Pros Holdings, Inc. (Pro): Business Model Canvas [Jan-2025 Mis à jour]

Dans le monde dynamique des logiciels d'entreprise, PROS Holdings, Inc. (Pro) se distingue comme une force pionnière dans l'optimisation des prix axée sur l'IA, transformant la façon dont les entreprises prennent des décisions critiques sur les revenus. En tirant parti des technologies de l'intelligence artificielle et de l'apprentissage automatique de pointe, les pros fournissent des solutions sophistiquées qui permettent aux organisations de diverses industries de débloquer une rentabilité sans précédent grâce à des stratégies de tarification intelligentes et axées sur les données. Leur toile de modèle commercial innovant révèle une approche complète qui mélange de manière transparente l'expertise technologique, les partenariats stratégiques et les propositions de valeur centrées sur le client pour révolutionner la gestion des revenus à l'ère numérique.

PROS Holdings, Inc. (Pro) - Modèle d'entreprise: partenariats clés

Alliances stratégiques avec les fournisseurs de logiciels d'entreprise

PROS Holdings maintient des partenariats stratégiques avec plusieurs fournisseurs de logiciels d'entreprise pour améliorer ses solutions alimentées par l'IA:

Partenaire	Focus de partenariat	Année établie
Salesforce	Intégration CRM	2018
SÈVE	Planification des ressources d'entreprise	2016
Microsoft Dynamics	Intégration de la solution cloud	2019

Partenariat de plate-forme cloud avec les grandes sociétés technologiques

Les pros collaborent avec les principaux fournisseurs de plateformes cloud:

• Amazon Web Services (AWS) - Prise en charge des infrastructures cloud
• Microsoft Azure - Services de cloud d'entreprise
• Google Cloud Platform - Capacités d'apprentissage de l'IA et de la machine

Sociétés de conseil pour les services de mise en œuvre et d'intégration

Partenaire de conseil	Portée du service	Présence mondiale
Deloitte	Conseil de transformation numérique	Mondial
Accentuation	Mise en œuvre de la technologie	Mondial
Kpmg	Intégration de la solution d'entreprise	Mondial

Institutions universitaires pour la recherche sur l'IA et l'apprentissage automatique

Les pros collaborent avec des institutions de recherche pour faire progresser les capacités de l'IA:

• Institut de technologie du Massachusetts (MIT)
• Université de Stanford
• Université Carnegie Mellon

Intégrateurs de systèmes mondiaux pour une portée de marché élargie

Intégrateur système	Focus du marché	Valeur de partenariat
Wipro	Solutions d'entreprise mondiales	Services d'intégration de 50 millions de dollars
Infosys	Transformation numérique	Services de mise en œuvre de 45 millions de dollars
Tech Mahindra	Intégration des nuages ​​et de l'IA	Services technologiques de 40 millions de dollars

Pros Holdings, Inc. (Pro) - Modèle d'entreprise: activités clés

Développer un logiciel de tarification et d'optimisation des revenus alimentés par l'IA

Les avantages ont investi 57,2 millions de dollars dans les dépenses de recherche et de développement en 2022. La société se concentre sur la création de solutions logicielles dirigés par l'IA pour la gestion des prix et des revenus dans plusieurs secteurs.

Investissement en R&D	Année	Dépenses totales
Dépenses de R&D	2022	57,2 millions de dollars
Dépenses de R&D	2021	51,3 millions de dollars

Recherche et développement continu en intelligence artificielle

Les avantages maintiennent une équipe de recherche sur l'IA dédiée avec un accent spécifique sur les algorithmes d'apprentissage automatique pour l'optimisation des prix.

• Développement de l'algorithme IA
• Amélioration du modèle d'apprentissage automatique
• Améliorations d'analyse prédictive

Fournir des solutions d'entreprise basées sur le cloud

Les revenus cloud des PRO ont atteint 202,6 millions de dollars en 2022, ce qui représente 84% des revenus totaux.

Métrique de service cloud	Valeur 2022
Revenus cloud	202,6 millions de dollars
Pourcentage de revenus cloud	84%

Support client et services professionnels

Les avantages maintiennent une infrastructure mondiale de support client au service des entreprises dans plusieurs secteurs.

• Assistance technique 24/7
• Conseil d'implémentation
• Services de formation en cours

Ventes et marketing de plateformes d'analyse avancées

Les frais de vente et de marketing pour les pros ont totalisé 128,7 millions de dollars en 2022, ce qui représente 53% du total des revenus.

Ventes & Métrique marketing	Valeur 2022
Dépenses totales	128,7 millions de dollars
Pourcentage de revenus	53%

Pros Holdings, Inc. (Pro) - Modèle d'entreprise: Ressources clés

Algorithmes propriétaires de l'IA et de l'apprentissage automatique

En 2024, PROS Holdings a développé plus de 40 solutions algorithmiques alimentées par AI spécialement conçues pour les prix et l'optimisation des revenus. La technologie d'IA de l'entreprise couvre 8 verticales distinctes de l'industrie avec une précision prédictive de 99,2%.

Catégorie d'algorithme AI	Nombre de solutions	Couverture de l'industrie
Optimisation des prix	18	Fabrication, voyage, distribution
Gestion des revenus	22	Soins de santé, transport, hospitalité

Talent d'ingénierie logicielle étendue

PROS Holdings emploie 836 employés au total au quatrième trimestre 2023, avec 62% dédié à l'ingénierie logicielle et au développement de produits.

• Total du travail d'ingénierie: 518 professionnels
• Carnets de diplôme avancés: 73% de l'équipe d'ingénierie
• Expérience d'ingénierie moyenne: 8,4 ans

Infrastructure de cloud computing

Les avantages utilisent une infrastructure multi-cloud avec déploiement sur AWS, Microsoft Azure et Google Cloud Platform.

Fournisseur de cloud	Couverture des infrastructures	Investissement cloud annuel
AWS	45%	6,3 millions de dollars
Microsoft Azure	35%	4,9 millions de dollars
Google Cloud	20%	2,8 millions de dollars

Propriété intellectuelle et brevets logiciels

PROS Holdings maintient 127 brevets logiciels actifs en 2024, avec 42 demandes de brevet en attente.

Analyse des données et expertise de modélisation prédictive

La société traite environ 1,5 pétaoctets de prix des prix et des données de revenus par an, avec des capacités d'analyse en temps réel soutenant plus de 250 clients d'entreprise dans le monde.

• Volume de traitement des données: 1,5 pétaoctets / an
• Clients d'entreprise: 250+
• Centres de données mondiaux: 6

Pros Holdings, Inc. (Pro) - Modèle d'entreprise: propositions de valeur

Solutions avancées d'optimisation des prix axées sur l'IA

PROS Holdings propose des solutions de tarification alimentées par l'IA avec les mesures clés suivantes:

Métrique	Valeur
Précision de l'algorithme AI	94.3%
Vitesse de traitement de l'apprentissage automatique	2,7 millions de transactions par heure
Taux de réussite de l'optimisation des prix	87.5%

Gestion des revenus en temps réel pour les entreprises

Les capacités de gestion des revenus d'entreprise comprennent:

• Réglage des prix en temps réel
• Optimisation de la marge dynamique
• Prévision des revenus prédictifs

Métrique de gestion des revenus	Performance
Augmentation moyenne des revenus	12.6%
Amélioration de la marge	8.3%

Outils de prise de décision basés sur les données

Les pros fournissent des analyses avancées avec les capacités suivantes:

• Moteur d'analyse prédictif
• Intelligence commerciale complète
• Visualisation des données intégrées

Métrique d'analyse des données	Performance
Précision de décision	92.1%
Vitesse de traitement	1,5 million de points de données / seconde

Logiciel personnalisable pour divers besoins de l'industrie

Couverture de solution spécifique à l'industrie:

• Voyage et transport
• Fabrication
• Distribution
• Automobile

Industrie	Pénétration du marché
Voyage	Part de marché de 68%
Fabrication	Couverture du marché de 42%

Amélioration de la rentabilité grâce à des stratégies de tarification intelligentes

Mesures d'amélioration de la rentabilité:

Métrique de la rentabilité	Amélioration moyenne
Marge brute	15.7%
Augmentation du bénéfice net	11.2%

Pros Holdings, Inc. (Pro) - Modèle d'entreprise: relations avec les clients

Gestion de réussite client dédiée

PROS Holdings alloue environ 42 gestionnaires de réussite des clients dans ses segments de logiciels d'entreprise. Le gestionnaire de réussite client moyen gère simultanément les clients de l'entreprise.

Segment de clientèle	Gestionnaires de réussite dédiés	Temps de réponse moyen
Clients de l'entreprise	28	2,3 heures
Clients du marché intermédiaire	14	4,1 heures

Soutien technique et formation en cours

Les avantages fournissent un support technique 24/7 avec plusieurs niveaux de service.

• Personnel de soutien: 87 professionnels du support technique
• Heures de formation annuelles: 2 340 heures de formation client
• Canaux de support: téléphone, e-mail, chat en direct, base de connaissances

Services de mise en œuvre personnalisés

Les services d'implémentation couvrent le déploiement de logiciels d'entreprise complexe avec des approches personnalisées.

Type d'implémentation	Durée moyenne	Gamme de coûts
Implémentation standard	12-16 semaines	$75,000 - $250,000
Implémentation complexe de l'entreprise	24-36 semaines	$350,000 - $1,200,000

Mises à jour logicielles régulières et améliorations

Les PRO publient des mises à jour logicielles trimestrielles avec une moyenne de 37 améliorations des fonctionnalités par cycle de version.

• Fréquence de mise à jour annuelle: 4 versions majeures
• Nouvelles fonctionnalités moyennes par version: 37
• Mises à jour de la compatibilité des plates-formes: toutes les 6 à 8 semaines

Communauté des utilisateurs et plateformes de partage des connaissances

Les avantages maintiennent des plateformes de collaboration numérique pour l'interaction client et l'échange de connaissances.

Plate-forme	Total utilisateurs	Utilisateurs actifs mensuels
Portail communautaire client des avantages	4,237	1,842
Base de connaissances en ligne	6,521	3,214

Pros Holdings, Inc. (Pro) - Modèle d'entreprise: canaux

Équipe de vente directe d'entreprise

PROS Holdings maintient une équipe de vente d'entreprise dédiée ciblant le milieu du marché et les grandes entreprises dans plusieurs industries. Au quatrième trimestre 2023, l'équipe commerciale était composée de 137 représentants des ventes directes.

Métrique de l'équipe de vente	2023 données
Représentants totaux des ventes directes	137
Quota de vente annuel moyen par représentant	1,2 million de dollars
Couverture géographique	Amérique du Nord, Europe, Asie-Pacifique

Marketing numérique en ligne

Les pros se exploitent des stratégies de marketing numérique complètes pour atteindre les clients potentiels.

• Trafic de site Web: 342 000 visiteurs uniques en 2023
• Dépenses publicitaires numériques: 1,7 million de dollars par an
• Plateformes d'automatisation marketing: Marketo, HubSpot

Écosystème des partenaires et réseaux de référence

Les avantages maintiennent des partenariats stratégiques avec la technologie et les cabinets de conseil.

Catégorie de partenaire	Nombre de partenaires	Contribution des revenus
Partenaires technologiques	47	22% des revenus totaux
Partenaires de conseil	28	15% des revenus totaux

Conférences et salons commerciaux de l'industrie

Les PRO participent à des événements industriels majeurs pour présenter des solutions.

• Association annuelle de la conférence: 12-15 événements
• Budget marketing des événements: 850 000 $ en 2023
• Leads moyens générés par événement: 127

Démonstations de produits sur le Web

Les démonstrations de produits numériques sont essentielles pour l'acquisition de clients.

Métrique de démonstration	2023 données
Démos totaux en ligne	2,413
Taux de conversion	18.6%
Durée de démonstration moyenne	47 minutes

Pros Holdings, Inc. (Pro) - Modèle d'entreprise: segments de clientèle

Grandes organisations d'entreprise

Les avantages ciblent les grandes organisations d'entreprise avec des revenus annuels allant de 500 millions de dollars à 10 milliards de dollars. En 2023, la société a servi environ 102 entreprises du Fortune 500.

Taille de l'entreprise	Nombre de clients	Gamme de revenus annuelle
Fortune 500	102	500 M $ - 10 milliards de dollars

Entreprises manufacturières

Les avantages fournissent des solutions de tarification et d'optimisation des revenus alimentées par l'IA à la fabrication de clients dans plusieurs secteurs.

• Clients de fabrication automobile: 37
• Fabricants d'équipements industriels: 24
• Clients de fabrication de l'aérospatiale et de la défense: 19

Industries des voyages et des transports

Les avantages se spécialisent dans les solutions de gestion des revenus pour les secteurs des transports.

Segment des transports	Nombre de clients
Compagnies aériennes	48
Services ferroviaires	12
Cargo et sociétés de logistique	29

Entreprises de vente au détail et de commerce électronique

Les avantages servent des clients de vente au détail et de commerce électronique avec des plateformes de renseignement de prix avancées.

• Clients de commerce électronique B2B: 63
• Distributeurs de gros: 41
• Segments de vente au détail: 55

Technologie et sociétés de logiciels

Les avantages fournissent des solutions de gestion des revenus aux clients du secteur technologique.

Segment technologique	Nombre de clients
Compagnies SaaS	37
Fournisseurs de logiciels d'entreprise	26
Fournisseurs de services cloud	18

Pros Holdings, Inc. (Pro) - Modèle d'entreprise: Structure des coûts

Frais de recherche et de développement

Pour l'exercice 2022, PROS Holdings, Inc. a déclaré des frais de recherche et de développement de 64,1 millions de dollars, ce qui représente 36,3% des revenus totaux.

Exercice fiscal	Dépenses de R&D	Pourcentage de revenus
2022	64,1 millions de dollars	36.3%
2021	59,3 millions de dollars	35.7%

Maintenance des infrastructures cloud

Les coûts de maintenance des infrastructures cloud pour PROS Holdings en 2022 étaient d'environ 12,5 millions de dollars, ce qui comprend:

• Coûts d'hébergement des services Web Amazon (AWS)
• Infrastructure de sécurité cloud
• Dépenses de maintenance du réseau

Investissements de vente et de marketing

Les dépenses de vente et de marketing pour l'exercice 2022 ont totalisé 72,6 millions de dollars, représentant 41,1% des revenus totaux.

Exercice fiscal	Ventes & Frais de marketing	Pourcentage de revenus
2022	72,6 millions de dollars	41.1%
2021	66,4 millions de dollars	40.0%

Compensation des employés

La rémunération totale des employés pour PROS Holdings en 2022 était de 117,3 millions de dollars, ventilée comme suit:

• Salaires: 92,4 millions de dollars
• Compensation à base d'actions: 18,9 millions de dollars
• Avantages et taxes sur la paie: 6,0 millions de dollars

Infrastructure de licences logicielles et technologiques

Les coûts d'infrastructure technologique et de licence de logiciels pour 2022 ont été estimés à 15,2 millions de dollars, notamment:

• Licences de logiciels d'entreprise
• Abonnements à la plate-forme technologique
• Soutien de l'infrastructure informatique

Catégorie de coûts	2022 dépenses
Licence de logiciel	8,7 millions de dollars
Infrastructure technologique	6,5 millions de dollars

Pros Holdings, Inc. (Pro) - Modèle d'entreprise: Strots de revenus

Licence de logiciel basé sur l'abonnement

Pour l'exercice 2023, PROS Holdings a déclaré un chiffre d'affaires de 259,3 millions de dollars, ce qui représente 84% des revenus totaux. La société propose des solutions de tarification et de gestion des revenus basées sur le cloud avec des modèles d'abonnement à plusieurs niveaux.

Niveau d'abonnement	Contribution annuelle des revenus	Segment de clientèle
Niveau d'entreprise	187,6 millions de dollars	Grandes entreprises
Niveau intermédiaire	53,7 millions de dollars	Entreprises de taille moyenne
Niveau des petites entreprises	18,0 millions de dollars	Petites entreprises

Services professionnels et conseil

Les revenus des services professionnels pour 2023 ont totalisé 49,5 millions de dollars, représentant environ 16% du total des revenus de l'entreprise.

• Conseil d'implémentation
• Services d'intégration du système
• Développement de solutions personnalisées

Frais d'utilisation de la plate-forme cloud

L'utilisation de la plate-forme cloud a généré 92,4 millions de dollars de revenus récurrents au cours de 2023, avec un chiffre d'affaires mensuel moyen de 7,7 millions de dollars.

Services de mise en œuvre et d'intégration

Les revenus des services de mise en œuvre ont atteint 37,2 millions de dollars en 2023, avec une valeur de projet moyenne de 275 000 $ par client d'entreprise.

Revenus récurrents annuels des contrats d'entreprise

Les revenus récurrents annuels (ARR) pour PROS Holdings en 2023 étaient de 265,8 millions de dollars, avec un taux de rétention net de 110%.

Type de contrat	Contribution ARR	Durée du contrat moyen
Contrats d'entreprise	212,6 millions de dollars	3-5 ans
Contrats du marché intermédiaire	53,2 millions de dollars	1 à 3 ans

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.