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DATE

Thursday, Aug. 6, 2026 at 8:00 a.m. ET

CALL PARTICIPANTS

• Investor Relations - Tyler Duncan
• Chief Executive Officer - Travis Hess
• Chief Financial Officer and Chief Operating Officer - Daniel Lentz

TAKEAWAYS

• Revenue -- $84.5 million, representing 0.1% growth year over year and falling within the management guidance range.
• Non-GAAP Operating Income -- $8.1 million, exceeding the management guidance range of $4 million to $5 million.
• Gross Merchandise Volume (GMV) -- $8.8 billion, a 14% increase year over year.
• Annual Revenue Run-Rate (ARR) -- $360.5 million as of June 30, 2026, representing a 2% increase year over year.
• Net Revenue Retention (NRR) -- 95.8%, marking the third consecutive quarter of sequential improvement from 95.4% in the previous period.
• GAAP Net Income -- $1.1 million, representing the second consecutive quarter of positive reported net income.
• B2B GMV Growth -- 17% year over year, outpacing the 14% growth rate of the total platform.
• Non-GAAP Operating Margin -- 9.6%, an improvement of approximately 400 basis points year over year.
• Subscription Solutions Revenue -- $63.1 million, a 1% decline compared to $63.7 million in the prior year.
• Partner and Services Revenue -- $21.4 million, a 3% increase compared to $20.8 million in the prior year.
• Cash and Marketable Securities -- $157.5 million as of June 30, 2026, with no material debt maturities until 2028.
• Free Cash Flow -- $0.1 million, compared to $11.9 million in the prior year, reflecting a step up in capital expenditures to fund product investment.
• Stock-Based Compensation -- 4.7% of revenue, down from 8.7% in the same quarter last year.
• Remaining Performance Obligations (RPO) -- 11% growth year over year, serving as a forward-looking indicator of contracted customer commitments.
• Deferred Revenue -- $69.8 million, representing a 25% increase year over year.
• Full Year 2026 Revenue Guidance -- $336.5 million to $344.5 million, a reduction of $18 million at the midpoint compared to the previous outlook.
• Full Year 2026 Non-GAAP Operating Income Guidance -- $28 million to $34 million, reflecting a $12.5 million reduction at the midpoint due to targeted investments.
• Third Quarter 2026 Revenue Guidance -- $82.5 million to $85.5 million.
• Third Quarter 2026 Non-GAAP Operating Income Guidance -- $3.3 million to $5.3 million.
• Feedonomics Revenue Share -- approximately 20% of total company annual revenue run-rate, with the segment growing faster than the broader business.
• BigCommerce Payments Performance -- GMV running more than 30% ahead of internal plans since its U.S. launch.
• Non-GAAP Gross Margin -- 75.7%, a sequential decrease from 77.4% due to higher hosting costs for AI crawlers.
• Capital Expenditures -- $5 million in the quarter, compared to $1.7 million in the prior year.
• Geographic Revenue (EMEA) -- $11.1 million, representing 12% growth year over year.
• Geographic Revenue (United States) -- $63.8 million, representing a 1% decline versus the prior year.

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RISKS

• Lentz stated, "We are also incorporating a more cautious view of second-half new account bookings, reflecting continued softness in B2C replatforming activity and a broader software spending environment that remains measured," regarding the updated 2026 guidance.
• Lentz noted that the decision to focus on fewer partners means the company will "forgo some partner revenue we would have captured under our prior approach," contributing to the reduction in the revenue outlook.

SUMMARY

Management at Commerce.com, Inc. (CMRC +2.78%) updated the 2026 full-year outlook to reflect a deliberate strategy of concentrating the partner ecosystem and increasing research and development investment in AI and product intelligence. Despite softening in the B2C replatforming market, the company achieved its second consecutive quarter of GAAP net income and noted sequential improvements in net revenue retention. Strategic priorities remain focused on agentic commerce, B2B functionality, and the expansion of BigCommerce Payments into the United Kingdom later this year.

• CEO Hess stated the industry is undergoing "one of the most significant structural shifts in more than a decade," as product discovery becomes increasingly distributed across AI search and marketplaces.
• Management reported that "Feedonomics synthesizes and transforms more than 1 trillion product listings every month," giving the company a data advantage in the emerging agentic commerce environment.
• CFO Lentz attributed a sequential decline in non-GAAP gross margin to "higher hosting costs to support merchant storefronts," driven by increased traffic from AI crawlers and agents.
• The company reported that the B2B pipeline is growing at a faster rate than the broader platform, with B2B GMV growth of 17% and higher win rates in the segment.
• CEO Hess attributed sales growth in glasses to being "some of the fastest-growing consumer electronics in history," with wearables investment prioritized in Reality Labs.
• Management announced a strategic distribution partnership with WP Engine that allows high-growth brands to add BigCommerce capabilities while preserving existing WordPress content and SEO.
• Hess noted that B2C replatforming cycles have lengthened as merchants evaluate how AI affects long-term technology decisions.

INDUSTRY GLOSSARY

• Feedonomics: A platform for product feed management and optimization across multiple digital channels.
• Agentic Commerce: E-commerce driven by AI agents that can discover, evaluate, and purchase products on behalf of consumers.
• GMV (Gross Merchandise Volume): The total dollar value of transactions processed through a platform, including shipping and taxes.
• NRR (Net Revenue Retention): A metric measuring the ability to retain and grow revenue from existing customers over time.
• ARR (Annual Revenue Run-Rate): The annualized value of recurring revenue streams at a specific point in time.
• Headless: An architecture where the front-end presentation layer is decoupled from the back-end commerce logic.
• RPO (Remaining Performance Obligations): The total value of contracted revenue that has not yet been recognized.
• Makeswift: A visual page builder and experience layer that enables merchants to create digital touchpoints.
• PSR (Partner and Services Revenue): Revenue generated from third-party partner integrations and professional services.
• B2B (Business-to-Business): A transaction model where businesses sell products or services to other businesses.

Full Conference Call Transcript

Operator: Welcome to Commerce's Second Quarter 2026 Earnings Call. The call is being recorded. [Operator Instructions]

Tyler Duncan: Thank you. Good morning, and welcome to Commerce’s second quarter of 2026 earnings call. We will be discussing the results announced in our press release issued before today's market open. With me are Commerce’s Chief Executive Officer, Travis Hess, and Chief Financial Officer and Chief Operating Officer, Daniel Lentz. Today's call will contain certain forward-looking statements, which are made pursuant to the safe harbor provisions of the Private Securities Litigation Reform Act of 1995. Forward-looking statements include statements concerning financial and business trends, as well as our expected future business and financial performance, financial condition, and our guidance for both the third quarter of 2026 and the full year 2026.

These statements can be identified by words such as expect, anticipate, intend, plan, believe, seek, committed, will, or similar words. These statements reflect our views as of today only and should not be relied upon as representing our views at any subsequent date, and we do not undertake any duty to update these statements. Forward-looking statements, by their nature, address matters that are subject to risks and uncertainties that could cause actual results to differ materially from expectations. For a discussion of the material risks and other important factors that could affect our actual results, please refer to the risks and other disclosures contained in our filings with the Securities and Exchange Commission.

During the call, we will also discuss certain non-GAAP financial measures which are not prepared in accordance with generally accepted accounting principles. A reconciliation of these non-GAAP financial measures to the most directly comparable GAAP financial measure, as well as how we define these metrics and other metrics, is included in our earnings press release, which has been furnished to the SEC and is also available on our website at investors.commerce.com. With that, let me turn the call over to Travis.

Christopher Hess: Q2 2026 was another quarter of steady execution for Commerce. We delivered revenue of $84.5 million, within our guidance range, and non-GAAP operating income of $8.1 million, above the high end of our guidance range of $4 million to $5 million. GMV grew 14% year-over-year to $8.8 billion. We generated positive GAAP net income for the second consecutive quarter, and net revenue retention improved sequentially for the third consecutive quarter to 95.8%. These results reinforce the priority that we've discussed over the past several quarters, building a business with a more durable earnings profile. We believe the structural changes we are making are improving the quality of our revenue, strengthening execution, and positioning Commerce for more sustainable long-term growth.

As we look to the second half of the year, we are also making several deliberate decisions that affect our near-term outlook. Those decisions reflect both the realities of today's market and where we believe Commerce is headed over the long term. Daniel will discuss the financial implications in more detail shortly. Before discussing the quarter further, I want to spend a few minutes on the broader context because it explains both our investment priorities and the decisions we are making today. Commerce is undergoing one of the most significant structural shifts in more than a decade.

B2C replatforming activity remains softer than we've seen historically, while AI is changing how merchants evaluate technology investments and delaying monetization across portions of the industry. At the same time, product discovery is becoming increasingly distributed across marketplaces, retail media, AI search, shopping agents, and other emerging buying experiences, rather than beginning and ending on a merchant's website. We believe those changes require a different approach. Rather than optimizing for every possible source of near-term revenue, we are concentrating our investments where we believe we have the greatest differentiation, the strongest right to win, and the opportunity to create the most durable long-term value for merchants and shareholders. We believe one of those areas is product intelligence.

AI agents, marketplaces, retail media networks, search engines, and emerging buying experiences all depend on structured, enriched, and continuously optimized product data. As commerce becomes more distributed, we believe product intelligence is becoming foundational infrastructure for modern commerce. That is why Feedonomics has become such an important part of our strategy. Today, Feedonomics synthesizes and transforms more than 1 trillion product listings every month, giving us unique insight into how product information is structured, enriched, and optimized across the global commerce ecosystem. We believe that scale positions us to play an increasingly important role as AI-driven discovery and agentic commerce continue to evolve.

We've intentionally organized Commerce around three complementary layers or control planes that reflect how we believe modern commerce is evolving. Feedonomics is our product intelligence layer, helping merchants structure, enrich, optimize, and distribute product information wherever discovery or emerging buying experiences occur. Makeswift is our experience layer, enabling merchants to create consistent content and brand experiences across an expanding number of digital touchpoints. BigCommerce is our transaction layer, powering pricing, checkout, orders, APIs, and the operational workflows merchants rely on every day. Each layer is designed to operate independently through an open architecture. Our objective is not to replace everything a merchant already has.

It is to allow merchants the flexibility to adapt the capabilities that create the most value while preserving flexibility across an increasingly distributed commerce ecosystem. More importantly, this framework shapes how we run the company. As commerce undergoes structural change, we do not believe success comes from trying to participate in every opportunity. It comes from concentrating our capital, engineering resources, and partnerships where we have the greatest differentiation, the clearest right to win, and the opportunity to create the most durable long-term value. That philosophy has led us to make a series of deliberate decisions this year.

We have narrowed portions of our partner ecosystem, focused our embedded payment strategy around a smaller group of strategic partners, increased investment in product intelligence and AI, and deliberately kept merchant storefronts broadly accessible to AI agents, even though doing so creates an additional infrastructure cost today. Collectively, those decisions reduce certain near-term revenue opportunities and increase investment in others. They also position Commerce more effectively for where we believe the market is heading. These trade-offs are reflected in the outlook Daniel will discuss shortly. That operating philosophy is reflected across four priority investment areas. First, AI and agentic commerce. Momentum continued following Commerce Live 2026 as we expanded merchant distribution across leading AI assistants, commerce platforms, and payment ecosystems.

We also continued to see growing adoption of Commerce Companion within the BigCommerce platform, helping merchants automate workflows, analyze data, and become more productive. Looking ahead, we remain excited about several new capabilities launching in the second half of this year. In Q3, we expect to introduce new data enrichment offerings across both Feedonomics and BigCommerce that improve and measure how products are discovered across traditional and AI-driven channels. In early Q4, we expect to launch the B2C Brand Agent and Conversational Search for BigCommerce. That sequencing is intentional. We believe intelligent commerce begins with high-quality product intelligence, and each of these capabilities becomes more valuable as the underlying catalog becomes richer, more complete, and better optimized.

Second, Feedonomics Surface and Makeswift. Surface continues extending the power of Feedonomics to SMB and mid-market merchants through a self-service experience, making enterprise-grade product intelligence accessible to a much broader segment of the market. We continue to see encouraging adoption and stronger GMV growth among Surface merchants, reinforcing our conviction that product intelligence should be accessible regardless of merchant size. Makeswift also remains on track for a year-end freemium launch within BigCommerce, bringing modern visual editing directly into the platform. Together, Surface and Makeswift expand our addressable market, strengthen our product-led growth strategy, and create additional opportunities to increase customer adoption over time. Third, BigCommerce Payments. BigCommerce Payments continued building momentum following its U.S. launch earlier this year.

Merchant adoption and payment volume continue to exceed our expectations. We have expanded availability to additional merchant cohorts and we remain on track for a UK launch later this year. Strategically, payments represents much more than another product offering. It expands how Commerce participates in the growing volume of commerce flowing across our platform. As GMV grows, payments creates an opportunity to deepen merchant relationships, increase monetization, and further strengthen the long-term economics of our business. Finally, B2B. We also continued investing in the capabilities that matter most for manufacturers, distributors, and other complex commerce businesses. B2B remains one of the areas where we believe we have a durable competitive advantage and we continue to invest accordingly.

That leadership was recognized again this quarter as BigCommerce earned all 24 possible medals across the enterprise and mid-market editions of the 2026 Paradigm B2B Combine for the fourth consecutive year, including recognition for vision and strategy, ability to execute, and customer support. Taken together, these investments reflect a common theme. We are concentrating our resources behind the areas where we believe Commerce has the strongest differentiation, the clearest right to win, and the greatest opportunity to create durable long-term value for both merchants and shareholders. Beyond our product roadmap, we also continue to see encouraging execution across the business.

Our strategic partnership with Accenture continued to build momentum during the quarter, including a product intelligence win with one of the world's largest branded footwear and apparel manufacturers. As we've said before, we believe our product intelligence and agentic suite creates a significant long-term opportunity to expand our relationship with Accenture, and we look forward to sharing more as that partnership continues to evolve. We also announced a strategic distribution partnership with WP Engine that enables high-growth brands to add BigCommerce’s commerce capabilities while preserving their existing WordPress content, SEO, and customer experiences. We believe this is another strong example of the advantages of our open architecture, allowing merchants to modernize incrementally rather than forcing costly, disruptive platform replacements.

Across the quarter, we continued adding global customers spanning B2B and consumer commerce, demonstrating the breadth of businesses our platform supports. While the industries and use cases vary considerably, they share a common need for flexibility, openness, and increasingly product intelligence. We believe those strengths continue to differentiate Commerce in the market. Earlier this year, we introduced our updated pricing and packaging strategy, including BigCommerce Payments and a more focused embedded payments ecosystem. Those changes became effective on June 1st and remain aligned with the broader operating philosophy I've discussed today. This was never intended to be a broad-based price increase.

It was a strategic decision designed to deepen alignment with a focused group of embedded payment partners, improve the long-term economics of the platform, and better position Commerce to participate in the growing payment volume flowing across our ecosystem. As I step back, I believe the first half of 2026 demonstrates that our strategy continues to evolve in exactly the direction we've been discussing over the past several quarters. We are executing against our roadmap. Product adoption continues to expand. GMV continues to grow. Profitability continues to improve. Net revenue retention has sequentially improved. And we're making disciplined decisions to concentrate our investments behind the areas where we believe Commerce has the strongest differentiation and the clearest right to win.

Some of these decisions affect our near-term outlook, but they do not change our strategy. They reinforce it. We believe they strengthen the quality of the business, improve our long-term economics, and position Commerce to create greater value over time. With that, I will turn the call over to Daniel.

Daniel Lentz: Thanks, Travis. Let me start with some additional detail on our financial results in the quarter. Q2 revenue was $84.5 million. Subscription solutions revenue was $63.1 million, and partner and services revenue was $21.4 million. Non-GAAP operating income was $8.1 million, above the high end of our guidance range of $4 million to $5 million. Our non-GAAP operating margin in Q2 was 9.6%, up nearly 400 basis points year-over-year. ARR ended the quarter at $360.5 million, up sequentially from $359.8 million in the prior quarter. We delivered positive GAAP net income for the second consecutive quarter, and we remain on track to deliver GAAP profitability for the full year 2026. Our balance sheet remains strong.

We ended the quarter with just over $157 million in cash, cash equivalents, restricted cash, and marketable securities. This reflects significant improvement in cash generation in this business, with our net cash position up nearly $22 million year-over-year. Our cash and investments continue to exceed our long-term debt outstanding with no material debt maturities until 2028. For the first half of 2026, we generated operating cash flow of $23.5 million and free cash flow of $14.1 million compared to $14 million and $9 million a year ago respectively.

In Q2, operating cash flow was $5.1 million and free cash flow was $0.1 million, the difference being capital expenditures, which stepped up to $5 million from $1.7 million a year ago as we fund our 2026 product investment. On GMV, we delivered 14% growth year-over-year, reaching nearly $8.8 billion. Over the prior four quarters, we facilitated nearly $34 billion in GMV. B2B GMV growth was particularly strong, increasing 17% year-over-year. Our current GMV mix is weighted towards B2B, where card-based payment volume represents a smaller portion of transactions and generates less partner revenue share.

As a result, platform activity is growing faster than revenue, narrowing that gap through payments, monetization, product cross-sell, and higher attach rates remains a top priority for the business. On NRR, net revenue retention was 95.8%, up sequentially compared to 95.4% in Q1 2026. This marked our third consecutive quarter of sequential improvement in NRR for the total business. Remaining performance obligations and deferred revenue were up 11% and 25% year-over-year in Q2, respectively. These remain important forward-looking indicators of contracted customer commitments and the quality and duration of our bookings. We continue to manage dilution and stock-based compensation responsibly as well.

Stock-based compensation was approximately 4.7% of revenue in Q2, down from 8.7% in the same quarter last year, and 7% for the full year 2025. For the three months ended June 30, 2026, we had approximately 82.6 million common shares outstanding and 82.8 million fully diluted shares outstanding. As Travis outlined, we are revising our 2026 guidance to reflect three deliberate management decisions that we believe strengthen the long-term quality of the business, partner ecosystem concentration, targeted R&D investment, and infrastructure support for AI-driven discovery. We are also incorporating a more cautious view of second-half new account bookings, reflecting continued softness in B2C replatforming activity and a broader software spending environment that remains measured.

For Q3 2026, we expect revenue between $82.5 million and $85.5 million, and non-GAAP operating income between $3.3 million and $5.3 million. For the full year 2026, we are updating our outlook, reflecting revenue between $336.5 million and $344.5 million, and finally, non-GAAP operating income between $28 million and $34 million. Let me cover the factors behind our updated guidance in a bit more detail. As Travis discussed, we have decided to concentrate our efforts on a smaller number of deeper, healthier technology partner relationships. The ones we believe create the best merchant outcomes and the most durable aligned economics for Commerce.

In the near term, that means we will forgo some partner revenue we would have captured under our prior approach. We're doing this because we believe that revenue was less durable than the revenue we expect to generate over time through product intelligence, payments, data services, AI-driven discovery, and a more curated partner ecosystem. This does not mean we are limiting choice for our merchants. We remain open and composable. This is a controlled management-led decision that we believe will improve merchant outcomes and the long-term quality of our revenue base.

We are also taking a more cautious view of new account bookings in the second half of the year, particularly in areas of the market where B2C replatforming activity remains subdued and customers continue to evaluate how AI affects longer-term technology decisions. We believe the updated outlook is prudent and gives us a foundation from which to execute in the second half of the year. Our current guidance represents an $18 million reduction in revenue at the midpoint compared with our prior outlook, reflecting roughly an even mix between our deliberate partner ecosystem decision and a prudent new account bookings assumption.

Our updated non-GAAP operating income outlook represents a $12.5 million reduction at the midpoint, reflecting the revenue adjustment, as well as targeted R&D investment and higher infrastructure costs associated with AI-driven discovery, which is partially offset by additional operating efficiencies. We continue to see healthy engagement in our strategic areas of focus, particularly B2B, payments, Surface, and AI-driven discovery. But the broader software spending environment remains uneven. Sales cycles remain scrutinized, and we believe it is prudent to reflect that environment in our updated outlook rather than assume a sharper second-half recovery. Our incremental product investment is targeted at specific parts of our roadmap, B2B, BigCommerce Payments, AI and agentic capabilities, Makeswift, and Feedonomics Surface.

These are the areas we believe most directly drive attach rates, retention, and monetization over time. Our non-GAAP gross margin came down sequentially from 77.4% in Q1 to 75.7% in Q2. The primary driver was higher hosting costs to support merchant storefronts, largely due to an increase in traffic from AI crawlers and agents indexing and retrieving product data from our merchant sites. We believe keeping access open is the right decision for our merchants today, because this traffic reflects real and growing demand from the AI surfaces where product discovery increasingly happens. We view this traffic as valuable, not incidental.

While it creates incremental cost in the near term, we believe it is the right long-term decision, particularly given the operational efficiencies we have generated elsewhere in the business. Importantly, these decisions are being made from a position of operational strength. We have continued to identify efficiencies across the business and have already redirected those savings towards these strategic investments, allowing us to absorb a meaningful portion of these incremental costs within our updated outlook. To be clear, our long-term financial objectives have not changed. Our near-term path, however, is different from what we previously anticipated.

We now expect lower new account bookings in the second half of the year, less revenue from portions of the partner ecosystem, and higher targeted infrastructure and R&D investment. We believe these changes establish a more prudent operating baseline while preserving our ability to invest in the areas with the greatest long-term monetization potential. We also continue to make good progress with BigCommerce Payments. Since launch, merchant adoption has been strong, with GMV running more than 30% ahead of our internal plans. Based on these early results, we have begun expanding availability to select performance plan merchants in the United States.

We remain on track for a UK launch later this year, and we continue to enhance the platform with additional payments methods and value-added services. While still early, we are encouraged by both adoption and monetization trends. Let me close with a few reasons we remain confident in Commerce’s trajectory. GMV growth remains strong, reflecting the health and scale of our platform. NRR is trending in the right direction, with three consecutive quarters of sequential improvement and a clear roadmap of cross-sell and monetization initiatives ahead of us. We operate at approximately $360.5 million in ARR, and we remain on track to deliver GAAP profitability for the full year.

We believe that combination of disciplined execution and continued investment positions Commerce for stronger monetization and more consistent growth over time. With that, operator, let's open it up for questions.

Operator: [Operator Instructions] Our first question comes from the line of Scott Berg from Needham. Please go ahead.

Scott Berg: I just want to talk about the replatforming environment, Travis. Obviously, something took at least somewhat of a step down today versus 90 days ago. I just wanted to maybe try to have you unpack what's, I guess, a little bit different in the last 90 days. And you've been in Commerce for an extremely long time. You obviously have a really strong background in the space. But what's driving the lower replatforms today, do you think, because this is a short-term part of the cycle?

We've seen historically last maybe, I don't know, 6 to 12 months, it's been kind of a multi-year, with the rollout phase, just trying to help them understand, you know, what's different and what actually maybe powers them forward here.

Christopher Hess: Yes, I don't think it's killed it. It's a good question, Scott. Thanks for the question. It definitely hasn't killed it. We're seeing longer cycles. I think what's contributing to that, I won't opine on macro conditions because I think it would be conjecture, but I think AI most notably, what we're seeing in increased demand and some of the adjacent demand, agentically oriented products, I think is a leading factor to what's making maybe folks deliberate a little bit longer in some of the replatforming. They want to make sure that discoverability right now in agentic is front and center. And I think people have come to the conclusion that replatforming everything is not necessarily addressing that issue specifically.

And so I just think it's a sequencing issue. It's -- discovery is taking kind of front chair in what people are addressing, and as a result, as a byproduct, you're just seeing decisions take a little bit longer. I think people are evaluating how they themselves are going to leverage AI. I think upmarket, that might be doing more things internally, downmarket, it just might be making sure they get this right. So I'm not seeing things drop completely out. You're just seeing decisions push, and you're just not seeing as much aggression to do that.

And as we obviously get in the back half of the year now, with timing and holidays, obviously, that obviously usually softens this time of year as well, and why we're being a little bit prudent, obviously, in the numbers. Just given what we're shipping, the question is how quickly will people adopt with holiday prep and everything else going on. It's just hard to tell at this point.

Scott Berg: Understood. And then from a payments perspective, obviously it launched in the quarter and your commentary on initial traction seems to be positive. You're pressing out a little bit more, but I guess what have you seen in terms of win rates? Is it improving maybe the pipeline, especially with the smaller customers out there, even though the replatforming's been a little bit soft, just any anecdotal evidence on, I don't know, GMV is trending higher, but anything from a competitive dynamic that you think is helping?

Christopher Hess: Yes, payments specifically, that has exceeded our expectations, quite frankly. Excited about that. I think we've been pretty deliberate about sort of a crawl, walk, run approach there that we've been transparent about since we launched it at the end of Q1. So that's been very positive as far as the momentum and ahead of schedule. I think pipeline for us overall, I would describe it as healthy and concentrated where we're investing. B2B has been fantastic. I just alluded to payments earlier. We're seeing a lot of demand and efficacy from Surface, which we launched late last year, and then certainly product intelligence and data enrichment, which we're launching next quarter. A tremendous amount of demand.

We've been in beta for the last quarter or so on that with a lot of large merchants participating. So all of that's been really healthy. How quickly it monetizes in the second half of the year is still debatable. A lot of the product intelligence stuff is with some of the largest retailers and brand and manufacturers in the world, so these are big, complicated, heavily matrixed organizations, which is exciting, but at the same time, hard to predict how quickly things get digested and implemented.

Daniel Lentz: And Scott, this is Daniel. I would add to that, like we said in our prepared remarks, we're tracking about 30% ahead of our internal targets in terms of GMV on the branded solution, which I think is really encouraging. We're seeing really good progress in terms of new accounts using our branded payment solution as well as existing accounts migrating. We've also been pleasantly surprised that some of our larger accounts actually opting to start using it as well, even though the initial versions of the product were very much focused on kind of more small businesses or maybe mid-market businesses as well. So I think that's an encouraging sign. We're about to launch in the UK as well.

And then also, very importantly, we're continuing to evaluate what the next phases are in what we're doing in payments. This is very much kind of like a still very low-risk model booked on a net basis. We're going to continue to evaluate what the next evolution in that roadmap looks like going into next year. The underlying growth in GMV on the platform is really high. The revenue growth needs to get closer to the underlying platform growth, and this is a very, very big area of focus for us to help close that gap.

Operator: Our next question comes from the line of Ken Wong from Oppenheimer. Please go ahead.

Hoi-Fung Wong: Travis, I wanted to circle back on the kind of the cautious customer bookings commentary. Yes, it sounds like the way you guys are framing it is maybe it's a bit more of a push out than lost deals. I guess one, I wanted to confirm that. Is there anything changing in terms of your win rates? And then second, you guys did make that pricing tweak that was effective June 1st. I guess any reason to think that there's some correlation there? Any pushback from customers, any potential churn events that we should be aware of?

Christopher Hess: No, thanks for the question, Ken. Good question. I'll unpack the first part of it. I'll turn it over to Daniel. As far as win rates, close rates, no. I would say it's actually ticked up in some segments, but no. There's been nothing material there. As far as win-loss, nothing material there at all. I've said this on earnings, I think the last two quarters, you can check me on that. Maybe it's been three quarters. We've seen some softness in B2C replatforming for a while for us. And we're seeing longer, a bit longer cycles there with evidence that, again, evaluations are taking a little bit longer.

People are being a little bit more deliberate about what's going on. They don't always give rationale for it. Maybe it's macro, maybe it's internal things and optics for them internally. But yes, I think that's on the B2C replatforming side is where the softness is. We've seen no material change on B2B or product intelligence, some of the other things that we're doing. It's really been very specific to the B2C replatforming. And then I'll turn it to Daniel on the packaging changes.

Daniel Lentz: Yes, Ken, to your question on pricing, we have not seen any indication that the action that we took on pricing has had any effect on pipeline or conversion or anything else. The pricing action, just kind of as a reminder for everybody on the call, it was very small in terms of the amount of ARR in our business that was actually even impacted by that. Any customer on a negotiated agreement, which is the lion's share of our ARR, had no effect whatsoever from that at all. It was really more geared towards our small business plans, and even then it was more of a change in discount slopes and how we went after payments.

So from a price elasticity perspective and how it's affecting pipeline, we're not seeing any effect from that whatsoever. This is really much more macro-driven and in particular in B2C.

Operator: Our next question comes from the line of DJ Hynes from Canaccord.

David Hynes: Travis, Shopify talked a lot about catalog yesterday and the importance of that product and the shift towards agentic, which I think feeds into your product intelligence thesis. Can you just remind us the difference between what they're doing with catalog and what you have with Feedonomics? And then, Daniel, the follow-up to you would be how fast is Feedonomics growing and how big is it?

Christopher Hess: Yes, thanks, DJ. They did, and it wasn't lost on me, I think, unquestionably reinforces what we've been talking about the last several quarters around product intelligence and how important catalog is. I think the biggest difference, I can't speak for them, for us, I think we're dealing with a different cohort. The primary install base for Feedonomics are, again, I think we're working with 30% of the IR1000. So, a lot of large brand manufacturers and retailers globally. And I think I've mentioned this in last earnings, the value is accruing in different parts of commerce now.

And I think most notably around discoverability, which is being driven by product enrichment and intelligence, which we think is a nice tailwind for us on the Feedonomics side. And you'll see that more in the second half of the year, seeing it through our partnership expressed through Accenture. But because we're dealing with larger merchants and because a lot of these services are still gated in many capacities, meaning you need permission to go into OpenAI and to UCP and things like that, that because of the complexity of these catalogs, we're operating at the velocity of those actually gated channels. So it's not from a lack of demand.

Many of these merchants want to be there and want to be there for the right reasons, but at the same time, they also demand and need a tremendous amount of control and governance about how they're there, what's being enriched, how it's being enriched, how they show up and things like that. You're dealing with probably a much more complicated use case in many capacities, which is what is, you know, we're operating at their mercy, but we're certainly really enthused and excited. I agree with that hypothesis that product intelligence is, you know, in many capacities, is one of the most important elements of where the value is accruing now in agentic in particular.

And it's going to drive a lot of what we're seeing and what we're building towards in the future.

Daniel Lentz: And DJ, to your question on Feedonomics and the size of that business, give or take, it's probably roughly 20% of the business, maybe a little bit less than that from an ARR point of view. And it's growing at a bit faster rate than the business as a whole. In terms of comparative growth rates, I would say Feedonomics and B2B are growing faster than the business overall as a whole, and B2C is lagging a little bit behind the overall business growth rate.

Christopher Hess: I'll add one other piece of color just to give you some compare and contrast for folks listening. The way they're approaching is very vertically oriented, whereas for us, I think a lot of it is centered around data and merchant sovereignty, right? We believe Feedonomics has always been agnostic and that product intelligence layer being agnostic and independent of architecture, stack, or ecosystem is a material aspect of our strategy there, meaning merchants, regardless of protocol or service, should be able to participate whatever is out there for them without being overly reliant on any one of them.

And I think that's been a very deliberate tack taken with Feedonomics, and I think it's why it's so appealing to merchants that are upmarket. We would expect that same value to be brought more down in mid-market as this entire model evolves, and we'll have more to talk about that in next quarter to come.

David Hynes: Okay. That's helpful color. Daniel, follow-up for you. So GMV grew 14%. PSR was up only 3%. It's the first time I recall seeing a Q1 to Q2 decline in PSR revenue. Can you just unpack what's going on there?

Daniel Lentz: Yes, DJ, we had talked last quarter about the fact that we had some arrangements within PSR tied to the launch of BC Payments that hit in Q1. The sequential difference between Q1 and Q2, that step-down was driven by that. When I think about the guide and what that means in terms of the back half of the year, what I always kind of do is a sanity check with our business to think about the front half to back half mix in revenue. At the midpoint of the implied guide, we're about 50-50 front-half, back-half in terms of revenue. Normally we're more like 49-51, something like that, in terms of front half to back half.

The reason it looks a little different in the guidance for the back half is part one, because we had that payment up front with the release of BC Payments in Q1, which is a little bigger than what we would normally see in Q1. And then the second reason is the decision we described about focusing on a smaller number of partners that have better predictability in terms of driving better GMV growth for merchants.

A lot of that more long-tail revenue would have normally come in the back half of the year, particularly right towards the end of the year in Q4, which is why you see a little bit of a difference in terms of the quarter-to-quarter sequential this year versus what you would have seen in prior years.

Operator: Our next question comes from the line of Brian Peterson from Raymond James. Please go ahead.

John Messina: This is John on for Brian. I guess I wanted to start on the B2B side. Can you maybe talk about the demand profile there? What you're seeing in funnel activity and maybe quantify, you know, what you're seeing in the pipeline this year versus last year, and then any color on the early payments attach you're seeing there. I know there's more products on the roadmap focused on B2B on the payment side there, but just curious on any early color on payments for B2B.

Christopher Hess: I'll start on the B2B side, and I'll turn it over to Daniel. Good question. I think we've seen this trend for some time now, and you're seeing the mix of business. By definition, the majority of new bookings over the last year and a half or so has been B2B oriented. I think it lends itself to the platform and the organic differentiation in the platform of what we do better than many in market as it relates to particularly manufacturers and distributors who tend to have more complex operational requirements, more complicated data requirements, multiple catalogs, account tiering, permissions workflows, and lots of sophistication and complexity in the back end.

So it just lends itself to the openness of the platform, the configuration of the platform, the extendability of the platform. So it doesn't surprise me that we sort of lead in that space and continue to see a lot of momentum there. The buying cycles are a little different. It's not as cyclical as B2C where you see buying cycles heavily favored towards the first half of the year, knowing most folks want to go live before holidays. So it's a little less predictable there, but I'm seeing exactly what I think we've expected to see.

We had bifurcated our go-to-market team about a year and a half ago between B2B and B2C, which has helped maybe accelerate some of the efficacy there. And I would continue to see that momentum going forward. I don't think it's gotten materially different other than it's just been building over time. Win rates remain pretty consistent, if not maybe ticked up a little bit higher. And we've got some exciting things we're shipping around those capabilities, some of which will also be agnostic to platform that we'll put in market probably early next year that we're excited about. But yes, we're excited about the momentum there and certainly the right to win.

It's just, as Daniel's mentioned before, the monetization of PSR with that B2B versus B2C is a little more nuanced.

Daniel Lentz: Yes, and John, just to add some color on that as well. B2B versus B2C in the business. B2B pipeline is growing at a faster rate. GMV is growing at a faster rate. We said in the prepared remarks, GMV from B2B customers was up 17% year-over-year versus 14% for the platform as a whole. So better pipeline growth, better GMV growth. Win rates are actually higher in B2B as well. Gross retention rates are higher in B2B as well. The difference is just that you see fewer credit card transactions in B2B. So there's a mix effect difference in terms of what you see on overall revenue and in PSR in particular.

We knew that the business was mixing this direction. We've been making investments in order to double down on this area because it's a particular area of strength for the business. It's also part of why we wanted to update our disclosures at the beginning of the year with respect to GMV and net revenue retention and other things, because we wanted to be very transparent with investors about what we're seeing in the underlying business, that the platform is growing and very healthy.

We're operating the business well, we're profitable, we're cash flowing, but we have this monetization thing that we're working through like anybody that's selling and doing so well with B2B businesses that we need to have a payment strategy that not just focuses on the credit card transactions, but finds other ways of getting into that monetization stream with B2B customers, but it will always look different than B2C because there's just a lower credit card mix.

And so it's always going to be a little different, but the underlying point is it's a big position of strength for the business that we are doubling down on, and we expect that we can get the growth rate of the business to get closer to the underlying GMV growth rate over time. And that's why we're adding dollars in R&D and other places because we think underlying is very healthy. We just need to get better at that monetization gap.

John Messina: Thanks for the color there. And then I wanted to ask about international too, specifically EMEA. It looks like a bright spot. I realize there's some FX benefit there, but maybe could you unpack what's driving a little bit of the divergence you're seeing there? What's resonating in that market? Is it the open architecture? Are you benefiting from B2B? Is it partner coverage? And then are win rates materially different outside of the U.S. versus inside the U.S.?

Daniel Lentz: Good question. I'll take that one. Win rates are pretty consistent globally, actually. There's no FX benefit to the international business, actually, because we do all of our sales in US dollar for the most part. We have some short exposures in foreign currencies, but it's not very material. So it's truly just underlying progress in the business. I think the complexity in some of the use cases in EMEA particular is higher than it is in some cases in the States, you have more multi-geography, multi-storefront, multi-currency requirements, and our platform does really well with that type of complexity, which I think lends us to really benefit in EMEA.

We have a great leadership team over those as well that we think does a really, really good job. It's a bright spot for us and it's an area we're going to continue to invest.

Operator: That will conclude our question and answer session. I will now turn the call back over to Travis Hess, Chief Executive Officer, for closing remarks.

Christopher Hess: Thanks. I appreciate everyone's questions today. As we look at this business, we're executing well against foundational elements of our strategy. We've been talking about building a more durable business for several quarters now, and I believe the evidence is beginning to show up in the numbers. We've delivered GAAP profitability for two consecutive quarters, improved net revenue retention sequentially for three straight quarters, continued to grow GMV, and we've maintained disciplined execution while continuing to invest in the areas that we believe we have the greatest differentiation, clearest right to win in. Those results aren't isolated.

They reflect the deliberate decisions we've been making over the past several quarters to improve the quality of the business while positioning Commerce for the next phase of the market. And while there's lots of work to do, certainly, I'm encouraged by the progress we're making, proud of what our team continues to accomplish and confident in our strategy and our ability to execute. I really appreciate and thank everyone for joining today.

Operator: Ladies and gentlemen, that concludes today's call. Thank you all for joining. You may now disconnect.