JFrog Ltd. (Frog): Canvas de modèle commercial [Jan-2025 MISE À JOUR]

Dans le paysage rapide de DevOps et du développement de logiciels en évolution, Jfrog Ltd. émerge comme une force transformatrice, offrant une plate-forme de gestion d'artefacts complète qui révolutionne la façon dont les entreprises gèrent, sécurissent et distribuent des logiciels à travers des écosystèmes technologiques complexes. En intégrant de manière transparente des solutions avancées natives du cloud avec des cadres de sécurité robustes, JFROG s'est positionné comme un catalyseur critique pour les organisations cherchant à accélérer leur transformation numérique, à optimiser les pipelines de livraison de logiciels et à maintenir un avantage concurrentiel sur un marché technologique de plus en plus dynamique.

JFrog Ltd. (Frog) - Modèle d'entreprise: partenariats clés

Fournisseurs de services cloud

JFROG a des partenariats stratégiques avec les principaux fournisseurs de services cloud:

Fournisseur de cloud	Détails du partenariat	Statut d'intégration
Amazon Web Services (AWS)	JFROG Artifactory Cloud Marketplace Listing	Entièrement intégré
Microsoft Azure	Solution Azure Marketplace	Entièrement intégré
Google Cloud Platform	Intégration du lanceur de cloud	Entièrement intégré

Intégrateurs d'outils de développement de DevOps et de logiciels

JFROG maintient des intégrations complètes avec des outils de développement:

• Jenkins
• Gitlab
• Github
• Circleci
• Atlassian Bitbucket

Fournisseurs de logiciels d'entreprise

Fournisseur	Portée du partenariat	Intégration technologique
Sabot	Intégration de DevOps Analytics	Surveillance avancée
Nouvelle relique	Surveillance des performances	Intégration d'observabilité
Médecin de données	Surveillance des infrastructures	Journalisation complète

Contributeurs communautaires open source

JFrog soutient et collabore activement avec les écosystèmes open source:

• Kubernetes
• Docker
• Barre
• Terraform
• Anable

Sociétés de conseil en technologie

Cabinet de conseil	Focus de partenariat	Niveau de mise en œuvre
Accentuation	Transformation de l'entreprise DevOps	Partenariat stratégique
Deloitte	Services de migration en cloud	Intégration avancée
Kpmg	Conseil de transformation numérique	Collaboration complète

JFrog Ltd. (Frog) - Modèle d'entreprise: Activités clés

Développement de la plate-forme de gestion des artefacts logiciels continue

JFrog a investi 124,1 millions de dollars dans les dépenses de R&D au cours de l'exercice 2022. La société maintient une équipe d'ingénierie dédiée d'environ 450 professionnels axés sur le développement de la plate-forme.

Investissement en R&D	Taille de l'équipe d'ingénierie	Fréquence de libération de plate-forme
124,1 millions de dollars (2022)	450 professionnels	4-6 versions majeures chaque année

Solutions d'optimisation des pipelines DevOps et CI / CD

Les solutions DevOps de JFROG prennent en charge l'intégration avec plus de 30 outils de développement et de déploiement différents.

• Déploiements à l'entreprise d'artefactif: 7 000+ clients
• Valeur du contrat moyen de l'entreprise: 232 000 $
• Couverture d'intégration de la plate-forme DevOps: 95% des principaux environnements de cloud et de développement

Recherche de gestion de la sécurité et des artefacts

L'équipe de recherche sur la sécurité JFROG a identifié et rapporté plus de 850 vulnérabilités logicielles en 2022.

Rapports de vulnérabilité de sécurité	Taille de l'équipe de recherche	Fréquence de patch de sécurité
850+ vulnérabilités signalées	45 chercheurs en sécurité	Mises à jour de sécurité bihebdomadaires

Services de support client et de mise en œuvre

JFROG maintient une infrastructure mondiale de support client avec des temps de réponse en moyenne de 2,5 heures.

• Personnel de soutien: 250+ professionnels
• Centres de soutien mondial: 4 emplacements
• Évaluation de satisfaction du client: 94%

Innovation de produit et amélioration des fonctionnalités

JFrog a lancé 12 améliorations majeures de produits en 2022, en mettant l'accent sur Kubernetes et les technologies natives du cloud.

Améliorations des produits	Investissement en innovation	Nouveau développement de fonctionnalités
12 versions majeures	38% des revenus	75+ nouvelles fonctionnalités

JFrog Ltd. (Frog) - Modèle d'entreprise: Ressources clés

Technologie avancée de gestion des artefacts logiciels

JFROG Artifactory Enterprise + Platform gère 1,2 billion de téléchargements binaires par an à partir de 2023. La plate-forme prend en charge plus de 20 types de packages et gestionnaires de packages dans les écosystèmes de développement de logiciels.

Métrique technologique	Valeur quantitative
Total des téléchargements binaires	1,2 billion / an
Types de packages pris en charge	20+
Clients de l'entreprise mondiale	7,200+

Plateforme d'automatisation de DevOps propriétaire

La plate-forme DevOps de JFROG intègre des workflows d'intégration continue / livraison continue (CI / CD) avec des capacités de numérisation de sécurité avancées.

• JFrog Xray fournit une couverture d'analyse de composition logicielle à 100%
• La plate-forme prend en charge plus de 30 langages de programmation
• Taux de détection de vulnérabilité en temps réel: 99,8%

Talent d'ingénierie technique

Depuis le quatrième trimestre 2023, JFROG emploie plus de 1 200 professionnels techniques dans le monde dans les services d'ingénierie, de recherche et de développement.

Catégorie de talents	Nombre de professionnels
Total des employés techniques	1,200+
Investissement en R&D	138,2 millions de dollars (2023)

Portfolio de propriété intellectuelle étendue

JFrog détient 87 brevets enregistrés en décembre 2023, couvrant la gestion des artefacts logiciels et les technologies de DevOps Automation.

Infrastructure cloud mondiale

JFROG exploite une infrastructure cloud multi-régions en présence dans 6 régions globales, prenant en charge l'évolutivité et les performances de qualité d'entreprise.

Métrique d'infrastructure	Détails
Régions du cloud mondial	6
Fournisseurs de services cloud	AWS, Azure, Google Cloud
Dépenses annuelles d'infrastructure cloud	42,7 millions de dollars (2023)

JFrog Ltd. (Frog) - Modèle d'entreprise: propositions de valeur

Gestion universelle des artefacts à travers le cycle de vie du développement logiciel

JFROG Artifactory Enterprise: 10 000+ clients d'entreprise au quatrième trimestre 2023. Revenus récurrents annuels (ARR) pour les solutions de gestion d'artefacts: 381,3 millions de dollars en 2023.

Produit	Mesures clés	Adoption des clients
Artefactoire JFrog	Référentiel d'artefact universel	Utilisé par 70% des entreprises du Fortune 100
Distribution JFROG	Gestion de la version logicielle	Plus de 5 000 déploiements d'entreprise

Amélioration de la vitesse et de la fiabilité de la libération du logiciel

La technologie du bundle de versement JFROG permet 60% de cycles de déploiement de logiciels plus rapides pour les clients d'entreprise.

• La fréquence moyenne de déploiement a augmenté de 45%
• Le temps moyen à la récupération réduit de 35%
• Les taux d'erreur de libération du logiciel ont diminué de 28%

Solutions complètes de sécurité et de conformité

JFROG XRAY: Analyse de sécurité avancée avec une précision de détection de vulnérabilité de 99,8%.

Caractéristique de sécurité	Couverture	Taux de détection
Analyse de vulnérabilité	100+ écosystèmes de package	99.8%
Contrôles de conformité	50+ normes de l'industrie	Précision à 97%

Plateforme DevOps unifiée pour les environnements hybrides et multi-clouds

La plate-forme JFROG prend en charge le déploiement sur 5 principaux fournisseurs de cloud avec une garantie de disponibilité de 99,99%.

• AWS Cloud Intégration
• Prise en charge de Microsoft Azure
• Compatibilité de la plate-forme Cloud Google
• Déploiement du cloud IBM
• Oracle Cloud Infrastructure

Capacités avancées d'optimisation et de distribution des artefacts

JFROG Edge Network: 200+ Global Edge Nœuds réduisant les temps de téléchargement des artefacts de 40%.

Métrique de distribution	Performance	Portée mondiale
Télécharger l'accélération	40% plus rapidement	200+ nœuds de bord
Optimisation de la bande passante	25% réduit la charge du réseau	Couverture d'entreprise mondiale

JFrog Ltd. (Frog) - Modèle d'entreprise: relations avec les clients

Portail de support en ligne en libre-service

JFrog fournit un portail de support en ligne complet avec les mesures suivantes:

Métrique du portail de support	Données quantitatives
Articles de base de connaissances	2 500+ articles techniques
Temps de résolution en libre-service moyen	24 minutes
Portail client de disponibilité	99.99%

Gestion technique de la réussite des clients

L'approche de réussite client de JFROG comprend:

• Nours de réussite des clients dédiés pour les clients d'entreprise
• Assistance technique disponible en 6 langues
• Support premium 24/7 pour les clients d'entreprise

Forums de développement axés sur la communauté

Métrique de l'engagement communautaire	Données quantitatives
Membres de la communauté active	85,000+
Interactions mensuelles du forum	12 500 discussions techniques
Étoiles de référentiel Github	4,200

Services d'intégration et de mise en œuvre personnalisés

JFROG propose des stratégies de mise en œuvre sur mesure:

• Consultation initiale gratuite pour les nouveaux clients d'entreprise
• Planification d'intégration personnalisée
• Spécialistes d'intégration technique dédiés

Webinaires et formation réguliers

Métrique de formation et de webinaire	Données quantitatives
Webinaires mensuels	12-15 séances techniques
Participants à la formation annuelle	5 600 professionnels
Taux d'achèvement de la formation en ligne	87%

JFrog Ltd. (Frog) - Modèle d'entreprise: canaux

Équipe de vente directe d'entreprise

Depuis le quatrième trimestre 2023, l'équipe directe des ventes en matière d'entreprise de JFROG était composée de 218 professionnels des ventes dédiés. L'équipe a généré 293,4 millions de dollars de revenus récurrents annuels (ARR) en 2023.

Métrique de l'équipe de vente	2023 données
Nombre de représentants des ventes d'entreprises	218
Revenus récurrents annuels (ARR)	293,4 millions de dollars
Taille moyenne de l'accord	$124,000

Marketing numérique en ligne

JFROG a investi 37,2 millions de dollars dans les canaux de marketing numérique en 2023, ce qui représente 12,7% des revenus totaux.

• Les canaux de marketing numérique incluent le site Web, le marketing des moteurs de recherche, les plateformes de médias sociaux
• Dépenses de publicité Google: 8,4 millions de dollars
• Budget publicitaire LinkedIn: 5,6 millions de dollars

Conférences de technologie et événements de l'industrie

JFrog a participé à 42 conférences de technologie mondiales en 2023, avec un budget marketing d'événements de 6,3 millions de dollars.

Type d'événement	Nombre d'événements	Allocation budgétaire
Conférences technologiques mondiales	42	6,3 millions de dollars
Participation du Sommet DevOps	12	2,1 millions de dollars

Références d'écosystèmes partenaires

Le réseau partenaire de JFROG a généré 87,6 millions de dollars de revenus grâce à 156 partenaires technologiques Active en 2023.

• Partenariats des fournisseurs de services cloud: 48
• Partenariats de l'intégrateur du système: 62
• Partenariats de l'alliance technologique: 46

Distribution numérique de la plate-forme SaaS

La plate-forme SaaS de JFROG a facilité 412,5 millions de dollars de distribution de logiciels numériques en 2023.

Canal de distribution	Valeur totale	Pourcentage du total des revenus
Plate-forme SaaS directe	412,5 millions de dollars	47.3%
Distribution du marché	76,4 millions de dollars	8.7%

JFrog Ltd. (Frog) - Modèle d'entreprise: segments de clientèle

Équipes de développement de logiciels d'entreprise

Depuis le quatrième trimestre 2023, JFROG dessert environ 7 400 équipes de développement de logiciels d'entreprise dans le monde.

Type de client	Total des clients	Dépenses annuelles
Équipes de développement d'entreprise	7,400	Valeur du contrat annuel moyen de 3,2 millions de dollars

Organisations technologiques à grande échelle

La clientèle de JFROG comprend 70% des sociétés technologiques du Fortune 100.

• Les meilleures organisations technologiques dépensent plus de 500 000 $ par an: 412
• Durée du contrat moyen: 2,7 ans
• Taux de renouvellement: 93%

DevOps and Cloud-Native Companies

Le segment du marché DevOps représente 45% de la clientèle totale de JFROG.

Segment DevOps	Total des clients	Pénétration du marché
Sociétés de cloud-native	1,850	32% de la clientèle totale

Départements de la technologie des services financiers

Le secteur de la technologie financière représente 18% du total des segments de clients de JFROG.

• Clients totaux de services financiers: 620
• Valeur du contrat annuel moyen: 425 000 $
• Clients axés sur la conformité: 276

Groupes technologiques du gouvernement et du secteur public

Le segment des technologies gouvernementales représente 12% de la clientèle de JFROG.

Segment du gouvernement	Total des clients	Revenus annuels
Groupes technologiques du secteur public	340	Revenu annuel de 54,3 millions de dollars

JFrog Ltd. (Frog) - Modèle d'entreprise: Structure des coûts

Investissements de recherche et développement

Pour l'exercice 2022, JFROG a investi 143,8 millions de dollars dans les frais de recherche et de développement, ce qui représente 37,1% des revenus totaux.

Exercice fiscal	Dépenses de R&D	Pourcentage de revenus
2022	143,8 millions de dollars	37.1%
2021	125,4 millions de dollars	35.6%

Maintenance des infrastructures cloud

Les coûts de maintenance des infrastructures cloud de JFROG ont été estimés à 42,6 millions de dollars en 2022, couvrant les opérations du centre de données mondiales et les dépenses de service cloud.

• Amazon Web Services (AWS) partenaire d'infrastructure cloud primaire
• Dépenses annuelles des infrastructures cloud estimées: 42,6 millions de dollars
• Stratégie de déploiement du cloud multi-régions

Dépenses de vente et de marketing

Au cours de l'exercice 2022, JFROG a dépensé 186,5 millions de dollars en ventes et en marketing, ce qui représente 47,9% des revenus totaux.

Exercice fiscal	Ventes & Frais de marketing	Pourcentage de revenus
2022	186,5 millions de dollars	47.9%
2021	168,3 millions de dollars	47.8%

Acquisition et rétention mondiales de talents

Les dépenses totales du personnel pour JFROG en 2022 étaient d'environ 279,2 millions de dollars, y compris les salaires, les avantages sociaux et la rémunération en actions.

• Total des employés: 812 (au 31 décembre 2022)
• Salaire moyen par employé: 343 600 $
• Compensation à base d'actions: 54,3 millions de dollars en 2022

Innovation de plate-forme continue

JFROG a alloué 25,7 millions de dollars spécifiquement pour l'innovation de la plate-forme et l'amélioration des technologies en 2022.

Catégorie d'innovation	Montant d'investissement
Nouveau développement de fonctionnalités	15,3 millions de dollars
Mises à niveau technologique	10,4 millions de dollars

JFrog Ltd. (Frog) - Modèle d'entreprise: Strots de revenus

Prix ​​de la plate-forme SaaS basée sur l'abonnement

JFrog propose plusieurs niveaux d'abonnement pour sa plate-forme DevOps:

Étage	Tarification annuelle	Caractéristiques clés
Cloud Basic	15 $ par utilisateur / mois	Gestion des artefacts de base
Cloud pro	45 $ par utilisateur / mois	Sécurité avancée et intégrations CI / CD
Entreprise	Prix ​​personnalisés	Capacités de plate-forme complètes

Modèles de licence d'entreprise

Les revenus récurrents annuels de JFROG en 2023 (ARR): 385,1 millions de dollars

• Licences perpétuelles pour les déploiements sur site
• Accords d'entreprise à plusieurs années flexibles
• Modèles de tarification basés sur l'utilisation

Services professionnels et conseil

Revenus de services professionnels pour 2023: 34,2 millions de dollars

Type de service	Coût moyen
Conseil d'implémentation	$5,000 - $50,000
Conception d'architecture	$10,000 - $75,000

Programmes de formation et de certification

Contribution des revenus de formation: environ 3 à 5% des revenus des services totaux

• Cours de certification en ligne
• Programmes de formation de l'académie JFROG
• Frais d'examen de certification allant de 200 $ à 500 $

Services de support et de mise en œuvre premium

Soutenir les revenus pour 2023: 22,7 millions de dollars

Niveau de support	Coût annuel	Temps de réponse
Support standard	Inclus avec l'abonnement	Jour ouvrable suivant
Support premium	$5,000 - $25,000	Réponse de 4 heures
Assistance d'entreprise	Prix ​​personnalisés	Réponse d'une heure

JFrog Ltd. (FROG) - Canvas Business Model: Value Propositions

You're looking at the core value JFrog Ltd. (FROG) delivers to its customers, which is why so many large enterprises rely on them. It's about making the entire software delivery process-from code to production-frictionless and secure, no matter where that software lives.

Unified platform for DevOps, DevSecOps, and MLOps

JFrog Ltd. (FROG) offers one central hub for all software assets, which is key when you consider the complexity developers face today. This unified approach is clearly reflected in their financial performance; for instance, in the third quarter of 2025, their cloud revenue hit $63.4 million, showing a massive 50% year-over-year increase. This growth is fueled by customers adopting their security and AI-related offerings alongside core DevOps functions.

The platform helps organizations manage the entire software supply chain, which is critical since the typical organization brings in about 458 new packages a year. The company serves over 7,300 customers, including 82% of Fortune 100 companies, showing deep enterprise penetration.

Secure and govern AI model delivery via JFrog AI Catalog

The rapid expansion of AI means governing models is now as important as governing code. JFrog addresses this with the AI Catalog, which acts as a centralized hub for discovery, access, and governance for AI/ML models. This is timely, as in 2024, over 1 million new ML models were added to public registries like Hugging Face, which also saw a 5x increase in malicious models. The AI Catalog helps you manage this risk by bringing models into the same trusted supply chain, providing end-to-end control.

Universal artifact management supporting 30+ package types

You need a repository that doesn't force you to use separate tools for every language or framework. JFrog Artifactory delivers this by natively supporting 40 unique package types, clients, and technologies. This breadth is a major differentiator, allowing you to consolidate management and security checks in one place. Here's a look at the scale they handle:

Metric	Value
Natively Supported Package Types	40
New Packages Introduced to SaaS Environments (2024)	Over 7 million
Monthly Data Transfer Handled	Petabytes
Concurrent Requests Handled Per Customer	Thousands

Hybrid and multi-cloud deployment flexibility (SaaS or self-hosted)

The platform is designed to meet you where you are, offering deployment as a major Software-as-a-Service offering or as a self-hosted solution. This flexibility is essential because market trends show that 92% of organizations now use a multicloud approach to optimize performance and avoid vendor lock-in. Furthermore, 56% of companies with over $500 million in revenue report using a hybrid cloud approach, making JFrog's deployment options a direct response to modern infrastructure reality.

Automated compliance and governance (DevGovOps) with verifiable evidence

Moving beyond just security, JFrog introduced JFrog AppTrust to automate governance, risk, and compliance (GRC) directly into the DevOps lifecycle-what they call DevGovOps. This is about providing verifiable evidence for every release, which is necessary because, according to a 2025 report, 40% of organizations still lack full visibility into the provenance of software running in production. AppTrust creates an Evidence System of Record, automating policy enforcement and ensuring every release is trusted and auditable. The company's focus on this area is clear, as they also reported a strong non-GAAP operating income of $25.6 million in Q3 2025.

• Automates policy gates for GRC integration.
• Provides signed evidence for irrefutable metadata.
• Helps close the 40% gap in software provenance visibility.
• Maintains strong customer loyalty, evidenced by a 118% Net Dollar Retention rate in Q3 2025.

Finance: draft 13-week cash view by Friday.

JFrog Ltd. (FROG) - Canvas Business Model: Customer Relationships

You're looking at how JFrog Ltd. (FROG) keeps its customers engaged and growing their spend, which is key to their financial story. The data from late 2025 shows a very sticky customer base.

The Net Dollar Retention rate for the trailing four quarters, as of the third quarter of 2025, held steady at an impressive 118%. This means that existing customers, on average, increased their spending by 18% over the year, which is the classic sign of successful land-and-expand motion. To back that up, the gross retention rate, which measures how many customers stayed without reducing spend, was 97% as of the third quarter of 2025. Management raised the full-year 2025 expectation for net dollar retention to above 116%.

This stickiness is heavily driven by the success of the dedicated enterprise sales motions. The number of customers with Annual Recurring Revenue (ARR) greater than $1 million grew to 71 in Q3 2025, a 54% increase year-over-year from the 46 customers reported in the year-ago period. Also, the cohort of customers spending over $100K ARR reached 1,121, marking a 16% year-over-year growth. The Customer Success teams are clearly effective at driving adoption of the full platform, as evidenced by the Enterprise+ subscription tier. Customers adopting the end-to-end JFrog Platform Enterprise+ subscription accounted for 56% of total revenue in Q3 2025, up from 50% in the prior year, with that contribution growing 39% year-over-year. Honestly, this signals that the enterprise go-to-market strategy is working to consolidate the software supply chain.

Engagement is also fostered through large-scale events. The annual user conference, SwampUP, held its 10th iteration in September 2025. The event is kept small and intimate by design, allowing for direct interaction between customers, analysts, and JFrog management. While the 2024 attendance was over 3,000 attendees, the 2025 event focused heavily on strategic vision, including the move into AI catalogs and agentic development.

Community-driven adoption is a foundational element, though specific freemium tier numbers aren't as public. The company has millions of users globally relying on its solutions. Furthermore, for newer strategic areas like AI, JFrog anticipates adoption of new features, such as FLY, starting with the community before moving into enterprise accounts. This bottom-up approach definitely helps seed future enterprise expansion.

Here is a quick look at the key customer metrics as of Q3 2025:

Metric	Value (Q3 2025)	Comparison/Context
Net Dollar Retention (Trailing 4 Qtrs)	118%	Up from 116% in Q4 2024
Gross Retention	97%	As of Q3 2025
Customers with > $1M ARR	71	Up 54% Year-over-Year
Customers with > $100K ARR	1,121	Up 16% Year-over-Year
Enterprise+ Subscription Revenue Share	56%	Up from 50% in Q3 2024

The relationship strategy is clearly focused on deep platform embedding, which translates directly into high retention and expansion revenue. You can see the focus on driving customers up the value chain:

• Guiding cloud customers with usage overages toward higher annual commitments.
• Focus on Enterprise+ subscription adoption for the end-to-end platform.
• Prioritizing customer success with extensive support and training resources.
• Leveraging community adoption for new product rollouts like FLY.
• Deep engagement via the annual SwampUP conference.

Finance: draft 13-week cash view by Friday.

JFrog Ltd. (FROG) - Canvas Business Model: Channels

You're looking at how JFrog Ltd. gets its software-the platform for the software supply chain-into the hands of developers and enterprises as of late 2025. The channel strategy is clearly shifting, with cloud adoption accelerating the mix away from traditional self-managed deployments.

Direct Enterprise Sales Force

The direct sales force is heavily focused on landing and expanding within major companies, which you can see in the growth of their highest-value accounts. This team is executing on enterprise go-to-market strategies, which management noted was a key driver for recent traction.

Here are the numbers showing that enterprise focus is paying off:

• Customers with Annual Recurring Revenue (ARR) greater than $1 million reached 71 as of the third quarter of 2025.
• That cohort of million-dollar-plus customers grew by 54% year-over-year.
• Customers spending $100,000 or more annually grew to 1,121 in Q3 2025, a 16% increase year-over-year.
• The adoption of the end-to-end JFrog Platform Enterprise+ subscription, which these direct sales efforts push, now accounts for 56% of total revenue, up from 50% in the year-ago period.

The company finished Q3 2025 with $651.1 million in cash, cash equivalents, and investments, giving the direct sales team plenty of resources to capture that enterprise momentum.

Cloud Provider Marketplaces (AWS, Azure, GCP)

The cloud channel is definitely the fastest-growing engine for JFrog Ltd. right now. It's not just about selling the software; it's about driving consumption on the major hyperscalers, which is reflected in the revenue mix.

The shift is stark:

Metric	Q3 2025 Value	Year-over-Year Change
Cloud Revenue (Q3 2025)	$63.4 million	50% increase
Cloud Revenue as % of Total Revenue (Q3 2025)	46%	Up from 39% in Q3 2024
Full-Year 2025 Revenue Guidance (Midpoint)	$524 million	Approximately 22.3% growth over 2024

This 50% jump in cloud revenue is a massive acceleration for a company that historically had a large self-managed base. It shows customers are definitely embracing the Software-as-a-Service (SaaS) offering for critical workloads.

Partner Ecosystem (System Integrators and Technology Partners)

JFrog Ltd. relies on a strong partner ecosystem to extend reach, especially for complex enterprise integrations and technology alignment. While specific revenue attribution from System Integrators isn't broken out, the technology partnerships are clearly validated by industry recognition.

For instance, JFrog was honored as GitHub's Technology Partner of the Year 2025. This recognition highlights deep, co-engineered integrations that deliver tangible benefits to joint customers, such as:

• Unified visibility and traceability from an Artifactory binary back to the precise GitHub commit.
• Consolidated security view combining GitHub Advanced Security (source scanning) and JFrog Advanced Security (binary scanning).
• A seamless developer experience that avoids context-switching between systems.

Also, the company announced a partnership with Hugging Face to secure machine learning models, showing the ecosystem extends into emerging areas like MLOps (Machine Learning Operations).

JFrog website and community for product downloads and trials

The community and direct digital channels serve as the top-of-funnel for developers who are the ultimate end-users. This is where the product mindshare is built, often leading to bottom-up adoption that the direct sales team later expands into Enterprise+ deals.

The platform is designed to meet developers where they are, which includes:

• Serving build outputs to any tool across pipelines.
• Meeting developers in their IDEs, Git repositories, and directly through their CLI (Command Line Interface).

While I don't have a specific number for trial sign-ups or community downloads for 2025, the overall Net Dollar Retention rate holding steady at 118% suggests that once users start, they stick around and expand usage, which is the goal of those initial touchpoints.

Finance: review the Q4 2025 sales pipeline coverage against the full-year revenue guidance of $523M-$525M by next Tuesday.

JFrog Ltd. (FROG) - Canvas Business Model: Customer Segments

You're looking at the core buyers for JFrog Ltd. (FROG) as of late 2025. The focus is clearly on organizations that build, secure, and deploy software at scale, which means targeting the enterprise level where compliance and supply chain integrity are non-negotiable.

The top tier of JFrog Ltd.'s customer base consists of Large Enterprises and Global 2000 companies. This segment is mission-critical, as evidenced by the fact that a majority of the Fortune 100 depend on JFrog solutions to securely embrace digital transformation. One data point suggests that JFrog Ltd. serves 82% of Fortune 100 companies. The overall customer base is substantial, standing at over 7,000 customers worldwide as of fiscal year 2024.

The most valuable customers, those with significant Annual Recurring Revenue (ARR), show rapid expansion. This high-value cohort is a key indicator of platform stickiness and successful land-and-expand motions within major accounts. Here's the quick math on the top spenders as of the third quarter of 2025:

Customer Metric	Value (Q3 2025)	Year-over-Year Growth
Customers with >$1 Million ARR	71	54%
Customers with >$100K ARR	1,121	16%
Customers with >$1 Million ARR (Year Ago)	46	N/A
Customers with >$100K ARR (Year Ago)	966	N/A

The individuals driving the adoption and use of the JFrog Platform are the technical practitioners. This includes Software Developers, DevOps, and Security Professionals. The platform's evolution reflects this user base, with strong execution noted across DevOps, DevSecOps, and MLOps capabilities. The growth in platform adoption is directly tied to these users embracing the unified software supply chain approach, with customers adopting the end-to-end JFrog Platform Enterprise+ subscription representing 56% of total revenue in Q3 2025.

A definite growth area involves Organizations in regulated industries requiring strict compliance. JFrog Ltd. is actively expanding its focus into Governance and Compliance, innovating in the evolving domain of what they term 'DevGovOps'. This is supported by product releases like JFrog AppTrust, which is designed for evidence-based software release governance. This push directly addresses the stringent requirements of regulated sectors that need verifiable trust and compliance across their software artifacts, including those generated by AI/ML workflows, as seen with the launch of JFrog AI Catalog.

The core user groups and their associated platform focus areas include:

• Developers: Using Artifactory for universal artifact management.
• DevOps Teams: Utilizing Pipelines for automation and distribution.
• Security Professionals: Leveraging Xray and Curation for vulnerability scanning and security policy enforcement.
• MLOps Teams: Governing AI models via the new AI Catalog.

The Net Dollar Retention rate for the trailing four quarters was 118% as of Q3 2025. This metric shows that existing customers are increasing their spending by 18% on average over the year, which is a direct result of these user segments expanding their use of the platform across more workloads and security features.

Finance: draft 13-week cash view by Friday.

JFrog Ltd. (FROG) - Canvas Business Model: Cost Structure

You're looking at the core expenses JFrog Ltd. incurs to run its platform and drive its enterprise go-to-market strategy. For a company scaling its cloud presence, these costs are heavily weighted toward engineering talent and the infrastructure to support that growth. We'll look at the latest actual numbers from the third quarter of 2025, which gives us the clearest picture of the current cost base.

Significant investment in Research and Development (R&D).

JFrog Ltd. consistently allocates substantial capital to R&D to maintain its position as the system of record for the software supply chain, especially with the rapid evolution into AI model governance. For the third quarter ended September 30, 2025, the GAAP Research and Development expense was $51,167 thousand.

Sales and Marketing expenses for enterprise go-to-market.

The enterprise go-to-market motion, which drives the adoption of higher-value Enterprise+ subscriptions, is a major cost center. The GAAP Sales and Marketing expense for the third quarter of 2025 was $55,969 thousand.

Cloud infrastructure costs to support the SaaS offering.

As Cloud Revenue hit $63.4 million in Q3 2025, representing 46% of total revenue, the associated infrastructure costs are material. The GAAP Cost of Revenue specifically for Subscription-self-managed and SaaS for the third quarter of 2025 was $30,900 thousand. Management noted a focus on cost optimization with cloud service providers, expecting annual gross margins to remain between 82.5% and 83.5% for 2025.

Personnel costs for engineering, support, and sales teams.

Personnel costs are the largest driver across all operating expense categories. Total GAAP Operating Expenses for the third quarter of 2025 were $89,300 thousand, which represented 65% of the quarter's total revenue of $136.9 million. While the exact personnel spend is embedded within the GAAP figures for R&D, Sales and Marketing, and General and Administrative, it is the primary component of these investments.

Here's a look at the nine-month figures ending September 30, 2025, which better capture the scale of these investments over a longer period:

Expense Category (GAAP, in thousands)	Nine Months Ended September 30, 2025
Research and Development	$141,926
Sales and Marketing	$164,212
General and Administrative	$59,644
Total Operating Expenses (Calculated Sum)	$365,782
Cost of Revenue (Subscription-self-managed and SaaS)	$91,167

You can see the commitment to engineering talent is significant, with GAAP R&D for the nine-month period reaching $141,926 thousand. The Sales and Marketing spend over the same period was even higher at $164,212 thousand, reflecting the aggressive enterprise go-to-market strategy.

• GAAP Sales and Marketing expense for Q3 2025 was $55,969 thousand.
• GAAP General and Administrative expense for the nine months ended September 30, 2025, was $59,644 thousand.
• Customers with ARR greater than $1 million increased to 71 as of September 30, 2025.
• The company's full-year 2025 revenue outlook was projected between $523 million to $525 million.

JFrog Ltd. (FROG) - Canvas Business Model: Revenue Streams

You're looking at how JFrog Ltd. actually brings in the money, and honestly, the story is clearly shifting toward the cloud. As a seasoned analyst, I can tell you the mix of revenue sources is what really matters for valuation, so let's break down the numbers we have as of late 2025.

The core of JFrog Ltd.'s revenue generation is subscription-based, split between their managed cloud offering and the traditional self-managed licenses. The momentum is undeniably with the Software as a Service (SaaS) side of the business, which is growing fast and changing the overall revenue profile.

Here are the key components driving the top line:

• Subscription Revenue from Cloud (SaaS) services: This is the fastest growth engine, representing 46% of Q3 2025 revenue.
• High-value Enterprise+ subscription bundles: These comprehensive platform deals are capturing more of the total spend, making up 56% of Q3 2025 revenue.

To give you a clearer picture of the Q3 2025 snapshot, here's how the major components stack up against the total reported revenue of $136.9 million for that quarter:

Revenue Stream Component	Q3 2025 Metric	Value/Percentage
Total Q3 2025 Revenue	Absolute Amount	$136.9 million
Cloud (SaaS) Revenue Share	Percentage of Total Revenue	46%
Cloud Revenue Amount	Absolute Amount	$63.4 million
Cloud Revenue Year-over-Year Growth	Percentage Growth	50%
Enterprise+ Bundle Share	Percentage of Total Revenue	56%

Subscription Revenue from Self-managed (on-premises) licenses still contributes, but its proportion is shrinking relative to the cloud. While we don't have the exact Q3 2025 dollar amount for self-managed subscriptions specifically, we know that Cloud made up 46% of the total revenue in Q3 2025. This means the remainder, which includes self-managed licenses and other fees, accounted for the other 54% of that quarter's revenue base. For context, in Q4 2024, the self-managed segment saw growth of only 13% year-over-year, totaling $66.7 million then, so the shift is clear.

Regarding Usage-based overage fees for consumption exceeding contract minimums, this is an important nuance. Management has been clear that the reported baseline cloud growth forecast for the year excludes revenue generated from usage above customers' annual minimum commitments. This suggests that while overage fees are a component of revenue, they are treated separately from the core subscription growth metrics, which helps derisk the outlook, but we don't have a specific dollar amount for these overages in Q3 2025.

Finally, looking at the full picture for the year, the Total Fiscal Year 2025 Revenue Outlook is set between $523 million to $525 million. This implies a year-over-year growth rate of about 22.3% at the midpoint, which is healthy growth for a company of this scale.

Finance: draft 13-week cash view by Friday.