DNB - Earnings call transcript Q3 2021 | Dun & Bradstreet Holdings, Inc.

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Operator

Good morning, and welcome to the Dun & Bradstreet's Third Quarter 2021 Conference Call.

As a reminder, today's call is being recorded and your participation implies consent to such a recording. At this time, all participants are in a listen-only mode. A brief question-and-answer will follow the formal presentation. [Operator Instructions] With that I would like to turn the call over to Deb McCann, Treasurer and Senior Vice President of Investor Relations.

proceed. may You

Deb McCann

morning, for Good for thank for you third Thank & everyone Bradstreet's us XXXX. XX, Dun ending call financial joining quarter you. September and results the conference

Hipsher. & call, the Anthony CFO, we Dun On Bradstreet's, have Jabbour; CEO, and Bryan

begin, include a regarding statements. Before results to expected forward-looking This statements allow forward-looking of portion for to the and future forward-looking including related and Q&A me are our the statements. provide we disclaimer call call therefore company may the

may and Our our subject due forward-looking non-GAAP results Today's our from actual differ and will filings. projections SEC in are remarks to to materially financial risks earnings also of measures. uncertainties. statements other references release to described a uncertainties number are The and risks that include

financial available the presentation. between webcast replay financial turn Anthony. release Additional GAAP is the that I'll to be reconciliation slide through the and & at provided Investor supplemental now call information will for including information over call to Relations in website press Bradstreet's investor.dnb.com. via With Dun conference non-GAAP This information

Anthony Jabbour

morning, Good everyone thank joining us you Deb. for earnings our you, Thank call. for third quarter and

excluding in the in a strategic lessening due and our headwinds. foreign currency. EBITDA to impact our growing segment, quarter our as quarter of quarter for third report wallet grew our risk expected. were Increasing the risk and spots the world. pleased Bisnode growth Finance organic be increased growth well is our point of Progress Marketing Both has and with quarter. in core continue reflected X.X% few communicated than risk XX%. addition top and investments originally results, revenues solutions X.X%, XX% previously of we clients new with chain of years as and over Two are the We our of position had business the or in very Internal and International solid America the solid remains strong in strengthened Risk of businesses particular integration strong solutions. continues the third-party and another share in accelerate to our and grew management bright throughout supply going in the better to marketing Sales retention growth On North our progressing that, revenue of to demand while acquisition for past the focus complemented a logos rates, high pricing,

upon further through Audience marketing landscape. the year-to-date. continue Overall, the and our latest chain into a enhancing I a and build our Solutions the growth online Eyeota on set definitive two I'll investments, that On This to to upon business internal marketing expanding innovations and complementary and position BXB partnerships our we expand to in our rates extend acquire companies but the more detail see strategic grown business will these see signing online us online offering has we business-to-business focused to value led acquisitions. marketing over XX% focus agreements in of go and opportunity NetWise. untapped our robust through strengthen side, continues as significant position

increasing quarter. are this the throughout entering organic We with our momentum the we pleased and growth have fourth year with rate

establish progressively fourth versus XXXX. in stronger further drive quarter prior foundation to to expect growth for We into the year solid acceleration a

and accelerate integrate SMB Bisnode solutions ways with the monetize and our clients, approach of our the and out year, strategic close key in remain of new your to The turn accomplishments, that up finish financial those made taking more share review. localize increase the them we team executing share wallet a the towards globally, now acquisition. finally priorities some and As over for consistent: innovate space I innovative After great call I'll by on has progress in-depth And we'll priorities. Bryan highlights before questions. and these

innovation American the with are our international focus product urgency and operating. be teams our with North continues which pleased New and I'm objective. primary to

As our incredible we to decision base. Marketing leading enhance look net and client and guide input established experts We've help from industry through new been the world. Finance and Risk leverage road to to existing Sales add throughout capabilities, or able direct map advisory enterprises we've solutions boards makers our senior and from

and the compliance received compliance regulatory, analytics that and and based more For the complementary that and from scores to and able powerful tool the data Intelligence on through supply ESG for as example, needs client with an opposed we're the or are our code recent we've today. a that to some feedback individualized believe use case We Listening scores today. to to is other or chain-focused market of our very clients is shared incurs launch workflow indexes and pleased solution scoring incorporates underwriting the of industry on focus clients financial, industry in risk with relative workflow have we attribute. ESG the prospects end-to-end our

On online simultaneously integrations management building expanded while the master data, and more a bolstering side, seamless to on and marketing, strength data Marketing sales Sales our we continue in third-party our and UI/UX focus through experience. upon solutions

in deep evolve data segment, there's a a manner. one for solution that the global potential to our master simplistic is tool context of our more marketing deliver and on and While research to sales vast us from a the solutions effective majority online we able more and to of in revenues lot agile makeup the management our believe

efficient downside where about expand us as to to activation continue contact third-party significant where our team our With and driving we is significant excited integrate a piece make in this coverage our more our growing We campaign limited progress solutions streamline upside, upon and with effective. to and are today I'm of market. we capturing growing offerings, and data make data

products from being on online audience for participating our this to solutions, provider of dependent MarTech announced Eyeota's extend in that execution morning the of supply Solutions activation Turning a more to signing segments. fast-growing business capability and of the we the others Eyeota AdTech our fully marketing Audience BXB audience-targeting enables online and being chain.

identity acquire D-U-N-S offline channel, across to Number target marketers this a every major an allow graph. to prospects into device online or entered BXB data existing online the will BXB NetWise, industry-leading agreement and marketing clients enriched our and individual offering with also definitive platform. Combined a We

confidence rely Just for as well. the precision D-U-N-S our looking we're their consistency as Number data, clients same on to online level and the offline provide in of

they will assurance online they For people their online channel. targeting audiences across the marketers, that that means every this reach them and right are have can

activate low-match shrinkage data upon management has face This targeting search rates and the the business-to-business to data the enable the this data through marketers build Eyeota for these our campaigns. take both data, and we're that solving into marketers audience audiences, how translate to that plague and acquisition about interactions. their these simply, on it Bradstreet ecosystem. they've NetWise clients made marketing sales we online on display mastered digital and are are industry. relating offline the syndicates into social, more organically BXB We Said Dun current investments will to analytics across that with doing Number the in professionals, growing of utilizing advertising advantage and enables in right today excited to increasingly the believe & markets, D-U-N-S readily and and what I'm track data

success having renewal third the our which clients at of key won Moving quarter. we're in several the sales and pleased We're to with with nearly strategic the rates new logos. on XXX% addition ongoing include

and our disruption prospects. As risk protect supply prevent businesses compliance capabilities assist to to and positioned chain meet pressure brand and our face heightened equity regulatory are well requirements, clients

competitive won processes. world, sought and largest companies automation with new we business bank and expand for their opportunities of the financial who know-your-client global investment example, For in one services onboarding the to

verification apart the sets the depth structures. our data from ownership business they process required, patented us Our And beneficial breadth and particularly competitors. provided

business partnership. We to forward an top won business compliance and also new with background banking Walmart important agreement client largest supplier existing the third-party and support signed verification one to their the their continuing efforts. companies compliance their this current compliance to needs. German trade look company client, of onboarding new their services and financial aerospace three strategic We corporate us to we renewed compliance with a multiyear process with risk and support support client world checking multinational a in global and

value management as and hierarchy automate program, coverage, sales pleased recognize the the our data our capabilities, client they integrate geographies. We're are and multiple of growth leading pleased ongoing very global the media deal with third-party attributes. and We supports ability our announce business patented operation industries data business marketing and across extensive risk to with global social microblogging new platforms. capabilities, compliance matching the of our and to relationship sales and world's This multiyear and of one their and

to We credit as chose with as integrated ability our and and companies, sizes. reduce through accounting their D&B, also portfolio DoorDash manage of accounts the and comprehensive improved risk to prioritization. all such and technology inroads look financial monitoring to continue DoorDash, accounts tools for make compliance innovative risk receivable they

into studio marketing, entered to marketing. Siemens event agreement uncovered XXX most Global business continue the businesses and international platform cases Analytics global to opportunities the technology these from identified and to of and procurement. an European sales our solutions. strategic support The the impactful AI datathon provide risk, over with we around in access their front, Studio clients a the areas On Siemens business cases, by clients and in with earlier and And with Siemens where deal leveraging acquired and bank such analysts collaborated result the as two-day their The owners German to tangible we of a gain further Siemens new on from solution the combination mentioned a to we invaluable. colleagues world, event is for use use explored through our business as XXX sales

solution is of to innovative e-commerce progressing adapt trusted client, data of our Asia, leverages growth successfully names a strategic America of international and markets. our through API. replicate Blocks how its Alibaba most able leading to our the risk Alibaba, another and are initiatives some support Direct+ is to in sophisticated & solutions. leveraging in Dun our and to we our North global important Lastly This who number in client example a finance on Further emerging Bradstreet global the success an needs we entities markets delivered platform, sourced by partner of as Data verify renewed data

is believe process including the decisioning our card additional of approximately issuers particularly assets data blended the is in to principles XX% integration our TransUnion lending banks, existing by our of While stand-alone credit This we single markets. and business business launch clients, proof-of-concept provide combined demonstrate small recently could we I'm announce and solution strategic for the commercial in score continue clients with who We agreement commercial to available an we're with in that to success superior commercial consumer score two all This that data score data and signed excited our to be will part small for enrich our from consumer our any to progress data. institutions. also deliver and scores and not clients. and powered or to business credit score to to up accomplish. lend making inquiries TransUnion match a is increase score than expected important small businesses mid-sized to small lift rates, commercial commercial with is a our enhance

business seeing sign-ups the CreditSignal our to as On we and e-commerce Duns subscription averaging small Manager are platforms numbers such X,XXX over per day. strong new front,

sales e-commerce year up third XX% in quarter. from small, still quarter While prior the nearly are

We online product continued in XX dedication Finance third In examples America. Ireland we to launch delivered be to cart options partners our shopping all Latin launches out the solutions own the launches China an Analytics International for Greater Europe, implementation product in and with across driving product additional United are thrive. to will in include Europe, In shortly. of helping Data roll businesses launched a payment internationalization Worldwide small segment, of These with and partner Network and future. the localized Kingdom Blocks Africa our modern launched e-commerce and continue also to across markets. completed the critical our royalties markets. quarter, and with These partner Asia we initiatives

a Intelligence the along International in have past in along We Hoovers discussed also few of launched with ESG These with revenue. over allowing we UK significant Rev.Up version us our in China. local and a quarters create of offering the North many new are solutions amount Greater America the language product to beta

more We'll solutions from in continue through and total company, you drive and was to on our in of the progress Product coming the forward year. the world or Vitality the more into updating For New Index percentage QX new quarters. revenues last products around QX versus our X% X% markets to look

Bisnode line with ahead launched of we performance integration Lastly, and the localized quarter Hoovers with third of successful five the markets. expectations. solution realization we continue in synergy top In D&B

Bisnode's solutions our will decisioning strategy enhanced including new on on platforms adding legacy flagship attract enable clients These credit BXB also Bisnode's digital clients. platform. products as to Risk We existing migrating execute of credit Guardian as modern off to well us offerings

we the financial discuss With throughout of I'll on synergies, for are laying to accelerated now savings growth Overall, by sustainable with XXXX. $XX that, $XX pleased and remainder XXXX. savings annualized over Regarding outlook and million approximately I'm Bryan our call for to track We net of in continued foundation the to million remainder the remain year-end into year-end progress achieve net the pace turn results by annualized on in of XXXX. XXXX. achieve our XXXX to

Bryan Hipsher

Thank results third will for the remainder our good everyone. outlook and year. discuss XXXX Anthony, of the quarter you I Today morning and our

favorable $X net Turning income Net prior basis, to effect the quarter accounting million On exchange of to GAAP the million related $XX in of This prior the a The includes income. year debt slide part to quarter. related was the the prior the of prior improvement impact acquisition. impact improvements to benefit diluted a the quarter. period. XX% of IPO, third for year the on in deferred before as of $X.XX, share This offset driven the was third million, quarter an expenses of or and lower of primarily increase impact interest of were $XX foreign net $XXX the both X. the lower for adjustments expense of carryback operating by per to higher net purchase million the adjustment year a revenue tax and loss by earnings year after revenues compared basis retirement was of the GAAP Bisnode partially and compared a recorded

our results Turning adjusted discuss third for to slide X. the now I'll quarter.

basis total XX% the after Third included increase exchange. of X.XX percentage both our increase This quarter and point acquisition percentage and of increased were of accounting solutions impact adjustments. were X.X%, and on revenue before driven by the adjusted the constant million, lower segments. up foreign for from Revenues purchase for demand $XXX both deferred the effect revenues year-over-year Bisnode America an from International company organic our in an XX currency points North

an Third quarter impact driven partially adjusted increase of of The processing or the revenues, higher data organic EBITDA costs. was for primarily the by EBITDA the Bisnode total increased company was $XX impact by in $XXX offset and increase million, XX%. million of

EBITDA adjusted quarter XX.X%. Third margin was

of $X.XX, was net from $XXX in per million or diluted increase or million $XXX an Third income adjusted of third share $X.XX the quarter quarter earnings adjusted XXXX.

quarter for results Turning for North discuss now the North the approximately revenues will In third America, an increase X. year. of to now X% our prior International. $XXX were and from America segments slide I two million,

exchange impact Finance of revenues or organic and an and America or $XX million foreign effect of of X% increase Risk, X%. the Bisnode acquisition, the foreign In Excluding before revenue X% North exchange. $XXX were the increased million,

finance our in solutions from existing and the of double-digit $X in primarily acquisition, and exchange impact business strong driven increased growth from growth X%, solid the our Excluding or wallet and foreign single-digit increased solutions organic Bisnode risk share new revenues million customers. by

or Marketing, For an million, of were Sales $X revenues and increase $XXX million X%.

primarily America Marketing by in data.com in the was margin Sales was $XXX data Adjusted wind-down. revenue third sales offset legacy due partially North quarter million to solutions $X EBITDA $X partially partnership another quarter, growth the solid million data costs. marketing America was processing increase North of had overall offset While or our higher and EBITDA growth, for by million, X% an adjusted XX.X%. from

Turning the primarily and In driven currency now Risk solutions. $XXX Finance segment, basis, and or increased X. constant in XXX% by from slide acquisition our Bisnode quarter revenues growth to XXX% the a and Sales third impact Marketing of both to on and million net international

Greater cross-border increased and revenues before primarily revenues exchange XX% foreign the China, exchange, after to elevated of effect were the X%. in foreign before million, the of the of growth revenue the primarily of partially period. before the net Finance million, $XX an increase higher before year or were growth data due X% Credit Marketing by Organic markets; of Bisnode impact markets the from D&B XXX% $XXX an sales exchange offset both organic from of XXX% effect revenues effect our attributable prior across Organic the from as attributable offerings Greater foreign to China localized Risk Network with foreign exchange well effect acquisition. Bisnode grew our including and of increase effect data increased higher product grew as all sales Asian and multiple India; in markets, in UK to revenues foreign exchange, international Bisnode, royalties. recently of Excluding approximately revenues revenues the higher products before XX% acquisition. Worldwide including launched and Sales and

by of adjusted costs, to XX.X%. or XXXX, and XX% international primarily impact the net EBITDA revenue versus data $XX Adjusted expenses. lower increased growth quarter quarter was as acquisition margin well organic third net as offset Third EBITDA million higher of personnel partially due the $XX million Bisnode

XX, liquidity $XXX million, walk structure. slide revolving capacity the our full our $X.X with equivalents XXXX combined line total represents X. At the of of had through through when cash to I'll XXXX, of credit cash now of which million and September Turning capital billion. $XXX approximately we end of

basis. net times. The million net XX, our X.X was was ratio on on X.X leverage X.X basis secured gross times principal $X,XXX senior credit debt total a of leverage a As was September times and and facility

of which the lower maintaining now to our outlook and in Adjusted to through and compared million $X,XXX currency revenue million. of our a expected be full year $XXX range the to Adjusted to be of EPS walk XX.X% and to net for EBITDA improvements revenues increasing we $XXX of our to be in excluding ranges an the and of is EPS. be X% X.X% the versus deferred are XXXX to to of EBITDA to full XX% interest for million outlooks. XXXX are expected now to for for by of range X. guidance in in increase remainder impact million, primarily Turning XX% of driven the Revenues revenues million, the expected I'll an $X.XX constant to to an are is range range approximately expected revenues increase $X.XX organic in basis $X.XX of on to $X,XXX $X,XXX our XX%. And between $X.XX adjusted our slide high-end for adjusted depreciation prior year. expense

or Jacksonville high range forward underlying quarter by open $XX each modeling resulting $XX high follows: approximately And note end amortization and depreciation expect to a purchase to be interest above of heading effective accounts XXXX for million rates growth CapEx Florida. expense that, from of the the please anticipated; versus for you be With business XXX approximately approximately organic $XXX outlook versus details we original of tax the original are driven the to in $XX Additionally, Operator, primarily we're call. $XXX will our momentum. discussed accounting we range line weighted lower rate continue $XXX our by organic purchase adjusted headquarters and our as XX%; approximately of anticipated; the up million, global versus high expense end we million million Q&A? our growth of depreciation less than for million. which incremental happy with at borrowing approximately driven We we closing and excluding which to of finally, accelerate million expect amortization new at million million LIBOR our look to now And lower second $XXX than call to our positive open into depreciation shares expect expense outstanding average approximately quarter on questions. and the XXXX for with out QX on

Operator

of Instructions] Jefferies. Your line [Operator comes question of Thank first from the you Hamzah sir. Mazari

Mario Cortellacci

give is this many give that can just then count product SKUs product-wise? versus talk can a you currently Mario pricing Could could sense you you power has us your for give how more in Hamzah. and any for Cortellacci Hi, have an pricing update others. And forward? filling about even how you SKU you us do power there rationalization maybe going that is your within And that guys potentially

Anthony Jabbour

of have Mario of that number Risk lines of Marketing and space in core versions with entire number products top and then So, on Finance globally my the organizations that off and the a the And the by the SMB products. of covering head. to focused terms Sales in business them. But of is International of which decent a each number I don't world we're covering the of got we've smaller SKUs largest

good product one with with tough that power when marketing inventory certainly are the the with pricing how truly So, this we them. say products we can capability on about increase pricing like the market that morning And I'd we're but we adding talked about in it. really of some have. And that further a answer we to power to number great feel online areas side we our to going of have and we have

continuing manner our And any with partner more to overlap. with that them on us efficiency overlapping client-focused some the products work we would the both that to as talked of and acquisition about Bisnode in be that. ways do retaining by clients relationship where are and We'll that migrate there example the products to revenue side do So, we'll time receptive continue products. retaining and in We and leveraging finding over us. are a an our the so it we'll

Mario Cortellacci

then this acquisitions. my Got in it. these of is marketing around like some space follow-up just And

this competitors marketing the And digital a competitive Just other all is in out there bigger this what then in credit of the they're are obviously BXB space? there more versus one just getting TransUnion because is somebody dynamics or like within is doing? space? could it's major differentiated else any anything guess bureaus you BXB, to marketing help marketing. But us the understand And I call or

Anthony Jabbour

is Really BXC many who in absolutely. successful regards the is the BXB the that and BXB in differentiates lag BXB. what's great is are can have are world see on space tend you we focused what Yes world the And in us BXB to been trend from it. that others in

versus so of And And Number an directly that our agency with through sets at space. marketer us BXB there's great can has value for higher in we we also everything a ad a today us just of an that is our this to see here marketer. terms and great a having we the to in strong -- than is it a space. of you been D-U-N-S those have BXC And advantage brands with really the much opportunity this in as with up success that data the the look number work

selling a BXB the So, compared system out contact ERP business to having as a hamburger example. ad a an ad on organization to a for reaching up certainly restaurant putting value an known of an an

the BXC valuable that ad be So, be of demand see we BXB price higher will will because the BXB more for ad. than the the

Mario Cortellacci

you Thank Great. much. very

Anthony Jabbour

Thank you,.

Operator

question McVeigh Suisse. Credit of next the of Kevin comes from line Your

Kevin McVeigh

you then how index a you as think to but that? growth? triangulate there going about like QX. what versus that? a what there X% in of then into X% there's is that little it growth in better in improvements think Great. QX? organic then you're How bit kind versus of And just And QX nice way QX should talked of of a QX lot well. unpack it can we a vitality product? to the ultimately about much that So, know see and up to longer-term can to is a kind mean index to new Thanks organic for so pricing target mean any kind improvement of the vitality I focused organic on for really acceleration looks I the in growth much. Could Maybe the really And retention versus to

Bryan Hipsher

Retention a alternative the Yes. of about QX as there into start Hey bank the marketing. the QX. expect the compliance now the look renewals lot the in Walmart really and we that is of seeing a QX. from step you've sequentially and QX we a we plays When to have in the that. energy is Kevin, retention consistency question. of new and the lot and overall that We QX nice from at customer we into mentioned all that now saw data the side, throughout continue peel certainly perspective. data we've thanks that space, organic anything step-up and experience one making QX third-party we're perspective, for talked that risk of Anthony is that. talked to it into both sales expanding better where into with which extended large on see to then of handling multiyear But we acceleration quality And investment XX-month subsegment through seen improvements component up and marketing some from from to acceleration that set earlier said. focus off as KYC drive and pricing growth and which about fall successes behind a we contracts A we're the XX-month from we're Anthony a really the data to and multinational nice new data components that of helping you side into side, product as had year,

very that continue to growing. very acceleration market we space a drive area. see that's So is much to a that we're in and very germane that And well-positioned in

Kevin McVeigh

any relative the is That's sense core of helpful. then can And and of think the two there the and on the numbers just give just a rate the the business. that? about pretty Is of to then growth guidance How like on growth terms overall? around kind should just And that? us strong in acquisitions it seems XXXX you we impact size

Bryan Hipsher

for Yes, And the other. thank $XX we're one $XXX we next in here we about close weeks. I paying just the for them call and of million few Kevin, you. and they'll Overall, million one it say shortly relatively are Sure. would sooner -- literally signing those about

size So in price perspective. the We this where that. the will I of the mean that's purchase at that kind a talked from of marketing business about that size and today. essence it's more bit than double of little

when rates Anthony we the we and we're said at opportunity. from -- as the excited interconnectedness growth And Number leverage can we look the about and what at pretty so look the growth DUNS those

certainly in of because first be included backing guidance we're that because for haven't not fact them the are any generally those out just Kevin terms and ranges organic In signed they right them guidance -- the and acquisitive of in those we we're included won't backing And that months. out provided. for they we the XX the nature closed we

Kevin McVeigh

again. Thanks helpful. Super

Bryan Hipsher

Thanks, Kevin.

Operator

comes Your Sabadra line the Ashish next of from Markets. RBC Capital of question

Ashish Sabadra

Thanks taking my for question.

like talk potential wondering you pretty almost perspective, was Bisnode if XX wondering look synergies? pretty Do to the you success you've Thanks. I about strong progress revenue also you've was integration. on upside believe could the as solid had there. that owned be months for there cost cross-selling a from now. So I could that Bisnode And the

Anthony Jabbour

Sure.

annualized we in On savings. prepared million already my the progress like remarks had in I said $XX

that our of done of we'll during side, there. on savings. synergy perspective work team lots team for of side reasons year value has execution get to be operational. From operational The client job COVID on extremely and phenomenal of annualized first lots on and overseas, the a could driving we're the say Next $XX doing. there great proud to going And the all million I they're an

that's we'll get pretty into of feel our look the growth. about client it. is we your part focus stage that drive Ashish synergies And the And into on this that good willing we're to products from at the to base. continue where second question So to our

really from momentum base. I Sales to We nice and a think to part see exciting transition. continue think care I are through them increase clients at our the Marketing products But taking to year-over-year that and it's XX.X% receptivity see of are and in that those teams how into

good some So overall team and that have acquisition we excellent product a there's and really momentum it. executing an with that

Ashish Sabadra

that the think market? about partnership on your do think go talked five remarks. And you could That's How years? over you years further How drill Thanks. to market great. you to wondering plan the And I you about how maybe do opportunity addressable in TransUnion the three next down there? was if prepared to the do you

Anthony Jabbour

a in as it's think for commercial candidly. talked before we've price a TransUnion But us where And report SDD isn't won't there's them. same -- speak them. I larger space end opportunity really I know is about between this for credit difference well the you for consumer focused As a and on we and the as where exciting for at the -- as our gap between it difference businesses, but you in that

it's so area as an And been we've not been strong. where

it terms that not that we've in on again it score increase what excited bringing help well. is And we're in just credit this how and how at bureau of on make that And how this help commitment you SMB by get can it beginning. our continuing space we rates, so doing can I deal And space. what what as to focus going we that to the products commercial we're it. with the -- the we're had us very our to say with can over number that talked lift on what do especially, help I'm blended do hope we're space score, capability and wavered the about increasing we're match we the consumer of to about see And going score is,

a makings has terms proof the doing terms obviously, the well this a thoughtful transparent it how of describing about introduced of can as still I'm wouldn't Otherwise, And call. coming, space. right, a So we're the be it have number in excited analytics right we we again on good larger excited we're stages what's concept. feel it's enterprise from We've clients And been with here and -- of we focus I'd We from really our now. But headed. for of to what a it. Because, we how and that say and you in perspective, is, winner. are about and help that early want of it's where on months momentum.

revenue last company, X% to in year. Product score new contributions that versus see So Index we've the you increased the X% Vitality

say exciting we our prepared clients. coming our partner So And is exciting part the very, them. those into what participate just that this and We've we us give with fortunate with great the level of about interest I'll a listen very in clients. when this which They're talked is and We're experts. And from I see this high certainly to phenomenal very next. in for what had continuing about you for advisory headlights mentioned, is opportunity. to We're talked have them. is, to And as got they one again, opportunity fortunate is remarks, we've -- we've boards.

Ashish Sabadra

is That very helpful Thank Thanks, you. Anthony. color.

Anthony Jabbour

Ashish. you, Thank

Operator

the Jeffrey Truist Instructions] next Andrew from of Your [Operator comes line of question Securities.

Andrew Jeffrey

morning. rest success markets? you're sounds questions. wonder space can are you U.S. what do to sales perhaps And domestic spend Appreciate success clear a to slower help growth U.S. your the like the but competitive you've I to of some conjunction relatively think enhancing taking bring contrast the you And the wanted had, Good these note commitment if in of accelerate with I the having M&A, do learnings some Anthony, the acquisitions recent world. how minute is in maybe and perhaps, and a rest outperformance the are just you there can't it I relative Hi. internationally some think could and of on whether you just that world, capabilities more a can market there. of the you maybe with growth, and marketing

Anthony Jabbour

the think business our our more some Number. the marketing sales to and management announced side, selling nature D-U-N-S There's historically, on the the marketing versus is say, when focus traditionally enable of side, around say, That's and have been in again What sales Andrew. growth space. quarter and pure there the and in in great I'd side you question, I where the sales -- Great know overall, I'd master salespeople -- for our success. of the to APIs our data data

look And that just of success we strength in space so, in the at we're audience-targeting having this our the on of but cetera. side, the et Number, end again, And the businesses, researchers to doing the in have what all growth company. cases, marketing the we the leveraging natural sales to XX%, D-U-N-S selling more when these business, global, business, with data many of and not the we're we're seller

to focusing. of and if, where them, on company research to we've on identifying is lot you them, the someone who that's Andrew, So wanted do CTO target call of in-depth been a versus a just actually

sales U.S., So have -- as and larger look have internationally at the more the of our and as again, marketing size versus look also we we more clients. relative in at we holistically you clients, SKU smaller client

relative business what sales. engagement and benefit growing the And solutions into is, what we we're a talked on part terms large an adjusting lead of account-based that. approach enterprise doing cutting trigger difference into marketing that would space, in data purely only focusing sales client. of about, or doing efforts, that the a smaller a then so we're marketing marketing and that's small being relationship versus size marketing, client with thoughtful there's integration how that's expanding And better keeping of there a versus our our and sales And into events online about on a having the is mid-sized the of sales

because you about, business. see million sales an can opportunity to of revenue see we downside enhance how So area $XX And continue we we than upside it we're and our to million user in selling with a sales, and and of experience the executive, terms sales said, marketing whole additional is more cetera. contacts, true in an the like where simplified probably there is $XXX et interface, excited that to

What versus around honing from then -- internationally on. muscle we're building is great data how the the I more and strength muscle where core we're think, sales upon sales why, that's in that so here these and around on really definitively And our D-U-N-S pure we're acquisitions seeing side. the domestically. really into with basis strong differences And moving

Andrew Jeffrey

the of of can head CRM-oriented? being go-to-market opposed to at data-intensive little Sales kind sure it and risk that over-generalizing, I -- it make of So Marketing I just to say the wrap safe want bit. to a are as my sort more a initiatives to D&B around is little more

Anthony Jabbour

Well, the it's going I hard think to -- feeds CRMs. data see it's the to

that way where in if thought to also D-U-N-S more audience-targeting building move we and take is we like it's versus to what enterprise the you there's there. and focus from down, So a to -- sales sales. certainly meaningful continue sales in into marketing more hospital the every of really the we line's and to more and direction. a solidifying and the hospital. -- online our continuing world. again CIO an where data it's foundation But and solution, what larger And Andrew are is blurred lot say that break said going to moving a simple. But I'd there's more is every campaign foundations sell want bit strong research more in We're we're Number our going the really into And and it want I create

have number a be world. strength are to that obviously the enable we take customers online And created as along to that really it of -- market our being like get Numbers have that online. IDs go with D-U-N-S So online see and in to D-U-N-S that us offline we there the you have This and more the it process. able easily making to more will relevant able

So that's said focus right that's the about. now. what And is why on we're that excited I

the talked high-quality We're year. selling we've got While million we've before about on over having contacts we in the XX focus about talked the on a -- pure of things from We're that perspective, XX significant QX. to million continue this contacts the end a of by end meantime, the that. we all at

we're people world. of BXB have contacts with that we of and move that UI acquisitions the the what hardening in continuing improving a we're the So, I absolutely the great capability focus to that general in said, direction. marketing like, in our just selling the is really doing integration we the efforts. these have improving of leadership Really space bunch And

Andrew Jeffrey

right. All

progress, really your define helpful. that’s Before

Anthony Jabbour

Appreciate. Thanks Andrew.

Operator

of Bank America Bisbee Gary of line of the from comes Securities. question next Your

Gary Bisbee

to Good growth revenue organic guys. progress Hey, here. -- the growth made Nice morning. you see

some if all are growing? the the growing new everything customer and you. should products it growing as drags growth growing declining you it's rapidly. about of know But revenue maybe legacy So, part of is within part parts at the if robust, reasonable size portfolio base they but there to really to what Thank growth sort part having given to some else there what small sort faster the are more these there's revenue was within the revenue talked areas well. say And of of are me growth company marketing is and around if it base and on really this rate about you've that in in is growing? I declining? And risk. revenue ask wanted a stable big any What of BXB could these that wins I really would talked optimism of aren't just strikes be about the be remains that And pockets F&R or you at online regards pockets of point? just this portfolio outgrow? Or that smaller is well, to of

Bryan Hipsher

it's Yeah. point how Gary, that and about our perspective. from think attack right operational -- to plans your we a its

North about it, And so, the right the in look the this and million roughly it $XXX Finance when about risk we've and you third-party in X% America. business. talked saw you range primary call growth it, overall at that Risk and being Where compliance grew quarter

that's double-digits. so, of strategic terms was business lot of one the like solutions of sales made to market when to a in And we went Gary of in how that businesses, you blend that market, terms accelerating the of and changes which at then we certainly practices was legacy the strong end lower of credibility finance the And kind been the there.

were late into and year last so And leading for of a a been as kind we of through year. has that this bit us headwind

lot good And changes through is those now so, what's to a we continue as under place. progress of are

is we're a that Anthony calls back the as from door, more being so where closed and from it, And place perspective. up more picking

I lake to you side -- and have grows grows side the master the component Sales onto data middle of of would peel equation, again, very the the intra-layer what and that the say, is got improve from if larger that been thought a in fits we've et instance, finance kind you largest which business for that as that, has Anthony was very sales data cetera. it few When that here. something is to what components, On really Marketing it back strong, business that, business sticky. similar you the management of companies, since strategies, start had because mentioning really we've to

better, is and roughly it quite million, talked perspective. through certainly to something And as being business since it a we but headwind, business we as progressed Andrew's that privatization. marketing has rapidly has so, about getting it's the of from but been that that The bit been $XX point, part Anthony growing said, a smaller of

HRS very and shot and up Jabbour, and our for then as than to Hipsher multimillion-dollar right tying more think CEO the to of a even you mentioned muscle a Bryan on getting really far, focused one to so different system having so kind very approaching I advertisement market. then or to attention, app traditionally, and perspective. And take CFO an of business and last about, Number and build an this on when that advantage Bradstreet what more trying within NetWise And or larger that And D-U-N-S has muscle, with that we're been ERP week accelerating BXC from assets & again Dun adding Eyeota, focused Anthony that business. is focus, that the the digital side, is ID, organization of the

kind and places two and how So hot then marketing. again, we third-party online of in that's certainly the risk opportunities that are compliance and see growth

Gary Bisbee

sounds it going innovation And the like of things new follow-up, a or Great. then good the – on. lot obviously, a

still should of the revenue is Just new some market replacing far there this is doing you've since right? is stuff on heard market expands or sort you that expands and just to opportunity? fixing additive incremental be, IPO. that that, to our wasn't the it Are a been at got your high around you. of still Or discuss innovation along that a towards, pivot good largely potential? really win innovation or of stuff opportunity there wasn't fixing haven't were of quality Is growth the enough, in lot stuff you you that that and new much level, maybe thus versus you done Thank hey the I and when really products the that? wasn't how capabilities of

Anthony Jabbour

on And ideally we even when The them that's to have in Bryan, clients certainly, think to were that? continue move both which I quantification products, to any examples Yeah, certain markets question, we ahead of Gary. ready. and them, continue and need move great move are and buckets good. with a

Bryan Hipsher

Yeah.

instance space in of opportunity your net side I on of net side. when Analytics Again, new we're that TAM. Product new So with right? are say, opportunities going what components Index, net New that I many kind of in Studio are Vitality for we're really the ESG, from that's Gary, digital those like that from or into at would in doing new on look so that Anthony early new what marketing mentioned we're essence the perspective that, things right the vertical what doing a

converting upgrading work in of makes essence is whether it's the product to the of new still platforms of of the continuing we're In net spaces in But side and terms the ongoing. sense. underlying some some just perspective work, of of Risk majority replacing, versus structures from UI/UX doing terms a some the of revenues off and and are if from right really those Finance the new upgrade sales platforms of on that whether that's that

Gary Bisbee

helpful. Thank you. really That's

Anthony Jabbour

Gary. Thanks,

Operator

of question Your the next of comes Manav Barclays. from line Patnaik

Manav Patnaik

morning. Thank Good you.

didn't TransUnion Just focused release is partnership, to I mostly just confirm, want remember that seeing on in South press some I the Africa.

So was this something bureau was first I D&B a different credit And has confirm, consumer with and this? time this to like the bigger. anything also, just want to partnered do

Anthony Jabbour

is done with been Africa. know, my was in you, credit this I with And domestically done one Thank something No, Sure. a previous to don't Manav. anything had is knowledge, believe This bureau history. South ever together I them not deal that and in a before, Yeah. recent we've focused. consumer larger. in certainly That

something, like not that, in certainly history. nothing back in recent going So but

as we're the looking market. So excited where we're in it. got about what at, where we've we that's why average, are that Again, vulnerabilities, we're things strong, new capability a where we're can is which we're from the It's of the really we've competitive all helps a area, perspective, of with do? something vulnerable and that, This where you a about strength in puts before talked in us here. position

about So it. we're excited

Manav Patnaik

broadly, just always Got to Bradstreet. And up tried a helpful. better. have the fourth Thank for I seen to & just historically, That's know you've things for is loaded heavily extent quarter quarter it. certain guys the you Dun you. probably the then change

fourth in we help trying XXXX? on we percent organic X.X-plus should how and So you understand, to just how some I'm get extrapolate, should about just the say, into or let's growth ended think that the quarter

Bryan Hipsher

a right? It foundation really sets way, right the us it's said, to XXXX. Anthony organic accelerate for to nice think I growth Manav, Yeah, continue into

with we building we're as revenue provide and so finish at pleased time. the the that we the and call, really that into And QX continued we'll But year, the guidance out obviously, get recurring we're earnings acceleration momentum organic continued into stream. certainly, formal

Manav Patnaik

Got you. it. Thank

Operator

Your next Kyle Peterson Needham. question the comes of of line from

Kyle Peterson

the Thanks good for taking Hey, morning guys. questions.

Obviously, fits. pipeline. M&A we Are deals, seem two and digestion deals more for Just you this sort and or ready these announced still wanted should two? morning. expect period integration a and looking outlook They the you to on like some touch these good guys of for

Anthony Jabbour

and bigger. tomorrow I'd the We've value. these make you say it. great digest move companies always And for active we're M&A the what when we oftentimes saw you team don't something. help strategic looking up can at our do space. organized will shareholder pop been Kyle, one drive you us after We're can go is No, we'd in ones. is, we've a looked the way of imagine. we're If number And as a And that best

we'll walking made our would will thoughtful deals. from today conversations decisions where types that we're the for opportunities. But And our that right are we have so away of what help with benefit And clients acquisitions some be growth. us and other on the accelerate M&A continue really we've very about pleased

Kyle Peterson

or the there's we've a helpful. just guess on that over I first quick That's a then follow-up nine compared that Is like we like year. on of the I the some guidance related an to where implies anything of months there in element in And XQ there to interest just curious it. -- just or we conservatism M&A of guess to of step-up these or little mind, kind our of models? the going should bit has need been at pre-funding on Got a anything the outlook in expense. keep been that keep mind conservative for

Bryan Hipsher

Yes.

as we'll you're up. head range right, So right? against expectations a we've original we And as up. have of clearly both non-call year, this the thing out XXXX side. the really guidance and February secured into cash is perform we eyes continue use so -- of to and certainly, came acquisitions. revolver, we what of of to that the Certainly, coming notes And our into other that on stepped of year, on that fund the was, some end the we'll the well next unsecured bit But that our the think right, obviously, period we we little the two lead have

it million in at million and years market the at are in XX.XX. than And X.XXX $XXX we put ago Obviously, two very a is those those so almost when place was $XXX place. at different

see opportunity foremost, the our to all we'll of on. terms to eyes drive, items non-op the our and look of first of in those enhance types good some earnings. obviously, results, have operational continue And to things So we of overall but

Kyle Peterson

Thanks Great. Nice That's helpful. guys. quarter.

Anthony Jabbour

Kyle. Thanks

Bryan Hipsher

Thank you.

Operator

line question Steinerman next Your from JPMorgan. the of Andrew of comes

Andrew Steinerman

bit a little talk Bisnode to wanted about revenues. I Hi.

I for XX%. see that track in on Bisnode's the course, are XX% footnote on Of to revenues slide X

Bisnode growth if yet? I when going revenues. growing of us you there's up? third is know help of you're focus kind revenue to could But on could the is, like-for-like question you situation. do in the that revenues And type just my some pace Bisnode's So say pick quarter think Bisnode

Bryan Hipsher

large-scale in nice And you. Yes, team a this said, has really pretty a job. period. is tough thank really Anthony obviously, the transaction, as a complex done Andrew,

of call comparable last X.X it declining around X%. was business kind points. call look the And it's growing so it when year, This about we at year somewhere

has original was, parts are Bradstreet the a that perspective. And what And what our that the turned seeing Dun corner from was so thesis Bisnode. it faster Andrew are The from perspective. we're growing in Nordics than year good the that & having overall

driving certainly Sales the products they're quickly new we of and those almost And relatively some growth. majority that even bear So to in brought as are the Anthony XX.X%. growing dropped Marketing

perspective. but course, base, showing momentum of small good that So, from

Andrew Steinerman

Okay. Thank you.

Bryan Hipsher

Andrew. Thanks.

Operator

line Your the comes George Goldman Sachs. next question Tong of from of

George Tong

morning. Thanks. Hi. Good

you be outperformed future You lower from impacted X% X.X% of and that that target. forward half drove the the to Can you the growth? in any if the range elaborate in to originally on quarter expected the organic growth pull what upside third and there quarters was

Bryan Hipsher

we on the looking below middle were that little the from about middle perspective. we the When of guidance that pull said of forward George, a range. Yes, the bit kind talked we call, prior no so at or

certainly we just at in sales on a seen good X.X% line relatively general, a that performance And not certainly perspective. swing I from right the the usage straightforward was with expectations. would We've but so activities. like came had And side really again it in say

and flowing to our has continuing And to is through. pricing outpace through flow retention growth. improve. are continued Sales revenue So overall

continues enhance. positive all doing things engagement are improve and with the I so clients the reflecting that. the, And our say would are I it to results our indicators sentiment client said, And we're those that think Anthony the right and and

George Tong

SMB it it as coming from as your new And retention products the with is then improvement your SMB just to you provide of a relates And traction And to customers? extra much provide helpful. new SMB-focused enterprise That's seeing it. there. that SMB, Got can bit of segment little relates versus detail you're examples how portal?

Bryan Hipsher

Sure.

and part open what side. a I'll numbers the bit Anthony, with talk with retention up product it can we're about maybe little then doing the So

to we focus always we right? on XXX% have we call nearly So -- on muscle the that so again muscle George, strategic And perspective. continue accounts been from

we've starting on a been is the seen in And see to side, What the rates and small term. revenue improvements large shifting so it's have transactional that so both great. but retention portion some more of also improvements our middle to customers some from market longer

than continue the Our a then really XX% per multiyear products, kind and range rather per product below that of multiple on bit contracts seeing to be we're little also in And were accustomed focusing that we again roughly on side. single small to that. that

So doing the talk could maybe SMB we're you side? on what Anthony, about

Anthony Jabbour

not side, excited buyers terms on e-commerce play a there's BXB we're side person. the in to about doing. SMB Yes And Gartner about a on by the XX% we're live talking all article long an preferred of what speaking of that's

-- space. that So up capability is, building to there capabilities is this the that the us starting and that's of to for them long with the more initiative them e-commerce obviously, what terms more them market SMB more in give for actually highlights And one and e-commerce game and make purchases themselves.

model. capability lot So space additional also et of of we've We've number launched can we sets well we're working in It's freemium-to-premium our data almost as buy. in with product that they addition subscribers XX% that to, over excited cetera new have. But last a created year. the that

online buy product hits we SMB our online play we've it out with being But it. well like been -- the reports Now of ads, So up worked who on on side with -- launched in that's marketing business to capability get inexpensively sign can it And they've what out then our say, able well. clients really I the what where on, have the our try cetera. test take would the it front take et it that the revup marketing, getting clicked that type site SMBs e-commerce across

we'll further seeing think continue space. to more what further. deliver more we're to is, to new about out continue So going you're I you that that and capabilities fulfilling we're it more and build space And hope that capabilities and to in add when

George Tong

Very you. it. Thank Got helpful.

Operator

I'm Jabbour, time, closing over back now questions. other for the to call no remarks. will Anthony this turn showing I At

Anthony Jabbour

you. Thank

Dun the guidance. exceptional for us the & of Bradstreet always for years come I'd As the morning. great your colleagues to business our rest in day. their sustainably thank to for interest, partnership to Dun and to on the & a call grow you like for Hope efforts joining Thank for you for my Bradstreet have their wonderful this our and clients

Operator

This concludes participating. today's you for conference call. Thank

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Dun & Bradstreet (DNB) 5 Nov 212021 Q3 Earnings call transcript