022, con el 92% de sus soluciones de gestión en la nube directamente integradas con las plataformas de Microsoft.

• Microsoft 365 SoaS Solutions: 12 productos principales
• Cobertura de integración de Azure: 98% de las herramientas de gestión de la nube
• Ingresos anuales de asociación de Microsoft: $ 216.7 millones

Creación de soluciones de ciberseguridad y cumplimiento

AvePoint asignó $ 22.3 millones específicamente para el desarrollo de productos de ciberseguridad en 2022, creando 8 soluciones integrales de gestión de cumplimiento.

Inversión de ciberseguridad	Datos 2022
Presupuesto de I + D de ciberseguridad	$ 22.3 millones
Soluciones de cumplimiento desarrolladas	8 productos integrales
Penetración del mercado de cumplimiento	37% de segmento empresarial

Soporte técnico y servicios de implementación del cliente

AvePoint mantuvo un equipo de soporte técnico global de 412 profesionales, que proporciona servicios de implementación de clientes 24/7 en 15 mercados internacionales.

• Tamaño del equipo de soporte técnico: 412 profesionales
• Cobertura del mercado global: 15 regiones internacionales
• Tiempo de respuesta promedio de atención al cliente: 47 minutos

Investigación e innovación continua en productos

AvePoint comprometió $ 67.5 millones a la innovación continua de productos en 2022, lo que resultó en 23 nuevas comunicadas de software y 6 aplicaciones de patentes.

Métricas de innovación	2022 estadísticas
Inversión de innovación	$ 67.5 millones
Nuevos lanzamientos de software	23 productos
Solicitudes de patentes	6 archivado

AvePoint, Inc. (AVPT) - Modelo de negocio: recursos clave

Plataformas de software de gestión de datos en la nube

AvePoint desarrolla múltiples plataformas de software de gestión de datos en la nube con las siguientes características clave:

Nombre de la plataforma	Tipo	Enfoque del mercado
Acomodar	Migración en la nube	Ecosistema de Microsoft 365
Cloudblue	Gestión de SaaS	Servicios en la nube empresarial

Cartera de propiedad intelectual extensa

A partir del cuarto trimestre de 2023, AvePoint tiene:

• 47 patentes activas
• 23 solicitudes de patentes pendientes
• Propiedad intelectual valorada en aproximadamente $ 18.5 millones

Equipos de ingeniería técnica y de desarrollo calificado

Composición de la fuerza laboral técnica:

Categoría de equipo	Número de profesionales
Ingenieros de software	312
Arquitectos de la nube	87
Investigación & Desarrollo	156

Infraestructura global de ventas e atención al cliente

Métricas de presencia global:

• Operaciones en 16 países
• Centros de atención al cliente: 7
• Interacciones anuales de atención al cliente: 125,000

Experiencia de tecnología en la nube y certificaciones

Certificaciones y experiencia profesional:

Tipo de certificación	Número de profesionales certificados
Microsoft Gold Partner	Certificado
Certificaciones de la nube de AWS	64
Certificaciones de Google Cloud	42

AvePoint, Inc. (AVPT) - Modelo de negocio: propuestas de valor

Soluciones integrales de protección de datos y migración

AvePoint ofrece soluciones de protección de datos a nivel empresarial con las siguientes métricas clave:

Categoría de soluciones	Cobertura de protección	Potencial de mercado anual
Servicios de respaldo en la nube	500+ PB Datos administrados	$ 3.2 mil millones para 2024
Capacidades de migración	250 millones de cuentas de usuario	Mercado de migración de $ 1.8 mil millones

Microsoft 365 y administración de plataforma en la nube simplificada

Las capacidades de gestión de la nube incluyen:

• 365 gestión de inquilinos para más de 15,000 clientes empresariales
• Gobierno de múltiples nubes en Azure, AWS, Google Cloud
• Monitoreo automatizado de cumplimiento para el 75% de las compañías Fortune 500

Capacidades de ciberseguridad y cumplimiento mejoradas

Característica de seguridad	Cobertura	Normas de cumplimiento
Gestión de riesgos de datos	99.7% de precisión de detección de amenazas	GDPR, HIPAA, SOC 2
Cumplimiento regulatorio	Más de 200 plantillas de cumplimiento	Mercado de cumplimiento de $ 450 millones

Herramientas de gobierno de datos empresariales rentables

Métricas de optimización de costos:

• Reducción promedio del 35% en los gastos de gestión de datos
• $ 2.5 millones de ahorros anuales para clientes de entreprise medios
• Reducción de costos de licencia del 40% en comparación con los competidores

Servicios de transformación y optimización de nubes sin problemas

Servicio de transformación	Alcance del cliente	Impacto anual de ingresos
Migración en la nube	Más de 5,000 clientes empresariales	Ingresos por servicio de $ 275 millones
Optimización de nubes	Tasa de retención de clientes del 85%	Servicios de optimización de $ 180 millones

AvePoint, Inc. (AVPT) - Modelo de negocios: relaciones con los clientes

Portales de soporte de autoservicio digital

AvePoint proporciona portal de soporte en línea integral con las siguientes características clave:

Canal de soporte	Disponibilidad	Acceso a los usuarios
Portal de soporte al cliente	24/7	Usuarios registrados
Base de conocimiento	Actualización continua	Acceso público
Sistema de envío de boletos	En tiempo real	Clientes verificados

Gerentes de éxito de clientes empresariales dedicados

AvePoint asigna gerentes especializados de éxito de clientes para clientes empresariales:

• Punto de contacto dedicado para clientes empresariales
• Gestión de cuentas personalizada
• Servicios de consulta estratégica

Soporte de consulta técnica e implementación

Los servicios de soporte técnico incluyen:

Tipo de soporte	Nivel de servicio	Tiempo de respuesta
Consultoría de implementación	De primera calidad	Dentro de las 4 horas
Revisión de arquitectura técnica	Empresa	Dentro de las 24 horas
Asistencia migratoria	Integral	Consulta programada

Capacitación en línea y recursos de la base de conocimiento

Recursos de capacitación disponibles:

• Serie de seminarios web
• Tutoriales de video
• Programas de certificación
• Repositorio de documentación

Actualización del producto y comunicación de hoja de ruta

Canales de comunicación para actualizaciones de productos:

Método de comunicación	Frecuencia	Público objetivo
Boletín trimestral	Cada 3 meses	Todos los clientes
Conferencia de usuario anual	Anual	Clientes empresariales
Sebinarios web de la hoja de ruta del producto	Semestral	Usuarios registrados

AvePoint, Inc. (AVPT) - Modelo de negocio: canales

Equipo de ventas de Enterprise Direct

El equipo de ventas empresariales directas de AvePoint se centra en servir a clientes de la empresa y empresas en varias industrias. A partir del cuarto trimestre de 2023, la compañía informó:

• Aproximadamente 350 representantes de ventas directas a nivel mundial
• Cobertura en las regiones de América del Norte, Europa y Asia-Pacífico

Región de ventas	Número de representantes de ventas	Segmento del mercado objetivo
América del norte	180	Empresa y mercado medio
Europa	90	Empresa y mercado medio
Asia-Pacífico	80	Empresa y mercado medio

Plataforma de comercio electrónico en línea

La plataforma en línea de AvePoint genera importantes ingresos digitales:

• 2023 Ventas en línea: $ 42.3 millones
• Tasa de crecimiento del canal digital: 18.5% año tras año
• Opciones de compra de autoservicio para empresas más pequeñas

Mercados de socios tecnológicos

Estadísticas del ecosistema de socios para 2023:

Tipo de socio	Número de socios	Contribución de ingresos
Microsoft Cloud Partners	3,200	$ 65.7 millones
Socios de ISV	850	$ 22.4 millones
Integradores de sistemas globales	120	$ 38.6 millones

Marketing digital y generación de leads

Métricas de rendimiento de marketing digital:

• Presupuesto anual de marketing digital: $ 8.2 millones
• Sitio web Visitantes mensuales: 275,000
• Tasa de conversión de plomo: 3.7%
• Seguidores de redes sociales: 180,000 en todas las plataformas

Conferencia de la industria y presencia de ferias comerciales

Compromiso de marketing de eventos en 2023:

Tipo de evento	Número de eventos	Los asistentes totales llegaron	Generación de leads estimada
Conferencias tecnológicas	42	18,500	1.200 clientes potenciales calificados
Microsoft Inspire	1	5,600	350 clientes potenciales calificados
Eventos tecnológicos regionales	23	8,900	650 clientes potenciales calificados

Avepoint, Inc. (AVPT) - Modelo de negocio: segmentos de clientes

Grandes organizaciones empresariales

AvePoint atiende a grandes organizaciones empresariales con ingresos anuales superiores a $ 1 mil millones. A partir de 2023, la compañía informó atender el 89% de las compañías Fortune 500 a través de sus soluciones de Microsoft 365 y Cloud Management.

Métricas de segmento empresarial	Datos cuantitativos
Total de clientes empresariales	4,200+
Valor anual promedio del contrato	$175,000
Penetración del mercado empresarial	67.3%

Negocios de mercado medio

Las empresas del mercado medio que representan $ 50 millones a $ 1 mil millones en ingresos anuales constituyen un segmento de clientes significativo para AvePoint.

• Total de clientes del mercado medio: 3.600
• Duración promedio del contrato: 24 meses
• Gasto anual típico: $ 85,000- $ 120,000

Entidades gubernamentales y del sector público

AvePoint tiene soluciones especializadas para organizaciones gubernamentales, con el 37% de las agencias federales y estatales que utilizan sus herramientas de migración y cumplimiento de la nube.

Detalles del segmento gubernamental	Estadística
Clientes de la agencia federal	124
Clientes del gobierno estatal	46
Ingresos anuales del segmento gubernamental	$ 42.6 millones

Instituciones educativas

AvePoint atiende a organizaciones educativas con soluciones especializadas de gestión de la nube y protección de datos.

• Instituciones de educación superior: 520
• Distritos escolares K-12: 1.100
• Ingresos promedio del sector educativo anual: $ 18.3 millones

Proveedores de servicios financieros y de salud

Las soluciones especializadas de cumplimiento y gestión de datos se dirigen a los sectores financieros y de salud con requisitos reglamentarios estrictos.

Desglose del sector	Conteo de clientes	Ingresos anuales
Organizaciones de atención médica	340	$ 27.5 millones
Proveedores de servicios financieros	280	$ 32.1 millones

AvePoint, Inc. (AVPT) - Modelo de negocio: Estructura de costos

Inversiones de investigación y desarrollo

Para el año fiscal 2022, AvePoint reportó gastos de I + D de $ 44.9 millones, lo que representa aproximadamente el 32.7% de los ingresos totales.

Año fiscal	Gastos de I + D	Porcentaje de ingresos
2022	$ 44.9 millones	32.7%
2021	$ 35.2 millones	30.5%

Gastos de ventas y marketing

Los gastos de ventas y marketing para AvePoint en 2022 totalizaron $ 56.3 millones, lo que representa el 41% de los ingresos totales.

• Estructuras de la comisión de ventas
• Campañas de marketing digital
• Participación en la feria y la conferencia

Infraestructura en la nube y mantenimiento de tecnología

Los costos de infraestructura tecnológica para AvePoint fueron de aproximadamente $ 22.7 millones en 2022, cubriendo servicios en la nube, centros de datos y plataformas de tecnología.

Compensación y capacitación de empleados

Los gastos totales relacionados con los empleados en 2022 alcanzaron los $ 82.5 millones, incluidos salarios, beneficios y programas de desarrollo profesional.

Categoría de gastos	Cantidad	Porcentaje de costos totales
Salarios base	$ 65.4 millones	79.3%
Beneficios	$ 12.6 millones	15.3%
Capacitación	$ 4.5 millones	5.4%

Gastos operativos y administrativos globales

Los costos administrativos y operativos para AvePoint en 2022 fueron de $ 18.6 millones, que cubren los gastos mundiales de la oficina, las actividades legales y de cumplimiento.

• Arrendamiento y mantenimiento de la oficina global
• Costos legales y de cumplimiento
• Gestión de seguros y riesgos

AvePoint, Inc. (AVPT) - Modelo de negocios: flujos de ingresos

Licencias SaaS basadas en suscripción

El flujo de ingresos primario de AvePoint se deriva de las suscripciones de software de gestión de la nube. A partir del tercer trimestre de 2023, la compañía reportó $ 34.1 millones en ingresos de suscripción recurrentes, lo que representa el 64.7% de los ingresos trimestrales totales.

Nivel de suscripción	Contribución anual de ingresos	Segmentos de clientes
Gestión de la nube SaaS	$ 136.4 millones	Enterprise, mercado medio
Copia de seguridad de Microsoft 365	$ 48.2 millones	Empresas pequeñas a grandes

Servicios profesionales y tarifas de consultoría

AvePoint genera ingresos adicionales a través de servicios de consultoría profesional. En 2023, los ingresos por servicios profesionales alcanzaron los $ 12.6 millones, lo que representa aproximadamente el 15.3% de los ingresos totales de la compañía.

Implementaciones del proyecto de migración en la nube

Los servicios de migración en la nube representaron $ 18.3 millones en ingresos para 2023, con un valor promedio del proyecto de $ 175,000 por cliente empresarial.

• Duración promedio del proyecto de migración: 3-6 meses
• Alcance del proyecto típico: Microsoft Migrations
• Cobertura geográfica: América del Norte, Europa, Asia-Pacífico

Contratos de soporte técnico y mantenimiento

Los contratos de soporte técnico generaron $ 22.7 millones en 2023, con un valor de contrato anual promedio de $ 45,000 para clientes empresariales.

Nivel de apoyo	Ingresos anuales	Tiempo de respuesta
Soporte básico	$ 8.3 millones	24-48 horas
Soporte premium	$ 14.4 millones	4-8 horas

Ingresos del programa de capacitación y certificación

Los programas de capacitación y certificación contribuyeron con $ 5.2 millones a los ingresos 2023 de Avepoint, con un curso de certificación promedio con un precio de $ 1,200 por participante.

• Número de programas de capacitación: 12
• Total de profesionales certificados en 2023: 4.800
• Opciones de capacitación en línea y en persona disponibles

AvePoint, Inc. (AVPT) - Canvas Business Model: Value Propositions

You're looking at the core reasons customers choose AvePoint, and honestly, the numbers from late 2025 tell a clear story of growth tied directly to data complexity. The platform is clearly resonating as organizations move deeper into AI and multi-cloud environments.

Here's a quick look at the financial muscle backing these propositions as of the third quarter of 2025:

Metric	Value (as of Q3 2025)	Context/Growth
Total Revenue (Q3 2025)	$109.7 million	24% year-over-year growth
SaaS Revenue (Q3 2025)	$84.0 million	38% year-over-year growth; now 77% of total revenue
Total Annual Recurring Revenue (ARR)	$390.0 million	26% year-over-year growth
Dollar-based Net Retention Rate (DBNRR)	110%	Existing customers spent 10% more
Cash, Equivalents, Investments	$472.0 million	Provides significant financial flexibility

Unified data security, governance, and resilience is the foundation. You see this in the retention rates; the dollar-based net retention rate held steady at 110%, meaning customers aren't just staying, they're expanding their use of your security and governance tools. Plus, the gross margin stands at an impressive 74.93%, showing efficient cost management as you deliver these services.

Enabling secure Microsoft Copilot and AI readiness is a huge driver right now. You're helping customers manage the risk that comes with new AI adoption. For example, while Microsoft found 70% of Copilot users felt more productive, 88.3% of organizations have only rolled it out to some employees, suggesting a massive governance gap you fill. You're addressing the fact that 79.2% of organizations now manage 1 PB or more of data, a figure that grew by 25% from the prior year.

• Announced deeper visibility into the lifecycle and compliance of Copilot Studio Agents.
• AI Acceptable Use policies are now enforced or developed by 84.5% of organizations.
• Gartner predicts generative AI will cause over a 15% boost in spending on application and data security by 2025.

Multi-cloud data management across Microsoft 365, Google, Salesforce is where you expand beyond your roots. You started deep in the Microsoft ecosystem-winning your sixth global Microsoft Partner of the Year award is proof-but the future is broader. You're seeing the contribution from non-Microsoft cloud content providers move from 10% of recurring business (as of March 2025) toward a long-term target of 25% to 30%. You've added new data protection solutions for platforms like Monday.com, Docusign, and Smartsheet, showing that multi-cloud coverage is real.

Accelerating digital transformation and data migration is evident in the sheer growth of your recurring revenue streams. The SaaS revenue segment grew 38% in Q3 2025 alone. You're helping customers move data, which is the prerequisite for any modern application. Tools like AvePoint Fly simplify this transition to Microsoft 365, which is critical for enabling Copilot to access all necessary data.

Reducing risk and ensuring compliance for sensitive data is baked into the platform. You announced a new Operational Efficiency Command Center to help companies track the impact of governance practices. You serve more than 25,000 customers worldwide, and more than two-thirds of them are in highly regulated industries, meaning compliance isn't a nice-to-have; it's table stakes for that customer base.

• Net new ARR in Q3 2025 was $22.4 million.
• The company raised its full-year 2025 revenue guidance to a range of $414.8 million to $416.8 million.

Finance: draft the 13-week cash view by Friday.

AvePoint, Inc. (AVPT) - Canvas Business Model: Customer Relationships

You're looking at how AvePoint, Inc. keeps its customers engaged and growing their spend, which is key for any Software as a Service (SaaS) business. The data from their Q3 2025 results definitely shows a focus on embedding their platform so deeply that customers stick around and spend more.

Expansion Focus: Dollar-Based Net Retention

The clearest signal of successful customer relationship management is retention and expansion. AvePoint, Inc. reported a dollar-based net retention rate of 110% for the trailing twelve months ending September 30, 2025. This means that even after accounting for any customer churn or downselling, the existing customer base expanded its spending by 10% over the year. This metric is the financial proof that their platform becomes mission-critical, as CEO Dr. Tianyi Jiang noted.

Automated, Self-Service through the SaaS Platform

The core of the relationship for many users is definitely automated and self-service, driven by the platform itself. This is evident in the high proportion of revenue coming from subscriptions. For the third quarter of 2025, SaaS revenue hit $84.0 million, which was a 38% year-over-year increase. That SaaS segment now makes up 77% of total quarterly revenues. When the majority of revenue is recurring software fees, the initial onboarding and ongoing use are designed to be highly scalable and less reliant on constant human intervention.

Partner-Led Service Delivery via MSPs/VARs

AvePoint, Inc. heavily relies on its channel to reach and service customers efficiently. They are actively incentivizing partners to transition to high-value service offerings. As of the end of Q3 2025, 56% of their total Annual Recurring Revenue (ARR) came through the channel, up from 53% a year prior. This indicates a strategic shift to scale through others. Their global channel partner program supports approximately 5,000 managed service providers, value-added resellers, and systems integrators.

The company's revamped Global Partner Program, launched in August 2025, uses a points-based system to reward engagement beyond just resale revenue, focusing on activities like pre-sales lead generation and competency development.

High-Touch Support for Complex Governance and Migration Projects

While the platform handles the routine, the high-value, complex work requires dedicated, high-touch engagement, especially with their largest customers. The number of customers spending over $100,000 in ARR reached 762 in Q3 2025, marking a 21% increase year-over-year. They added 41 such customers in Q3 alone, which was their highest quarterly result ever. These large enterprise relationships likely receive dedicated account management. Furthermore, complex projects like data migration create headwinds for gross retention, suggesting these projects require significant professional services support.

Here's a quick look at the key customer metrics as of the end of Q3 2025:

Metric	Value (Q3 2025)	Context/Change
Total ARR	$390.0 million	Up 26% year-over-year
Dollar-Based Net Retention Rate (NRR)	110%	Indicates expansion within existing base
Dollar-Based Gross Retention Rate (GRR)	88%	Would be 90% excluding migration headwinds
Customers with ARR > $100k	762	Up 21% year-over-year
Channel-Sourced ARR	56%	Up from 53% a year ago

The nature of the work also dictates the relationship level. For instance, migration products specifically served as a two-point headwind to the gross retention rate, meaning those projects required more intensive, high-touch service delivery that naturally carries lower renewal rates compared to pure SaaS subscriptions.

You can see the segmentation of their customer base by ARR contribution:

• Total customers relying on the AvePoint Confidence Platform: Over 25,000 worldwide.
• Customers with ARR over $100,000 added 41 in Q3 2025.
• Geographic ARR split: North America at 44%, EMEA at 35%, and APAC at 21%.
• The company is focused on expanding into non-Microsoft cloud ecosystems.

Finance: draft 13-week cash view by Friday.

AvePoint, Inc. (AVPT) - Canvas Business Model: Channels

You're looking at how AvePoint, Inc. gets its software into the hands of its over 25,000 customers worldwide as of late 2025. The channel is definitely central to this effort.

The Global Channel Partner Program is structured around a points-based system, shifting focus from pure resale revenue to overall engagement and expertise development. This rewards activities like training, pre-sales engagement, and recurring services revenue generation. For example, partners like Crayon generate approximately $5 in services revenue for every $1 of AvePoint spend.

The channel's impact on the subscription base is significant. As of the first quarter of Fiscal Year 2025, the channel comprised 55% of total Annual Recurring Revenue (ARR) and accounted for 63% of the incremental ARR.

AvePoint, Inc. supports this ecosystem with its solutions available in more than 100 cloud marketplaces. This includes the Microsoft Commercial Marketplace, such as the Azure Marketplace and AppSource, which are critical for reaching customers within the Microsoft 365 environment.

The company's updated full-year 2025 guidance projects total revenues between $414.8 million and $416.8 million. The ARR as of September 30, 2025, stood at $390.0 million, reflecting a 26% year-over-year increase.

While the channel drives substantial reach, a Direct Enterprise Sales team targets large accounts, complementing the partner motion. The Q3 2025 results showed total revenue of $109.7 million, with SaaS revenue at $84 million, representing 77% of that quarter's total revenue.

Here's a quick look at the scale of the channel ecosystem as of mid-to-late 2025:

Metric	Value (Late 2025)
Global Channel Partners (MSPs, VARs, SIs)	Approximately 5,000
Cloud Marketplaces Supported	Over 100
Total ARR Contribution (Q1 2025)	55%
Incremental ARR Contribution (Q1 2025)	63%
Total Customers Worldwide	Over 25,000

The focus on partner enablement through platforms like the next-generation AvePoint Elements is designed to help partners transition to high-value service offerings. Key channel focus areas include:

• Rewarding engagement metrics over just revenue.
• Accelerating partner profitability through managed services.
• Equipping partners for AI readiness and multi-cloud compliance.
• Providing access to technical resources and certifications.

The direct sales effort targets the largest enterprises, often securing the foundational contracts that partners then expand upon. The company's non-GAAP operating income guidance for the full year 2025 is between $77.3 million and $78.3 million.

Finance: draft 13-week cash view by Friday.

AvePoint, Inc. (AVPT) - Canvas Business Model: Customer Segments

You're looking at the core customer base that drives AvePoint, Inc.'s recurring revenue engine. This segment mix shows a clear focus on larger, more complex environments, which typically translates to stickier, higher-value contracts.

As of the end of 2024, AvePoint, Inc. served a global customer base exceeding 25,000 organizations across more than 100 countries. The company's Annual Recurring Revenue (ARR) as of September 30, 2025, stood at $390.0 million.

The customer base is segmented primarily by user seats, which directly correlates to how the company serves them and how much revenue they contribute. Here is the breakdown of the customer segments based on their contribution to total ARR as of December 31, 2024:

Customer Segment	User Seat Definition	% of Total ARR (as of 12/31/2024)
Enterprise	Greater than 5,000 user seats	53%
Mid-Market	Greater than 500 but fewer than 5,000 user seats	28%
Small Business (SMB)	Fewer than 500 user seats	19%

The Enterprise segment is the largest revenue contributor, primarily served through direct sales teams, with the typical buyer being the CISO, CTO, or CIO. Management noted strong interest from these regulated enterprises in governance and AI-readiness tools as they prepare for large-scale AI deployment.

The Mid-market segment uses a mix of direct sales and channel partners, also targeting C-suite technology leaders. The SMB segment is served entirely through channel partners.

The channel ecosystem is a critical component of reaching the smaller organizations and scaling delivery. AvePoint, Inc.'s global channel partner program includes approximately 5,000 managed service providers, value-added resellers, and systems integrators. Historically, ARR from MSPs showed significant growth, achieving a 60% CAGR from 2020 to 2024.

You can see the key characteristics of these customer groups below:

• Large Enterprises and Government: Primarily served directly; focus on complex compliance needs and AI governance adoption.
• Mid-market organizations: Served via direct sales and channel partners; adopting Microsoft 365 environments.
• Managed Service Providers (MSPs) and System Integrators (SIs): A core part of the go-to-market strategy, especially for the SMB segment.
• Global customer base: Exceeded 25,000 organizations as of late 2024.

The company is forecasting total ARR between $412.8 million and $418.8 million for the full year 2025, indicating continued growth across these segments. Finance: draft 13-week cash view by Friday.

AvePoint, Inc. (AVPT) - Canvas Business Model: Cost Structure

You're looking at where AvePoint, Inc. is spending its money to keep that growth engine running, especially as they push hard on AI features. The cost structure is heavily weighted toward future product development and getting those solutions into the hands of customers.

Research & Development (R&D) Expenses for Innovation

AvePoint, Inc. clearly prioritizes platform innovation, which you see reflected in their R&D spend. For the year ended December 31, 2024, GAAP R&D expenses were $48.7 million, representing 14.7% of revenue for that period. The Non-GAAP R&D spend was $40.4 million, or 12.2% of revenue. This investment is directly tied to developing new offerings and enhancing existing ones, particularly as the CEO noted in Q3 2025 about tackling pressing AI-related data security and governance challenges.

Sales and Marketing (S&M) Costs for Expansion

Driving channel expansion and new customer acquisition requires significant outlay in Sales and Marketing. While we don't have the full FY 2025 breakdown yet, the focus on efficiency is evident. For instance, in the second quarter of 2025, S&M expense represented 32% of total revenues, down from 36% a year prior, showing an effort to scale revenue faster than S&M spend. This spend supports the global partner program enhancements announced in late 2025 aimed at accelerating growth through the ecosystem.

Personnel Costs: Engineering and Customer Success

Personnel is a major cost driver, supporting both the development and the delivery of the SaaS platform. In 2024, R&D personnel costs alone increased by $10.7 million, reflecting the hiring needed for that platform development. You also have the costs associated with the customer success teams, which are crucial for maintaining the high net retention rates AvePoint, Inc. has achieved, like the 110% dollar-based net retention rate reported as of September 30, 2025.

Cloud Hosting and Infrastructure for Global SaaS Delivery

Delivering a global Software as a Service (SaaS) platform means substantial, ongoing costs for cloud hosting and infrastructure. This cost scales directly with usage and data volume, supporting the 38% year-over-year growth in Q3 2025 SaaS revenue, which hit $84.0 million. While a specific dollar amount for infrastructure isn't broken out separately in the guidance, it's an inherent variable cost in their high-growth SaaS model.

Here's a quick look at the latest financial outlook and the expense structure context we have:

Metric Category	Specific Metric	Value / Range (FY 2025 Guidance or Latest Available)
Financial Outlook	Non-GAAP Operating Income Guidance	$77.3 million to $78.3 million
Financial Outlook	Total Revenue Guidance	$414.8 million to $416.8 million
Financial Outlook	Total ARR Guidance	$412.8 million to $418.8 million
R&D Cost (2024)	GAAP R&D Expense	$48.7 million
R&D Cost (2024)	Non-GAAP R&D as % of Revenue	12.2%
S&M Cost (Q2 2025)	S&M as % of Total Revenues	32%
Operating Expense (Q3 2025)	Total Operating Expense (Quarterly)	$240.8 million (Implied context)

You can see the push for operating leverage; the Non-GAAP operating margin guidance of 18.6% to 18.8% for the full year 2025 represents margin expansion of nearly 430 basis points year-over-year. That efficiency has to come from managing these core cost centers effectively, defintely.

Key cost components driving the structure include:

• Platform Innovation: Continued investment in R&D, especially for AI features.
• Go-to-Market Spend: Sales and Marketing to fuel channel and direct sales growth.
• Delivery Infrastructure: Cloud hosting costs tied to SaaS revenue growth.
• Talent Acquisition: Personnel costs for engineering and customer-facing roles.

Finance: draft 13-week cash view by Friday.

AvePoint, Inc. (AVPT) - Canvas Business Model: Revenue Streams

You're looking at the core engine driving AvePoint, Inc.'s financial performance right now, which is heavily weighted toward recurring income. The Subscription Revenue stream is the primary source, built on licenses for its Software as a Service (SaaS) platform.

The visibility from this model is strong; the Annual Recurring Revenue (ARR) hit $390.0 million as of the third quarter of 2025. This figure represents a 26% year-over-year increase.

The SaaS component is accelerating this growth significantly. SaaS Revenue for Q3 2025 was $84.0 million, showing a substantial 38% year-over-year growth. This means SaaS made up 77% of the total Q3 revenues, marking its highest-ever quarterly mix. Overall, recurring revenue accounted for 87% of total Q3 revenues.

To give you a clearer picture of the Q3 2025 revenue mix, here's the breakdown from the latest reported quarter:

Revenue Component	Q3 2025 Amount	Year-over-Year Growth
Total Revenue	$109.7 million	24%
SaaS Revenue	$84.0 million	38%
Professional Services Revenue	$13.8 million	27%
Term License and Support Revenue	$11.1 million	Declined 21%
Maintenance Revenue	Approximately $840,000	Declined 21%

The company is clearly prioritizing the subscription model over legacy or transactional services. Still, Professional Services Revenue, which covers migration, implementation, and consulting, is growing at 27% year-over-year, contributing $13.8 million in Q3 2025.

Looking ahead, AvePoint, Inc. has set its sights on the full year. The updated Full-year 2025 Total Revenue guidance is set between $414.8 million to $416.8 million, representing growth of 25.5% to 26.1% year-over-year at the midpoint. This guidance incorporates the Q3 revenue beat.

Here are a few other key metrics defining the revenue quality:

• Dollar-based net retention rate was 110% in Q3 2025.
• Customers with ARR over $100,000 totaled 762, up 21% year-over-year.
• The channel contributed 56% of ARR.
• Non-GAAP operating margin expanded to 22.0% in Q3 2025.

Finance: draft 13-week cash view by Friday.