Zeta Global (ZETA) 2 Aug 232023 Q2 Earnings call transcript

Greetings, ladies and gentlemen, and welcome to the Zeta’s Second Quarter 2023 Earnings Conference Call. At this time all participants will be in listen-only mode. [Operator Instructions] As a reminder, this conference is being recorded.

It is now my pleasure to introduce your host, Scott Schmitz, Senior Vice President of Investor Relations.

You may begin, sir.

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

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

statements and made of earnings begin, actual our company’s and Before other developments, contain plans risks in in only to on statements date. this are the may uncertainties potential earnings to market risks the results and like that of described SEC as and business today’s call statements and products those cause of that and I’d uncertainties in to including regarding we the our other statements our projected. competition These everyone presentation the materially release forward-looking release outlook, strategies. and subject our from products, well differ as revenues those These remind as with and include about goals potential future filings financial events objectives speak and and

into the with amount we we XXXX. not subpoenas addition, received was insignificant an we company we since quantitatively conducted as business worked them prior and of have company from have of part investigation to In our The with a worked SEC IPO. with this

they can our to presentation of the non-GAAP as Reconciliations release provide as to GAAP will GAAP managing where a and useful certain our our considered measures, references substitute non-GAAP filings the earnings business measures our in in measures as found SEC. these earnings and the today non-GAAP addition information the well be measures We website for corresponding other with available should on discussion the investors. not in include use results. our and Finally, be supplemental which to believe financial for appropriate

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

Thank us and thank you you, joining everyone, Scott. for today. Good afternoon

company, quarter marked The consensus public since extremely second XXXX every quarter pattern. to proud of estimates this public we exceeded our our anniversary announce continuing and outlook raised we’ve gone as and QX with I’m a two-year have

we with of $XX million, with up into of million $XXX an year-over-year. quarter, adjusted year-over-year. the million EBITDA XX%, basis cash delivered from EBITDA This up year-over-year XX% We up XX% $XX up $XX XX% points up In activities operating flow adjusted generated million margin of year-over-year. of of cash XXX revenue free XXX% translates

free level eight positive IPO. each developing quarters growth if that Driving the products you’re is and only our cash in We flow of value to possible have your exceptional customers. exceptional since this generated of deliver consistent profitability

and leadership NPS on overall to key XX% are great our and XXXX to track work, to and score quality, highly goal employee or our survey, coincidence the superpower eNPS we creating it’s is our data, stories customer customers, AI. recent greater the support, and product as more our score to grow, NPS utilizing in of is have our five that ranks of X.X again, with company net XXXX. XXXX goals Zeta the than XX% than efficiently in which effectively the of Once advocates, substantially over also At companies Zeta also acquire, area, helping implementing of create heroes no In our software, eNPS. their this doing make we and ease Zeta, them increase our our exceed before by marketers well scored heroes, score remain ever net a promoter we to highest highest or targets. retain of a place for out and by leveraging of By elements business, from NPS. and promoter including reflected and

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over CMOs group the more. before room. spend will of people also a controlled billion a and $XXX Additionally, with we filled Advisory day meetings, annual a XXX series companies. Zeta The investor and by have will will in our meeting with Fortune In the in many Customer from marketing total, be be including Live there discussion Board

we the on focus financial results. to the has progress Zeta and advancement more rippled continue We be could which brand of industry through and been our have making, not pleased recognition with the our

positioned as on their the need to In marketing on do journey are more enterprises less public we years just and way we come truly for summary, stacks, a to to with incredibly started. our continue be believe getting company, over simplify while last we a and we two long the have capitalize well

As all the shareholders our partners, our and our of of vision. Zeta support sincerely thank team customers, always, like would our I for ongoing to

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

Thank afternoon I’ll results. themes you, strong set cover another of everyone. David, three very and good highlighting

once First, annual rates our top growth the quarters, track we plan. straight exceeded XXXX extended eight and achieve Zeta our bottom compound record line beat-and-raised to required and to again

Slide are pacing in certainly X captured EBITDA earnings and supplemental, points rate by of seen $XXX today. established six This and ahead Zeta’s adjusted revenue in EBITDA on $X our not trailing As is our billion original adjusted of revenue for Zeta XX-month XXXX. valuation million in the trajectory rates annual pacing ahead in growth XXXX growth of in February, compound XXXX

of of generating free of $XX adjusted quarter profit grew Second, year-to-year faster up where XX% from basis operating up flow million activities we expansion, another cash XXX XXX% margin cash points EBITDA than delivered year-to-year. million, flow $XX and revenue, even

said doing of what and extract expense buyers, drive structure. We’re from significant we our leverage we Zeta new universe do, our would our XXXX grow operating KPIs

third, raising And we’re guidance.

guidance increasing discuss for also today’s I’ll flowing earnings XX of in the and this can quarter’s for found M&A last revenue be and material Slide for overachievement in our detail the on year the full contribution organic supplemental through are plus raising call clarity. profit. We in additional in and

by midpoint million of continues an Starting into exceeded $XXX scaled the pace $X.X the with million customers XXXX of Total guidance that organic our Zeta addition XX% March, year-to-year again $X.X these of million firmly was dive the our results at highlighted coming XXXX and revenue results. let’s of each quarter grew once acquisition of ahead revenue and our of super-scaled We model. of consensus by strength The on detail. upside XX% from Now, the be WhatCounts. more for to a with or basis. of

last the the XX%, from each a added scaled quarter four rate Zeta added required XQ new media. customers and most for customers education We retail, nice up as acceleration year. new consumer XXXX. to double customers in travel XX scaled the ended last such and for hospitality XX month coming from from new period We net growth XXX and and over prior the of XX the up with additions which This quarter with translates and quarter industries technology scaled is

year-to-year. became XX Six of Zeta XX% over up to our again one largest existing customers million customers XX% quarter. of added were nine quarter-to-quarter customers up to quarter-to-quarter, scaled XX the and Out the this scaled. grew XXX industry were verticals of five out and that Out new we eight super-scaled were

quarters very say we’re well through and profitably As executing now, you’ve has its while heard backdrop, immune macro growing from a choppy Zeta challenges. been me for many not

in the insurance see increases. premium elevated the We and works vertical as to ratios continue through loss pressure industry

set customer dynamic is industry example how another been the Our how it’s an is proposition the Nevertheless, the cycle. balance spending is of the and this the portfolio, resonating of illustrating the platform industry specific of of with has nearing view the bottom diversification and value our resilient buyers.

entering a indicator pilots, land, scaling growth. six Total worth scaled future double-digit expand, year-to-year, ARPU of at It’s count for straight We and overall announcing XX% pilots our to more XXXX, driving with we the ago, customer every the was scaled noting super surprisingly, which a quarter. have adoption healthy of are bands, since our core up and extend exceeded ARPU customers. customers factor target are as Not growth is Zeta XXX,XXX, quarters scaled these customer as XXth pipeline lower view the and quarter strategy, growth.

expand, good throughout progression the make A the channels example in strategy their Zeta. adding land scaled is customers journey platform extend with of

XX% of earnings supplemental one increase customers. translates our in plus marketing. to two XXXK in A to presentation, differential customers times with there one which XX the Slide in and millions A the we million a opportunity our massive ARPU channel scaled our address. a is to already between enterprises This adoption scaled large billions of percentage super hundreds on million seen between spending As cohorts. XX can

quarter. points growth in four on activation last Meta Furthermore, who addition their have XX% influenced direct customers measurement journey first channels started or revenue leveraging and by XQ improved XX% accelerated XXXX. the started from Zeta’s mix XXXX XX% XXXX continues the of new mix to direct of year-to-year Direct XX% in quarter agency social to year-to-year and data of In TikTok. like their from be

Zeta common for reminder, a is we usage over time it platform to anticipated and owned operated As as integrated and to start and communicated grow channels. with this we and agency extend channels last quarter,

incentivized. progression our have upon history agencies good their sellers to visibility are our how into other channels We with and based our

to The omnichannel advantage customers have with and a ability using identity channels owned throughout maintain data single strategy. the Zeta’s thread of their is

also Additionally, to by data their we become Zeta a activities having data to wedge create bridge relying marketing on and to also from layer. enterprise cloud, access our intelligence

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and highly Zeta is streams. contracting provides consumption high with incremental This model represents subscription from scalable, recurring to margin a change revenue revenue

while about future very We’re this relationships excited as revenue also in growth it as recurring for customer serving transform a our catalyst mix. can

XXXX the we the direct equal which the of expect percentage outlined to year remainder half of assumed in to XX%. or cost guidance we XX% be range with second and consistent For GAAP XX%, XXXX, is quarter for with consistent revenue we last the of mix the being beginning at to the expectations average the of in our mix revenue of

as we need carriers previously add productivity remain Sales because many strong quarter that, of thought. believe and not new to as do metrics we

best many enable the fail us system predictive smarter. metrics to management breed hire is we’re of of our fast to from sales One that seeing use and benefits

XXX. with April quarter-to-quarter, At but hiring in quarter’s cadence related Along those year-over-year and annual same restructuring still our in time, unproductive up revenue M&A carriers change maintained the review and lines, XX% net we resulting in redundant conjunction our roles sellers. at quota cycle no we performance historical reduced this activity,

strong In addition partnership. engine to quota also and carriers, demand are our sales pipeline contribution reps growth seeing our from we Snowflake our from generation development

accelerating powered In which to of be topic this Partner we fact, Snowflake’s profitability. quarter were me Year, honored Go-to-Market to the past named of brings the by

that XX.X% adjusted XXth up quarter EBITDA EBITDA XXXX second with quarter In year-to-year the points It’s adjusted XX.X% million, margins from year-to-year. Adjusted quarter, adjusted first noting in expanding first of worth the in second we’ve straight over time of the to XX% increase our seen the quarter first of delivered second basis was margins the it was in XX.X% we quarter $XX in EBITDA margins quarter quarter going XXXX. the up the EBITDA year-to-year. XXX of

productivity marketing, R&D excluding revenue. expense as fell points leverages to which XX points compensation revenue fell compensation operating stock-based XXX X.X%. basis a Driving and stock-based of XX.X% sales year-to-year year-to-year to to and percentage excluding

revenue basis As benefit to and to And G&A from science expense we our excluding engineering workforce. XX compensation year-to-year data to XX.X%. continue points stock-based global fell

points GAAP earlier. points of quarter-to-quarter in cost I XX.X%, basis to and at the impact down XXX of due customers, revenue came agency year-to-year XX up which discussed was basis

revenue channels. our compensation. $XX XQ to continue we basis On loss was within net a direct Importantly, $XX see GAAP low which of XXXX our cost million, includes stock-based million of

been expensing the would’ve accelerated related $XX Excluding stock-based to million. IPO our compensation

look expertise With incurred the In synergies adjusted we and margins. drive on WhatCounts delivering are XXXXs broader as the million $X.X across we model are the the quarter, restructuring we long-term realizing synergies, Zeta XX% at driving expense following M&A generation. of strong efficiency EBITDA of also we to least this towards business focus and integration cash a rapid in

free cash quarter up XX% third was year-to-year. to equates flow increased XX% with last my EBITDA and brings XX% year-to-year This to which from of flow year, me from million up up XXX% topic, and guidance. $XX quarter of last third our full adjusted activities million, year operating XX% Cash $XX

overachievement. grounding related as table company’s organic clearly we earnings on related XX increases of in to outlined For M&A guidance quarter’s increases supplemental last purposes, the in from to delineating the material, guidance Slide our are

to organic quarter, year-to-year. third attributable $XXX increase, million Out revenue $X.X the the midpoint $X For this is the million we $X.X and acquisition guidance of upside. are XX% WhatCounts million of of by increasing is to million up

of candidate XX%. Excluding growth million, of revenue revenue organic political is $X midpoint last year’s the

based which basis represents EBITDA, midpoint or million guiding improvement basis XX.X% adjusted XXX year-to-year, our we’re $XX This XX of margin of XX% guidance. a dollar to of previous margin. points is terms In expansion, growth a of versus point

the For $XXX midpoint the than million of XX% million and revenue year full XXXX guidance. to $XX year-to-year guiding we’re of more previous of up

is million the Our guidance acquisition WhatCounts includes upside. the additional and of $X.X million for $X.X organic

our organic growth an $X.X and the last growth political year’s excluding candidate midpoint basis, of XX%. implies revenue guidance of XXXX XX% On is revenue organic revenue million,

to adjusted full XXX expansion, midpoint EBITDA $XXX.X is our XX which better of we’re EBITDA, In terms a growth year adjusted XX.X% year-to-year previous dollar than points margin XX% of basis This million or of and based represents of margin. guiding guidance. points

of supplemental total in headwind the in headwind reminder, XX points a basis million. XXXX a basis candidate of XQ a basis full this had do QX growth during and of headwind million not XXX As in XXX $X.X of third points, results points Zeta XXX million fourth XXXX, a of These anticipate a earnings our Slide in including year or of political quarter repeating material or to we that to $X detail. $X.X and revenue XXXX. outlines organic

Before thoughts. Q&A, turning a to me with close quickly couple final let

with to and long-term ability beat a billion model demonstrate $XXX also $XXX free maintain continue revenue, at at precision million least investing we our to First, at $X in while short-term the execute of data flow. least in million to EBITDA in least adjusted trajectory XXXX cash to

we against second, through and our cost disciplined to increased continue cash generation leverage accelerate structure. And profit

For adjusted XX consistent we to consecutive deliver quarters, have plus year-to-year margins continuing XX% revenue while growth. EBITDA expanded

operator the David hand questions. back me take me for Operator? let to to your and Now, the call

Bhatia first Thank comes Our Arjun from [Operator Blair. sir. question of Instructions] you, William

the Hi, this Chris quarter taking the and is on thanks on Arjun. for Congrats question. for

to on so to quarter before the launched you serve. for last of I or been or were lever customer products end a newer customer some what they if cost First, of that primarily wanted to offerings those response just plans far a if directly monetize to the and touch has AI lower the had acquisition

add own effectively everybody appreciate to days at out and and answers. as of you we’ll help been new artificial on I a the additional on. to But thank their additional rolled horsepower loved which better. real the we in product team, excited it’s that more of our early all AI rolled virtual out saying we’ll continue and to generative still of about. we’ve intelligence. out continue were make tune it that tools, the you really once, rolled Well, don’t know, personally simplistic cutting-edge I’ve we’ve it people scientists being inside We living to Chris. data When clients and capabilities to platform world give think your they gotten ever fine We it It’s always

patenting and to we seven as learning meaningful machine machine a ago, have algorithms portfolio intelligence. years XX started artificial much learning years and as We patent around

So as using we of go purchase just our person the, to help AI clients product it. intent-based the data’s be score whether highest to made from a and the it, not the could because to to buying if sort know of as have the somebody would to would want leap level get ability deterministic but to to the approved have intent all for

capture To we’re make audience my tools, of the how taking starting even that buying in getting CMOs to additional to stickier to add stickiness products think competitors, what customers questions of of to types allow building years do platform clients see I that those from is to the or are my By the like, and tools that? adding come. will that we valuable which and most my

talent fits WhatCounts forward? That’s very Zeta other overall that you touch this and what you. just where see potential thank to of the wanted and terms And on helpful of in acquisition going with product of thing then was in I color. Great, business grow then kind to

technology. provisioning is. WhatCounts boutique integrate been technology focused our look the capital So little why great breaking bought data, growth unique had a is teams, I is acquisition tech our like how in us around really with It’s incredible It quarter, looking our our MO. this much we’re never company to bring obviously associated it a confusion great bit we’ve we at first some showing In service just case thematically, felt their very we’ve we email allowed created and for into it business. business. M&A, and a out which small always it. not on an revenue When great into further stack and so gone human of And it think,

profitability looked were the expenses our members through business thing think than and M&A on accelerated cutting some revenue strategy we see We’ve of this headcounts I would particular in. able profitability. has the that to brought out this here, In take by sales to as people taking picked we drive been incredible on at own out both and resulted which other The around about has engineering, been M&A up our case, certain been sides. level really greater team able for you we team, in important

of additional So acceleration great this all came people, profit small acquisition. out very great tech, and

Thank you, operator.

question, Next please.

The ROTH sir. much, very Richard from you comes of Thank next question Baldry MKM.

the talk win could Thanks. rates. wondering I about if you competitive

you’re seeing You also, with that pipeline RFPs, like of Salesforce it with all? of noted or if sort you pricing think that to impacts XX% record so win something so that moving you people about Thanks. own? you could is that’s wondering respect follow power you’re at Maybe seeing suit environment, your increases, some still talk record price pricing openly rates,

thanks, Yes, Rich.

continue. So we

we So, I recognized we’ve the went say where but of we’re as really sort pipeline feel from more of record Zeta’s we’re RFP. always a name, brand are wouldn’t to the definitely grew that a who today. evolved sort seeing is brand really as which I name, I Zeta household brand and said,

we’re three record another RFP I has, a we’ve at we, that at level in hit QX. quarters So the records row, into QX end new going is now think RFP of said we’ve

gosh, start I you you increase a closing if percentage naturally smaller that, that always funnel RFPs. of the just could would enough, felt

We’re that. not seeing

participate which frankly surprises or this to than We’re proposals it relates being price. to us even competitors still lowering in, price point as quite our at closing RFPs raising the greater we’re and invited of XX%

our our that as see at we accelerate opportunity growth. an look continue to think business, to I we

sure number, now know And points few basis if the me, few Chris could quarters over least XXX at but margin. you last at where I in quarters, exact we’ve over look I’m has added, operating the business the the don’t operating tell the last been way,

disproportionate revenue to margin a margin You’re starting margin. to from a that’s continue. gross We going trend see think at incremental that’s operating drop rate to to

we point as would don’t so RFPs price, with we’re of XX% customers. I to at win engagements of get we sort opportunities speak, in our to we at rate, think looking I say are invited winning So raising we but look greater that seeing do are more this at, than to. the

average remind I sure average the you, And will invited companies on XX I’m greater are which than know, to you RFP.

We are invited. invited beat to Adobe. we In three or were and least in them, a them in XXX% XXX% of most them, second one Salesforce, the the Oracle, a either of of wins at all we quarter, had beat we and of

are fuels we that to let competitors you AI, were really really like people their raising if really as platform, and superpower that technology lowering has putting in our add data the exceptional, when our that our the the their So then can’t ingest nobody price, solution our you paralleled but proprietary you’re feel the and price. electricity of else be together software and stack even alone a a powering

Thanks. Congrats quarter. a on great

Thank you, Rich.

Operator? question, Next please.

Cummins comes from Riley B. The go Please next question of Securities. ahead. Zach

Chris another impact the really quarter-over-quarter, Yep. really strong and execution sales about quarter. mean wanted ask congrats you’re but taking with again no to Thanks. having my David and then sales flat I being on I headcount to seeing productivity, what just on questions side. for thanks

reps? and the really you’re that productivity what’s So driving can your approach to success with talk you just your sales seeing through

interesting Thanks, for you. data really points Zach. Two

it guiding this will is quality always First, principle, be over our and quantity.

want the by to Second be that guided to the we data by productivity metrics. is and

– that to guiding how our we’re I productivity and think a of set a interesting really illustrate data the there’s for is really you decisions. seeing hiring set points

the scaled customers added XX at carriers. we’ve that back look you XX we’ve months, XX period, If month added over XX same last quota

prior XX you we back scaled added go XX period, and carriers. quota If XX-month customers trailing to the

So three hiring percentage a that less than new back-to-back from down of the of as and we’re seeing That’s today revenue type a and and half evidential ratio one-to-one marketing quarters guides But sales where a to per decisions. gone obviously scaled translated our customers year-over-year. carrier. what productivity in going it’s also has of quota we’re adding

have we management I think a great system. sales

learning training and have is we believe mentioned, We an we that in product team, exceptional and a market. development have as best and David

question one from is Understood. you’ve hearing been up And the just follow feedback me from just really around customers.

your the allocated that So David, curious upside QX Or kind in is for customers? overall conversations this what challenges second in I they the marketing here year. what’s through hearing guidance sentiment see terms great customers, to there But still was having of have half into of initiatives? and flow just for around you’re with of from budget you’re

do We have Zach. platform an industry got not how our trillion right? mean, you’re to still the existing that and everybody about saying Not, share at that’s budget, right? do we But business, our we’re seen $X a we’ve platform We been taking certainly looking just, clients more us, so with who’s much talking TAM. talking market and as our of to using a percentage I is

year. look we when million [ph] $XXX at So projections, our this it’s

getting started, but… still just We’re

$XXX million don’t get ahead of us.

at apologize, the don’t the marketers reiterate, what I, But I middle are range. kill smarter, we we’re is on reality the are cutting million $XXX that to Chris a Sorry, you back. Thank $XXX being sorry. that not me seeing of seeing they’re later. focused that is efficiency, million, on but

more? dry over into buying away TV think on think upfront frankly, do tailwind hand think we linear do I to next for to continue digital, cutback be from But keeping on as spend will talk powder months, as some going a more migrating we people linear to few nice cycle seen how Now, we to and us. you’re which focusing see of see clients, the purchasing upfront the we a more and clients I I not for quite we saying, have go

taking the questions luck Well, of coming best Understood. for thanks and quarter. my in

Thanks, Zach.

from Ryan of Company. question comes Needham Thank MacDonald you. next The and

around and my XX% about last about another XX% the XXXX the congrats for with is on slide to now deck noticed, ask two on questions obviously thanks great forecast Wanted taking quarter. CAGR, dated Hi, trends quarters ARPU range. the assuming customers. a growth I scaled

Just changing might your expansion wondering, customers terms slowing anything be terms activity, of seeing that in you’re if of expectations. that or with sort your expansion versus of of patterns in pace

you Ryan congrats the I’m I how, be followed. Hey, would a on asked that But see be quarter. that it’s you for could and think question path glad because different case. a the thank I the could

at First, for million model of at adding. profit, in Zeta in many And our ARPU least we should need when announced $X you count least we’ve we to you to model XXXX rate think and every I beat scaled think the be quarter conjunction. billion, customers growth scaled getting think since a how about customer really about $X

to run scaled in of that at amount was the twice new continue we rate customers model. about of So the our

ARPU, what’s is it land, working pilot our interesting so as to extend is would of question, to. terms want that we expand, In exactly program, our strategy your really specific

you So XXXK. XX added band XX for we’ve or less scaled about months, example, new of the revenue over the last customers. the than trailing into at if look scale What’s that, XX interesting those breakdown, fall of

are pipeline plus I good XXXK pilots That XXXK. to an is think, illustration our scale landing That’s and a to us because super-scaled customers. beginning and for very million those a of future important So demonstration them.

rapidly pilots in scaling and add seeing scaling those we’re what stage the customers And to continue scaled is of they early channels. behavior

if difference importantly, about in differential a look the that in two That’s cores. XXx a X.X, by channels super ARPU drives customer a at more you channels. those whereas scaled And it’s XXXK is channels used number million, one the per the XX% of average between used So the X.X. average to

difference around a little the and over So a million. a XXXK between

the pipeline our really So of it’s pilots, B A to scale, healthy, and closed in summary, it’s future think we see super-scaled and customers. beginning we because being

And new still we’re even different, XXXX overproduction massive of the customers, far with between against being plan. collectively ARPU our of the course, large mathematically ahead

XXXX? half quota levels commentary I hearing add this performers, strong making Zeta under there. of we the reps given appreciate color you’re but the into follow cutting record on hear deal get as all sales up the sort and Maybe QCRs around, record, continue driving expect sort to on to should obviously to back RFPs, focused quick carrying sure as into of we great continued just environment, of productivity you’re the a of

this XX because moving Yes, the the speaks very productivity took hitting reps duck’s rapidly We the I the XX are levels that want weren’t out reps we than here. quarter. under We water but that added out, better in point I think wanted. Chris I just also do, to new feet to would’ve

be So, I wouldn’t that on the versus XXX. focused XXX

SG&A on think kept who people. continuing focus The are and just the people evolve keeping by is trick number new people who us. could or can I but percentage really you’ve doing higher, been to not our and grow much we the while I got is what have well been would’ve add adding could people have mean, with of to keeping then. higher people

you win good So be of it very, feel very we’ve if to the rates, Salesforce we about what are and at of look point. doing inside we Chris? at well ahead this been the we expect where

That’s a Ryan. color. great David. right, you’re

managing not second anticipate do as this add, more and very the we’re our XX% each sales of each farmer we watching add number that years, Over added David need opportunities metrics. of I the smart said, our the and is what are accounts of last is what we’re, to closely and continuing keep productivity in guided number But pursuing and between quality be making year, is that and will but sure by the we a balance. sellers. to we that half scaled is many as universe hunter in what two XX% we’ve

again. Excellent. Congrats

Craig-Hallum. question Kreyer from next The comes of you. Jason Thank

Great, a guys. so think, year, the ad volatile up stigma how this trends there’s on you’re in bit little ask a market thank of share activation Zeta tech curious shaping about a to market the more you ad little tech on side. side, market’s been you I the bit wanted share

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gentlemen. Thanks

Ryan of MacWilliams question Barclays. comes next The from

out, see the or second macro half? And the see to signs of the maybe from Thanks. getting improving for deal outlook taking impacting Zeta’s since? cycles shorter? like any you customers quarter the Thanks question. result David, any do in the maybe you how did second end call Like, themes at

and closed Yes, deals around year seeing seeing bigger closing we’ve history. than we’re lot we of a bigger in ever we’re And are dissipating, seeing, before ever deals definitely last seen we the than saw nervousness what are corporate before. come we we’ve in

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for to fun the Thanks color. It next year. be should Great hear.

Matt next The Stanley. of question Morgan from Saltzman comes

this Porter. guys, for on is Matt Elizabeth Hey

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And Thank clarification. Understood. the you for thank you.

Yes, thank you very much.

comes Koji of Bank Ikeda you. Thank question of America. The next from

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nail companies up. – these you’re is simultaneously seeing So the of were nailed going super-scaled we up number usually that proud going you scale it, Koji, usually bigger scaled really customer really that number faster and

on we’re all delivering metrics like company. we’re here a feeling as So

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questions. for much the Thanks taking so

Ladies the and reached David of Steinberg session. have for hand gentlemen, to Thank remarks. you. over the we question-and-answer end I’ll now closing

assume but was XXX% sure I’ll me, Not a she me. it introduced

a dropping again, So a confidence point team listen this to disproportionate We, to continue incredibly growing would incremental we out be the while not while beat-and-raised at we’re I the have proud summary, in accelerate that at and we’re projections row. degree want business. eight driving business, margin didn’t also a say growth am this we seeing of profit quarters in. high of I we in putting pace. to,

I team, the XXth. incredibly could of XXXX on Zeta have plan and ahead coming all for our the our the Zeta we clients, through more markets. us and September constituencies, about be We’re Live thankful of current the our not Truly, XXth supported who are September Zeta our excited event Zeta turbulence and shareholders of

your to to continue for bet to is Our raise continuing reward beat, goal and time on us you who rise. those today. Thank by all

Thank today’s for Thank and gentlemen now event. you concludes disconnect Ladies attending you you. that may your and lines.