VTEX Q4 2024 Earnings Report

VTEX EPS Results

• Actual EPS: N/A
• Consensus EPS: $0.04
• Beat/Miss: N/A
• One Year Ago EPS: N/A

VTEX Revenue Results

• Actual Revenue: N/A
• Expected Revenue: $63.03 million
• Beat/Miss: N/A
• YoY Revenue Growth: N/A

VTEX Announcement Details

• Quarter: Q4 2024
• Date: 2/25/2025
• Time: After Market Closes
• Conference Call Date: Tuesday, February 25, 2025
• Conference Call Time: 4:30PM ET

VTEX (NYSE:VTEX) is a global commerce platform provider that offers a full suite of software-as-a-service (SaaS) solutions designed to power online retail and marketplace operations. Its cloud-native platform combines e-commerce, order management and marketplace capabilities in a single environment, enabling brands and retailers to launch and scale digital commerce initiatives without the need for extensive in-house infrastructure. The company’s API-first architecture and microservices design support headless implementations, allowing businesses to integrate front-end experiences, third-party applications and custom modules with minimal development overhead.

Founded in 1999 and headquartered in São Paulo, Brazil, VTEX has expanded its reach to serve customers across Latin America, North America, Europe and Asia-Pacific. The company opened offices in key markets including Mexico City, London, New York and Miami, reflecting its commitment to support multi-region operations and local compliance requirements. In mid-2021, VTEX completed its initial public offering on the New York Stock Exchange under the ticker VTEX, marking a milestone in its transition from a regional provider to a publicly traded global technology company.

Key offerings within the VTEX platform include VTEX IO, a development framework for building custom commerce applications; VTEX SmartCheckout™, which provides a one-click checkout experience; and an order management system that unifies inventory, fulfillment and customer data across sales channels. These modules are delivered on a multi-tenant environment, ensuring continuous upgrades, robust security and scalability to handle peak traffic volumes and promotional events without downtime.

VTEX serves a diverse client base spanning consumer electronics, home goods, fashion and grocery sectors, among others. Its platform is designed to handle both business-to-consumer and business-to-business use cases, featuring native support for complex pricing, contract management and marketplace seller onboarding. By combining global reach with localized expertise and a flexible technology stack, VTEX positions itself as a strategic partner for enterprises seeking to accelerate digital transformation and enhance the shopping experience across physical and digital touchpoints.

VTEX Q4 2024 Earnings Call Transcript

Key Takeaways

• Vitex added new enterprise clients at pace, with customers paying over $250K in annual recurring revenue rising 23% year-over-year and deferred revenue increasing 29%, while keeping annual revenue churn in the mid single-digit range.
• The company transformed from a single-product provider into a broad commerce suite by launching AI-powered add-ons such as Vitex Ads, Data Pipeline, Security Shield, B2B solutions and Sales App to boost customer outcomes and monetization.
• In Q4, Vitex reported revenue of $61.5 million (up 1% in USD, 12% FX-neutral) and GMV of $5.4 billion (flat in USD, +11% FX-neutral), closing full-year revenue at $226.7 million (+13% USD/FX-neutral) despite softer consumer spending in Brazil and U.S. dollar appreciation.
• Profitability remained strong as existing-store gross margin expanded to 81% (from 77%), operating margin rose to 43%, and free cash flow margin hit 20%, even with a 10% currency headwind, and the board approved a $30 million share repurchase program.
• For Q1 2025, Vitex targets 13–15% FX-neutral subscription revenue growth (implying $51–52 million) and full-year growth of 14–17%, with non-GAAP operating income and free cash flow margins in the mid-teens, expecting short-term Brazil volatility but strong long-term momentum.

Presentation

[Julia Fernández, VP of Investor Relations at VTEX]

Hello, everyone, and welcome to the BTEX Earnings Conference Call for the Quarter Ended 12/31/2024. And is Julia Atero Commandes, VP of Investor Relations for Vitex. Our senior executives presented today are Gerardo Tomas, Jr, Founder and Co CEO and Ricardo Camata Soudre, Chief Financial Officer. Additionally, Marrero Ramirez Maria, Founder and Co CEO and Andres Polidoro, Chief Strategy Officer will be available during today's Q and A session. I would like to remind you that management may make forward looking statements related to such matters as continued growth prospects for the company, industry trends and product and technology initiatives.

[Julia Fernández, VP of Investor Relations at VTEX]

These statements are based on currently available information and our current assumptions, expectations and projections about future events. While we believe that our assumptions, expectations and projections are reasonable in view of the current available information, you are cautioned not to place undue reliance on these forward looking statements. Certain risks and uncertainties are described on the Risk Factors and Forward Looking Statements section of BTEC Form 20 F for the year ended 12/31/2024 and other BTEC filings within the U. S. Securities and Exchange Commission, which are available on our Investor Relations website.

[Julia Fernández, VP of Investor Relations at VTEX]

Finally, I would like to remind you that during the course of this conference call, we might discuss some non GAAP measures. A reconciliation of those measures to the nearest comparable GAAP measures can be found in our fourth quarter twenty twenty four earnings press release available on our Investor Relations website. Now let me turn the call over to Gerardo. Gerardo, the floor is yours.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

Thank you, Julia. Welcome, everyone, and thanks for joining our fourth quarter twenty twenty four earnings conference call. We closed the year with our underlying business remaining stronger than ever. Looking at the medium to long term, 2024 was a transformative year for Vitex. We delivered significant milestones in our evolution as a global leader in digital commerce.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

First, we continue to see a robust sales momentum in signing new enterprise customers onto the Vitex platform, demonstrated by the number of customers that pay us more than 250,000 per year, increasing from $126,000 to one hundred and fifty five Second, our annual revenue churn remains stable in the mid single digit percentage range, an evidence of our customer satisfaction and our strong position in the competitive landscape. Third, we introduced new products such as VTech's ad, data pipeline and shoes designed to empower our customers with AI supported add ons that enhance business outcomes and revenue generation, delivering efficiency and tangible business results for our customers and potentially contributing to VTech's monetization capabilities. The three operational pillars highlighted above, adding new enterprise customers, maintaining low churn and launching innovative products are key to VTech's medium and long term success. While our revenue model with two thirds coming from a take rate on customer GMV closely align our success with that of our customers and benefit us from the growth of digital commerce. It also introduces short term volatility.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

This was evident this quarter and year with revenue coming below expectations due to weaker same store sales, particularly in Brazil, amidst softer consumer spending and significant effects of devaluation. Ricardo will elaborate further on this in the financial section. Now going back to the three key operational growth drivers. On adding new enterprise customers, in 2024, we saw strong contract signature momentum with Brazil standing out as a highlight throughout the year and with notable contributions from U. S.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

And Europe in the second half. As a result, our deferred revenue increased 29% year over year, which is a testament to the attractiveness of our value proposition for net new customers and existing one that renewal after renewal keep choosing Vitex. These achievements reaffirm Vitex global ambitions of becoming the backbone for connected commerce, being more than just a software provider, but the preferred comprehensive commerce suite by the both CIOs and CEOs worldwide. On keeping a low and stable churn, we further solidified our partnership with top tier brands and retailers, demonstrating our ongoing upmarket trajectory with a 23% increase in number of customers generating over $250,000 in annual recurring revenue. In 2024, we celebrated the go live of several key customers, including H Mart, MyEyeDr, Jeffers Pet and Hertz ongoing expansion in The U.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

S. OBI, an enterprise multinational fashion retailer in Europe Motorola in Sweden and Whirlpool in Poland Fashionina in India Nike, Adidas and Elektra across Latin America and Fash Shop, Orchfruit and Bemol in Brazil among many others. Although our total number of customers had slightly decreased year over year, that's driven by a lower intake of small customers that are not strategic nor financially relevant for Vitax. Our annual revenue churn remains stable in the mid single digits as our base of customers paying us more than $250,000 in ARR grows and compounds over time. It further strengthens Vitek's long term growth and resilience.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

On launching product innovations, Vitek is successfully transitioning from a single product platform into an integrated suite of solutions. Our offering now span B2C, B2B, sales app, pick and pack, data pipeline, retail media, security shield and many more, empowering business through a well connected ecosystem. Our strategic investments, including a stake in Cimerais and the acquisition of WENI expanded our AI and conversational commerce capabilities, while enabling us to enter two new segments with tail media and post sales markets. This diversification strengthens our position as the most comprehensive suite of commerce solutions, going beyond software to serve as a trusted ally in executing our customers' growth strategies. As we look ahead, we remain steadfast in building trust with our customers and delivering on our promises alongside our ecosystem partners.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

Trust is at the core of Ytech's DNA and will continue to guide us as we solidify our leadership in digital commerce. With this segue, let me go to the newly added customers during the fourth quarter of twenty twenty four, including Dakota Cliasones, Donna Carioca, Orte Frutti, Orto Bonn and Hisu in Brazil TOHE in Chile, an enterprise multinational fashion retailer in Ireland Cool Box, Hanes in Mexico Sameqa in Portugal Hart Corporation and Lion Bakery in The U. S. We've also focused on strengthening our relationship with existing customers, actively supporting the growth initiatives. During the fourth quarter, several premier brands and retailers chose VITEX to expand their operations with us, including Almo Beleza has launched a new brand Mascavo and now operates two B2C stores in Brazil.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

Cartamundi has introduced the Greenmount brand in France, extending its operation to Europe in addition to its two B2C stores in The U. S. Kearney continues to expand its B2B presence across Europe, adding Germany to its Belgium, France, Netherlands and UK operations. Mazda is further strengthening its European presence with the addition of France, which is now operating in four countries. Solar has expanded to B2B in Colombia with two new accounts, Solar B2B and Distraves B2B adding two their two existing B2C store in the country.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

And VoIP has expanded its B2C presence into The U. S, complementing its operation in Mexico. Additionally, in our continued pursuit of fostering our trusted ecosystem, we're thrilled to announce that we've launched a strategic partnership with Accenture to Logic, the retail technology systems integrator. This collaboration empowers U. S.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

Enterprises to modernize this digital commerce infrastructure, addressing shifting buyer trends and rising market challenges. With record retail closures, highlighting the urgency for transformation, Vitex and Accentri are united to help brands stay competitive by leveraging VITAC's agile platform and Accentri expertise in business transformation. This partnership positions VITAC at the forefront of driving growth and resilience for U. S. Companies in today's dynamic retail landscape.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

Now before leaving the stage to Ricardo, I would like to share some customer success cases demonstrating our platform's tangible impact and potential. An enterprise multinational fashion retailer in Ireland partnered with Zitax to overcome significant technical and operational challenges. Before Vitex, the company relied on a dedicated e commerce textile platform that lacked scalability, functionality and the flexibility needed to support its growing digital commerce ambitions. The primary objectives were integrating inventory from over 100 stores, centralizing digital sales and driving revenue and efficiency improvements. Vitek implemented its core platform with a white label B2C operation to address this need and enhance the user experience with out of the box features like color and sizing options.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

The architecture was further strengthened by redesigned front end and integrations facilitated by middleware from our partner, Logic. Early indications suggest improved sales efficiency and platform usability by integrating a smart checkout. Carajais, the leader retailer in home improvement segment in Brazil, transformed its customer experience and boosted sales with Veni by Vitex. With 11 physical stores, two distribution centers and over 20,000 SKUs ranging from decoration to construction products, Carajal needed an efficient post sales channel to enhance customer service and drive incremental revenue. By integrating conversational commerce with Money by the Text, Karajay automated key processes, including card recovery with optional human consistency, order updates and financial solutions like invoice retrieval and fixed payments.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

This automation led to remarkable results such as a 15 times higher conversion rate on WhatsApp and email, an expansion on the return of an investment in abundant card recovery, which reached double digits and a 68% message read rate, well above the 40 to 45 average for emails. We are proud to help Karajah embark in their conversational commerce journey, where WhatsApp has already become a comprehensive and efficient channel, delivering trust, convenience and competitive differentiation throughout the customer journey. Heineken Brazil, home of some of the most beloved alcoholic beverage brands chose VTech's ads to run their digital campaigns. It achieved exceptional results with above average return on net spend in the fourth quarter of twenty twenty four. This success was powered by identifying ZonaSue highly qualified audience through first party data, including transactional insights and search behavior on the platform.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

By analyzing shopper intent, Heineken campaigns were strategically optimized, targeting consumers with high purchase intent and ensuring maximum impact across many SKUs. Through this data driven approach, Detect Ads provides Heineken Brazil with actionable insights into key performance indicators like sell out and market share, helping them define the strategy for even better results. Pashmina.com, the leading B2C e commerce platform specialized in luxury handcrafted cashmere Pashminas has partnered with Vitex to transform its digital operations and accelerate global growth. With 85% of its business coming from international exports, Pacimina.com migrated from its legacy platform to Vitex platform to enhance scalability, flexibility and operational efficiency. This transition empowered the brand to offer personalized shopping experiences, multi level support and local currency option for its customers across The U.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

S, Europe, Australia and India. This partnership allows Pashmina.com to expand its global presence while celebrating the rich heritage of cashmere craftsmanship all without the burden of managing its web infrastructure. Together, we aim to redefine India's digital retail landscape and set new benchmarks in global e commerce innovation. Sony, the human global electronic company has selected sales app as the primary platform to manage sales operations across Latin stores. This partnership represents the first multi country implementation of the sales app, which with seven stores across Ecuador and Chile already becoming their main in store sales platform.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

To meet its specific operational needs, Sony has extended sales app within the Zetech ecosystem using Jitterbit, integrating it with their existing systems. Sony plans to expand sales app usage for four additional countries in Latin, Peru, Panama, Colombia and Mexico, bringing the total number of stores to 18 with Sales App as its exclusive platform for all operations. This rollout underscores its potential to drive significant results across Sony's regional network. Walmart, the multinational discount store operator and one of the largest corporation in the global retail industry is transforming the mobile shopping experience across Central America by launching new apps in Costa Rica and Guatemala. The apps offer a flexible, customized shopping solution for each country and store formats from Walmart Supercenters to supermarket and discount stores.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

Leveraging VTech's IO infrastructure and our API first approach, the app's advanced enhances load time and performance, while intuitive navigation improves user experience driving higher customer satisfaction. This is just the beginning with the additional brands across the region set to go live. Through its digital expansion, Walmart is setting new standard for retail innovation in Central America, a development we proudly support. The Smart Storage Solutions business unit of Black and Decker successfully launched its Smart Storage Digital Commerce Store, migrating from content only site core website to the VTech's fast store platform. This new platform delivers a seamless catalog browsing and purchasing experience for prominent brands like Vidmar, Lista and KribMaster.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

Built on the proven global architecture used for stunning engineering, fascinating website also powered by the text, Smart Storage expands instantly assortment availability and commerce capabilities, positioning to meet the rising demand of digitally native B2B customers. The migration represents a pivotal step in enhancing operational efficiency and customer engagement in B2B digital commerce. To conclude this session, I want to express my gratitude to our thirteen sixty eight VITACS employees dedicated to making VITACS the backbone for connected commerce and to our customers, partners and investors. With that, I will now hand over the call to Ricardo to discuss our financial performance for the quarter and the full year of 2024.

[Ricardo Camatta Sodré, CFO at VTEX]

Thank you, Geraldo. Hi, everyone. It's a pleasure to update you on our financial performance. In the fourth quarter of twenty twenty four, our GMV reached $5,400,000,000 representing a flat year over year growth in U. S.

[Ricardo Camatta Sodré, CFO at VTEX]

Dollars and 11% increase in FX neutral. With this, we concluded the full year 2024 reaching $18,200,000,000 in GMV representing 1016% growth in U. S. Dollars and FX neutral respectively. Our revenue totaled $61,500,000 growing year over year 1% in U.

[Ricardo Camatta Sodré, CFO at VTEX]

S. Dollars and 12% in FX neutral in the fourth quarter of twenty twenty four and reached $226,700,000 for the full year 2024 representing a 1318% growth in U. S. Dollars and FX neutral respectively. These results came below our guidance range of 14% to 17% FX neutral for the fourth quarter and 18.5% to 19.5% FX neutral for the full year.

[Ricardo Camatta Sodré, CFO at VTEX]

The primary driver for the GAAP versus our expectations came from a softer than expected GMV from existing customers in Brazil where consumer spending softened. On top of this the U. S. Dollar meaningful appreciation against most currencies especially the Brazilian held further pressure our U. S.

[Ricardo Camatta Sodré, CFO at VTEX]

Dollar reported results. Despite Brazil's challenging consumption scenario as mentioned by Gerardo we remain confident in our ability to sustain a profitable growth trajectory based on the robust momentum in adding new enterprise customers, our stable and low churn and our recent product innovation launches. Double clicking on our revenues, our subscription revenue reached $59,500,000 in the fourth quarter of twenty twenty four representing a year over year increase of 2% in U. S. Dollars and 13 percent in FX neutral on top of last year's 36% in U.

[Ricardo Camatta Sodré, CFO at VTEX]

S. Dollars and 27% in FX neutral growth. For the full year subscription revenue reached $217,700,000 up from $190,300,000 in 2023, representing a 1420% growth in U. S. Dollars and FX neutral.

[Ricardo Camatta Sodré, CFO at VTEX]

In 2024, our existing stores revenue increased to $169,000,000 Our net revenue retention reached 104% in effects neutral. A key driver to net revenue retention our same store sales growth reached 10% in effect neutral. Looking at same store sales throughout 2024 for the first three quarters same store sales growth was in the teens level while in Q4 it dropped to single digit range given tougher comps in Argentina and softer consumer spending in Brazil. It's important to mention that the upselling of new features, contract renewals at better terms and inflation adjustments have partially offset the impact in our net revenue retention from the weaker same store sales from our customers. On top of our existing stores growth, we continue attracting new stores adding $27,900,000 in revenue to our base representing approximately 16% of our 2023 VITAX platform revenue.

[Ricardo Camatta Sodré, CFO at VTEX]

The solid contract signature momentum is coupled with our LTV over CAC ratio that remains at strong fold exceeding the six times cash on cash mark. This year a significant highlight is the continued progress of our existing stores P and L reinforcing the strength of our inherent attractive business model. Existing stores gross margin increased from 77% in 2023 to 81% in 2024, while operating margin reached 43% marking eight percentage point increase year over year. Additionally, given our net revenue retention of 104% in FX neutral, our existing stores P and L is significantly above the rule of 40 giving us confidence in the rule of 40 goal at maturity. Meanwhile, for new stores margins we delivered a 10 percentage point improvement in gross margin year over year and a five percentage point operational leverage improvement in R and D and G and A which were all basically reinvested into sales and marketing strategically positioned to seize the significant growth opportunity ahead.

[Ricardo Camatta Sodré, CFO at VTEX]

Now analyzing the geographical breakdown of our revenue. In 2024 revenue generated outside of Brazil accounted for 43.4% of our total revenues. Looking at the year over year FX neutral growth by region Brazil subscription revenue grew 28% in FX neutral, a slight acceleration versus last year mostly given the solid sales momentum mentioned throughout the year and despite the year end softness in same store sales. Latin America excluding Brazil subscription revenue increased 6% in FX neutral and removed the Argentina headwind the region grew at a pace just slightly below Brazil's. And the rest of the world subscription revenue grew 34% in FX neutral demonstrating a relevant compounding rate even as we increase the baseline.

[Ricardo Camatta Sodré, CFO at VTEX]

Moving down our P and L, we have maintained strong discipline on costs and expenses. Important to note that our figures I will now present are non GAAP. You can find a reconciliation of those measures to the nearest comparable GAAP measures in our fourth quarter twenty twenty four earnings press release on our Investor Relations website. Our subscription gross profit reached $46,900,000 resulting in 78.9% subscription gross margin, up from 78.6% in the same period last year. Our total gross margin which includes services rose to 75.1% compared to 74.1% in Q4 twenty twenty three.

[Ricardo Camatta Sodré, CFO at VTEX]

Our total gross margin improvement was mostly driven by the lower mix of services revenue in our total revenue as we are relying more on our ecosystem to provide implementation services and to a smaller extent by operational efficiencies in support costs despite the currency headwind experienced in the fourth quarter. Operating expenses were $33,800,000 slightly below the $34,200,000 reported in the prior quarter resulting in an operating income of $12,400,000 representing a 20.1% margin up from nineteen point one percent in the same quarter of the prior year. Aligned with these, our free cash flow performance was equally strong reaching the same $12,400,000 and 20.1% margin consistent with the target model we communicated to the market. The resiliency of our operating income and free cash flow margin clearly demonstrates our natural operational hedge against FX fluctuations As even though the weighted average of our BASF currencies depreciated approximately 10% year over year against the U. S.

[Ricardo Camatta Sodré, CFO at VTEX]

Dollars, we still improved our operating income margin by one percentage point and our free cash flow margin by 4.5 percentage points. Looking at the full year, the improvements have been even more significant. Our subscription gross margin improved 196 basis points reaching 78.2% while our overall gross margin expanded by four zero two basis points reaching 74.1%. Operating margin improved nine percentage points reaching 13% going from $7,700,000 in 2023 to $29,500,000 in 2024. Free cash flow also significantly increased from 3,800,000 in 2023 to $25,200,000 in 2024.

[Ricardo Camatta Sodré, CFO at VTEX]

We also did strategic capital allocations like WENI and a minority investment in Cinerize and launched a new share repurchase program. Approved by our Board of Directors on 12/03/2024, the program authorizes the repurchase of up to $30,000,000 in Class A common shares and will remain in effect until 12/02/2025. In the fourth quarter of twenty twenty four, we repurchased 1,800,000.0 Class A common shares at an average price of $6.08 per share, totaling $11,200,000 We will continue to allocate capital with diligence aligned with our strategic vision and aiming to maximize long term returns and value generation for Vitex, our customers, partners, employees and investors. As we move forward with our business outlook, we remain confident in our business resilience. Despite Brazil's FX volatility and existing customers GMV softness in the short term, we see an attractive opportunity to help our customers outperform the market, attract new customers, cross sell our suite of products to our base and efficiently manage our costs and expenses to deliver operational leverage.

[Ricardo Camatta Sodré, CFO at VTEX]

Considering these, we are currently targeting FX neutral year over year subscription revenue growth of 13% to 15% for the first quarter of twenty twenty five implying a $51,000,000 to $52,000,000 range. For the full year 2025 as we continue executing our profitable growth strategy we are targeting FX neutral E over year subscription revenue growth of 14% to 17% implying a range of $235,000,000 to $241,000,000 based on the quarter to date average FX rate. We are targeting non GAAP operating income and free cash flow margins of mid teens. Given the evolution of our partners ecosystem, we plan to increasingly rely on VTech's ecosystem of system integrators for new customers implementations. We view our lower short term growth rate as temporary influenced by the abrupt FX devaluation and a softening of consumption in Brazil.

[Ricardo Camatta Sodré, CFO at VTEX]

Looking ahead, our operational and long term indicators are showing strong performance. We have seen a significant 23% increase in number of customers generating over $250,000 in ARR and our deferred revenue has also meaningfully increased by 29% year over year. Our annual revenue term remains in the mid single digits with larger customers experiencing low single digits churn. Finally and not less important, we are excited to be expanding with compelling new products that are enhancing our offerings. Overall, we remain optimistic about the future and look forward to the opportunities that lie ahead in the coming years.

[Ricardo Camatta Sodré, CFO at VTEX]

With that, let's open it up for questions now. Thank you.

[Operator]

We'll take our first question from Marcelo Santos at JPMorgan.

[Marcelo Santos, Equity Analyst at JP Morgan]

Hi, good evening. Thanks for taking my questions. The first question is regarding the guidance, the subscription revenue guidance growth and asset neutral terms for 2025. Could you discuss this a bit more into the regions that you operate, maybe comparing how they grew last year like what are you kind of forecasting the main moving parts that you have on that guidance? That's the first question.

[Marcelo Santos, Equity Analyst at JP Morgan]

And the second question, I think on the opening remarks, you commented that you're transitioning from a single product company to more of I forgot the exact words, but more of a platform of solutions. What would be the P and L impacts over the long term of such transition? What should we expect in different lines? Thank you very much.

[Ricardo Camatta Sodré, CFO at VTEX]

Hi, Marcelo. Thanks for the question. Happy to take the first one regarding the guidance for 2025. So our Q1 and full year 2025 guidance assumptions reflect a balanced view of consumption headwinds and the continuous strengthen of our operational execution. So on the same store sales growth front, remember that this was in the teens level during the first three quarters of twenty twenty four, but it decelerated to single digits in Q4.

[Ricardo Camatta Sodré, CFO at VTEX]

And as mentioned in the prepared remarks, and for 2025, we are assuming a same store sales growth rate in FX neutral roughly aligned with what we saw in Q4 factoring in ongoing consumption pressures, particularly in Brazil. We are going through your question on geographical right side, we are embedding a recovery in Argentina where we are starting to see some signs of year over year consumption improvement. And then with that, we are assuming Argentina should return to positive growth in 2025. Although we still expect it to grow less than the average of the company given the uncertainty of the speed of recovery of the country. And as we like to talk as well, right, we separate existing customers and new customers.

[Ricardo Camatta Sodré, CFO at VTEX]

On the new customer front, we are assuming some increase in average implementation plus ramp up time given the mix of larger customers we currently have in the backlog across the world. And with that and given the meaningful new customers already signed in 2024, you can note that there is an implied acceleration from the midpoint of our Q1 guidance to the midpoint of our full year guidance. And this acceleration is mostly driven by operational drivers, not by macro recovery assumption. And these operational drivers basically the expected go lives of already signed new enterprise customers. And on the second question, Marcelo, if you could repeat it please?

[Marcelo Santos, Equity Analyst at JP Morgan]

No, you mentioned in the beginning of the prepared remarks that VTech is transitioning from being a single product company to use the word that I forgot, but I think it was something like a platform of solutions, an ecosystem of solutions. I just wanted to understand better what would be the mid term P and L impact of such transition like as you add more solutions and products to your shelf. How does this impact the different parts of your P and L?

[Ricardo Camatta Sodré, CFO at VTEX]

Yeah, perfect. So happy to start and then others feel free to chime in. So we are undergoing this transition already, right? I mean, when we're talking about this commerce suite, we are talking not just the all you can need B2C platform, but also the B2B, Retail Media, the sales app, the Vitex Shields, data pipeline and so on. So this is something that we have been executing for the past, let's say, few quarters.

[Ricardo Camatta Sodré, CFO at VTEX]

And we have been already investing behind it on the R and D side. So we can actually launch these products. These are not ideas, right. I mean these are products that have been launched and we have customers using them. So we wouldn't expect any relevant impacts on the investment side of the P and L.

[Ricardo Camatta Sodré, CFO at VTEX]

And then on the other parts of the P and L and thinking long term, the way that we think about it is that some of these products they have a different buyer inside the organization. And then you potentially increase the stickiness of the VTech solution by having these different products being used on not just on the commerce side, but also on the marketing side, the security side, the data side and so on. So it's a more about stickiness in lifetime value of customers then short term impacts on the P and L.

[Mariano Gomide de Faria, Co-founder, Co-CEO & Co-Chairman at VTEX]

I can add something here, Soudre.

[Ricardo Camatta Sodré, CFO at VTEX]

Thank you.

[Mariano Gomide de Faria, Co-founder, Co-CEO & Co-Chairman at VTEX]

I can add something. The financial distress that the retailers and brands are suffering creates the opportunity for companies like us to give them a out of the box full integrated solution. So they can write off providers and unify in a very simple way, what we are calling the simplification of the operation. That gives them more margins and unlock some revenues. So when we call ourselves, that's what we disclaim in the Vitex twenty twenty eight charter in our Vitex twenty twenty four annual report.

[Mariano Gomide de Faria, Co-founder, Co-CEO & Co-Chairman at VTEX]

Vitex is the commerce suite of choice for both CIOs and CEOs globally. That means that we will not provide only B2C anymore. So as we are testing those markets in the last two years, now we became a commerce suite. So you can have the B2C with us, you can have the B2B with us, but also you can have the add ons such as, for example, the Pick n Pack, the Vitex Ads, the Shield data pipeline. All of these it is to simplify the operation of our customers and allowing them to serve these efficiency necessary ways they will be forced to serve.

[Mariano Gomide de Faria, Co-founder, Co-CEO & Co-Chairman at VTEX]

So what we can expect in terms of P and L impact is that Soudre said not really much. What we can see is that the capacity that we do have inside our clients to guide them to use a simple solution is pretty strong and we are using it. So we already have clients that are using three or four products of eText and this is creating more stickiness and preparing the clients for the future.

[Marcelo Santos, Equity Analyst at JP Morgan]

Perfect. Very clear. Thank you very much.

[Operator]

We'll move to our next question from Thiago Kapolski with Itau BBA.

[Thiago Kapulskis, Head of Global TMT Sell-Side Research at Itau BBA]

Hi, everyone. Thanks for the opportunity to ask questions. I also have two questions. So the first one, just to get a little bit more color on the softness that you saw in Brazil this quarter, is there anything specific in terms of factors, verticals, regions that you would call out? And also, how are you thinking about that on your guidance looking into Q1 and also into the full year?

[Thiago Kapulskis, Head of Global TMT Sell-Side Research at Itau BBA]

How are you incorporating those effects? And my second question is more related to the environment in The U. S. Given the new administration coming in. I know that by the end of last year, there was a lot of bullishness on everything.

[Thiago Kapulskis, Head of Global TMT Sell-Side Research at Itau BBA]

Just want to hear a little bit from you guys more on the pipeline of new deals and conversations if the mood continues to be positive, if it changes any color there would be great. Thank you.

[Ricardo Camatta Sodré, CFO at VTEX]

Great. Thanks, Thiago. Ricardo here. Happy to take the first one and I believe Mariano can address the second one. So on the GMV softness and macro impact, before answering the question, let me take a step back and do a quick recap of our revenue model as I think it helps on aligning the foundations. So as you know, Thiago, approximately one third of our revenue comes from a fixed fee, while the remaining two thirds are tied to our customers GMV. We like these revenue model structures as it align our success with our customer success, provides us with long term exposure to the continued penetration of e commerce and automatically protects us against inflation. Having said that, this revenue model may also introduce some short term volatility in the positive consumption cycles. It's a tailwind to our short term performance and in the negative cycles it's a short term headwind. From an operational and medium to long term perspective, our focus remain on signing new enterprise customers, keeping a high gross retention and helping our existing customers grow their GMV above the market.

[Ricardo Camatta Sodré, CFO at VTEX]

And from this perspective, we are seeing a strong performance. New customer contract signatures continue at a solid pace, which is reflected in our deferred revenue growing 29% and the number of customers paying us more than $250,000 per year growing 23%. And also our annual revenue churn remains in line with historical levels in the mid single digit range where our fastest growing clusters of customers, the ones above $250,000 our revenue churn is even lower in the low single digits. So on the GMV softness, let me just try to share some context in Brazil. The same store sales that we saw in Brazil, which is the GMV growth of our existing customer base, for instance, the year over year same store sales growth in FX neutral in Brazil unexpectedly decelerated by roughly six percentage points from Q3 to Q4.

[Ricardo Camatta Sodré, CFO at VTEX]

The abrupt FX devaluation and the rising interest rates weighted on consumer spending and the significant appreciation of the U. S. Dollars against most currencies, particularly the Brazilian held also further pressure this type of consumption behavior. On specific segments, we saw more relevant deceleration in Home Appliance and Electronics. But as you know, this is volatile.

[Ricardo Camatta Sodré, CFO at VTEX]

Every quarter changes a bit, but those were the key segments that we saw some of this deceleration. Hopefully that answered your question.

[Thiago Kapulskis, Head of Global TMT Sell-Side Research at Itau BBA]

Great. That's great color. Thank you very much.

[Operator]

Our next question comes from Leonardo Olmos at UBS.

[Ricardo Camatta Sodré, CFO at VTEX]

Sorry, I think there was a second question. Sorry, you're opening up the second question.

[Mariano Gomide de Faria, Co-founder, Co-CEO & Co-Chairman at VTEX]

It's about the new administration in U. S. Is that correct?

[Thiago Kapulskis, Head of Global TMT Sell-Side Research at Itau BBA]

Yes, if I'm still in, yes. About the environment, the new administration, remember that by the end of last year, the environment was very positive overall in The U. S. And I guess that would be good for deals and everything. Just want to understand how you see how the new administration came in and how the mood from like from the perspective of eventually signing deals or negotiating deals and that kind of thing?

[Mariano Gomide de Faria, Co-founder, Co-CEO & Co-Chairman at VTEX]

Okay. So I will answer in two aspects. The first one is in what matters for Vitex. So we keep seeing the same sales momentum increasing the pipeline in The U. S.

[Mariano Gomide de Faria, Co-founder, Co-CEO & Co-Chairman at VTEX]

In B2C, B2B, grocery. So we continue to see the same trend and a good momentum to be creating in The United States. And what can the new administration affect this momentum? I am not sure if it will affect VTechs like specifically, but let me say that if macro that we cannot predict, if the new administration creates volatility that will affect inflation, that will affect interest rates, of course, the retail and the brands will be affected. And on this scenario, you do have more kind of momentum for the companies to change and to simplify their operations.

[Mariano Gomide de Faria, Co-founder, Co-CEO & Co-Chairman at VTEX]

So we always see a crisis on the retail as a good momentum for Vitex, because the company that used to have their own custom platform that's pretty expensive to maintain uses the crisis to make the decisions to simplify their process. So we cannot anticipate that the volatility will be good or bad for Vitex in The U. S. And even that's a very small country for us. But we like a lot when crisis creates the momentum for companies to change and we are seeing this in our pipeline.

[Thiago Kapulskis, Head of Global TMT Sell-Side Research at Itau BBA]

Right. Thanks. Thank you very much.

[Operator]

And now we'll go to Leonardo Olmos at UBS.

[Leonardo Olmos, Executive Director at UBS Group]

Hi, everyone. Good evening. Can you discuss a little bit the assumptions for the guidance? I'm sorry to go back to Marcelo and Thiago's question. But just to understand, so we saw Latin America ex Brazil growing 6% in 2024. You said Argentina may go to zero. So if you could discuss a little bit the other challenges in Latinx Brazil and ex Argentina. And Brazil has been doing great. So I assume you're putting some new traction in the guidance, which of course makes a lot of sense. However, the rest of the world, just mentioning The U. S.

[Leonardo Olmos, Executive Director at UBS Group]

Is not that relevant. So there was a 37% growth in twenty three percent going down to 34% almost. And then what you're assuming is still in the relation the rest of the world? So I know you don't give guidance, but just to lessen the assumptions in Marcelo's question is with Argentina a little bit. I just was hoping you could discuss other factors as well online. Thank you.

[Ricardo Camatta Sodré, CFO at VTEX]

Yeah, sure. Thanks. Thanks, L'Oreal Ricardo here. So if we look at our growth, the subscription revenue growth in FX neutral in the fourth quarter, we grew roughly 13% year over year, right. So this is how we are exiting this year, right.

[Ricardo Camatta Sodré, CFO at VTEX]

And as we have been mentioning, there is relevant headwinds from the Argentina on this growth rate that was expected when we issued the guidance for the fourth quarter. The unexpected part was the deceleration on the same store sales growth of our existing customers, right. This is roughly six percentage point deceleration that we saw in Brazil in Q4. So we are starting from this base of roughly 13% growth that we saw in Q4. And then for Q1, if you look at the guidance, the midpoint of the guidance is 14%, right.

[Ricardo Camatta Sodré, CFO at VTEX]

And that accelerates to a midpoint of 15.5% for the year. So part of this acceleration versus Q4, it's the decrease of the headwind of Argentina. As I said, we are assuming some recovery and starting to see some recovery in Argentina. They are going to positive territory, but they still the assumptions that they will still grow less than the overall of the company. So there is still some headwind there, although we do see.

[Ricardo Camatta Sodré, CFO at VTEX]

But then there is this now headwind of Brazil with these lower same store sales and this consumption at a lower level. So this is the key moving pieces of the guidance. And as I mentioned to Marcelo on the first question, on the new customer side, we are assuming some increase in average implementation plus ramp up time given the mix of larger customers that we have in the backlog. So there is also some impact there and that's kind of across the world, including U. S.

[Ricardo Camatta Sodré, CFO at VTEX]

And Europe as we have customers under implementation that are more on this larger side.

[Leonardo Olmos, Executive Director at UBS Group]

Understood. Thank you very much and have a good night everyone.

[Ricardo Camatta Sodré, CFO at VTEX]

Thank you, Lal.

[Operator]

Next, we'll move to Luca Brendam at Bank of America.

[Lucca Brendim, Equity Research Associate at Bank of America]

Good afternoon, everyone. Thank you for taking my question. I have two here. The first one is on Brazil, regarding the payroll tax exemption, if you guys will be passing that through to clients in some way and what can we expect in terms of the impact for that? And also second, you guys showed the breakdown for the margins for existing stores and also the margins for new stores for 2024.

[Lucca Brendim, Equity Research Associate at Bank of America]

And the margin for new stores actually went down and the one for existing stores went up. So I just want to check if this has to do with the profile with larger clients and how can we think about that going forward if most of the expansion should continue to come from the existing stores or if we should see an expansion for new stores as well? Thank you.

[Ricardo Camatta Sodré, CFO at VTEX]

Great. Thanks Luca. Happy to take the questions here. So on the payroll tax change in Brazil, as you know after some back and forth of potential payroll tax regulation in Brazil, The situation seems to accommodate it with the progressive re inclusion of taxes over the next few years. Given that we have also progressively improved our margins, the potential impact of the current proposed change in payroll taxes should not have any material impact to Vitex.

[Ricardo Camatta Sodré, CFO at VTEX]

At the most under the current legislation approved, Vitex could face annual impact of approximately low single digit million dollars on our operating income and roughly half of that on our net income as you have no that actually on these additional expenses. Over time, we expect that these impacts to diminish and potentially disappear altogether as we continue to enhance our operating margin. And it's important to reinforce that regardless of the potential impact, our target for the operating margin for the year, the mid teens remains intact. And the first question Luca was about sorry, could you please repeat?

[Lucca Brendim, Equity Research Associate at Bank of America]

Yes. The other question is for the breakdown for the existing stores and new store margins that the margin for the new stores actually went down, for existing stores went up. And how can we think about that going forward? And why the new stores went down if it was because of the larger clients coming in?

[Ricardo Camatta Sodré, CFO at VTEX]

Yes, perfect, Luca. So on the new stores, we achieved a 10 percentage point improvement in gross margin year over year, right. So that's important to note. And this improvement is largely attributed to our increased reliance on the ecosystem for implementations, which reduces the pressure on the service side. And we also realize five percentage point operational leverage improvement in R and D and G and A.

[Ricardo Camatta Sodré, CFO at VTEX]

And then the drag on the margin on your question is that we chose to strategically reinvest these 10 percentage points from gross margin and the five percentage points operating leverage in R and D and G and A in sales and marketing to capitalize on the growth opportunity. So with that, if you look at the operating level, it didn't change that much. It slightly reduced versus the prior year. And this is as we invest in sales and marketing to go after larger customers and expand geographically the company as well. And I would say that's also important to highlight that our LTV over CAC, right, which when we think about the new stores P and L, we lose money in the short term, but you get customers for us for the long term.

[Ricardo Camatta Sodré, CFO at VTEX]

So it's about the return on invested capital. And the way that we think about return on invested capital is the LTV over CAC and that remains above six times cash on cash with a payback period around two point five years. So this is a strong performance that underscores the attractiveness of our investment in acquiring new customers and making it a compelling proposition for the long term growth of the company as well.

[Lucca Brendim, Equity Research Associate at Bank of America]

Perfect. Very clear. Thank you for the answer.

[Operator]

And that concludes our Q and A session. I will now turn the conference back over to Geraldo for closing remarks.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

2024 was a transformative year for Vitex, defined by innovation, operational excellence and robust momentum in both new and renewed contracts. While the fourth quarter growth fell short of expectations due to short term FX volatility and existing customers' GMV softness in Brazil, we have laid an exceptional strong foundation to propel VTech into this next phase for the company. We expanded our platform into a connected ecosystem with AI powered solution like VTech Dad and Shields, enhancing customer outcomes and positioning VTech as the most comprehensive commerce suite. Our strategic investments and evolving product portfolio have strengthened our leadership and opened new revenue streams, reinforcing confidence in our long term growth potential. We made significant progress towards sustainable profitable growth.

[Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman at VTEX]

As we step into 2025, we're committed to building on this solid foundation, delivering value and driving innovation for our customers and shareholders. Thank you for your trust and partnerships. We look forward to updating you at our next earnings call.

[Operator]

And this concludes today's conference call. Thank you for your participation. You may now disconnect.

Participants

Executives

• Julia Fernández, VP of Investor Relations
• Geraldo do Carmo Thomaz, Co-founder, Co-CEO & Co-Chairman
• Ricardo Camatta Sodré, CFO
• Mariano Gomide de Faria, Co-founder, Co-CEO & Co-Chairman

Analysts

• Marcelo Santos, Equity Analyst at JP Morgan
• Thiago Kapulskis, Head of Global TMT Sell-Side Research at Itau BBA
• Leonardo Olmos, Executive Director at UBS Group
• Lucca Brendim, Equity Research Associate at Bank of America