sojo Q3 in review

A look at our progress, challenges, and the path forward as we continue building something extraordinary together!

Q3 Milestones: Driving Impact and Growth

Accelerated Revenue Growth

Despite softer travel market conditions, we achieved a 35%+ year-over-year revenue increase in Q3. Our install base has expanded by 80%+ (over 55k units), with a backlog of 9k+ units to activate by EOY.

Strengthened Leadership

We proudly welcomed Alan Metcalfe as our new VP of Tech & Product, bringing 10+ years of experience to our technology team. Alan will focus on driving our tech roadmap, ensuring stability, growth and innovation as we continue defining our category in the STR space.

How We Performed: Key Metrics Snapshot

$5.5 M

Quarterly Revenue

35% growth compared to previous period last year, reflecting our durable market momentum.

98.5%

Retention

Strong retention quarter for CSM managed and support managed customers.

$2.15 cpo

Efficiency Gains

Operational improvements stabilized costs for 260k+ orders in Q3.

These numbers tell a story of steady progress and disciplined execution. While there's always room for improvement, the trajectory is encouraging as we build sustainable, scalable operations.

Wins & Highlights - September Focus

01

Quota Breaking Acquisition

Three quarters in a row, the new sales team has beat quota! Q3 acquisition was 8k+ units against a quota of 6k! Well done team!

02

Avant manual >paused > auto

Shout out to our CX team for converting our largest corporate account from manual orders to PAUSED to automated! well done!

03

CX + Marketing Team Onsite

Marketing and CX met at the sojo warehouse to plan, collaborate, kit and outline Q4 goals!


Q3 Challenges We Faced

Supply Chain Disruptions

Tariffs rattled our supply chains in Q1 which reverberated throughout Q2 and Q3 with out-of stocks, price increases and delays.

Activation Velocity

Q3 saw a dip of 60%+ in activation pacing from ~9k per quarter to ~3k. Tool + team + timing all played a role.

Process Bottlenecks

Internal workflow inefficiencies flared in Q3 that impact speed and quality. From sales > onboarding > branding > support. We are addressing these systematically with team and too.s

Team Turnover

With immature tools relative to size and growth + pace of business, team turnover can hurt. Institutional knowledge must be documented and trained to enable scale and allow us to work smarter, not harder.

Honesty about challenges is crucial. These obstacles are real, but they're also solvable!

What We're Working On Now

Tech tools

Robust goals for Q4 that include 1) proposal management tool 2) onboarding tool 3) customer account mgmt tool

Upsell Strategy

Developing 2026 upsell strategy to maximize AOV at point of sale and throughout customer journey

Crush Q4

We have to execute. We must acquire 10k new homes, activate 12k listings before EOY and hold on tight to our customers!

Looking Ahead: Our Priorities for Next Quarter

1

Product Launches

Leverage product launches to drive interest from new customers and upsell existing accounts

2

Proposal Tool Rollout

Roll out phase 1 of new tech to drive improved closed won > onboarding experience

3

Conference Execution

4 down, 8 to go! Full on conference season > from VRMA to Itrip to Awayday! Good luck team!


Q4 here we come!

Thank you for an amazing 3rd quarter.

Everything we do, we do as a team. Your work matters—every contribution drives our collective success and brings us closer to our goals.

Let's keep pushing boundaries, supporting each other, and achieving great things as a team.

I'm grateful to work alongside each of you such. Here's to another month of progress, growth, mistakes, and drive. My theme for Q4 and getting into 2026 - "no more small ball - lets fucking go"