Good afternoon, ladies and gentlemen, and welcome to the LiveRamp Fiscal 2020 Second Quarter Earnings Call. As a reminder, this conference call is being recorded. I would now like to turn the call over to your host, Lauren Dillard, Head of Investor Relations.

Thank you, Operator. Good afternoon, and welcome. Thank you for joining us to discuss our fiscal 2020 Second Quarter results. With me today are Scott Howe, our CEO; Warren Jenson, President and CFO; and James Arra, President and Chief Commercial Officer. Today's press release and this call may contain forward-looking statements that are subject to risks and uncertainties that could cause actual results to differ materially. For a detailed description of these risks please read the Risk Factors section of our public filings in the press release. A copy of our press release and financial schedules, including any reconciliation to non-GAAP measures is available at liveramp.com. Also during the call today, we'll be referring to the slide deck posted on our website. At this time, I'll turn the call over to Scott.

Thank you, Lauren. Good afternoon and thanks for joining us today. We delivered another outstanding quarter. Highlighted by record bookings, accelerating top line growth, growing ecosystem momentum and a relentless focus on improving operational execution. For the quarter, total revenue was up 39%. Our subscription business grew 31%, driven by our enterprise and agency channel and Marketplace and other was up over 80%, fueled by the continued strength of our data marketplace and acceleration of our advanced television business. From an operational standpoint, we made significant strides to scale our infrastructure and build a strong pipeline of customer-focused product innovation. During the quarter, our engineering teams completed the migration to the Google Cloud, establishing a solid foundation for durable long-term growth. In addition, our integration of Data Plus Math is pacing ahead of plan. Customers remain incredibly excited about the combination and our field teams are seeing early indicators that validate the large cross-sell opportunity. And finally, we remain disciplined in our approach to capital allocation and are delivering on our commitment to you, our shareholders. During the quarter, we repurchased more than $80 million of stock, and fiscal year-to-date have repurchased approximately $100 million. Our recent momentum is being fueled by the strong secular trends facing enterprise marketers today. As the world becomes more multichannel, consumer behavior is shifting and organizations are increasingly realizing that true competitive advantage lies in providing meaningful customer experiences, experiences that are personalized, relevant and cohesive across all channels and interactions. Data is at the center of this, and data-driven experiences are the key to brand differentiation and retention. In concert, consumer expectations are at an all-time high and data privacy and security are more important today than ever before. Identity and data connectivity play a critical role in each of these megatrends, and…

Great. Thanks a lot, Scott, and good afternoon, everyone. As Scott said, LiveRamp had a very solid quarter. We're seeing great progress with many of the initiatives we put in place over the last few quarters, as was demonstrated by our strong performance in Q2. I'd like to spend the next few minutes accomplishing a few things. First, a quick review of our high level go-to-market strategy we outlined at Analyst Day 1 year ago. Second, I'll share with you some of the programs we've put in place to execute against this strategy. And third, I'll review a few of the key metrics we are tracking that give us confidence we are on the right path, we are executing well, and we are setting the groundwork for $1 billion revenue goal in FY '24. Let's review the go-to-market strategy we outlined a year ago. As we discussed then, our high level strategies similar to many SaaS technology companies, land and expand. We focus our commercial efforts on engaging the right set of prospects, enabling them with our platform and ultimately growing our committed revenue with them by activating more and more high-value use cases. But given the platform nature of our business, our go-to-market strategy has an additional lever beyond land and expand. We also have the ability to extend by enabling incremental marketplace revenue streams outside of our core subscription business. LiveRamp's unique position in the market allows us to land, expand and [indiscernible]. So how are we doing against this strategy. Let's start with the land portion. As Scott stated, Q2 was our largest booking quarter ever, beating our previous record by more than 50%. We closed our largest new logo deal in recent history, a multiyear partnership with a major marketing cloud provider. We also closed 5…

Thanks, James, and good afternoon, everyone. We're pleased to report another great quarter, highlighted by the strength of both our subscription revenue growth and the outstanding performance marketplace. A few call-outs. Our business is strong, demonstrating its importance in the ecosystem and its durability. Revenue was $90 million, up 39%. Excluding the impact of Facebook, revenue was up 43%. Subscription revenue of $72 million was up 31% and represented approximately 80% of total revenue. Marketplace had a blow-away quarter, revenue of $18 million increased by 118%. While transactional, make no mistake, this business is highly predictable, highly accretive and a durable part of the ecosystem. Our growth has been consistent and consistently strong. Looking at the last 14 quarters, revenue has increased by more than 40% in 11 quarters and by more than 30% in 13. Even more importantly, ARR has grown by more than 30% in 13 of the last 14 quarters. Next, operationally, we continue to tighten. Our gross margin is again climbing and was 63% this quarter. Excluding transition spending of $5 million, our non-GAAP operating loss was $15 million. Our migration to the Google Cloud is now complete. Data Plus Math and factor are fully integrated, transition spending is behind us. We have finished any material transition service reliance on Acxiom. And lastly, as you look at your estimates for Q3, you'll see we are getting close to cash flow breakeven. Finally, we continue to support our shareholders. In the quarter, we repurchased 1.7 million shares for $80 million. Fiscal year-to-date, we have repurchased 2.1 million shares for approximately $100 million. Now for the remainder of my remarks, I'd like to provide and talk about the four corners of LiveRamp's growth and update our guidance. Four corners of growth. Please turn to Slide 9. This chart…

[Operator Instructions]. Your first question comes from the line of Dan Salmon with BMO Capital Markets.

Maybe, Warren, I could just follow-up on the guidance for a moment, and your comment a moment ago about derisking for CCPA. I'd just like to understand what you mean there a little bit better because when we look at your retention ratio is reaccelerating, when we look at some of the big partnerships you signed with other players in the ecosystem lately. It seems like the opposite. It seems like your business is picking up, and people are coming to you in light of that. So when you talk about derisking the guidance for that, is that a thought about being cautious on how much that acceleration continues, or is it more around the, sort of, actual technical impact that it could have to the methodology for your products? And then I've just got 1 follow-up after that.

Great. Well, let me say a couple of things, Dan, is, one, we feel appropriately confident in our back half outlook. There are several things that we think are 100% working in our favor, an incredibly strong performance in ARR. As both James and Scott mentioned, we had an incredible bookings quarter as well. Marketplace, last quarter's 76% growth, 118% growth this quarter. So when we look at ARR, we look at the strength of marketplace, we look at the strength of our current portion of RPO backlog and our overall metrics. We feel appropriately confident in the back half of the year and our forward growth outlook. Now that said, we also refreshes relative to the impact of CCPA. We don't know everything. So we've given a lot of extra care to look at our bookings, to look at our closure rates, what's in our pipeline. Some of the technical challenges that we're working through. And as best we could, we tried to derisk that in our guidance to ensure that we, in fact, do deliver on what we say. As I mentioned, we don't have perfect knowledge. There's still a lot to be done but we feel we've been appropriate in taking into account both our confidence in our forward outlook along with trying to take some measure for the things that are uncertain.

Great. And then maybe just 1 follow-up, thinking about going a little further down the income statement, just to margins without giving any guidance or anything. As you noted a moment ago, you've gotten past a lot of -- I don't know if we -- relatively temporary costs, whether that's the shift to Google Cloud, whether that's, sort of, lingering transaction costs, sort of, grinding a little bit past the standup of the corporate cost for the company a year after now being independent. Warren, do you think you're back to a point, sort of, pre-sale of the legacy Acxiom assets, where LiveRamp really enjoyed a nice time within the company there where both you were investing in products but also delivering margin at the same time. It feels like you're back to that, sort of, position, but I'd love to hear more color on that.

I would tell you, yes. Now, obviously, growth is never linear, not every ratio is going to go in the right direction every single quarter. But we feel, Dan, just as you highlighted, this is really an inflection point. This has been a massive year of considerable transformation and transition at LiveRamp. We stood up a public company infrastructure, we migrated in really record speed to the Google Cloud. And now we're at this inflection point, where it's all behind us. As we prepared for the call, and we're talking about this inflection point. The best way we could summarize it was to say that literally from this point forward, every single line item in our income statement can benefit from revenue leverage. And again, it's not always going to be exactly linear on every line. But in principle, we are now at a point to deliver on exactly the point you just made.

Your next question is from the line of Shyam Patil with SIG.

This is Oliver on for Shyam. So I just wanted to ask, what's the right way to think about net client adds going forward? And I also know that OE to talk on international, but can you discuss some of your progress and adoption rates in other countries?

Sure. So this is James. I'll start on the net customer adds. So we're -- we've been consistent right about a net customer at around 30 or so between 25 and 30 per quarter, and that's the trend we expect to see moving forward. Now there's certainly some opportunity for us to expand that, but that's really what we've built into our model at this point, and we feel pretty good about being able to hit that quarter in and quarter out.

Great. And then let me chat just for a moment about international. In terms of product adoption, I'd say there are 3 things that we're focused on internationally that are working extremely well, and we believe have a lot of long-term promise. First thing is what we're doing in our data sharing platform. And many of you have heard us talk about the work that we've done with carefor. We believe this is breakthrough. The second thing is measurement. And then the third thing, while it's still very nascent is TV. Now in the near term, though, I want everybody to be aware that while we're seeing tremendous long-term demand from customers. There are a couple of short-term transition things that we're going through, that will reduce our growth rates repeat that again, our growth rates in the near term, specifically. As I think many of you are aware, the ICO, which is the U.K. regulator issued guidance for RTB this past summer. The implementation of that guidance, which we and the industry are going through, is slowing our growth right now, in particular, in the U.K., but it is having an impact and will have an impact in the back part of the year. The second transition that we're going through, which we believe will benefit us in the long-term is the shift away from third-party data in Europe to more second-party data or very natural data sharing relationships just as we're doing today, and I alluded to with carfor. So the good news is that we're in a position to be a primary beneficiary of this shift towards second-party data. And at the same time, what we know is that we're seeing significant demand for our data sharing platform as well as for measurement and early positive signs in TV.

Your next question is from the line of Stan Zlotsky with Morgan Stanley.

A couple of quick questions from my end. One, on -- just putting us a finer point on Dan's question earlier. When we think about CCPA and potential -- potentially impact, whether positive or negative, which ever one. Is next year maybe a better year for us to be thinking about more material impacts as we set our models. And then I have a quick follow-up.

Yes. So Stan, this is Scott. CCPA takes goes into effect on Jan 1 or potentially 6 months from when the final regulations are written, so any impact we would expect to see next year. That said, we've spent the better part of the last 6 months, preparing ourselves for CCPA in terms of remediating our policies, all of our client contracts and ensuring that privacy by design is built into all of our products. The hard part won't be, quite frankly, our readiness. But rather, it's helping all of our clients and partners ensure that they're ready as well. And again, I think we're way in front of the curve here and GDPR has been a good blueprint for us to follow. The fact that we purchase Factor is a big thing because it allows us to get consent management in front of all of our partners, such that they can do that in a turnkey way. Our most popular sessions for attendance at our ramp-ups, ramp-ups on the road, have been both television and CCPA, where the CCPA has been drawing standing room only. We launched the micro site and the Newsletter, so we can continue to communicate any changes with clients. And what we're finding is that there's a lot of demand from clients to us for one-on-one, legal and counseling sessions so that they'll be ready. So all this to say is I think we're really well positioned. I think that there's a flight quality here that we might be the beneficiaries of. But I will also, at the same time, say, the final CCPA language still has not been written. And so I can't say with the crystal ball that there won't be any impact. But I think we've done a good job of preparing for it.

Okay, perfect. And then a similar high-level question. A couple of announcements that you guys put out recently with the partnership with Rubicon, and yesterday, the partnership with MediaMath. Really caught our eye, specifically the MediaMath partnership given the uneven nature of that relationship that we've heard in the past. Can you maybe walk us through what those announcements mean to you guys on a going-forward basis? That's it for me.

Yes, Stan, first off, thanks for asking and noticing that. We are super excited about this partnership with MediaMath. It's been a long time coming. They are a great company, and I've known Joe, their CEO, for the better part of 10 years, and he's 1 of just the great ad tech leaders in this space. And so I like what he's doing with the source capability, and I'm really pleased that we can integrate IdentityLink into that. More broadly speaking to the string of partnerships that we've announced. I think that there are 2 things going on. Number 1 is, I think it's a validation of our entire philosophy. We have long talked about being neutral and agnostic and whatever skepticism major partners had about that, it seems to really have melted away over the last 6 to 12 months. And whether it's the APIs that we announced for Amazon's DSP, the store sales measurement capabilities that we have with Google and the Trade Desk or integrations that we have with Facebook. We are walking the walk that we aim to catalyze anyone and everyone in the industry. The second thing that I hope is not lost on anybody, is, I think this string of announcements is a measure of progress that we've made in our authenticated traffic solution and derisking the entire ecosystem for a world in which third-party cookies may not always be the standard. We started talking about ATS, like literally, 6 to 8 months ago. And where we stand now, we have 10 SSPs either under contract or already implemented, including index and rubicon, next up will be Openx and pubmatic. Then we have 20 DSPs, including the Mobi Criteo and most recently, Media Map. So I think the world has taken notice. They've standardized on IdentityLink, and I think that's good for the entire ecosystem.

Your next question is from the line of Kirk Materne with Evercore ISI.

And thanks very much for the incremental supplemental details in the deck. I really appreciate you all and Lauren putting that together. I think it's really helpful around the forward metrics. So kudos and thanks for that. I guess, maybe just to start, obviously, when you look at the ARR, sort of x-IPC, a nice jump this quarter, which is obviously great to see. Has anything changed in the marketplace? Was it just a matter of kind of being maybe a little bit more consistent in getting deals across the door, maybe upselling deals at a little bit more consistent clip. Can you just maybe provide a little bit more color on that front, that would be great to start.

Yes. So I'll go ahead and take this. This is James. Yes, I think there's a couple of things happening. First, as I mentioned in my remarks, there's a number of programs we put in place over the last few quarters, and we're starting to see the fruit from those efforts. So it is creating some really nice signals for us that we're getting better at what it is that we do, and I think that's a really good sign. The second piece of that is we're already starting to see a lot of traction developed with Data Plus Math. And I mentioned, we signed upsell deals with 9 of our existing customers around that. And that's certainly contributing to our ARR growth. And then finally, we had a couple of larger transactions this quarter. We mentioned 1 of them earlier with the marketing Cloud company. And that certainly helps us as well. So really good signals. We've got a great pipeline. We're really bullish on the second half of this year and into FY '21, some really, really good signals.

Okay. And maybe just a follow-up on, if James or Warren want to take this one. But obviously, marketplace had a huge quarter, well above what we were thinking. What kind of visibility do you have in that? You mentioned that you do have visibility into that, but it's obviously not a more traditional subscription model. So when we think out over the next couple of quarters or over the next year. How do you feel -- I guess, how do you get confidence in, sort of, those kind of growth rates are obviously probably not sustainable. But how do you get comfortable with, sort of, a more of a -- what kind of run rate that business could grow at maybe over a longer period?

Sure. I'll go and start. This is James, and then I'll hand it off to Warren to add a little more color. When you look at the durability of our revenue streams, obviously, committed revenue is most durable. But given the run rate that we have and the track record we have in our growth of marketplace. We get a lot of predictability with it. And there's things that we can do to make us feel very, very comfortable with the outlook based on historically what we have been doing. And that's really what we apply to this. Now as you said, we had a couple of really great quarters. And we don't expect and we aren't planning to have another 118% quarter in the second half of this year. But there is a lot of momentum happening on the marketplace side. Scott mentioned earlier, the third-party data API with Amazon, that could be huge for us as well. So we're seeing some really good things happening that give us a lot of confidence in our ability to continue to grow our marketplace business faster than our core growth rates.

And then, Kirk, I would only add to that, that it's about building a history of sufficient scale that this transactional revenue does become predictable. And so we now have a really pretty good handle on seasonality, our quarters are big enough that a lot of the noise is how do -- but I mean, there's still be some noise here and there. But the businesses of sufficient scale that you can actually plot the trend lines pretty clearly.

Your next question comes from the line of Tim Nollen with Macquarie.

I'd like to come back 1 more time on the net retention question. And if you could just elaborate a bit more on why you think the overall platform net retention number, the 119 [ph] number. Why are you confident that the marketplace portion of that remains strong, sustainable? I mean, it is, as you referred to, it was somewhat I guess, discretionary spending, but you seem quite confident still that you can retain those clients and continue to sell more to them. So just a bit more color on that would be great, please. And then 2 other quick ones. The -- you've talked about getting toward profitability during fiscal '21. I wonder if you have any other commentary around that and timing within that? And then lastly, still have a super strong balance sheet. Any question -- comments, please, on use of cash?

Let me take the first, let me take that.

Sure. Go ahead.

So in terms of the stability of that broader platform metrics and in particular, the data marketplace portion of it. We see a couple of trends going on that we think have fueled demand for our data marketplace. Number 1 is a flight to quality, that in times of regulation, the importance of gathering consents for data rather than a client going out and striking a number of one-off ad hoc relationships. They can access all of the ethical data providers within our marketplace, and we will have done a lot of the work for them. In addition, it's the ease of use. So again, instead of having to go out and strike 20 different contracts. We have hundreds of data suppliers available were plugged into our grid for all their available at turnkey notice. And so it's just an easier way to buy and it's a safer way to buy, which underscores that flight to quality.

Great. A couple of other things that I'd just point out in terms of our confidence and just to put some math behind the strength of the business. If you look at Slide 9 of our deck, where we presented the 4 corners of growth, these are trailing 12-month numbers. So every period represents 12 months of growth, and Q2, 49%, 68%, 60%, 60%, 81%. And so there is a trend line of very, very strong performance over multiple 12-month periods, which give us a lot of confidence. A couple of things, then to follow-up questions. First of all, we do remain committed to profitability in FY '21. We would remind everyone of something that I know Scott has said and I repeated, and that is if there is an opportunity that we feel merits doubling down on, we would not hesitate to do that. That said, we remain committed to profitability in FY '21. And in terms of our use of cash. We do have and are fortunate to be in a position of having a great balance sheet. Our capital allocation priorities remain the same. First of all, fund our growth opportunities at our operating needs to have acquisition flexibility. We want to continue, just as we've done to be very selective, but have flexibility to make acquisitions. And then just as we have in the past in that context, really support our shareholders through our share buyback.

Your next question comes from the line of Robert Coolbrith with Wells Fargo Securities.

I wanted to ask on Facebook and BYOD, I think you said you have 73 customers now bringing third-party data into Facebook to replace the partner categories functionality. Just a few questions related to that. I think a couple of quarters back, you said you had about 250 customers using the FB integration. So just -- it seems like you would have a fair amount of runway to go there, but just please correct us if we're wrong on that? Second, are you seeing this as, sort of, a starting point for broader use of BYOD for programmatic and other these. And then finally, I think part of categories was pretty popular among CPGs and some other marketers who may have had pretty limited first-party data assets. So I'm wondering if BYOD is serving as a starting point for some new customer discussions with some of those types of marketers where you might be able to help them with other things like second-party partnerships or anything you might be able to say about that.

Sure. Yes. So on the Facebook, the social package that I talked about earlier. What you were referring to is the clients that we work with, we may be pushing the first-party data into Facebook, that was the number in the 200s. So yes, there's a lot more runway for us here with the third-party data, 73 is still early, but we think there's a lot of growth still to be had with that. We're very happy with the progress we've seen over the last few quarters there. The second question you had or the second comment you had about Facebook, if you can repeat that?

Well, just are you seeing that as a starting point for broader BYOD usage in programmatic and other use cases. And then finally, is this starting to catalyze discussions with CPGs and others who might not have had really significant first-party assets you use on your platform in the past?

Yes, very much so. And as I mentioned earlier, this whole idea of these data packages that we can bring out to brand, that is a core part of our marketplace strategy and our growth strategy. And as you said, there are certain segments out there like CPG, where they don't have a whole lot of their own data and putting together packages such as the virtual CRM package that we put together or some of the various transactional packages that other companies have that they can leverage become really powerful. Facebook is 1 destination that can leverage that and these packages. There's many others that we work with, and they're using them in other places. And like I said, this is a key part of our strategy. And the other part about this that interesting is many times, even though this is marketplace revenue. Many times, we can get brands to commit revenue associated with it. So it creates a lot more predictability in this, sort of, transactional business.

Your next question is from the line of Brett Huff with Stephens.

This is Joel on for Brett. Congrats on the nice quarter. What is the biggest thing that ramp is looking out for that can make winning and TV harder?

Rick, winning and TV harder?

Like the connected TV, winning the connected TV?

Yes. I mean, I think the biggest obstacles to us in scaling the business are really, first and foremost, our own capacity to scale. And what I mean by that is, if you think about the person, the single person is probably want the most frequent flyer miles in the last quarter. It's John Hoctor, who runs our data plus math business. Virtually every, every television advertiser wants to talk to them. And so we need to duplicate his ability to evangelize the story with subject matter experts and teach our entire organization, how to tell the story to clients and how to get campaigns off the ground. Our Connected TV business was up 400% in Q2. So our issue here isn't about the obstacles to growth. It's really about how do we accelerate that growth. It's off a small base. There's a lot of excitement there hasn't really been a whole lot going on in television for 20-some years in terms of innovation, but all of a sudden, we can go in and help clients buy with much more granular data than they could with just ERPs and GRPs and on outcome-based measurement. So it's -- we think it's a big opportunity, a real big opportunity for us.

This question is from the line of David Gearhart with First Analysis.

I just have two really quick ones. Can you give us the organic revenue growth rate year-over-year for the quarter? And then also, just looking at the platform net retention rate, I think the guide was for $110 million to $115 million for Q3 and Q4. Seems to be a more noticeable step down relative to the subscription net retention rate. So just wondering if something material is coming out of there or something that we should be aware of?

No, happy to do it. We had $1 million of acquisition benefit from Data Plus Math in the quarter. And just to reiterate for everybody on the call what our guidance was. First of all, Data Plus Math is now completely integrated into our TV business. So we don't operate it as a separate subsidiary. It's integrated into our operations. That said, when we made the acquisition, we said that there would be about $5 million or are we counting on $5 million in benefit from the acquisition in this fiscal year and about $1 million of that falls within the quarter we just reported and then Figure 2 and 2 for the remainder of the year. So if TV was up 75% for the quarter, it would have been up 50% but for that $1 million. Going to the platform net retention is really all about the forest growth rate for Marketplace. So just to the question that James talked about it a little bit earlier. We're not comfortable supporting those big growth rates in Q3 and Q4. So it's just solely a reflection of a more moderate growth outlook for marketplace. They'll strong mind you but a more moderate growth rate in Q3 and Q4.

And this concludes our Q&A session. I will now turn the call back over to Warren Jenson for closing remarks.

Well, thank you again for joining us today. This was truly another great quarter for LiveRamp. Most importantly, we're really proud that we're part of an ecosystem where we're building really lasting solutions that embrace privacy consent, transparency and great customer experiences. We do believe the world needs the neutral safe haven, and we believe we are in the company. Our trend lines are clear. We built products our customers want and need. This is an inflection point. We're now through transition spending and GCP migration. We have a path to profitability, ample liquidity, and we remain incredibly optimistic about our long-term opportunity. Again, on behalf of all my colleagues at LiveRamp at all liverampers. Thanks again for joining us today.

This concludes today's conference call. You may now disconnect.