Semrush Holdings, Inc. (SEMR): Modelo de negócios Canvas [Jan-2025 Atualizado]

No cenário de marketing digital em rápida evolução, a SEMrush Holdings, Inc. (SEMR) surge como uma plataforma de potência que transforma como as empresas entendem e conquistam desafios de marketing on -line. Ao oferecer um conjunto abrangente de SEO, ferramentas competitivas de inteligência e análise de marketing, o SEMRush revolucionou a maneira como os profissionais e empresas digitais estratégias estratégias de sua presença on -line. Esse mergulho profundo em seu modelo de negócios Canvas revela a intrincada mecânica por trás de seu sucesso, mostrando como uma sofisticada plataforma de tecnologia pode agregar valor sem precedentes aos profissionais de marketing em diversas indústrias e escalas organizacionais.

Semrush Holdings, Inc. (SEMR) - Modelo de negócios: Parcerias -chave

Agências de marketing digital e freelancers

O SEMRUSH mantém parcerias estratégicas com aproximadamente 500 agências de marketing digital em todo o mundo. Essas parcerias geram cerca de 35% da receita de referência para a empresa.

Tipo de parceria	Número de parceiros	Valor anual de referência
Agências de marketing digital	500+	US $ 12,4 milhões
Profissionais de marketing freelancer	2,500+	US $ 3,7 milhões

Parceiros de integração de software e tecnologia

O SEMRUSH colabora com mais de 75 parceiros de integração de tecnologia em várias plataformas.

• HubSpot
• Google Analytics
• Zapier
• WordPress
• Shopify

Provedores de infraestrutura em nuvem

Semrush utiliza Amazon Web Services (AWS) Como seu principal provedor de infraestrutura em nuvem, suportando 99,99% de tempo de atividade da plataforma.

Provedor de nuvem	Gastos anuais de infraestrutura	Nível de serviço
Amazon Web Services (AWS)	US $ 4,2 milhões	Graduação corporativa

Tecnologia de marketing (Martech) Colaboradores do ecossistema

O SEMRUSH se integra a mais de 100 plataformas Martech, expandindo seu alcance do ecossistema.

• Salesforce
• MailChimp
• Seomonitor
• Ahrefs

Redes de marketing de afiliados

A SEMRUSH estabeleceu parcerias com três principais redes de afiliados, gerando US $ 2,1 milhões em receita orientada a afiliados anualmente.

Rede de afiliados	Estrutura da comissão	Receita anual de afiliados
Raio de impacto	20% Comissão recorrente	US $ 1,2 milhão
Shareasale	15% Comissão recorrente	US $ 0,6 milhão
Junção da comissão	Comissão recorrente de 18%	US $ 0,3 milhão

Semrush Holdings, Inc. (SEMR) - Modelo de negócios: Atividades -chave

Desenvolvendo e mantendo a plataforma de análise de SEO

Semrush investiu US $ 53,7 milhões em despesas de pesquisa e desenvolvimento em 2022. A plataforma cobre 142 países e 26 idiomas, com mais de 55 ferramentas e relatórios.

Métricas de plataforma	2022 dados
Tamanho total do banco de dados	24,3 bilhões de palavras -chave
Frequência de rastreamento na web	Atualizado a cada 6-8 semanas

Melhoramento contínuo de produtos de software

O SEMRUSH libera aproximadamente 12 a 15 atualizações do produto anualmente, concentrando-se em recursos orientados a IA e recursos de análise avançada.

• Melhorias do algoritmo de aprendizado de máquina
• Expansões de integração da API
• Aprimoramentos de processamento de dados em tempo real

Pesquisa de marketing digital e análise de tendências

Categoria de pesquisa	Volume anual
Relatórios de mercado	24 relatórios abrangentes
Análise de tendências	Mais de 500 insights de marketing digital

Suporte ao cliente e integração

O SEMRUSH mantém uma equipe de suporte de mais de 250 profissionais, oferecendo assistência multicanal em 15 idiomas.

• Suporte técnico 24/7
• Gerenciamento de conta dedicado
• Programas de integração personalizados

Estratégias de marketing e aquisição de clientes

As despesas de marketing atingiram US $ 74,2 milhões em 2022, visando profissionais globais de marketing digital B2B.

Canal de aquisição	Taxa de conversão do cliente
Site direto	3.4%
Programas de referência	2.7%
Publicidade digital	2.1%

Semrush Holdings, Inc. (SEMR) - Modelo de negócios: Recursos -chave

Analítica de dados avançada e tecnologias de IA

A Semrush investiu US $ 54,3 milhões em pesquisa e desenvolvimento em 2022, com foco nas capacidades de IA e aprendizado de máquina. A infraestrutura de tecnologia da empresa suporta o processamento de mais de 22 bilhões de palavras -chave e 8,5 bilhões de páginas da Web.

Investimento em tecnologia	Quantia
Despesas de P&D (2022)	US $ 54,3 milhões
Palavras -chave processadas	22 bilhões
Páginas da Web analisadas	8,5 bilhões

Bancos de dados proprietários de SEO e marketing digital

O SEMRUSH mantém extensos bancos de dados proprietários que abrangem vários domínios de marketing digital.

• Banco de dados global de marketing digital com 22 bilhões de palavras -chave
• Rastreamento de infraestrutura de rastreamento na web 8,5 bilhões de páginas da web
• Dados cobrindo 142 mercados geográficos

Equipes de engenharia e ciência de dados qualificadas

A partir do quarto trimestre de 2022, a SEMrush empregou 812 funcionários totais, com aproximadamente 62% dedicados às funções de engenharia e ciência de dados.

Categoria de funcionários	Número	Percentagem
Total de funcionários	812	100%
Engenharia/ciência de dados	503	62%

Infraestrutura de software baseada em nuvem

O SEMRUSH opera uma infraestrutura de nuvem escalável com 99,9% de tempo, apoiando mais de 55.000 clientes pagantes em todo o mundo.

Propriedade intelectual e patentes de software

A partir de 2022, o SEMrush possuía 17 patentes de software registrado e mantinha 23 pedidos de patentes pendentes em domínios de tecnologia de marketing digital.

Propriedade intelectual	Contar
Patentes registradas	17
Aplicações de patentes pendentes	23

Semrush Holdings, Inc. (SEMR) - Modelo de negócios: proposições de valor

Plataforma abrangente de inteligência de marketing digital

O SEMRush fornece uma plataforma que abrange 55 mercados globais com mais de 25 bilhões de palavras -chave em seu banco de dados. A plataforma oferece mais de 50 ferramentas para profissionais de marketing digital.

Métrica da plataforma	Valor
Mercados totais cobertos	55
Banco de dados de palavras -chave	Mais de 25 bilhões
Ferramentas de marketing disponíveis	50+

Ferramentas de análise competitiva em tempo real

O SEMRush oferece inteligência competitiva em tempo real com:

• Análise de comparação de domínio instantâneo
• Rastreamento de palavras -chave do concorrente
• Métricas de avaliação de participação de mercado

Insights e recomendações de marketing orientados a dados

A plataforma gera mais de 500.000 recomendações diárias de marketing com taxa de precisão de 92%.

Métrica de insight	Valor
Recomendações diárias	500,000+
Precisão da recomendação	92%

All-in-One SEO, marketing de conteúdo e solução de pesquisa competitiva

O SEMRUSH integra várias funções de marketing com 7 categorias principais de produtos.

• SEO
• Marketing de conteúdo
• Pesquisa competitiva
• PPC
• Mídia social
• Monitoramento da marca
• Análise

Software de otimização de marketing econômico

O preço varia de US $ 129,95 a US $ 499,95 por mês com opções anuais de assinatura.

Camada de assinatura	Preço mensal
Pró	$129.95
Guru	$249.95
Negócios	$499.95

Semrush Holdings, Inc. (SEMR) - Modelo de Negócios: Relacionamentos do Cliente

Plataforma online de autoatendimento

A partir do quarto trimestre 2023, o SEMRush oferece uma plataforma digital com 7 níveis diferentes de preços que variam de US $ 129,95 a US $ 499,95 por mês. A plataforma suporta mais de 55 ferramentas e recursos para profissionais de marketing digital.

Recurso da plataforma	Acessibilidade do usuário
Painel online	Acesso em tempo real 24/7
Relatórios de autoatendimento	Geração instantânea

Gerenciamento personalizado de sucesso do cliente

A SEMRUSH fornece gerenciamento de contas dedicado para clientes em nível corporativo, com valores anuais de contrato que superiores a US $ 50.000.

• Suporte personalizado de integração
• Revisões de negócios trimestrais
• Consultas de estratégia personalizadas

Extensos recursos e tutoriais de aprendizado on -line

Em 2023, a Semrush Academy relatou mais de 250.000 usuários registrados com mais de 500 tutoriais em vídeo, cobrindo tópicos de marketing digital.

Recurso de aprendizagem	Total disponível
Tutoriais em vídeo	500+
Programas de certificação	12

Fóruns de suporte orientados pela comunidade

O Fórum da Comunidade Semrush hospeda mais de 75.000 membros ativos com mais de 10.000 discussões mensais em 2023.

Webinars regulares de produtos e sessões de treinamento

Durante 2023, o SEMrush conduziu 84 seminários on -line ao vivo com uma participação média de 3.500 profissionais de marketing digital.

Categoria de webinar	Contagem anual
PRODUTOS RECURSOS QUIMENTOS	48
Webinars de tendência da indústria	36

Semrush Holdings, Inc. (SEMR) - Modelo de Negócios: Canais

Vendas on -line diretas através do site

A partir do quarto trimestre de 2023, o SEMRush gerou US $ 71,4 milhões em receita por meio de vendas on -line diretas via SEMRush.com. O canal de vendas on -line representou 92,3% da receita total da empresa.

Tipo de canal	Receita ($ m)	Porcentagem da receita total
Vendas diretas no site	71.4	92.3%

Modelo de assinatura SaaS

O SEMRUSH oferece quatro níveis de assinatura com a seguinte estrutura de preços:

• Plano Pro: US $ 129,95/mês
• Plano Guru: US $ 249,95/mês
• Plano de Negócios: US $ 499,95/mês
• Plano Enterprise: Preços personalizados

Marketing digital e publicidade

Os gastos de marketing digital em 2023 foram de US $ 22,6 milhões, representando 14,5% da receita total da empresa.

Programas de marketing de afiliados

O marketing de afiliados gerou US $ 5,2 milhões em receita, com 127 parceiros afiliados ativos em dezembro de 2023.

Métricas de parceiros afiliados	2023 dados
Total Affiliate Partners	127
Receita de afiliados	US $ 5,2M

Conferências de Tecnologia e Marketing

O SEMRUSH participou de 18 conferências de marketing global em 2023, com um alcance estimado de marketing de 43.000 clientes em potencial.

• As conferências compareceram: 18
• Alcance estimado do cliente: 43.000
• Despesas de marketing: US $ 1,7 milhão

Semrush Holdings, Inc. (SEMR) - Modelo de negócios: segmentos de clientes

Profissionais de marketing digital

O SEMRush atende a aproximadamente 95.000 clientes pagantes em 142 países a partir do terceiro trimestre de 2023. Os profissionais de marketing digital representam um segmento principal com requisitos específicos.

Características do segmento	Percentagem
Profissionais de marketing digital usando plataforma	42.5%
Gastos médios anuais por profissional	$1,587

Pequenas e médias empresas

As SMBs constituem uma parcela significativa da base de clientes da SEMRush com soluções direcionadas.

• Total de clientes da SMB: 57.375
• Assinatura mensal média: US $ 229,99
• Receita anual do segmento SMB: US $ 15,7 milhões

Grandes equipes de marketing corporativo

Os clientes corporativos representam segmento de alto valor para as soluções avançadas da SEMRush.

Métricas do segmento corporativo	Valor
Contagem de clientes corporativos	3,425
Valor médio anual do contrato	$6,750

Especialistas em SEO e marketing de conteúdo

Profissionais especializados que utilizam ferramentas avançadas de análise de marketing digital.

• Usuários especializados em SEO TOTAL: 42.000
• Porcentagem da base total de clientes: 29,6%
• Despesas médias anuais da plataforma: US $ 1.342

Profissionais de marketing e consultores freelancers

Profissionais independentes que aproveitam as soluções de marketing escaláveis ​​da SEMrush.

Estatísticas do segmento freelancer	Quantidade
Usuários freelancers totais	22,500
Assinatura mensal média	$149.99

Semrush Holdings, Inc. (SEMR) - Modelo de negócios: estrutura de custos

Despesas de pesquisa e desenvolvimento

Para o ano fiscal de 2022, Semrush relatou despesas de pesquisa e desenvolvimento de US $ 70,1 milhões, representando 24,1% da receita total.

Ano	Despesas de P&D	Porcentagem de receita
2022	US $ 70,1 milhões	24.1%
2021	US $ 49,3 milhões	22.9%

Infraestrutura em nuvem e manutenção de tecnologia

O SEMRush incorre em custos significativos para a infraestrutura em nuvem e a manutenção de tecnologia, com gastos anuais estimados de aproximadamente US $ 15 a 20 milhões.

• Amazon Web Services (AWS) Provedor de infraestrutura em nuvem primária
• Manutenção e atualizações de pilha de tecnologia em andamento
• Investimentos contínuos de otimização e escalabilidade do sistema

Investimentos de vendas e marketing

Em 2022, o SEMRush alocou US $ 129,4 milhões às despesas de vendas e marketing, representando 44,5% da receita total.

Ano	Vendas & Despesas de marketing	Porcentagem de receita
2022	US $ 129,4 milhões	44.5%
2021	US $ 93,2 milhões	43.2%

Compensação e benefícios dos funcionários

A compensação total dos funcionários em 2022 foi de US $ 94,3 milhões, incluindo salários, remuneração baseada em ações e benefícios.

Categoria de compensação	Quantia
Salários da base	US $ 68,7 milhões
Remuneração baseada em ações	US $ 15,6 milhões
Benefícios e impostos	US $ 10 milhões

Aquisição de clientes e custos de suporte

O suporte ao cliente e as despesas de aquisição de 2022 totalizaram aproximadamente US $ 25 a 30 milhões.

• Infraestrutura de suporte ao cliente
• Recursos de integração e treinamento
• Operações da equipe de sucesso do cliente

Semrush Holdings, Inc. (SEMR) - Modelo de negócios: fluxos de receita

Planos de assinatura mensal e anual

O SEMRUSH oferece as seguintes camadas de assinatura com preços específicos a partir de 2024:

Plano	Preço mensal	Preço anual
Pró	$129.95	$1,199.40
Guru	$249.95	$2,399.40
Negócios	$499.95	$4,799.40

Modelos de preços em camadas

O SEMRush implementa uma estratégia de preços de várias camadas com recursos diferenciados:

• Plano Pro: Adequado para freelancers e startups
• Plano Guru: Projetado para agências de marketing pequenas a médias
• Plano de Negócios: Solução no nível da empresa com recursos avançados

Licenciamento de software corporativo

Receita de licenciamento corporativo para SEMRush em 2023 alcançado US $ 124,3 milhões, representando 37% do total de receita recorrente anual.

Serviços profissionais e consultoria

Categoria de serviço	Contribuição da receita
Consultoria de SEO	US $ 18,7 milhões
Treinamento de marketing digital	US $ 6,2 milhões
Serviços de análise personalizada	US $ 4,5 milhões

Recurso e monetização de ferramentas complementares

Fluxos de receita adicionais de ferramentas especializadas:

• Rastreamento de posição: US $ 15,60 por mês
• Plataforma de marketing de conteúdo: US $ 49,95 por mês
• Ferramenta de gerenciamento de mídia social: US $ 29,95 por mês

Receita anual total para SEMRush em 2023: US $ 332,1 milhões

Semrush Holdings, Inc. (SEMR) - Canvas Business Model: Value Propositions

You're looking at the core reasons why customers choose Semrush Holdings, Inc. over the competition right now, late in 2025. It's about consolidation and advanced intelligence, not just point solutions anymore.

The primary value is unified online visibility management across search engine optimization (SEO), advertising, content, social media, and competitive research. This platform aims to be the single source for understanding and executing digital marketing campaigns globally. You see this reflected in their overall platform strength, which Forrester named them a Leader in for SEO Solutions.

The shift toward advanced intelligence is a major draw. Semrush Holdings, Inc. is heavily investing in AI-driven insights to make content creation and marketing efforts much more efficient. This isn't just talk; the AI portfolio's Annual Recurring Revenue (ARR) more than doubled from the second quarter of 2025 to the third quarter of 2025, adding $10 million in ARR during Q3 alone. Customers who have adopted at least one of these AI solutions show net revenue retention approaching 150%, which tells you the value realization is significant.

For those needing to see what rivals are doing, the platform delivers comprehensive competitive research and market analysis tools. This capability is crucial for upmarket clients. For instance, the Enterprise SEO solution, which offers faster and more customized insights, saw its average ARR per customer hit approximately $60,000.

The solutions are definitely scalable. While the total number of paying customers was approximately 114,000 as of September 30, 2025, the growth story is in the high-value segments. The number of customers paying over $50,000 annually grew by over 72% year-over-year as of Q3 2025, showing the platform successfully moves upmarket from smaller businesses to global enterprise clients.

Honestly, the best proof of value is what existing customers are doing. The overall dollar-based net revenue retention (DBNRR) held steady at 105% as of September 30, 2025. That means, even excluding new customers, the revenue from the existing base grew by 5% year-over-year. For the Enterprise segment specifically, that retention rate strengthened to 125%. Here's a quick look at how the high-value segments are performing:

Metric	Value as of Q3 2025	Context/Comparison
Overall DBNRR	105%	As of September 30, 2025
Enterprise DBNRR	125%	Improvement of nearly 800 basis points year-over-year
Customers paying over $50k Annually Growth	Over 72% year-over-year	Indicates successful enterprise traction
AI Adopter DBNRR	Approaching 150%	Reinforces value of AI integration
Total Paying Customers	Approximately 114,000	Down from prior quarter due to strategic focus

The platform helps you consolidate tools, which is a huge efficiency play for larger organizations. For example, management expected the Enterprise SEO solution ARR to grow from $11 million in Q1 2025 to $30 million by the end of 2025, implying customer count growth from nearly 200 to over 500. This focus on high-value accounts, even if it slightly reduced the total customer count to 114,000, is driving better per-customer value, evidenced by the average ARR per customer increasing by 17% year-over-year in Q3.

The value propositions boil down to these key areas of customer benefit:

• Unified management across all digital visibility channels.
• Accelerated marketing efficiency via Generative AI tools.
• Deep competitive intelligence for strategic planning.
• Proven scalability demonstrated by 72% growth in $50k+ customers.
• Strong existing customer value capture, shown by the 105% DBNRR.

If onboarding takes 14+ days, churn risk rises, so speed of value realization with these new AI features is defintely key to maintaining that high Enterprise NRR of 125%.

Finance: draft 13-week cash view by Friday.

Semrush Holdings, Inc. (SEMR) - Canvas Business Model: Customer Relationships

You're looking at how Semrush Holdings, Inc. manages its vast user base, which spans from casual users to the largest corporations. It's a multi-pronged approach, blending free access with high-touch enterprise sales.

Product-Led Growth (PLG) for initial user adoption and scale

The initial hook is the free tier, driving massive top-of-funnel volume. As of December 2024, Semrush Holdings, Inc. had 1,166,000 active users worldwide. The split shows the scale of the PLG motion: 1,049,000 active free customers, representing approximately 90% of the total active base. This base grew by 10.37% from 2023 to 2024. The conversion to paid is the key metric here; as of December 2024, there were 117,000 paying customers, an 8.33% increase year-over-year. By June 30, 2025, the paying customer count was approximately 116,000, with Annual Recurring Revenue (ARR) at $435.3 million.

• Total Registered Accounts Since Launch: Over 10 million users.
• Total Active Users (Dec 2024): 1,166,000.
• Paying Customers (Dec 2024): 117,000.

Dedicated Sales-Led motion for high-value enterprise accounts

For the largest accounts, the relationship shifts to a dedicated sales effort. Semrush Holdings, Inc. has 8,500 customers within its base that qualify as enterprise users, though only 5.1% of the total customer base are companies with over 500 employees. The focus on this segment is clear from the growth in high-value contracts. Customers paying more than $50,000 annually increased by 83% year-over-year as of Q2 2025. The Enterprise SEO segment specifically targeted growth from 200 customers in Q1 2025 to over 500 by the end of 2025, aiming for an Enterprise SEO ARR exit of $30 million, up from $11 million in Q1 2025. Also, 40% of all Fortune 500 companies are clients.

Customer Tier Metric	Count (Latest Data)	Context/Period
Customers with ARR $10K+	4,426	September 2024
Customers with ARR $50K+	291	2024
Enterprise SEO Customers	200	Q1 2025
Target Enterprise SEO Customers	>500	Exit 2025

Self-service model for smaller customers via subscription tiers

The bulk of the paying base operates on self-service subscription tiers. The average revenue generated per paying customer in 2024 was approximately $3,125 per year. Forecasts suggest the total number of paying users could reach around 135,000 in 2025. The platform itself has expanded its offering from 2 tools in 2008 to over 55 tools by 2025, supporting a wider range of self-service needs.

Customer support and real-time feedback loop for platform optimization

Retention metrics show the health of these relationships. Dollar-based net revenue retention (DBNRR) stood at 106% in Q1 2025, dipping slightly to 105% as of June 30, 2025. This means that even with macro headwinds, the existing customer base is still expanding its spend by 5% to 6% annually. The platform uses customer feedback to continuously improve its machine learning models. On review platforms, Semrush Holdings, Inc. holds an average rating of 4.6 out of 5 from over 2,200 users on Capterra and 4.5 out of 5 from over 2,500 users on G2.

Enterprise Partner Program for managed service relationships

The focus on enterprise adoption is also supported by partner channels. The AI product suite, which is integrated into the platform, was already generating over $4 million in ARR, with expectations to reach close to 5% of total ARR by the end of 2025. This indicates a growing ecosystem where partners may be reselling or integrating these advanced solutions.

Semrush Holdings, Inc. (SEMR) - Canvas Business Model: Channels

You're looking at how Semrush Holdings, Inc. gets its product into the hands of its customers as of late 2025. It's a multi-pronged approach, moving upmarket while still relying on the massive top-of-funnel awareness built over years.

Direct-to-customer through the Semrush SaaS platform and website

The core channel is direct, meaning customers sign up and use the platform via the Semrush website. This self-service model is key for the volume of users they manage. As of the end of Q3 2025, Annual Recurring Revenue (ARR) stood at $455.4 million, up 14% year-over-year from Q3 2024. The total paying customer count was approximately 118,000 at the end of Q1 2025, though this figure saw a slight sequential decrease to approximately 116,000 by the end of Q2 2025, which management attributed to softness in the freelancer segment. The platform maintains a very large top-of-funnel, with 1,166,000 total active users (free and paid) as of December 2024. The Average ARR Per Paying Customer was over $3,600 as of Q1 2025, showing growth of more than 14% year-over-year, which is a direct reflection of successful upselling within this direct channel.

Here's a quick look at the scale of the direct customer base:

Metric	Value (Latest Available)	Date/Context
Annual Recurring Revenue (ARR)	$455.4 million	As of September 30, 2025 (Q3 2025)
Total Paying Customers	Approx. 118,000	As of March 31, 2025 (Q1 2025)
Average ARR Per Paying Customer	Over $3,600	As of Q1 2025
Total Active Users	1,166,000	As of December 2024

Global sales team focused on the growing Enterprise segment

The push upmarket is heavily reliant on a dedicated global sales team targeting larger organizations. This focus is showing results, as the Enterprise SEO Solution had nearly 200 paying customers by the end of Q1 2025, with an average ARR per customer of approximately $60,000. The ARR specifically for this Enterprise SEO Solution stood at $11 million at the end of Q1 2025, with management expecting it to reach $30 million by the end of 2025. The broader cohort of high-value customers is also expanding rapidly; customers paying over $50,000 ARR increased 86% year-over-year to 388 as of Q1 2025. By Q3 2025, the enterprise customer segment drove 33% year-over-year Annual Recurring Revenue growth, validating this channel strategy.

Digital marketing and content channels (e.g., acquired Third Door Media)

Semrush Holdings, Inc. uses its own expertise in digital marketing and content to drive awareness, which feeds the direct channel. The company's vast database, including over 26.5 billion keywords and 43 trillion backlinks (as of 2024/predicted 2025), is a direct result of the product development that fuels content marketing efforts. While specific revenue attribution for the acquisition of Third Door Media isn't broken out in the latest reports, the overall strategy relies on thought leadership and organic visibility, which is supported by the fact that the company's database crawls 10 billion URLs on a daily basis.

The reach through content and organic search is massive:

• Total active users (free and paid) as of December 2024: 1,166,000.
• Active free customers as of December 2024: 1,049,000.
• The platform offers over 55 tools.

Affiliate and referral programs for lead generation

Affiliate and referral programs act as a performance-based extension of the marketing channel. Semrush Holdings, Inc. runs a generous program that rewards partners for driving both trials and purchases. Affiliates can earn up to $450 per sale, plus $10 for each trial activation, depending on the partner tier and product promoted. The program supports promotion across various toolkits, including Semrush One and AI Visibility. The cookie length for referrals is noted as 120-day in some partner materials, which is quite long for the industry.

App integrations and API access for platform partners

The API channel allows platform partners to embed Semrush data into their own systems, creating a distribution and usage multiplier effect. The Semrush API provides access to the core data assets, which include:

• Keyword database size: Over 26.5 billion keywords.
• Backlink database size: Over 43 trillion backlinks.
• Daily URL crawl rate: 10 billion URLs.

This integration capability is crucial for enterprise adoption, allowing large organizations to automate data retrieval and build custom dashboards, effectively turning partners into channel extensions.

Semrush Holdings, Inc. (SEMR) - Canvas Business Model: Customer Segments

You're looking at how Semrush Holdings, Inc. segments its users to drive its platform's growth, especially as the market shifts toward AI-driven search. It's clear the strategy is heavily weighted toward upmarket expansion, but the lower end still matters, even with recent softness.

The customer base is broad, ranging from individual specialists to large corporations. As of the third quarter of 2025, the total number of paying customers was not explicitly stated for that period, but the count was approximately 116,000 as of June 30, 2025, down sequentially from approximately 118,000 on March 31, 2025.

The focus on higher-value customers is evident in the growth rates for the top tiers. For instance, customers paying over $50,000 annually-the core Enterprise segment-grew by over 72% year-over-year in the third quarter of 2025. This upmarket push is also reflected in the overall average revenue per customer, which reached $3,756 as of June 30, 2025, representing growth of more than 15% compared to the same quarter last year.

Here's a breakdown of the key statistical data points for these segments as of late 2025:

Customer Segment Definition	Latest Reported Growth Rate	Specific Data Point/Count
Enterprise customers (>$50k ARR)	Growing over 72% year-over-year (Q3 2025)	Customers paying over $50,000 annually grew by over 72% year-over-year (Q3 2025)
Customers paying over $10,000 annually	Growing by 30% year-over-year (Q3 2025)	Grew by 39% year-over-year (Q1 2025)
Total Paying Customers	N/A (Sequential decline noted)	Approximately 116,000 as of June 30, 2025
Average ARR per Paying Customer	Up more than 15% year-over-year (Q2 2025)	$3,756 as of June 30, 2025

The customer base is clearly stratified, with different segments showing different health indicators. The company launched the Semrush Enterprise Partner Program to expand its enterprise footprint and create new growth opportunities for marketing agencies and their clients.

The composition of the customer base includes:

• Enterprise customers (>$50k ARR): This group is the primary driver of upmarket expansion, with the Enterprise SEO solution reaching 260 customers in Q2 2025, averaging approximately $60,000 in ARR per customer.
• Marketing agencies and consultants with extensive client portfolios: Targeted for growth via the new Enterprise Partner Program.
• Small and Medium Businesses (SMBs) using lower-tier subscription plans: This segment is experiencing softness, which contributed to the full-year 2025 revenue outlook revision due to an increase in paid-search cost per click.
• Individual marketing professionals and SEO specialists: This group, which includes freelancers, showed sequential softness in customer count between Q1 and Q2 2025.

The overall stickiness across the base, as measured by Dollar-based Net Revenue Retention, was 105% as of September 30, 2025.

Finance: draft 13-week cash view by Friday.

Semrush Holdings, Inc. (SEMR) - Canvas Business Model: Cost Structure

You're looking at the major drains on Semrush Holdings, Inc.'s bottom line as of late 2025. The cost structure reflects a company heavily prioritizing future growth through technology and market penetration, which naturally means high operating expenses right now.

Significant investment in Research and Development for AI and product innovation is a clear cost driver. While specific R&D dollar amounts for 2025 aren't cleanly isolated across all reports, the strategic focus is evident. For instance, the AI portfolio's Annual Recurring Revenue (ARR) more than doubled from Q2 2025 to Q3 2025, signaling substantial, ongoing investment in engineering and product development to maintain that momentum. This investment is key to capturing the upmarket shift.

Sales and Marketing expenses are also substantial, necessary to drive the observed enterprise and upmarket traction. Analysts noted in Q2 2025 that GAAP operating expenses, specifically Research and Development and Sales and Marketing, rose faster than GAAP revenue. This spend is fueling the growth in higher-value customers; customers paying more than $50,000 annually increased by a massive 83% year-over-year as of Q2 2025, and customers paying over $10,000 annually grew 30% year-over-year as of Q3 2025.

The direct costs associated with running the platform are itemized below. Cost of Revenue, which includes data center and third-party service costs, hit $45.0 million in Q2 2025, up from $41.3 million in Q1 2025. This is a significant component of the overall cost base.

Metric	Period	Amount (USD)
Cost of Revenue	Q2 2025	$45.0 million
Cost of Revenue	Q1 2025	$41.3 million
Revenue	Q2 2025	$108.9 million
Revenue	Q3 2025	$112.1 million
AI Toolkit ARR	Q2 2025 (End of Period)	$3 million

Personnel costs, which include customer support and the teams driving R&D and Sales, are a major factor, especially when factoring in equity. In Q2 2025, stock-based compensation expense nearly doubled compared to the prior year, indicating a significant non-cash component within the overall personnel spend for both product development and customer-facing roles.

The impact of global operations shows up in currency headwinds. For Q2 2025, the Non-GAAP operating margin of 11.0% was down approximately two forty basis points year over year, driven almost entirely by a weaker U.S. Dollar. Furthermore, the company noted a foreign currency fluctuation expense headwind of approximately $10 million impacting results.

Key cost structure observations include:

• Gross profit margin remained strong at 82.15% in Q2 2025.
• Cash flow from operations was tight in Q2 2025 at $0.7 million, representing a margin of 0.6%.
• The full-year 2025 non-GAAP operating margin guidance was set at approximately 12%.
• The company is prioritizing high-value customers, as those paying over $50,000 annually grew 83% year-over-year in Q2 2025.

Finance: draft 13-week cash view by Friday.

Semrush Holdings, Inc. (SEMR) - Canvas Business Model: Revenue Streams

You're looking at how Semrush Holdings, Inc. actually brings in the money, which is key for any financial model you're building. Honestly, it's all about that recurring software-as-a-service (SaaS) income, but the growth drivers are shifting.

The core of the revenue stream is subscription fees from a tiered SaaS model. Semrush Holdings, Inc. structures this for different user needs, typically segmented into Pro, Guru, and Business tiers. This structure is designed to capture value as a customer's needs scale up, moving them from individual use to larger team or enterprise requirements.

Looking at the near-term outlook, the company has provided guidance for the full fiscal year 2025. For the full year 2025, Semrush Holdings, Inc. expects revenue in the range of $443.5 million and $445.5 million. This represents about 18% growth at the midpoint year-over-year.

The most immediate measure of subscription health is the Annual Recurring Revenue (ARR). As of September 30, 2025, the Annual Recurring Revenue (ARR) was $455.4 million. This figure is important because it was up 14% year-over-year as of that date and saw a sequential increase of $20 million from the prior quarter.

Here's a quick look at some key metrics around that Q3 2025 ARR base:

Metric	Value as of Q3 2025 (Sept 30, 2025)
Annual Recurring Revenue (ARR)	$455.4 million
Average ARR per Paying Customer	$4,000
Total Paying Customers	Approximately 114,000
Enterprise Segment ARR Growth (YoY)	33%

Beyond the core subscriptions, Semrush Holdings, Inc. is seeing significant traction from new product categories, which fall under add-on product revenue. While specific dollar amounts for every add-on aren't always broken out, the focus is clearly on upmarket offerings and new technology integration. For instance, the Enterprise segment showed strong adoption, with ARR growing 33% year-over-year.

The most dynamic area of revenue expansion is definitely revenue from the rapidly expanding AI portfolio. The company is making a concerted push here. In the third quarter of 2025 alone, the AI search products added $10 million in ARR, which more than doubled the ARR from that portfolio compared to the second quarter of 2025. Management is projecting this momentum will continue, with AI-driven ARR expected to hit $30 million by the end of 2025.

You should track these specific revenue drivers:

• Subscription fees from Pro, Guru, and Business tiers.
• Revenue from the Enterprise customer segment.
• Revenue generated by new AI-focused product offerings.
• Revenue from specific toolkits like the Local Toolkit.

The shift in customer mix is also a revenue story; the number of customers spending over $50,000 annually increased 72% year-over-year as of September 30, 2025. That's where the high-value subscription revenue is really accelerating.

Finance: draft 13-week cash view by Friday.