ON24, Inc. (ONTF): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el mundo dinámico de la participación digital, ON24, Inc. (ONTF) surge como una fuerza transformadora, revolucionando cómo las empresas se conectan, se comunican y convierten al público a través de la tecnología de eventos virtuales de vanguardia. Al combinar perfectamente experiencias interactivas con potentes análisis de datos, ON24 proporciona a las empresas una plataforma innovadora que trasciende las limitaciones tradicionales de seminarios web y de eventos digitales, lo que permite a las organizaciones generar clientes potenciales de alta calidad, rastrear las interacciones de audiencia en tiempo real y ofrecer experiencias de contenido personalizadas que impulsan significativamente Resultados comerciales en diversas industrias.

ON24, Inc. (ONTF) - Modelo de negocio: asociaciones clave

Integraciones de tecnología estratégica

ON24 mantiene asociaciones de tecnología estratégica con:

Pareja	Detalles de integración	Año establecido
Salesforce	Integración de la plataforma CRM	2018
Microsoft Dynamics	Conexión de software empresarial	2019
Hubspot	Integración de automatización de marketing	2020

Asociaciones de infraestructura en la nube

Servicios web de Amazon (AWS) Sirve como el socio principal de infraestructura de la nube para ON24, proporcionando:

• Recursos de computación en la nube escalable
• Red de centros de datos globales
• Infraestructura de seguridad y cumplimiento

Collaboraciones tecnológicas de marketing y análisis

Socio tecnológico	Enfoque de colaboración	Capacidades de integración
Análisis de Google	Tráfico web y seguimiento de compromiso	Medición de rendimiento
Mercado	Automatización de marketing	Seguimiento de generación de leads

Software empresarial y asociaciones de plataforma CRM

ON24 ha establecido asociaciones con proveedores de software empresarial:

• SAVIA
• Oráculo
• Zendesk
• Cuadro

Estas asociaciones permiten una integración de datos sin problemas y soluciones de seminarios web empresariales mejorados.

ON24, Inc. (ONTF) - Modelo de negocio: actividades clave

Desarrollo de la plataforma de tecnología de eventos virtual e híbrido

ON24 invirtió $ 41.8 millones en gastos de investigación y desarrollo en 2022, centrándose en la mejora de la plataforma y la innovación tecnológica.

Métricas de desarrollo de plataformas	Datos 2022
Gasto de I + D	$ 41.8 millones
Características de la plataforma	12 herramientas de compromiso interactivas centrales
Actualizaciones de plataforma anual	3-4 lanzamientos principales

Compromiso digital y creación de soluciones webinarias

ON24 generó $ 190.1 millones en ingresos totales para el año fiscal 2022, con contribuciones significativas de soluciones de participación digital.

• Plataforma webinaria que admite más de 150 usuarios concurrentes
• Capacidades de personalización de contenido integrado
• Características de interacción de audiencia en tiempo real

Innovación de productos de software continuo

Métricas de innovación	2022-2023 datos
Solicitudes de patentes	7 nuevas patentes tecnológicas
Ciclos de mejora del producto	Actualizaciones de software trimestrales
Inversión de innovación	23% de los ingresos totales

Experiencia del cliente y gestión de contenido interactivo

ON24 admite más de 2,000 clientes empresariales en múltiples industrias con soluciones avanzadas de gestión de contenido.

• Motor de personalización de contenido
• Soporte de varios idiomas
• Algoritmos de recomendación de contenido avanzado

Análisis de datos y seguimiento de compromiso

Capacidades analíticas	Métrica
Seguimiento de compromiso en tiempo real	Más de 30 puntos de datos de participación por sesión
Procesamiento de datos anual	Más de 2 petabytes de datos de participación
Modelos de aprendizaje automático	5 modelos de análisis predictivos

ON24, Inc. (ONTF) - Modelo de negocio: recursos clave

Evento virtual patentado y tecnología de transmisión de seminarios web

A partir del cuarto trimestre de 2023, ON24 mantiene un plataforma de transmisión basada en la nube Procesamiento de más de 60,000 eventos virtuales anualmente.

Métrica de tecnología	Especificación
Capacidad de transmisión	Hasta 100,000 asistentes concurrentes
Soporte de resolución de video	Transmisión 4K y HD
Centros de datos globales	6 ubicaciones de infraestructura redundantes

Gran plataforma de compromiso digital basada en la nube

La plataforma de ON24 admite capacidades integrales de participación digital.

• Herramientas de interacción de audiencia en tiempo real
• Personalización de contenido avanzado
• Soporte de eventos de varios idiomas

Equipos de ingeniería y desarrollo de productos

A partir de 2023, ON24 emplea aproximadamente 250 profesionales de ingeniería.

Composición del equipo	Número
Ingenieros de software	175
Gerentes de productos	35
Diseñadores de ui/ui	40

Datos y análisis de participación del cliente

ON24 procesos sobre 2.500 millones de puntos de datos de participación anualmente.

• Insights de aprendizaje automático
• Seguimiento de comportamiento de la audiencia en tiempo real
• Algoritmos de puntuación de plomo avanzado

Infraestructura SaaS escalable

Métricas de infraestructura a partir de 2023:

Parámetro de infraestructura	Especificación
Tiempo de actividad de la plataforma anual	99.99%
Regiones de redes globales	12 regiones
Proveedores de servicios en la nube	AWS, Azure

ON24, Inc. (ONTF) - Modelo de negocio: propuestas de valor

Experiencias de eventos digitales interactivos para empresas globales

ON24 proporciona plataformas de eventos digitales que atienden a más de 2,000 clientes empresariales en más de 50 países. La plataforma admite más de 10,000 eventos virtuales e híbridos anualmente.

Tipo de evento	Volumen anual	Participantes promedio
Seminarios web	8,500	250-500
Conferencias virtuales	750	1,000-2,500
Eventos híbridos	750	500-1,500

Herramientas avanzadas de participación de la audiencia y generación de leads

La plataforma de ON24 genera 4.5 millones de clientes potenciales calificados anualmente para clientes empresariales.

• Capacidades de interacción de audiencia en tiempo real
• Mecanismos de votación interactivos
• Gestión de sesiones de preguntas y respuestas
• Seguimiento de compromiso de contenido

Datos y análisis en tiempo real para el rendimiento de marketing

Métrico de análisis	Capacidad de seguimiento
Tasa de compromiso de la audiencia	98% de seguimiento integral
Consumo de contenido	Insights de espectadores minuto a minuto
Puntaje de plomo	Puntuación conductual automatizada

Soluciones de eventos virtuales e híbridas flexibles

La plataforma admite múltiples formatos de eventos con 99.7% de confiabilidad de tiempo de actividad.

• Repositorios de contenido a pedido
• Capacidades de transmisión en vivo
• Soporte de varios idiomas
• Red de entrega de contenido global

Entrega de contenido personalizado y capacidades de interacción de audiencia

Ofrece experiencias de contenido personalizadas con 87% de tasa de personalización de la audiencia.

Característica de personalización	Nivel de personalización
Recomendaciones de contenido	Coincidencia impulsada por la IA
Experiencias interactivas	Personalización en tiempo real
Seguimiento de compromiso	Insights individuales de los usuarios

ON24, Inc. (ONTF) - Modelo de negocios: relaciones con los clientes

Plataforma y soporte en línea de autoservicio

ON24 proporciona una plataforma digital con las siguientes capacidades de autoservicio:

Característica	Detalles
Base de conocimiento en línea	350+ artículos de autoayuda y tutoriales
Documentación del usuario	Recursos digitales accesibles 24/7
Guías de video	87 tutoriales de video instruccional

Gestión dedicada del éxito del cliente

La estrategia de relación con el cliente incluye:

• Gestión de cuentas personalizada para clientes empresariales
• Reuniones trimestrales de revisión comercial
• Gerentes de éxito dedicados para cuentas de más de $ 50,000 ARR

Programas integrales de incorporación y capacitación

Nivel de incorporación	Servicios	Costo
Basic	Configuración de plataforma estándar	Incluido con suscripción
De primera calidad	Integración personalizada y capacitación avanzada	$2,500 - $5,000

Soporte técnico y servicios de consulta

Los canales de soporte incluyen:

• Tiempo de respuesta de soporte por correo electrónico: 4 horas
• Soporte telefónico para clientes empresariales
• Equipo de consulta técnica dedicada

Base de conocimiento y recursos impulsados ​​por la comunidad

Recurso comunitario	Métrica
Foro de la comunidad en línea	5.200 usuarios registrados
Centro de recursos webinarios	237 sesiones de entrenamiento a pedido
Blog de éxito del cliente	Lectores mensuales: 12,500

ON24, Inc. (ONTF) - Modelo de negocio: canales

Equipo de ventas de Enterprise Direct

ON24 mantiene un equipo especializado de ventas empresariales que se dirige a clientes de la empresa y grandes empresas. La composición del equipo de ventas a partir del cuarto trimestre 2023:

Métrica del equipo de ventas	Valor
Representantes de ventas empresariales totales	87
Cuota de ventas anual promedio por representante	$ 1.2 millones
Cobertura geográfica	América del Norte, EMEA, APAC

Marketing digital en línea

Los canales de marketing digital para ON24 incluyen:

• Publicidad de LinkedIn dirigida
• Campañas de búsqueda de anuncios de Google
• Publicidad programática

Métrica de marketing digital	2023 rendimiento
Gasto de marketing digital	$ 4.3 millones
Leades calificados de marketing generados	3,742
Tasa de conversión	2.7%

Sitio web de la empresa y demostraciones de productos

ON24 utiliza su sitio web corporativo para la generación de leads y las demostraciones de productos.

Métrica de rendimiento del sitio web	2023 datos
Visitantes mensuales del sitio web	127,500
Solicitudes de demostración de productos gratuitas	1,856
Tasa de conversión del sitio web	3.2%

Redes de referencia de socios tecnológicos

Detalles del ecosistema de socios para ON24:

• Total Technology Partners: 42
• Tipos de socios: CRM, automatización de marketing, gestión de eventos

Métrica de la red de socios	Valor
Ingresos de referencias de socios	$ 6.2 millones
Comisión promedio de socios	15%
Tasa de compromiso de socios activos	68%

Publicidad digital y marketing de contenidos

Marketing de contenidos y métricas de estrategia de publicidad digital:

Métrica de marketing de contenidos	2023 rendimiento
Seminarios web producidos	412
Descargas de contenido	24,700
Gasto de marketing de contenidos	$ 2.1 millones

ON24, Inc. (ONTF) - Modelo de negocio: segmentos de clientes

Grandes departamentos de marketing empresarial

ON24 se dirige a los grandes departamentos de marketing empresarial con ingresos anuales que generalmente superan los $ 500 millones. A partir de 2023, la compañía atiende a aproximadamente 1.900 equipos de marketing de nivel empresarial a nivel mundial.

Segmento de mercado	Número de clientes	Gasto anual promedio
Departamentos de marketing de Fortune 500	750	$125,000 - $350,000
Equipos de marketing globales 2000	1,150	$85,000 - $250,000

Empresas de tecnología B2B

ON24 atiende a aproximadamente 850 compañías de tecnología B2B en varios sectores de tecnología.

• Software-as-a-Service (SaaS) Compañías: 425 clientes
• Proveedores de computación en la nube: 210 clientes
• Compañías de software empresarial: 215 clientes

Organizaciones de servicios financieros

Los servicios financieros representan un segmento clave de clientes con 680 clientes activos en 2023.

Sector financiero	Número de clientes	Uso típico de la plataforma
Bancos de inversión	175	Seminarios web, eventos virtuales
Compañías de seguros	265	Capacitación, compromiso del cliente
Empresas de tecnología financiera	240	Lanzamientos de productos, demostraciones

Industrias de atención médica y farmacéutica

ON24 atiende a 540 organizaciones de atención médica y farmacéutica en 2023.

• Empresas farmacéuticas: 310 clientes
• Proveedores de atención médica: 155 clientes
• Fabricantes de dispositivos médicos: 75 clientes

Instituciones educativas y organizaciones de capacitación profesional

El segmento educativo y de capacitación incluye 420 clientes activos en 2023.

Tipo institucional	Número de clientes	Uso de la plataforma principal
Universidades	180	Aprendizaje en línea, conferencias
Programas de capacitación corporativa	240	Desarrollo profesional

ON24, Inc. (ONTF) - Modelo de negocio: Estructura de costos

Inversiones de investigación y desarrollo

Para el año fiscal 2022, ON24, Inc. reportó gastos de investigación y desarrollo de $ 35.8 millones, lo que representa el 35.1% de los ingresos totales.

Año fiscal	Gastos de I + D	Porcentaje de ingresos
2022	$ 35.8 millones	35.1%
2021	$ 38.4 millones	36.5%

Infraestructura en la nube y mantenimiento de tecnología

Los costos anuales de infraestructura en la nube y mantenimiento de tecnología para ON24 fueron de aproximadamente $ 12.5 millones en 2022.

• Infraestructura de alojamiento de Amazon Web Services (AWS)
• Actualizaciones de plataforma continua
• Mantenimiento de ciberseguridad

Gastos de ventas y marketing

Los gastos de ventas y marketing para ON24 totalizaron $ 52.3 millones en el año fiscal 2022, lo que representa el 51.2% de los ingresos totales.

Categoría de gastos	Cantidad de 2022	Porcentaje de ingresos
Ventas y marketing	$ 52.3 millones	51.2%

Compensación de empleados y adquisición de talento

La compensación total de los empleados por ON24 fue de $ 64.7 millones en 2022, incluidos salarios, beneficios y compensación basada en acciones.

• Compensación promedio de empleados: $ 145,000
• CUENTA TOTAL: 443 empleados
• Compensación basada en acciones: $ 8.2 millones

Atención al cliente e infraestructura de servicio

La atención al cliente y los costos de infraestructura de servicios fueron de aproximadamente $ 8.6 millones en el año fiscal 2022.

Canal de soporte	Costo anual
Apoyo técnico	$ 5.3 millones
Equipo de éxito del cliente	$ 3.3 millones

ON24, Inc. (ONTF) - Modelo de negocio: flujos de ingresos

Precios de plataforma SaaS basados ​​en suscripción

ON24 ofrece precios de suscripción escalonados para su evento virtual y plataforma de seminarios web. A partir del cuarto trimestre de 2023, la compañía informó la siguiente estructura de precios de suscripción:

Nivel	Rango de precios anual	Características clave
Motor de arranque	$6,000 - $12,000	Capacidades básicas de seminarios web
Profesional	$12,000 - $24,000	Herramientas de compromiso avanzadas
Empresa	$24,000 - $50,000+	Capacidades de plataforma completa

Tarifas de licencia empresarial

La licencia empresarial representa un flujo de ingresos significativo para ON24. En 2023, la licencia empresarial representó aproximadamente el 65% de los ingresos totales.

• Valor promedio de contrato empresarial: $ 75,000 - $ 150,000 anualmente
• Opciones de contrato de varios años disponibles
• Precios personalizados para implementaciones a gran escala

Modelos de precios basados ​​en el uso

ON24 implementa precios adicionales basados ​​en uso para:

Métrico de uso	Estructura de precios
Asistentes de seminarios web	$ 5 - $ 15 por asistente adicional
Capacidad de almacenamiento	$ 0.50 - $ 2 por GB más allá de la asignación base
Asientos de usuario adicionales	$ 500 - $ 1,500 por asiento adicional

Servicios profesionales y consultoría

Desglose de ingresos de servicios profesionales para 2023:

• Ingresos totales de servicios profesionales: $ 12.3 millones
• Consultoría de implementación: $ 6.5 millones
• Servicios de integración personalizados: $ 3.8 millones
• Entrenamiento e incorporación: $ 2 millones

Actualizaciones de características y capacidad adicionales

Las fuentes de ingresos de actualización incluyen:

Categoría de actualización	Ingresos anuales promedio
Análisis avanzado	$3,000 - $7,500
Insights de IA	$4,500 - $10,000
Herramientas de compromiso mejoradas	$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.