37 slides from Klaviyo, Inc. Series A's earnings presentation, May 6, 2025
Slide 1: Q1 2025 Investor Presentation
Q1 2025 Investor Presentation 05.06.2025
Slide 2: Forward-Looking Statements and Disclaimer
Forward-Looking Statements and Disclaimer This presentation includes certain “forward-looking statements” within the meaning of the safe harbor provisions of the Private Securities Litigation Reform Act of 1995, as amended. Other than statements of historical facts, all statements contained in this
Slide 3: Statement Regarding Use of Non-GAAP Financial Measures
Statement Regarding Use of Non-GAAP Financial Measures In addition to financial measures prepared in accordance with generally accepted accounting principles in the United States (GAAP), this presentation and accompanying oral commentary contain non-GAAP financial measures, including non-GAAP gross
Slide 4: The only CRM built for B2C
THE ONLY CRM BUILT FOR B2C Powered by its built-in Klaviyo Data Platform and AI insights, Klaviyo combines marketing automation, analytics and customer service into one unified solution, making it easy for businesses of all sizes to build meaningful relationships, drive smarter decisions and grow fa
Slide 5: Positioned to win & deliver durable growth at scale
Positioned to win & deliver durable growth at scale One-of-a-kind Large & Momentum Proven & integrated platform growing market executing efficient with data advantage opportunity growth vectors business model Redefining B2C tech Aligned with secular Clear and proven plan to Track record of durable s
Slide 6: Klaviyo Q1 FY25 by the numbers
Klaviyo Q1 FY25 by the numbers1 $280M Revenue 108% Dollar-Based Net Revenue 34% of total revenue from 13% TTM Free Cash Flow Retention Rate2,3 EMEA & APAC Margin3,4 33% YoY Revenue Growth 169K+ Total Customers 2,5 3,030 Customers Generating Over 12% Non-GAAP $50K ARR2,5 Operating Margin4 40% YoY Gro
Slide 7: Klaviyo is positioned to redefine the next era of B2C engagement
Klaviyo is positioned to redefine the next era of B2C engagement Channel first Channel affinity marketing marketing Standalone Built in CDP CDP Siloed Omnichannel marketing interactions (pre and post) Human-led AI-guided decision making decision making 2025 © Klaviyo 7
Slide 8: Built to scale
B2C CRM 2025 Global Klaviyo’s evolution 7 languages; SMS in 19 countries Redefining growth for B2C businesses CDP 2024 2023 We started with a simple idea: that 01/12/25 Sarah L. businesses should own their customer “Skin looks & feels flawless!” data and use it to create better, more personalized ex
Slide 9: Klaviyo: The only CRM built for B2C
Klaviyo: The only CRM built for B2C In Beta 1:1 personalization at scale, All-in-one platform for B2C Data-first, built-in without complexity marketing & service teams 2025 © Klaviyo 9
Slide 10: Why Klaviyo
Why Klaviyo Powering personalization & automation at scale Benefits to Klaviyo Customers Data-first, built in ● Real-time profile Rapid implementation Unified customer, purchase, and behavioral data into one view Automate 1:1 personalized, omnichannel ● No limits, no silos experiences with faster ti
Slide 11: Our data-first approach is a competitive advantage
Our data-first approach is a competitive advantage Vertically integrated tech stack ● Unified data layer and application layer ● Built to scale across applications and verticals Comprehensive tools & features ● Reporting & analytics: Advanced analytics, benchmarking and reporting ● AI and ML-powered
Slide 12: Klaviyo Service
Klaviyo Service Bring marketing and service together to grow revenue and loyalty Customer Hub AI Agent Unified Inbox Manage orders, discover new 24/7 automated self-service, with Complete customer context for products, and ask for support easy escalations to live agents faster, personalized service
Slide 13: AI remains central to our product roadmap
AI remains central to our product roadmap Enabling customers to work faster, unleash creativity, and dream up new possibilities Leverage strategic insights Weave together data to deeply understand customers and spark an idea Ex. Predictive analytics, Review sentiment AI Create targeted communication
Slide 14: We continue to expand our global presence
We continue to expand our global presence 7 languages supported 19 countries available for SMS on the Klaviyo platform English, French, German, Portuguese, across North America, EMEA, and APAC Korean, Spanish, Italian 4 Countries with Operations 2025 © Klaviyo 14 (USA, UK, Australia, Ireland)
Slide 15: Trusted by a large, growing, and diverse customer base
Trusted by a large, growing, and diverse customer base 169,000+ Total Customers1 3,030 Customers > $50K ARR1 Diverse Ranging from entrepreneurs, SMBs and mid-market+ 1 As of March 31, 2025. See Appendix for definitions of Customers and Customers Generating Over $50,000 of ARR. 2025 © Klaviyo 15
Slide 16: We help customers drive revenue
We help customers drive revenue Powering omnichannel strategy with marketing analytics Customer Hub drives on-brand customer experience Delivering personalized, market-specific messaging Cara Cara consolidated onto Klaviyo to replace the need to Ministry of Supply was seeking an account management A
Slide 17: Customer testimonial: A-Game Digital
When we installed Klaviyo Marketing Analytics, we noticed we were able to bring back people who hadn’t purchased in 3+ years. It was really amazing how they responded and how they continue to engage.” George Rodríguez, Founder and Principal A-Game Digital (New West KnifeWorks agency) 2025 © Klaviyo
Slide 18: Multiple growth vectors in play - long runway of opportunities
Multiple growth vectors in play - long runway of near- and long-term opportunities Launch Enable developer- led apps new Expand use cases into new Continue to verticals Broad platform Grow in the innovate in applicability mid-market & marketing Customer Open enterprise Integrations Expand Reviews (M
Slide 19: $68B Large & growing market
Global TAM ~1% penetrated $68B Large & growing market opportunity - U.S. TAM Across verticals ~3% penetrated $34B significant white space SAM Retail & eCommerce ~6% penetrated $16B 1 For the trailing twelve months ended March 31, 2025 $1B 2025 © Klaviyo 19 TAM source data: Statista, Analysys Mason,
Slide 20: Our partner ecosystem enriches customer offerings and accelerates acquisition
Our partner ecosystem enriches customer offerings and accelerates our customer acquisition engine Stickier customer relationships ● Scalable flywheel enables efficient customer acquisition and partner growth Enhance Co-market ● Depth of integrations and broader product Technology eCommerce Strategic
Slide 21: Financials
Financials 2025 © Klaviyo 21
Slide 22: Q1 2025 financial highlights
Q1 2025 financial highlights1 Operating at Scale $280M Quarterly revenue Strong Revenue Growth 33% Year-over-year growth rate Healthy Expansion With Our Customers 108% Dollar-Based Net Revenue Retention Rate2,3 Momentum in the Mid-Market 40% Year-over-year growth in Customers > $50K ARR2,3 Generatin
Slide 23: Revenue growth at scale
Revenue growth at scale YoY Growth 60% 42% 34% 35% 35% 34% 34% 33% 2025 © Klaviyo 23
Slide 24: Strong customer growth
Strong customer growth1 2 2 +16% +40% 1 All figures are as of March 31, 2025 or 2024, as noted. 2025 © Klaviyo 24 2 See Appendix for definitions of Customers and Customers Generating Over $50,000 of ARR.
Slide 25: Continuing to diversify internationally
Continuing to diversify internationally Key highlights ● Investments made in recent quarters are delivering strong growth ● 42% YoY revenue growth in EMEA & APAC1 ● Notable strength in EMEA, particularly in France, Germany, and Spain ● Added customers across the globe including Bauhaus, My 1st Years
Slide 26: Measured investments against our market opportunities
Measured investments against our market opportunities Key YoY drivers ▪ Employee bonus plan implemented in Q4 2024 drove additional costs in each line item ▪ G&A leverage due to smaller one-time items compared to last year ▪ R&D leverage due to an increase in capitalized software ▪ S&M increased as
Slide 27: Continued growth of non-GAAP operating income
Continued growth of non-GAAP operating income Non-GAAP 14% 12% Operating Margin See Appendix for Non-GAAP reconciliation. 2025 © Klaviyo 27
Slide 28: Strong free cash flow generation
Strong free cash flow generation TTM Free Cash Flow Margin 16% 14% 15% 16% 13% 2025 © Klaviyo 28 See Appendix for Non-GAAP reconciliation.
Slide 29: Guidance
Guidance ($ in millions) Q2 FY25 FY25 Revenue $276 - $280 $1,171 - $1,179 YoY Growth 24% - 26% 25% - 26% Non-GAAP Operating Income $28.5 - $31.5 $133 - $139 Non-GAAP Operating Margin 10% - 11% 11% - 12% 2025 © Klaviyo 29 Guidance issued as of May 6, 2025.
Slide 30: Appendix
Appendix 2025 © Klaviyo 30
Slide 31: Summary Non-GAAP P&L
Summary Non-GAAP P&L ($ in millions) FY24 Q1 FY24 Q2 FY24 Q3 FY24 Q4 FY25 Q1 Revenue $210.0 $222.2 $235.1 $270.2 $279.8 Cost of Revenue $42.4 $47.5 $52.1 $69.6 $65.5 Gross Profit $167.6 $174.7 $183.0 $200.6 $214.3 Gross margin % 79.8% 78.6% 77.8% 74.2% 76.6% Selling and marketing $66.7 $70.6 $77.5 $
Slide 32: GAAP to Non-GAAP reconciliation of Gross Profit
GAAP to Non-GAAP reconciliation of Gross Profit 2025 © Klaviyo 32
Slide 33: GAAP to Non-GAAP reconciliation of Operating Income
GAAP to Non-GAAP reconciliation of Operating Income 2025 © Klaviyo 33
Slide 34: GAAP to Non-GAAP reconciliation of Operating Expenses
GAAP to Non-GAAP reconciliation of Operating Expenses 2025 © Klaviyo 34
Slide 35: Reconciliation of Operating Cash Flow to Free Cash Flow
Reconciliation of Operating Cash Flow to Free Cash Flow 2025 © Klaviyo 35
Slide 36: Select defined terms
Select defined terms Customers: We define a customer as a distinct paid subscription to our platform. A single organization could have multiple discrete contracting divisions or subsidiaries or brands each with paid subscriptions to our platform, which would, in general, constitute multiple distinct
Slide 37: klaviyo
klaviyo™