Huckleberry.ai (HUCK) D.A. Davidson 1st Annual Consumer & Technology Conference summary

Business transformation and product evolution

• Shifted from building a proprietary cloud data warehouse (CDW) to partnering with leading CDWs, enabling integration and collaboration with major ecosystem players over the past two years.

• Transitioned revenue model from seat-based to consumption-based, now nearing 75% of revenue and targeting 90% by year-end, which has improved customer expansion and contract length.

• Enhanced product stack to support AI agents, advanced governance, and workflow automation, positioning as a leader in agentic AI solutions for enterprise data.

• Expanded use cases from departmental to organization-wide deployments, especially in enterprise accounts through CDW partnerships.

• Opened advanced platform capabilities to all consumption customers, encouraging experimentation and broader adoption.

Financial performance and outlook

• Achieved positive operating margin and adjusted free cash flow for the first time in Q1, signaling operational leverage at scale.

• Provided guidance to exit the year at 5% billings growth and 5% operating margin, with targets of 10% for both metrics by the end of next year.

• Consumption model customers show gross retention over 90% and net retention above 100%, with longer-term contracts and higher RPO.

• Expecting significant growth in new logo generation and pipeline from CDW partners, with projections to double deal closings by year-end.

• Operating leverage is expected to increase as incremental ARR can be supported without proportional increases in spend.

Ecosystem partnerships and go-to-market strategy

• Deepened relationships with Snowflake, Databricks, Oracle, Google, and IBM, with major integration updates launching July 15.

• CDW partnerships now drive the majority of ecosystem leads, stabilizing enterprise business and providing CIO-level access.

• Partner-driven sales motion is more efficient, reducing the need for multiple vendors and accelerating deal cycles.

• Domo Everywhere and embedded analytics ecosystem also generate significant leads and customer expansion.

• AI boot camps and rapid agent deployment have accelerated sales cycles and driven new, high-value deals.