Asana, Inc. (ASAN)
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Earnings Call: Q4 2025

Mar 10, 2025

Operator

Thank You For Standing By, and Welcome to Asana's Q4 and Fiscal Year 2025 Earnings Conference Call. At this time, all participants are in a listen-only mode. After the speaker presentation, there will be a question-and-answer session. To ask a question during the session, you will need to press Star 11 on your telephone. To remove yourself from the question queue, you may press Star 11 again. I would now like to hand the call over to Eva Leung, Head of Investor Relations. Please go ahead.

Eva Leung
Head of Investor Relations, Asana

Good afternoon, and thank you for joining us on today's conference call to discuss the financial result for Asana's Q4 and fiscal year 2025. With me on today's call are Dustin Moskovitz, Asana's co-founder and CEO; Anne Raimondi, our Chief Operating Officer and Head of Business; and Sonalee Parekh, our Chief Financial Officer.

Today's call will include forward-looking statements, including statements regarding the expected release and benefits of our product offerings, including AI Studio and our expectation for revenue to be generated by AI Studio, our expectation for our financial outlook, strategic plans, our market position, and growth opportunities. Forward-looking statements involve risks, uncertainties, and assumptions that may cause our actual results to be materially different from those expressed or implied by the forward-looking statements.

Please refer to our filings with the SEC, including our most recent annual report on Form 10-K and quarterly report on Form 10-Q, for additional information on risks, uncertainties, and assumptions that may cause actual results to differ materially from those set forth in such statements. In addition, during today's call, we will discuss non-GAAP financial measures.

These non-GAAP financial measures are in addition to and not a substitute for or superior to measures of financial performance prepared in accordance with GAAP. Reconciliation between GAAP and non-GAAP financial measures and a discussion of the limitation of using non-GAAP measures versus the closest GAAP equivalents are available in our earnings release, which is posted on our Investor Relations website at investor.asana.com. I would like to turn the call over to Dustin.

Dustin Moskovitz
Co-founder and CEO, Asana

Thank you all for joining us on the call today. We delivered solid Q4 results while building the foundation for profitable growth and continued innovation. In Q4, total revenues were up over 10% year-over-year, exceeding the top end of our guidance when adjusted for the impact of currency by using prior year FX rates.

This reflects continued stabilization in our growth rate. Non-GAAP operating margins improved more than 800 basis points year-over-year, from an operating loss margin of 9% to an operating loss margin of 1%. We expect to reach non-GAAP profitability in Q1 this year, which Sonalee will discuss in more detail. We hit a significant milestone in our company's history as we reached positive free cash flow for the full year, fiscal year 2025. I'm particularly proud of the team for managing towards this achievement while simultaneously investing in growth and establishing Asana as a multi-product company.

Once again, our non-tech verticals grew faster than overall growth for the quarter and were up 15% year-over-year, a slight acceleration when adjusted for currency. Some of our fastest-growing verticals this quarter included manufacturing and energy, consumer retail, and media. We continue to make progress in our enterprise customer acquisition. Our $100,000 and over customers grew 20% year-over-year and accelerated from last quarter.

Overall NRR and core customer NRR were stable, and we saw an uptick in in-quarter NRR for these cohorts. During the quarter, we continued to execute on our enterprise strategy, made significant progress in improving profitability, and entered a new era as we established ourselves as a multi-product company with AI Studio. This quarter marks a pivotal moment for Asana as we chart our course towards becoming the definitive platform for human-AI coordination. It starts with AI Studio.

Even before general availability, the momentum is exceeding our expectations. Hundreds of our largest customers are now actively running smart workflows powered by AI Studio. While we anticipated strong enterprise interest, we've been struck by the breadth of demand across all segments. The enthusiastic response from mid-market and small business customers prompted us to accelerate our self-serve offering, which we intend to launch around mid-year.

To date, thousands of customers have enabled AI Studio, with particularly strong adoption in the EMEA region, which is notable given the increased scrutiny and higher bar for AI deployment in that region. We're seeing significant customer demand across industries, from manufacturing and financial services to healthcare and technology. What's particularly exciting is how quickly customers are realizing concrete value. For example, one global media company has reduced manual work in their creative request process by 60%, while decreasing overall request processing time by 69%.

This customer, in a matter of a few months, has twice purchased additional credits that in total exceed its initial platform credit allotment by 150%. We're standing up a dedicated sales team of AI Studio specialists to capitalize on this opportunity. With millions in pipeline and general availability launching later in Q1, plus thousands of smart workflows already running across our customer base, we're more confident than ever in AI Studio's transformative potential.

Stepping back, my vision for Asana is to be the defining platform for human-AI coordination. This isn't just about adding AI features. It's about fundamentally transforming how organizations coordinate and execute work at scale, enabling more and higher-level work to become self-driving over time. What's important to understand is AI Studio goes beyond basic AI summarization and chat. It orchestrates real work.

Our approach mirrors how organizations themselves adopt AI, starting with specific, well-defined processes and expanding to more dynamic collaboration as trust grows. What sets us apart is our unique foundation, the Work Graph. Unlike standalone AI chatbots or simple task automation, we provide a structured, intuitive framework that both humans and AI can navigate and evolve together.

This enables us to deliver AI capabilities exactly where teams work, with the essential context and security controls that enterprises demand. Our power extends beyond our proverbial walls. Our strategy is to be the essential coordination layer for humans and AI across all teams and tools. When work happens in Asana or originates in other systems, we intelligently coordinate the right actions, getting approvals, requesting supplies, and generating creative assets, all while maintaining complete accountability.

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