Commerce.com (CMRC) UBS Global Technology and AI Conference summary

Key changes and strategic focus

• Leadership changes include a new CEO and ongoing recruitment for Chief Revenue and Marketing Officers.

• Restructuring impacted about 10% of workforce, reallocating resources to sales capacity.

• Emphasis on efficient revenue growth and improved sales and marketing efficiency.

• Shift to organizing around offerings rather than products, with a focus on B2B and B2C sales teams.

• Integration of acquisitions and best SaaS practices to drive operational improvements.

Financial outlook and investment priorities

• 2025 is positioned as a transition year, with most announced changes expected to be completed in the first half.

• Mid-single-digit revenue growth and similar expansion in operating margins targeted for next year.

• Investments prioritized in self-serve Feedonomics, B2B solutions, and expanding sales capacity.

• Focus on expansion revenue from existing customers, reducing reliance on new customer acquisition.

• Continued discipline in cost management while reinvesting for growth.

Go-to-market and operational execution

• Sales team structure reworked to improve efficiency, with more account managers and targeted expertise.

• Doubling quota-carrying capacity planned by mid-2025, leveraging internal talent for faster ramp-up.

• Deeper, co-investment relationships with GSIs prioritized over broad, referral-based partnerships.

• Product investments tailored to sophisticated B2B and upper small business/mid-market customers.

• Focused messaging and market targeting to maximize right-to-win opportunities.