Q2 2024 Marin Software Inc Earnings Call

Greetings and welcome to the Marin Software second quarter 2024 financial results conference call.

Operator: At this time, all participants are in a listen-only mode. If you require operator assistance during the conference, please press star zero on your telephone keypad.

At this time, all participants are in a listen-only mode. If you require operator assistance during the conference, please press star zero on your telephone keypad. As a reminder, this conference is being recorded. It is now my pleasure to introduce your host, Bob Bertz.

Operator: As a reminder, this conference is being recorded. It is now my pleasure to introduce your host, Bob Bertz, Marin's Chief Financial Officer. Thank you, Bob. You may begin.

Operator: As a reminder, this conference is being recorded.

Operator: It is now my pleasure to introduce your host, Bob Bertz.

Robert Bertz: Rens, Chief Financial Officer. Thank you, Bob. You may begin. Thank you.

Robert Bertz: Thank you. Good afternoon, everyone, and welcome to Marin Software's second quarter 2024 earnings conference call. My name is Bob Bertz.

Robert Bertz: Good afternoon, everyone. And welcome to Marin Software's second quarter 2024 earnings conference call. My name is Bob Bertz. I'm Marin CFO. And joining me today is Chris Lien, Marin CEO. By now, you should have received a copy of our earnings release, which crossed the wire a short time ago. The release can also be obtained on our website at investors.marinsoftware.com. Comparticipants are advised that the audio of this conference call is being recorded for playback purposes and that the recording will be made available on the investor relations section of our website within a few hours.

Bob Bertz: Thank you. Good afternoon, everyone, and welcome to Marin Software's second quarter 2024 earnings conference call.

Robert Bertz: I'm Marin's CFO, and joining me today is Chris Lien, Marin's CEO. Call participants are advised that the audio of this conference call is being recorded for playback purposes and that the recording will be made available on the investor relations section of our website within a few hours. Before we begin, I'd like to note that our discussion today will include forward-looking statements within the meaning of the Securities Act of 1933 and the Securities Exchange Act of 1934.

Bob Bertz: My name is Bob Bertz. I'm Marin's CFO , and joining me today is Chris Lien, Marin's CEO .

Speaker Change: By now, you should have received a copy of our earnings release, which crossed the wire a short time ago. The release can also be obtained on our website at investors.marinsoftware.com.

Speaker Change: Call participants are advised that the audio of this conference call is being recorded for playback purposes, and that the recording will be made available on the Investor Relations section of our website within a few hours.

Robert Bertz: Before we begin, I'd like to note that our discussion today will include forward-looking statements within the meaning of the Securities Act of 1933 and the Securities Exchange Act of 1934. These forward-looking statements include statements about our business outlook and strategy, our expectations for customer adoption and use of our services, historical results that make just trends for our business, our expectations about our ability to improve customer retention and new business bookings, and to sustain or grow our business, our expectations about our expenses and cash resources, the impact of investments in product and technology, progress on product development efforts, product capabilities and benefits, our relationships with publishers and other parties in the digital advertising market, and expected revenue under our strategic partnership agreement with Google, expectations for future economic activity and digital advertising spending, expected restructuring costs and cost savings from our restructuring efforts, our efforts to raise additional financing or to negotiate and complete potential strategic transactions, and our expected Q3 2024 and future financial results.

Robert Bertz: These forward-looking statements include statements about our business outlook and strategy, our expectations for customer adoption and use of our services, historical results that may suggest trends for our business, product capabilities and benefits, our relationships with publishers and other parties in the digital advertising market, and expected revenue under our strategic partnership agreement with Google. We make these statements as of August 1st, 2024, and disclaim any duty to update them. For more information regarding these and other risks and uncertainties that could cause actual results to differ materially from those expressed or implied in these forward-looking statements, as well as risks relating to our business in general, we refer you to the section entitled risk factors and our most recent reports on Form 10-Q and Form 10-K as well as our SEC filings. This presentation contains certain financial performance measures that are different from financial measures calculated in accordance with GAAP and may also be different from similar calculations or measures used by other companies.

Bob Bertz: Before we begin, I'd like to note that our discussion today will include forward-looking statements within the meaning of the Securities Act of 1933 and the Securities Exchange Act of 1934.

Bob Bertz: These forward-looking statements include statements about our business outlook and strategy, our expectations for customer adoption and use of our services, historical results that may suggest trends for our business,

Bob Bertz: Our expectations about our ability to improve customer retention in new business bookings and to sustain or grow our business.

Bob Bertz: Our expectations about our expenses and cash resources. The impact of investments in product and technology.

Bob Bertz: Progress on product development efforts, product capabilities and benefits, our relationships with publishers and other parties in the digital advertising market, expected revenue under our strategic partnership agreement with Google,

Bob Bertz: Expectations for future economic activity in digital advertising spending, expected restructuring cost and cost savings from our restructuring efforts.

Bob Bertz: Our efforts to raise additional financing or to negotiate and complete potential strategic transactions, and our expected Q3 2024 and future financial results.

Robert Bertz: We make these statements as of August 1st, 2024, and disclaim any duty to update them. For more information regarding these and other risks and uncertainties that could cause actual results to differ materially from those expressed or implied in these forward-looking statements, as well as risks relating to our business in general, we refer you to the section entitled "Risk Factors" and our most recent reports on Form 10-Q and Form 10-K, as well as our SEC filings.

Bob Bertz: We make these statements as of August 1st, 2024, and disclaim any duty to update them.

Bob Bertz: For more information regarding these and other risks and uncertainties that could cause actual results to differ materially from those expressed or implied in these forward-looking statements.

Bob Bertz: as well as risks relating to our business in general, we refer you to the section entitled Risk Factors and our most recent reports on Form 10-Q and Form 10-K as well as our SEC filings.

Robert Bertz: This presentation contains certain financial performance measures that are different from the financial measures calculated in accordance with GAAP, and may also be different from similar calculations or measures used by other companies. A quantitative reconciliation of these non-GAAP financial measures to the most directly comparable GAAP financial measures is available in our second quarter 2024 earnings release.

Bob Bertz: This presentation contains certain financial performance measures that are different from the financial measures calculated in accordance with GAAP and may also be different from similar calculations or measures used by other companies.

Christopher Lien: With that, let me turn the call over to Chris. Thank you, Bob. Good afternoon, everyone, and thank you for joining our call today. I'll share my observations on the quarter and provide an update on our initiatives to sustain and grow our business. Business.

Bob Bertz: With that, let me turn the call over to Chris.

Christopher Lien: I'll share my observations on the quarter and provide an update on our initiatives to sustain and grow our business. Bob will then provide additional detail on our second quarter results for 2024 and our outlook for the third quarter of 2024.

Christopher Lien: Bob will then provide additional detail on our second quarter results for 2024 and our outlook for the third quarter of 2024. As with highlight each quarter, we are committed to our efforts to sustaining grow our business and to maximize shareholder value. Our plan to achieve this is focused on delivering a leading cross-channel advertising management platform to enable brands and their agencies to maximize the return from their online advertising investments. As announced in today's earnings release, Q2 revenues came in within our guidance range at $4 million. Down about 7% year over year, as our revenue decline moderates with progress in improving customer retention and new bookings.

Christopher Lien: As we highlight each quarter, we are committed to our efforts to sustain and grow our business and to maximize shareholder value. Our plan to achieve this is focused on delivering a leading cross-channel advertising management platform to enable brands and their agencies to maximize the return from their online advertising investment. As announced in today's earnings release, Q2 revenues came in within our guidance range at $4 million, down about 7% year-over-year as our revenue decline moderates with progress in improving customer retention and new booking, reflecting the benefits of our July 2023 Restructuring and Reduction-in-Force Plan. Our total cash balance at the end of Q2 was $7.9 million.

Chris Lien: As we highlight each quarter, we are committed to our efforts to sustain and grow our business and to maximize shareholder value. Our plan to achieve this is focused on delivering a leading cross-channel advertising management platform to enable brands and their agencies to maximize the return from their online advertising investments.

Christopher Lien: Our Q2 non-GAAP operating loss beat the high end of our guidance. Our non-GAAP operating loss was materially lower on a year-over-year basis, reflecting the benefits of our July 2023 restructuring and reduction enforced plan.

Speaker Change: Our Q2 non-GAAP operating loss beat the high end of our guidance. Our non-GAAP operating loss was materially lower on a year-over-year basis, reflecting the benefits of our July 2023 Restructuring and Reduction in Force plan. Our total cash balance at the end of Q2 was $7.9 million.

Christopher Lien: Our total cash balance at the end of Q2 was $7.9 million. As we announced earlier this week, I am pleased to share that Marin Software has renewed its Strategic Partnership Agreement with Google for another three years, commencing on October 1, 2024. This agreement underscores our commitment to fostering innovation and providing advertisers with unparalleled tools for managing and optimizing their paid search campaigns. Consistent with our current agreement with Google that is scheduled to expire on September 30, 2024, Google will continue to make payments to Marin based on the total paid search spend managed through our platform across Google and other search publishers, including the same minimum quarterly payments as under our current agreement.

Christopher Lien: As we announced earlier this week, I'm pleased to share that Marin Software has renewed its strategic partnership agreement with Google for another three years, commencing on October 1, 2024. This agreement underscores our commitment to fostering innovation and providing advertisers with unparalleled tools for managing and optimizing their paid search campaigns. Consistent with our current agreement with Google that is scheduled to expire on September 30, 2024, Google will continue to make payments to Marin based on the total paid search spend managed through our platform across Google and other search publishers, including the same minimum quarterly payments as under our current agreement.

Bob Bertz: As we announced earlier this week, I am pleased to share that Marin Software has renewed its Strategic Partnership Agreement with Google for another three years, commencing on October 1, 2024.

Bob Bertz: This agreement underscores our commitment to fostering innovation and providing advertisers with unparalleled tools for managing and optimizing their paid search campaigns.

Bob Bertz: Consistent with our current agreement with Google that is scheduled to expire on September 30th, 2024, Google will continue to make payments to Marin based on the total paid search spend managed through our platform across Google and other search publishers, including the same minimum quarterly payments as under our current agreement.

Christopher Lien: This partnership helps enable us to advance the Marin platform, ensuring it meets the evolving needs of the world's leading search advertisers. As I've shared before, Marin seeks to be an ally individual for the world's leading brands and their agencies. The online path to purchase traverses a range of channels, devices, and publishers. Marketers need to engage at all points of this customer journey, and the walled gardens of Google, Facebook, Amazon, and the other publishers, including TikTok, Snap, and LinkedIn, do not play well together. Brands must connect the dots. Marin helps these advertisers to measure, manage, and optimize their online advertising investments, driving performance, time savings, and better business insights.

Christopher Lien: This partnership helps enable us to advance the Marin platform, ensuring it meets the evolving needs of the world's leading search advertisers. BrandsMustConnect, driving performance, time savings, and better business insight. These publisher tools, understandably, are focused on the ad units of each publisher and encourage brands to spend more with that publisher. However, these publisher tools generally don't compare advertising performance across publishers, don't highlight opportunities to reallocate spend across publishers to improve performance, and don't promote a unified view of a customer's journey across channels, devices, and publishers.

Bob Bertz: As I've shared before, Marin seeks to be an ally in digital for the world's leading brands and their agencies.

Bob Bertz: The online path to purchase traverses a range of channels, devices, and publishers. Marketers need to engage at all points of this customer journey, and the walled gardens of Google, Facebook, Amazon, and the other publishers, including TikTok, Snap, and LinkedIn, do not play well together.

Christopher Lien: We do this by serving as a performance layer that complements the tools that each of the publishers provides to its customers. These publisher tools, understandably, are focused on the ad units of each publisher and encourage brands to spend more with that publisher. The publisher tools generally don't compare advertising performance across publishers, don't highlight opportunities to reallocate spend across publishers to improve performance, and don't promote a unified view of a customer's journey across channels, devices, and publishers. We supplement our Marin platform with support from our experience team of digital marketing experts who can help brands to navigate the complex but rewarding world of digital advertising.

Bob Bertz: We do this by serving as a performance layer that complements the tools that each of the publishers provides to its customers.

Christopher Lien: We supplement our Marin platform with support from our experienced team of digital marketing experts who can help brands to navigate the complex but rewarding world of digital advertising. To address the varying needs of digital marketers and their agencies, we offer three primary products. Ascend is our budget management pacing and forecasting solution that enables marketers to leverage Marin's AI-based optimization methodology. Historically, these kinds of budgeting decisions have been done with spreadsheets in a highly manual and potentially error-prone approach, while providing flexible budgeting controls and the ability to use a range of bidding approaches, including support for Google Smart.

Christopher Lien: As a reminder, we've been investing over the past quarters to give brands and agencies a user-friendly cross-channel advertising management platform, and enabling them to sell more by unifying the fragmented world of performance marketing.

Bob Bertz: As a reminder, we've been investing over the past quarters to give brands and agencies a user-friendly cross-channel advertising management platform, enabling them to sell more by unifying the fragmented world of performance marketing.

Christopher Lien: To address the varying needs of digital marketers and their agencies, we offer three primary products. Connect is a reporting focus solution for advertisers looking to collect their performance marketing data from a variety of sources and send to data warehouses, BI tools, and spreadsheets. Step one of understanding your digital advertising spending is to have reliable, comprehensive reporting and a format that addresses your particular business needs. Marin provides marketers with unified revenue, cost, and ad performance data via our Connect offering. Ascend builds on the data foundation provided by Connect. Ascend is designed to address the three Fs of performance marketing: fragmentation, forecasting, and frequency.

Bob Bertz: Step one of understanding your digital advertising spending is to have reliable, comprehensive reporting in a format that addresses your particular business needs. Marin provides marketers with unified revenue cost and ad performance data via our Connect offering.

Bob Bertz: Ascend builds on the data foundation provided by Connect. Ascend is designed to address the three F's of performance marketing, fragmentation, forecasting, and frequency. Fragmentation is the need to allocate advertising investment across a range of publishers and campaigns.

Christopher Lien: Fragmentation is the need to allocate advertising investment across a range of publishers and campaigns. Forecasting is identifying what is the likely return from a given marginal dollar of online advertising investment. And frequency is the need for software to reallocate and pace the online advertising investment to deliver the best return. Ascend is our budget management pacing and forecasting solution that enables marketers to leverage Marin's AI-based optimization methodologies to deliver budget compliance as well as to understand what if from increased or decreased advertising spend and to understand optimal spend allocation across campaigns, publishers, and channels. Historically, these kinds of budgeting decisions have been done with spreadsheets in a highly manual and potentially error-prone approach.

Bob Bertz: Ascend is our budget management pacing and forecasting solution that enables marketers to leverage Marin's AI-based optimization methodologies.

Bob Bertz: to deliver budget compliance, as well as to understand what if from increased or decreased advertising spend, and to understand optimal spend allocation across campaigns, publishers, and channels.

Christopher Lien: Marin is able to provide marketers with a powerful UI to automate these budgeting decisions while providing flexible budgeting controls and the ability to use a range of bidding approaches, including support for Google's smart bidding. Ascend supports a range of publishers and channels including LinkedIn, TikTok, Apple Search Ads, Amazon, Reddit, X, which was formerly known as Twitter, and Tabula in addition to Google and Meta. Our optimization tools now allow fine grain control of the posting of budgets and/or targets to add platforms with Ascend. This feature ensures that budgets are dynamically adjusted to maximize campaign performance without manual intervention.

Christopher Lien: Ascend supports a range of publishers and channels, including LinkedIn, TikTok, Apple Search Ads, Amazon, Reddit, X, which was formerly known as Twitter, and Taboola, in addition to Google and Meta. Ascend complements robust in-channel publisher bidding and provides an independent measure and means to allocate and pace online advertising investment, delivering optimal financial results and significant time savings compared to alternative manual approaches. With each passing quarter, we are encouraged as we see more advertisers and agencies benefiting from Marin Ascent, as well as growing interest in evaluating it. As I've shared, Ascend is already helping drive both new business and renewal. At this time, just under a quarter of Marin's customers are using Ascend's functionality, and we expect further adoption in the coming months.

Bob Bertz: Ascend supports a range of publishers and channels including LinkedIn, TikTok, Apple search ads, Amazon, Reddit, X, which was formerly known as Twitter, and Taboola in addition to Google and Meta.

Christopher Lien: In the past quarter, we introduced in-grid pacing charts and upgraded the strategy setting side panel to make monitoring and managing campaigns easier. Ascend complements the robust in-channel publisher bidding and provides an independent measure and means to allocate and pace online advertising investment, delivering optimal financial results and significant time savings compared to your alternative manual approaches. With each passing quarter, we are encouraged as we see more advertisers and agencies benefiting from Marin Ascend, as well as growing interest in evaluating Ascend. As I've shared, Ascend is already helping drive both new business and renewals. At this time, just under a quarter of Marin's customers are using Ascend's functionality, and we expect further adoption in the coming months.

Bob Bertz: In the past quarter, we introduced in-grid pacing charts and upgraded the strategy settings side panel to make monitoring and managing campaigns easier.

Bob Bertz: Ascend complements the robust in-channel publisher bidding and provides an independent measure and means to allocate and pace online advertising investment, delivering optimal financial results and significant time savings compared to alternative manual approaches.

Bob Bertz: With each passing quarter we are encouraged as we see more advertisers and agencies benefiting from Marin Ascent as well as growing interest in evaluating Ascent.

Christopher Lien: Marin's third offering is MarinOne, our flagship cross-channel advertising management platform driving time savings and financial lift. This past quarter, Marin enhanced our core paid search functionality to include listing group support for Performance Max campaigns. Marin users can create and edit listing groups across all Microsoft Ad and Google Performance Max campaigns, functionality not available in the publisher platform. With powerful, large-language learning models now developed, the focus turns to how a modern marketer begins to apply AI to his or her marketing program to deliver results for the business. Marin debuted Chat GPT-powered anomaly detection reports designed to identify and summarize performance outliers.

Christopher Lien: Marin's third offering is Marin One, our flagship cross-channel advertising management platform. Our goal with Marin One is to complement publisher tools and empower advertisers to analyze, automate, and optimize their digital marketing campaigns more effectively. Marin One is designed to enable management at scale for large paid media programs, driving time savings and financial lists. and I want to highlight a recent customer success story with EasyGo, an Australian pioneer in online gaming, who leveraged Marin's powerful optimizations and automations to reduce their cost per conversion by 40% and cost per click by 30% while increasing their conversions by 41% with Apple Search Ads.

Bob Bertz: Marin's third offering is MarinOne, our flagship cross-channel advertising management platform.

Bob Bertz: Our goal with MarinOne is to complement publisher tools and empower advertisers to analyze, automate, and optimize their digital marketing campaigns more effectively.

Bob Bertz: Marin One is designed to enable management at scale for large paid media programs, driving time savings and financial lift.

Bob Bertz: And I want to highlight a recent customer success story with EasyGo, an Australian pioneer in online gaming, who leveraged Marin's powerful optimizations and automations

Christopher Lien: This past quarter, Marin enhanced our core paid search functionality to include listing group support for Performance Max campaigns wherein users can create and edit listing groups across all Microsoft ad and Google Performance Max campaigns functionality not available in the publisher platforms. We are fortunate to live in the time of AI, promising to transform our business and personalized with efficiency gains and new capabilities. With powerful, large language learning models now developed, the focus turns to how a modern marketer begins to apply AI to his or her marketing program to deliver results for the business. Marin debuted Chat GPT-powered anomaly detection reports designed to identify and summarize performance outliers.

Bob Bertz: We are fortunate to live in the time of AI, promising to transform our business and personal lives with efficiency gains and new capabilities.

Bob Bertz: Marin debuted CHAT GPT powered anomaly detection reports designed to identify and summarize performance outliers.

Christopher Lien: These reports are delivered in a concise, easy-to-understand format via email on a daily or weekly basis, enabling marketers to review and address significant deviations in campaign performance quickly. The client can advise you on Marin and digital advertising best practices, such as account linking and setup in Marin, troubleshooting campaign or platform issues, and how to apply digital marketing best practices to your Marin campaigns. As we have discussed in past calls, our activities to support brands and their agencies take place against an active backdrop of governmental antitrust investigations into the businesses of leading publishers in the digital advertising market at the federal and state levels and in the EU.

Christopher Lien: These reports are delivered in a concise, easy to understand format by an email on a daily or weekly basis, enabling marketers to review and address significant deviations and campaign performance quickly. Marin's team also delivered an initial release of Advisor, a Chat GPT-powered teammate trained on Marin's specific content. The client can advise you on Marin and digital advertising best practices, such as account linking, them set up in Marin, troubleshooting campaign or platform issues, and how to apply digital marketing best practices to your Marin campaigns. Advisor helps Marin customers to see tangible benefits from the use of AI.

Bob Bertz: These reports are delivered in a concise, easy-to-understand format via email on a daily or weekly basis, enabling marketers to review and address significant deviations in campaign performance quickly.

Bob Bertz: Marin's team also delivered an initial release of Advisor, a chat GPT powered teammate trained on Marin specific content.

Christopher Lien: The client can advise you on Marin and digital advertising best practices such as account linking and setup in Marin, troubleshooting campaign or platform issues, and how to apply digital marketing best practices to your Marin campaigns.

Christopher Lien: Our team intends to expand the application of AI to optimize online advertising and expects to bring additional innovations to market in the coming quarters.

Speaker Change: Our team intends to expand the application of AI to optimize online advertising and expects to bring additional innovations to market in the coming quarters.

Christopher Lien: As we have discussed on past calls, our activities to support brands and their agencies take place against an active backdrop of governmental antitrust investigations of the businesses of leading publishers in the digital advertising market at the federal and state levels and in the EU. There also is the potential for federal legislation to regulate the conduct of the leading publishers, which could benefit Marin's role as an independent ad management platform. Marin enjoys co-optition relationships with the leading publishers, and we do not expect significant changes in these relationships in the near term.

Christopher Lien: Marin enjoys cooperative relationships with the leading publishers, and we do not expect significant changes in these relationships in the near term. As I mentioned on our last call, we see early but encouraging signs that our latest efforts are resonating more with customers and prospects. Marin can benefit as consumers spend increasing time online and add dollars to follow them, creating more needs for brands to measure, manage, and optimize these investments to acquire customers and drive revenue outcomes.

Speaker Change: Marin enjoys co-opetition relationships with the leading publishers and we do not expect significant changes in these relationships in the near term.

Christopher Lien: As I mentioned on our last call, we see early but encouraging signs that our latest efforts are resonating more with customers and prospects. Marin can benefit as consumers spend increasing time online and add dollars to follow them, creating more needs for brands to measure, manage, and optimize these investments to acquire customers and drive revenue outcomes. With the combined online advertising share of Google and Meta below 50%, and the growing fragmentation of digital advertising outside of these two leading publishers, be it on Amazon, Apple Search Ads, LinkedIn, Reddit, or TikTok, we see increasing interest in brands taking a cross-channel approach to their digital advertising investments, leveraging Marin's cross-channel reporting, management at scale, and budget optimization.

Christopher Lien: Marin can benefit as consumers spend increasing time online and add dollars to follow them, creating more needs for brands to measure, manage, and optimize these investments to acquire customers and drive revenue outcomes.

Christopher Lien: With the combined online advertising share of Google and Meta below 50% and the growing fragmentation of digital advertising outside of these two leading publishers, be it on Amazon, Apple search ads, LinkedIn, Reddit, or TikTok, we see increasing interest in brands taking a cross-channel approach to their digital advertising investment. Now Bob will review our second quarter financial results and our outlook for the third quarter of 2024.

Robert Bertz: and now Bob will review our second quarter financial results and our outlook for the third quarter of 2024. Thank you, Chris. I'll provide an overview of our second quarter results and then share our forecast for the third quarter of 2024.

Christopher Lien: Now, Bob will review our second quarter financial results and our outlook for the third quarter of 2024.

Bob: Thank you, Chris. I'll provide an overview of our second quarter results and then share our forecast for the third quarter of 2024. I'll begin with a review of our income statement.

Robert Bertz: I'll begin with a review of our income statement, then move on to our operating results. As a reminder, our financial statements and a reconciliation of our gap to non-gap financial measures can be found in our earnings release issued earlier today.

Robert Bertz: I'll begin with the review of our income statement. For the second quarter of 2024, Marin generated $4 million in revenue, toward the low end of our guidance. Second quarter revenue was down approximately 7% when compared to total revenue for the second quarter of 2023, indicating a moderation of our revenue decline when compared to prior quarters. The decrease of revenue year over year is primarily attributable to the fact that existing customer churn outpaced new booking. Our geographic split for revenue was approximately 81% US and 19% international for the second quarter of 2024.

Bob: For the second quarter of 2024, Marin generated $4 million in revenue, toward the low end of our guidance. Second quarter revenue was down approximately 7% when compared to total revenue for the second quarter of 2023, indicating a moderation of our revenue decline when compared to prior quarters.

Bob: The decrease of revenue year-over-year is primarily attributable to the fact that existing customer churn outpaced new bookings.

Bob: Our geographic split for revenue is approximately 81% U.S. and 19% international for the second quarter of 2024.

Robert Bertz: Moving on to our operating results. As a reminder, our financial statements and a reconciliation of our GAAP to non-GAAP financial measures can be found in our earnings release issued earlier today. As I have discussed on previous calls, we commence the implementation of a restructuring plan in July of 2023. The restructuring plan is expected to reduce our pre-tax cost from prior levels by approximately $10 to $13 million on an annualized basis. Close to $10 million of the estimated annualized cost savings is expected to come from the reduction in force, which reduced our workforce globally by 64 positions, as well as 15 full-time equivalent contractor roles.

Robert Bertz: As I've discussed on previous calls, we commenced the implementation of a restructuring plan in July 2023. The restructuring plan is expected to reduce our pre-tax cost structure from prior levels by approximately $10 to $13 million on an annualized basis. The reduction force was complete as of the end of 2023, and we began to realize the associated cost savings during the third quarter of 2023. The decrease in operating loss as compared to Q2 2023 is primarily attributable to real life savings from our refructuring plan implemented during the second half of 2020, which were partially offset by lower revenue in the current period as compared to last year.

Robert Bertz: Close to $10 million of the estimated annualized cost savings is expected to come from the reduction in force, which reduced our workforce globally by 64 positions, as well as 15 full-time equivalent contractor roles.

Robert Bertz: The reduction in force was complete as of the end of 2023. We incurred approximately $1.8 million in restructuring costs, but essentially all of which relate to severance and other one-time termination benefits. We began to realize the associated cost savings during the third quarter of 2023. We expect to fully realize the estimated savings in 2024. As the end of Q2 2024, we are on track to achieve our savings target. Our non-operating loss was $1.7 million for the second quarter of 2024, as compared to a $4.8 million loss for the second quarter of 2023. The $1.7 million non-GAAP offering loss in Q2 was $0.1 million better than the high end of the guidance bill or expenses.

Robert Bertz: The Redemption Force was complete as of the end of 2023.

Robert Bertz: We incurred approximately $1.8 million in restructuring costs, substantially all of which relate to severance and other one-time termination benefits.

Robert Bertz: We began to realize the associated cost savings during the third quarter of 2023.

Robert Bertz: We expect to fully realize the estimated savings in 2024. As of the end of Q2 2024, we are on track to achieve our savings target.

Robert Bertz: Our non-operating loss was $1.7 million for the second quarter of 2024 as compared to a $4.8 million loss for the second quarter of 2023.

Speaker Change: The $1.7 million non-GAAP operating loss in Q2 was $0.1 million better than the high-end of Brigidian's regular expenses.

Robert Bertz: The decrease in operating loss as compared to Q2 2023 is primarily attributable to realize savings from our restructuring plan implemented during the second half of 2023, which were partially offset by lower revenue in the current period as compared to last year. Our non-GAAP offering expenses in Q2 2024 of $4.1 million represents a 38% decrease when compared to the prior year quarters. The decrease is attributable to the implementation of our restructuring plan. We ended the quarter with 104 total headcount globally versus 172 a year ago. The decrease in headcount year over year is due to the reduction in force that was commenced in July 2023 as part of our restructuring.

Robert Bertz: The decrease in operating loss as compared to Q2 2023 is primarily attributable to real-life savings from our refructuring plan implemented during the second half of 2023.

Robert Bertz: which were partially offset by lower revenue in the current period as compared to last year.

Robert Bertz: Our non-GAAP operating expenses in Q2 2024 of $4.1 million represents a 38% decrease when compared to the prior year quarter. The decrease is attributable to the implementation of our restructuring plan.

Robert Bertz: The decrease in headcount year over year is due to the reduction in force that was commenced in July 2023 as part of our restructuring, which we believe allows us to continue to deliver new products, features, and functionalities to drive results for leading brands and their agents. As we have disclosed in our recent SEC filings, we are exploring opportunities to raise additional financing, as well as potential strategic transactions, but we cannot provide any assurances about the terms or timing of any such transaction.

Robert Bertz: The decrease in head count year over year is due to the reduction in force that was commenced in July 2023 as part of our restructuring plan.

Robert Bertz: Plan. About half of our remaining team is in technology roles, which we believe allows us to continue to deliver new products, features, and functionalities to drive results for leading brands in their agency. In terms of our balance sheet, we ended the quarter with a total cash balance of $7.9 million as compared to $8.6 million at the end of the previous quarter.

Robert Bertz: About half of our remaining team is in technology roles, which we believe allows us to continue to deliver new products, features, and functionalities to drive results for leading brands and their agencies.

Robert Bertz: In terms of our balance sheet, we ended the quarter with a total cash balance of $7.9 million as compared to $8.6 million at the end of the previous quarter.

Robert Bertz: As we have disclosed in our recent SEC filings, we are exploring opportunities to raise additional financing, as well as potential strategic transactions, but we cannot provide any assurances about the terms or timing of any such transactions. As Chris mentioned above, we renewed a strategic partnership agreement with Google in July for an additional three-year term, and the new agreement will commence on October 1. Under the terms of the new agreement, we have to recognize the same quarterly revenue payments from Google as under the current agreement that is scheduled to expire on September 30. In addition to the expected quarterly revenue payments, we may also be eligible for incremental payments from Google under the new agreement if our managed spend exceeds specified levels.

Robert Bertz: As we have disclosed in our recent SEC filings, we are exploring opportunities to raise additional financing, as well as potential strategic transactions.

Robert Bertz: But we cannot provide any assurances about the terms or timing of any such transactions.

Robert Bertz: In addition to the expected quarterly revenue payments, we may also be eligible to earn incremental payments from Google under the new agreement if our managed spend exceeds specified levels. For Q3 2024, we expect revenue to be in the range of $4 to $4.2 million, and our non-GAAP operating loss is expected to be in the range of $2.1 to $1.9 million. This concludes our call for today. Thank you for your time, and we look forward to updating you again during our Q3 2024 earnings call.

Robert Bertz: In addition to the expected quarterly revenue payments, we may also be eligible to earn incremental payments from Google under the new agreement if our managed spend exceeds specified levels.

Robert Bertz: Moving on to our outlook. For Q3 2024, we expect revenue to be in the range of $4.2 million dollars. Our non-GAAP operating loss is expected to be in the range of $2.1 to $1.9 million.

Robert Bertz: Moving on to our Outlook.

Robert Bertz: For Q3 2024, we expect revenue to be in the range of $4 to $4.2 million, and our non-GAAP operating loss is expected to be in the range of $2.1 to $1.9 million.

Robert Bertz: This concludes our call for today. Thank you for your time.

Robert Bertz: I look forward to updating you again during our Q3 2024 earnings call.

Robert Bertz: This concludes our call for today. Thank you for your time. We look forward to updating you again during our Q3 2024 earnings call.

Speaker Change: This concludes today's teleconference. You may disconnect your lines at this time. Thank you for your participation.