ATY - Earnings call transcript Q3 2021

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Operator

Good morning, everyone.

Before we being the official remarks, I will read the cautionary note regarding forward-looking information. Certain information to be discussed during this call contains forward-looking statements within the meaning of applicable security laws, including among others, statements concerning the company's 2021 objectives, the company's strategy to achieve those objectives, as well as statements with respect to management's beliefs, plans, estimates and intentions and similar statements concerning anticipated future events, results, circumstances, performance or expectations that are not historical facts. Such forward-looking statements reflects management's current beliefs, and are based on information currently available to management and is subject to a number of significant risks and uncertainties that could cause actual results to differ materially from those anticipated. Please refer to the cautionary statements and the risk factors identified in our filings with CEDAR for a more detailed explanation of the inherent risks, and uncertainties that could affect such forward-looking statements.

will question-and-answer we presentation, the conduct session. a Following the turn call and over would you Executive now Tel conference to like on update to Co-Founder I to business. the Hayek, of AcuityAds of operations the Officer Chief the [Audio-Video Presentation]

Tal Hayek

to and QX investor Good welcome presentation. morning, Acuity’s everyone,

While I so for the growth changed delivering year from already family way of is. I'm been it's of since illumin at which the is illumin. million. quarter this sequentially amazing an that fourth for certainly seeing. look illumin, launched up can't XX% illumin QX Again, and the we're such changing it believe the proud runway Acuity is world and $X.X a we of to advertising quarter Acuity is the of

from than heart modest So grow. expected from for due experiencing we the Acuity families growth. my it’s clients One, less this a And to have supply few can seen you, bottom partly the issues. was the we of delivering legacy it chain there's to amazing a QX, tell reasons to why. I Yes, thank growth. you

a know temporary needless supply until big of is about is So when are back a all that integration problem are issue experiencing a are of future they will they're then this slowing be existing customers that going just their of excited potential seen solved. our say and customers, pushing place. We on less get number and down plans. and time customers to clients products, come the And temporary in persons advertising it number back shortage we've to basis a that doing

the the little it run, long go more Well, longer brands since been we've the happy in that X deeper better on we're of a into about with sales much, and bit we're has integrations going and sales a is much and the cycle, brands Tier X future. launch in relationship long thing other Tier illumin cycle focusing The because means to those brand.

most we've super we before. and year, that we're seen tell to months, the that important done launched seeing the last that have focused us we've IPO brands the I are say Acuity, of before, to conversation to we've part giving the amazing that in ability We past in in on super, at with and very happy kind we XX differentiator with the everybody Illumin, done changing strengthened have pipeline the we've not we're be illumin. our sheet illumin never are And the never world, never to before. giving the balance is type the it's only that seen of it's so things, I far. NASDAQ, and a things continuing us progress our that We

mid-market and company that at market. about So looking segments think positioned to want segment, is ever ability they're think best market. the three we we the I to believe size the been. long enterprise small that I market; medium the do way its have share there's the business we're And this Really, to the the now term.

So let's start with the enterprise.

what the is with they're enterprise launched conversation brands enterprise tons having So of it. loving been since illumin. focusing on We're we've and we

bigger of mostly many much In fact, the for using in it we integrations have them are system today, testing that future.

that and think the start deeper to things you manufacturers that are us talking thinking way those that's longer auto have cycle do next our to a eight year you consumer I is big expected. be not be even integration we believe surprise, to start but auto we purchase one sales than for We long pipeline, before sometime. it's because hitting to going journey And expect In happen. the proven that

insurance home believe customers there, of pipeline. that large that's So again improvement all are a great, in do next there, retailer a our stuff Mid-market. we And brilliant in some those great have integrations have are those very that really year. happen we will

driving I revenue Acuity is would the today, of So or illumin, today. mid-market is say, Mid-market interesting. what's

large mid-market their not but large and So XXXX and faster and Fortune they illumin, the illumin. illumin brands more move brands on with and are they a been there’s tried they're and still as they're flexible as increasing success spend

well. we're And them to as bit so a more attention turning little

some share mid-market see those So companies. from we I'd like that even can market. bigger examples growth to of

they QX; clothing $X,XXX so in a QX was QX this and $XXX,XXX company an QX $XXX,XXX spent they $XXX,XXX on QX, started in $XX,XXX that company this; that $XXX,XXX; They quarter illumin e-commerce $XX,XXX there $XXX,XXX $XXX,XXX and with in large Purina, vocal of spent spent which much that auto it in healthcare a a QX, spend about in we’re in in retailer, using in last QX. and So spend before manufacturer spent $XX,XXX. started liked spent in year; only spent been QX.

more, them back a and then a to see, trend really and and more working, can we try with more use, it, And those like that it. you as consumer very be there's as little precise let learnings get of they conversation that the to intuitive, it's the businesses. it, easy for it's fact very medium-sized it, a their to to and with then and have insights about bit more and all expect they me ability from And the a spending see see it small, continue. So that they consumer they more control brings they

login, month their around spend For me, radius a target the businesses, it's mile X like the a store. more small stores, to the pizza $XXX one

white today, integration and like tell simplification of tool will creation it Let extra extremely Because is Nobody is ready for it's to easy to make this it up infiltrating Why? very phase well. programmatics chance and complete the the Why? Because illumin you Adding few when that programmatic. market. takes doing open illumin to it payment only small to that. is stores to a a it system complex run set intuitive use, something, a a other few has campaign. me best a comes and and tool, few minutes a

So Acuity. infrastructure execute and more market. But We're the including together labor. global in we is this it. harder to from our very emotional our as much not We've bring help as right And when bringing second team focusing lacking. and help of Officer, operation on the the for departments mega to many to brought with executive we're We That's that brought people road home. the also we're the to don't together, are disconnect this I'm working have addition on very big team very to innovation right that's comes connect that seen as this in it to focus many we one crisis on harder market. the seen Acuity, and so map, people. We And all us important Two I strength which the the at also additions believe something growth more It's problems and well. whole another. in family. have about strategic organization the Chief the we're a We've make something enhancing business new that excited the the a new segment happens future, organization we in succeed to COO. sure projects in all will One, from family. We've alignment. the seen and industries, are something but people Empowerment all in tie it the as I doing time. and we and Generally preparing it's speaking, believe is that we've important is seen today

I for reason. a done and itself it's strictly work than for that Chief doing better And have very lot already think we most proving Officer but there's in there it brought a to a Empowerment we're positive to still impact. of be

and investing very of proud future. the the will back I'm in for the tremendously people, is business that in that pay So emotion Acuity our

So I now that's starting hyper year you are that can tell next attention. to our our growth turning attention we

advertising many can in we're the Acuity, we're million down next results. to Executives Acuity, focusing family what tell million $XXX that illumin create take the different of illumin. and we to on world is revenue a over elements of $XX bit and created few illumin you, obviously, do with has founders to to to did but drill lot QX of this more or not that million. And are and the So We in of $XXX on, rest Well, related this do or the let's little members on a I And it all do the that. working coming Acuity believe it than the more is of years.

at on we you our in in but it a are in revenue, that's million most X.X% most $XX.X because cost important at to way, is in dollars, look is delivered basis, we dollars. revenues look of currency dollars which Canadian US it constant year-over-year. So our that are US reporting of When up

there's you an We've still temporary lower sometimes we phenomenal believe say, on we're But we're about a want of year-over-year it growth where So that and we the reasons disconnect. growth way, needless a not to basis. at XX.X% be. look EBITDA why to talked done at But it's situation. when we do some seeing

So keep account. Obviously, the the money add more the situation we improving now future into the of EBITDA. and company LTM in deliver in $XX.X million financial bank

a great in of customers sequentially. that possibility place for so illumin, quarter QX, at we investments last CTV is million illumin. end basis to Again, the XX concentrate have clients to we about XX Tier being continue had on growth in you end we now do clients we future. illumin really XX% $XXX growth X versus the predict $X.X Tier it's XXX% million, the because We on major clients another going again, of And in over up increases have QX growth we clients We've end revenue, show different believe the how at have At over on to that a QX. And of growth. X account, And seen that QX CTV, XX and into just we in factor the the of year major we QX. had another areas. our to product. a loving have the mega sequential XX really, bank

are added spending more. for So The good future. the clients. more clients recipe Very we

We have completely across segments different board. the

again, doors from strength us but work media, is illumin never electronics before that we're work are we the it new a And tech most consumer And coming is the with and up of revenue logos illumin on still would a us to businesses, Again, of lot speak is new we're seeing. to that's opened Acuity. spending to companies anything. any platform for industries have have industry. could really Naturally, majority the that where can the see We what retail, care, type more on manufacturer. we going of on health have products, online politics,

Next we're product have illumin. next play our year, growth sometimes our turning want on will pipeline. clients the focus bringing year, start continuing in end the anymore. I legacy And of legacy we the to into see in to very strong At don't

demos. into time the coming In is fact, on we're and more system on our clients busy basis. more to seeing more And And the very requests X more team We're Tier all and filling about regular it. incoming those. talk seeing us a

experts the today. in journey are the We consumer

that's So that few major the illumin QX, idea. year. we sales is itself. happy anymore they revenue brands we product sell-side $X.X in which year. when illumin next last looking A the so it. believe what was was like analysts. coming illumin it $X.X the deals weeks ago, And to the us, even product, QX as be million just million. demoed to soon We our a great get with thought go They really QX we much without make we're demoing achievement, as million, about million using asked to to product. the not demo very then really excited in really, reiterate, was Because and and side. for Why? future major the excited. we PowerPoints And they team They're people multiyear do signing QX in $X.X state launched of $X.X on see a and That's in in

illumin we the showed got we they mean, take the to and So it version more to do lot joining the demo And see to we happy Max, between it a and going a least to our for Thank if be us. to today. not like time. that show we'll for to started system. demo, legacy to us. understand to demo, our always you analysts the And going to take request Please on of I really at excited and and precise and wanted difference they it going see it the we have you're the but guys channel. short to you. it of very go to own Web snippet a It's you we're and system do your longer away. be you, on welcome site, Max welcome YouTube is for

Max Dobbs

Hey, guys.

Let's the whiteboard canvas, the take journey the we is human rooms, conference vast journey clear DMP, attribution platform singular the designed platform, that your a a picture help consumer a get branch where really Brands through lives of problem to into really amount illumin which takes screen control what's consumer it journey. center happening a and to the in a in at understanding. consumer illumin data DSP, you to look here multitouch talent a along and mimic to a the a designed is need of have where machines/vendors ecosystem understand be

to is are audience example what going we're at for notice look we an F-XXX. And So agnostic. here you'll

I here, like and if library for table MediaMath, We of click most to and that of SSPs were all exchanges terms third buy, have the a Amobi. Trade in same the That's can part. we stakes. you Desk, So party audiences inventory have audiences the just

is reach of So audience able as figure those your you to you've to brand be who a agency to for want users. or dollars spent the right idea thousands and target out is the

whiteboard, over take machine journey these it a Our on funnel. to way consumer control it also ability We've users you got go entire more how allows building the is, the from And you across your We've it message campaign unified the a versus here in is What we goal back of of sending that what the to the awareness. of partners then for it all to tie the course, stage judge would, you'll notice we journey. sense wouldn't we've actually is And got customize a funnel always at using it to make in performance and silos trying each execution, together. connected to was different then marketing start? right? engagements. Then, ask machines I And these to prospects back have true all course, got answer, conversion. of cross

So I'll zoom in. again, once

is So actual for F-XXX, awareness. the here, goal

is think yet. going for machine after have the So we stage go tremendous brand good equity be to targets who of could but F-XXX don't life a users amount

serving So to brand media build by trying we're here. equity

engagement serving, from to the they equity user transition over have to the we've same changed click brand cost as Now where continues increased would then the media goal to per here we're a goal.

the at the So likely engage here, how differentiators, competitive or versus is now of with this we're looking Silverado. comfort features to the F-XXX driving exclusive consumer the

to can then stage. and As again as into conversion the user, engagement the change user equity I we And with the build continue goal. transitions a marketer, this

a or here So goal. have we CPA a [ROAs]

site the sign research funnel, or is F-XXX this through build up to low-funnel are them So after of how rest likely for how some sort Web out action. test they on of now or or drive now consumer, bringing the the a likely financing

costs and hey, way, hit can we of sports your need x versus drive versus drive unaware DIY of from contractor to your fans scheduling target a NFL versus power to funnel go your mid-funnel goal, your the it point back the now goal with But your to this awareness by goal. we a then target. F-XXX lower is, audience target and your F-XXX So say, can test

out you is would something this if to that a be connected difficult extremely figure have journey. So didn't

to users what who we're better we the of this nurturing do journey path and matching with built. and who fast the picture, This journey need campus. communication them ultimate is loaded goal equity and the then don't users user, big inserting into illumin is dynamically at So tracking getting valuing them need a the

Tal Hayek

can uniqueness with Tatiana, see, this to As to QX CFO, of some we us. Thank self-explanatory. Interim you Max, will And financials. illumin the is you, for our go sharing now share

Tatiana Kresling

look mention forward CFO Good of thank Tal Tal. you, the that the role. rest Thank with us for the team I in joining to and first want I morning, today. to and interim working you

about company drive be We X continued exceeded our in million X.X% total excited in the helping results financial and again increase third growth for illumin in Total our year-over-year pipeline quarter. During expectations brands. very next XXXX. million, was realizing now to slide. revenue $XX.X adoption will interest and platform, believe illumin EBITDA compared continued our a remain prospects review substantial it's third quarter, the inbound and by in still large driven on illumin of quarter the to this internal platform its long-term growth the third to of full revenue to I stage and part we the growth early from rapid QX see $XX.X in the With revenue This quarter growth. backdrop, potential. Tier

reminder, our a stronger increased in constant in million growth. the illumin As sequential revenue Canadian dollar the $X.X XX% in increase a XX.X% year-over-year. US, derived understates revenue totaled compared $X.X QX a true million, of XX% close with a quarter our to revenue to basis, XXXX. On currency

net we X.X% I in Gross related to telling despite to $XX.X strong that QX supply some headwinds from think spend it's issue. quite in million this sequential related illumin XXXX, to compared delayed customers XXXX have advertising from million was who on growth year-over-year. QX see revenue of $XX.X an profit of chain our increase continue such legacy

QX in Operating XXXX, from in million in last quarter profit XX.X% to down million leverage was same period $X.X the XXXX. gross EBITDA to third QX year. operating Our strong the QX in revenue up This a and in expenses growth XXXX XXXX, in line in led sales million same compared from $X period of percentage of XX.X%, was with totaled adjusted X.X% XX.X% margin $XX which Operating XXXX. million XXXX. QX expenses was $XX.X in as

of third reported income million an XXX%. compared of XXXX, of million $X.X quarter for net period we For in XXXX, the same to $X.X increase the

to million totaled Total nine the during during is the It's our of during nine in ended year. initial million, months XXXX XXXX. period illumin well ahead related XX% $XX.X profit revenue year-over-year the expectations at what Turning $XX.X nine $XX.X period. net revenue Gross the on September XX, revenue $XX.X slide. a the of next for the from was note, ended months results for increase XX% increase months to September XXXX, to was beginning to were a compared which compared months XXXX, important million nine million $XX.X our the or year XX, prior million, the first of

Our the gross margin EBITDA for XXXX. the Net nine expenses the period first of year earlier. of for months year. due net for Operating year. XX.X% compared the in period revenue million same the for totaled last I the to the discussed Adjusted loss year-over-year ended million] an the the million Again, net in year. for first income to $X.X nine higher totaled XX.X% $XX.X due mentioned. XXXX, increase months was down nine considerable the this operating during was from $XX.X this to was for to was million of months nine period XXXX million increase including last our September XXXX. XX, of XXXX XXXX months compared [$XX.X a Operating X.X% compared XX.X%, million same XX.X% primarily to same totaled percentage expenses for first for of revenue, same from $X of the period as the first previously period leverage strong the factors last in months I same This increase year-over-year revenue nine and $X.X illumin

sheet. balance to Turning our

flow to the cross-border first of public from from sharp see achieve, million, million capital XX, quarter, strong XXXX at cash growth. we've Nasdaq generation EBITDA during offering operating to second uplisting our a line adjusted Canada market. the reflects This able at United our XXXX. months can States million strong our In both including during nine proceeds generate been $XX.X with $XXX.X solid strategy our balance and December You in we our cash stood increase and and the for continue growth leverage $XX.X

pleased XX month adjusted to see million, can same a EBITDA XX, report an we of XXXX. over XX.X% on increase the of basis here, September you that trailing as XXXX, As period generated of I'm in $XX.X

our provide will quick update on I Lastly, structure. capital a

With XXXX, concluding XX, back September million million of fully outstanding outstanding. remarks. shares XX.X had Acuity it and over As XX.X that, I diluted for pass shares to will common Tal

Tal Hayek

I most the with do progress growth, team illumin, you, differentiator Tatiana. the something proud ever market closing think big balance In we And of $XXX as sheet $X.X Q&A, some illumin another on Well, of do our been. we we XX% ability to revenue the and to in started such like go about think super Acuity Nasdaq, believe and year, with. on before to over so term, that today. focused that we million. implication. just be in very the the great importantly, the strengthened the and company continue We we in get IPO have the to long account point has to delivering I'm for its I'd quarter had we reiterate is bank the illumin sometimes the the up we things past to happy to we Thank we have side, we're before. we short-term And of launched best position the million which it's couldn't

and impact it. next the side. big turning to we're to plan achieve the organic can are We're we in a of starting a honestly strategic about that deals there's very still order and do We C few attention We something we're the the to enterprise say well. as again, the on. excited or And across our did totally that deal. about, three a growth $XX side million of strengthen do come mid-market and that that to market, segments the long we're our future and on but in as million I'll much small the board $XXX believe that levels at have happy higher or to And the million will we'll and COO that within that working and illumin. it things operation. we're well. future implementing I the we execute be number basis create on ability we that. business how birthday Now million operation about, we're in in focusing already excited place to like to on creating million We say growth enhance to new think we that Empowerment on hyper business our and see is Chief $XXX term. focusing the now Officer, those regular many say on not org, along than the we're again, aspiration in to $XX all And $XX the M&A medium-sized going that illumin much, we're believe year. and or brought an be a M&A still or side, revenue, looking talked Mostly I going want want to to do I

all imagine rate business the close year run you're in we everyone. do Thank going just a next. With can you, and to first what of million, $XX to

Now to let's Q&A. go

Operator

Aravinda Canaccord. [Operator comes Instructions] first from Our question at

Aravinda Galappatthige

of from touch far. traction space. out I Congrats so you frame sort chain Tal. it's of that across auto maybe to, sectors? few or think you the and seeing broader sector impact a going on of on global and are on bit for companies splattered the supply first impact. in sort just focused impacted spaces, us flesh on that the your about when wanted Is into QX of few Can a number large illumin it the little A all, exposure those to questions Obviously, me, you QX. predominantly

Tal Hayek

across the I board. think it's

happy know. personally back alone later. I that order to client $X have issue. can't that right the we I And pipelines the in sooner spend chain because get situation, I scaled the have is just know are number have in others. convert, and waiting it's don't they supply because affected QX it's not by And products, we product they're, just or last of not know going been million sell a number how got We of ones but also a don't resolved believe has than temporary situation. of they solution all a the that one because to I to in on imagine auto long

Aravinda Galappatthige

know issue this is headline in space. then a of the And I sort

Some of Different specifically privacy of companies. your private from the space the thoughts on all you at in related different the obviously, large release, going mail hear levels I initiatives iOS on alongside and wanted XX impact the Acuity? more by Apple, think to affects to new how components programmatic protection. it then

Tal Hayek

I the some we doing that. in-app a comes part programmatic It's are what when very, companies small to we it who affect that think a it And lot mostly space of do of do. advertising. we of but don't do very

really can affect going future not it's So we big that something develop in in the think Acuity to a too. way. I also in-app advertising is

for of Yes, companies are I content, us there are we're the for say depending that want that well. into issue. to by that clearly, device we're the to to opportunity an end in-app advertising, it. paying the mostly seeing going the have But on are not advertisers the information affected be also it's day, as who an the go if comes from So to going at using

the is very pay quickly it's even think So content, to one an to advertiser to happen back find to way or to let's I comes the a when And say. for that's evolution in-app advertising. it into, another, going going have way

Aravinda Galappatthige

Last for me. question

issues material know of but talking QX it the of terms alluded to I of about? kind factor -- in the you chain et I retail, are travel, still tracking, a how is the we're that supply the and press, on you've can it the that cetera. to, sectors, affected offset that see know the pandemic How traction started can In more some leisure, potentially headwinds traction

Tal Hayek

still and great is on. traction beyond, get So I in traction having all, We're first illumin, to we're great going illumin our and of focus course. believe QX of

marketing, So and product that's doing everybody's tech team the and illumin is focus to and understand company. and Almost of everyone have team the team the you the the illumin. selling strategy

that it. So very legacy that's to happy -- start we're managed going end business, going. be to The the of anyway. knew where and by make old reducing it focus about always we to we're going disappear going we're our is next year It's

go. So it increase is but that the way in business our let we focus a enough is illumin before and legacy side strong the to really illumin bigger that than revenue the doing

And I we're there's we're all growth going speaking, be going major this next signs. So pandemic. of we've last more seeing on And be to we would therefore, our and Yes, have QX might starting say going we to the want year from QX. to be but more, out QX. on We're focusing mega industry travel illumin there's I revenue there. Great to back. come close growth, seen chain not attention to side. the surprise where going year. kind forward revenue. going of come as And more growth really the going any growth growth We're probably some effect to but there's coming really, be generally on that to supply it's we before the and it to in Still is is to don't year to issue see back. I this, to still believe, see, think going move a not

investing we're So a lot.

doing the and up marketing same next now, to a year and were expenses. invest with we lot now into to So EBITDA We're sales. starting about doing all in we're everything

support more faster as so marketing, move more can that. we more the on obviously, product salespeople, people, more on well people, So side

and like investment think, luxury over okay, do We long think it. to we to world making the have we And how to bring the this we of we're that take into advertising term. want

numbers of up that achieve will year now EBITDA and order growth in that we mega the next probably to we've some beyond. seen So give out

Operator

Laura comes from question next Needham. Our Martin at

Laura Martin

couple a So from me.

your last didn't wondering since showing like service year, think item illumin $X.X basically, what quarter. remind that -- million $XXX,XXX in of were prior last you $X.X was -- self us exist you of this why year? that is can year, to went I the year, self-service you So illumin year, in line this question I out the $X.X million said million the most recent of that is, was My

Tal Hayek

year, one in to ourselves, revenue we at off for that is being when self-serve look have, the was the order grow. we system but phased illumin Last legacy

some also affected from the are of to to new I think seeing, most that self-serve general, illumin revenue that industry. or on in company. were XX% over the But the system not, that logo We we're had completely clients related

Laura Martin

talked that And past down you're then of service revenue is of line. to Is managed convert about you've happening? the service self one into some things in the your the hoping

Tal Hayek

not that completely Well, comes yet. managed of services going doing to next self-serve Even it side, the it's to managed service. almost illumin it lot like It's support. We're a year. do on with and exactly when we're not

But within our them. we So pushing But self-serve. of then for all what end will. doing. achieve Not customers team have helping so, expecting buttons to a or they're back are six and our them team months move they’re -- enterprise of them in the supporting lot into we the

the Some of them but next still want stay manage, to and year. idea that's

Laura Martin

us give XXX%. achieved grew sitting it the Could that the number CTV? service self-service managed it in to said you And just quarter? CTV, is in or you then And CTV

Tal Hayek

It's both.

breakdown two. approach would to have starting at it's I point. between So the say this I just under don't the XX%

a becoming more it's So meaningful number.

Laura Martin

out it's… profit you So XX, number think gross the of

Tal Hayek

revenues. of gross Out the

Laura Martin

Yes.

Tal Hayek

but to it's XX% yet, not It's approach XX%. starting

Operator

Darren, Our next on Darren from the here? will come at you are line question ROTH.

Darren Aftahi

questions. So three

can XQ those or mid-market mostly First, grew from to those X? Tier that clients XQ, you -- about any were the you of talked

Tal Hayek

are Mostly mid-markets. them that mid-market. X, of There's of two but them Tier most are

Darren Aftahi

come seeing So in trend spend on in are increasing aggregate have as QX, a QX? that you that customers to generality, of

Tal Hayek

of the run. converting and in on Yes, growth. expect sales the that that's liking team the seeing definitely. we're But seeing. what the meanwhile, to I showed immediate Obviously, more mid-market enterprise on and that's to trend bring on bigger But side because every continue. they're the side long People we're them. quite why results pay we few still And quarter, mega and and want reasons that spend more one are will we're the we're seeing, there. what in that of they're going the us also the deals still more to yes, we time in spending that's a That's the work refocusing examples why of

Darren Aftahi

with legacy cycle but is to talked supply on remiss chain, in some not customers, the be about supply I'd your the ask, any then bigger sales And impact having chain you of illumin of goods clients, you XXXX? kind kind revenue of maybe home about into out Just kind are talked that's potential curious e-commerce, a of or retailer? some kind pushing of in if that any

Tal Hayek

So it's chain I Very we year. supply to And And next issues. big do is the the have of decision mean, part tight conversation they to a auto the automakers. going Very believe push big pipeline. yes, conversation. serious obviously, with

advertiser don't clear But I less. sell, and advertise they that going come product pretty will to to time. think do, they it's back have they they're when if the big

Darren Aftahi

talking And just fourth I'm curious expand with chat, then a noticed Shopify integration yesterday, of had on if more on your I the tweet quarter. could about you kind you potential in that? Twitter

Tal Hayek

the yet e-commerce one it's types come their say, obviously many out. don't small of to people create achieve speak more of own, So of many, I into could these I'm But of very about talking on it. small, to offers can we're types medium-sized to that to too but there's integrations, a of month specifically sign strategy side businesses but many market. either working force it one. per proper the sales multiple going excited of I'm we like that about But we're and a a of selling have on that one type not can them. too multiple talking about them. that in of amount site medium or about businesses. kind that, many money We're is small really It's to because relationships a and types be that order one business of the we not the that selling

it have we will So share better we a idea. once

Operator

comes at question TD. next Valentini from Vince Our

Vince Valentini

now? me hear you Can

Tal Hayek

No, can't we hear you.

Vince Valentini

There we go. Is better? that

Tal Hayek

Yes, let's try. it's a echoey, little bit but

Operator

We'll Why question don't the meantime. our to in we ask next come back Vince.

again going So we remove momentarily. and try here Vince, to you will you I'm

from Our Kevin comes next at Desjardins. question

Kevin Krishnaratne

questions. a I just couple have of

you you that chain can impact supply to the go back -- don't to want Just I saw in quarter. the

one number you towards And least to a about impacts? a currency these there way alone. think think, at that, You then client XX% to I the what grown end the two, alluded creeping about Is would million more QX. in to related constant had you quarter. Is $X in there -- grew QX to way issues, of the supply have excluding think what up of chain some started

in guess And so what the to guess where to your or trying impact the on get much thoughts more be how dramatic -- QX? -- I'm as it's what think a at revenue future the the to I is what get but in quantify be know all trying magnitude quarters, but shifting just might shifted them? might I of into on we handle to impacts

Tal Hayek

about what business really would the of was hard combination million hard I -- again, from I to say revenue. point. this it's QX impact and I'm it's yet, future sign so in guess existing sign sure didn't and few say, It's it In a QX. mean, that a But business dollars exact going probably to it's was into at to

we from revenue going in year. next they're going fantastic an going to mega see much good I QX. to kind going to growth and think of happen standpoint. illumin in to going do growth better an still just do QX, the overall things but see okay, that growth liked standpoint how's higher is And have we to they're it's from believe We're say, would

Kevin Krishnaratne

-- in trying disruption is else of on. supply chain the of different driving an enterprise think for that also mega are lot based my illumin, buckets. being lots supply a that, strictly cycle. be little you about there a you But being Is top on impacts? issue chain lengthening there here. testing of that to that bit conversations, enterprise going a seeing And talked about on or growth, I talked the There, description on three will on longer a Thanks of you notes having something that's I'm here, the focus. cycle

Tal Hayek

I who SaaS enterprise When that through to different they're is to need used you type a would selling we used on say a different media and people the the completely enterprise, are what that learned selling of we're you to to animal sales done. deal get a process also throughout selling to have than to take sell selling department, it. order to It side. selling to we're things dozens a with in year of time. learning people you the could an integration do whole that and internal a systems the of take bunch It organization have more could within year. to other And more than

as any of part it when expertise we're to definitely them our there's those side all that's that from expertise So bringing but And some to yes, be that and -- up needs of without the internal asking will aboard said the of that that. doing sign of more comes systems quick of that, we the the I investing they're integration for. mid-market. into org. we're And revenues from in more more in, at what the before, same time, into have And bringing will

part all doing. we're of is So that what a

Kevin Krishnaratne

And thought to you're where of have of QX in you you so sale QX, sooner next lengthening been those you year. might cycle from a QX pushing seeing the has talked of about next some about that out deals sort think some year? sales going or landing enterprise or talking into that do Are resulted of stuff that we in how coming

Tal Hayek

when to we information prefer something and I would us, for the will we is say that, again, share new it. I speculate, this not really have

understanding first some like build, sometimes year. again, them doing some they I hopefully of longer to of the components happen in us in, think bring half going would will it's more them building testing through But a that time. it, for cycle, sometimes the period the for

will it. to So once that I And think of such it's that time those do, we best we speculate on share in. until some bring not we

from learn it. will We

market so. adding to the more and huge happy they're sized they're that get market the into We and will reported in. customers bring of and we're on more more spending more more game them this we're mid a quarter, and very helping In every as meantime, and

Kevin Krishnaratne

then not basis, I million, or understanding to to just am all growth is Maybe on XX%. that gears switch thoughts managed XX%. I $X Maybe is mid-market. service, there, Self-service was not that not self-serve, reported they're back maybe a illumin number currency was constant wanted closer my go still on predominantly was illumin a it that, to correct to those to It that i.e., numbers the that around mean, illumin. the the the -- more self-service? I there's

Tal Hayek

exact So helping hybrid, But It's what self-serve. dollars when the also you're we of white I have them. of service, split call number the majority don't is illumin of it we're some the button. call the between not it still the club are split. it push customers right,

reporting is as Some an legacy. all of it and But of is we're the self-serve self-serve number self-serve aggregate illumin well.

Kevin Krishnaratne

constant currency that's more that that's in -- on Is out? than was that I What's customers all organic think higher deal broadening number I board, that of basis, coming bigger like driving more So it above? think size, I then, quarter. a the maybe on some growth. good a XX%, the said, bit a

Tal Hayek

higher Yes, I it great self-serve naturally per so mean they're the self-serve it's and in. spending spending -- all on dollars spend are They're now. coming client seeing illumin spending results illumin of

Operator

from Goff will come question final Rob Echelon. Our at

Rob Goff

talked the of You've illumin. to growth

i.e., what Could CTV. talk to illumin overlapping perhaps you through drive of growth the business about talked doing well? the growth, CTV You the is as

Tal Hayek

them. a of illumin have So The CTV of is of CTV campaigns an the illumin part general. campaigns in component majority in integral

comparing that run type insights And CTV of two funnel the by funnel paths. CTV. looking of big any usually the the One you two results two. on run of without most CTV. in Now to those run lower hard on and versus CTV run those it and the on campaign up upper you other with evaluate the using that its you people to own, on have illumin of at CTV. on a the you One DSP, When illumin, part When you side, on and advantage a standalone just evaluate of effect ability DSP. conversion love you the see other it's and there's running

a are awareness electing proper awareness, if to their heavily video. it's journey, be going advertisers you're part most of campaign to a a do CTV as and should concentrated journey do think personally if going I the piece on engagement to very conversion, So with be journey.

you of that working. Very is CTV. to it's how going be can evaluate it part bonus big actually So

Rob Goff

companies, budgets at are a in how care you you eight at the within we bucket, with And enterprise like that financial it enterprise health the automotive should of prospects? or $X company. terms these typically were annual talked discussions look million in look you When

Tal Hayek

We're looking XXXX brands. the Fortune at

Rob Goff

you bucket? would seeing of million enterprise prevalence the how $X ahead see And when the you're looking accounts

Tal Hayek

for at time one my every like integration, we those mind, I a least is convert it's my will proper year of enterprise call me, a in $XX for be revenue. million me, to So what number, in

accounts, So $X that's we we for have after those And mean, million $X that. be to non-enterprise enterprise enterprise I over what have we're of accounts. doesn't when Millions we're client trying to already. of year, million. we achieve many some enterprise dollars going and many enterprise have clients an have It over are clients that accounts. a

Rob Goff

to And you if as consider particular? growing or might I day, could, of price in cadence you your really million and share repurchase and acquisitions a every given not whether cash is, when of share you're the where $XXX could of funds attractive talk on use sitting

Tal Hayek

it. revenue And acquisitions financial it accretive. money beautiful more the do this model sense for point, to think save more so makes than this the with more and So is to think because it and add -- in is, starting the was to And faster, and components question recently. think valuable develop -- us actually to more the about well, side bring to into share it what's I illumin other the I that can at we much I organizations more

And I we're we're We're almost happen. we're who week. financial what going add going about value it. with can be But We're can or it. going about illumin, we're seeing multiple say acquisition stay to on going expectations so But companies every do some in. It picky we're still we job. fairly it's do with a to very we're would accretive to down. bring but valuation it. do to to good combine and something going to disciplined think talking we yes, they're companies standpoint. that's work high and we from Eventually, And to I coming has believe that are standpoint, from do a an what thinking to

Operator

it Thank Rob. you, Tal. Thank Tal, now is X:XX. you,

allocated have So that's today. time for we the all

close So last remarks, provide if up shop here. you'd we can any like to

Tal Hayek

appreciate Thank everyone, thanks, today. support. us We for your really you, Corey, and joining

first some not the For some has we went say I down. there absolutely used retail to the all, that, then stock of been want frustrations our higher do that be investors, price. of control And stock to price

desire of big we And I have change over to not be or of three believe launched illumin who that is control the to world. to that long investment the in two are is quarter What We the one kind no in there's somebody is invest the to the plan. business company I wants on the or quarters Acuity to medium run, do going execute quarters. here payback. stock believe a going the And to price. Acuity is

So I years the the the and support Acuity appreciate the to quarter. of shareholders, course, big you a thank new throughout family another to big yet for all delivering

So thank you, day. great a everyone. Have

Operator

Thank you.

illumin (ILLM) 3 Nov 212021 Q3 Earnings call transcript