Jared Osteen's questions to Upwork Inc (UPWK) leadership • Q2 2025
Question
Jared Osteen, on behalf of Rohit Kulkarni, asked about the substantial growth in the Business Plus offering, seeking to understand the evolution of how new customers are using the platform and the behavior of more mature client cohorts.
Answer
President and CEO Hayden Brown explained that Business Plus is successfully meeting a market need for larger SMBs, noting these clients convert faster and spend more. She highlighted that 35% of Business Plus clients in Q2 were new to Upwork, demonstrating its broad appeal. CFO Erica Gessert added that overall active client retention remains strong, with retained client spend growing 2% year-over-year, underscoring platform health.