VTEX Q1 2025 Earnings Call Transcript

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Julia Fernández
Julia Fernández
VP of Investor Relations at VTEX

Hello, everyone, and welcome to Vitek's earnings conference call for the first quarter of twenty twenty five. I'm Giulio Vater Fernandez, VP of Investor Relations. Joining me today are Gerardo Tova Junior, our Co Founder and Co CEO and Ricardo Camata Sodre, our Chief Financial Officer. Also joining us for the Q and A session are Mariano Javier de Haria, Co Founder and Co CEO and Andres Polidoro, Chief Strategy Officer. Before we begin, please note that today's remarks may include forward looking statements.

Julia Fernández
Julia Fernández
VP of Investor Relations at VTEX

These statements are based on our current assumptions and projections, and actual results might differ. Additional information regarding risks and uncertainties is detailed in our Form 20 F for the year ended 12/31/2024, and other filings with the SEC, all of which are available on our Investor Relations website. During this call, we may also reference certain non GAAP financial measures. Reconciliation to the most comparable GAAP figures can be found in our Q1 twenty twenty five earnings press release, also available on our Investor Relations website. With that, let me turn the call over to Gerardo.

Julia Fernández
Julia Fernández
VP of Investor Relations at VTEX

Gerardo, the floor is yours.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

Thank you, Julia. Welcome everyone and thanks for joining our first quarter twenty twenty five earnings conference call. We delivered a solid start to the year despite the ongoing macroeconomic volatility. Subscription revenue grew 15% in FX neutral in the first quarter. As we look ahead, the recent grow lives of key enterprise customers combined with the continued progress in our product innovation and platform expansion initiatives reinforce our confidence in the sustainability of our profitable growth strategy.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

In a seasonally softer quarter, we also delivered profitable growth and significant margin expansion. Our gross profit reached $41,000,000 a 22% growth in FX neutral and 3.7 percentage points margin increase year over year. Additionally, our non GAAP operating income increased to $5,300,000 an 85% growth and 4.2 percentage points margin increase year over year. The strong operating income was supported by even stronger free cash flow generation of $6,600,000 Finally, our non GAAP net income reached $5,300,000 in the first quarter and $34,500,000 over the last twelve months. I'll let Ricardo further expand on this financial shortly.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

Vitex continues to solidify its position as the platform of choice for global CIOs and CEOs seeking operational efficiency and commercial agility. Enterprises choose Vitex for more than software, but for outcomes, accelerated time to market, increased revenue, improved margins and reduced complexity. Looking ahead, we're building a future for VTech that goes even beyond that. A future where VTech's intelligent agents evolve into digital workers, autonomously managing core workflows and core across service, demand generation, and merchandising for our customers. We're not just adapting to the future of commerce, we're building it.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

Now let me highlight a few commercial achievements of the quarter. In the first quarter, we successfully brought several new customers live, including Magazilo and LG in Argentina, Americanas, Apointraga, Modaco Mea, Oscar Calzados, and Urban Performance in Brazil, LS Ten in Colombia, Orocache in Ecuador, La Cirella in Spain, Peral in Procarga in Mexico, and GS one US, and JW Bechler in The US. We also strengthen the relationship with existing customers. BMO launched the new vertical, BMO Pharma, now operating two stores in Brazil. Colgate launched the new store in Germany, expanding its Vitex presence across The Americas and Europe.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

Crocs launched the new store in Chile, now present in five Latin American markets with Vitex. Hurst launched Ultra Daily Shop in The U. S, expanding its Vitex presence to six stores. Levi's added Columbia, now present in six Latin American markets. And Mondelez launched the new B2B store in Spain and in Ecuador, expanding its Vitex footprint into Europe.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

Another note worth developing this quarter, though not yet live, is that Manchester City Football Club has joined the Vitex platform. The club is currently implementing Vitex as the foundation of its official digital commerce strategy. We're supporting Mercy City in reimagining and streamlining its digital commerce experiences to deliver a seamless and intuitive journey for fans. This initiative will enable supporters to access purchase CT related experiences through a unified and efficient checkout process, whether online or via mobile. To build our own momentum in contract signatures and reinforce brand trust, we launched the give you all campaign, featuring trick cricket icon, Javeen Khadera, as the VTech's ambassador.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

The campaign resonates strongly with CEOs and CTOs in The US where approximately half half affinity for cuss crickets, helping us connect with an influential and professionally relevant audience. We also hosted the second edition of VTechs Connect in New York City, our flagship event for senior commerce executives held immediately following. This year, we expanded the event scope and quality, welcoming CEO, CIOs, and senior executives from leading retailers. Simone Biles delivered the keynote fireside chat joined by Brazilian gymnastics champion, Rebecca Andrade. The event showcased our leadership in digital commerce and strengthened our relationship with partners and decision makers.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

In addition to its increasing impact, the event was executed with greater cost efficiency. Supported by over 14 sponsors, the Test Connect New York served as as a strategic platform to deepen relationship with our partners and has Vitex visibility among top industry stakeholders and engage directly with key decision makers within the NRF office. By gathering the industry most influential voices and integrating global recognized figures, we continue to elevate position at the forefront of digital commerce transformation. We are also proud to share that LeadTax was once again recognized as a customer choice in the 2025 Gartner Voice of Customers for Digital Commerce report for the second year in a row. This recognition is especially meaningful because it is based entirely on our customers' review, underscoring our platform's impact and reliability.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

This recognition based solely on real customer reviews highlight our ability to deliver exceptional product capability, ease of use, reliable support, and measurable business impact. In the landscape, we're choosing the right commerce partners is mission critical being named customer's choice for the second year in a row reinforces VTech's position as the trusted, scalable, and innovation driven platform of choice for global enterprises. Before moving on to our customer success stories, I'd like to revisit the concept introduced earlier. The text is evolving from a single platform into a comprehensive suite of commerce products designed with seamless interpretability at each score. This transformation underpins our positioning as the common suite of choice for both CIOs and CEOs globally.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

We're doubling down on our two high impact product bets, B2B commerce and retail media. In the first quarter of twenty twenty five, we accelerated our retail media strategy with the acquisition of Newpeo, a leader in Brazil retail advertising space. This added over 400 advertisers and brands to our network, Casa's Bahia, Bonvale, Cabo and Leroy Berlin and position Vitex as a leading end to end retail media platform. With Vitex Ads, we now offer a unified high performance solution that combines our composable commerce infrastructure with new tails media innovation. Advertisers gain access to hyper target inventory, detailed performance insights and intelligent placements, enabling smart targeting and stronger returns across the full commerce journey.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

We're building the next generation of scalable data driven retail meter, and we're here to lead and consolidate the space. With that said, let's go into a couple of customer stories to put in a tangible way how we are working side by side with our customers to get meaningful business impact. AmeriCollins, one of Brazil's most iconic and influential retail giants chose Vitex to simplify operations and drive efficiency with innovative solutions replacing some of the in house development systems. Through VTech's out of the box features and collaborations with specialized partners, we delivered a comprehensive customer solution tailored to America's needs. This included robust omnichannel capabilities, marketplace integrations, and advertising tools.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

This solution is streamlined processes, accelerated time to market and significantly lowered the total cost of ownership. In addition to VTech's native capabilities, Americana is also leveraging the strength of the VTech's ecosystem by integrating partner solutions replacing certain legacy systems with more scalable alternatives. Following a detailed system analysis and close collaboration, we co designed that streamline future red architecture that enhances operation efficiency, support rapid scalability and align seamlessly with Americana's long term strategic objectives. The Americana's win on the square to continue depth of opportunity within Brazil, a market where VTEGS already had a strong presence yet still holds significant renovation growth. It demonstrates that even in more developed geographies, there are remaining sizable high impact digital transformation opportunities for us to capture over the coming years.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

A leading frozen food retailer in Spain partnered with Hitachi to modernize its digital commerce and bridge the gap between its physical stores and online presence, seeking greater flexibility. And the brand chose ZTEX for its ability to manage complex catalogs and store level logistics with easy. Detect also enable smooth integration with the customer's new loyalty program, creating a more intuitive and personalized customer journey. With marketplace capabilities and omnichannel features now fully implemented, they are delivering a seamless connected shopping experience across every touchpoint. Senkosud, one of Latin America's largest retail group, transformed its post purchase experience in Brazil by implementing WENI by Vitex to automate out of stock products to institutions via WhatsApp.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

Initially, launched with Prezunique and quickly scaled to Britas, Jebahaboza, and Mirko Zhu, the solution enables real time customers' approval and delivered a 9% increase in the average order value of impacted orders. By streamlining communication and driving operational efficiency, Tenco Sud is delivering a smarter, more scalable digital experience across its brands. I'm also pleased to highlight the significant customer success that demonstrates the versatility and power of our platform. T. W.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

Pepper, one of the leading sheet music retailers in The U. S, has successfully transformed its digital commerce operation with Vitex, facing industry specific challenges such as complex product discovery and event driven shopping. The company leverage VTech's composable architecture and native headless CMS to build tailored experiences for educators and worship leaders. This empowered their business teams to accelerate content updates and reduce reliance on developing resources. Rather than a full rebuild, we adopted a strategic approach, retain critical legacy workflows while modernizing the core commerce journey through target integrations and specialized tools for digital licensing, personalization and complex checkout flows.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

Today, JW Pepper operates on a flexible, scalable platform that supports a diverse customer base and adapt easily to seasonal demand patterns. This case underscore our ability to deliver impactful digital transformation in specialized high complexity industry while preserving business continuity and maximizing ROI. Nestle, one of the world's largest food and beverage beverages company drove strong results with the text ads to power retail media campaigns across key partners channel. Confronted with limited visibility into retail sales performance Nestle turned to Vitex ads for real time insights directly from retailer platforms. This data driven approach enable rapid campaign optimization and stronger performance across categories.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

In its latest major campaign, Nestle achieved a 16.2 percentage return on ad spent in the chocolate category. Beyond immediate impact, the initiatives initiatives unlock available strategic insights for future activations. With Vitex ad, they play streamlined collaboration with retail partners and showcase it how real time data can drive smarter decision and stronger outcome in a highly competitive market. Trocada, a leading distributor and manufacturer of lifting solutions in Mexico, selected GTEx to accelerate its digital transformations. Aiming to enhance the buying experience for B2B distributors and expand into B2C, the company is adopting a dual channel strategy powered by Vitex.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

The new solution built on Vitex composable architecture delivers a modern self-service commerce experience focused on efficiency and scalability. It features custom UX UI, ERPs integrations, and mobile ready access, ensuring a seamless journey across all channels. These initiatives marked a strategic move for Procaglia, strengthening customer engagement and driving growth across Mexico industrial retail markets. Now I'd like to take a moment to express my gratitude to our thirteen twenty Vitex team members whose extraordinary contributions propel us forward as the backbone for Connected Commerce. I'd also like to thank our valued customers, partners and investors.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

I will now hand the call to Ricardo.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

Thank you, Gerardo. Hi, everyone. I'm pleased to share VTech Q1 twenty twenty five financial results. Before diving into the numbers, as a reminder, this is our first quarter reporting under U. S.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

GAAP. We published a reconciliation presentation in a Form six ks on April 15 and a comparison of 2023 and 2024 financials under U. S. GAAP is available on our Investor Relations website. With that said, let's go to our quarterly numbers.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

GMV for the quarter reached $4,300,000,000 growing 8% year over year in U. S. Dollars and 17% on an FX neutral basis. This led to subscription revenue reaching $52,600,000 compared to $50,400,000 in Q1 of last year, a 4% increase in U. S.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

Dollars and 15% on an FX neutral basis. Now moving down the P and L, we are pleased to announce the positive operational leverage achieved even with the inherently softer seasonality observed in all first quarters. Our non GAAP subscription gross margin reached 79% this quarter, up 191 basis points year over year from 77% in Q1 twenty twenty four. This expansion reflects our continued focus on operational efficiency with the most notable gains coming from customer support optimization effort. Leveraging AI power automation, we were able to improve service quality while significantly reducing support related costs.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

Our total gross margin, which includes services rose to 76%, up three seventy one basis points year over year compared to 72% in Q1 twenty twenty four. 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 by the subscription gross margin gains I just mentioned. On the expense side, we maintained strong discipline. Non GAAP operating expenses came in at $35,900,000 slightly up from $35,200,000 in the same quarter last year, an increase of less than 2% year over year. This reflects stable sales and marketing and G and A expenses, while the increase in R and D was strategic, supporting our continued investment in product development and innovation.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

This disciplined approach led to a significant improvement in profitability with non GAAP operating income reaching $5,300,000 in Q1 twenty twenty five, up from $2,900,000 in Q1 twenty twenty four, an increase of over 80% year over year in U. S. Dollars. This translates into a four percentage point margin expansion, bringing our non GAAP operating income margin to 10% for the quarter. These results highlight the strength of our operating model and the consistent evolution of our financial profile.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

As we evolve on our profitability growth strategy, non GAAP net income has become an increasingly relevant metric. In Q1 twenty twenty five, non GAAP net income reached $5,300,000 and 10% margin, up from $2,400,000 in the same period last year, more than doubling year over year and a 5.2 percentage points improvement in margin. As mentioned by Gerardo, on a trailing twelve month basis, non GAAP net income totaled $34,500,000 reflecting the ongoing strengthening of our profitability profile as we continue executing with discipline and scaling efficiently. Aligned with our non GAAP operating income, as of the three months ended 03/31/2025, we had a positive $6,600,000 free cash flow compared to $1,600,000 free cash flow in the same quarter of the prior year, reaching a free cash flow margin of 12% and a nine percentage point margin improvement year over year. In the first quarter of twenty twenty five, regarding the one year share repurchase program authorized by our Board of Directors on 12/03/2024, Vitex repurchased a total of 2,700,000.0 Class A common shares at an average price of $5.56 per share, representing an aggregate amount of $15,000,000 Considering the current and the previous year's share repurchase programs, the total executed amounted with 15,200,000.0 shares with an average price of $4.86 per share and a total cost of $74,300,000 As we move forward with our business outlook, we continue to navigate a macroeconomic environment market by volatility in the same store sales and GMV growth increasing the uncertainty of projection.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

That said, we remain confident in Vitex profitable growth trajectory. Vitex is well positioned to capture an attractive market opportunity and we remain encouraged by our leading market positioning, platform expansion and operational leverage. Considering these, we are currently targeting FX neutral year over year subscription revenue growth of 12.5% to 15.5% for the second quarter of twenty twenty five, implying a $57,000,000 to $58,500,000 range. For the full year 2025, as we continue executing our profitable growth strategy, we continue to target FX neutral year over year subscription revenue growth of 14% to 17%, implying a range of $238,000,000 to $244,000,000 based on the average of April FX rate. We are targeting non GAAP operating income and free cash flow margins of mid teens.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

To wrap up, in Q1, we delivered solid subscription revenue growth. As indicated by our guidance, we remain confident in the strength and sustainability of our profitable growth strategy in Q2 and for the full year 2025, supported by key new enterprise customers go live and our ongoing platform expansion. We will stay focused on disciplined execution, leveraging our strong fundamentals and resilient business model as we continue to gain global traction as the backbone for Connected Commerce. We remain committed to delivering lasting value for our customers, partners and shareholders. With that, let's open it up for questions now.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

Thank you.

Operator

Thank you. We will now begin the question and answer session. We'll take our first question from Marcelo Santos at JPMorgan. Mr. Santos, your line is open.

Operator

You may have yourself muted.

Marcelo Santos
Marcelo Santos
Equity Analyst at JP Morgan

Sorry, I was muted. Thank you for taking my questions. I have actually two. The first is you could comment a bit on subscription gross profit. You almost touched the target model of 79%, close to the 80% in a seasonally weak quarter.

Marcelo Santos
Marcelo Santos
Equity Analyst at JP Morgan

It is a sustainable gain going forward and what are the main sources of the gain? And the second question is regarding headcount reduction. What are the main areas that are seeing headcount reduction at the company? Thank you.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

Hi, Marcelo. Ricardo Sodre here. Thanks for the question. So on gross margin, we are pleased with the continued progress in our margin profile this quarter. In Q1 twenty twenty five, as you mentioned, we delivered 190 basis point improvement in subscription gross margin and three seventy basis point improvement in the overall gross margin on a year over year basis.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

These gains are particularly meaningful given the seasonality that's softer in nature in the first quarter, making the expansion both sequentially and year over year a strong validation of the scalability and the resilience of our business model. This performance reflects disciplined execution on multiple fronts. Key driver has been the optimization of our customer support operations, as mentioned in the prepared remarks, where we are seeing tangible benefits from the strategic use of AI. These enhancements are allowing us to both elevate service quality and materially reduce support related costs, delivering a meaningful impact on gross margin. Another important contributor is the continued maturity of our global ecosystem of system integrator partners.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

As our partner network scales and becomes more autonomous, we are increasingly shifting implementation services to these third parties. This is a strategic priority, and we've been advancing over several quarters. And it not only supports margin expansion on a total gross margin on a not on a subscription gross margin, but on a total gross margin. And it also reinforces our asset light highly scalable operating model. On getting closer to the target, we just posted 79% subscription gross margin, right?

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

So the target is 80%. So we are going towards and approaching this target, but not yet there. And our margin expansion reflects the successful execution of our long term disciplined strategy. So we remain focused on further strengthening our profitability profile while delivering value to our customers. And if you could repeat the second question please?

Marcelo Santos
Marcelo Santos
Equity Analyst at JP Morgan

The second was about headcount reduction. There was a sequential headcount reduction of 3.5%, if I'm not mistaken. Just wanted to know what are the main areas that are seeing this headcount cut?

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

I can address here Mariano here. Actually, we see a stability on the headcount, very, very like small changes. And the only kind of a meaningful change was in support area, but this is not like is a trend. So we see stability on headcount.

Marcelo Santos
Marcelo Santos
Equity Analyst at JP Morgan

Okay. Thank you very much.

Operator

We'll go next to Maria Impenza at Itau. Maria, your line is open. Please go ahead. You may have yourself muted. Hearing no response, we'll move next to Luca Brendam at Bank of America.

Lucca Brendim
Lucca Brendim
Equity Research Associate at Bank of America

Hi, good afternoon, everyone. Thank you for taking my questions. I have two here on my side. The first one, in terms of the cost and expenses, we saw a significant increase in R and D. And I wanted to understand if there are specific new projects or a reason for this increase or if it's according to what was already expected for the company?

Lucca Brendim
Lucca Brendim
Equity Research Associate at Bank of America

And also on the second, if you could give us an update on the expansion for The U. S, if you're seeing any differences or if you're continuing to see the same momentum we were having previously? Thank you.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

Hello, hello. Thank you. I'll get the first one. If Mariano wants to get to the second one, I'll move to him microphone. So about our R and D expense increase, in the first quarter of twenty twenty five, our non GAAP R and D expenses increased by 9.3% year over year, consistent with what with our stated strategy to invest in what we see as Vitek's greatest long term differentiator, the product.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

This increase reflects our deliberate committed commitment to deepen up and broadening our commerce platform. We continue to invest in expanding the task and completeness of our product suite, reinforcing our competitive advantage, both in b to c, but but most recently b to b as well. And and support this scalable growth across multiple geographies that you can see in multiple customer segments. And as we shared in prior quarters, we've been helping out high in a measured and disciplined way aligned with our product road map and strategic priorities. So this quarter growth also reflects a normalization higher activity following periods of slower onboarding cycles as well as the continued advancement of critical innovation initiatives.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

So R and D remains central to our ability to win and retain enterprise customers And also to unlock new cross sell and upsell opportunities through products like the one that I mentioned B2B, Vitex ads and others. So it's not only necessary, but it's strategic. Beyond that, like like everybody like every other company, this and software company in the world, we are investing highly in changing the way we design software, we build software with AI. And and this is not only it is this is not only changing the way we design and build software internally, but it will change. And it's changing the way we interface with our customers, with interface with our partners.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

And also, it it also informs the services and products that we will deliver in the near future. All of this requires a discipline but extensive investment in R and D.

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

I can answer about The U. S. Sales. The sales motion is evolving in line with our expectation and with our long term strategy. We are focusing lending and expand high value enterprise customers, building durable relationships and delivering innovation that really drives measurable business impact.

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

So we have a few high impact signed logos that will be announced through the year, which we believe will further enrich the Vitex narrative and strengthening market best perception. We like the Manchester City Football Club now in under implementation highlight the global relevance and scalability of Vitex platform. These customers are not only large in GMV potential, many ranges hundreds of millions and even billions of dollars, but they also demonstrate our growing ability to serve as a strategic partner in complex and high stakes. So no, not a significant change, just a growing momentum in our brand in the deals that are being deployed.

Lucca Brendim
Lucca Brendim
Equity Research Associate at Bank of America

Very clear. Thank you for the answers.

Operator

We'll go next to Leonardo Olmos at UBS.

Leonardo Olmos
Leonardo Olmos
Executive Director at UBS Group

Hi, good night everyone. So got a couple of questions. So first, the macro situation in The U. S. With the tariffs, if you could discuss a little bit what's the sentiments with the companies you discussed?

Leonardo Olmos
Leonardo Olmos
Executive Director at UBS Group

How are they feeling about their IT budgets and their willingness to prioritize front end type of solutions or back end or cloud migration? So how do you how are you pitching to clients in this context? I think I'll get to this question.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

Leo, thanks. So speaking about macro more broadly and then we can talk about The U. S. And tariffs. So we see Vitex well positioned to drive amid the evolving global trade landscape despite shifting trade tariffs, currency fluctuation and supply chain realignments.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

If you look at our robust performance in Q1, highlighted by the 17% growth year over year in FX neutral on the GMV side and a healthy subscription revenue growth of 15%, it underscores Vitex's resilience and adaptability during this dynamic market condition. The current macroeconomic environment has prompted many enterprises to reassess their supply chains and seek more agile cost effective solutions. Although this increase and creates volatility and impacts that are hard to predict and forecast, so far Latin America has been less impacted than other regions. And historically, no challenging economic periods prompt enterprises to reassess their technology infrastructure, emphasizing cost efficiency, flexibility and rapid time to market. And Vitex Commerce Platform is uniquely positioned to meet these demand, offering a comprehensive solution that supports operational agility and resilience.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

With this context in mind, we are pleased with Q1 performance, particularly in the context of ongoing macroeconomic volatility. Our results came in the top of the subscription revenue guidance range with margins improving significantly, reflecting consistent execution across the business and aligning with the expectations we outlined last quarter. When we issue our outlook, we also took a balanced view, factoring persistent consumption headwinds alongside the operational momentum we are seeing across the company. That balance perspective remains intact. Having said that, if we look at April, since there has been more movements in this macroeconomic front in April, April has exhibited increased volatility with stronger performance in the first half followed by a softer second half.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

The shift in Easter seasonality from Q1 last year to Q2 this year has made it more difficult to extrapolate underlying trends adding uncertainty around the timing of customer go lives and the trajectory of consumption. So against this backdrop, we are maintaining our full year guidance range, While Q1 results were solid on the top of the guidance, we believe it's prudent to keep our outlook unchanged given the evolving conditions observed early in Q2. And regarding Q2 guidance, we are maintaining the same midpoint of 14% we issued for Q1 guidance. The slightly wider range of three percentage points for Q2 versus two percentage points previously for Q1 reflects increased uncertainty esteemed from this heightened global market volatility and less visibility into future GMV performance. And if we were to adjust for the Easter calendar shift, which fell in Q1 last year and Q2 this year, the underlying trends suggest both quarters Q1 and Q2 would reflect a similar growth profile reinforcing the stability of our underlying performance.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

And then more specific on The U. S. And tariff impacts, we have a small market share in The U. S. So we are less exposed to these macroeconomic movements.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

It's more micro story than a macro story, but we remain very close in observing these shift and how we can position ourselves. And in the end, we continue to focus on what we can control, meaning adding value to our existing customers by helping them accelerate their sales efficiency, attracting new customers and continue to evolve with product innovation and platform expansion initiatives, while keeping a disciplined approach to cost and expenses.

Leonardo Olmos
Leonardo Olmos
Executive Director at UBS Group

Thank you, Sodre. Glad I stayed with just one question. Very, very good answer. Have a good night.

Lucca Brendim
Lucca Brendim
Equity Research Associate at Bank of America

Thank you, love.

Operator

We'll move next to Maria Clara Infantozzi at Itau.

Maria Clara Infantozzi
Equity Research Associate at Itau BBA

Hey, guys. Can you hear me?

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

Yes. We can, Maria.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

Yes.

Maria Clara Infantozzi
Equity Research Associate at Itau BBA

Great. Thanks for taking my question. I was wondering if you could explore a bit about the subscription revenue build up, so especially per geography and per category. So it came above our expectations in the top of the guidance, and I was wondering if we I could get more color on how the productivity gains of clients in Brazil are evolving and what are your expectations going forward, especially for Brazil as well? Thank you so much.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

Great. Hi Maria, happy to start the year and others feel free to chime in. So we don't open up a breakdown by geography or by category on a quarterly basis. We do this on an annual basis, but happy to share some qualitative color. As we mentioned when we published Q4 talking about guidance for Q1 and for the year, we are taking a more measured approach on the same store sales given higher interest rates in many geographies and heightened macro volatility.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

And we are working very hard to implement the customers that we signed last year to put them live. And these customers that have a range of different categories, we mentioned a few customers that went live this quarter, highlight of Americanas in Brazil. So Brazil is helping the growth of the company with these new customers going live. And also U. S.

Ricardo Camatta Sodré
Ricardo Camatta Sodré
CFO at VTEX

And Europe as most of the contribution comes from adding new customers to our platform and increasing our growth. So no relevant highlights or lowlights versus expectations I would say that we laid off last quarter.

Maria Clara Infantozzi
Equity Research Associate at Itau BBA

Great. Thank you. And if I could make another question related to the retail ads media business, can you please comment a bit more on the economics of this business and how it is embedded in the 2025 guidance? Thank you.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

So thank you, Maria. So so the the business itself is is very, material right now, but we're very confident that we're doing the right things to make a material business inside of the text in the in the near future. And and the business is is, like, connecting existing customers, let's call it the publishers, to advertisers, to so they can do they can have a new media to to advertise, the media that we call retail media. Retail media is, like, advertising using the first party data of of the of the publishers at at at at the merchants, at our customers at Vitex. And this is, a a network business, and we're very strong on on one side of the network.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

And because we're strong in one side of the of the network, we are ramping up very fast the other side of the network, the advertisers. After the acquisition of Newtayo, we can say that we have almost 400 advertisers already announcing and doing advertising in our network. This combined with our, like, hundreds of publishers can give us a competitive edge and a very good positioning to help and to monetize all the inventory that the retail can can can sell to this, the industry, to the manufacturers, to their suppliers.

Maria Clara Infantozzi
Equity Research Associate at Itau BBA

Great. Thank you so much for the answers.

Operator

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

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

Thank you for the great questions. To close, I want to reiterate the confidence we have in the trajectory we're building at Lutax. We started the year with solid execution, growth, profitability and free cash flow in a seasonally soft quarter. This performance reflects not just the short term wins, but the strength of the foundations we've laid over the past year, built on discipline, resiliency and clear strategic direction. We're gaining meaningful traction across regions, winning and expanding with enterprise customers who choose VITACS not just for technology, but for outcomes, faster time to market, improved margins and simpler operations among many other reasons.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

As we continue to evolve from a platform into a comprehensive commerce suite, we laid the groundwork for a future shaped by intelligent automation. We are confident that GTEx will remain at the forefront of digital commerce transformation. We're excited by what's ahead. We'll continue to execute with focus, scale with discipline and purpose and deliver long term value for our customers, partners, employees and shareholders. We're just getting started.

Geraldo Thomaz
Geraldo Thomaz
Founder, Co-Chairman & Co-CEO at VTEX

Thank you again for your time and partnerships. We look forward to speaking with you in our next earnings call. Have a great week.

Operator

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

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

Key Takeaways

  • In Q1, subscription revenue grew 15% FX neutral and non-GAAP operating income soared 85% YoY, while free cash flow reached $6.6 million, driving a 3.7 pp gross margin and 4.2 pp operating margin expansion.
  • Vitex added new enterprise customers across Latin America, the US and Europe—including Magazino, LG Argentina, Americanas and GS1 US—and saw existing customers like Colgate, Crocs and Mondelez expand further on the platform, while beginning implementation with Manchester City Football Club.
  • The platform is being transformed into a comprehensive commerce suite with intelligent agents evolving into digital workers, and the company is accelerating its focus on B2B commerce and retail media following the acquisition of Newpeo, which brought over 400 advertisers into its network.
  • Vitex was named a Customers’ Choice in the 2025 Gartner Voice of the Customer for Digital Commerce report for the second consecutive year, based solely on customer reviews of product capability, ease of use, support and measurable business impact.
  • For Q2, Vitex targets FX neutral subscription revenue growth of 12.5%–15.5%, and for full-year 2025 expects 14%–17% growth, with mid-teens non-GAAP operating income and free cash flow margins.
AI Generated. May Contain Errors.
Earnings Conference Call
VTEX Q1 2025
00:00 / 00:00

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