Earnings call transcript: Bridgeline Digital Q3 2025 sees revenue dip, stock down

Bridgeline Digital Inc. reported its third-quarter earnings for fiscal year 2025, revealing a slight decline in revenue to $3.8 million from $3.9 million in the same quarter last year. The company’s stock experienced a decline of 2.66% in regular trading hours, closing at $1.54, and showed a minor increase of 1.3% in aftermarket trading. According to InvestingPro data, the company maintains a healthy balance sheet with more cash than debt, despite its current market capitalization of $18.11 million. The earnings per share (EPS) forecast was set at -0.02, but the actual results were not disclosed in the transcript.

Key Takeaways

• Total revenue for Q3 FY2025 decreased slightly to $3.8 million.
• Subscription license revenue constituted 81% of total revenue.
• Net loss widened to $800,000 from $300,000 the previous year.
• Bridgeline Digital launched new AI-driven product features.
• Marketing budget doubled to enhance lead generation.

Company Performance

Bridgeline Digital’s overall performance in the third quarter showed a slight revenue decline compared to the previous year. The company continues to focus on its Hawk Search platform, which has been ranked by Gartner as the top B2B search software provider. Despite the revenue dip, the company is strengthening its market position through innovative AI capabilities and expanded marketing efforts.

Financial Highlights

• Revenue: $3.8 million, down from $3.9 million YoY
• Subscription license revenue: $3.1 million, 81% of total revenue
• Services revenue: $700,000, 19% of total revenue
• Gross profit: $2.5 million, with a margin of 66%
• Net loss: $800,000, compared to $300,000 last year
• Adjusted EBITDA: -$330,000, compared to +$3,000 last year

Market Reaction

Bridgeline Digital’s stock price fell by 2.66% during regular trading hours, closing at $1.54. The stock showed a slight recovery in aftermarket trading, with a 1.3% increase to $1.56. This movement reflects investor sentiment reacting to the company’s widened net loss and lower revenue figures, despite the positive developments in product innovation and marketing strategies.

Outlook & Guidance

Looking ahead, Bridgeline Digital expects growth in its Hawk Search platform to become more prominent in 2026. The company is maintaining its quarterly professional services revenue target at $750,000 and continues to invest in marketing and customer relationship expansion.

Executive Commentary

CEO Ari Khan emphasized the integration of AI into the company’s offerings: "We are treating AI as a team member, not a replacement to our customers’ marketing program." He also highlighted the strategic alignment of their products with current AI trends, stating, "We’re in the sweet spot with respect to artificial intelligence and how the large language models that are driving this revolution really are tailored very well for the type of product that we have."

Risks and Challenges

• Continued revenue decline could impact future profitability.
• Increased competition in AI-powered search solutions.
• Dependence on existing customers for a significant portion of sales.
• Market saturation in the B2B search software sector.
• Potential macroeconomic pressures affecting customer budgets.

Q&A

During the earnings call, analysts inquired about the company’s customer acquisition strategy, which is now more data-driven. They also discussed the competitive landscape, where some competitors offer free professional services as a differentiator. Bridgeline Digital noted that no single customer accounts for more than 5% of its revenue, highlighting a diversified customer base.

Full transcript - Bridgeline Digital Inc (BLIN) Q3 2025:

Conference Moderator: Greetings, and welcome to the Bridgeline Digital Third Quarter twenty twenty five Earnings Call. At this time, all participants are on a listen only mode and a question and answer session will follow the formal presentation. And please note, this conference is being recorded. I will now turn the conference over to your host, mister Thomas chief financial officer for Bridgeline Digital. Sir, the floor is yours.

Thomas Windhausen, Chief Financial Officer, Bridgeline Digital Inc.: Great. Thank you. Thank you, and good afternoon, everyone. Thank you for joining us today. My name is Thomas Windhausen.

I’m the chief financial officer of Bridgeline Digital Inc. I’m pleased to welcome you to our fiscal twenty twenty five third quarter conference call. On the call with us this afternoon is Ari Khan, Bridgeline’s president and CEO, We’ll begin the call with a discussion of our business highlights. I will then update you on our financial results for the quarter. We will conclude with by taking questions.

Before we begin, I’d like to remind listeners that during this conference call, comments that we make regarding Bridgeline that are not historical facts are forward looking statements within the meaning of Section 27A of the Securities Act of 1933 and Section 21E of the Securities Act of 1934 and are subject to risks and uncertainties that could cause such statements to differ materially from actual future events or results. These statements are made pursuant to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995. The internal projections and beliefs upon which we base our expectations today may change over time, and we expressly disclaim and assume no obligation to inform you if they do. The results we report today should not be considered as an indication of future performance. Changes in economic, business, competitive, technological, regulatory or other factors could cause Bridgeline’s actual results to differ materially from those expressed or implied by the projections or forward looking statements made today.

For our detailed information about these factors and other risks that may have impact on our business, please review the reports and documents filed from time to time by Bridgeline Digital with the Securities and Exchange Commission. Also, note that on the call this afternoon, we will discuss some non GAAP financial measures when commenting on the company’s performance. We provide a reconciliation of our GAAP financials to these non GAAP measures in our earnings release. You can obtain a copy of the earnings release by visiting our website. I’d now like to turn the call over to Ari Kahn, Bridgeline’s President and CEO.

Ari?

Ari Khan, President and CEO, Bridgeline Digital Inc.: Thank you, Tom. Good afternoon, everybody. In our ’25 of fiscal year twenty five, we signed 1,700,000.0 in contracts, which added 600,000 in ARR to our subscription revenue. Year to date, we have booked 6,000,000 in contracts with over 2,000,000 in ARR. This brings revenue from our core products to more than 60% of our total revenue with double digit growth from Hawk Search.

This year we have added more than 20 new customers in addition to more than 30 licenses sold to existing customers, primarily from customers adding Hawk AI to their website. We do see some decline in our legacy products, which flattens our overall revenue and we expect Hawk Search to continue to grow and outshine this dampening as early as 2026. Our customers love HawkSearch. Our net revenue retention for HawkSearch is a 114%. In fact, our average sale of expansion products from existing customers is double the size of our initial sale to new customers.

An average customers are starting with a $25,000 ARR contract for HawkSearch and then adding another 50,000 ARR above and beyond the 25 for advanced features such as our AI powered SmartSearch after they are live. There’s no greater demonstration of value that we deliver to our customers than them buying additional products from us. Hawk Search has an outstanding position in the market with huge customer successes as well as accolades from partners and analysts. This quarter, Gartner ranked Hawk Search as the number one B2B search software provider above all of our competitors. Our number one ranking in B2B is driven by a number of factors, including our quantity of live customers using Hawk AI, our ability to solve complex sites at scale, and the out of the box value Hawk delivers to b to b customers.

This week, we launched Do It Best hardware. Do It Best is using Hawk Search to power over 3,000 stores with real time inventory and AI enhanced search results. Only HawkSearch offers multi site management, so franchises and chains with large number of sites can centrally manage search results, which can be set up to be impacted by live inventory. Our sales success has been driven by a modest marketing budget, and in March, we made a small capital raise to expand that budget for lead generation. We doubled our ad spend from $250,000 a quarter to $500,000 a quarter.

We’re seeing excellent results from this investment with qualified lead generation more than doubling. Our sales cycle is also contracting and has reduced from one hundred and twenty five days down to one hundred and twelve days with three sales this quarter having less than sixty days between the initial introduction to signing a contract. The increased marketing budget, faster sales cycle and analyst recognition are expected to fuel even stronger growth in upcoming quarters. As part of our investment in lead generation, this quarter we have expanded our lead gen programs through strategic partnerships. Insight twenty five, our first Talk Search Virtual Summit, drew 400 registrants and featured partners including Hewlett Packard, BigCommerce, X Engage, and Crescent Electric.

And at B2B online in Chicago, we hosted a live river cruise dinner with Pemberley, Chronix and DDS. These co hosted events generate more leads per marketing dollar and produce more qualified leads with faster sales cycles than we could do by ourselves. Hawk Search leads the market in AI powered product discovery with new capabilities that give customers more control and insight than ever before. This quarter we added model context protocol, also known as MCP. We added MCP to Hawk Search, which allows AI agents to help manage Hawk Search alongside the human merchandising team that typically runs a website.

Our tailored AI approach expands our customers existing teams, so they can leverage AI agents today without having to blindly assume the AI is gonna do everything for them correctly, which happens with many of the other AI products. In essence, we are treating AI as a team member, not a replacement to our customers marketing program. MCP also allows merchandisers and developers to control search results with natural language to boost key products, prioritize categories and target campaigns with precision. In fact, they can even ask complex questions to the MCP component of Hawk Search and get visual results, graphs, tables, and other information to help them understand the performance of their own website and their sales processes. Together with advanced analytics, these enhancements provide deeper performance insights, integrate with business intelligence tools and make enterprise grade AI more accessible AI A few examples of this quarter’s business development successes include a Fortune 100 tech company signing a Hawk Search agreement to optimize global e commerce search across high volume multi region sites.

One of the nation’s largest electrical distributors selected Hawk Search to power AI driven search across more than 70 storefronts. The implementation integrates with both Sitecore and Salesforce Commerce Cloud to unify product and content discovery. A top five US electrical distributor expanded its HawkSearch license to support hundreds of e commerce portals using our multi engine management to launch test personalized experiences. Ivystone Group deployed HawkSearch across five e commerce sites with multi site management, concept search recommendations and merchandising to improve intent matching and buyer engagement. And a leading Jan San distributor renewed and expanded its partnership to leverage semantic search and personalized e commerce boosting both conversion rates and average order value.

Hawk Search is fueling Bridgeline’s growth. As of this quarter, Hawk Search is more than 60% of our total quarterly revenue, is growing at a double digit pace, is being recognized by top analysts as a number one solution, and has outstanding customer satisfaction with a 114% net revenue recognition. Consistent development introduction of new features into Hawk Search is resulting in customers tripling their initial investment by adding new features like our AI capabilities and Smart Search. We have doubled our lead budget to capitalize on this momentum and are already seeing economies of scale. That along with the sales cycle of only one hundred and twelve days will soon make Hawk Search growth shine into our consolidated financials so that you can see overall growth for the whole company at the level in which HawkSearch is growing today.

Now I’ll turn the call over to our Chief Financial Officer, Tom Wenhausen, so he can share some additional details with you. Tom?

Thomas Windhausen, Chief Financial Officer, Bridgeline Digital Inc.: Thanks, Ari. I’ll provide an update on our financial results for the 2025, which ended 06/30/2025. Total revenue for the quarter ended 06/30/2025 $3,800,000 as compared to $3,900,000 in the prior year period. Looking at each component of revenue, our subscription license revenue, which is comprised of SaaS licenses, maintenance and hosting revenue, for the quarter ended 06/30/2025 was 3,100,000.0 as compared to 3,000,000 in the prior year period. As a percentage of total revenue, subscription license revenue was 81% of total revenue for the quarter ended 06/30/2025.

Services revenue was 700,000 for the quarter ended 06/30/2025 compared to 900,000 in the prior year period. As a percentage of total revenue, services revenue accounted for 19% of total total revenue for the quarter ended 06/30/2025. Our cost of revenue was $1,300,000 for the quarter ended 06/30/2025 compared to $1,200,000 in the prior year period. And as a result, our gross profit was $2,500,000 for the quarter ended 06/30/2025. Our overall gross profit margin was 66% for the quarter ended 06/30/2025, with our subscription license gross margins of 70% for the quarter June 25 compared to 72% in the prior year period, and our services margins of 50% for the quarter ended 06/30/2025, compared to 58% in the same period in 2024.

Our operating expenses were 3,200,000 for the quarter ended June 30, compared to $3,100,000 in the prior year And our net loss was $800,000 for the fiscal year ended sorry, for the fiscal quarter ended 06/30/2025 compared to a net loss of $300,000 in the prior year period. Our adjusted EBITDA for the quarter ended 06/30/2025 was negative $330,000 compared to positive $3,000 in the prior year comparable three month period. Moving to our balance sheet. On June 3025, we had cash of over $2,100,000 and accounts receivable of 1,400,000.0. Our total debt outstanding as of 06/30/2025 was under €300,000, approximately 348,000 US dollars with a weighted average interest rate of 3.4% principal payments due through 2028.

We have no other debt or remaining earn outs from any other previous acquisitions. And at 06/30/2025, our total assets were 16,100,000.0 with total liabilities of 6,200,000.0. Finally, with an update of our cap table, at June 30, it included a 12,100,000.0 shares outstanding, 862,000 warrants and 1,800,000.0 options. The 862,000 warrants consist primarily of 167,000 warrants with a $2.85 exercise price expiring in May 26, 2026 and five hundred and ninety 2,000 warrants with a $2.51 exercise price, which expired in November 2026. BridgeRat looks forward to continued growth and success in fiscal twenty twenty five and beyond as we continue our focus on revenue growth, product innovation, customer success, and delivering shareholder value.

Thank you for joining us on the call today. And at this time, I’d like to open the call to questions and answers. Moderator?

Conference Moderator: Thank you. At this time, we will be conducting our question and answer session. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. And you may press 2 if you would like to remove your question from the queue.

For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment, please, while we poll for questions.

Thomas Windhausen, Chief Financial Officer, Bridgeline Digital Inc.: While we while we do that and get that set up, I do have a couple questions that were sent in advance, so we will go through those. We’ll some questions from Howard Halperin at Taglich Brothers. Already got three questions here from Howard. Number one, how has your customer acquisition strategy evolved? We we lose a lot.

Can you guys hear me? Can hear me alright?

Ari Khan, President and CEO, Bridgeline Digital Inc.: Oh, sorry. I was on mute, and I’m back. Alright. Okay. So the question was, how is our customer acquisition?

Thomas Windhausen, Chief Financial Officer, Bridgeline Digital Inc.: Yeah. How has our how how has our customer acquisition strategy evolved?

Ari Khan, President and CEO, Bridgeline Digital Inc.: Great. So we’re very analytical in marketing, and we track all of our leads so that we know which marketing event was the lead’s first touch point, and that we also know which marketing campaigns were follow on influencing touch points. With this information, we’re able to increase investments in campaigns that generate the best leads or have the biggest impact on lead conversion. Today, we have sufficient history and analytics to know where most of our new customers are coming from. A year ago, we were experimenting with two thirds of our budget and investing one third towards known lead sources.

And today, I’d say that that ratio is really flipped, where we are experimenting with a third. You always wanna experiment in marketing world. And then investing two thirds of our budget towards known campaigns, campaigns that we know win or influence. These can be conferences, online ad sources, partnerships, and other events. Because of the outstanding recognition that we’ve gotten from analysts like Gartner and softwarereviews.com and g two crowd and customer satisfaction, We’re also now bringing both customers and analysts to the sales cycle to provide references and other details that help our prospective customers more quickly make their decisions.

Thomas Windhausen, Chief Financial Officer, Bridgeline Digital Inc.: Great. Great. Thanks, Ari. Another question. Where does our pipeline stand in regards to reaching new customers or expanding within existing customers?

Ari Khan, President and CEO, Bridgeline Digital Inc.: So this year, we have more bookings to existing customers than to new customers, both in quantity and in booking size. About 60% of our sales have been to existing customers, and this is a healthy and great thing. This tells us that we have a product line that delivers tremendous value to our customers, and we need to increase awareness with a larger marketing megaphone, so to speak, a larger ad spend budget, so that the rest of the world can find out why customers are staying with Bridgeline and doubling down and increasing their investment in Bridgeline, 114% net revenue retention. We expect existing customers to continue to represent probably 60% of license, even though we’re expanding our marketing budget. So we’re gonna win more customers with a larger budget, but our existing customers are even more rapidly expanding their investment by buying products like our smart search, the AI driven products, and advanced analytics.

We have hundreds of customers who still have products that they can buy from Bridgeline. So this is a great trend. It reduces our overall customer acquisition costs. And these sales make Bridgeline a healthier company. Less marketing dollars produce longer customer lifetimes, and often result in innovations with new features coming from customers and driving additional sales into our customer base.

Thomas Windhausen, Chief Financial Officer, Bridgeline Digital Inc.: Excellent. Do have one more. Are you getting any customer feedback about the new technology enhancements, and how could they always be deployed to expand revenue?

Ari Khan, President and CEO, Bridgeline Digital Inc.: Okay. Well, most, nearly all of our product releases in 2024 and 2025 were driven by customers. So we’ve got structurally, we’ve got a professional services division that helps our customers both implement our products and provide consultative advice to them as to how to better run their own websites. And then we’ve also got a sales team, our customer success team, which is helping our customers understand what other products we have and figure out when the right time is for them to buy one of our other products. These two teams are always getting feedback, bringing that into our product management department run by John Murcott and several other people on the team.

And a lot of times those are producing ideas as to products that we should have and we don’t have. We’ll see two or three or four of our customers asking for something that’s very similar. We figure out what the generalizations are between all of those customers. And then rather than our customer having to build and maintain a bespoke implementation, something custom just to themselves, they get to just buy a license for something that we maintain and, of course, sell to our other customers. So multi site management platform, an example that was driven by customers, our advanced analytics was driven by customers, of course all the SmartSearch AI stuff was driven both by huge advances in large language models and neural nets and by customers as well.

Thomas Windhausen, Chief Financial Officer, Bridgeline Digital Inc.: Excellent. Thanks. Moderator, do we have anyone who is on the phone line for q and a?

Conference Moderator: Yes, sir. We have questions on the line from Casey Ryan of Westpark Capital. Casey, your line is live.

Casey Ryan, Analyst, Westpark Capital: Alright, Tom. Thanks for the update today. It’s encouraging. Thank you, Casey. Yeah.

You bet. So I had a few questions. So sales and marketing has sort of ticked up over the last couple of quarters, which I think has been encouraging. And I think you’re speaking to the fact that conversions are going well and that you’re working in that area. Should we continue that absolute dollar level to kind of continue to tick up as we go through the end of the fiscal year and into FY 2026 is my first question.

Ari Khan, President and CEO, Bridgeline Digital Inc.: The way that we okay. Great. Great. And that’s a very important, question. It really drives our our momentum.

So for the previous six quarters, our lead gen spend, this is non personnel, lead gen spend was budgeted at $250,000 per quarter, a million dollars a year. And then we, did a, $2,000,000 capital raise in, at the March, and that those funds are almost all dedicated towards increasing that marketing spend. Right now, we’ve increased it from $2.50 to 500. So our third quarter was at a solid 500. Fourth quarter is at a solid 500, and we expect our first quarter, which will be October to December to continue at the 500 level, and then we’ll reevaluate it along the way.

But we’ve got enough gas in the tank to stay at that level for a long time, and it is producing results.

Casey Ryan, Analyst, Westpark Capital: That’s excellent. I’m really happy to hear that you guys are actually pegging that at the high end. Because I think previously we talked about you were targeting kind of $2.50 to 500, but the fact that you’re committing 500 suggests that results are pretty good in terms of what you’re seeing in terms of pipeline development. Tell me, I’m curious and it’s hard to get information about this from our side all the time. As Hawk Search is having success, what are competitors doing who may not have the same technology or the same ability as Hawk Search?

Are they cutting prices? Are they trying to bundle new services? Like, what are you seeing in response to that? Or maybe there isn’t a consistent organized response from the competition.

Ari Khan, President and CEO, Bridgeline Digital Inc.: Well, the one thing that we do consistently see, especially from a couple of competitors, is them throwing in free professional services to make up the difference between their capabilities and ours. So maybe they don’t have something that’s as out of box as us or doesn’t connect to underlying product information management system or something, and they’ll just send a team of people in there to try to make up that difference, and they’ll eat that cost. I don’t think that’s sustainable. I think they should just figure it out and put those things out of the box. We see that and we have to answer it because they can say yes to anything if they’re gonna basically buy the customer.

We’ve got to explain that well, if you build a, a custom solution sooner or later, the honeymoon’s over and that custom solution is not gonna be managed for free as opposed to if it was Right. Of a product. So that’s our response there. But that’s the most common thing we Yeah.

Casey Ryan, Analyst, Westpark Capital: Okay. And so the and so people have, you know, competitors have have some ability to sort of offer that, but that’s not infinite basically because they’re basically losing money on those

Ari Khan, President and CEO, Bridgeline Digital Inc.: Right. Tactics, I guess.

Casey Ryan, Analyst, Westpark Capital: Yep. Yeah. Okay. Terrific. And then I think I think this is part of the long term shift in terms of revenue mix as well.

But I think in terms of digital engagement services, that number is kinda slowly ticking down. And like I think certainly as a percentage of total revenue, but even in terms of absolute dollars. And like I think that’s intentional on your part as you drive the company forward. Should we expect sort of the pace that we’ve seen to be continued in that? Or would there be something dramatic where you guys might exit a certain line or do something that sort of bigger in terms of magnitude to to that revenue line at some point in ’26.

Ari Khan, President and CEO, Bridgeline Digital Inc.: Yeah. I think that throughout the rest of 2026, so from now all the way through 2026, people should expect us to be at around $7.50, $750,000 per quarter in professional services revenue with a 50% gross margin. Yep. Our partners, our agency partners like to do the professional services, and we partner with them, and they do a lot of the services with our guys really just coming in as the subject matter experts to do the really hard stuff, which is why we’re at a higher margin. And our customers also like to see things out of the box, and we try to provide that for them, which is very valuable.

So that’s where you don’t see that area expected to grow. We’re going to focus on growing the license and let our partners have some of that and us do the most complex components of an implementation.

Casey Ryan, Analyst, Westpark Capital: Okay, super. So potentially consistent dollar contribution, but as we expect growth from Hawk Search and kind of your core growth engines shrinking as a percentage of the total.

Ari Khan, President and CEO, Bridgeline Digital Inc.: That’s right. That’s right.

Casey Ryan, Analyst, Westpark Capital: Yeah. Okay. That’s that’s terrific. And then the last question and and again, you know, I suspect maybe this is too granular. But, you know, within Hawk Search, do you guys have significant customers, I guess, or customer concentration?

And, like, I’m just trying to get a sense of if anyone’s even contributing 5% of revenues in in, like, a given quarter or if everyone is sort of down lower towards 1% or sub 1% in terms of contribution.

Ari Khan, President and CEO, Bridgeline Digital Inc.: Right. We do not have any 5% customers in HogSearch, but we do have some guys that are, significantly larger than other ones. And we speak about them a lot, and I’ll tell you that Hewlett Packard is a partner, not just a customer, and has driven a lot of innovation with us and we’ve got an outstanding relationship with them and they participate in our conferences. And it’s a very important relationship. And also consolidated electrical distributors, same thing that brought a lot of innovation and made great suggestions to us, but nobody is at 5%.

Casey Ryan, Analyst, Westpark Capital: Okay. Okay, great. Well, that’s all really helpful. You know, it feels like the execution is really good, and I appreciate you taking my questions. And I appreciate the update.

Thank you.

Ari Khan, President and CEO, Bridgeline Digital Inc.: Thank you, Casey. Nice speaking.

Conference Moderator: Thank you. Okay. As we have no further questions in line at this time, I would like to hand it back over to management for any closing remarks.

Ari Khan, President and CEO, Bridgeline Digital Inc.: Great. Thank you. Well, thank you, everybody, for joining us today. We very much appreciate your continued support of our investors and of our customers and of our partners. We’re excited about our business and ongoing growth prospects.

We think that we are in the sweet spot right now with respect to b to b companies coming online and us being the number one b to b search platform. We’re in the sweet spot with respect to artificial intelligence and how the large language models that are driving this revolution really are tailored very well for the type of product that we have. And we’re seeing Hawk Search grow. I know that everyone is anxious to see that growth shine through, and we expect to see that in 2026. And this is an exciting time for the company.

Thank you all. Our next conference call will be in December 2025. Until then, be well.

Conference Moderator: Thank you, ladies and gentlemen. This does conclude today’s conference, and you may disconnect your lines at this time. And we thank you for your participation.

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