Fiverr International Ltd. (FVRR) Q4 2025 Earnings Call Transcript
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Overview
The earnings call summary presents a mixed picture. While there is optimism with AI initiatives and a focus on high-value projects, concerns arise from declining revenue in the lower end, potential short-term margin pressures, and management's unclear responses about revenue decline. The raised EBITDA guidance and commitment to long-term margins are positives, but the lack of clear guidance on revenue trends tempers enthusiasm. Overall, the sentiment is neutral, reflecting both positive strategic initiatives and concerns about revenue and margin pressures.
Key Financial Performance
Revenue Revenue grew 10%, accelerating from 8% in 2024.
Adjusted EBITDA Adjusted EBITDA reached $92 million, up 23% year-over-year with a 21% margin.
Spend per buyer Spend per buyer increased 13% year-over-year, accelerating from 9% in 2024.
Buyers spending over $10,000 annually Buyers spending over $10,000 annually grew 7%.
GMV from projects over $1,000 GMV from projects over $1,000 increased 23%.
Fourth quarter revenue Fourth quarter revenue was $107.2 million, up 3% year-over-year.
Adjusted EBITDA for Q4 Adjusted EBITDA for Q4 was $26.5 million, representing an adjusted EBITDA margin of 25%, an improvement of 470 basis points from a year earlier.
Free cash flow in Q4 Free cash flow in Q4 was $21.8 million.
Convertible note repayment A convertible note with a principal amount of $460 million was fully repaid during Q4 '25.
Marketplace revenue in Q4 Marketplace revenue in Q4 was $71.5 million, driven by 3.1 million active buyers, $342 in spend per buyer and a 27.7% marketplace take rate.
GMV from transactions over $1,000 in Q4 GMV from transactions over $1,000 grew 22.8% year-over-year in Q4.
Services revenue in Q4 Services revenue in Q4 was $35.6 million, representing year-over-year growth of 18% and accounting for 33% of total revenue in Q4.
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Operating Highlights
Dynamic Matching and Managed Services: These products are enabling Fiverr to expand into larger, more complex projects and drive sustainable wallet share growth.
AI-native work: Fiverr is partnering with AI model safety companies and enterprises to build AI workflows and automation, such as streamlining workflows across Salesforce and Jira, reducing deployment time by 90%.
High-value projects: Projects over $1,000 represent less than 15% of marketplace GMV but are growing 23% year-over-year.
AI-enabled economy: Fiverr is focusing on AI-native work and complex orchestrated engagements, reflecting growing demand for scalable, always-on creative production powered by global talent.
Revenue Growth: Revenue grew 10% in 2025, accelerating from 8% in 2024.
Spend per Buyer: Increased 13% year-over-year, accelerating from 9% in 2024.
Operational Restructuring: Fiverr initiated a company-wide restructuring to accelerate its shift to an AI-native talent platform.
Transformation into AI-native platform: Fiverr is making foundational investments in data infrastructure, back-end systems, and product experience to evolve into a fully AI-native talent platform.
Leadership Changes: Esti will assume the CFO role, and Jinjin will take on the Chief Business Officer role, overseeing revenue, talent, fulfillment, and business operations.
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Risk or Challenges
Broader softness in SMB sentiment and muted freelancer hiring demand: The company is experiencing challenges in the marketplace segment due to a decline in small and medium-sized business (SMB) sentiment and reduced demand for freelancer hiring. This could impact revenue growth and marketplace activity.
Elevated volatility in marketplace revenue: The company anticipates increased volatility in marketplace revenue in 2026 as it shifts focus from low-end transactions to high-value and AI-native work. This transition may lead to short-term revenue fluctuations.
Transformational investments impacting profitability: The company plans to invest heavily in data infrastructure, matching technology, and product experience to support its transformation into an AI-native talent platform. These investments are expected to reduce adjusted EBITDA margins by approximately 200 basis points in 2026.
Dependence on high-value work growth: The company is prioritizing high-value work, such as projects over $1,000, which currently represent a small portion of marketplace GMV. Failure to scale this segment could hinder long-term growth objectives.
Uncertainty in revenue guidance: The company has provided a wider-than-normal revenue guidance range for 2026 due to elevated uncertainty from its transformational plan and evolving market conditions. This reflects potential risks in achieving revenue targets.
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Guidance & Outlook
Revenue Projections for 2026: Revenue is expected to be in the range of $380 million to $420 million, representing year-over-year growth of negative 12% to negative 3%.
Adjusted EBITDA for 2026: Expected to be in the range of $60 million to $80 million, representing an adjusted EBITDA margin of 18% at the midpoint.
Revenue Guidance for Q1 2026: Revenue is expected to be between $100 million and $108 million, representing year-over-year growth of negative 7% to 1%.
Adjusted EBITDA for Q1 2026: Expected to be $19 million to $23 million, representing an adjusted EBITDA margin of 20% at the midpoint.
Market Trends and Strategic Focus: Fiverr is focusing on high-value work and AI-native workflows, deprioritizing low-end transactions. Projects over $1,000 are growing at 23% year-over-year and are expected to become a larger portion of the business.
Transformational Investments: Fiverr is making foundational investments in data infrastructure, matching technology, and product experience to strengthen its high-end talent flywheel. These investments are expected to impact adjusted EBITDA by approximately 200 basis points in 2026.
Long-Term Growth Expectations: 2026 is described as a transformational year, positioning Fiverr for accelerated growth in 2027 and beyond.
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Shareholder Return Plan
Dividend Program: No specific mention of a dividend program or related metrics in the transcript.
Share Buyback Program: The company continues to execute its buyback program in a balanced manner. As of December 31, 2025, $67.5 million remains on the current authorization.
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Key Q&A
Q:Micha, you talked about an execution plan around matching product, go-to-market, and operations. How do you see these investments in the four core areas unfolding? Do you have more work to do on the product before investing in enterprise go-to-market?
A:The focus is on deprioritizing low-end, low-value transactions and investing in high-end, high-skilled, larger-scope projects, which currently contribute less than 15% of revenues but are expected to drive GMV growth by 2026. The platform, built over 16 years, needs updates to align with new realities, including nuanced matching needs, AI agents, and sophisticated fulfillment capabilities. The go-to-market strategy will expand to high-value projects and AI-native use cases, leveraging Fiverr's extensive talent pool.
Q:What are you looking for in M&A or overall capital allocation?
A:The company has $300 million in cash, which is expected to grow. They are disciplined in utilizing cash for tuck-ins and large transactions, focusing on supporting high-end and flywheel growth.
Q:How will the deprioritization of the lower end manifest in financials as the year progresses? Will it impact OpEx or create volatility?
A:The deprioritization aims to direct resources toward growing the high-end segment, which has shown significant growth. The low-end segment, impacted by AI solutions, is declining and expected to continue. The company is committed to financial discipline, protecting the core business to maintain structural profitability above 20%.
Q:How should we expect the margin profile of the company to look after Fiverr Forward? Will it be a higher-margin company? How does Fiverr Go fit into this?
A:Short-term EBITDA margins will be lower due to increased R&D investments, but long-term EBITDA is expected to return to 25%. Gross margins will remain stable. Fiverr Go's functionalities are being integrated into the main product to enhance buyer-seller communication and matching capabilities, rather than being a standalone product.
Q:Is the restructuring having a bigger impact on revenue in 2026 than previously thought? How should we think about OpEx growth in 2026?
A:The restructuring is not impacting revenue but reflects ongoing marketplace trends, with low-end segments declining and high-end segments growing. The core business is expected to maintain a 20%+ margin, with a 2 percentage point impact from transformational investments. FX headwinds have added over $10 million to EBITDA guidance for the year.
Q:Are you expecting high-value work to reach a majority of the marketplace by 2027? When will the majority of the marketplace be high-end work?
A:High-value work will continue to grow and become a larger portion of the marketplace, driving GMV growth even before it becomes the majority. Signals of this growth are expected over the coming quarters.
Q:What structural changes are being made to the enterprise offering or approach? What is the measurable sign of progress for AI-native distribution channels?
A:The enterprise offering includes partnerships with AI model safety companies and white-label solutions for AI workflow automation. Progress in AI-native distribution channels is based on proof of concepts with AI model companies and enterprises, which could become strong growth contributors.
Q:Are there any products or services you will stop selling to the lower end of the market? Why do you expect revenue to decline more in the back half of the year?
A:No products or services will be discontinued, but optimization efforts will focus on high-end projects. Revenue decline is attributed to ongoing trends, such as declines in simple services like basic programming and writing, which are impacted by AI solutions.
Q:Why does the rest of the year step down from Q1 in terms of revenue? What is the free cash flow outlook for 2026?
A:The step-down reflects Q4 trends and transformation-related uncertainty, leading to a wider guidance range. Free cash flow will largely follow EBITDA, with a midpoint EBITDA of 18% and a 2 percentage point impact from restructuring investments.
Q:What products and functionalities are needed to enable recurring work? How do you prioritize buybacks versus M&A?
A:Recurring work requires upgraded data infrastructure, matching algorithms, and fulfillment cycle quality. Capital allocation balances growth investments with buybacks, with $67.5 million remaining in buyback authorization, while remaining opportunistic on M&A.
Q:Why doesn't new business formation growth align with parts of your business? How should SMB as a percentage of GMV change?
A:New business formation impacts only a small part of the catalog focused on early-stage companies, so the correlation is limited. SMB's share of GMV is not expected to change significantly.
Q:Where is the heaviest lift in transitioning to high-value work? How will the mix between marketplace and value-added services evolve?
A:The focus is on data infrastructure, matching algorithms, and customer satisfaction. Talent supply is sufficient, and go-to-market efforts will expand to AI-native channels and enterprise partnerships. Services revenue will grow more moderately in the short term but has a long-term growth runway.
Q:Review of Unclear Management Responses
A:Management avoided directly addressing why revenue is expected to decline more in the back half of the year, providing only general trends and transformation-related uncertainty as explanations.
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Earnings Word Cloud
The most frequently occurring keywords in this quarter's earning call
AI agent
AI distribution
AI economy
AI engineering
AI labor
AI loop
AI market
AI model
AI month
AI talent
AI workflow
CFO
ambition
business talent
capability
collaboration
context
domain
enterprise AI
expertise
fulfillment
hiring
infrastructure
knowledge
layer
matching
milestone
moment
orchestration
outcome
plan
product experience
production
quality
restructuring
role
system
talent Fiverr
transformation
trust
value work
velocity
week
work talent
FVRR Transcript
Fiverr International Ltd. (FVRR) Q4 2025 Earnings Call Transcript
Unknown2-18
The earnings call summary presents a mixed picture. While there is optimism with AI initiatives and a focus on high-value projects, concerns arise from declining revenue in the lower end, potential short-term margin pressures, and management's unclear responses about revenue decline. The raised EBITDA guidance and commitment to long-term margins are positives, but the lack of clear guidance on revenue trends tempers enthusiasm. Overall, the sentiment is neutral, reflecting both positive strategic initiatives and concerns about revenue and margin pressures.
Fiverr International Ltd. (FVRR) Q3 2025 Earnings Call Transcript
Positive11-5
The earnings call highlights robust growth in services revenue, a strong performance in the Programming and Tech vertical, and strategic AI-driven initiatives. Despite flat GMV trends, the company's focus on larger projects and AI integration is promising. The management's confidence in AI driving future growth, alongside a significant increase in spend per buyer, suggests optimism. However, the wide guidance range due to macroeconomic conditions tempers expectations slightly. Overall, the positive aspects outweigh the negatives, projecting a positive stock price movement.
Fiverr International Ltd. (FVRR) Q2 2025 Earnings Call Transcript
Positive7-30
The earnings call summary indicates strong financial performance, with growth in both Marketplace and Services segments, particularly in AI-related services. The improved EBITDA margin and free cash flow are positive signs. The Q&A section reveals optimism about future growth through AI and upmarket strategies, despite some uncertainties. The guidance for revenue and EBITDA growth is also positive, suggesting confidence in achieving targets. Overall, the strong financial metrics, optimistic guidance, and strategic focus on AI and upmarket efforts suggest a positive stock price reaction.
Fiverr International Ltd. (FVRR) Presents at Annual JPMorgan Global Technology, Media and Communications Conference (Transcript)
Neutral5-13
FVRR Report
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