Klaviyo, Inc. (KVYO) Q4 2025 Earnings Call Transcript
Access earnings results, analyst expectations, report, slides, earnings call, and transcript.
Overview
The earnings call summary and Q&A indicate strong financial performance, with impressive growth in high-value customers and free cash flow. Despite some uncertainty in service contribution, the company’s strategic partnerships and AI-driven efficiencies are promising. The raised guidance and positive market sentiment, coupled with strong product adoption, suggest a positive stock price movement. The absence of a market cap prevents a precise prediction, but overall, the sentiment leans towards a positive outlook.
Key Financial Performance
Revenue Revenue grew by 32% year-over-year to $1.2 billion. Reasons for the increase include strong momentum across the business, particularly in the enterprise customer base and international markets.
Non-GAAP Operating Margin Non-GAAP operating margin was 14%, reflecting operational efficiency and growth in revenue.
Customer Base The company now serves more than 193,000 customers in over 100 countries, with significant growth in enterprise customers and international markets.
GMV Growth for Top Customers The 10,000 largest customers grew their revenue (GMV) by 11% year-over-year, approximately double the broader market's growth.
Klaviyo Attributed Value (KAV) KAV outpaced business revenue in Q4, highlighting the value of the platform in driving consumer engagement and revenue.
AI-Generated Campaigns More than half of campaigns created using Marketing Agent are now AI-generated, with some campaigns performing better than manually created ones. For example, Adore Beauty saw a 50% increase in open rates and a 40% growth in revenue per campaign.
Customer Agent Performance Customer Agent increased resolution rates by 20 points and monthly resolution volume by over 50% since Black Friday, Cyber Monday. LifeStraw achieved a 111% increase in AI-generated sales and a 100% increase in average order value.
International Revenue Growth International revenue grew by 42% year-over-year, driven by strong performance in markets like Italy, Spain, and Portugal.
ARR from Large Customers Customers contributing more than $50,000 in ARR grew by 37% year-over-year, with the number of such customers reaching 3,912.
Non-GAAP Gross Margin Non-GAAP gross margin was 73% in Q4, reflecting efficiency in infrastructure and operational scale.
Free Cash Flow Free cash flow surged 61% year-over-year to $87 million, driven by strong operating income and record collections.
NRR (Net Revenue Retention) NRR reached 110%, expanding by more than 200 basis points year-over-year, driven by expanded usage of products and cross-sell opportunities.
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Operating Highlights
Autonomous B2C CRM: Klaviyo introduced an autonomous B2C CRM platform that integrates customer data, marketing messaging, and AI-driven agents to autonomously create, deliver, and optimize customer experiences.
AI-driven Marketing Agent: More than half of campaigns created by customers using the Marketing Agent are now AI-generated, with improved performance and reduced time to launch.
Customer Agent: The Customer Agent has increased resolution rates by 20 points and monthly resolution volume by over 50%, with examples like LifeStraw achieving a 111% increase in AI-generated sales.
International Expansion: Revenue outside the Americas now represents more than 1/3 of the business, with strong growth in markets like Italy, Spain, and Portugal.
Enterprise Growth: The number of customers generating at least $1 million of ARR doubled last year, with significant enterprise wins like Proper Hotels and Cymbiotika.
Revenue Growth: Revenue grew by 32% year-over-year to $1.2 billion, with Q4 revenue reaching $350 million, up 30% year-over-year.
Profitability: Non-GAAP operating income for the year was $169 million, with a 14% operating margin, and free cash flow surged 61% year-over-year to $87 million in Q4.
AI Integration: AI is embedded into Klaviyo's infrastructure, improving internal productivity and enabling faster development cycles without proportional headcount growth.
AI and Autonomous Experiences: Klaviyo is positioning itself as a leader in autonomous customer engagement, leveraging AI to drive personalized, real-time interactions.
Enterprise Focus: The company is focusing on enterprise customers by aligning product, sales, and engineering teams and expanding its partner network, including a new partnership with Accenture.
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Risk or Challenges
Regulatory Risks: The commentary includes forward-looking statements subject to risks, uncertainties, and assumptions. These risks could materially affect the company's financial results, as described in their SEC filings.
Competitive Pressures: The company faces competition in the B2C CRM market, particularly as enterprises seek unified platforms for customer engagement. Competitors with similar AI-driven capabilities could challenge Klaviyo's market position.
Economic Uncertainties: The company's growth is tied to customer spending and engagement, which could be impacted by broader economic conditions or downturns, potentially affecting revenue growth.
Supply Chain and Operational Risks: The company relies on its infrastructure to deliver real-time data and AI-driven customer engagement. Any disruptions in this infrastructure could impact service delivery and customer satisfaction.
Strategic Execution Risks: The company is expanding its product offerings and entering new markets, including international regions. Failure to execute these strategies effectively could hinder growth and profitability.
Customer Dependency: The company's revenue model is based on customer usage and engagement. A decline in customer activity or satisfaction could directly impact financial performance.
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Guidance & Outlook
Revenue Growth: Klaviyo projects revenue between $1.501 billion and $1.509 billion for fiscal year 2026, representing 21.5% to 22.5% year-on-year growth. Q1 revenue is expected to be between $346 million and $350 million, reflecting 23.5% to 25% growth.
Operating Income and Margins: Non-GAAP operating income for fiscal year 2026 is projected to be between $218 million and $224 million, with a non-GAAP operating margin of approximately 14.5% to 15%. For Q1, non-GAAP operating income is expected to be $50 million to $53 million, with a margin of 14.5% to 15%.
Product and AI Innovations: The 2026 outlook assumes minimal revenue contribution from new AI and service products, which are considered embedded upside. These innovations are expected to reinforce the durability of Klaviyo's growth runway.
Seasonality and Revenue Weighting: Revenue for 2026 is expected to be weighted towards the second half of the year due to seasonality and product ramps. Operating income will follow a similar cadence as 2025.
International Growth: International revenue growth accelerated to 42% in 2025, with revenue outside the Americas now representing more than one-third of the business. This trend is expected to continue into 2026.
Enterprise and Mid-Market Expansion: Klaviyo has its largest enterprise pipeline ever, with a focus on verticals and geographies. The number of customers generating at least $1 million of ARR doubled last year, and the company is expanding its partner network and leadership to capture this demand.
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Shareholder Return Plan
The selected topic was not discussed during the call.
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Key Q&A
Q:What was the impact from the portfolio enforcement change in the quarter?
A:Amanda Whalen explained that the portfolio enforcement change had the smallest impact among the three drivers of NRR. The largest driver was the growing usage of the platform across email and SMS products, followed by increasing cross-sell of text messaging and newer products like marketing analytics and service. The portfolio enforcement change contributed minimally.
Q:How did SMS perform in the quarter versus expectations?
A:Andrew Bialecki stated that SMS performed very strongly, with a transition from SMS to RCS enabling better experiences like branded accounts, richer media, and actions directly from text messages. WhatsApp was also launched, showing similar success internationally. Customer Agent integration into text messaging and WhatsApp is driving adoption and usage.
Q:Can you provide more visibility into adoption and engagement trends by cohort for the service opportunity?
A:Andrew Bialecki noted adoption across all cohorts, from SMB to enterprise, with examples like a high-end fashion brand using Customer Agent to close sales autonomously. Amanda Whalen added that minimal contribution from service is built into the guidance, with service adoption seen as embedded upside in the model.
Q:What is the limiting factor to an LLM or AI-native company replicating Klaviyo's proprietary context?
A:Andrew Bialecki highlighted Klaviyo's unique data set (trillions of data points and signals) and infrastructure designed for real-time use cases as key differentiators. The combination of data and infrastructure makes it difficult for others to replicate Klaviyo's capabilities.
Q:How does Chano Fernandez's background in enterprise fit with Klaviyo's SMB focus?
A:Chano Fernandez emphasized his experience in scaling enterprise businesses and operational strength. He is focusing on AI-driven productivity gains, operational alignment, and enterprise readiness while maintaining Klaviyo's core SMB business.
Q:What is the significance of the Accenture partnership?
A:Andrew Bialecki and Chano Fernandez explained that Accenture sees Klaviyo as a partner for AI-powered marketing and service reinvention. The partnership is expected to help Klaviyo move upmarket into enterprise while maintaining its SMB focus.
Q:How does Klaviyo ensure that marketers recognize its value when interfacing through tools like ChatGPT?
A:Andrew Bialecki stated that Klaviyo's infrastructure and ROI are key differentiators. Customers value the increased engagement and revenue driven by Klaviyo's capabilities, and AI is making it cheaper and faster to execute marketing campaigns.
Q:What led to the slowdown in OpEx growth, particularly in R&D?
A:Andrew Bialecki attributed the slowdown to AI-driven efficiencies, allowing faster development and enabling non-engineers to contribute to engineering tasks. Amanda Whalen added that Klaviyo is focused on high-return investments while expanding profitability.
Q:How is Klaviyo structuring and incentivizing go-to-market efforts this year?
A:Chano Fernandez is focusing on execution, rigor, and discipline in go-to-market efforts, aligning incentives with customer outcomes. Amanda Whalen noted that investments are focused on strong unit economics and are baked into the outlook for expanding operating margins.
Q:What are the adoption trends for Klaviyo's customer and marketing agents?
A:Andrew Bialecki reported rapid adoption, with customers increasingly relying on agents for marketing and customer service. Examples include autonomous resolutions and multilingual campaign generation. Chano Fernandez added data points showing significant adoption and success rates.
Q:What drove the strong large customer adds this quarter?
A:Chano Fernandez attributed the growth to net new lands, improved pipeline qualification, and execution. He highlighted international expansion and partnerships with firms like Accenture as contributing factors.
Q:Review of Unclear Management Responses
A:Management avoided providing specific metrics or percentages for the adoption of customer and marketing agents, instead offering qualitative insights and examples. Additionally, they did not provide detailed breakdowns of service contribution to the fiscal 2026 guide, citing it as embedded upside.
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Earnings Word Cloud
The most frequently occurring keywords in this quarter's earning call
AI consumer
AI quality
Agent Customer
Agent customer
BC CRM
Co CEO
Customer Agent
LifeStraw
Marketing Agent
agent layer
agent model
consumer business
consumer profile
context system
customer context
customer engagement
customer interaction
database
decision customer
ecosystem customer
era customer
experience BC
experience interaction
expertise
foundation
hundred thousand
incentive
increase
interaction consumer
marketing customer
message experience
momentum
outcome
output
question issue
resolution
service customer
system context
transaction
trillion
world
KVYO Transcript
Klaviyo, Inc. (KVYO) Q4 2025 Earnings Call Transcript
Positive2-11
The earnings call summary and Q&A indicate strong financial performance, with impressive growth in high-value customers and free cash flow. Despite some uncertainty in service contribution, the company’s strategic partnerships and AI-driven efficiencies are promising. The raised guidance and positive market sentiment, coupled with strong product adoption, suggest a positive stock price movement. The absence of a market cap prevents a precise prediction, but overall, the sentiment leans towards a positive outlook.
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Neutral12-10
Klaviyo, Inc. (KVYO) Q3 2025 Earnings Call Transcript
Positive11-6
The earnings call summary indicates strong financial performance, with raised revenue guidance and significant international growth. Product development is focused on AI-driven solutions, enhancing customer engagement. The Q&A session highlighted confidence in future growth, with strategic partnerships and successful product lines. Despite some uncertainty in management's responses, the overall sentiment is positive, supported by optimistic guidance and strategic initiatives.
Klaviyo, Inc. (KVYO) Presents At Goldman Sachs Communacopia + Technology Conference 2025 Transcript
Neutral9-9
KVYO Slides
KVYO Report
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