Q1 2026 Applovin Corp Earnings Call

May 6, 2026

Speaker #3: Welcome to AppLovin's earnings call for the first quarter and in March 31, 2026. I'm David Hsiao, Head of Investor Relations. Joining me today to discuss our results are Adam Foroughi, our co-founder and CEO, and Matt Stumpf, our CFO.

David Hsiao: Welcome to AppLovin's Earnings Call for Q1 ending 31 March 2026. I'm David Hsiao, Head of Investor Relations. Joining me today to discuss our results are Adam Foroughi, our Co-founder and CEO, and Matt Stumpf, our CFO. Please note, our SEC filings to date as well as our financial update and press release discussing our Q1 performance are available at investors.applovin.com. During today's call, we will be making forward-looking statements, including, but not limited to, the future development and reach of our platform, our expected growth opportunities, the expected future financial performance of the company, and other future events. These statements are based on our current assumptions and beliefs, and we assume no obligation to update them except as required by law. Our actual results may differ materially from the results predicted.

David Hsiao: Welcome to AppLovin's Earnings Call for Q1 ending 31 March 2026. I'm David Hsiao, Head of Investor Relations. Joining me today to discuss our results are Adam Foroughi, our Co-founder and Chief Executive Officer, and Matt Stumpf, our CFO. Please note, our SEC filings to date as well as our financial update and press release discussing our Q1 performance are available at investors.applovin.com. During today's call, we will be making forward-looking statements, including, but not limited to, the future development and reach of our platform, our expected growth opportunities, the expected future financial performance of the company, and other future events. These statements are based on our current assumptions and beliefs, and we assume no obligation to update them except as required by law. Our actual results may differ materially from the results predicted.

Speaker #3: Please note our SEC filings to date, as well as our financial update and press release discussing our first quarter performance, are available at investors.applovin.com.

Speaker #3: During today's call, we will be making forward-looking statements including but not limited to the future development and reach of our platform, our expected growth opportunities, the expected future financial performance of the company, and other future events.

Speaker #3: These statements are based on our current assumptions and beliefs, and except as required by law. Our actual results may differ materially from the results predicted.

Speaker #3: We encourage you to review the risk factors and our most recently filed Form 10-K for the year ended December 31, 2025. Additional information may also be found in our quarterly report on Form 10-Q for the fiscal quarter ended March 31, 2026, which will be filed today.

David Hsiao: We encourage you to review the risk factors in our most recently filed Form 10-K for the year ended 31 December 2025. Additional information may also be found in our quarterly report on Form 10-Q for the fiscal quarter ending 31 March 2026, which will be filed today. We will also be discussing non-GAAP financial measures. These non-GAAP measures are not intended to be superior to or a substitute for our GAAP results. Please be sure to review the GAAP results and the reconciliations of our GAAP and non-GAAP financial measures in our earnings release and financial update available on our investor relations site. This conference call is being recorded, and a replay and transcript will be available for a period of time on our IR website.

Speaker #3: We will also be discussing non-GAAP financial measures. These non-GAAP measures are not intended to be superior to or a substitute for our GAAP results.

Speaker #3: Please be sure to review the GAAP results and the reconciliations of our GAAP and non-GAAP financial measures in our earnings release and financial update.

Speaker #3: Available on our investor relations site. This conference call is being recorded and a replay and transcript will be available for a period of time on our IR website.

Speaker #3: Now I'll turn it over to Adam and Matt for some opening remarks, then we'll have the moderator take us through Q&A.

David Hsiao: Now I'll turn it over to Adam and Matt for some opening remarks, then we'll have the moderator take us through Q&A.

Speaker #4: Thanks, everyone, for joining us today. I want to start this call a little bit differently than our last few. No preamble on stock price, no addressing short sellers, no reacting to noise.

Adam Foroughi: Thanks, everyone, for joining us today. I want to start this call a little bit differently than our last few. No preamble on stock price, no addressing short sellers, no reacting to noise. This quarter, the conversation is about us and our future. From where we sit, the future has never looked better. We just delivered another quarter where we beat our own guidance. Again. We continue to grow this business very quickly, despite the numbers getting much bigger, and we are doing it while margins keep expanding. The rate of top-line growth, profitability, and free cash flow generation that we are delivering is exceptionally rare in public markets, and our team deserves all the credit for that. What I want to spend my time on today is the opportunity ahead.

Speaker #4: This quarter, the conversation is about us and our future. And from where we sit, the future is never looked better. We just delivered another quarter where we beat our own guidance.

Speaker #4: Again, we continue to grow this business very quickly, despite the numbers getting much bigger. And we are doing it while margins keep expanding. The rate of top-line growth, profitability, and free cash flow generation that we are delivering is exceptionally rare in public markets, and our team deserves all the credit for that.

Speaker #4: What I want to spend my time on today is the opportunity ahead. Because we are quickly moving through a lot of the goals we set for the business this year, and we are now well on our way to opening up our platform to the public in June.

Adam Foroughi: Because we are quickly moving through a lot of the goals we set for the business this year, and we are now well on our way to opening up our platform to the public in June. That is a major milestone. For 14 years, we have been a closed platform. Come June, advertisers across the world will be able to sign up for Axon and start running campaigns. That changes the trajectory of this company in a very meaningful way. Let me start with gaming because it remains the foundation of everything we do, and it is performing really well. A couple weeks ago, we hosted our annual Gaming CEO Summit. We bring in the top executives from the biggest mobile gaming companies in the world, and the energy this year was unlike anything I have seen.

Speaker #4: That is a major milestone. For 14 years, we have been a closed platform. Come June, advertisers across the world will be able to sign up for Axon and start running campaigns.

Speaker #4: That changes the trajectory of this company in a very meaningful way. Let me start with gaming, because it remains the foundation of everything we do, and it is performing really well.

Speaker #4: A couple of weeks ago, we hosted our annual gaming CEO summit. We bring in the top executives from the biggest mobile gaming companies in the world, and the energy this year was unlike anything I have seen.

Speaker #4: These companies have been our closest partners for over a decade in many cases, and the excitement was strong. There is a real sense that we are entering a new phase of growth for the industry and our platform is at the center of it.

Adam Foroughi: These companies have been our closest partners for over a decade in many cases, and the excitement was strong. There is a real sense that we are entering a new phase of growth for the industry, and our platform is at the center of it. Here's what is driving that excitement. First, AI technologies are now enabling these studios to do things they could not do before. Incumbent gaming companies, the ones that already have successful titles, can now use AI tools to improve their current games faster and cheaper. More importantly, it is giving them the confidence to launch new games. The cost of experimentation has come down dramatically, and that is unleashing a wave of new content that is really healthy for our ecosystem. Second, we are seeing a meaningful shift in how these companies think about monetization.

Speaker #4: Here is what is driving that excitement. First, AI technologies are now enabling these studios to do things they could not do before. Incumbent gaming companies, the ones that already have successful titles, can now use AI tools to improve their current games faster and cheaper.

Speaker #4: More importantly, it is giving them the confidence to launch new games. The cost of experimentation has come down dramatically, and that is unleashing a wave of new content that is really healthy for our ecosystem.

Speaker #4: Second, we are seeing a meaningful shift in how these companies think about monetization. Games that historically only made money from purchases are now really focused on testing hybrid models where they also unlock incremental revenue from ads.

Adam Foroughi: Games that historically only made money from purchases are now really focused on testing hybrid models where they also unlock incremental revenue for ads. This is a big deal. For years, a lot of these IAP-only games would not run ads because they did not want to promote competing titles. As we scale advertisers who are not gaming companies, whether apps or websites, e-commerce or other categories, which we now call our consumer vertical, those concerns go away. A cookware company or a fashion brand is not competition to a puzzle game. We fully expect to see a lot of IAP-only games start monetizing with ads that will not be deemed competitive. That is going to be a strong tailwind for many quarters.

Speaker #4: This is a big deal. For years, a lot of these IP-only games would not run ads because they did not want to promote competing titles.

Speaker #4: But as we scale advertisers who are not gaming companies, whether apps or websites, e-commerce or other categories, which we now call our consumer vertical, those concerns go away.

Speaker #4: A cookware company or a fashion brand is not competition to a puzzle game. So we fully expect to see a lot of IP-only games start monetizing with ads that will not be deemed competitive.

Speaker #4: That is going to be a strong tailwind for many quarters. Together, we and our gaming partners can acknowledge that our platform is driving the market's leading scale and return on ad spend and continues to help the industry grow faster than expected.

Adam Foroughi: Together, we and our gaming partners can acknowledge that our platform is driving the market's leading scale and return on ad spend and continues to help the industry grow faster than expected. The ad-supported part of the ecosystem continues to grow at really healthy rates, multiples faster than the growth of the more mature in-app purchasing category. As we look forward, we expect to see much more high-quality content come to market that taps into both ads and in-app purchasing monetization, and that plays really well into our strengths. Now, that brings me to the consumer vertical, which is growing even faster than gaming. This is still only a year-and-a-half old product. I want people to really internalize that. It is scaling at a pace that gets us very excited.

Speaker #4: The ad-supported part of the ecosystem continues to grow at really healthy rates, multiples faster than the growth of the more mature in-app purchasing category.

Speaker #4: As we look forward, we expect to see much more high-quality content come to market that taps into both ads and in-app purchasing monetization and that plays really well into our strengths.

Speaker #4: Now, that brings me to the consumer vertical, which is growing even faster than gaming. This is still only a year and a half old product.

Speaker #4: I want people to really internalize that. And it is scaling at a pace that gets us very excited. A couple of weeks ago, we had another material model release that improves scale and return on ad spend significantly for our consumer advertisers.

Adam Foroughi: A couple of weeks ago, we had another material model release that improved scale and return on ad spend significantly for our consumer advertisers. These are the types of compounding improvements we have talked about on prior calls. The team improves the model, advertisers see better returns, and they put more budget into our system. It is a virtuous cycle, and it is working. The consumer vertical exited the quarter very strong, with March growing roughly 25% more than the numbers we did in January, and April reaching a record month in advertiser spend higher than any peak Q4 month. That kind of acceleration is exactly what you want to see from a product that is still early in its development curve. Advertisers are seeing real success on our platform, and they are ramping aggressively.

Speaker #4: These are the types of compounding improvements we have talked about on prior calls. The team improves the model, advertisers see better returns, and they put more budget into our system.

Speaker #4: It is a virtuous cycle, and it is working. The consumer vertical exited the quarter very strong with March growing roughly 25% more than the numbers we did in January, and April reaching a record month in advertiser spend, higher than any peak Q4 month.

Speaker #4: That kind of acceleration is exactly what you want to see from a product that is still early in its development curve. Advertisers are seeing real success on our platform, and they are ramping aggressively.

Speaker #4: We are thrilled that this is happening, and we are really excited about what comes next. When we open up our platform in June, and start pursuing our mission of helping all the businesses in the world add another material marketing channel to their set of opportunities, that is when this thing just continues to compound.

Adam Foroughi: We are thrilled that this is happening. We are really excited about what comes next. When we open up our platform in June and start pursuing our mission of helping all the businesses in the world add another material marketing channel to their set of opportunities, that is when this thing just continues to compound. We've always said we wanna help the smaller businesses scale. Last quarter, I highlighted an Israeli cookware company that went from $40 million in revenue to $16 million, to now projecting $80 million with the majority of their ad spend on our platform. That is the kind of story we want to replicate thousands of times over. As we look forward, one of the things that I'm most excited about is how advertisers will interact with our platform.

Speaker #4: We've always said we want to help the smaller businesses scale. Last quarter, I highlighted an Israeli cookware company that went from $4 million in revenue to $16 million, to now projecting $80 million, with the majority of their ad spend on our platform.

Speaker #4: That is the kind of story we want to replicate thousands of times over. As we look forward, one of the things that I'm most excited about is how advertisers will interact with our platform.

Speaker #4: We are already seeing advertisers use AI agents to manage their marketing spend, and we are building Axon to be natively accessible to those agents.

Adam Foroughi: We are already seeing advertisers use AI agents to manage their marketing spend, and we are building Axon to be natively accessible to those agents. Between self-serve access in June, our AI-powered ad creative tools, and agent-compatible infrastructure, we are building a system where an advertiser can onboard, generate high-performing ads, and scale campaigns profitably without ever needing to talk to a human. We're also showing up more. Podcasts, sponsorships, a larger voice in the market. That visibility reflects a deeper conviction. Axon-powered growth isn't a niche phenomenon. It's a blueprint for transformation at a scale the world hasn't seen yet. Millions of businesses, that's the opportunity in front of us. Let me close with this. We are a focused company, more excited about our opportunities than at any point in our history. The gaming business is strong, our partners are energized, and we are helping the industry grow.

Speaker #4: Between self-serve access in June, our AI-powered ad creative tools, and agent-compatible infrastructure, we are building a system where an advertiser can onboard, generate high-performing ads, and scale campaigns profitably without ever needing to talk to a human.

Speaker #4: We're also showing up more. Podcasts, sponsorships, a larger voice in the market. That visibility reflects a deeper conviction. Axon-powered growth isn't a niche phenomenon.

Speaker #4: It's a blueprint for transformation at a scale the world hasn't seen yet. Millions of businesses, that's the opportunity in front of us. Let me close with this.

Speaker #4: We are a focused company. More excited about our opportunities than at any point in our history. The gaming business is strong, our partners are energized, and we are helping the industry grow.

Speaker #4: The consumer vertical is scaling fast, and we are just getting started. Our platform opens to the world next month. We will continue to ignore noise, execute on our path forward, perform well, and drive value to our customers.

Adam Foroughi: The consumer vertical is scaling fast, and we are just getting started. Our platform opens to the world next month. We will continue to ignore noise, execute on our path forward, perform well, and drive value to our customers. We know that in turn, that will set us up for a much bigger future than where we are today. With that, I will turn the call over to Matt to walk through the financials.

Speaker #4: We know that in turn, that will set us up for a much bigger future than where we are today. With that, I will turn the call over to Matt to walk through the financials.

Speaker #5: Thanks, Adam. And thanks, everyone, for joining us today. Q1 was another exceptional quarter. We exceeded the high end of our guidance on revenue and adjusted EBITDA.

Matt Stumpf: Thanks, Adam, and thanks to everyone for joining us today. Q1 was another exceptional quarter. We exceeded the high end of our guidance on revenue and adjusted EBITDA, expanded margins to a new high, and continued our disciplined return of meaningful capital to shareholders. Revenue in Q1 was $1.84 billion, up 59% year-over-year and 11% sequentially, driven by continued technology advancements across our core gaming business and our expanding consumer vertical. Adjusted EBITDA was $1.56 billion, up 66% year-over-year, representing an 85% margin. Margins expanded approximately 400 basis points from the same period last year. Quarter-over-quarter flow through to adjusted EBITDA was 86%, again reflecting the operating leverage of our model.

Speaker #5: Expanded margins to a new high, and continued our disciplined return of meaningful capital to shareholders. Revenue in the first quarter was $1.84 billion, up 59% year over year and 11% sequentially.

Speaker #5: Driven by continued technology advancements across our core gaming business and our expanding consumer vertical. Adjusted EBITDA was $1.56 billion, up 66% year over year, representing an 85% margin.

Speaker #5: Margins expanded approximately 400 basis points from the same period last year. Quarter over quarter flow-through to adjusted EBITDA was 86%, again reflecting the operating leverage of our model.

Speaker #5: Free cash flow for the quarter was $1.29 billion. Slightly elevated due to interest and tax payment timing. As cash tax payments are weighted toward the second and third quarters, free cash flow conversion is naturally lower in those periods and will normalize over the course of the year, to approximately 75% of EBITDA for 2026.

Matt Stumpf: Free cash flow for the quarter was $1.29 billion, slightly elevated due to interest and tax payment timing. As cash tax payments are weighted toward Q2 and Q3, free cash flow conversion is naturally lower in those periods and will normalize over the course of the year to approximately 75% of EBITDA for 2026. We ended the quarter with $2.76 billion in cash and cash equivalents, providing significant flexibility to continue funding both organic investment and capital returns. During Q1, we repurchased and withheld 2.23 million shares for $1 billion, ending the quarter with 336 million shares outstanding and approximately $2.3 billion remaining under our share repurchase authorization, a program that continues to reflect our conviction in the value and durability of our business.

Speaker #5: We ended the quarter with $2.76 billion in cash and cash equivalents, providing significant flexibility to continue funding both organic investment and capital returns. During the first quarter, we repurchased and withheld $2.23 million shares, for $1 billion.

Speaker #5: Ending the quarter with $336 million shares outstanding, and approximately $2.3 billion remaining under our share repurchase authorization. A program that continues to reflect our conviction in the value and durability of our business.

Speaker #5: Turning to our outlook for the second quarter of 2026, we expect revenue between $1.915 and $1.945 billion, representing 52% to 55% year over year growth, or 4% to 6% sequentially.

Matt Stumpf: Turning to our outlook for Q2 2026. We expect revenue between $1.915 billion and $1.945 billion, representing 52% to 55% year-over-year growth or 4% to 6% sequentially. Adjusted EBITDA is expected to be between $1.615 billion and $1.645 billion, with an adjusted EBITDA margin of approximately 84% to 85%. To close, Q1 was a beat across every metric, with margins at a new high and significant cash returned to shareholders. Our capital allocation priorities for the balance of the year are unchanged. Fund organic investment and return capital through buybacks, reflecting our continued commitment to driving shareholder value through disciplined capital deployment. With that, let's move to Q&A.

Speaker #5: Adjusted EBITDA is expected to be between $1.615 and $1.645 billion, with an adjusted EBITDA margin of approximately 84% to 85%. To close, Q1 was a beat across every metric, with margins at a new high and significant cash return to shareholders.

Speaker #5: Our capital allocation priorities for the balance of the year are unchanged. Fund organic investment and return capital through buybacks. Reflecting our continued commitment to driving shareholder value through disciplined capital deployment.

Speaker #5: With that, let's move to Q&A.

Speaker #1: We'll now begin the question-and-answer session. Please be sure to unmute and turn on your video before asking your question. We will take as many questions as time permits, and since we have many questions today, please be patient as we move through the list.

Operator 2: We'll now begin the question-and-answer session. Please be sure to unmute and turn on your video before asking your question. We will take as many questions as time permits, and since we have many questions today, please be patient as we move through the list. Our first question will come from Matthew Cost with Morgan Stanley.

Operator: We'll now begin the question-and-answer session. Please be sure to unmute and turn on your video before asking your question. We will take as many questions as time permits, and since we have many questions today, please be patient as we move through the list. Our first question will come from Matthew Cost with Morgan Stanley.

Speaker #1: Our first question will come from Matthew Kost with Morgan Stanley.

Speaker #4: Hi, everybody. Thanks for taking the questions. I guess on the product roadmap, Adam, you talked about a significant product breakthrough just a couple of weeks ago.

Matthew Cost: Hi, everybody. Thanks for taking the questions. I guess on the product roadmap, Adam, you talked about a significant product breakthrough just a couple of weeks ago. I guess could you give us a little bit more detail about what that entailed? Was it a new type of model, targeting a different use case, or was it an existing one? When we think about the roadmap forward from a product perspective, what should we be watching for signs of you continuing to expand that opportunity in, I guess, what you're calling consumer now? Is it about launching new models? What are the milestones that we should be watching for success?

Speaker #4: I guess, could you give us a little bit more detail about what that entailed? Was it a new type of model targeting a different use case, or was it an existing one?

Speaker #4: And then we think about when we think about the roadmap forward from a product perspective, what should we be watching for signs of you continuing to expand that opportunity and, I guess, what you're calling consumer now?

Speaker #4: Is it about launching new models? What are the milestones that we should be watching for success?

Speaker #3: Yeah, thanks, Matt. So if you recall when we first launched Axon 2, we've had a lot of fast-growth quarters since. I think it's been 12 straight.

Adam Foroughi: Yeah. Thanks, Matt. If you recall, when we first launched Axon 2, we've had a lot of fast growth quarters since. I think it's been 12 straight. Most of that has been attributed to 2 things. One is releasing new products. As we've gone deeper into gaming, you know that we've come out with longer date periods of models. The second, and more important, is improving the underlying model. An analogy is when you get to the LLMs, they can continuously uptick their model. They're releasing new models that perform better. In e-commerce and now what we're calling consumer, this product is really early. It's like Axon 2, call it 10 quarters ago.

Speaker #3: And almost most of that has been attributed to two things. One is releasing new products. So as we've gone deeper into gaming, you know that we've come out with longer date periods of models.

Speaker #3: And the second, and more important, is improving the underlying model. And an analogy is when you get to the LLMs, they can continuously uptick their model.

Speaker #3: They're releasing new models to perform better. In e-commerce, and now what we're calling consumer, this product is really early. So it's like Axon 2, call it 10 quarters ago.

Speaker #3: We're going through the phase of not only rolling out a model and understanding what the consumer needs, but also then on the other side, getting more data into the system.

Adam Foroughi: We're going through the phase of not only rolling out a model and understanding what the consumer needs, but also then on the other side, getting more data into the system. As we add more advertisers, we get more data, then we can build a more sophisticated model that can process it and create better output. We've been continuously doing that. Last quarter earnings, I mentioned we just had one new model that had just created an uplift. The one we just had a couple weeks ago was quite substantial. That's why I highlighted on the top talk track that we saw a big acceleration going exiting the quarter and then April Q2 bigger than any quarter that we had in Q4, which as you know, most advertising businesses, I don't know of another advertising business, actually, that can grow Q1 over Q4.

Speaker #3: As we add more advertisers, we get more data. Then we can build a more sophisticated model that can process it and create better output.

Speaker #3: So we've been continuously doing that. Last quarter, earnings—I mentioned we just had one new model that had just created an uplift. The one we just had a couple of weeks ago was quite substantial.

Speaker #3: So that's why I highlighted on the top track that we saw a big acceleration going, exiting the quarter, and then April Q2, bigger than any quarter that we had in Q4, which, as you know, most advertising businesses I don't know of another advertising business, actually.

Speaker #3: They can grow Q1 over Q4. But when you're in e-commerce, normally the first half of the year is a huge drop against Q4. So already being ahead of where we were in Q4 prior to opening up the platform gets us really excited.

Adam Foroughi: When you're in e-commerce, normally H1 is a huge drop against Q4. Already being ahead of where we were in Q4 prior to opening up the platform gets us really excited.

Speaker #4: Got it. Great. And then just on you mentioned the GenAI creative tool. You've been talking about that for a couple of quarters, but I think you're in the process of rolling it out more broadly.

Matthew Cost: Got it. Great. Just on, you mentioned the GenAI creative tool. You've been talking about that for a couple of quarters, I think you're in the process of rolling it out more broadly. I guess how is uptake there? I guess more importantly, for the advertisers that are using it, what sort of impacts are you observing from that?

Speaker #4: So I guess, how is uptake there? And then, I guess, more importantly, for the advertisers that are using it, what sort of impacts are you observing from that?

Speaker #3: Yeah, so I mean, as you know, we've talked about in past quarters, the creative placement on our platform is much different than anywhere else in the world.

Adam Foroughi: I mean, as you know, we've talked about in past quarters, the creative placement on our platform is much different than anywhere else in the world. I'd argue it's the best ad there is. You get over 30 seconds of viewer time, and the user can't do anything else. They're watching our ad, and the brand can deliver a really thoughtful message there and then go to other steps in the ad that can drive transactions. Because it is so different and unique, advertisers have a problem coming to platform and investing in the creative resources necessary to make our platform scale. On the other hand, on gaming, we're the largest there is anywhere in the world when it comes to mobile gaming user acquisition, creative resources are entirely dedicated to our platform. The importance of this shouldn't be understated.

Speaker #3: I'd argue it's the best ad there is. You get over 30 seconds of viewer time. And the user can't do anything else. So they're watching our ad, and they get to the brand can deliver a really thoughtful message there, and then go to other steps in the ad that can drive transaction.

Speaker #3: Because it is so different, unique, advertisers have a problem coming to platform and investing in the creative resources necessary to make our platform scale.

Speaker #3: On the other hand, on gaming, we're the largest there is anywhere in the world when it comes to mobile gaming user acquisition. So creative resources are entirely dedicated to our platform.

Speaker #3: So the importance of this shouldn't be understated. It was critical for us to get a model on top of the popular image and video generation models out so that we can hand to advertisers the capacity to just create ads out of the box that work for our platform.

Adam Foroughi: It was critical for us to get a model on top of the popular image and video generation models out so that we can hand to advertisers the capacity to just create ads out of the box that work for our platform. We rolled out something called our interactive page generator earlier in the quarter. That's out to all customers. That has pretty widespread adoption at this point. More important is the video side. That's still in testing. We're gonna roll it out to all accounts shortly, and then that's important before we go to general release as well, 'cause that was the point that I mentioned on the last earnings call advertisers trip up on, is a lot of advertisers don't even have video for a platform like us. We'll hand it to them with these tools.

Speaker #3: We rolled out something called our interactive page generator earlier in the quarter. That's out to all customers. That has pretty widespread adoption at this point.

Speaker #3: But more important is the video side. That's still in testing. We're going to roll it out to all accounts shortly. And then that's important before we go to general release as well because that was the point that I mentioned on the last earnings call, advertisers trip up on, is a lot of advertisers don't even have video for a platform like us.

Speaker #3: We'll hand it to them with these tools.

Speaker #4: Great. Thank you.

Matthew Cost: Great. Thank you.

Speaker #3: Yep.

Adam Foroughi: Yep.

Speaker #1: Your next question will come from Omar Dessouky with B of A. Omar, we're not able to hear you. Perhaps you need to select a different microphone input.

Operator 2: Your next question will come from Omar Dessouky with BofA. Omar, we're not able to hear you. Perhaps you need to select a different microphone input.

Operator: Your next question will come from Omar Dessouky with BofA. Omar, we're not able to hear you. Perhaps you need to select a different microphone input.

Speaker #4: Hi. Can you hear me now?

Omar Dessouky: Hi, can you hear me now?

Speaker #1: Yes, ma'am. Please go ahead.

Operator 2: We can. Please go ahead.

Operator: We can. Please go ahead.

Omar Dessouky: Great. Thank you. I wanted to focus on the gaming business for a second, right? 'Cause it's kept on getting bigger and bigger. The past several quarters, your quarterly run rate derived from mobile game advertisers has increased every quarter. More specifically, the amount by which it steps up has also increased in the last several quarters. Did you see that trend continue in Q1? Do you expect it to continue the rest of the year? You know, how does your capacity to fund GPU capacity separate you from some of your competitors, you know, who are also adding a lot quarter on quarter? Obviously, you're the biggest, but it seems like there's a number of firms growing here. Sorry, so a couple questions.

Speaker #4: Great. Thank you. I wanted to focus on the gaming business for a second, right, because it's it kept on getting bigger and bigger. So the past several quarters, your quarterly run rate derived from mobile game advertisers has increased every quarter.

Speaker #4: And more specifically, the amount by which it steps up has also increased in the last several quarters. Did you see that trend continue in the first quarter?

Speaker #4: Do you expect it to continue the rest of the year? And how does your capacity to fund GPU capacity separate you from some of your competitors who are also adding a lot quarter on quarter?

Speaker #4: Obviously, you're the biggest, but it seems like there's a number of firms growing here. So sorry. So a couple of questions. Did you see the trend continue?

Omar Dessouky: Did you see the trend continue? Do you expect it to continue, you know, for the step-ups to get bigger? How does your GPU your ability to fund GPUs, you know, separate you from competitors, if at all?

Speaker #4: Do you expect it to continue? For the step-ups to get bigger? And how does your GPU your ability to fund GPUs separate you from competitors, if at all?

Speaker #3: Yeah, Omar, you asked like you're almost surprised. But obviously, we're pretty good at game advertising. I'd say, with two less days in the quarter end coming off the holidays, to have that much growth in the quarter, Q over Q against Q4, is quite substantial.

Adam Foroughi: Yeah, Omar, you ask like you're almost surprised, but obviously we're pretty good at game advertising. I'd say with 2 less days in the quarter and coming off the holidays, to have that much growth in the quarter, you know, Q over Q against Q4 is quite substantial. When you look at 59% year-over-year, large part of that still, because gaming is such a large part of our business, comes from the gaming vertical. We've yet, since we launched AXON 2.0, seen a slowdown. I also touched on a couple of bullets that were important to understand on the talk track. We've got a lot of these IAP game companies that are really good at monetizing in an existing game now able to create more games at lower cost. Much of those more games will be ad-supported and in-app purchasing supported.

Speaker #3: When you look at 59% year over year, large, large part of that still because gaming is such a large part of our business comes from the gaming vertical.

Speaker #3: We have yet, since we launched Axon 2, seen a slowdown. I also touched on a couple of bullets that were important to understand on the talk track.

Speaker #3: We've got a lot of these IAP games companies that are really, really good at monetizing an existing game now able to create more games at lower cost.

Speaker #3: Much of those more games will be ad-supported and in-app purchasing supported. This hybrid category is explosive growth on our platform. So as you think about that, we're going into a period post-growing really quickly.

Adam Foroughi: This hybrid category is explosive growth on our platform. As you think about that, we're going into a period post growing really quickly, but one where there's going to be a lot more games from the highest quality developers and more games that are targeted directly at what we're very good at, ads and IAP. At least thus far, we haven't seen a slowdown in growth. We've talked about 20% to 30% long-term growth in the games category. I think we mentioned that maybe 6 to 8 quarters ago. We've never had a single quarter that's come close to those growth numbers. We've been way over those rates, and we've never stated any different view on our long-term growth rates on the gaming vertical alone. I think you can sort of bank on that at this point. We're doing really well.

Speaker #3: But one where there's going to be a lot more games from the highest-quality developers, and more games that are targeted directly at what we're very good at: ads and IAP.

Speaker #3: So at least thus far, we haven't seen a slowdown in growth. We've talked about 20 to 30 percent long-term growth in the games category.

Speaker #3: I think we mentioned that maybe 6 to 8 quarters ago. We've never had a single quarter that's come close to those growth numbers. We've been way over those rates.

Speaker #3: And we've never stated any different view on our long-term growth rates on the gaming vertical alone. I think you can sort of bank on that at this point.

Speaker #3: We're doing really well. On the GPU capacity, as the models get more complex, as we continue adding more customers, we're going to need more GPUs.

Adam Foroughi: On the GPU capacity, as the models get more complex, as we continue adding more customers, we are going to need more GPUs. We work with Google Cloud on it, and we can go to any cloud, but we have the GPUs that we need to process the business today, and it's very likely we are going to need to continue to buy GPUs. In the market we exist in, the amount of GPUs you have is not the direct indicator of who is going to have the most success. If you compare us to the mobile gaming ad platforms, we probably have the largest infrastructure. However, if you compare us to Google and Facebook, we certainly don't have anywhere near the largest infrastructure. The reality is different businesses use infrastructure for different purposes.

Speaker #3: We work with Google Cloud on it. And we can go to any cloud. But we have the GPUs that we need to process the business today.

Speaker #3: And it's very likely we're going to need to continue to buy GPUs. In the market, we exist in. The amount of GPUs you have is not the direct indicator of who's going to have the most success.

Speaker #3: If you compare us to the mobile gaming ad platforms, we probably have the largest infrastructure. However, if you compare us to Google and Facebook, we certainly don't have anywhere near the largest infrastructure.

Speaker #3: And the reality is different businesses use infrastructure for different purposes. What makes our business really compelling is that for this space, we've written the best models and products for the advertisers.

Adam Foroughi: What makes our business really compelling is that for this space, we've written the best models and products for the advertisers. That's super critical. That's what allows us to do so well. We process that data and create a better output than anyone else. That technology lead, plus the data expansion, plus all the budgets being on our platform first and foremost, drives the scale, growth, and success you've seen from us.

Speaker #3: That's super critical. That's what allows us to do so well. And we process that data and create a better output than anyone else. And that technology lead, plus the data expansion, plus all the budgets being on our platform first and foremost, drives the scale, growth, and success you've seen from us.

Speaker #4: Okay. Thanks. It was really a question about the quarterly run rate and how much it stepped up. But I do appreciate the answer. Maybe we can talk in the after call about it.

Omar Dessouky: Okay, thanks. It was really a question about the quarterly run rate and how much it stepped up, but I do appreciate the answer. Maybe we can talk in the after call about it. Thank you.

Speaker #4: Thank you.

Speaker #1: Your next question will come from Jason Bazinet with Citi.

Operator 2: Your next question will come from Jason Bazinet with Citi.

Operator: Your next question will come from Jason Bazinet with Citi.

Speaker #5: So Adam, I've listened to you long enough to know when you say something a couple of times, it's probably true. And you've mentioned this migration of in-app purchase games moving to hybrid monetization for a couple of quarters now.

Jason Bazinet: Adam, I've listened to you long enough to know when you say something a couple times, it's probably true. You've mentioned this migration of in-app purchase games moving to hybrid monetization for a couple quarters now. Since you're pretty good at doing math on the fly, could you just spend a few seconds and just sort of give us your sense of sort of what the mix is today in terms of in-app purchase only versus hybrid? If, you know, pick a number. If 5% of the games go over to this hybrid model, what would that mean in terms of your top line? Like, how should we dimensionalize what it could mean for AppLovin?

Speaker #5: And since you're pretty good at doing math on the fly, could you just spend a few seconds and just sort of give us your sense of sort of what the mix is today in terms of in-app purchase only versus hybrid?

Speaker #5: And pick a number of 5% of the games go over to this hybrid model. What would that mean in terms of your top line?

Speaker #5: How should we dimensionalize what it could mean for Apple?

Speaker #3: Yeah, it's really, really hard to do that, especially on the fly. But I'll give you some qualitative points. The in-app purchasing market is mature.

Adam Foroughi: Yeah. It's really, really hard to do that.

Jason Bazinet: Okay.

Adam Foroughi: Especially on the fly.

Jason Bazinet: Okay.

Adam Foroughi: I'll give you some qualitative points. The in-app purchasing market is mature. We know it's around a $100 billion market. Most of the largest in-app purchasing games are some of our big advertisers. There's been a few that are new, but most are pretty old games. Almost all new games and a lot of these older games are really looking at this hybrid strategy because the growth in that hybrid category has been phenomenal. There was a company out of Turkey this past quarter that just with 12 people roughly, sold for nearly $1 billion about 6 months after launch. Vast majority of all their user acquisition was on our platform, hybrid game, and the growth was phenomenal. Got up to a 9-figure a year business literally in half a year. Why is that?

Speaker #3: We know it's around $100 billion market. Most of the largest in-app purchasing games are some of our big advertisers. There's been a few that are new, but most are pretty old games.

Speaker #3: Almost all new games and a lot of these older games are really looking at this hybrid strategy because the growth in that hybrid category has been phenomenal.

Speaker #3: There was a company out of Turkey this past quarter that just with a dozen people, roughly, sold for nearly a billion dollars. About six months after launch, the vast majority of all their user acquisition was on our platform.

Speaker #3: Hybrid game and the growth was phenomenal. Got up to nine-figure-a-year business literally in half a year. And so why is that? Well, the people who are likely to pay in a mobile game are probably all people on our platform, given we service adults.

Adam Foroughi: Well, the people who are likely to pay in a mobile game are probably all people on our platform, given we service adults. At any given time inside a mobile game, sub 10% of the population will pay in a short window, and we optimize the 28-day window. When you look at that and go, okay, if I'm a really good developer and I'm making an in-app purchasing game and I'm coming to this really strong marketing platform, Axon, and I'm only buying 10% of their audience, what am I doing? Well, let me go and layer on hybrid monetization. What happens? 10x the market opportunity for that same customer. These in-app purchasing developers are really starting to understand that there's massive growth in this mixed monetization model. You've got this ad-supported market that's much smaller.

Speaker #3: But at any given time inside a mobile game, sub-10% of the population will pay in a short window. And we optimized to 28-day window.

Speaker #3: Now, when you look at that and go, "Okay, if I'm a really good developer, and I'm making an in-app purchasing game, and I'm coming to this really strong marketing platform, Axon, and I'm only buying 10% of their audience, what am I doing?" Well, let me go and layer on hybrid monetization.

Speaker #3: And what happens? 10X the market opportunity for that same customer. So these in-app purchasing developers are really starting to understand that there's massive growth in this mixed monetization model.

Speaker #3: You've got this ad-supported market that's much smaller, but as you know from the growth rates of all of our peers in the ecosystem, and our own, it has to be growing way faster than the single-digit growth rate in the in-app purchasing market.

Adam Foroughi: As you know from the growth rates of all of our peers in the ecosystem and our own, has to be growing way faster than the single-digit growth rate in the in-app purchasing market. It's also starting smaller. Where it is today, I would guess, is gonna continue to converge to where the in-app purchasing market is over the next five years, and it's gonna make it a really strong market opportunity for us and all other players in the ecosystem, given how much more available inventory there will be to monetize. What gets us excited is you pair that with all this extra demand that we're bringing in and the model improvements, and that's really what catalyzes all the growth that you've seen from us.

Speaker #3: It's also starting smaller. Where it is today, I would guess, is going to continue to converge to where the in-app purchasing market is over the next five years.

Speaker #3: And it's going to make it a really strong market opportunity for us and all other players in the ecosystem, given how much more available inventory there will be to monetize. What gets us excited is, you pair that with all this extra demand that we're bringing in and the model improvements.

Speaker #3: And that's really what catalyzes all the growth that you've seen from us.

Speaker #5: Thank you.

Jason Bazinet: Thank you.

Speaker #1: Your next question will come from James Heaney with Jefferies.

Operator 2: Your next question will come from James Heaney with Jefferies.

Operator: Your next question will come from James Heaney with Jefferies.

Speaker #4: Yeah. Great. Thanks for the question. Just one for Adam and one for Matt. So just for Adam, I think last quarter you talked about the breakage that you were seeing in your new customer onboarding flow.

James Heaney: Yeah, great. Thanks for the question. Just one for Adam and one for Matt. Just for Adam, I think last quarter you talked about the breakage that you were seeing in your new customer onboarding flow. Could you just give us a progress update on that and how far below your target breakage rate you currently are? I had a follow-up for Matt.

Speaker #4: Could you just give us a progress update on that, and how far below your target breakage rate you currently are? And then I had a follow-up from Matt.

Speaker #3: Yeah, James. I don't know that we have a target. I mean, look, in any sort of platform, when you get customers on, whether it's social network or an ads platform, you're going to have some breakage.

Adam Foroughi: Yeah, James. I don't know that we have a target. I mean, look, in any sort of platform when you get customers on, whether it's social network or an ads platform, you're gonna have some breakage. Our job is to give the best tools possible to the customers and really understand what the breakpoints are. The main thing that we talked about last call resolving, we're still in the midst of resolving. We will over the next couple of weeks before we go to general release, and that's delivering video out of the box. That's not a trivial task, but we initially rolled it out a few weeks ago with customers. There's a blog on our website, so you can see some of the AI-generated ads.

Speaker #3: Our job is to give the best tools possible to the customers and really understand what the breakpoints are. The main thing that we talked about last call, resolving, we're still in the midst of resolving.

Speaker #3: We will over the next couple of weeks before we go to general release. And that's delivering video out of the box. That's not a trivial task, but we initially rolled it out a few weeks ago with customers.

Speaker #3: There's a blog on our website. So you can see some of the AI-generated ads. Frankly, the AI-generated ads are really, really tough to tell that they're built by AI instead of a human being.

Adam Foroughi: Frankly, the AI-generated ads are really tough to tell that they're built by AI instead of a human being. The cost is exceptionally low relative to what a human-generated video would cost. We think we're pretty close to having that ready to go for anyone to just plug in and get video out of the box. We talked about opening up the platform in June. In a matter of weeks, we'll think we're there. We'll roll it out to the broader base of new customers and just get going.

Speaker #3: And the cost is exceptionally low relative to what a human-generated video would cost. So we think we're pretty close to having that ready to go for anyone to just plug in and get video out of the box.

Speaker #3: And then we talked about opening up the platform in June. So in a matter of weeks, we'll think we're there. We'll roll it out to the broader base of new customers and just get going.

Speaker #4: Great. And then thanks for that. And then one for Matt, just on marketing expense for the second half of the year. I mean, is it fair to say, obviously, you've got Axon launching broadly in June?

James Heaney: Great. Thanks for that. One for Matt, just on marketing expense for H2 of the year. I mean, is it fair to say, obviously, you've got Axon launching broadly in June. I mean, is it something you're looking at bumping the marketing expense higher in H2? Like, how do you think about that investment?

Speaker #4: I mean, is it something you're looking at kind of I don't want to say pumping up, but bumping the marketing expense higher in the second half?

Speaker #4: How do you think about that investment?

Speaker #3: Yeah. I mean, we've communicated this in the past, James. We're spending performance marketing. The same way that our customers do. So we're looking at the return from that spend.

Matt Stumpf: Yeah. I mean, we've communicated this in the past, James. We're spending performance marketing the same way that our customers do. We're looking at the return from that spend, and we're only investing where we can do that in an efficient and a profitable way. We might see some increase in sales and marketing costs associated with the general audience launch and just this ongoing, you know, building of our overall brand awareness as well that you've seen Adam doing more podcasts that he mentioned in the preamble as well. You know, we'll be spending more costs. You might see some, you know, temporary increase in the sales and marketing costs associated with that.

Speaker #3: And we're only investing where we can do that in an efficient and a profitable way. So we might see some increase in sales and marketing costs.

Speaker #3: The associated with the general audience launch and just this ongoing building of our overall brand awareness as well that you've seen Adam doing more podcasts that you mentioned in the preamble as well.

Speaker #3: So we'll be spending more costs and so you might see some temporary increase in the sales and marketing costs associated with that. But over time, if we're really ramping up spend, it should be a positive signal to investors and to the market that we're seeing really profitable returns coming from that.

Matt Stumpf: Over time, you know, if we're really ramping up spend, it should be a positive signal to investors and to the market that we're seeing really profitable returns coming from that. It should be, you know, received very positively.

Speaker #3: So it should be received very positively. Yeah. A couple of other cool stats I pulled before the call on that too is we're still running under 30-day break-even on the dollars we're spending.

Adam Foroughi: Yeah. A couple of other cool stats I pulled before the call on that too is we're still running under 30-day breakeven on the dollars we're spending. We're doing a mix of paid marketing and sponsorship. You might have seen us on some podcasts. You might see the ads on social media. You might see the ads on search. We're gonna keep doing that. We're very disciplined about what we do. We're not in a rush to go really sprint at this opportunity because at the same time as it's really important for us to bring advertisers on, we need time to keep improving our models and our products. As you know, every time we do that, everything lifts with it.

Speaker #3: We're doing a mix of paid marketing and sponsorships. So you might have seen us on some podcasts. You might see the ads on social media.

Speaker #3: You might see the ads on search. We're going to keep doing that, but we're very disciplined about what we do. We're not in a rush to go really sprint at this opportunity because at the same time as it's really important for us to bring advertisers on, we need time to keep improving our models and our products.

Speaker #3: And as you know, every time we do that, everything lifts with it. And then secondarily, I was looking at right before the call, what's the actual value in the front year of a new customer?

Adam Foroughi: Secondarily, I was looking at right before the call, what's the actual value in the front year of a new customer? Our business, as you know, as customers retain over time, the growth that'll happen to the cohorts will be pretty material after the first few months to the front year to the following years. We almost never churn customers once they get through the first 30 days on our platform. Right now, we're projecting well over $70,000 a year from every new customer. If you just wanna size that, if we open up the platform and sign on 100,000 customers in the next year, first year revenue from them or ad spend, advertising spend would be roughly $7 billion. Then you'd start stacking the cohorts up.

Speaker #3: And our business, as you know, as customers retain over time, the growth that'll happen to the cohorts will be pretty material after the first few months to the front year to the following years.

Speaker #3: We almost never churn customers once they get through the first 30 days on our platform. Right now, we're projecting well over 70,000 dollars a year from every new customer.

Speaker #3: So if you just want to size that, at least open up the platform and sign on 100,000 customers in the next year, first year revenue from them or ad spend, advertising spend, would be roughly 7 billion dollars.

Speaker #3: And then you start stacking the cohorts up. So the market opportunity for us now that we've seen that the ticket size is pretty material, even though we've opened up the platform in part through referral, is really, really large.

Adam Foroughi: The market opportunity for us, now that we've seen that the ticket size is pretty material, even though we've opened up the platform in part through referral, is really, really large. We just have to go execute on it.

Speaker #3: We just have to go execute on it.

Speaker #4: Great. Helpful. Thank you.

James Heaney: Great. Helpful. Thank you.

Speaker #3: Yes, James.

Adam Foroughi: Yep.

Matt Stumpf: Thanks, James.

Speaker #1: Your next question will come from Steven Ju with UBS.

Operator 2: Your next question will come from Stephen Ju with UBS.

Operator: Your next question will come from Stephen Ju with UBS.

Speaker #5: Okay. Hi, Adam. Matt, thanks for taking the time. I guess I don't want to split hairs here, but Adam, you've started to talk about the broader consumer segment instead of just the narrower e-commerce definition.

Stephen Ju: Okay. Hi, Adam, Matt. Thanks for taking the time. I guess, I don't wanna split hairs here, but Adam, you've started to talk about the broader consumer segment instead of just the narrower e-commerce definition. The retail opportunity is, of course, pretty large. As you think about the rest of the ad market out there that could be spending with AppLovin, you know, can you talk about how easily transportable your current efforts will be to some of the other verticals? Secondarily, I don't know if this has ever been a concern, but versus the amount of inventory that's out there, how much incremental inventory do you think can be realized with some of the IAP-only publishers as you start to bring them advertisers that do not necessarily compete with them?

Speaker #5: The retail opportunity is, of course, pretty large. But as you think about the rest of the ad market out there that could be spending with AppLovin, can you talk about how easily transportable your current efforts will be to some of the other verticals?

Speaker #5: And secondarily, I don't know if this has ever been a concern, but versus the amount of inventory that's out there, how much incremental inventory do you think can be realized with some of the IAP-only publishers, as you start to bring them advertisers that do not necessarily compete with them?

Stephen Ju: Should we be thinking about the sales cycles to these publishers? It's not gonna be that difficult because, you know, you're hopefully gonna be showing up at their doorstep with lots of cash. Thanks.

Speaker #5: And should we be thinking about the sales cycles to these publishers? It's not going to be that difficult because you're hopefully going to be showing up at their doorstep with lots of cash.

Speaker #5: Thanks.

Speaker #3: Yeah. So great question, Steven. So let's cover the second one first because I can remember right now. We'll go back to the first one.

Adam Foroughi: Yeah. Great question, Stephen Ju. Let's cover the second one first, because I can remember it right now, and we'll go back to the first one. The second one, in-inventory expansion is pretty important for us over time, but not necessary right now. We have over 1 billion daily active users, and we under-monetize what we show right now. As you know, our conversion rate on 1,000 impressions is pretty low to a revenue-generating event for us, and that's only gonna go up as the models improve and advertiser density improves. There's a couple of logical places to go to get inventory.

Speaker #3: So the second one, inventory expansion, is pretty important for us over time, but not necessarily right now. We have over a billion daily active users, and we under-monetize what we show right now.

Speaker #3: As you know, our conversion rate on 1,000 impressions is pretty low to a revenue-generating event for us. And that's only going to go up as the models improve and advertiser density improves.

Speaker #3: But there's a couple of logical places to go to get inventory. So as you talk about in-app purchasing games, if you just start with the $100 billion market and say Activision, when they were public and they used to report king ad revenue, they'd gotten it to 15%.

Adam Foroughi: As you talk about in-app purchasing games, if you just start with the $100 billion market and say, Activision, when they were public and they used to report King ad revenue, they had gotten it to 15%. Let's just take that as an estimate, $15 billion a year to the publisher, and then obviously revenue on top for ad networks. Most of those apps today don't run ads. If you say, let's say even half of them do, now you have a $7.5 billion opportunity to publisher. There's a massive supply side expansion for us. That's sort of sitting there pretty easy out of the box. We're gonna go after that in short order.

Speaker #3: Let's just take that as an estimate, 15 billion dollars a year to the publisher. And then obviously, revenue on top for ad networks. Most of those apps today don't run ads.

Speaker #3: So if you say, let's say even half of them do. Now you have a 7.5 billion dollar opportunity to publisher that has a massive supply-side expansion for us.

Speaker #3: That sort of sitting there pretty easy out of the box. We're going to go after that in short order. The other side of this that's important to understand is as we go and get more publishers to look at us as an advertising monetization platform, we're not competitive with really anyone in the world.

Adam Foroughi: The other side of this that's important to understand is, as we go and get more publishers to look at us as an advertising monetization platform, we're not competitive with really anyone in the world. You can imagine any type of publisher that's sitting out there outside of the really big walled gardens are gonna want monetization support. It's not particularly easy to place a game ad on a social network or a music streaming site or a show streaming business. However, you can imagine e-commerce would place pretty well. Tied back to your first question, things like lead generation and things like fintech would place really well as well.

Speaker #3: So you can imagine any type of publisher that's sitting out there outside of the really big walled gardens are going to want monetization support.

Speaker #3: It's not particularly easy to place a game ad on a social network or a music streaming site or a show streaming business. However, you can imagine e-commerce would place pretty well and tied back to your first question.

Speaker #3: Things like lead generation and things like fintech would place really well as well. And so as we start going out to these other categories, build the models for them, bring on the demand, in parallel, we're going to go to get more supply, both on mobile and then hopefully execute on the connected TV strategy as well.

Adam Foroughi: As we start going out to these other categories, build the models for them, bring on the demand, in parallel, we're gonna go to get more supply, both on mobile, and then hopefully execute on the connected TV strategy as well. This is all on our roadmap. It's stuff that we're actually working on and thinking about today. It's not stuff that I would say for 2026 is gonna have any material financial impact. As we think about our business, our job is to execute on things today that'll help the coming years. That's one of the key bullets that we care about. Now, on the first question of advertiser demand expansion, I'll start with we're never gonna get into branding. We believe everything should be performance when it comes to advertisers.

Speaker #3: So this is all on our roadmap. It's stuff that we're actually working on and thinking about today. It's not stuff that I would say for 2026 is going to have any material financial impact.

Speaker #3: But as we think about our business, our job is to execute on things today that'll help the coming years. That's one of the key bullets that we care about.

Speaker #3: Now, on the first question of advertiser demand expansion, I'll start with we're never going to get into branding. We believe everything should be performance when it comes to advertisers.

Speaker #3: So if you think about our business today, almost all of it drives to revenue generation for advertisers. But we're missing a huge category, leads.

Adam Foroughi: If you think about our business today, almost all of it drives to revenue generation for advertisers, but we're missing a huge category: leads. If you think about some of the biggest advertisers on social, you've got e-commerce, you've got gaming, you have apps that drive to subscription. Those businesses are all revenue-generating businesses. We do that well. The other huge category are things like auto insurance, health insurance, fintech, food delivery. These are things that are structured around a lead. We're missing that today. We're in the midst of testing a model around that right now. As we roll that out, we're gonna be sort of in the early stages of what we were when we rolled out the original consumer vertical, what we called e-commerce six quarters ago. We'll be at that same stage, but that's something that we're gonna invest in.

Speaker #3: If you think about some of the biggest advertisers on social, you've got e-commerce, you've got gaming, you have apps that drive to subscription. So those businesses are all revenue-generating businesses.

Speaker #3: We do that well. The other huge category are things like auto insurance, health insurance, fintech, food delivery. These are things that are structured around a lead.

Speaker #3: Now, we're missing that today. We're in the midst of testing a model around that right now. And as we roll that out, we're going to be sort of in the early stages of what we were when we rolled out the original consumer vertical, what we called e-commerce.

Speaker #3: Six quarters ago, we'll be at that same stage. But that's something that we're going to invest in. We're going to go service those kinds of advertisers.

Adam Foroughi: We're gonna go service those kinds of advertisers. The billion-plus daily active users are not just gamers, as we've proven. They're also not just gamers and shoppers for D2C products. They're gonna broadly wanna do things. Being able to service them with financial services offers, health insurance, auto insurance is a big part of our strategy.

Speaker #3: The billion-plus daily active users are not just gamers as we've proven; they're also not just gamers and shoppers for D2C products. They're going to broadly want to do things.

Speaker #3: And so being able to service them with financial services offers, health insurance, auto insurance is a big part of our strategy.

Speaker #5: Thank you.

David Hsiao: Thank you.

Stephen Ju: Thank you.

Speaker #3: Yep.

Adam Foroughi: Yep.

Speaker #1: Your next question will come from Benjamin Black with Deutsche Bank.

Operator 2: Your next question will come from Benjamin Block with Deutsche Bank.

Operator: Your next question will come from Benjamin Block with Deutsche Bank.

Benjamin Block: Great. Thanks for taking the question. Adam, on web-based or I guess consumer advertisers, across your existing customers, can you talk about the difference you're seeing across those who are having success and those who are not yet having success on Axon? Maybe what you're doing to eliminate some of those points of friction before you open up the self-serve platform in June. Secondarily, you know, we're hearing more and more developers bypass App Store fees, which obviously improves their margin. As their profitability increases, have you seen a noticeable tailwind on the gaming side?

Benjamin Black: Great. Thanks for taking the question. Adam, on web-based or I guess consumer advertisers, across your existing customers, can you talk about the difference you're seeing across those who are having success and those who are not yet having success on Axon? Maybe what you're doing to eliminate some of those points of friction before you open up the self-serve platform in June. Secondarily, you know, we're hearing more and more developers bypass App Store fees, which obviously improves their margin. As their profitability increases, have you seen a noticeable tailwind on the gaming side?

Speaker #6: Thanks for taking the question. So Adam, on web-based or I guess consumer advertisers, across your existing customers, can you talk about the difference you're seeing across those who are having success and those who are not yet having success on Axon?

Speaker #6: And then maybe what you're doing to eliminate some of those points of friction before you open up the self-serve platform in June. And then secondarily, we're hearing more and more developer bypass App Store fees, which obviously improves our margin.

Speaker #6: So as their profitability increases, have you seen a noticeable tailwind on the gaming side?

Speaker #3: Yeah. The second one's easier. So I'm just going to answer that directly. We don't notice it. It'll flow into the ecosystem as it does.

Adam Foroughi: The second one's easier, I'm just gonna answer that directly. We don't notice it. It'll flow into the ecosystem as it does. It's never gonna be uniform. The game developer ecosystem's so fragmented, as is our advertiser base. As they see benefits one-off, they might start investing, game developers tend to be risk-averse as well. It's very unlikely that there's been a massive change in economics to the net to the game developer thus far. On the first one, Actually, my mind's slipping up. Can you remind me of the question again?

Speaker #3: It's never going to be uniform. The game developer ecosystem is so fragmented as is our advertiser base. So as they see benefits one-off, they might start investing.

Speaker #3: But game developers tend to be risk-averse as well. So it's very unlikely that there's been a massive change in the economics to the net to the game developer thus far.

Speaker #3: On the first one, as you think actually, my mind's flipping up. Can you remind me of the question I asked?

Speaker #6: Success versus not success.

Benjamin Block: Success versus not success.

Benjamin Black: Success versus not success.

Speaker #3: Yeah. Okay. So when it comes to success versus not, we've talked about this before. Ad creative matters a lot. We put out blogs around this.

Adam Foroughi: When it comes to success versus not, we've talked about this before, ad creative matters a lot. We put out blogs around this. We're trying to instruct the advertisers. It turns out when we first launched this product, it was pretty easy to tell the advertisers, Port your social media ads to our platform. That was sort of almost a trap in a way because a 10-second ad that's meant to hook a user in 3 seconds is not very well suited to a 30-second video spot. What we've really been doing over the last 18 months with the customers is trying to get them to understand our placements are different. They need to really build creative for our platform. Not only that, we're starting at a point in time where demand density doesn't exist on our platform.

Speaker #3: We're trying to instruct the advertisers. But it turns out, when we first launched this product, it was pretty easy to tell the advertisers to support your social media ads to our platform.

Speaker #3: That was sort of almost a trap in a way because a 10-second ad that's meant to hook a user in three seconds is not very well suited to a 30-second video spot.

Speaker #3: And so what we've really been doing over the last 18 months with the customers is trying to get them to understand our placements are different.

Speaker #3: They need to really build creative for our platform. And then not only that, we're starting at a point in time where demand density doesn't exist on our platform.

Speaker #3: If you go to social, it's very rare that you're going to see the advertiser five times in a row. If you come to our platform, we're just getting started.

Adam Foroughi: If you go to social, it's very rare that you're gonna see the advertiser five times in a row. If you come to our platform, we're just getting started. One, this is sort of a hindrance today, but a huge opportunity over time. If we think the user's in the market for a mattress, they might see the same mattress offer five times in a row. Now, that mattress company wouldn't have had that case in social. When it comes to us, if they serve five times in a row, they better have five times the video creative, right? Now, come a year from now, if we have way more home goods advertisers because the density is inevitably going up, we would serve five different ads in those slots, which would drive our conversion rate up.

Speaker #3: And one, this is sort of a hindrance today, but a huge opportunity over time. If we think the users in the market for a mattress, they might see the same mattress offer five times in a row.

Speaker #3: Now, that mattress company wouldn't have had that case in social. When it comes to us, if they serve five times in a row, they better have five times the video creative, right?

Speaker #3: Now, come a year from now, if we have way more home goods advertisers—because the density is inevitably going up—we would serve five different ads in those slots, which would drive our conversion rate up.

Speaker #3: So thus far, we've seen success with customers that know to invest in our platform for its unique attributes. And we've seen less success for those that think just port over what they're doing elsewhere, and that's going to work out of the box.

Adam Foroughi: Thus far, we've seen success with customers that know to invest in our platform for its unique attributes. We've seen less success for those that think just port over what they're doing elsewhere, and that's gonna work out of the box. Longer term, the opportunity on our platform is large. What we're excited about is that the conversion rate's inevitably gonna go up as we get more advertiser density and drive more competition, which is gonna lower frequency of each individual advertiser to the end consumer.

Speaker #3: Longer term, the opportunity on our platform is large. And what we're excited about is that the conversion rates inevitably are going to go up as we get more advertiser density and drive more competition, which is going to lower frequency of each individual advertiser to the end consumer.

Benjamin Block: Helpful. Thank you very much.

Benjamin Black: Helpful. Thank you very much.

Speaker #6: Helpful. Thank you very much.

Speaker #3: Yep.

Adam Foroughi: Yep.

Speaker #1: Your next question will come from Alec Brundolo with Wells Fargo.

Operator 2: Your next question will come from Alec Brondolo with Wells Fargo.

Operator: Your next question will come from Alec Brondolo with Wells Fargo.

Speaker #5: Yeah. Hey, thanks so much for the question. I appreciate it. Maybe two for me. We tracked a number of apps and games that are being added to the app stores every month.

Alec Brondolo: Yeah. Hey, thanks so much for the question. I appreciate it. Maybe two for me. You know, we tracked the number of apps and games that are being added to the App Store every month. I think that March was up something like 170% year over year. It's pretty meaningful inflection. I think that the apps are probably gonna be different than the apps that were on the App Store before. I think a lot of them are vibe coded. A lot of them are being created by prosumers. I guess the question is, does the way that you distribute the mediation solution need to change in order to kind of reach this new long tail of games and apps that are being created? That's the first question. Maybe the second question.

Speaker #5: I think that March was something like 170% year over year. It's pretty meaningful inflection. I think that the these apps are probably going to be different than the apps that were on the App Store before.

Speaker #5: I think a lot of them are vibe-coded. A lot of them are being created by prosumers. And I guess the question is, does the way that you distribute the mediation solution need to change in order to kind of reach this new long tail of games and apps that are being created?

Speaker #5: So that's the first question. Maybe the second question, I think the kind of AppLovin creating a social media platform has been floating around in the zeitgeist for a couple of months.

Alec Brondolo: I think, you know, the kind of AppLovin creating a social media platform has been floating around in the zeitgeist for a couple of months. I think, you know, it keeps coming up. You did a podcast maybe a week ago, where you mentioned it again. Could we maybe just get a little bit of clarification? Is there interest in building a social media network, or maybe acquiring one? What is the thought there? Thank you.

Speaker #5: I think it keeps coming up. You did a podcast maybe a week ago where you mentioned it again. And so could we maybe just get a little bit of clarification?

Speaker #5: Is there interest in building a social media network? Or maybe acquiring one? What is the thought there? Thank you.

Speaker #3: Yeah. So the first question is a good question. Right now, a lot of the vibe-coded stuff in the world is quite a bit of slot, more than substance.

Adam Foroughi: The first question is a good question. Like right now, a lot of the vibe-coded stuff in the world is quite a bit of slop more than substance. As you go forward, what's gonna end up happening is these tools are gonna let the best developers create more content. Quality is gonna go up, the content count is gonna go up, and the need for discovery is gonna go up. That plays right into our strong suit. The better quality apps are gonna need mediation. Integration with our mediation solution is really trivial. Anyone could integrate with our mediation solution using the popular vibe coding tools today. There's nothing that we need to change there. Now, it's not our job to go monetize ten-cent-a-day monetizing apps. Like, there's not a whole lot of value in the long tail.

Speaker #3: But as you go forward, what's going to end up happening is these tools are going to let the best developers create more content. Quality is going to go up.

Speaker #3: The content count is going to go up. And the need for discovery is going to go up. So that plays right into our strong suit.

Speaker #3: The better quality apps are going to need mediation. Integration with their mediation solution is really trivial. Anyone could integrate. With their mediation solution using the popular vibe-coding tools today.

Speaker #3: So there's nothing that we need to change there. Now, it's not our job to go monetize 10 cents a day monetizing apps. There's not a whole lot of value in the long tail.

Speaker #3: But so I would say we don't get excited over the flood of apps in the App Store today. What we get excited about is the ramification of vibe-coding tools for the best developers today, if they're only going to get better as we go forward.

Adam Foroughi: I would say we don't get excited over the flood of apps in the App Store today. What we get excited about is the ramification of vibe coding tools for the best developers today. They're only gonna get better as we go forward. On the second point, I mentioned this on the podcast. We also can vibe code products. There's once upon a time we've been on TikTok, so you know that we have an interest in better monetizing social. We believe we're very good at recommendation engine technology. We have one of the world's most sophisticated advertising technology, and the possibility to work on an engagement algorithm with a social app is enticing to our team. What we look at when it comes to the world of vibe coding and just releasing products is there's very little cost.

Speaker #3: On the second point, I mentioned this on the podcast, we also can vibe-code products. And there was once upon a time we bid on TikTok.

Speaker #3: So you know that we have an interest in better monetizing social. We believe we're very good at recommendation engine technology. We have one of the world's most sophisticated advertising technologies.

Speaker #3: And the possibility to work on an engagement algorithm with a social app is enticing to our team. What we look at when it comes to the world of vibe-coding and just releasing products is there's very little cost.

Speaker #3: But what it does for your business to be able to build new products is attract more engineers. Our CTO, Giovanni,'s job is to hire the best talent in the world of recommendation systems and so the social media app is an example of something that will play that role.

Adam Foroughi: What it does for your business to be able to build new products is attract more engineers. Our CTO Giovanni's job is to hire the best talent in the world of recommendation systems. The social media app is an example of something that will play that role. Not only will it allow us to attract great talent, that team's pretty excited about the things that they're building, and we're gonna be able to test and iterate on a product in a very low cost and swift way because of the popular vibe coding tools out there.

Speaker #3: Not only will it allow us to attract great talent that teams pretty excited about the things that they're building, and we're going to be able to test and iterate on a product in a very low-cost and swift way because of the popular vibe-coding tools out there.

Speaker #5: Thank you.

Clark Lampen: Thank you.

Alec Brondolo: Thank you.

Speaker #3: Yep.

Adam Foroughi: Yep.

Speaker #1: Your next question will come from Clark Lampen with BTIG.

Operator 2: Your next question will come from Clark Lampen with BTIG.

Operator: Your next question will come from Clark Lampen with BTIG.

Speaker #6: Thanks, guys. Adam, I wanted to go back to, I guess, the hybrid conversion comments that you were making before. I think you said that none of those changes developers were seeing 10x improvements in monetization.

Clark Lampen: Thanks, guys. Adam, I wanted to go back to, I guess, the hybrid conversion comments that you were making before. I think you said that net of those changes, developers were seeing 10X improvements in monetization. Is it possible to give us like a relative comparison or some relative framing of how monetization post those changes or the bidding dynamics, I guess, post those changes compares between gaming advertisers and non-gaming advertisers? I think there's some concern that as density builds for the latter, that if they're bidding against a higher transaction value, that there could be some shift in the bidding dynamics that would be unfavorable for your gaming marketers. Is that happening or are you seeing any signs of that occurring?

Speaker #6: Is it possible to give us a relative comparison or some relative framing of how monetization posts those changes or the bidding dynamics, I guess, posts those changes compares between gaming advertisers and non-gaming advertisers?

Speaker #6: I think there's some concern that as density builds for the latter, that if they're bidding against a higher transaction value, that there could be some shift in the bidding dynamics that would be unfavorable for your gaming marketers.

Speaker #6: Is that happening, or is that are you seeing any signs of that occurring?

Speaker #3: Yeah. I mean, that's a great question, Clark. Originally, when we got into e-commerce now, what we call consumer, we were a little worried, like, is this going to cannibalize the gaming customers?

Adam Foroughi: Yeah, I mean, look, that's a great question, Clark. Originally when we got into e-commerce now what we call consumer, we were a little worried like, is this gonna cannibalize the gaming customers? We said we are wasting a lot of impressions showing game, and the model, given the opportunity to personalize ads, is gonna drive incremental transactions without cannibalizing. This business continues to grow. We talked about the billion-dollar run rate a year ago. It's much bigger now, we talked about our fastest growth month then now in April getting bigger than any month in Q4. You see the trends where it's growing, you just saw us put up a huge growth quarter where most of that growth is driven by gaming. We have yet to see any cannibalization.

Speaker #3: And we said we are wasting a lot of impressions showing game, game, game, game, game. And the model given the opportunity to personalize ads is going to drive incremental transactions without cannibalizing.

Speaker #3: Now this business continues to grow. So we talked about the billion-dollar run rate a year ago. It's much bigger now. And we talked about our fastest growth month.

Speaker #3: And then now in April, getting bigger than any month in Q4. So you see the trends where it's growing. And you just saw us put up a huge growth quarter, where most of that growth is driven by gaming.

Speaker #3: So we have yet to see any cannibalization. Not only is there an offset—meaning we have a lot of impressions that we waste—that now we can utilize for better targeted product ads.

Adam Foroughi: Not only is there an offset, which is we have a lot of impressions that we waste that now we can utilize for better targeted product ads. The other offset is, as we get more e-commerce or consumer brands to go live, we get more data into the system. The more data we get into our model benefits both kinds of advertisers. As we get more targeted with gaming ads, it's not likely we're gonna see a loss.

Speaker #3: The other offset is, as we get more e-commerce or consumer brands to go live, we get more data into the system. The more data we get into our model benefits both kinds of advertisers.

Speaker #3: So as we get more targeted with gaming ads, it's not likely we're going to see a loss. And then the third tailwind there, which frankly isn't up to us, is that these game developers I mentioned again, more sophisticated, they're going to have more titles coming out, and they're going to be doing these hybrid monetization strategies which paired with the App Store fee cuts are going to drive their monetization up a lot, their reach up a lot, and create this opportunity to really expand the ecosystem.

Adam Foroughi: Then the third tailwind there, which frankly isn't up to us, is that these game developers I mentioned, again, more sophisticated, they're gonna have more titles coming out, and they're gonna be doing these hybrid app monetization strategies, which paired with the App Store fee cuts, are gonna drive their monetization up a lot, their reach up a lot, and create this opportunity to really expand the ecosystem.

Speaker #5: Okay. That's helpful. Maybe for the next question, going back to the top, and I think following up on Matt's question around the timeline for directed model improvements that we are seeing you guys talked about a conversion rate of around 1.3% intra-quarter.

Clark Lampen: Okay, that's helpful. Maybe for the next question, going back to the top and I think following up on Matt's question around the timeline for directed model improvements that we are seeing. You guys talked about, you know, conversion rate of around 1.3% intra-quarter. It feels, I guess, at least at a high level, like we're seeing a faster pace of directed model improvements of late. Is that, you know, 1, is that right? I guess 2, if so, is there something that you guys have figured out about your underlying models that is leading to a faster pace of improvement or some unlock there? Like, could the next 1.3% come faster?

Speaker #5: It feels, I guess, at least at a high level, like we're seeing a faster pace of directed model improvements of late. Is that one, is that right?

Speaker #5: And I guess two, if so, is there something that you guys have figured out about your underlying models that is leading to a faster pace of improvement, or some unlock there?

Speaker #5: Could the next 1.3% come faster?

Speaker #3: I mean, the 1.3% comes from advertiser onboarding and model enhancements. This is really a testament to the team. What we're now further evolved at is understanding how to improve these models, right?

Adam Foroughi: I mean, like the 1.3% comes from advertiser onboarding and model enhancements. This is really a testament to the team. We're now further evolved at understanding how to improve these models, right? They understand the techniques. They've gotten more sophisticated at what they're doing. The AI research space obviously is seeing fast improvement too. You've seen an insane amount of product releases in the large language model space in short order because of everything that's happening there. A lot of those same trends apply to us, I think it starts with our team is just getting much smarter about the tests that they're doing. We have 100% seen faster improvements to the models, both across the consumer business and the gaming business, and we don't really see a reason why that's gonna slow down.

Speaker #3: So they understand the techniques. They've gotten more sophisticated at what they're doing. The AI research space, obviously, is seeing fast improvement too. You've seen an insane amount of product releases in the large language model space in short order because of everything that's happening there.

Speaker #3: A lot of those same trends apply to us. But I think it starts with our team is just getting much smarter about the tests that they're doing.

Speaker #3: So we have 100% seen faster improvements to the models, both across the consumer business and the gaming business. And we don't really see a reason why that's going to slow down.

Speaker #3: As our team of researchers get smarter about the things that they're testing, the success rate goes up, which is going to enable us to continue to push the technology forward, drive better return on ad spend.

Adam Foroughi: As our team of researchers get smarter about the things that they're testing, the success rate goes up, which is gonna enable us to continue to push the technology forward, drive better return on ad spend. That drives up same store growth. The same customers we have today should keep growing. Pair that with opening up the platform and new advertisers and new data, it makes us really excited about where we're going.

Speaker #3: That drives up same store growth, the same customers we have today should keep growing. And then pair that with opening up the platform and new advertisers and new data.

Speaker #3: It makes us really excited about where we're going.

Speaker #5: Thanks, guys.

Clark Lampen: Thanks, Adam.

Speaker #3: Yeah.

Adam Foroughi: Yeah.

Speaker #1: Your next question will come from Rob Sanderson with Loop Capital.

Operator 2: Your next question will come from Rob Sanderson with Loup Capital.

Operator: Your next question will come from Rob Sanderson with Loup Capital.

Speaker #6: Yeah, good afternoon, everybody. I wanted to go back to the video creation tool that you're in testing now. Obviously, is it mostly technology readiness that you're testing?

Rob Sanderson: Yeah. Good afternoon, everybody. I wanted to go back to the video creation tool you're in testing now, obviously. Is it mostly technology readiness that you're testing? I mean, is it too early for any learnings on how it changes spending patterns? Second question on that, I know you source multiple models, but any hiccup with OpenAI dropping Sora? Also, like, is Seedance too something you're interested in leveraging? Is that something you can leverage? As the product becomes more popular and you can see this scaling to thousands of customers, maybe, you know, more than that over time, but what are the implications for compute costs? You know, do you expect that's gonna be a drag on margin?

Speaker #6: I mean, is it too early for any learnings on how it changes spending patterns? Second question on that, I know you sourced multiple models, but any hiccup with OpenAI dropping Sora and also, is CDANS2 something you're interested in leveraging?

Speaker #6: Is that something you can leverage? And then as the product becomes more popular, and you can see this scaling to thousands of customers—maybe more than that over time—but what are the implications for compute costs?

Speaker #6: And do you expect that's going to be a drag on margin? Do you think the revenue stimulus is much higher? And you'll maybe come at lower margin, or do you think the business can absorb the costs or do you think they might be some consumption fee or something like that?

Rob Sanderson: Do you think the revenue stimulus is much higher and, you know, you have maybe comes at lower margin? You know, do you think the business can absorb the costs, or do you think there might be some consumption fee or something like that?

Speaker #3: Yeah. You got a ton of questions in there. I love it. All right.

Adam Foroughi: Yeah. Yeah, you got a ton of questions at once. I love it. All right.

Speaker #5: You got to remember them all.

Rob Sanderson: You gotta remember them all.

Speaker #3: Let's see if we can keep them straight. All right. Look, video creation tool is new for us. So we don't have right now, in terms of adoption and total volume on the platform, it's pretty low.

Adam Foroughi: Let's see if we can keep them straight. All right. Look, video creation tool is new for us, so we don't have, right now, in terms of adoption, total volume on the platform, it's pretty low. The job is to make sure that a customer can access the screen, request a video ad, and get an output that they're satisfied with. Once we clear that hurdle, and there's not a whole lot of back and forth on that, we'll roll it out. As I said earlier, I mean, we're days away from rolling it out, so we're in a pretty good spot with believing that the tool is ready. Now, we know for a fact more creatives that are catered to our platform drive up spend. That's pretty much standard.

Speaker #3: The job is to make sure that a customer can access the screen request a video ad and get an output that they're satisfied with.

Speaker #3: And so once we clear that hurdle and there's not a whole lot of back and forth on that, we'll roll it out. So, as I said earlier, I mean, we're days away from rolling it out.

Speaker #3: So we're in a pretty good spot with believing that the tool is ready. Now, we know for a fact, more creatives that are catered to our platform drive up spend.

Speaker #3: That's pretty much standard. It's really not a complex task. So we think it's going to be very beneficial, especially for the smaller customers. There are big customers that make ads for our platform.

Adam Foroughi: It's really not a complex task. We think it's gonna be very beneficial, especially for the smaller customers. There are big customers that make ads for our platform. If you think about, like, the gaming companies, not as beneficial for them. They're already investing heavily in creating ads for our platform. I mentioned on the last earnings call some of the top ones have 50,000 ads plus live at any given time. This tool isn't meant for them. The tool is meant for the long tail that we're about to onboard and a lot of these e-commerce/consumer brands that just aren't ramped up on creative production. Now, when it comes to cost, which was your last question, we're gonna roll it out where we're gonna give them sort of an unlimited access. If people start over-delivering creatives, one, it's beneficial.

Speaker #3: So if you think about the gaming companies, not as beneficial for them. They're already investing heavily in creating ads for our platform. I mentioned on the last earnings call some of the top ones at $50,000 ads plus live in any given time.

Speaker #3: This tool isn't meant for them, but the tool is meant for the long tail that we're about to onboard and a lot of these e-commerce and consumer brands that just aren't ramped up on creative production.

Speaker #3: Now, when it comes to cost—which was your last question—we're going to roll it out where we're going to give them sort of unlimited access.

Speaker #3: But if people start over-delivering creatives, one, it's beneficial. It means the tool works really well. But two, it's a revenue stream for us. We can start charging.

Adam Foroughi: It means the tool works really well. 2, it's a revenue stream for us. We can start charging. We can cap credits. There's companies out there that are raising tons of money at insanely high valuations. They're simply doing this. If we see that kind of adoption, we can just start charging for it. Frankly, the cost is gonna be so low compared to what they can generate in human-generated creatives. That would be a really good sign for the success of what we're building here. Then, I wouldn't factor this into our economic profile at all. I would not expect margin compression. This is also not our own compute. This is utilizing third-party services, so it's really just a tax that we have to pay to third-party services to utilize their compute.

Speaker #3: We can cap credits. There's companies out there that are raising tons of money at insanely high valuations. There are simply doing this. So if we see that kind of adoption, we could just start charging for it.

Speaker #3: And frankly, the cost is going to be so low compared to what they can generate in human-generated creatives, that would be a really good sign for the success of what we're building here.

Speaker #3: And then so I wouldn't factor this into our economic profile at all. I would not expect margin compression. This is also not our own compute.

Speaker #3: This is utilizing third-party services. So it's really just a tax that we have to pay to third-party services to utilize their compute. So then to your last question, which third-party services do we utilize or how's the market evolving when it comes to image and video generation?

Adam Foroughi: To your last question, which third-party services do we utilize, or how's the market evolving when it comes to image and video generation? Sora 2 is a good product. Obviously, it was one of the ones that we use underneath the hood. It going away doesn't change a whole lot. One of the nice things about being an independent company looking at all the large language models is we don't have to be favored toward any of them. You mentioned Seedance. There's other ones out of China as well. We can deploy any form of model, whether open source or closed source, in any of the categories, text, image, or video, and utilize the one that's best for the purposes that we have. You can assume we do that. We don't stick to just one.

Speaker #3: Sora 2 was a good product. Obviously, it was one of the ones that we used underneath the hood. It going away doesn't change a whole lot.

Speaker #3: One of the nice things about being an independent company looking at all the large language models is we don't have to be favored toward any of them.

Speaker #3: And so you mentioned CDANS. There's other ones out of China as well. We can deploy any form of model, whether open source or closed source, in any of the categories: text, image, or video.

Speaker #3: And utilize the one that's best for the purposes that we have. And you can assume we do that. We don't stick to just one.

Speaker #3: We want to be optimized for the field. And so that's something that we constantly do. Therefore, Sora 2 being deprecated didn't impact us at all.

Adam Foroughi: We wanna be optimized for the field. That's something that we constantly do. Therefore, Sora 2 being deprecated didn't impact us at all.

Speaker #6: I know there were six questions, but I'm going to do a follow-up anyway. Just any learnings from the audience segment and targeting like you went to prospecting campaigns to discovery campaigns?

Rob Sanderson: I know there were six questions, but I'm gonna do a follow-up anyway. Just any learnings from the audience segmenting and targeting, like you went just prospecting campaigns to discovery campaigns, like any generalization on what this is doing to unlock budget for existing customers?

Speaker #6: Any generalization on what this is doing to unlock budgets for existing customers?

Speaker #3: Yeah. I mean, look, it's simple. It helps. As you think about the three different levels of targeting, we talk about it as going to the extreme top of funnel.

Adam Foroughi: I mean, look, it's simple. It helps. As you think about, like, the 3 different levels of targeting, we talk about it as going to the extreme top of funnel. The discovery tool is to send brand-new site visitors, optimize them, and try to convert them for an advertiser. This is site visitors the customer has never seen before. That's the extreme top of funnel. You go to a prospecting campaign that's sort of like you're going a little bit further down funnel, but you're still near the top, where you're driving a new customer that's never bought before, so 0 retargeting, but something that is a new customer that might have visited the site before. Our universal campaigns are a mixture of retargeting and not.

Speaker #3: The discovery tool is to send brand new site visitors optimize them and try to convert them for an advertiser. So this is site visitors the customer has never seen before.

Speaker #3: That's the extreme top of funnel. Then you go to a prospecting campaign that's sort of like you're going a little bit further down funnel, but you're still near the top where you're driving a new customer that's never bought before.

Speaker #3: So zero retargeting. But something that is a new customer that might have visited the site before. And then our universal campaigns are a mixture of retargeting and not.

Speaker #3: And so by going from the giving this targeting that we allowed the advertiser to go complete top of funnel, middle of funnel, and bottom of funnel, we're seeing that unlock much greater aggregate budget.

Adam Foroughi: By going from given this targeting that we allow the advertiser to go complete top of funnel, middle of funnel, and bottom of funnel, we're seeing that unlock much greater aggregate budget. Most customers that care about this or have these recurring high brand loyalty type of business models usually use a mix of all three, and it gives them just more tools in the tool set. It is nice to do that for your customers. It allows them to break things down better. It allows them to change their budgets to better map to their goals. We've only seen success since we've rolled out those other incremental targeting types.

Speaker #3: Most customers that care about this or have these recurring high-brand loyalty type of business models usually use a mix of all three. And it gives them just more tools in the toolset.

Speaker #3: And so it is nice to do that for your customers. It allows them to break things down better. It allows them to change their budgets to better map to their goals.

Speaker #3: And we've only seen success since we've rolled out those other incremental targeting types.

Speaker #6: All right. Thanks, Adam.

Rob Sanderson: All right. Thanks, Adam.

Speaker #3: Yep.

Adam Foroughi: Yep.

Speaker #1: Your next question will come from Vasili Karasiov with Cannonball.

Operator 2: Your next question will come from Vasily Karasyov with Cannonball.

Operator: Your next question will come from Vasily Karasyov with Cannonball.

Speaker #5: Good afternoon, Adam and Matt. So Adam, following up with what you mentioned a couple of questions ago, you mentioned connected TV, right? And I remember, I think for 2025, you listed connected TV as your five top priorities for the year, right?

Vasily Karasyov: Good afternoon, Adam and Matt. Adam, following up with what you mentioned couple of questions ago. You mentioned connected TV, right? I remember, I think for 2025, you listed connected TV as your five top priorities for the year, right? Obviously not getting a ton of attention, but can you explain your vision there?

Speaker #5: Obviously, not getting a ton of attention, but can you explain your vision there? You say you will never do brand, right? You have world.

Adam Foroughi: Yeah.

Vasily Karasyov: You say you will never do brand, right?

Adam Foroughi: Yep.

Vasily Karasyov: You have Earl. By the way, Roku mentions Earl now and then in their shareholder letters that they integrate with them. Can you help us understand how what your vision is and how what you're doing now will sort of evolve into that? Thank you.

Speaker #5: And by the way, Roku mentioned Earl now and then, and they share all the letters that they integrate with them. So can you help us understand how what your vision is and how what you're doing now will sort of evolve into that?

Speaker #5: Thank you.

Speaker #3: Yeah. I mean, if you think about what happened, this e-commerce/consumer business just started growing really quickly. So we sort of shifted focus and said, "We don't need to take a bunch of shots on goal last year." We said, "All in, let's go make this product really scale.

Adam Foroughi: Yeah, I mean, if you think about what happened, this e-commerce/consumer business just started growing really quickly. We sort of shifted focus and said, we don't need to take a bunch of shots on goal last year. We said, all in, let's go make this product really scale. Let's build the Axon Ads Manager. Let's open up the platform. The opportunity was just too big to ignore, so we went all hands on deck on what was in front of us. That doesn't change the fact that I still believe television is massively under-monetized.

Speaker #3: Let's build the Axon Ads Manager. Let's open up the platform. The opportunity was just too big to ignore. So we went all hands on deck on what was in front of us.

Speaker #3: That doesn't change the fact that I still believe television is massively undermonetized. And truly, the holy grail of advertising when it comes to my view on advertising defining performance as being able to drive actual incremental revenue for customers is to be able to take that small, medium-sized business that can't today access the big screen and let them buy the big screen and prove that they're driving incremental value.

Adam Foroughi: Truly, the holy grail of advertising when it comes to my view on advertising, defining performance as being able to drive actual incremental revenue for customers is to be able to take that small, medium-sized business that can't today access the big screen and let them buy the big screen and prove that they're driving incremental value. If we're able to do that, we can take the customers that we're acquiring now and be able to give them a click of a button to go to the television screen. That's something that we're still working on.

Speaker #3: If we're able to do that, we can take the customers that we're acquiring now and be able to give them, with a click of a button, the ability to go to the television screen.

Speaker #3: That's something that we're still working on. So I would say.

Speaker #5: So take the creative that you generated for them and choose to place it on big screen somewhere. Is that.

Vasily Karasyov: In other words, take the creative that you generated for them and choose to place it on big screen somewhere. Is that?

Speaker #3: Exactly right. And be able to do prove to them that that big screen ad drove more revenue for them than the cost that they were paying us on it.

Adam Foroughi: Exactly right. Be able to prove to them that that big screen ad drove more revenue for them than the cost that they were paying us on it. If we can do that well, that's a massively scalable business line. It's also one that's really enticing to us because it's such an underused screen for performance marketing. It's overused for brand marketing historically. It's underused for a lot of these small to medium-sized businesses, and those are the ones that we really are building tools for. If we can help them get there, it'll grow their businesses and it'll be really dramatic growth for us. That's something that we're working on. Now, as you've seen in the past, we work on a lot of things. We don't talk about things really until we know that things are gonna work.

Speaker #3: If we can do that well, that's a massively scalable business line. And it's also one that's really enticing to us because it's such an underused screen for performance marketing.

Speaker #3: It's overused for brand marketing. Historically, it's underused for a lot of these small to medium-sized businesses. And those are the ones that we really are building tools for.

Speaker #3: So if we can help them get there, it'll grow their businesses, and it'll be really dramatic growth for us. That's something that we're working on.

Speaker #3: Now, as you've seen in the past, we work on a lot of things. We don't talk about things really until we know that things are going to work.

Speaker #3: It's easy to do extrapolation math. And you've seen us really signal new product is going to scale. And I don't know that we've been wrong once yet, right?

Adam Foroughi: It's easy to do extrapolation math. You've seen us really signal new product is going to scale, and I don't know that we've been wrong once yet, right? Like, this is early in development for connected TV. We're still working on it. At the point in time when it becomes something that's real, tangible, and we can extrapolate to big numbers, we'll start talking about it more. I just laid out for you how we think about it, and we do think it's a big opportunity for us as a company in the long term.

Speaker #3: So this is early in development for connected TV. We're still working on it. At the point in time when it becomes something that's real, tangible, and we can extrapolate to big numbers, we'll start talking about it more.

Speaker #3: But I just laid out for you how we think about it. And we do think it's a big opportunity for us as a company in the long term.

Speaker #5: Thank you very much.

Vasily Karasyov: Thank you very much.

Speaker #1: Your next question will come from Jim Callahan with Piper Sandler.

Operator 2: Your next question will come from James Callahan with Piper Sandler.

Operator: Your next question will come from James Callahan with Piper Sandler.

Speaker #7: We used to scale. How should we think about balancing the user acquisition needs between consumer, I guess now consumer, and gaming verticals?

James Callahan: Used to scale, how should we think about balancing the user acquisition needs between consumer, I guess, now consumer and gaming verticals?

Speaker #6: I think we missed the very first part of your question, Jim. Could you ask it again?

Adam Foroughi: I think we missed.

Vasily Karasyov: Yeah

James Callahan: Yeah

Vasily Karasyov: very first part of your question, Jim. Could you repeat that?

Adam Foroughi: very first part of your question, Jim. Could you repeat that?

Speaker #7: Oh, sorry. Just as e-commerce scales, how should we think about balancing needs between the consumer and gaming verticals on sort of the user acquisition side?

James Callahan: Sorry. Just as e-commerce scales, how should we think about balancing needs between the consumer and gaming verticals on sort of the user acquisition side, making sure they're both sort of happy?

Speaker #7: Make sure they're both sort of happy.

Speaker #3: Yeah. I mean, look, we don't really think about that because, as I mentioned earlier to Clark's question, we haven't seen any cannibalization effect. And so in the absence of that, our job is to continue to invest for both verticals. But the reason why we talk about the platform as a single platform is it's a single auction.

Adam Foroughi: Yeah, I mean, look, we don't really think about that because we, as I mentioned earlier to Clark's question, we haven't seen any cannibalization effect. In the absence of, our job is to continue to invest for both verticals. The reason why we talk about the platform as a single platform is it's a single auction. It's our job to deliver as much demand diversity into the model so that the model can decide how to place the ad. The two models we've talked about historically are different. We continue to invest on the gaming side, and we continue to invest on the e-commerce/consumer side. It's also our job to keep improving the underlying technology on both at rapid rates. That's something that we haven't stopped on.

Speaker #3: It's our job to deliver as much demand diversity into the model so that the model can decide how to place the ad. Now, the two models we've talked about historically are different.

Speaker #3: So, we continue to invest on the gaming side, and we continue to invest on the e-commerce/consumer side. It's also our job to keep improving the underlying technology on both.

Speaker #3: At rapid rates. So that's something that we haven't stopped on. Obviously, the gaming vertical for us is much bigger than anything else in our platform today.

Adam Foroughi: Obviously, the gaming vertical for us is much bigger than anything else in our platform today. When we met with the gaming executives in Greece, they'd taken note of the fact that our models continue to improve. We're not going and saying we're gonna slow down on one in favor of the other. We're saying we're gonna push both forward. If we continue to see gaming growing really well, we're almost certainly gonna see consumer growing faster. Because we haven't seen any cannibalization, it doesn't make us think about, okay, how do you balance the two.

Speaker #3: When we met with the gaming executives in Greece, they'd taken note of the fact that our models continue to improve. So we're not going and saying, "We're going to slow down on one in favor of the other." We're saying, "We're going to push both forward." And if we continue to see gaming growing really well, we're almost certainly going to see consumer growing faster.

Speaker #3: But because we haven't seen any cannibalization, it doesn't make us think about, 'Okay, how do you balance the two?'

Speaker #7: Okay. That's great. Thank you. And then just one more on e-com. Talked about the step up in April recently. There have been a lot of sort of new product rollouts.

James Callahan: Okay. That's great. Thank you. Just one more on e-com. Talked about the step-up in April recently. There have been a lot of sort of new product rollouts. Be curious what you'd kind of call out as, like, the biggest flag of kind of the improvement there.

Speaker #7: I'd be curious what you'd kind of call out as the biggest flag of kind of the improvement there.

Speaker #3: I mean, the product rollouts help advertisers build campaigns, launch ads. Those are sort of the basics of ad campaign management. A lot of that's going to be automated in the future too with agents.

Adam Foroughi: I mean, the product rollouts help advertisers build campaigns, launch ads. Those are sort of like the basics of ad campaign management. A lot of that's gonna be automated in the future too with agents. The most important driver of our success, especially this early in the product, is the engineers improving the model to drive better return on ad spend for advertisers at a higher scale. When we talk about we saw a big uplift, something that creates a big uplift across all is almost certainly to be an improvement on a next release version of the model.

Speaker #3: But the most important driver of our success, especially this early in the product, is the engineers improving the model to drive better return on ad spend for advertisers at a higher scale.

Speaker #3: So when we talk about we saw a big uplift. Something that creates a big uplift across all is almost certainly to be an improvement on a next release version of the model.

Speaker #7: Got it. Thank you.

James Callahan: Got it. Thank you.

Speaker #3: Yep.

Adam Foroughi: Yep.

Speaker #1: Your next question will come from Robert Culbreth with Evercore.

Operator 2: Your next question will come from Robert Culbreth with Evercore.

Operator: Your next question wil come from Robert Culbreth with Evercore.

Robert Culbreth: Great.

Speaker #6: Great. Go ahead, guys. Really appreciate the opportunity. Adam, just wanted to get your response on a couple of topics that maybe come up in conversations with some of the gaming developers.

Robert Culbreth: Great.

Adam Foroughi: Yeah.

Robert Culbreth: Thanks, guys. Really appreciate the opportunity. Adam, just wanted to get your response on, you know, a couple topics that maybe come up in conversations with some of the gaming developers. On the direct billing or web shops, obviously, there's the cost-saving side of the equation. We also hear, you know, some developers talk about that as an interesting new surface area for data capture and remarketing. Do you think that's gonna be a meaningful opportunity for the sector? Is that, you know, something that's potentially a good fit for AppLovin to develop a solution around? Second, you know, we also hear some people, you know, talking about some new creative or generative creative tools, things like playables generation and iteration or versioning.

Speaker #6: On the direct building or web shops, obviously, there's the cost-saving side of the equation, but we also hear some developers talk about that as an interesting new surface area for data capture and remarketing.

Speaker #6: Do you think that's going to be a meaningful opportunity for the sector, and is that something that's potentially a good fit for AppLovin to develop a solution around?

Speaker #6: And then second, we also hear some people talking about some of the new creative or generative creative tools, things like Playable's generation and iteration.

Speaker #6: Or versioning. Is that something that you think fits in with the platform could fit alongside some of the things that you're doing with Creative Clustering?

Robert Culbreth: Is that something that you think fits in with the platform, could, you know, fit alongside some of the things that you're doing with Creative Sets? Thank you.

Speaker #6: Thank you.

Speaker #3: Yeah. Thanks for the question. So web shops are not a space we're going to get into directly. But obviously, we benefit. So if the game developers have the capacity to get more user data, build a more intimate relationship with the user, launch things like remarketing, or even possibly ads on those checkout pages, those are things that we can play a role in.

Adam Foroughi: Yeah. Thanks for the question. Web shops is not a space we're gonna get into directly, but obviously we benefit. If the game developers have the capacity to get more user data, build a more intimate relationship with the user, launch things like remarketing or even possibly ads on those checkout pages, those are things that we can play a role in. We don't need to be the one responsible for the billing, though. When it comes to the generative creative tools, it's not our goal to just stop on video and interactive pages. Eventually, we'll have playables, and hopefully over time, using these tools, we can create more types of templates as well. There's no desire or expectation that for the rest of our existence we're only gonna serve videos and playables in gaming.

Speaker #3: We don't need to be the one responsible for the billing, though. When it comes to the generative creative tools, it's not our goal to just stop on video and interactive pages.

Speaker #3: Eventually, we'll have playables. And hopefully, over time, using these tools, we can create more types of templates as well. There's no desire or expectation that for the rest of our existence, we're only going to serve videos and playables and gaming.

Speaker #3: It's very possible there'll be other types of ad formats, and as we get into high iteration mode using the LLMs, it's plausible we'll land on new techniques too that can create better response from consumers.

Adam Foroughi: It's very possible there'll be other types of ad formats, and as we get into high iteration mode using the LLMs, it's plausible we'll land on new techniques too that can create better response from consumers. Now, today, the game developers already use a lot of these tools to create way more content into our system. I really doubt any customer created 50,000 plus ads by hand. These tools are already benefiting us as a platform that's closed loop and this large scale, and also really for the game developer, the first destination. If they're gonna spend money on AI tools to create ads, they're gonna start with let's create ads for the Axon platform, and then they're gonna go beyond that.

Speaker #3: Now, today, the game developers already use a lot of these tools to create way more content in our system. I really doubt any customer created 50,000-plus ads by hand.

Speaker #3: So these tools are already benefiting us as a platform that's closed-loop, and this large scale, and also really for the game developer, the first destination.

Speaker #3: If they're going to spend money on AI tools to create ads, they're going to start with, 'Let's create ads for the Axon platform,' and then they're going to go beyond that.

Speaker #3: So we're already seeing a benefit, but I think that benefit will continue to grow as we get better at building out these tools ourselves.

Adam Foroughi: We're already seeing a benefit, but I think that benefit will continue to grow as we get better at building out these tools ourselves.

Speaker #6: Great. Thank you.

David Hsiao: Great. Thank you.

Robert Culbreth: Great. Thank you.

Speaker #3: Yep.

Adam Foroughi: Yep.

Speaker #1: Your next question will come from Martin Yang with Opco.

Operator 2: Your next question will come from Martin Yang with OPCO.

Operator: Your next question will come from Martin Yang with OPCO.

Speaker #7: All right, thank you for taking my question. My question first is on the consumer side. The strength you saw in April—if you break it down—is that from newer cohorts that onboarded since Q4 last year, or from more mature cohorts?

Martin Yang: Hi, thank you for taking my question. My question first is on the consumer side. The strength you saw in April, if you break it down, is that from a newer cohorts that onboarded since Q4 last year or from a more mature cohorts?

Adam Foroughi: Yeah, Martin. It's from both. I mean, newer cohorts are never gonna ramp up all that much. If you recall, I just mentioned, call it over $70,000 in the front year. You're not talking about a lot of advertiser spend per month over the cohorts that we've gotten. Yeah, you could say, like, if we're seeing material growth, it almost certainly is coming from the current existing customer base as they see the product improving. What we care about is growth from those existing customers. If your current cohorts are growing much faster than expected, it's with certainty you're gonna be able to open up your platform and get new customers. That's something that we just know is a function that's inevitable. We don't want growth from new to distract from the need to create growth from pre-existing.

Speaker #3: Yeah, Martin. It's from both. I mean, newer cohorts are never going to ramp up all that much. So if you recall, I just mentioned call it over 70,000 dollars in the front year.

Speaker #3: So you're not talking about a lot of advertiser spend per month over the cohorts that we've gotten. So you could say if we're seeing material growth, it almost certainly is coming from the current existing customer base.

Speaker #3: As they see the product improving, what we care about is growth from those existing customers. If your current cohorts are growing much faster than expected, it's with certainty you're going to be able to open up your platform and get new customers.

Speaker #3: That's something that we just know is a function that's inevitable. We don't want growth from new to distract from the need to create growth from pre-existing.

Speaker #3: So we're always fixated on growth from current as the most important KPI that we want to see. And that's exactly what we're seeing as we improve the models.

Adam Foroughi: We're always fixated on growth from current as the most important KPI that we wanna see, and that's exactly what we're seeing as we improve the models.

Martin Yang: The second question on the new features and tools you created for your consumer customers, what about the gaming side? Are those customers getting as many new features and updates as the consumer side?

Speaker #7: And the second question on the new features and tools you created for your consumer customers—what about the gaming side? Are those customers getting as many new features and updates as the consumer side?

Speaker #3: Yeah. I mean, look, on the underlying model, the gaming models are continuing to evolve as quickly as the consumer side. So that's why gaming you keep seeing is growing really, really quickly.

Adam Foroughi: I mean, look, on the underlying model, the gaming models are continuing to evolve as quickly as the consumer side. That's why gaming you keep seeing is growing really quickly. There's nothing that suggests we should be growing gaming at the scale that we operate at this quickly, other than we have to be improving the model really quickly. On the ad creative side, I just mentioned, like, these gaming companies are already really sophisticated. They don't need the tools to be ready for them as much as the consumer advertisers. It's our job to make the consumer advertisers scale, get better at these tools for the gaming customers as well. I just touched on that eventually we'll have a playable generator as well.

Speaker #3: There's nothing that suggests we should be growing gaming at the scale that we operate at this quickly, other than we have to be improving the model really quickly.

Speaker #3: On the ad creative side, I just mentioned these gaming companies are already really sophisticated. They don't need the tools to be ready for them.

Speaker #3: As much as the consumer advertisers. It's our job to make the consumer advertiser scale but then get better at these tools for the gaming customers as well.

Speaker #3: So I just touched on that eventually we'll have a playable generator as well. So we'll get into all these categories. But right now, because the tools are so early, the lowest hanging fruit for us was the consumer vertical.

Adam Foroughi: We'll get into all these categories, but right now because the tools are so early, the lowest hanging fruit for us was the consumer vertical.

Speaker #7: Got it. Thank you. That's it for me.

Martin Yang: Got it. Thank you. That's it for me.

Speaker #1: Your next question will come from Ralph Shackert with William Blair.

Operator 2: Your next question will come from Ralph Schackart with William Blair.

Operator: Your next question will come from Ralph Schackart with William Blair.

Speaker #8: Question. Hey, Adam. Hey, Matt. Just two quick ones. It doesn't look like the macro impacted you in the quarter, but just kind of curious, Adam, anything you're hearing out there, particularly probably the e-com customers or advertisers with the oil prices where they are? And then talking to ad buyers into your quarter, we're hearing retention rates.

Ralph Schackart: Good morning. Hey, Adam. Hey, Matt. Just two quick ones. Doesn't look like the macro impacted you in the quarter, but just kinda curious, Adam, anything you're hearing out there, particularly probably the e-com customers or advertisers with oil prices where they are. Talking to ad buyers interquarter, we're hearing retention rates were a lot higher than at least the people we've been talking to on the self-serve product. I'm just kinda curious if that's something you're also observing on a broader basis on your platform. Thanks a lot.

Speaker #8: We're a lot higher than at least the people we've been talking to on the self-serve product. And just kind of curious if that's something you're also observing on a broader basis on your platform.

Speaker #8: Thanks a lot.

Speaker #3: Yeah. I mean, the first one, we don't tend to get much macro impact. We're selling revenue and profit to advertisers. So if they're buying profit, they're not going to come cut the dollar that's driving them the best ROI on their advertising.

Adam Foroughi: Yeah. I mean, like the first one, we don't tend to get much macro impact. We're selling revenue and profit to advertisers. If they're buying profit, they're not gonna come cut the dollar that's driving them the best ROI on their advertising. It's not something that we really see. On the consumer side, where you'd say broader set of customers around the economy, most of our customers still are Western as we haven't yet really launched an effort to go get customers around the world. I'd say short is no impact from us, but I don't know that we have the visibility to even know. It's very likely that just the structure of our business selling revenue and profit to customers makes us pretty insulated from macro trends long term.

Speaker #3: So it's not something that we really see. And then on the consumer side, where you'd say broader set of customers around the economy, most of our customers still are Western.

Speaker #3: As we haven't yet really launched an effort to go get customers around the world. So I'd say short is no impact from us, but I don't know that we have the visibility to even know.

Speaker #3: And it's very likely that just the structure of our business—selling revenue and profit to customers—makes us pretty insulated from macro trends long term.

Speaker #3: On the self-service retention rates, I guess is your question, are we seeing strong retention from self-service customers? Yeah, yeah, for sure. I mean, I mentioned a few minutes ago that if they get to 30 days of spend, there's first, get them live, which we're continuing to work to improve.

Adam Foroughi: On the self-service retention rates, I guess is your question, are we seeing strong retention from self-service customers?

Ralph Schackart: Yeah.

Adam Foroughi: Yeah, yeah, for sure. I mean, I mentioned a few minutes ago that if they get to 30 days of spend, there's first like get them live, which we're continuing to work to improve. Once they get live, if they get to 30 days of spend, customers almost never churn on our platform. It's our job to get them there. We see pretty low churn overall when customers go live relative to what you would expect on products like these because we're selling, again, we're selling profit to them. They launch, they see good return on ad spend out of the box. It costs very little for them to see that, they continue to invest in the platform.

Speaker #3: But once they get live, if they get to 30 days of spend, customers almost never churn on our platform. So it's our job to get them there.

Speaker #3: But we see pretty low churn overall when customers go live, relative to what you would expect on products like these. Because we're selling—again, we're selling profit to them.

Speaker #3: So, they launch, they see good return on ad spend out of the box. It costs very little for them to see that. Then they continue to invest in the platform.

Speaker #3: And that's why when we look at a product offering that today has less than a 30-day breakeven on the marketing dollars that we're spending, that's really exciting.

Adam Foroughi: That's why when we look at a product offering that today has less than a 30-day break even on the marketing dollars that we're spending, that's really exciting. Obviously, if you have really strong retention long term and those cohorts, net dollar retention is gonna be pretty strong as well, and you break even that quickly, you're gonna make a lot of money as you go get more customers.

Speaker #3: Obviously, if you have really strong retention long term in those cohorts, net dollar retention is going to be pretty strong as well. And if you break even that quickly, you're going to make a lot of money as you go get more customers.

Speaker #8: Makes sense. Thanks, Adam.

Ralph Schackart: Makes sense. Thanks, Adam.

Speaker #1: Your next question will come from Tim Nolan with SSR. Tim, feel free to turn on your camera, unmute, and ask your question.

Operator 2: Your next question will come from Tim Nollen with SSR. Tim, feel free to turn on your camera, unmute, and ask your question.

Operator: Your next question will come from Tim Nollen with SSR. Tim, feel free to turn on your camera, unmute, and ask your question.

Speaker #8: I'm ready.

Tim Nollen: I'm ready if.

Jonathan Keyes: I'm ready if.

Speaker #1: We'll move. Yes, we'll move to Jonathan Keyes with Daywell.

Operator 2: Yes, we'll move to Jonathan Keyes with ING.

Operator: Yes, we'll move to Jonathan Keyes with ING.

Speaker #8: Okay. Waiting patiently here. So glad to make it. And yeah, you guys can squeeze me in. I guess I wanted to ask a strategy question.

Tim Nollen: Okay.

Jonathan Keyes: Okay.

Tim Nollen: Go for it.

Operator: Go for it.

Tim Nollen: Waiting patiently here. Glad to make it, and yeah, you guys can squeeze me in. I guess I wanted to ask a strategy question. You're now talking about this as consumer, which is many verticals. In the past, you talked about going after transactional base, and now you're starting with transaction and lead base, talking about the three parts of the funnel. You know, the question that you guys have, I'm sure, received, when you were first going to go into e-commerce and now it came to mind again as you talk about consumer with the many verticals. Isn't it too much? I mean, that's really good 'cause you focus on just one vertical, mobile games. You're, you know, that you guys dominate that, right?

Jonathan Keyes: Waiting patiently here. Glad to make it, and yeah, you guys can squeeze me in. I guess I wanted to ask a strategy question. You're now talking about this as consumer, which is many verticals. In the past, you talked about going after transactional base, and now you're starting with transaction and lead base, talking about the three parts of the funnel. You know, the question that you guys have, I'm sure, received, when you were first going to go into e-commerce and now it came to mind again as you talk about consumer with the many verticals. Isn't it too much? I mean, that's really good 'cause you focus on just one vertical, mobile games. You're, you know, that you guys dominate that, right?

Speaker #8: You're not talking about this as a consumer, which as many verticals. And then in the past, you talked about going after transactional-based. And now you'll start with transaction and lead-based, talking about the three parts of the funnel.

Speaker #8: The question that you guys I'm sure received when you were first going to go into e-commerce. And now it came to mind again as you talk about consumer with the many verticals.

Speaker #8: Isn't it too much? I mean, you guys got really good because you focus on just one vertical, mobile games. Just that you guys dominate that, right?

Speaker #8: And now you're taking that expertise over to e-commerce and the verticals within consumer, understood. But you're also talking you have to have two separate models and stuff like that.

Jonathan Keyes: Now you're taking that expertise over to e-commerce and the verticals within consumer, understood. You're also talking when you have to have two separate models and stuff like that, and, you know, resources can be scarce. You know, that question pops up again in terms of are you doing too much? Especially, like, you're still trying to gain traction with, like, you know, the video ad market, the TV ad market. I'll leave it with that.

Speaker #8: And resources can be scarce. That question pops up again: Are you doing too much? Especially when you're still trying to gain traction with the video ad market, the TV ad market.

Speaker #8: So I guess that's the I'll leave it with that. So yeah.

Adam Foroughi: Yeah. Look, it's a good question. We have a great team. People love working hard. They love the products that they're working on. We've never reached the point of too much. I mean, it's one of those things where, like, it's easy to look at how lean we are and think, "Okay, they can't do more." These incremental products are things that we understand really well. Their goal is to go better monetize the audience that we have. As we talk about, like, launching cost per lead model, getting into lead gen, it's not a materially big lift compared to what we've already done, 'cause we know really what we have to do. We talked about in the talk track, giving our dashboard access to agents or any of the popular LLMs.

Speaker #3: And look, it's a good question. We have a great team. People love working hard. They love the products that they're working on. And we've never reached the point of too much.

Speaker #3: I mean, it's one of those things where it's easy to look at how lean we are and think, "Okay, they can't do more." But these incremental products are things that we understand really well.

Speaker #3: Their goal is to better monetize the audience that we have. And so, as we talk about launching a cost-per-lead model, getting into lead gen, it's not a materially big lift compared to what we've already done.

Speaker #3: Because we know really what we have to do. Then we talked about, in the talk track, giving our dashboard access to agents or any of the popular LLMs.

Speaker #3: Eventually, you can imagine advertisers will just be able to use their favorite LLM, take all the actions they need in our dashboard, automatically create the video and end cards, get live, get profits, get leads, scale.

Adam Foroughi: Eventually, you can imagine advertisers will just be able to use their favorite LLM, take all the action they need in our dashboard, automatically create the video and end cards, get live, get profits, get leads, scale. That doesn't require a lot of effort from us. A lot of this stuff in the world that we're going into is gonna go automated, and then it's up to our team of really sophisticated engineers to build great product. Then it's up to our business team to make sure that the business and growth marketing teams to make sure that our brand is recognized and the customers come to our platform. Those are things that overlap to everything that we're talking about here, whether it's the lead gen model or the connected TV model.

Speaker #3: That doesn't require a lot of effort from us. A lot of this stuff in the world that we're going into is going to go automated.

Speaker #3: And then it's up to our team of really sophisticated engineers to build great product. And it's up to our business team to make sure that the business and growth marketing teams make sure that our brand is recognized and the customers come to our platform.

Speaker #3: Those are things that overlap to everything that we're talking about here, whether it's the lead gen model or the connected TV model. So what gets us excited about that is all of these growth vectors, also including just getting more supply are all really related to each other.

Adam Foroughi: What gets us excited about that is all of these growth factors, also including just getting more supply, are all really related to each other. A lot of this effort is not meant for this year, again. Like, we're not saying we're gonna race after this opportunity and count on it this year. We don't need to count on anything this year. This business is growing really fast. What we're talking about is a whole bunch of related opportunities that are really large that will hopefully set us up for exceptional growth rates and profitability expansion over the coming years.

Speaker #3: And a lot of this effort is not meant for this year again. We're not saying we're going to race after this opportunity and count on it this year.

Speaker #3: We don't need to count on anything this year. This business is growing really fast. What we're talking about is a whole bunch of related opportunities that are really large.

Speaker #3: That will hopefully set us up for exceptional growth rates and profitability expansion over the coming years.

Speaker #8: Great. All right. Thank you. Good luck.

Jonathan Keyes: Great. All right. Thank you.

Adam Foroughi: You're welcome.

Operator 2: That concludes the question and answer session for this quarter. We thank you all for joining us today. Have a good afternoon.

Operator: That concludes the question and answer session for this quarter. We thank you all for joining us today. Have a good afternoon.

Adam Foroughi: Thank you.

Operator 2: Goodbye.

Operator: Goodbye.