Domo, Inc. (DOMO): ANSOFF MATRIX [Dec-2025 Updated]

You're looking at Domo, Inc.'s path forward after they closed fiscal year 2025 with $317.0 million in revenue but still posted a GAAP net loss of $81.9 million. Honestly, the next growth phase can't just be about scale; it needs to be about profitable, repeatable expansion, especially given their strong 91% ARR net retention rate. As your analyst, I've mapped out four clear strategic vectors-from doubling down on existing customers to smart product moves around their AI platform-that Domo, Inc. must execute to turn that revenue into real bottom-line results. You neeed to see the specific actions in Market Penetration and Product Development to understand where the near-term wins are hiding.

Domo, Inc. (DOMO) - Ansoff Matrix: Market Penetration

You're looking at how Domo, Inc. can squeeze more value out of the customers they already have, which is the core of Market Penetration. This is about deepening the relationship, not finding new logos right now.

The land-and-expand strategy is definitely the engine here. For the fiscal year ended January 31, 2025, the total Annual Recurring Revenue (ARR) net retention rate was 89%. However, the consumption customer cohort in that same fiscal year showed a gross retention of over 90% and a net retention of over 100%. The goal is to push that overall ARR net retention rate, mentioned in your outline as 91%, higher by migrating more customers to the consumption model.

To incentivize that increased data consumption under the new pricing model, you see strong signals. For customers who initiated purchases on the new consumption model, the Net Revenue Retention (NRR) reached 108% in the second quarter of fiscal year 2026. This shift is significant; over 75% of Domo, Inc.'s ARR is now on consumption-based contracts, with a management aim to exit fiscal year 2026 above 85%.

When you talk to prospects or try to stop existing customers from looking elsewhere, the return on investment (ROI) story is your strongest weapon. A Nucleus Research analysis from February 2025 showed that companies using Domo, Inc.'s AI and Data Products platform saw a financial return of $6.93 for every dollar spent. That translates to an impressive average ROI of 536 percent.

Sales force productivity is showing real momentum, which helps drive those expansion deals. You are building on the best year-over-year improvement seen in four years. Year-over-year Salesforce productivity growth accelerated from 19% in the third quarter of fiscal year 2025 to 67% in the second quarter of fiscal year 2026. That kind of acceleration means your reps are closing bigger expansion deals faster.

To keep the existing base engaged, offering specialized, high-value data apps is key. As of January 31, 2025, Domo, Inc. served a base of over 2,600 customers. These customers can utilize tools like the 'Enterprise App,' which combines data, workflow, alerts, and action into a purpose-built solution, speeding up value delivery.

Here are the key metrics supporting this market penetration push:

The focus on existing customers is supported by these levers:

• Driving consumption adoption to move the total ARR NRR past the 89% baseline.
• Leveraging the $6.93 return per dollar to justify increased usage and spend.
• Utilizing high-performing sales productivity, which saw a 67% year-over-year acceleration in Q2 FY2026.
• Deploying specialized Data Apps to the base of over 2,600 organizations.
• Continuing to expand the consumption ARR mix, which already exceeds 75%.

Finance: review the Q3 forecast impact on cash flow given the focus on consumption contract expansion.

Domo, Inc. (DOMO) - Ansoff Matrix: Market Development

You're looking at how Domo, Inc. can take its existing AI and Data Products platform into new geographic territories and new customer segments. This is Market Development, and the numbers from Fiscal Year 2025 show where the existing customer base is shifting, giving us clues about where to push next.

For the full fiscal year ended January 31, 2025, Domo, Inc. posted total revenue of $317.0 million, with subscription revenue making up $286.0 million of that total. As you look at where the money is coming from, you see a clear trend that supports focusing sales efforts outside the largest accounts.

The revenue split between Enterprise and Corporate customers for the year ended January 31, 2025, tells a story about where the sales team is finding traction. Enterprise revenue actually declined, while Corporate revenue grew significantly. This shift suggests the mid-market segment, often categorized within the 'Corporate' bucket, is a key area of success right now, justifying a direct sales focus there.

This revenue dynamic suggests that while the Enterprise segment is seeing some contraction, the Corporate segment, which often includes mid-market companies, is expanding its spend. With over 2,600 customers as of January 31, 2025, the platform has a solid base to expand from within these segments.

Geographically, the Asia-Pacific region is a clear priority, cemented by a major infrastructure move. Domo, Inc. launched on the AWS Asia-Pacific Region on October 8, 2025, establishing a new data center in Mumbai, India. This directly addresses data residency and compliance needs, which is a massive friction reducer for onboarding international clients in that area.

To support international growth beyond India, Domo, Inc. is leaning on partnerships and physical presence events. You can see the commitment to Europe through the Domo Connections Tour Europe - London 2025 event, which featured customer stories and analyst spotlights. While specific Latin America system integrator partnerships aren't detailed in the latest filings, the engagement with global firms like Data Consulting Group (DCG) shows a strategy for international channel expansion.

The development of industry-specific solutions is also a core part of this market development. Domo, Inc. has been recognized on the CRN Big Data 100 List for 2025, which highlights its offerings across key verticals. The platform is explicitly positioned for these sectors:

• Healthcare and Life Sciences: Focusing on regulatory compliance (like HIPAA), patient care, and operational efficiency.
• Financial Services: Targeting efficient health insurance and payer solution strategies to increase financial performance.

Platform localization is intrinsically linked to the AWS expansion. By running workloads and storing content in the AWS Asia-Pacific Region, Domo, Inc. is ensuring lower latency and supporting data sovereignty for customers in India and the broader APAC market. This infrastructure investment is the concrete action taken to reduce onboarding friction internationally.

Finance: draft 13-week cash view by Friday.

Domo, Inc. (DOMO) - Ansoff Matrix: Product Development

You're looking at the hard numbers behind Domo, Inc.'s push for new product features and platform enhancements. This isn't about future promises; it's about what the numbers from the latest reports show regarding their product development strategy.

The focus on AI innovation is clearly tied to customer value. Nucleus Research reported that Domo customers see a return of $6.93 for every dollar invested in its AI and Data Products platform. The Domo.AI offering itself secured the 2025 DEVIES Award in the Data Analytics & Visualization category.

The foundation for these new products is a broad data connection capability. The platform offers more than a thousand pre-built connectors to various applications and databases. This connectivity supports the growth in customer commitment, as evidenced by the full-year fiscal 2025 Subscription Remaining Performance Obligation (RPO) reaching $403.6 million, a 14% year-over-year increase as of January 31, 2025.

Attracting larger, regulated clients hinges on trust and long-term commitment. The company served over 2,600 customers as of January 31, 2025. For the full fiscal year 2025, the Annual Recurring Revenue (ARR) net retention rate stood at 91%. The commitment from customers shows in the long-term pipeline, with subscription RPO expected to be recognized beyond twelve months growing 61% year-over-year to $182.3 million in the first quarter of fiscal 2026.

Deepening cloud integrations is showing up in the forward-looking metrics. The subscription RPO expected to be recognized beyond twelve months saw a significant jump of 61% year-over-year in the first quarter of fiscal 2026, reaching $182.3 million, following a 14% year-over-year increase in the prior quarter.

Here's a snapshot of the financial context surrounding these product-driven efforts for the fiscal year ending January 31, 2025, and the most recent quarter reported:

The focus on consumption and AI is translating into improved operational efficiency, as seen in the Non-GAAP operating margin hitting 0% for the full fiscal year 2025, and then achieving a positive 1% in the first quarter of fiscal 2026, with a 7.7% non-GAAP operating margin reported in the second quarter of fiscal 2026.

The company's product evolution is also reflected in its recognition:

• Domo ranked #1 in the 2025 Wisdom of Crowds® Cloud Computing and Business Intelligence (BI) Market Study.
• Domo ranked #1 in the 2025 Self-Service BI Market Study.
• Domo ranked #1 in the 2025 Collective Insights Report.
• CRN® recognized Domo on its 2025 Big Data 100 list.

The growth in the long-term contract value is a key indicator of product stickiness:

• Subscription RPO beyond 12 months grew 14% YoY in Q3 FY2025.
• Subscription RPO beyond 12 months grew 61% YoY in Q1 FY2026.
• The average contract length across the customer base increased by 13% year-over-year in Q3 FY2025.

Finance: review Q2 FY2026 R&D spend against the $81.9 million GAAP net loss for FY2025.

Domo, Inc. (DOMO) - Ansoff Matrix: Diversification

You're looking at growth beyond the core, which means new markets or entirely new product categories. For Domo, Inc., this is where the risk goes up, but so does the potential reward if you hit the right spot. Let's look at the numbers that frame this diversification push.

Here's a quick look at where Domo, Inc. stood as of mid-2025, which sets the stage for any major capital deployment:

Execute a related diversification strategy by acquiring a company focused on data quality or data observability, using the M&A budget of up to $75.3 million.

If you earmark up to $75.3 million for an acquisition, you'd be deploying capital significantly larger than the $47.1 million in cash and cash equivalents Domo, Inc. held as of July 31, 2025. This suggests any deal of that size would require external financing or be contingent on near-term operating cash flow, like the $0.9 million in non-GAAP net income achieved in the second quarter of fiscal 2026. You're definitely looking at a strategic, bolt-on move here, not a massive platform shift.

Launch a new, low-cost, self-service data preparation tool for small businesses, a new market segment.

This targets a segment where Domo, Inc. already has recognition; they were ranked an "Overall Leader" in Dresner Advisory Services' 2024 Wisdom of Crowds® Small and Midsize Enterprise (SME) Business report. The move toward a consumption model, where 100% of Q3 fiscal 2025 new logo contracts were consumption-based, shows a willingness to adapt pricing for different customer profiles. The goal is to lower the barrier to entry below the typical enterprise spend, perhaps targeting a lower average contract value than the existing base where customers report an ROI of $6.93 for every dollar invested.

Develop a vertical-specific, end-to-end data product suite for a niche industry, like specialized manufacturing.

Verticalization allows Domo, Inc. to sell deeper, not just wider. The existing platform already delivers measurable productivity gains, with reported customer benefits including a 35 percent improvement in user productivity and 20 percent technology cost savings. A specialized suite for manufacturing could focus on specific operational metrics, like Overall Equipment Effectiveness (OEE), directly translating platform use into tangible operational improvements for that niche.

Form a joint venture with a major consulting firm to co-create and sell a new AI-driven business process automation service.

This leverages the growing strength in the partner ecosystem. In the third quarter of fiscal 2025, partner-sourced billings jumped over 20% quarter-over-quarter, and partner opportunities in the North America pipeline were up 90% Q3/Q2. A joint venture formalizes this channel, potentially accelerating the adoption of Domo, Inc.'s Agentik AI, which helps customers deploy AI agents for complex analytics tasks. Partner deals close about 20 days faster than non-partner sourced deals, so this speeds up the sales cycle for new offerings.

Target the operational technology (OT) market by creating a platform for industrial IoT data analytics.

This is a pure new market play, moving into the OT space where data gravity is high. The platform would need to ingest and process high-velocity sensor data, similar to how the consumption model is accelerating, driving consumption to 55% of ARR as of the third quarter of fiscal 2025. Success in this area would be measured by how quickly new customers move from initial data ingestion to generating measurable value, perhaps aiming for a net retention rate (NRR) above the reported 108% seen for customers who started on a consumption contract in Q2 fiscal 2026.