Zeta Global (ZETA) 23 Feb 232022 Q4 Earnings call transcript

Thank you for standing by. This is the conference operator. Welcome to the Zeta Fourth Quarter 2022 Earnings Conference Call.

As a reminder, all participants are in listen-only mode and the conference is being recorded. After the presentation, there will be an opportunity to ask questions. Instructions] [Operator

like President, conference ahead. Investor now Schmitz, to turn Vice Senior Relations. to would over the Scott I Please go

you, investors.zetaglobal.com, XXXX SEC other And for everyone. available to on and Operator. our for Relations are will Thank us website information also Investor joining links at earnings thank release with Zeta’s you call. about filings, conference you quarter along Zeta’s Zeta. Today’s where presentation fourth Hello, find

Co-Founder, today Officer. call Chief are the Chairman on Zeta’s Greiner, Financial and Officer; Steinberg, Chief me Chris and Joining Executive David Zeta’s

everyone Before potential well we goals developments, including begin, products other competition that and statements I’d products, strategies. statements the the business about our and in our statements financial on like earnings as and potential to plans call, our events contain of objectives, our forward-looking remind and regarding future this and presentation and market of release made revenues as outlook, and

These differ date. that statements uncertainties described are subject earnings today’s actual in and risks filings the speak the of from release include SEC projected. materially results as only and those with company’s uncertainties These cause may other those and to risks and to

useful should certain not in In managing supplemental addition in use today for measures non-GAAP for business investors. We references information these a will our measures, our which the addition, believe substitute our and include be as non-GAAP discussion to provide they considered financial to GAAP and results.

filings our earnings in GAAP as as our earnings and on where Reconciliations our presentation website, non-GAAP of appropriate can the the the with be found to measures measures SEC. corresponding well the release available

to turn now will I David. that, call the over With

stellar that Good was and which again us today. QX exceeded Scott. off expectations. incredible joining with a for thank once you, you for everyone, capped we Zeta, our XXXX an afternoon, year Thank

model resulted revenue The For $XX in margin of to EBITDA XXXX. XX% our million, of points XX% leverage million, with year-over-year. up the basis we year up $XXX adjusted XXXX, adjusted in full expansion of in delivered year-over-year, EBITDA XX.X% XXX

generated cash cash we $XX million free importantly, of year-over-year. XXX% million, operations from with $XX of And flow up

of will providing initial EBITDA Chris detail we back XXXX shortly. discuss which guidance the revenue adjusted in current above this consensus, On and are momentum,

results more power to of Zeta’s than large efficiently The enterprise effectively our data and improve grow ability strength to highlight and proprietary of and AI the brands customers retain patented ever their acquire, before. help

evidenced is under to effectiveness to willing by make new do who are and it of of the Chief lower XX less marketing are clear with And Marketing improve changes customer pressure ownership. our their additions total scaled Officers XXXX, in to that more cost their programs

outcomes purpose-built better and ZMP intelligence The Marketing deliver was activation for by and our for effectiveness experiences to customers brands. Platform Zeta and unifying to marketing efficiency or better create identity, improve

competitive believe we direction As our of never has in topics. position move market boardroom been the forward, we as elements are look now stronger. to ZMP The our continues foundational

exploded has now and to strategy. intelligence setting corporate Artificial vital is

the efficacy are and business improving marketing are for of and decisions CDPs mission-critical and greater data crucial personalization party First campaigns. addressability essential to making

to of position are of one complexity We cloud data in existing focus intelligence, machine largest which ago We XX underpinnings learning combined customers, our customers. with and understanding is making foundation the opt-in The the and ZMP. new artificial made by the early a years proprietary and identify of actionable very solutions. assembled eliminating grow its customers our started of database potential with competitive investments multipoint an and on data is enterprises’ reducing improve

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we partner even strategic replacing operate a enterprises more As into and more more by efficiently this it functionality become to tech ZMP, to stack. Zeta the allow of will incorporate their existing

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In the within enterprise we this cycle products solutions uncertain point capitalizing are on environment, and macro environments. replacement of legacy

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integrate, emerging Zeta, being the omni-channel journey an orchestrating are channels. expensive also marketing all across marketing stand we out. clouds I another to channels where ill At to addition and In area addressable complex guess, is suited for

platform the And this grew double-digit last rapid versus intelligence, again is which percentage even our our example always-on digits in of with A continued addressable results when channels usage over are on accounting combine growth better. our quarter, year. low-single a XXX% good we for CTV, more

to and U.S. are in-market their instance, from of AI leveraging benefit leading currently linear by could better consumers companies their reduce one we and For target therapies. drugs data from TV budget spend the wasted that capabilities helping pharmaceutical our cloud

to and a find problem approach in solutions this greater system multiple longer them. greater that in another to today’s is company point environment seek have solved for both which difficult Traditional single that together and require expensive is prone could error It stitch integrator and sustainable CMO no effectiveness. efficiency solutions

creating hiring the strongest years. also environment approach we in is seen differentiated and disruptive have Our

our while We are reductions. exceptional many of undergoing workforce are attracting and retaining peers people,

summary, XXXX Zeta, was stellar year a for exceeding even with our results In expectations.

resulting products maintained for go-to-market initiatives. balanced and growth while This a experiences continuing enterprises. outcomes our have in consumers to profitability in better is people, for We better and profile, and invest

to addition recognized for build people data we work, believe as to proud culture and collaborative a In our share been employees. to place York work and has of One LA. We extremely inclusive, and creating our are the one both places time built-in-best was we success to recently and for better to in Zeta innovative resources an critical environment invest to all New continue to

our existing to goal critical to in employees. our work neutrality as carbon we We which incredibly prospective is as our admissions. intend clients a well leader and area net and also in to XXXX, an be We achieved continuously important of achievement will reduce this

to on just come while sincerely vision, as Zeta like getting a like would our way we team, thank we customers, ongoing partners our long started. say and and our shareholders for we have I our our of our support to their journey are Zeta, at

Now Chris let Chris? to our greater it turn discuss detail. in results to over me

today’s Thank and you, David, cover I on will good three call. afternoon, everyone. topics

the we expectations, once bottomline Fourth delivering rates its ahead and Zeta commitments. of model. by XXXX to exceeded highlighted beyond First, be growth business top again quarter pacing results continue a

in sustained trend revenue Second, accelerating another a point data of XXXX’s and growth, leverage results yet operating margin multiyear established expansion.

conservative we point XXXX still set throughout our like is And to third street the how above for intending and guidance the purposely the just year, be starting year. build last

we are of Zeta plan. adding cash our as free component Additionally flow XXXX a

of lots So cover. great to things

let’s dive So in.

no execution a raise record with six is have delivering we of beat exception. quarters our currency, and quarter guidance. built credibility was Our track since above our going last public straight This

the any fourth was single in attributable In was million, factor. $XXX revenue midpoint X up based quarter and broad the guidance. Upside to points XX% year-to-year quarter and above not of the

grew Our U.S. XX% year-to-year. revenue

XX% see The XX% revenue. third over total Large industries cycle. and enterprises early as a what of replacement of choosing and diverse straight innings Zeta quarter we growing are Zeta from is

of ended consumer XXX model. of new from two up customers came consistent Zeta and became our from pacing layers, from that XXXX two quarter scaled We existing customers, year-to-year, more quarter were of back both customers mix a and well new XX% scaled from five XX services, periods. and Zeta financial customers, this services retail, and XX a scaled others. prior advertising the were nine to the Filling marketing up and four ahead scaled from Out and six from technology the third couple with new

customer customers cohort. our Zeta and model, was Platform. growth quarterly on grew Scaled Zeta scaled channels return of ARPU more within way ahead what and achieve superscaled XXXX adding are more use really as while better ARPU stood out XXX,XXX the our year-to-year, cases of XX% investment evidence, By of a from they Marketing outcomes

despite year-to-year due oscillation decrease a X versus XX% up customer year-to-year. Superscaled million in ARPU quarterly superscaled X.X cut-off our the cohort This revenue to XX% growth was point. superscaled in superscaled count drove around the scaled million, small

ARPU cross-sell and You activity from channels to recall up-sell increase tied use and cases. we adding

During we scaled dimension. our the channels over each now on fourth perspective, strong From customer. customers quarter, adding channels trend two per continued average

used four customers average to customer the approaching And over or a grew at superscaled channels associated superscaled more channels three using XX%. just fact from the scaled I for ARPU is highlighted, ago strong In XX% with year growth X.X.

more by year number cases, new acquire, three of All retain of acquire a or XX% and one grow, use continue grew using to grow, scaled Zeta cases up we year-to-year. terms use is and make to than the increased increasing from led inroads. ago use year-over-year, In XX% multiple XX, customers of exciting double-digits case and

XX%. revenue. of million. fourth than And million, of across out candidate XX revenue diversification better X.X growing was over mid-term of slightly represents vertical guidance of Our XX% X six with of our evident than our more verticals note, our customers quarter was top No

million, our which was $XX On net of loss a compensation. GAAP stock-based $XX million basis includes

have to accelerating million. based expensing related would compensation our the $XX been stock IPO Excluding

XX% For adjusted up basis EBITDA of up adjusted quarter points year-over-year, year-over-year. XX.X%, $XX.X million, XXX the with EBITDA delivered we margin of

up full switching results, revenue was our our Briefly of year XXXX year. the $XXX XX% internal million which year-to-year, exceeded for even plan to

revenue XX% in mix XXXX. year, revenue direct from increased Our And year XX% up for versus the XXXX. platform the for XX% to direct grew

XXXX of GAAP at of ahead revenue year from cost revenue of XXXX Zeta points our well points XXXX down is KPIs, model from Full and decrease XX.X%, XX.X% of XXXX to ended basis many our in XXX improvement. XX of like basis this of

customers with by XXX% of as of see last healthy XXXX of model demonstrated We and existing in net year. to our to in XXX% retention revenue consistent XXX% expansion with continue line

includes On a $XXX loss XXXX $XXX was GAAP which stock-based compensation. net of million our million, basis,

with and year-to-year. expensing XXX EBITDA up IPO, accelerated XX% of margin million, million the stock-based we for up $XX.X EBITDA the points have would year-over-year, basis Excluding year $XX been related of compensation to adjusted delivered our adjusted XX.X%,

specifically, more cash cash in strong from XX%, was XXXX conversion realized up and XX% increased XXX%. cash operating XXXX. $XX generation activity We flow XX% million, free an up of with EBITDA flow versus And $XX of adjusted million, in from

This to have to sustained profitability, that period, the and a multiyear brings over to trajectory we setting, step delivering at as while we XXXX. my we operating second a drive simultaneously at continue accelerating has me towards In scale. take valuable Zeta topic. Zeta revenue it’s something leverage back expect expanding been established growth

ending impact has Since head X% count and grown X,XXX add same X,XXX the period. growth at can a XXXX, just annual time. XXXX, we resource compound teammates is from model, our for globally only over that Because of distributed Zeta efficiency members rate to

accelerated X% recipe to annually. example the with annual X growth in of three-year headcount U.S. operating while XXXX primarily year grew compound of Meanwhile global period. times nearly India expanded rate over same for sustained headcount the to growth centers, For growth X% annually, Prague and the from rate leverage. XXXX or revenue That’s XX% XXXX, a from have each XXXX,

XXXX XXXX Altogether, well XXX in basis from EBITDA XXX X% points. ahead averaging basis have grown model points expansion our per our adjusted Zeta of margins XXXX, of in to of XX.X% year,

What accomplished period this is over humbling. we have

demand to pulling We new as recognized product by and leadership many We farmer transformed capabilities. have a and generation while go-to competitors shifting hunter greatly a expanding achieved and multiple category analysts, branding market to industry model our investment by are going backwards.

have a inside than ending sales established XXXX company. emerging to reps more as Total And a XXXX public back-office infrastructure of and XXXX. XXX key be company a that we quota work we Zeta the to doubled place our leading carriers to component from course, are

are great we attracting as are talent our we teammates retaining not In well. culture, with fact, only

in all use automation XX% XXXX. We rate reducing is The XX% level above operational revenue AI have own at and of VP going a realization since accomplished compensation to the stock-based of G&A every percentage the of our retention have leadership of year as in a from and while aiding efficiencies. this, XX% we XXXX now excluding in

our updates, total ZMP Zeta generating XXXX But turbulent. guidance to The the and topic, are offering for XXXX strong we fast platforms and backdrop me ROIs seeing initial is cost implementations. each. demand clearly still market delivering ownership, lower brings delivers Which on third a my verifiable

As of simplify similar point office a back same of legacy opportunity lower as multiple allowing am the replacing in and stacks. expense systems. us point period I to CXOs single a our their reference, Zeta solution CFO, to using make platform, by are vendors technology decisions across implementing

sales all-time reflects high. currently theme this is Our pipeline consolidation an and of at

hours opening to up RFP We is to faster. those value have point also is growing the multiple XXXX ZMP been their brands deals contract is What volumes for being dollar even consolidate interesting about value in opportunities up. speaking bigger throughout solutions because stack, This need replace. is marketing of

our the And to fourth clearly XXXX capacity year doing set upside in million which optimistic We is the build while about rates, of the for it quarter. to conservative. pipeline, and our Even higher and so, we point remains are guidance at the of $XX prudent starting initial a consensus approach the want million opportunity be XXXX the line is in full how time year, understood sales on believe we $XX as delivered than with win will throughout the we we top consistent this purposely than last greater year. same took view we

slide revenue, follows revenue average expect to With a XX% of XXXX earnings our slide to which quarterly to midpoint XX supplemental. year-to-year outlined growth $XXX as figures we our supplemental. XX respect generate XXXX Guidance three-year we are our linearity year or on full the at perspective, we of million range. as seen on From in follow expect our cadence

a follow has as range each percentage expect of tight you as to the a spread continue, that full our to is total adhered The guidance revenue we and therefore, share to quarter across quarters. the delivered in year very of prudent

of mind, With XX% in we midpoint $XXX our million, that expect in range. first XXXX, revenue generate of quarter the up at the to of year-to-year

the to adjusted achieve adjusted represents of we margin of for This In basis Zeta required from XXXX full XXXX, year and with XXXX terms points least our XX%. $XXX.X at midpoint consistent or margins the improvement the XX% XXX of EBITDA, million generate of to EBITDA of of expect range. expansion at

lower expansion One in point of as note, combination a of well was as last year’s adjusted cost driven revenue percentage, G&A by EBITDA a of margin leverage and R&D.

come EBITDA As than we leverage expense expansion, margin each our through rather think it’s will of about more our budgets XXXX revenue. adjusted of operating expectation, cost

For margin representing first of midpoint of the XX% generate adjusted $XX.X EBITDA to expect quarter, a range. at we of million, the a

cash introducing flow XXXX. as a to We free target are Zeta also

will million also of to also flow convert by XXXX. $X up at least in achieved In and least higher addition XXXX, EBITDA at in cash at revenue interest yield million we XX% to cash adjusted factors generating implies expense. adverse in the $XXX EBITDA, of least adjusted impact we billion $XXX It XX% This from our of to expect flow. free free

to increasing terms count in XXX customer target of XXXX, from of than scaled Finally, KPIs, our more are up we XXX. by targets initial

We two, recap, mantra continues One, our revenue reflect and execute pipelines, our believe derisk characteristics. quite simple expectations; can gives operating an margins investors macro a To company we higher. further our three, approach as and public principles. expand and to conservatively; confidence leverage drive three for is confidence, core uncertain guide exceed on and this

Operator? let’s move that, questions. With to

go [Operator you. of from Brian ahead. Instructions] Our comes Please question Schwartz Thank first Oppenheimer.

point from about to New color what very from from more Thank about and first thing them? budgets Year be Any my of the marketing their on much thank Yeah. helpful. lower? Hi. customers are XXXX. Are growing resetting from they Congratulations David, talk an just, to in quarter this resilient for talking What growth hearing view them taking for you. wanted they hearing view? be you they overall are you was thinking Does budget Are them? will seem when I you question. the are about

Brian. customers, The trepidation meet their because is well, almost dealing appreciate of of doing your matter it’s businesses some with wider thank I the CEOs First a of ton We everybody said that, but of you, like a the attending. anything, of are with, we is, are ton all, and marketplace. what they are in there truth hearing

we later To-date, we seeing any that year, budgets, not could now in our but in customer’s right seeing are any marketing very contraction very, solid numbers. of are the

they fact, about In of talking the them more grow I are do say, budget. how would

efficiency, the take focus cut with get amount. we in But how and on the is CMO with budget How from and more of every more sort then not the It’s topic topic do and getting exact boardroom more do we existing that. right? our same every

you. had layer and of over then Chris and the again the Bradstreet, up Snowflake of in David the are bigger I couple that you David, then new long-term? you with on are some signed how & momentum too. talk then follow-up And for can and Brand the meaningful about them? about my seeing this can that touch Thank last all And the seeing business, -- leverage the you at years, for coming partners one interest you Thanks for I and Chris, marketing the taking you over Dun and sales from something help pipeline questions. can will

Oh! No.

is as an Chris I pipeline of at all-time course, Brian, said, think Of all, high. I would say, our first

people XXX and the that. some last years XX throughput from from odd gone have few incredible seeing We are over to we over salespeople sales

partner in deal Them flow. But tremendous particular the have same time, would you been at Snowflake. have say I a of incredible an generated mentioned the and partnerships, amount marketing

stands which out have our the we absolute done Some other quite really others not frankly… to haven’t is the But really Snowflake as best, of flowed deals. well, say partners experiencing, are but

Yeah.

surprising growth little our saw, you are. bit Chris? people sales those partnerships as in rates even the new numbers, a coming I think us have out and are … strong been how strong how the of

productivity. partner as of we add our grow Zeta expectation Brian sales the We our the XXXX. and on would our And model the sales those and Bradstreet XXXX Snowflake, be Yeah. continue would to to will the and & to networks you is, extension expect, Zeta incremental those own leverage Dun three built Amazon,

partners further the those incremental. we should So the from get be lift road down more and partners

on Congratulations quarter. the

next Operator, question. Brian. Thanks,

Thanks, again.

Brian. Thanks,

question from Bhatia Blair. William ahead. Please next of go Arjun comes Our

guys, or Thanks, perfectly. you years Maybe solutions, are in off customers for quarter. point move a Hey. to the legacy congrats customers add are efficiency a is is need with stressing will you on and kind place David, like, that for out there it’s When see they go the you profile there are profile to looking XX I a platforms typically see customers that out of there that into haven’t that plays consolidation? XX for typical have that my that that the the an and CMOs platform ripe that right? and use of solution obviously to years, and opportunity there what do target modernize, are customers had consolidating, is

Yeah.

all, Arjun, So, of thank first you.

that efficiency currently the what using question, vast customers clouds. are legacy are without for and the marketing seeing we Second, of larger is are looking majority

not is, tech the investing conglomerates. of these subsidiaries assets in were probably core their and for of they legacy of doing them, thing. marketing most they subsidiary the are truth I years in many very matter investing And if them, prepared products, a And if same in because what as invest, large under they of the pointed remarks, percentage as clouds, are be all of have I’d these been sitting I of think my inside I out

to us, Our core We do this. bespoke product is are right?

winning. functionality. So time, during ability are and they are help have are as the before than up and our to of existing our the at legacy going to them with seen what rate with some coming out the ever At them bid much same we we seeing higher contracts alongside contract marketing clouds, of are a sit we

out marketing catbird cloud different move can with can they through for the are Meaning when them. CRM they our are That’s generally we bid, acquisition, while under in then with we nose we seat. the go and a help using to getting legacy tent functions and

is clouds move higher at marketing for So marketers your simply, are pace are the them large to it up in answer are much legacy as we who a contract, than using seeing question past. they coming

over flow notice Perfect. next target. That’s very EBITDA flow did you Chris, appreciate and I conversion takes a available to on of the I the levers drive can couple up the for over Zeta helpful. years, sense us cash what curious up years? am the one cash And conversion give you higher the of have conversion that XXXX I -- picks free free that

Sure.

a First, come a time. way we have long period short of in

was you this that if couple XXs ticked then mid you back cash years, a look of the to year see the at So just up in XX. conversion and would flow it XX call

the several So I the stress we tools number we using And have least our last like belt the the over like continue to isn’t just Zeta revenue $XXX will that million XXXX. number is use. will have just at we profit for in been years, that tool

lot more that a efficient drops least like continue getting flow we have expect the we reason how feel there to at from and we much learned it. much and got, and is But efficiency over EBITDA a an on to why years have there’s cash

Thanks, Arjun. Operator, next question, please?

Baldry Our ROTH Capital. comes of Richard ahead. next question go Please from

Thanks.

Google idea, who, the about the scaling much players, like, partnership per to agencies to the driving you as back the for getting revenue opportunities themselves and I with they now more partner are up mindshare are how and think, battling players So so client, for larger non-traditional saw a partnership the expand them with? there go-to-market your panel or Is do we into like deeper to are we those there at to a really to Thanks. on ability talking ways conference, -- Facebook. versus targeting user

see rippled largest year. changed of of for Live We agencies U.S. at efficacy have, the had we Zeta big as are of Rich. mean IDFA think, very I through you, pricing was not ability thank Presidents I about contingent power Google First the is the the the the from partners. holding Apple’s most social to We is, agency the quite that. And a time, this of the coincidence. difference some what’s Yeah. our all, companies it elimination on for media. as the in and you modeling got scale nervous have and at they focus alternative same And that are with time, it relates of to agencies’ world looking partners to a

So our the we to it’s as It’s and very here together come we and we work to as deep that not relationship and conquer. we have made agency, It’s of in direct partners client. our Even lockstep. when go revenue. enterprise living with enterprise, have the still with like we partner agency underlying vast just forth an majority meaningful the a

time It spending that has exciting business opportunity amount into think would invested this the some of bear say It’s going we personally Zeta. our for forward. been is a have segment very on. additional could growth fruit I And a bearing something I time which we of are tremendous fruit,

agency our have Also the going out, There’s I linear the holding of business. over we years corporations. lot in did mention, move we that sits from of to today the that’s to growth linear a control next few will point XXX% TV in CTV CTV

their we partner clients in with to lockstep. them very we job So well and for do are help better positioned feel to a them

the extraordinary slower any that few would about how a revenue been delivery the past a that on of talk And me versus years the of for is pretty last growth. stressed do and Thanks. much up touch? growth has could topline the over and fast keeps walk leverage be, growing automated through maybe to you that’s if you side its headcount end in of does as how pace service you concern have Do one you little way what high terms that

become efficient. on a using and good really company you inside more love our our and are the point. automation the customers I has we think I hit mean, use AI

So think comfortable part we customers. capacity in requirements have of are I A our feel the we of with that’s of for why what terms for we adding

impressive is, though global have second The footprint. we an

we U.S. over total the too, years tremendous while and X%, primarily in India culture ramp our headcount in grown very ever long-tenured amazing gives grown at locations not X%. and have leaders and Steve David, but should… can just up So built have those you only it, grew that us, resources. have skilled very last global we operating you Prague has centers built That an three quickly leverage,

Yeah.

know that. …well

operations the mean, spent a and are lot I really as Republic, Steve, pretty standing now I and on the time operation we which been Prague should Czech India has or say, of up exciting. in Philippines well, has

number of amazing have people. done we I have us. note, important to That it and year. global company with that, customers Rich, a our couldn’t we it’s think big on-boarded last a automation XX is for scaled without like We couldn’t done that

the say thing it they is, a XXX intelligence, are in or in table stakes, fiction. were artificial even of started close as issued machine we things as they learning. would and patents about issued out XX or to talk Today not vernacular have either were science I ago years other business being when we big over The to intelligence you AI both and would of relates marketing right? data what business,

what But marketing of two, many has a platform. automation day owning and are really sat years the we at of ago automation. thought We even permission-based pool was And of focused first-party large one we from automation a what ourselves building. was originally data; on core

AI tagline Today, years. of for native sort -- our was core it’s and that fact many at is to the In our platform.

step intelligence, look dip is, at get and AI. And artificial when clouds, some you of what point you to use to data are platform their legacy do other like a a into those their separate of platform to the out I’d out things have marketing to to

core importing they they artificial the layer. of Same thing Platform to Marketing are of data native sit data has platform. the the for application The Zeta when sets them, their outside and intelligence as

of it much a so time. versus to decisioning faster. longer one move some period in of things It allows And millisecond makes hundredth much just

think we positioned continue this I to So very are trend. well

next question? Rich. Thanks, Operator,

Thank you.

Thanks, Rich.

of next comes question from ahead. Craig-Hallum. Jason Kreyer Please go Our

I from Two maybe start guys. you, with will Thank David. me,

connected that product the am just this like, committed use Second if to and on Just you on channels awareness more expand you Chris, if market in bigger deals are curious improvement or or more the just is to of are TV about organic question dig mentioned to that, are into pipeline, or talking wanted can changes more with for there side, meaningful increased the just going more contribution. just cases I I if set you just there? product that not? wondering you volumes your

So second. part, the take will Yeah. I first

all, I sitting the when we started with are content, my precipice way I one two Show, lifetime, out of like three started think, you of channel, people had a the TV video dawn So what channels, my right? Texaco channels, new of XXX is years the consume then in at then with as Berle Milton five children channels. to out ago point first

of Now to we are channels. up hundreds

of providers. beginning through consuming TV. to end younger generation see that’s the But the online video TV is the And you video of over content. They TV are at are way connected their in it day, the top results the the the linear not that consuming or

cloud social, and can believe ID Zeta the channels. individual or data online is CTV individual, be platform mobile video identified programmatic of world’s Zeta because number the I we identify online to same unique those all CTV, and So either have and able best across same through through a

I quite do that TV are with connected frankly can changing else game move help CTV do the to return of investment. target can what do want they ability platform and is that. to TV, linear anybody that The looking there from on on them not focus am aware marketers out direct As to we a

platforms other get campaigns, that net are catch CTV There their they that a are doing datasets datasets, to probabilistic are can and it to dolphins do of to have but too tuna. to deterministic lot in they going not

drive catch which get We client just that are more amount the money, the really for tuna net, question? but and same able spend to the allows second down of to substantially Chris, customers. our in

of is deals. in deals little of year-over-year number the similar a the this the fourth you our interesting, are Jason. if dollar of look a year pipeline you, ago, but quarter. value a much Thank Yeah. at end number so what’s It’s up They is, bit the as greater. It’s

subset David, lens is RFPs, marketing come through only more talked obviously is clouds getting the of these but pipeline, I up, about it a those RFP bigger. volume that deals getting up, of is value of that at as also the not And chances which about the talked

parts of driving marketing yes, but opportunity stack yes, than were it’s it’s ultimately you as it. That’s take more channels, out, And use more before. a their out it’s pointed what’s getting we bigger to cases,

we And execute are we our to not and areas is ability deal many productivity it. but about in pilots, with the not loved is on meeting to are shy see obviously pipeline bigger, sales and exceeding we starting our stats and continue bigger also equally we starting getting expectations that size

Thanks, Jason.

Thank you, Jason.

Operator, next please? question

ahead. Our next Riley call Please of comes B. from Securities. go Cummins Zach

first around drive David, that rhyme. really questions. within your Thanks a momentum to product product. for it for opportunity question great that’s like CDP+ I taking my me really is afternoon. seems just really Good mean Hi.

just I looking to So adoption you the curious how go-to-market am and of there? function really drive are

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Thank you, Operator, question please? Zach. next

ahead. MacWilliams comes Ryan question Please next Barclays. from go of Our

Are for interest cases? QX you start how this Thanks. the question. to Thanks retain any Hey. changes any acquire, seeing differences taking year ended across customer your and versus in grow use and

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Yeah.

you David’s quarters. out see on see three-year show revenue the average the XX, seasonality that’s will But we supplemental, slide to you on by also where the up. point, and fact, In linearity laid earnings guidance that

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upside. So inroads our is continued only incremental here

question? Next

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Ryan. Thanks,

Thanks.

Operator, next question.

Our Ryan ahead. next question Needham. of Please comes MacDonald go from

the taking XX small responses two-thirds you, added about talked this excellent of deals and for earlier for the Thanks an you in you year quarter first fiscal that on new and and grew. congrats customers Hi. of David, of one year. my started questions your

some you to started these to to potential deals Given natural you of way the this the share you can change any on on larger gaps opportunity all capture more you you go-to-market need the have see to feel to for and adjacencies consolidation, maybe initial consolidations? win like multi-product larger expand product these portfolio do to with or land at

even of substantially ever Chris, before. I we suggest out think, we But really the hinted the the seen good questions And scale of gate than a coming larger question. the at are have size that to is that’s and deals weren’t Ryan seeing other great. are not

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question, next Operator, Ryan. you, please? Thank

Thanks. Yeah.

Thanks, Ryan.

Porter question Elizabeth Morgan of from next Please go ahead. Our comes Stanley.

Hey, in guys. for reduction spend it was the better kind more to side primarily to media It This the that that on wanted was I Elizabeth. was, of due falling reduction in the is more kind activation below where them Chris curious But of Quintero customers. was side? or understand of pass-through on superscaled threshold. it just the kind subscription

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Our next question…

Operator, Thanks. next…

of from ahead. of Bank Our go Koji comes Please America. Ikeda next question

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Natalie. a more please? Operator, we time for you, have Thank question, one

Please Canaccord DJ Genuity. Our of comes go question from Hynes ahead. next

from we of the a margin about revenue layer is Hey, that talking as anything you in? guys. on standpoint all CTV, be aware in momentum. Chris, just Congrats growth still you, sounds the great. given for It are one there should is profile

in It -- no. particular. Nothing

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question-answer the would I the turn concludes to like This session. conference back…

you. Thank

over any David closing for remarks. to Steinberg …

got the have we we every way. to our marketing platform continue I with We incredibly that. I plan. the set people like where an right expected think the right raised spectacular too. anything We other our intelligence say it’s technology from to our mean, on most the to data XXXX people, really win than and Well, like feel metric and artificial feel expected marketplace than we and And quarter. be. in able right hard to We delivered on more in and exceed us were guidance conservative

anything, our in have Zeta Co-Founder tirelessly and is team put and really worked metrics I want the than come to that have of way incredibly More we people. just a on congealed a that that as it proud. thank and to out They deliver together me all CEO has makes the

go Steve and Greiner, on and just everybody business and this Will are teams an grow, Margiloff build Gore have on Monberg really on Gerber, their done exceptional who’s could and to Neej and with Vine Chris helping and job. Steve respective Chris deliver us I just

forward everybody to everybody hope day I soon. look seeing wonderful a person I in has Bye. and sometime

conference This call. concludes today’s

have day. You lines. your disconnect a participating may for Thank pleasant you and