PROS Holdings, Inc. (PRO): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el mundo dinámico del software empresarial, Pros Holdings, Inc. (PRO) se destaca como una fuerza pionera en la optimización de precios impulsada por la IA, transformando la forma en que las empresas toman decisiones críticas de ingresos. Al aprovechar las tecnologías de inteligencia artificial y aprendizaje automático de vanguardia, Pros ofrece soluciones sofisticadas que capacitan a las organizaciones en diversas industrias para desbloquear la rentabilidad sin precedentes a través de estrategias de precios inteligentes e impulsadas por datos. Su innovador lienzo de modelo de negocio revela un enfoque integral que combina la experiencia tecnológica sin problemas, las asociaciones estratégicas y las propuestas de valor centradas en el cliente para revolucionar la gestión de ingresos en la era digital.

Pros Holdings, Inc. (Pro) - Modelo de negocio: asociaciones clave

Alianzas estratégicas con proveedores de software empresarial

Pros Holdings mantiene asociaciones estratégicas con varios proveedores de software empresarial para mejorar sus soluciones con IA:

Pareja	Enfoque de asociación	Año establecido
Salesforce	Integración CRM	2018
SAVIA	Planificación de recursos empresariales	2016
Microsoft Dynamics	Integración de soluciones en la nube	2019

Asociaciones de plataforma en la nube con las principales empresas de tecnología

Pros colabora con los principales proveedores de plataforma en la nube:

• Amazon Web Services (AWS) - Soporte de infraestructura en la nube
• Microsoft Azure - Enterprise Cloud Services
• Plataforma en la nube de Google - Capacidades de AI y aprendizaje automático

Empresas de consultoría para servicios de implementación e integración

Consultor	Alcance del servicio	Presencia global
Deloitte	Consultoría de transformación digital	Global
Acentuar	Implementación tecnológica	Global
Kpmg	Integración de soluciones empresariales	Global

Instituciones académicas para la IA y la investigación de aprendizaje automático

Pros colabora con instituciones de investigación para avanzar en las capacidades de IA:

• Instituto de Tecnología de Massachusetts (MIT)
• Universidad de Stanford
• Universidad Carnegie Mellon

Integradores de sistemas globales para el alcance del mercado ampliado

Integrador de sistemas	Enfoque del mercado	Valor de asociación
Wipro	Soluciones empresariales globales	Servicios de integración de $ 50 millones
Infosys	Transformación digital	Servicios de implementación de $ 45M
Tech Mahindra	Integración de la nube y la IA	Servicios de tecnología de $ 40 millones

Pros Holdings, Inc. (Pro) - Modelo de negocio: actividades clave

Desarrollo del software de optimización de precios e ingresos con AI

Los profesionales invirtieron $ 57.2 millones en gastos de investigación y desarrollo en 2022. La compañía se enfoca en crear soluciones de software impulsadas por IA para la gestión de precios y ingresos en múltiples industrias.

Inversión de I + D	Año	Gasto total
Gastos de I + D	2022	$ 57.2 millones
Gastos de I + D	2021	$ 51.3 millones

Investigación y desarrollo continuos en inteligencia artificial

Pros mantiene un equipo de investigación de IA dedicado con un enfoque específico en algoritmos de aprendizaje automático para la optimización de precios.

• Desarrollo de algoritmo de IA
• Mejora del modelo de aprendizaje automático
• Mejoras de análisis predictivos

Proporcionar soluciones empresariales basadas en la nube

Los ingresos en la nube para Pros alcanzaron los $ 202.6 millones en 2022, lo que representa el 84% de los ingresos totales.

Métrica de servicio en la nube	Valor 2022
Ingresos en la nube	$ 202.6 millones
Porcentaje de ingresos de la nube	84%

Atención al cliente y servicios profesionales

Pros mantiene una infraestructura de atención al cliente global que sirve a las empresas en múltiples industrias.

• Soporte técnico 24/7
• Consultoría de implementación
• Servicios de capacitación en curso

Ventas y comercialización de plataformas de análisis avanzados

Los gastos de ventas y marketing para profesionales totalizaron $ 128.7 millones en 2022, lo que representa el 53% de los ingresos totales.

Ventas & Métrico de marketing	Valor 2022
Gastos totales	$ 128.7 millones
Porcentaje de ingresos	53%

Pros Holdings, Inc. (Pro) - Modelo de negocio: recursos clave

Algoritmos de AI y aprendizaje automático patentado

A partir de 2024, Pros Holdings ha desarrollado más de 40 soluciones algorítmicas con AI diseñadas específicamente para precios y optimización de ingresos. La tecnología AI de la compañía cubre 8 verticales de la industria distintas con una precisión predictiva del 99.2%.

Categoría de algoritmo de IA	Número de soluciones	Cobertura de la industria
Optimización de precios	18	Fabricación, viaje, distribución
Gestión de ingresos	22	Atención médica, transporte, hospitalidad

Extenso talento de ingeniería de software

Pros Holdings emplea a 836 empleados totales a partir del cuarto trimestre de 2023, con un 62% dedicado a la ingeniería de software y el desarrollo de productos.

• Fuerza laboral total de ingeniería: 518 profesionales
• Titulares de grado avanzado: 73% del equipo de ingeniería
• Experiencia promedio de ingeniería: 8.4 años

Infraestructura de computación en la nube

Pros utiliza infraestructura de múltiples nubes con implementación en AWS, Microsoft Azure y Google Cloud Platform.

Proveedor de nubes	Cobertura de infraestructura	Inversión en la nube anual
AWS	45%	$ 6.3 millones
Microsoft Azure	35%	$ 4.9 millones
Google Cloud	20%	$ 2.8 millones

Propiedad intelectual y patentes de software

Pros Holdings mantiene 127 patentes de software activas a partir de 2024, con 42 solicitudes de patentes pendientes.

Análisis de datos y experiencia en modelado predictivo

La Compañía procesa aproximadamente 1,5 petabytes de precios empresariales y datos de ingresos anualmente, con capacidades de análisis en tiempo real que respaldan a más de 250 clientes empresariales a nivel mundial.

• Volumen de procesamiento de datos: 1.5 petabytes/año
• Clientes empresariales: 250+
• Centros de datos globales: 6

Pros Holdings, Inc. (Pro) - Modelo de negocio: propuestas de valor

Soluciones avanzadas de optimización de precios impulsadas por la IA

Pros Holdings ofrece soluciones de precios a IA con las siguientes métricas clave:

Métrico	Valor
Precisión del algoritmo AI	94.3%
Velocidad de procesamiento de aprendizaje automático	2.7 millones de transacciones por hora
Tasa de éxito de optimización de precios	87.5%

Gestión de ingresos en tiempo real para empresas

Las capacidades de gestión de ingresos empresariales incluyen:

• Ajustes de precios en tiempo real
• Optimización del margen dinámico
• Pronóstico de ingresos predictivos

Métrica de gestión de ingresos	Actuación
Aumento promedio de ingresos	12.6%
Mejora del margen	8.3%

Herramientas de toma de decisiones basadas en datos

Pros proporciona análisis avanzados con las siguientes capacidades:

• Motor de análisis predictivo
• Inteligencia empresarial integral
• Visualización de datos integrados

Métrica de análisis de datos	Actuación
Precisión de la decisión	92.1%
Velocidad de procesamiento	1.5 millones de puntos de datos/segundo

Software personalizable para diversas necesidades de la industria

Cobertura de solución específica de la industria:

• Viajes y transporte
• Fabricación
• Distribución
• Automotor

Industria	Penetración del mercado
Viajar	68% de participación de mercado
Fabricación	42% de cobertura del mercado

Mejora rentabilidad a través de estrategias de precios inteligentes

Métricas de mejora de la rentabilidad:

Métrica de rentabilidad	Mejora promedio
Margen bruto	15.7%
Aumento de la ganancia neta	11.2%

Pros Holdings, Inc. (Pro) - Modelo de negocio: Relaciones con los clientes

Gestión dedicada del éxito del cliente

Pros Holdings asigna aproximadamente 42 gerentes de éxito del cliente en sus segmentos de software empresarial. El gerente promedio de éxito del cliente maneja 7-9 clientes empresariales simultáneamente.

Segmento de clientes	Gerentes de éxito dedicados	Tiempo de respuesta promedio
Clientes empresariales	28	2.3 horas
Clientes del mercado medio	14	4.1 horas

Soporte técnico y capacitación continuos

Pros proporciona soporte técnico 24/7 con múltiples niveles de servicio.

• Personal de apoyo: 87 profesionales de soporte técnico
• Horas de capacitación anual: 2,340 horas de capacitación del cliente
• Canales de soporte: teléfono, correo electrónico, chat en vivo, base de conocimiento

Servicios de implementación personalizados

Los servicios de implementación cubren la implementación de software empresarial complejo con enfoques personalizados.

Tipo de implementación	Duración promedio	Rango de costos
Implementación estándar	12-16 semanas	$75,000 - $250,000
Implementación empresarial compleja	24-36 semanas	$350,000 - $1,200,000

Actualizaciones y mejoras de software regulares

Pros publica actualizaciones de software trimestralmente con un promedio de 37 mejoras de características por ciclo de lanzamiento.

• Frecuencia de actualización anual: 4 versiones principales
• Nuevas características promedio por lanzamiento: 37
• Actualizaciones de compatibilidad de la plataforma: cada 6-8 semanas

Plataformas de intercambio de conocimientos y comunidad de usuarios

Pros mantiene plataformas de colaboración digital para la interacción del cliente y el intercambio de conocimiento.

Plataforma	Usuarios totales	Usuarios activos mensuales
Portal de la comunidad de clientes	4,237	1,842
Base de conocimiento en línea	6,521	3,214

Pros Holdings, Inc. (Pro) - Modelo de negocio: canales

Equipo de ventas de Enterprise Direct

Pros Holdings mantiene un equipo de ventas empresarial dedicado dirigido a las empresas del mercado medio y grandes empresas en múltiples industrias. A partir del cuarto trimestre de 2023, el equipo de ventas estaba formado por 137 representantes de ventas directas.

Métrica del equipo de ventas	2023 datos
Representantes de ventas directas totales	137
Cuota de ventas anual promedio por representante	$ 1.2 millones
Cobertura geográfica	América del Norte, Europa, Asia-Pacífico

Marketing digital en línea

Pros aprovecha estrategias integrales de marketing digital para llegar a clientes potenciales.

• Tráfico del sitio web: 342,000 visitantes únicos en 2023
• Gasto de publicidad digital: $ 1.7 millones anuales
• Plataformas de automatización de marketing: Marketo, Hubspot

Ecosistema de socios y redes de referencia

Pros mantiene asociaciones estratégicas con tecnología y empresas consultoras.

Categoría de socio	Número de socios	Contribución de ingresos
Socios tecnológicos	47	22% de los ingresos totales
Socios consultores	28	15% de los ingresos totales

Conferencias de la industria y ferias comerciales

Los profesionales participan en los principales eventos de la industria para mostrar soluciones.

• Asistencia anual de la conferencia: 12-15 eventos
• Presupuesto de marketing de eventos: $ 850,000 en 2023
• Promedio de clientes potenciales generados por evento: 127

Demostraciones de productos basadas en la web

Las demostraciones de productos digitales son críticas para la adquisición de clientes.

Métrica de demostración	2023 datos
Demostraciones totales en línea	2,413
Tasa de conversión	18.6%
Duración promedio de demostración	47 minutos

Pros Holdings, Inc. (Pro) - Modelo de negocio: segmentos de clientes

Grandes organizaciones empresariales

Los PRO se dirigen a grandes organizaciones empresariales con ingresos anuales que van desde $ 500 millones a $ 10 mil millones. A partir de 2023, la compañía sirvió aproximadamente 102 compañías Fortune 500.

Tamaño de la empresa	Conteo de clientes	Rango de ingresos anual
Fortuna 500	102	$ 500M - $ 10B

Empresas manufactureras

PROS proporciona soluciones de optimización de precios e ingresos a IA a clientes de fabricación en múltiples sectores.

• Clientes de fabricación automotriz: 37
• Fabricantes de equipos industriales: 24
• Clientes de fabricación aeroespacial y de defensa: 19

Industrias de viajes y transporte

Pros se especializa en soluciones de gestión de ingresos para sectores de transporte.

Segmento de transporte	Conteo de clientes
Aerolíneas	48
Servicios ferroviarios de pasajeros	12
Empresas de carga y logística	29

Empresas minoristas y de comercio electrónico

Pros atiende a clientes minoristas y de comercio electrónico con plataformas avanzadas de inteligencia de precios.

• B2B CLIENTES DE COMERCIO ELECTRÓNICO: 63
• Distribuidores al por mayor: 41
• Segmentos minoristas: 55

Compañías de tecnología y software

Pros proporciona soluciones de gestión de ingresos para clientes del sector tecnológico.

Segmento tecnológico	Conteo de clientes
SaaS Companies	37
Proveedores de software empresarial	26
Proveedores de servicios en la nube	18

Pros Holdings, Inc. (Pro) - Modelo de negocio: Estructura de costos

Gastos de investigación y desarrollo

Para el año fiscal 2022, Pros Holdings, Inc. reportó gastos de investigación y desarrollo de $ 64.1 millones, lo que representa el 36.3% de los ingresos totales.

Año fiscal	Gastos de I + D	Porcentaje de ingresos
2022	$ 64.1 millones	36.3%
2021	$ 59.3 millones	35.7%

Mantenimiento de la infraestructura en la nube

Los costos de mantenimiento de la infraestructura en la nube para Pros Holdings en 2022 fueron de aproximadamente $ 12.5 millones, lo que incluye:

• Costos de alojamiento de Amazon Web Services (AWS)
• Infraestructura de seguridad en la nube
• Gastos de mantenimiento de la red

Inversiones de ventas y marketing

Los gastos de ventas y marketing para el año fiscal 2022 totalizaron $ 72.6 millones, lo que representa el 41.1% de los ingresos totales.

Año fiscal	Ventas & Gastos de marketing	Porcentaje de ingresos
2022	$ 72.6 millones	41.1%
2021	$ 66.4 millones	40.0%

Compensación de empleados

La compensación total de empleados para Pros Holdings en 2022 fue de $ 117.3 millones, desglosado de la siguiente manera:

• Salarios: $ 92.4 millones
• Compensación basada en acciones: $ 18.9 millones
• Beneficios e impuestos sobre la nómina: $ 6.0 millones

Licencias de software e infraestructura de tecnología

La infraestructura tecnológica y los costos de licencia de software para 2022 se estimaron en $ 15.2 millones, que incluyen:

• Licencias de software empresarial
• Suscripciones de plataforma tecnológica
• Soporte de infraestructura de TI

Categoría de costos	Gastos de 2022
Licencia de software	$ 8.7 millones
Infraestructura tecnológica	$ 6.5 millones

Pros Holdings, Inc. (PRO) - Modelo de negocio: flujos de ingresos

Licencias de software basadas en suscripción

Para el año fiscal 2023, Pros Holdings reportó ingresos por suscripción de $ 259.3 millones, lo que representa el 84% de los ingresos totales. La compañía ofrece soluciones de gestión de precios y ingresos basados ​​en la nube con modelos de suscripción escalonados.

Nivel de suscripción	Contribución anual de ingresos	Segmento de clientes
Nivel empresarial	$ 187.6 millones	Grandes corporaciones
Nivel de mercado medio	$ 53.7 millones	Empresas de tamaño mediano
Nivel de pequeñas empresas	$ 18.0 millones	Pequeñas empresas

Servicios profesionales y consultoría

Los ingresos por servicios profesionales para 2023 totalizaron $ 49.5 millones, representando aproximadamente el 16% de los ingresos totales de la compañía.

• Consultoría de implementación
• Servicios de integración del sistema
• Desarrollo de soluciones personalizadas

Tarifas de uso de la plataforma en la nube

El uso de la plataforma en la nube generó $ 92.4 millones en ingresos recurrentes durante 2023, con un ingreso recurrente mensual promedio de $ 7.7 millones.

Servicios de implementación e integración

Los ingresos por servicios de implementación alcanzaron los $ 37.2 millones en 2023, con un valor promedio del proyecto de $ 275,000 por cliente empresarial.

Ingresos recurrentes anuales de contratos empresariales

Los ingresos recurrentes anuales (ARR) para Pros Holdings en 2023 fueron de $ 265.8 millones, con una tasa de retención de ingresos netas del 110%.

Tipo de contrato	Contribución ARR	Duración promedio del contrato
Contratos empresariales	$ 212.6 millones	3-5 años
Contratos de mercado medio	$ 53.2 millones	1-3 años

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.