AvePoint (AVPT) Citi’s 2026 Global TMT Conference summary

Business overview and strategic positioning

• Celebrating 25 years, the company specializes in unstructured data management, governance, and protection, with a strong foundation in the Microsoft ecosystem.

• Expanded from Microsoft Office 365 to Google Workspace, AWS, and Azure, addressing multi-cloud needs.

• Focused on enabling high-confidence AI deployments by ensuring data hygiene, curation, and access control.

• AI agents are driving new demand for agent discovery, cost management, and risk remediation at machine speed.

• Durable economic value is expected from new AI trust-related products and compliance solutions, especially as data sovereignty concerns rise globally.

Go-to-market and ecosystem relationships

• Maintains independence from hyperscalers in go-to-market, instead helping customers maximize investments across multiple clouds.

• Multi-cloud strategy is key, with complementary solutions for customers using various Microsoft licenses and other cloud providers.

• No significant CapEx in physical infrastructure, remaining a pure SaaS platform without building data centers.

• Deep partnerships with Microsoft and Google, acting as both a major customer and a go-to-market launch partner for new cloud capabilities.

• Symbiotic relationships with hyperscalers are reinforced by marketplace partnerships and helping customers meet cloud consumption commitments.

Product and portfolio evolution

• Bundling strategy introduced over a year ago, shifting from one-off products to tiered bundles (good, better, best) to simplify customer journeys.

• Bundled Control Suite now represents 40% of the pipeline, up from 26% of recurring revenue, driving higher deal values.

• Cross-suite upsell is in early stages, with significant opportunity as only half of customers use multiple suites.

• AI-driven tools like the AvePoint Virtual Assistant (AVA) are being deployed to proactively identify upsell opportunities and reduce friction.

• Platform strategy aims to address resilience, governance, and modernization, with a focus on increasing net revenue retention (NRR) from 110–111 to 115.