ZETA Zeta Global Holdings Corp

• Delivered record revenue of $268M, an increase of 42% Y/Y
• Grew Direct revenue 41% Y/Y and increased Direct revenue mix by 300 bps Q/Q to 70%
• Increased Scaled Customer ARPU to $557K, a record increase of 33% Y/Y
• Generated cash flow from operating activities of $34M, an increase of 51% Y/Y, and Free Cash Flow of $26M, an increase of 93% Y/Y
• Raising 4Q24 revenue growth guidance to 40% Y/Y

Zeta Global (NYSE: ZETA), the AI-Powered Marketing Cloud, today announced financial results for the third quarter ended September 30, 2024.

“The bets we made seven years ago on AI, the investment in a ‘1 of 1’ marketing platform, and our commitment to our customers’ success has resulted in record setting third-quarter financial results, above of our previously raised guidance,” said David A. Steinberg, Co-Founder, Chairman, and CEO of Zeta. “Our momentum can be directly linked to the acceleration of the AI revolution where Marketing is at the forefront. This is creating unprecedented opportunity for disruptive technology like the Zeta Marketing Platform, which is winning in the marketplace and winning big.”

“Our performance is best summed up by the momentum that started in the first quarter, accelerated in the second, and continued into the third quarter,” said Chris Greiner, Zeta’s CFO. “As a result, we are once again raising our 2024 guidance. As we look out to 2025, we are very comfortable with where consensus revenue growth (inclusive of 2024 political comps), Adjusted EBITDA and Free Cash Flow estimates stand and look forward to sharing our 2025 guidance and the details of our next long-term model, Zeta 2028, in February next year.”

Third Quarter 2024 Highlights

• Total revenue of $268.3 million, increased 42% Y/Y, up 31% Y/Y excluding political candidate revenue.
• Scaled Customer count increased to 475 from 468 in 2Q’24 and 440 in 3Q’23.
• Super-Scaled Customer count of 144 compared to 144 in 2Q’24 and 124 in 3Q’23.
• Quarterly Scaled Customer ARPU of $557,231, increased 33% Y/Y.
• Quarterly Super-Scaled Customer ARPU of $1.6 million, increased 30% Y/Y.
• Direct platform revenue grew 41% Y/Y at a mix of 70% of total revenue, compared to 67% in 2Q’24, and 70% in 3Q’23.
• GAAP cost of revenue percentage of 39%, decreased 60 basis points Q/Q, and increased 50 basis points Y/Y.
• GAAP net loss of $17.4 million, or 6% of revenue, driven primarily by $47.2 million of stock-based compensation. The net loss in 3Q’23 was $43.1 million, or 23% of revenue.
• GAAP loss per share of $0.09, compared to a loss per share of $0.27 in 3Q’23.
• Cash flow from operating activities of $34.4 million, compared to $22.8 million in 3Q’23.
• Free Cash Flow1 of $25.7 million, compared to $13.4 million in 3Q’23.
• Repurchased $3.9 million worth of shares through our share repurchase program.
• Adjusted EBITDA1 of $53.6 million, increased 59% Y/Y compared to $33.7 million in 3Q’23.
• Adjusted EBITDA margin1 of 20.0%, compared to 17.9% in 3Q’23.

Guidance*

Fourth Quarter 2024

• Increasing revenue guidance to a range of $293.0 million to $297.0 million, up $32 million at the midpoint from the prior midpoint of guidance of $263 million. The revised guidance range represents a year-over-year increase of 39% to 41%.
• Increasing Adjusted EBITDA guidance to a range of $64.9 million to $66.9 million, up $6.5 million at the midpoint from the prior midpoint of guidance of $59.4 million. The revised guidance range represents a year-over-year increase of 45% to 49% and an Adjusted EBITDA margin of 21.9% to 22.8%.

Full Year 2024

• Increasing revenue guidance to a range of $984.1 million to $988.1 million, up $61 million at the midpoint from the prior guidance $925 million. Revised guidance represents a year-over-year increase of 35% to 36%.
• Increasing Adjusted EBITDA guidance to a range of $187.5 million to $189.5 million, up $13 million at the midpoint from the prior guidance of $175.5 million. Revised guidance represents a year-over-year increase of 45% to 46% and an Adjusted EBITDA margin of 19.0% to 19.3%.
• Increasing Free Cash Flow guidance to a range of $88 million to $92 million, up $5 million at the midpoint from the prior midpoint of guidance of $85 million.

The details of our increased fourth quarter and full year 2024 guidance can be found in the table below and in our 3Q’24 supplemental earnings presentation, on slides 16-19, located on the Company’s investor relations website (https://investors.zetaglobal.com/).

   

1Q’24 Actuals

2Q’24 Actuals

3Q’24 Actuals

4Q’24 Guidance Midpoint

Y/Y %

FY’24 Guidance Midpoint

Y/Y %

  Zeta excluding Political Candidate & LiveIntent Revenue

$195M

$226M

$247M

$263M

25%

$931M

28%

  Political Candidate Revenue1

NM2

$1.5M

$21M

$18M

NM2

$41M

NM2

  LiveIntent Revenue (stub 4Q’24 only)3

-

-

-

$14M

N/A

$14M

N/A

  Total Zeta Revenue Updated Guidance

$195M

$228M

$268M

$295M

40%

$986M

35%

     

1) Note: Political Candidate Revenue in 2020 was $15M (3Q: $3M, 4Q: $12M) and in 2022 was $7.5M (3Q: $3.0M, 4Q: $4.5M) 2) NM: Not Material 3) LiveIntent stub period is from 10/21/24 through 12/31/24 Totals in this table were rounded to the nearest million.

 

* This press release does not include a reconciliation of forward-looking Adjusted EBITDA, Adjusted EBITDA margin, and Free Cash Flow to forward-looking GAAP net income (loss), net income (loss) margin, or cash flows from operating activities, respectively, because the Company is unable, without making unreasonable efforts, to provide a meaningful or reasonably accurate calculation or estimation of certain reconciling items which could be significant to the Company’s results.

Investor Conference Call and Webcast

Zeta will host a conference call today, Monday, November 11, 2024, at 4:30 p.m. Eastern Time to discuss financial results for the third quarter 2024. A supplemental earnings presentation and a live webcast of the conference call can be accessed from the Company’s investor relations website (https://investors.zetaglobal.com/) where they will remain available for one year.

About Zeta

Zeta Global (NYSE: ZETA) is the AI-Powered Marketing Cloud that leverages advanced artificial intelligence (AI) and trillions of consumer signals to make it easier for marketers to acquire, grow, and retain customers more efficiently. Through the Zeta Marketing Platform (ZMP), our vision is to make sophisticated marketing simple by unifying identity, intelligence, and omnichannel activation into a single platform – powered by one of the industry’s largest proprietary databases and AI. Our enterprise customers across multiple verticals are empowered to personalize experiences with consumers at an individual level across every channel, delivering better results for marketing programs. Zeta was founded in 2007 by David A. Steinberg and John Sculley and is headquartered in New York City with offices around the world. To learn more, go to www.zetaglobal.com.

Forward-Looking Statements

This press release, together with other statements and information publicly disseminated by the Company, contains certain forward-looking statements within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended. The Company intends such forward-looking statements to be covered by the safe harbor provisions for forward-looking statements contained in the Private Securities Litigation Reform Act of 1995 and includes this statement for purposes of complying with these safe harbor provisions. Any statements made in this press release or during the earnings call that are not statements of historical fact, including statements about our fourth quarter and full year 2024 guidance, the Zeta 2025 plan, the financial targets of Zeta 2025 and the timing of when we will achieve the Zeta 2025 plan, the Zeta 2028 plan and timing of plan announcement, the impacts of our prior investments on accelerating the timing of the marketing cloud replacement cycle, our products capabilities to provide strong investment returns to our customers, our strong competitive position, visibility of our current and new customers, expansion of existing customers, the capabilities of AI and Zeta’s platform, the acceleration of the digital transformation and our business, and the growth and expansion of AI and the Zeta Marketing Platform, are forward-looking statements and should be evaluated as such. Forward-looking statements include information concerning our anticipated future financial performance, our market opportunities and our expectations regarding our business plan and strategies. These statements often include words such as “anticipate,” “expect,” “suggests,” “plan,” “believe,” “intend,” “estimates,” “targets,” “projects,” “should,” “could,” “would,” “may,” “will,” “forecast,” “outlook,” “guidance” and other similar expressions. We base these forward-looking statements on our current expectations, plans and assumptions that we have made in light of our experience in the industry, as well as our perceptions of historical trends, current conditions, expected future developments and other factors we believe are appropriate under the circumstances at such time. Although we believe that these forward-looking statements are based on reasonable assumptions at the time they are made, you should be aware that many factors could affect our business, results of operations and financial condition and could cause actual results to differ materially from those expressed in the forward-looking statements. These statements are not guarantees of future performance or results.

The forward-looking statements are subject to and involve risks, uncertainties and assumptions, and you should not place undue reliance on these forward-looking statements. Factors that may materially affect such forward-looking statements include, but are not limited to: global supply chain disruptions; macroeconomic and industry trends and adverse developments in the debt, consumer credit and financial services markets and other macroeconomic factors beyond Zeta’s control; increases in our borrowing costs as a result of changes in interest rates and other factors; the impact of inflation on us and on our customers; potential fluctuations in our operating results, which could make our future operating results difficult to predict; underlying circumstances, including cash flows, cash position, financial performance, market conditions and potential acquisitions; prevailing stock prices, general economic and market condition; the impact of future pandemics, epidemics and other health crises on the global economy, our customers, employees and business; the war in Ukraine and escalating geopolitical tensions as a result of Russia’s invasion of Ukraine; the escalating conflict in Israel, Gaza and in the surrounding areas; our ability to innovate and make the right investment decisions in our product offerings and platform; the impact of new generative AI capabilities and the proliferation of AI on our business; our ability to attract and retain customers, including our scaled and super-scaled customers; our ability to manage our growth effectively; our ability to collect and use data online; the standards that private entities and inbox service providers adopt in the future to regulate the use and delivery of email may interfere with the effectiveness of our platform and our ability to conduct business; a significant inadvertent disclosure or breach of confidential and/or personal information we process, or a security breach of our or our customers’, suppliers’ or other partners’ computer systems; and any disruption to our third-party data centers, systems and technologies. These cautionary statements should not be construed by you to be exhaustive and the forward-looking statements are made only as of the date of this press release. We undertake no obligation to update or revise any forward-looking statements, whether as a result of new information, future events or otherwise, except as required by applicable law. If we update one or more forward-looking statements, no inference should be drawn that we will make additional updates with respect to those or other forward-looking statements.

The fourth quarter and full year 2024 guidance provided herein are based on Zeta’s current estimates and assumptions and are not a guarantee of future performance. The guidance provided is subject to significant risks and uncertainties, including the risk factors discussed in the Company's reports on file with the Securities and Exchange Commission (“SEC”), that could cause actual results to differ materially. There can be no assurance that the Company will achieve the results expressed by this guidance or the targets.

Availability of Information on Zeta’s Website and Social Media Profiles

Investors and others should note that Zeta routinely announces material information to investors and the marketplace using SEC filings, press releases, public conference calls, webcasts and the Zeta investor relations website at https://investors.zetaglobal.com (“Investors Website”). We also intend to use the social media profiles listed below as a means of disclosing information about us to our customers, investors and the public. While not all of the information that the Company posts to the Investors Website or to social media profiles is of a material nature, some information could be deemed to be material. Accordingly, the Company encourages investors, the media, and others interested in Zeta to review the information that it shares on the Investors Website and to regularly follow our social media profile links located at the bottom of the page on www.zetaglobal.com. Users may automatically receive email alerts and other information about Zeta when enrolling an email address by visiting "Investor Email Alerts" in the "Resources" section of the Investors Website.

Social Media Profiles: www.twitter.com/zetaglobal www.facebook.com/ZetaGlobal/ www.linkedin.com/company/zetaglobal www.instagram.com/zetaglobal/

The Following Definitions Apply to the Terms Used Throughout this Release, the Supplemental Earnings Presentation and Investor Conference Call

• Direct Platform and Integrated Platform: When the Company generates revenues entirely through the Company platform, the Company considers it direct platform revenue. When the Company generates revenue by leveraging its platform’s integration with third parties, it is considered integrated platform revenue.
• Cost of revenue: Cost of revenue excludes depreciation and amortization and consists primarily of media and marketing costs and certain personnel costs. Media and marketing costs consist primarily of fees paid to third-party publishers, media owners or managers, and strategic partners that are directly related to a revenue-generating event. We pay these third-party publishers, media owners or managers and strategic partners on a revenue-share, a cost-per-lead, cost-per-click, or cost-per-thousand-impressions basis. Personnel costs included in cost of revenues include salaries, bonuses, commissions, stock-based compensation and employee benefit costs primarily related to individuals directly associated with providing services to our customers.
• Rule of 60: We define the Rule of 60 as the combination of revenue growth percentage plus Adjusted EBITDA margin percentage adding up to 60 or more.
• Scaled Customers: We define scaled customers as customers from which we generated at least $100,000 in revenue on a trailing twelve-month basis. We calculate the number of scaled customers at the end of each quarter and on an annual basis as the number of customers billed during each applicable period. We believe the scaled customers measure is both an important contributor to our revenue growth and an indicator to investors of our measurable success.
• Super-Scaled Customers: We define super-scaled customers, which is a subset of Scaled Customers, as customers from which we generated at least $1,000,000 in revenue on a trailing twelve-month basis. We calculate the number of super-scaled customers at the end of each quarter and on an annual basis as the number of customers billed during each applicable period. We believe the super-scaled customers measure is both an important contributor to our revenue growth and an indicator to investors of our measurable success.
• Scaled Customer ARPU: We calculate the scaled customer average revenue per user (“ARPU”) as revenue for the corresponding period divided by the average number of scaled customers during that period. We believe that scaled customer ARPU is useful for investors because it is an indicator of our ability to increase revenue and scale our business.
• Super-Scaled Customer ARPU: We calculate the super-scaled customer ARPU as revenue for the corresponding period divided by the average number of super-scaled customers during that period. We believe that super-scaled customer ARPU is useful for investors because it is an indicator of our ability to increase revenue and scale our business.
• Zeta 2025: The Zeta 2025 is a long-term plan introduced by the Company in 2022, intended to drive the Company’s vision to become one of the largest marketing clouds in the industry, with targets for business, product, and industry leadership. The financial targets of this plan are to generate in excess of $1 billion in annual revenue with at least 20% Adjusted EBITDA margins by 2025. In February 2023, we added an additional financial target to the plan of Free Cash Flow with a target of at least $110 million by 2025.

Non-GAAP Measures

In order to assist readers of our consolidated financial statements in understanding the core operating results that our management uses to evaluate the business and for financial planning purposes, we describe our non-GAAP measures below. We believe these non-GAAP measures are useful to investors in evaluating our performance by providing an additional tool for investors to use in comparing our financial performance over multiple periods.

• Adjusted EBITDA is a non-GAAP financial measure defined as net loss adjusted for interest expense, depreciation and amortization, stock-based compensation, income tax (benefit) / provision, acquisition-related expenses, restructuring expenses, change in fair value of warrants and derivative liabilities, certain dispute settlement expenses, gain on extinguishment of debt, certain non-recurring capital raise related (including IPO) expenses, including the payroll taxes related to vesting of restricted stock and restricted stock units upon the completion of the IPO, and other expenses. Acquisition-related expenses and restructuring expenses primarily consist of professional services fees, severance and other employee-related costs, which may vary from period to period depending on the timing of our acquisitions and restructuring activities and distort the comparability of the results of operations. Change in fair value of warrants and derivative liabilities is a non-cash expense related to periodically recording “mark-to-market” changes in the valuation of derivatives and warrants. Other expenses consist of non-cash expenses such as changes in fair value of acquisition-related liabilities, gains and losses on extinguishment of acquisition-related liabilities, gains and losses on sales of assets and foreign exchange gains and losses. In particular, we believe that the exclusion of stock-based compensation, certain dispute settlement expenses and non-recurring capital raise related (including IPO) expenses that are not related to our core operations provides measures for period-to-period comparisons of our business and provides additional insight into our core controllable costs. We exclude these charges because these expenses are not reflective of ongoing business and operating results.
• Adjusted EBITDA margin is a non-GAAP financial measure defined as Adjusted EBITDA divided by the total revenues for the same period.
• Free Cash Flow is a non-GAAP financial measure defined as cash from operating activities, less capital expenditures and website and software development costs, adjusted for the effect of exchange rates on cash and cash equivalents.

Adjusted EBITDA, Adjusted EBITDA margin, and Free Cash Flow provide us with useful measures for period-to-period comparisons of our business as well as comparison to our peers. We believe that these non-GAAP financial measures are useful to investors in analyzing our financial and operational performance. Nevertheless our use of Adjusted EBITDA, Adjusted EBITDA margin, and Free Cash Flow has limitations as an analytical tool, and you should not consider these measures in isolation or as a substitute for analysis of our financial results as reported under GAAP. Other companies may calculate similarly-titled non-GAAP financial measures differently than us, thereby limiting the usefulness of these non-GAAP financial measures as a comparative tool. Because of these and other limitations, you should consider our non-GAAP measures only as supplemental to other GAAP-based financial performance measures, including revenues and net loss.

We calculate forward-looking Adjusted EBITDA, Adjusted EBITDA margin, and Free Cash Flow based on internal forecasts that omit certain amounts that would be included in forward-looking GAAP net income (loss). We do not attempt to provide a reconciliation of forward-looking Adjusted EBITDA, Adjusted EBITDA margin, and Free Cash Flow guidance to forward looking GAAP net income (loss), GAAP net income (loss) margin or GAAP cash flows from operating activities, respectively, because forecasting the timing or amount of items that have not yet occurred and are out of our control is inherently uncertain and unavailable without unreasonable efforts. Further, we believe that such reconciliations would imply a degree of precision and certainty that could be confusing to investors. Such items could have a substantial impact on GAAP measures of financial performance.

Condensed Unaudited Consolidated Balance Sheets

(In thousands, except shares, per share and par values)

 

 

 

As of

 

 

 

September 30, 2024

 

 

December 31, 2023

 

Assets

 

 

 

 

 

 

Current assets:

 

 

 

 

 

 

Cash and cash equivalents

 

$

418,538

 

 

$

131,732

 

Accounts receivable, net of allowance of $4,593 and $3,564 as of September 30, 2024 and December 31, 2023, respectively

 

 

203,711

 

 

 

170,131

 

Prepaid expenses

 

 

9,699

 

 

 

6,269

 

Other current assets

 

 

1,697

 

 

 

1,622

 

Total current assets

 

$

633,645

 

 

$

309,754

 

Non-current assets:

 

 

 

 

 

 

Property and equipment, net

 

$

7,383

 

 

$

7,452

 

Website and software development costs, net

 

 

29,377

 

 

 

32,124

 

Right-to-use assets - operating leases, net

 

 

7,985

 

 

 

6,603

 

Intangible assets, net

 

 

43,032

 

 

 

48,781

 

Goodwill

 

 

140,919

 

 

 

140,905

 

Deferred tax assets, net

 

 

842

 

 

 

728

 

Other non-current assets

 

 

5,898

 

 

 

4,367

 

Total non-current assets

 

$

235,436

 

 

$

240,960

 

Total assets

 

$

869,081

 

 

$

550,714

 

Liabilities and Stockholders’ Equity

 

 

 

 

 

 

Current liabilities:

 

 

 

 

 

 

Accounts payable

 

$

58,486

 

 

$

63,572

 

Accrued expenses

 

 

107,658

 

 

 

85,455

 

Acquisition-related liabilities

 

 

12,983

 

 

 

17,234

 

Deferred revenue

 

 

3,586

 

 

 

3,301

 

Other current liabilities

 

 

8,202

 

 

 

6,823

 

Total current liabilities

 

$

190,915

 

 

$

176,385

 

Non-current liabilities:

 

 

 

 

 

 

Long-term borrowings

 

$

196,089

 

 

$

184,147

 

Acquisition-related liabilities

 

 

-

 

 

 

3,060

 

Other non-current liabilities

 

 

7,210

 

 

 

6,602

 

Total non-current liabilities

 

$

203,299

 

 

$

193,809

 

Total liabilities

 

$

394,214

 

 

$

370,194

 

 

 

 

 

 

 

 

Stockholders’ equity:

 

 

 

 

 

 

Class A common stock $ 0.001 per share par value, up to 3,750,000,000 shares authorized, 205,636,909 and 188,631,432 shares issued and outstanding as of September 30, 2024 and December 31, 2023, respectively

 

$

205

 

 

$

189

 

Class B common stock $ 0.001 per share par value, up to 50,000,000 shares authorized, 24,889,923 and 29,055,489 shares issued and outstanding as of September 30, 2024 and December 31, 2023, respectively

 

 

25

 

 

 

29

 

Additional paid-in capital

 

 

1,520,044

 

 

 

1,140,849

 

Accumulated deficit

 

 

(1,043,544

)

 

 

(958,537

)

Accumulated other comprehensive loss

 

 

(1,863

)

 

 

(2,010

)

Total stockholders’ equity

 

$

474,867

 

 

$

180,520

 

Total liabilities and stockholders' equity

 

$

869,081

 

 

$

550,714

 

 

Condensed Unaudited Consolidated Statements of Operations and Comprehensive Loss

(In thousands, except share and per share amounts)

 

 

 

Three months ended September 30,

 

 

Nine months ended September 30,

 

 

 

2024

 

 

2023

 

 

2024

 

 

2023

 

Revenues

 

$

268,295

 

 

$

188,984

 

 

$

691,081

 

 

$

518,403

 

Operating expenses:

 

 

 

 

 

 

 

 

 

 

 

 

Cost of revenues (excluding depreciation and amortization)

 

 

105,652

 

 

 

73,480

 

 

 

273,607

 

 

 

189,867

 

General and administrative expenses

 

 

50,494

 

 

 

50,706

 

 

 

150,459

 

 

 

154,022

 

Selling and marketing expenses

 

 

84,548

 

 

 

70,669

 

 

 

231,567

 

 

 

215,714

 

Research and development expenses

 

 

22,807

 

 

 

18,062

 

 

 

66,407

 

 

 

53,924

 

Depreciation and amortization

 

 

12,590

 

 

 

13,233

 

 

 

39,295

 

 

 

37,654

 

Acquisition-related expenses

 

 

4,583

 

 

 

—

 

 

 

4,583

 

 

 

203

 

Restructuring expenses

 

 

-

 

 

 

—

 

 

 

-

 

 

 

2,845

 

Total operating expenses

 

$

280,674

 

 

$

226,150

 

 

$

765,918

 

 

$

654,229

 

Loss from operations

 

 

(12,379

)

 

 

(37,166

)

 

 

(74,837

)

 

 

(135,826

)

Interest expense

 

 

1,945

 

 

 

2,894

 

 

 

7,130

 

 

 

8,139

 

Other expenses

 

 

2,851

 

 

 

2,436

 

 

 

1,958

 

 

 

7,138

 

Total other expenses

 

$

4,796

 

 

$

5,330

 

 

$

9,088

 

 

$

15,277

 

Loss before income taxes

 

 

(17,175

)

 

 

(42,496

)

 

 

(83,925

)

 

 

(151,103

)

Income tax provision

 

 

200

 

 

590

 

 

 

1,082

 

 

1,097

 

Net loss

 

$

(17,375

)

 

$

(43,086

)

 

$

(85,007

)

 

$

(152,200

)

Other comprehensive (income) / loss:

 

 

 

 

 

 

 

 

-

 

 

 

 

Foreign currency translation adjustment

 

 

(146

)

 

 

283

 

 

 

(147

)

 

 

78

 

Total comprehensive loss

 

$

(17,229

)

 

$

(43,369

)

 

$

(84,860

)

 

$

(152,278

)

Net loss per share

 

 

 

 

 

 

 

 

 

 

 

 

Net loss available to common stockholders

 

$

(17,375

)

 

$

(43,086

)

 

$

(85,007

)

 

$

(152,200

)

Basic loss per share

 

$

(0.09

)

 

$

(0.27

)

 

$

(0.47

)

 

$

(0.99

)

Diluted loss per share

 

$

(0.09

)

 

$

(0.27

)

 

$

(0.47

)

 

$

(0.99

)

Weighted average number of shares used to compute net loss per share

 

 

 

 

 

 

 

 

 

 

 

 

Basic

 

 

187,905,129

 

 

 

158,055,789

 

 

 

179,035,728

 

 

 

154,262,386

 

Diluted

 

 

187,905,129

 

 

 

158,055,789

 

 

 

179,035,728

 

 

 

154,262,386

 

The Company recorded stock-based compensation under respective lines of the above condensed unaudited consolidated statements of operations and comprehensive loss:

 

 

Three months ended September 30,

 

 

Nine months ended September 30,

 

 

 

2024

 

 

2023

 

 

2024

 

 

2023

 

Cost of revenues (excluding depreciation and amortization)

 

$

394

 

 

$

546

 

 

$

1,164

 

 

$

2,098

 

General and administrative expenses

 

 

14,709

 

 

 

21,223

 

 

 

50,336

 

 

 

66,221

 

Selling and marketing expenses

 

 

24,894

 

 

 

29,266

 

 

 

78,391

 

 

 

92,933

 

Research and development expenses

 

 

7,180

 

 

 

6,637

 

 

 

22,083

 

 

 

18,494

 

Total

 

$

47,177

$

57,672

$

151,974

$

179,746

                 

Condensed Unaudited Consolidated Statements of Cash Flows

(In Thousands)

             

 

 

Nine months ended September 30,

 

 

2024

 

2023

Cash flows from operating activities:

   

 

 

 

 

 

Net loss

  $

(85,007

)

 

$

(152,200

)

Adjustments to reconcile net loss to net cash provided by operating activities:

   

 

 

 

 

 

Depreciation and amortization

 

39,295

 

 

 

37,654

 

Stock-based compensation

 

151,974

 

 

 

179,746

 

Deferred income taxes

 

(113

)

 

 

(96

)

Change in fair value of acquisition-related liabilities

 

1,388

 

 

 

6,681

 

Others, net

 

100

 

 

 

1,186

 

Change in non-cash working capital (net of acquisitions):

 

-

 

 

 

 

 

Accounts receivable

 

(34,513

)

 

 

(33,306

)

Prepaid expenses

 

(3,449

)

 

 

872

 

Other current assets

 

(72

)

 

 

31

 

Other non-current assets

 

(1,525

)

 

 

(607

)

Deferred revenue

 

282

 

 

 

(311

)

Accounts payable

 

(3,998

)

 

 

22,614

 

Accrued expenses and other current liabilities

 

25,208

 

 

 

1,225

 

Other non-current liabilities

 

608

 

 

 

72

 

Net cash provided by operating activities

 

90,178

 

 

 

63,561

 

Cash flows from investing activities:

   

 

 

 

 

 

Capital expenditures

 

(17,458

)

 

 

(14,886

)

Website and software development costs

 

(12,110

)

 

 

(12,344

)

Acquisitions and other investments, net of cash acquired

 

-

 

 

 

(18,246

)

Net cash used for investing activities

 

(29,568

)

 

 

(45,476

)

Cash flows from financing activities:

   

 

 

 

 

 

Cash paid for acquisition-related liabilities

 

(7,032

)

 

 

(8,710

)

Proceeds from credit facilities, net of issuance cost

 

207,853

 

 

 

11,250

 

Issuance under employee stock purchase plan

 

1,525

 

 

 

1,567

 

Exercise of options

 

2,982

 

 

 

224

 

Proceeds from equity capital raise, net of issuance cost

 

229,327

 

 

 

—

 

Repurchase of shares

 

(12,252

)

 

 

(11,487

)

Repayments against the credit facilities

 

(196,250

)

 

 

(11,250

)

Net cash provided by / (used for) financing activities

 

226,153

 

 

 

(18,406

)

Effect of exchange rate changes on cash and cash equivalents

 

43

 

 

 

7

 

Net increase / (decrease) in cash and cash equivalents

 

286,806

 

 

 

(314

)

Cash and cash equivalents, beginning of period

 

131,732

 

 

 

121,110

 

Cash and cash equivalents, end of period

  $

418,538

 

 

$

120,796

 

Supplemental cash flow disclosures including non-cash activities:

   

 

 

 

 

 

Cash paid for interest, net

  $

7,492

 

 

$

7,685

 

Cash paid for income taxes, net

  $

1,173

 

 

$

1,274

 

Liability established in connection with acquisitions

  $

1,388

 

 

$

7,670

 

Capitalized stock-based compensation as website and software development costs

  $

2,250

 

 

$

2,634

 

Shares issued in connection with acquisitions and other agreements

  $

1,792

 

 

$

1,343

 

Right-to-use assets established

  $

2,980

 

 

$

-

 

Operating lease liabilities established

  $

2,980

 

 

$

-

 

Non-cash consideration for website and software development costs

  $

621

 

 

$

784

 

     

Reconciliation of GAAP to Non-GAAP Financial Measures (in thousands)

The following table reconciles adjusted EBITDA and adjusted EBITDA margin to net loss and net loss margin, the most directly comparable financial measure calculated and presented in accordance with GAAP.

 

 

Three months ended September 30,

 

 

Nine months ended September 30,

 

 

 

2024

 

 

2023

 

 

2024

 

 

2023

 

Net loss

 

$

(17,375

)

 

$

(43,086

)

 

$

(85,007

)

 

$

(152,200

)

Net loss margin

 

 

(6.5

)%

 

 

(22.8

)%

 

 

(12.3

)%

 

 

(29.4

)%

Add back:

 

 

 

 

 

 

 

 

 

 

Stock-based compensation

 

 

47,177

 

 

 

57,672

 

 

 

151,974

 

 

 

179,746

 

Depreciation and amortization

 

 

12,590

 

 

 

13,233

 

 

 

39,295

 

 

 

37,654

 

Acquisition-related expenses

 

 

4,583

 

 

 

—

 

 

 

4,583

 

 

 

203

 

Restructuring expenses

 

 

—

 

 

 

—

 

 

 

—

 

 

 

2,845

 

Capital raise related expenses

 

 

1,624

 

 

 

—

 

 

 

1,624

 

 

 

—

 

Interest expense

 

 

1,945

 

 

 

2,894

 

 

 

7,130

 

 

 

8,139

 

Other expenses

 

 

2,851

 

 

 

2,436

 

 

 

1,958

 

 

 

7,138

 

Income tax provision

 

 

200

 

 

 

590

 

 

 

1,082

 

 

 

1,097

 

Adjusted EBITDA

 

$

53,595

 

$

33,739

 

$

122,639

 

 

$

84,622

 

Adjusted EBITDA margin

 

 

20.0

%

 

 

17.9

%

 

 

17.7

%

 

 

16.3

%

The following table reconciles Cash Flows from Operating Activities in the Condensed Unaudited Consolidated Statements of Cash Flows to Free Cash Flow:

 

 

Three months ended September 30,

 

Nine months ended September 30,

 

 

 

2024

 

 

 

2023

 

 

 

2024

 

 

 

2023

 

Cash Flows from Operating Activities

 

$

34,402

 

 

$

22,828

 

 

$

90,178

 

 

$

63,561

 

Capital expenditures

 

 

(4,893

)

 

 

(5,936

)

 

 

(17,458

)

 

 

(14,886

)

Website and software development costs

 

 

(3,898

)

 

 

(3,438

)

 

 

(12,110

)

 

 

(12,344

)

Effect of exchange rate changes on cash and cash equivalents

 

 

121

 

 

 

(94

)

 

 

43

 

 

 

7

 

Free Cash Flow

 

$

25,732

 

$

13,360

 

 

$

60,653

 

 

$

36,338

 

_________________________________ 1 Free Cash Flow, Adjusted EBITDA, and Adjusted EBITDA margin are not measures of financial performance prepared in accordance with GAAP. See “Non-GAAP Measures” for more information and, where applicable, reconciliations to the most directly comparable GAAP financial measures at the end of this release.

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Investor Relations Madison Serras ir@zetaglobal.com Press Candace Dean press@zetaglobal.com