ON24, Inc. (ONTF): Canvas du modèle d'entreprise [Jan-2025 MISE À JOUR]

Dans le monde dynamique de l'engagement numérique, ON24, Inc. (ONTF) émerge comme une force transformatrice, révolutionnant la façon dont les entreprises se connectent, communiquent et convertissent le public via une technologie d'événements virtuels de pointe. En mélangeant de manière transparente des expériences interactives avec de puissantes analyses de données, ON24 fournit aux entreprises une plate-forme innovante qui transcende les limitations traditionnelles des webinaires et des événements numériques, permettant aux organisations de générer des prospects de haute qualité, de suivre les interactions d'audience en temps réel et de fournir des expériences de contenu personnalisé Résultats commerciaux dans divers industries.

ON24, Inc. (ONTF) - Modèle commercial: partenariats clés

Intégrations technologiques stratégiques

ON24 maintient des partenariats technologiques stratégiques avec:

Partenaire	Détails de l'intégration	Année établie
Salesforce	Intégration de la plate-forme CRM	2018
Microsoft Dynamics	Connexion logicielle d'entreprise	2019
Hubspot	Intégration d'automatisation marketing	2020

Partenariats d'infrastructure cloud

Amazon Web Services (AWS) sert de principal partenaire d'infrastructure cloud pour ON24, à condition:

• Ressources de cloud computing évolutives
• Réseau de centres de données mondiaux
• Infrastructure de sécurité et de conformité

Collaborations de technologie marketing et analytique

Partenaire technologique	Focus de la collaboration	Capacités d'intégration
Google Analytics	Trafic et suivi du trafic Web et de l'engagement	Mesure du rendement
Marketo	Automatisation marketing	Suivi de génération de leads

Partagership de logiciels d'entreprise et de plate-forme CRM

ON24 a établi des partenariats avec les fournisseurs de logiciels d'entreprise:

• SÈVE
• Oracle
• Zendesk
• Tableau

Ces partenariats permettent une intégration de données transparente et des solutions de webinaires d'entreprise améliorées.

ON24, Inc. (ONTF) - Modèle d'entreprise: activités clés

Développement de plate-forme technologique des événements virtuels et hybrides

On24 a investi 41,8 millions de dollars dans les frais de recherche et de développement en 2022, en se concentrant sur l'amélioration des plateformes et l'innovation technologique.

Métriques de développement de plate-forme	2022 données
Dépenses de R&D	41,8 millions de dollars
Caractéristiques de la plate-forme	12 outils d'engagement interactifs de base
Mises à jour annuelles de la plate-forme	3-4 versions majeures

Engagement numérique et création de solutions de webinaires

On24 a généré 190,1 millions de dollars de revenus totaux pour l'exercice 2022, avec des contributions importantes de Solutions d'engagement numérique.

• Plateforme de webinaire prenant en charge plus de 150 utilisateurs simultanés
• Capacités de personnalisation de contenu intégré
• Fonctionnalités d'interaction du public en temps réel

Innovation de produit logiciel continu

Métriques d'innovation	Données 2022-2023
Demandes de brevet	7 brevets technologiques
Cycles d'amélioration des produits	Mises à jour des logiciels trimestriels
Investissement en innovation	23% des revenus totaux

Expérience client et gestion de contenu interactive

ON24 prend en charge plus de 2 000 clients d'entreprise dans plusieurs secteurs avec des solutions de gestion de contenu avancées.

• Moteur de personnalisation de contenu
• Support multi-langues
• Algorithmes de recommandation de contenu avancé

Analyse des données et suivi de l'engagement

Capacités d'analyse	Métrique
Suivi d'engagement en temps réel	30+ points de données d'engagement par session
Traitement annuel des données	Plus de 2 pétaoctets de données d'engagement
Modèles d'apprentissage automatique	5 modèles d'analyse prédictive

ON24, Inc. (ONTF) - Modèle d'entreprise: Ressources clés

Technologie des événements virtuels et du webinaire propriétaires

Au Q4 2023, ON24 maintient un plate-forme de streaming basée sur le cloud Traitement plus de 60 000 événements virtuels par an.

Métrique technologique	Spécification
Capacité de streaming	Jusqu'à 100 000 participants simultanés
Support de résolution vidéo	Streaming 4K et HD
Centres de données mondiaux	6 emplacements d'infrastructure redondants

Grande plate-forme d'engagement numérique basée sur le cloud

La plate-forme d'ON24 prend en charge les capacités complètes d'engagement numérique.

• Outils d'interaction d'audience en temps réel
• Personnalisation de contenu avancé
• Prise en charge des événements multi-langues

Équipes d'ingénierie et de développement de produits

En 2023, ON24 emploie approximativement 250 professionnels de l'ingénierie.

Composition de l'équipe	Nombre
Ingénieurs logiciels	175
Chefs de produit	35
Concepteurs UX / UI	40

Données et analyses d'engagement client

Processus ON24 sur 2,5 milliards de points de données d'engagement par an.

• Informations sur l'apprentissage automatique
• Suivi du comportement du public en temps réel
• Algorithmes de notation avancée

Infrastructure SaaS évolutive

Métriques des infrastructures en 2023:

Paramètre d'infrastructure	Spécification
Time de disponibilité de la plate-forme annuelle	99.99%
Régions du réseau mondial	12 régions
Fournisseurs de services cloud	AWS, Azure

ON24, Inc. (ONTF) - Modèle d'entreprise: propositions de valeur

Expériences d'événements numériques interactifs pour les entreprises mondiales

ON24 fournit des plateformes d'événements numériques desservant plus de 2 000 clients d'entreprise dans plus de 50 pays. La plate-forme prend en charge plus de 10 000 événements virtuels et hybrides chaque année.

Type d'événement	Volume annuel	Participants moyens
Webinaires	8,500	250-500
Conférences virtuelles	750	1,000-2,500
Événements hybrides	750	500-1,500

Engagement avancé du public et outils de génération de leads

La plate-forme d'ON24 génère 4,5 millions de pistes qualifiées Annuellement pour les clients d'entreprise.

• Capacités d'interaction du public en temps réel
• Mécanismes d'interrogation interactifs
• Gestion de session de questions / réponses
• Suivi d'engagement du contenu

Données et analyses en temps réel pour les performances marketing

Métrique analytique	Capacité de suivi
Taux d'engagement du public	98% de suivi complet
Consommation de contenu	Insignes du spectateur minute par minute
Notation des plombs	Score comportemental automatisé

Solutions d'événements virtuels et hybrides flexibles

La plate-forme prend en charge plusieurs formats d'événements avec Fiabilité de disponibilité à 99,7%.

• Référentiels de contenu à la demande
• Capacités de streaming en direct
• Support multi-langues
• Réseau de livraison de contenu global

Capacités de livraison de contenu personnalisé et d'interaction d'audience

Offre des expériences de contenu personnalisées avec Taux de personnalisation de 87%.

Fonction de personnalisation	Niveau de personnalisation
Recommandations de contenu	Correspondance dirigée par l'AI
Expériences interactives	Personnalisation en temps réel
Suivi d'engagement	Informations sur les utilisateurs individuels

ON24, Inc. (ONTF) - Modèle d'entreprise: relations avec les clients

Plateforme et support en ligne en libre-service

ON24 fournit une plate-forme numérique avec les capacités de libre-service suivantes:

Fonctionnalité	Détails
Base de connaissances en ligne	350+ articles et tutoriels d'auto-assistance
Documentation utilisateur	Ressources numériques accessibles 24/7
Guides vidéo	87 Tutoriels vidéo pédagogiques

Gestion de réussite client dédiée

La stratégie de relation client comprend:

• Gestion des comptes personnalisés pour les clients d'entreprise
• Réunions de révision des entreprises trimestrielles
• Managers de réussite dédiés pour les comptes de plus de 50 000 $ Arr

Programmes complets d'intégration et de formation

Niveau d'intégration	Services	Coût
Basic	Configuration de la plate-forme standard	Inclus avec l'abonnement
Prime	Intégration personnalisée et formation avancée	$2,500 - $5,000

Services de support technique et de consultation

Les canaux de support comprennent:

• Temps de réponse de l'assistance par e-mail: 4 heures
• Prise en charge du téléphone pour les clients d'entreprise
• Équipe de consultation technique dédiée

Base de connaissances et ressources axées sur la communauté

Ressource communautaire	Métrique
Forum communautaire en ligne	5 200 utilisateurs enregistrés
Centre de ressources webinaires	237 séances de formation à la demande
Blog de réussite client	Lectorat mensuel: 12 500

ON24, Inc. (ONTF) - Modèle d'entreprise: canaux

Équipe de vente directe d'entreprise

ON24 maintient une équipe de vente d'entreprise spécialisée ciblant les clients du marché intermédiaire et de grandes entreprises. La composition de l'équipe commerciale au T4 2023:

Métrique de l'équipe de vente	Valeur
Représentants totaux des ventes d'entreprises	87
Quota de vente annuel moyen par représentant	1,2 million de dollars
Couverture géographique	Amérique du Nord, EMEA, APAC

Marketing numérique en ligne

Les canaux de marketing numérique pour ON24 incluent:

• Publicité LinkedIn ciblée
• Campagnes de recherche Google d'annonces
• Publicité d'affichage programmatique

Métrique du marketing numérique	Performance de 2023
Dépenses de marketing numérique	4,3 millions de dollars
Les prospects qualifiés marketing générés	3,742
Taux de conversion	2.7%

Démonstration du site Web de l'entreprise et des produits

ON24 utilise son site Web d'entreprise pour la génération de leads et les démonstrations de produits.

Métrique de performance du site Web	2023 données
Visiteurs mensuels du site Web	127,500
Demandes de démonstration de produits gratuits	1,856
Taux de conversion du site Web	3.2%

Réseaux de référence du partenaire technologique

Détails de l'écosystème des partenaires pour ON24:

• Partenaires technologiques totaux: 42
• Types de partenaires: CRM, automatisation marketing, gestion d'événements

Métrique du réseau partenaire	Valeur
Revenus des références partenaires	6,2 millions de dollars
Commission partenaire moyenne	15%
Taux d'engagement des partenaires actifs	68%

Publicité numérique et marketing de contenu

Marketing de contenu et stratégie de publicité numérique Mesures:

Métrique marketing de contenu	Performance de 2023
Webinaires produits	412
Téléchargements de contenu	24,700
Dépenses de marketing de contenu	2,1 millions de dollars

ON24, Inc. (ONTF) - Modèle d'entreprise: segments de clientèle

De grands services de marketing d'entreprise

ON24 cible les grands services de marketing d'entreprise avec des revenus annuels dépassant généralement 500 millions de dollars. En 2023, la société dessert environ 1 900 équipes de marketing de niveau d'entreprise dans le monde.

Segment de marché	Nombre de clients	Dépenses annuelles moyennes
Départements marketing du Fortune 500	750	$125,000 - $350,000
Équipes marketing mondiales 2000	1,150	$85,000 - $250,000

Sociétés technologiques B2B

ON24 dessert environ 850 entreprises technologiques B2B dans divers secteurs technologiques.

• Software-as-a-Service (SaaS) Compagnies: 425 clients
• Fournisseurs de cloud computing: 210 clients
• Entreprises Sogicielles: 215 clients

Organisations de services financiers

Les services financiers représentent un segment de clientèle clé avec 680 clients actifs en 2023.

Secteur financier	Nombre de clients	Utilisation typique de la plate-forme
Banques d'investissement	175	Webinaires, événements virtuels
Compagnies d'assurance	265	Formation, engagement client
Entreprises de technologie financière	240	Lancements de produits, démos

Industries de la santé et pharmaceutique

ON24 dessert 540 organisations de soins de santé et pharmaceutiques en 2023.

• Sociétés pharmaceutiques: 310 clients
• Fournisseurs de soins de santé: 155 clients
• Fabricants d'appareils médicaux: 75 clients

Établissements d'enseignement et organisations de formation professionnelle

Le segment de l'éducation et de la formation comprend 420 clients actifs en 2023.

Type institutionnel	Nombre de clients	Utilisation de la plate-forme primaire
Universités	180	Apprentissage en ligne, conférences
Programmes de formation d'entreprise	240	Développement professionnel

ON24, Inc. (ONTF) - Modèle d'entreprise: Structure des coûts

Investissements de recherche et développement

Pour l'exercice 2022, ON24, Inc. a déclaré des frais de recherche et de développement de 35,8 millions de dollars, ce qui représente 35,1% des revenus totaux.

Exercice fiscal	Dépenses de R&D	Pourcentage de revenus
2022	35,8 millions de dollars	35.1%
2021	38,4 millions de dollars	36.5%

Infrastructure cloud et maintenance technologique

Les coûts annuels de l'infrastructure cloud et de la maintenance technologique pour 24 étaient d'environ 12,5 millions de dollars en 2022.

• Amazon Web Services (AWS) Hébergement infrastructure
• Mises à niveau continu de la plate-forme
• Entretien de la cybersécurité

Dépenses de vente et de marketing

Les dépenses de vente et de marketing pour 24 ont totalisé 52,3 millions de dollars au cours de l'exercice 2022, représentant 51,2% des revenus totaux.

Catégorie de dépenses	2022 Montant	Pourcentage de revenus
Ventes et marketing	52,3 millions de dollars	51.2%

Compensation des employés et acquisition de talents

La rémunération totale des employés pour 24 était de 64,7 millions de dollars en 2022, y compris les salaires, les prestations et la rémunération en actions.

• Compensation moyenne des employés: 145 000 $
• HeadCount total: 443 employés
• Compensation à base d'actions: 8,2 millions de dollars

Infrastructure de support client et de service

Les coûts de support client et d'infrastructure de service étaient d'environ 8,6 millions de dollars au cours de l'exercice 2022.

Canal de support	Coût annuel
Support technique	5,3 millions de dollars
Équipe de réussite client	3,3 millions de dollars

ON24, Inc. (ONTF) - Modèle d'entreprise: Strots de revenus

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

ON24 offre un prix d'abonnement à plusieurs niveaux pour son événement virtuel et sa plate-forme de webinaire. Au quatrième trimestre 2023, la société a signalé la structure de tarification de l'abonnement suivante:

Étage	Gamme de prix annuelle	Caractéristiques clés
Démarreur	$6,000 - $12,000	Capacités de base du webinaire
Professionnel	$12,000 - $24,000	Outils de fiançailles avancées
Entreprise	$24,000 - $50,000+	Capacités de plate-forme complètes

Frais de licence d'entreprise

Les licences d'entreprise représentent une source de revenus importante pour ON24. En 2023, les licences d'entreprise ont représenté environ 65% des revenus totaux.

• Valeur du contrat moyen de l'entreprise: 75 000 $ - 150 000 $ par an
• Options de contrat pluriannuelles disponibles
• Prix ​​personnalisé pour les déploiements à grande échelle

Modèles de tarification basés sur l'utilisation

ON24 met en œuvre des prix supplémentaires basés sur l'utilisation pour:

Métrique d'utilisation	Structure de tarification
Webinaires	5 $ - 15 $ par participant supplémentaire
Capacité de stockage	0,50 $ - 2 $ par Go au-delà de l'allocation de base
Sièges utilisateur supplémentaires	500 $ - 1 500 $ par siège supplémentaire

Services professionnels et conseil

Répartition des revenus des services professionnels pour 2023:

• Revenus de services professionnels totaux: 12,3 millions de dollars
• Conseil de mise en œuvre: 6,5 millions de dollars
• Services d'intégration personnalisés: 3,8 millions de dollars
• Formation et intégration: 2 millions de dollars

Mises à niveau supplémentaires des fonctionnalités et des capacités

Les sources de revenus de mise à niveau comprennent:

Catégorie de mise à niveau	Revenus annuels moyens
Analytique avancée	$3,000 - $7,500
Idées alimentées par l'IA	$4,500 - $10,000
Outils de fiançailles améliorées	$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.