Pros Holdings, Inc. (Pro): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No mundo dinâmico do software corporativo, a Pros Holdings, Inc. (PRO) se destaca como uma força pioneira na otimização de preços orientada pela IA, transformando como as empresas tomam decisões críticas de receita. Ao alavancar a inteligência artificial de ponta e as tecnologias de aprendizado de máquina, a PROS oferece soluções sofisticadas que capacitam organizações de diversas indústrias a desbloquear a lucratividade sem precedentes por meio de estratégias inteligentes de preços baseadas em dados. Seu inovador modelo de negócios Canvas revela uma abordagem abrangente que combina perfeitamente a experiência tecnológica, parcerias estratégicas e proposições de valor centradas no cliente para revolucionar o gerenciamento de receita na era digital.

Pros Holdings, Inc. (Pro) - Modelo de Negócios: Principais Parcerias

Alianças estratégicas com provedores de software corporativo

A Pros Holdings mantém parcerias estratégicas com vários provedores de software corporativo para aprimorar suas soluções movidas a IA:

Parceiro	Foco em parceria	Ano estabelecido
Salesforce	Integração do CRM	2018
SEIVA	Planejamento de recursos corporativos	2016
Microsoft Dynamics	Integração da solução em nuvem	2019

Plataforma em nuvem parcerias com grandes empresas de tecnologia

Os profissionais colaboram com os principais provedores de plataformas em nuvem:

• Amazon Web Services (AWS) - Suporte à infraestrutura em nuvem
• Microsoft Azure - Enterprise Cloud Services
• Plataforma do Google Cloud - AI e recursos de aprendizado de máquina

Empresas de consultoria para serviços de implementação e integração

Parceiro de consultoria	Escopo de serviço	Presença global
Deloitte	Consultoria de Transformação Digital	Global
Accenture	Implementação de tecnologia	Global
Kpmg	Integração da solução corporativa	Global

Instituições acadêmicas para a IA e pesquisa de aprendizado de máquina

Os profissionais colaboram com instituições de pesquisa para promover os recursos de IA:

• Instituto de Tecnologia de Massachusetts (MIT)
• Universidade de Stanford
• Universidade Carnegie Mellon

Integradores de sistemas globais para alcance de mercado expandido

Integrator de sistema	Foco no mercado	Valor da parceria
Wipro	Soluções corporativas globais	Serviços de integração de US $ 50 milhões
Infosys	Transformação digital	Serviços de implementação de US $ 45 milhões
Tech Mahindra	Integração de nuvens e IA	Serviços de tecnologia de US $ 40 milhões

Pros Holdings, Inc. (Pro) - Modelo de Negócios: Atividades -chave

Desenvolvimento de software de otimização de preços e receita movido a IA

Os profissionais investiram US $ 57,2 milhões em despesas de pesquisa e desenvolvimento em 2022. A empresa se concentra na criação de soluções de software orientadas por IA para gerenciamento de preços e receita em vários setores.

Investimento em P&D	Ano	Gasto total
Despesas de P&D	2022	US $ 57,2 milhões
Despesas de P&D	2021	US $ 51,3 milhões

Pesquisa e desenvolvimento contínuos em inteligência artificial

Os profissionais mantêm uma equipe de pesquisa de IA dedicada com foco específico em algoritmos de aprendizado de máquina para otimização de preços.

• Desenvolvimento do algoritmo da AI
• Modelo de aprendizado de máquina aprimoramento
• Melhorias preditivas da análise

Fornecendo soluções corporativas baseadas em nuvem

A receita em nuvem para profissionais atingiu US $ 202,6 milhões em 2022, representando 84% da receita total.

Métrica de serviço em nuvem	2022 Valor
Receita em nuvem	US $ 202,6 milhões
Porcentagem de receita em nuvem	84%

Suporte ao cliente e serviços profissionais

Os profissionais mantêm uma infraestrutura global de suporte ao cliente que atende empresas em vários setores.

• Suporte técnico 24/7
• Consultoria de implementação
• Serviços de treinamento em andamento

Vendas e marketing de plataformas de análise avançada

As despesas de vendas e marketing para profissionais totalizaram US $ 128,7 milhões em 2022, representando 53% da receita total.

Vendas & Métrica de marketing	2022 Valor
Despesas totais	US $ 128,7 milhões
Porcentagem de receita	53%

Pros Holdings, Inc. (Pro) - Modelo de Negócios: Recursos -Principais

Algoritmos proprietários de IA e aprendizado de máquina

A partir de 2024, a PROS Holdings desenvolveu mais de 40 soluções algorítmicas alimentadas por IA, projetadas especificamente para otimização de preços e receita. A tecnologia de IA da empresa abrange 8 verticais distintos da indústria, com precisão preditiva de 99,2%.

Categoria de algoritmo AI	Número de soluções	Cobertura do setor
Otimização de preços	18	Fabricação, viagem, distribuição
Gerenciamento de receita	22	Saúde, transporte, hospitalidade

Extenso talento de engenharia de software

A PROS Holdings emprega 836 funcionários totais a partir do quarto trimestre 2023, com 62% dedicados à engenharia de software e desenvolvimento de produtos.

• Força de trabalho de engenharia total: 518 profissionais
• Titulares avançados de graduação: 73% da equipe de engenharia
• Experiência média de engenharia: 8,4 anos

Infraestrutura de computação em nuvem

Os profissionais utilizam infraestrutura de várias nuvens com implantação na AWS, Microsoft Azure e Google Cloud Platform.

Provedor de nuvem	Cobertura de infraestrutura	Investimento anual em nuvem
AWS	45%	US $ 6,3 milhões
Microsoft Azure	35%	US $ 4,9 milhões
Google Cloud	20%	US $ 2,8 milhões

Propriedade intelectual e patentes de software

A PROS Holdings mantém 127 patentes de software ativo a partir de 2024, com 42 pedidos de patentes pendentes.

Análise de dados e experiência preditiva de modelagem

A empresa processa aproximadamente 1,5 petabytes de dados de preços e receita corporativos anualmente, com recursos de análise em tempo real apoiando mais de 250 clientes corporativos em todo o mundo.

• Volume de processamento de dados: 1.5 petabytes/ano
• Clientes corporativos: 250+
• Data Centers globais: 6

Pros Holdings, Inc. (Pro) - Modelo de Negócios: Proposições de Valor

Soluções avançadas de otimização de preços orientadas pela IA

A Pros Holdings oferece soluções de preços de IA com as seguintes métricas-chave:

Métrica	Valor
Precisão do algoritmo da AI	94.3%
Velocidade de processamento de aprendizado de máquina	2,7 milhões de transações por hora
Taxa de sucesso de otimização de preços	87.5%

Gerenciamento de receita em tempo real para empresas

Os recursos de gerenciamento de receita da empresa incluem:

• Ajustes de preços em tempo real
• Otimização de margem dinâmica
• Previsão de receita preditiva

Métrica de gerenciamento de receita	Desempenho
Aumento médio da receita	12.6%
Melhoria da margem	8.3%

Ferramentas de tomada de decisão orientadas a dados

Pros fornece análises avançadas com os seguintes recursos:

• Engine de análise preditiva
• Inteligência de negócios abrangente
• Visualização de dados integrados

Métrica de análise de dados	Desempenho
Precisão da decisão	92.1%
Velocidade de processamento	1,5 milhão de pontos de dados/segundo

Software personalizável para diversas necessidades da indústria

Cobertura de solução específica do setor:

• Viagens e transporte
• Fabricação
• Distribuição
• Automotivo

Indústria	Penetração de mercado
Viagem	68% de participação de mercado
Fabricação	42% de cobertura do mercado

Maior lucratividade por meio de estratégias de preços inteligentes

Métricas de aprimoramento da lucratividade:

Métrica de rentabilidade	Melhoria média
Margem bruta	15.7%
Aumento do lucro líquido	11.2%

Pros Holdings, Inc. (Pro) - Modelo de Negócios: Relacionamentos do Cliente

Gerenciamento dedicado ao sucesso do cliente

A PROS Holdings aloca aproximadamente 42 gerentes de sucesso do cliente em seus segmentos de software corporativo. O gerente médio de sucesso do cliente lida com 7-9 clientes corporativos simultaneamente.

Segmento de clientes	Gerentes de sucesso dedicados	Tempo médio de resposta
Clientes corporativos	28	2,3 horas
Clientes do mercado intermediário	14	4,1 horas

Suporte técnico e treinamento em andamento

O PROS fornece suporte técnico 24/7 com várias camadas de serviço.

• Equipe de suporte: 87 profissionais de suporte técnico
• Horário anual de treinamento: 2.340 horas de treinamento do cliente
• Canais de suporte: telefone, e -mail, bate -papo ao vivo, base de conhecimento

Serviços de implementação personalizados

Os serviços de implementação cobrem a implantação complexa de software corporativo com abordagens personalizadas.

Tipo de implementação	Duração média	Intervalo de custos
Implementação padrão	12-16 semanas	$75,000 - $250,000
Implementação corporativa complexa	24-36 semanas	$350,000 - $1,200,000

Atualizações e aprimoramentos regulares de software

O Pros lança o software atualiza trimestralmente com uma média de 37 aprimoramentos de recursos por ciclo de lançamento.

• Frequência anual de atualização: 4 grandes lançamentos
• Novos recursos médios por lançamento: 37
• Atualizações de compatibilidade da plataforma: a cada 6-8 semanas

Comunidade de usuários e plataformas de compartilhamento de conhecimento

Os profissionais mantêm plataformas de colaboração digital para interação com o cliente e troca de conhecimento.

Plataforma	Usuários totais	Usuários ativos mensais
Portal da comunidade de clientes profissionais	4,237	1,842
Base de conhecimento online	6,521	3,214

Pros Holdings, Inc. (Pro) - Modelo de Negócios: Canais

Equipe de vendas da empresa direta

A Pros Holdings mantém uma equipe de vendas empresarial dedicada, direcionada ao meio do mercado e grandes empresas em vários setores. No quarto trimestre 2023, a equipe de vendas consistia em 137 representantes de vendas diretas.

Métrica da equipe de vendas	2023 dados
Total de representantes de vendas diretas	137
Cota média de vendas anual por representante	US $ 1,2 milhão
Cobertura geográfica	América do Norte, Europa, Ásia-Pacífico

Marketing Digital Online

Os profissionais aproveitam estratégias abrangentes de marketing digital para alcançar clientes em potencial.

• Tráfego do site: 342.000 visitantes únicos em 2023
• Gastes de publicidade digital: US $ 1,7 milhão anualmente
• Plataformas de automação de marketing: marketo, HubSpot

Ecossistema de parceiros e redes de referência

Os profissionais mantêm parcerias estratégicas com empresas de tecnologia e consultoria.

Categoria de parceiro	Número de parceiros	Contribuição da receita
Parceiros de tecnologia	47	22% da receita total
Parceiros de consultoria	28	15% da receita total

Conferências e feiras do setor

Os prós participam de grandes eventos do setor para mostrar soluções.

• Atendimento anual da conferência: 12-15 eventos
• Orçamento de marketing de eventos: US $ 850.000 em 2023
• Leads médios gerados por evento: 127

Demonstrações de produtos baseadas na Web

As demonstrações de produtos digitais são críticas para a aquisição de clientes.

Métrica de demonstração	2023 dados
Total de demonstrações online	2,413
Taxa de conversão	18.6%
Duração média da demonstração	47 minutos

Pros Holdings, Inc. (Pro) - Modelo de Negócios: Segmentos de Clientes

Grandes organizações empresariais

Os profissionais têm como alvo grandes organizações empresariais com receita anual que varia de US $ 500 milhões a US $ 10 bilhões. A partir de 2023, a empresa atendeu aproximadamente 102 empresas da Fortune 500.

Tamanho da empresa	Contagem de clientes	Faixa de receita anual
Fortuna 500	102	US $ 500M - US $ 10B

Empresas de manufatura

O PROS fornece soluções de preços e otimização de receita movidas a IA para clientes de fabricação em vários setores.

• Clientes de fabricação automotiva: 37
• Fabricantes de equipamentos industriais: 24
• Clientes aeroespaciais e de defesa: 19

Indústrias de viagem e transporte

A PROS é especializada em soluções de gerenciamento de receita para setores de transporte.

Segmento de transporte	Contagem de clientes
Companhias aéreas	48
Serviços ferroviários de passageiros	12
Empresas de carga e logística	29

Negócios de varejo e comércio eletrônico

A Pros atende clientes de varejo e comércio eletrônico com plataformas avançadas de inteligência de preços.

• Customers de comércio eletrônico B2B: 63
• Distribuidores de atacado: 41
• Segmentos de varejo: 55

Empresas de tecnologia e software

O PROS fornece soluções de gerenciamento de receita para clientes do setor de tecnologia.

Segmento de tecnologia	Contagem de clientes
Empresas de SaaS	37
Provedores de software corporativo	26
Provedores de serviços em nuvem	18

Pros Holdings, Inc. (Pro) - Modelo de Negócios: Estrutura de Custo

Despesas de pesquisa e desenvolvimento

Para o ano fiscal de 2022, a Pros Holdings, Inc. relatou despesas de pesquisa e desenvolvimento de US $ 64,1 milhões, representando 36,3% da receita total.

Ano fiscal	Despesas de P&D	Porcentagem de receita
2022	US $ 64,1 milhões	36.3%
2021	US $ 59,3 milhões	35.7%

Manutenção da infraestrutura em nuvem

Os custos de manutenção da infraestrutura em nuvem para participações da PROS em 2022 foram de aproximadamente US $ 12,5 milhões, o que inclui:

• Amazon Web Services (AWS) Custos de hospedagem
• Infraestrutura de segurança em nuvem
• Despesas de manutenção de rede

Investimentos de vendas e marketing

As despesas de vendas e marketing para o ano fiscal de 2022 totalizaram US $ 72,6 milhões, representando 41,1% da receita total.

Ano fiscal	Vendas & Despesas de marketing	Porcentagem de receita
2022	US $ 72,6 milhões	41.1%
2021	US $ 66,4 milhões	40.0%

Compensação dos funcionários

A compensação total dos funcionários para a Pros Holdings em 2022 foi de US $ 117,3 milhões, dividida da seguinte maneira:

• Salários: US $ 92,4 milhões
• Remuneração baseada em ações: US $ 18,9 milhões
• Benefícios e impostos sobre a folha de pagamento: US $ 6,0 milhões

Licenciamento de software e infraestrutura de tecnologia

A infraestrutura de tecnologia e os custos de licenciamento de software para 2022 foram estimados em US $ 15,2 milhões, incluindo:

• Licenças de software corporativo
• Assinaturas de plataforma de tecnologia
• Suporte de infraestrutura de TI

Categoria de custo	2022 Despesas
Licenciamento de software	US $ 8,7 milhões
Infraestrutura de tecnologia	US $ 6,5 milhões

Pros Holdings, Inc. (Pro) - Modelo de Negócios: Fluxos de Receita

Licenciamento de software baseado em assinatura

Para o ano fiscal de 2023, a Pros Holdings registrou receita de assinatura de US $ 259,3 milhões, representando 84% da receita total. A empresa oferece soluções de gerenciamento de preços e receita baseadas em nuvem com modelos de assinatura em camadas.

Camada de assinatura	Contribuição anual da receita	Segmento de clientes
Nível corporativo	US $ 187,6 milhões	Grandes corporações
Nível intermediário do mercado	US $ 53,7 milhões	Empresas de tamanho médio
Nível de pequena empresa	US $ 18,0 milhões	Pequenas empresas

Serviços profissionais e consultoria

A receita de serviços profissionais para 2023 totalizou US $ 49,5 milhões, representando aproximadamente 16% da receita total da empresa.

• Consultoria de implementação
• Serviços de integração do sistema
• Desenvolvimento de soluções personalizadas

Taxas de uso da plataforma em nuvem

O uso da plataforma em nuvem gerou US $ 92,4 milhões em receita recorrente durante 2023, com uma receita recorrente mensal média de US $ 7,7 milhões.

Serviços de implementação e integração

A receita de serviços de implementação atingiu US $ 37,2 milhões em 2023, com um valor médio do projeto de US $ 275.000 por cliente corporativo.

Receita recorrente anual de contratos corporativos

A receita recorrente anual (ARR) para participações da PROS em 2023 foi de US $ 265,8 milhões, com uma taxa de retenção de receita líquida de 110%.

Tipo de contrato	ARR contribuição	Duração média do contrato
Contratos corporativos	US $ 212,6 milhões	3-5 anos
Contratos no mercado intermediário	US $ 53,2 milhões	1-3 anos

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.