LiveRamp (RAMP) Q4 2025 Earnings Call May 21, 2025 04:30 PM ET Company Participants Andrew Borst - Vice President - IRScott Howe - CEO and DirectorLauren Dillard - Executive VP & CFOElizabeth Porter - Executive DirectorAlec Brondolo - Director - Equity Research Conference Call Participants Shyam Patil - AnalystJason Kreyer - Senior Research AnalystPeter Burkly - AnalystMark Zgutowicz - Equity Research Analyst Operator Afternoon, ladies and gentlemen, and welcome to LiveRamp's Fiscal twenty twenty five Fourt ...

Financial Performance - The company reported strong financial performance in Q4, beating expectations on both revenue and operating income, with a 10% increase in total revenue to $189 million and a 43% growth in operating income [4][27] - For FY 2025, the company achieved a 13% revenue growth, marking the third consecutive year of hitting the 10% to 15% growth target, driven by an 11% increase in subscription revenue and a 21% surge in marketplace and other revenue [5][6] - The operating margin expanded by three percentage points to 12% in Q4 and by two percentage points to 18% for the full year, marking the sixth consecutive year of margin expansion [9][36] Business Lines Performance - Subscription revenue for Q4 was $145 million, up 9%, while marketplace and other revenue increased by 14% to $44 million, with data marketplace growth at 13% [28][32] - The company added 13,100 subscription customers during FY 2025, including two new $1 million plus customers in Q4 from the financial services sector [6][7] - The annual recurring revenue (ARR) increased by $12 million quarter on quarter, with a net retention rate of 104% [29][30] Market Data - The data marketplace, which accounted for 77% of marketplace and other revenue, showed continued strength in U.S. digital ad spending, with no detected change in customer behavior due to macroeconomic conditions [32] - The company noted a significant increase in CTV advertising data bought from its marketplace, up nearly 50% for FY 2025 [101] Company Strategy and Industry Competition - The company aims to achieve the "Rule of 40" by FY 2028, targeting 10% to 15% revenue growth and 25% to 30% operating margin, with a focus on expanding its data collaboration network and enhancing media measurement capabilities [10][24] - The launch of the cross media intelligence solution is expected to drive growth by enabling marketers to measure and optimize advertising campaigns across platforms [24][49] - The company is strategically managing expenses while investing in key growth areas, including the rollout of its cross media intelligence offering and integrating AI functionality into its platform [41][42] Management Commentary on Operating Environment and Future Outlook - Management expressed cautious optimism regarding the sales pipeline, noting strong demand signals but acknowledging some customer hesitancy tied to macroeconomic uncertainty [31][38] - The company anticipates revenue for FY 2026 to be between $787 million and $817 million, reflecting a growth rate of 6% to 10%, with the macro environment being a significant swing factor [38][39] - Management highlighted the importance of ROI for clients, especially in uncertain times, and emphasized the need for effective measurement solutions [74] Other Important Information - The company achieved a record free cash flow of $153 million for FY 2025, a 51% year-over-year increase, and returned $101 million to shareholders through a share repurchase program [9][35] - The company concluded FY 2025 with $421 million in cash and short-term investments, equating to over $6 per diluted share [9] Q&A Session Summary Question: Customer reaction to cross media intelligence and growth acceleration confidence - Management expressed optimism about the cross media intelligence solution, noting strong early feedback and increased customer conversations, which suggest traction [49][52] Question: Key factors impacting revenue guidance range - The primary swing factor between the low and high ends of the revenue guidance is the macro environment, with execution on sales momentum being crucial [56][58] Question: New customer acquisition and mid-market opportunities - The company is focused on improving customer count, particularly in the mid-market, with new clean room use cases and a new pricing model expected to drive growth [63][65] Question: Impact of Google’s cookie announcement on customer sentiment - Management indicated that the announcement was largely a non-event for customers, as the industry has been moving away from cookies for years [68] Question: Sales pipeline and client hesitation - Management noted that client hesitation was observed late in Q4 but indicated that strong ROI models and value propositions helped close deals early in Q1 [75][77] Question: Clean Room solution adoption and customer segmentation - Management believes that clean room adoption is primarily a function of time and execution, with larger companies leading the way, but expects broader adoption over time [85][88] Question: Subscription net retention rate outlook - The company expects subscription net retention to stabilize between 100% and 105% in the near term, with potential for improvement as new strategies are executed [92][93] Question: RPO growth and renewal cycle - The company reported strong growth in RPO driven by successful multi-year deal renewals, indicating a positive renewal cycle [98][99] Question: Contribution from Oracle and CTV partnerships - Management noted that Oracle contributed a few points of growth, while CTV partnerships are expected to support continued strong growth in FY 2026 [101]

Customer Base and Market Position - LiveRamp serves a global customer base with over 840 direct customers and thousands of additional customers through reseller partnerships[38] - The company works with more than 500 of the largest brands and agencies, enhancing their ability to execute people-based marketing across various digital platforms[38] - As of March 31, 2025, the company had 840 direct customers, with 128 customers having subscription contracts exceeding $1 million in annual revenue[49][50] - The company’s ten largest customers accounted for approximately 25% of total revenues during the twelve months ended March 31, 2025[51] - The company received approximately 5% of its revenues from business outside the United States during the twelve months ended March 31, 2025[91] Revenue and Financial Performance - Approximately 76% of the company's revenue is derived from subscription-based arrangements sold on an annual or multi-year basis[59] - Services revenue accounts for less than 5% of total company revenue, primarily generated from project fees paid by subscribers[41] - LiveRamp generated revenue primarily from subscription fees, marketplace revenue-sharing fees, and professional services fees[212] - The company’s ten largest customers accounted for approximately 25% of revenues for the twelve months ended March 31, 2025[80] - The report indicates a significant increase in total revenue compared to the previous fiscal year, with specific figures detailed in the financial statements[193] Technology and Data Solutions - LiveRamp's Data Marketplace connects over 200 data providers, enabling seamless monetization of audience data across hundreds of marketing platforms[39] - LiveRamp's identity resolution technology offers unparalleled accuracy, enabling organizations to create a single view of the customer while protecting consumer privacy[34] - The platform supports advanced measurement and analytics through clean room technology, enhancing insight-driven innovation[35] - LiveRamp's technology helps reduce marketing waste by improving consumer identification and enabling better attribution of marketing spend[29] - LiveRamp's platform enables organizations to unify customer data across 500 partners, enhancing marketing effectiveness[213] Subscription and Pricing Model - The platform's subscription pricing is primarily based on data volume, which includes data input records and connection points[37] - Usage-based subscription revenue represented 15% of total subscription revenue for the twelve months ended March 31, 2025, consistent with the previous year[56] Growth Strategy and Market Expansion - The company aims to expand its global footprint, investing in select regions in Europe and APAC to serve existing customers[48] - The company is focused on increasing the density of its collaboration network by adding more data owner nodes to enhance advertising effectiveness measurement[43] - Future outlook suggests continued market expansion and potential acquisitions to drive growth in the upcoming fiscal year[204] Regulatory and Compliance Challenges - The company is positioned to address heightened privacy and security concerns, complying with regulations like GDPR and CCPA[30] - The regulatory framework for data privacy is evolving, with potential federal data privacy laws being discussed in the U.S.[112] - The proposed ePrivacy Regulation in the EU may require "opt-in" consent for cookie data, with significant fines for non-compliance[108] - Increased scrutiny on interest-based advertising practices may lead to regulatory changes that could impact data collection and usage[113] - The company must monitor ongoing developments in data privacy regulations to adapt its business practices accordingly[113] Competition and Market Risks - The company faces substantial competition, which could lead to decreased market share and necessitate price reductions, adversely affecting revenues and operating margins[82] - The company relies on third-party data suppliers, and any withdrawal or limitation of data could materially impact its ability to provide products and services, resulting in decreased revenues[81] Internal Governance and Management - The company’s growth strategy is contingent upon maintaining its corporate culture, which is essential for innovation and employee retention[85] - The company’s Chief Financial Officer has been in position since April 2023, overseeing finance and investor relations functions[70] - The Chief Technology Officer has extensive experience in engineering leadership and product innovation, crucial for the company’s technological advancements[72] Financial Management and Shareholder Returns - The company has not paid dividends on its common stock in the twelve months ended March 31, 2025, and has no short-term plans to do so[144] - LiveRamp's cumulative total shareholder return was 79.40% as of March 31, 2025, compared to 186.46% for the Russell 2000 index over the same period[148] - The board of directors adopted a modified common stock repurchase program allowing for up to $1.3 billion in repurchases through December 31, 2026[151] Cybersecurity and Risk Management - The company maintains a security program aligned with industry standards such as NIST CSF and ISO 27001 to mitigate cybersecurity risks[128] - LiveRamp's security program is overseen by the Board, with annual reports on enterprise risks, including cybersecurity[129] - The company engages external auditors annually to assess its security posture and compliance with standards like SOC 2 and ISO 27001[136] - The company has a third-party risk management program to evaluate the security controls of third parties with access to sensitive data[137] Operational Challenges - The company relies on third-party data center providers, and any interruptions in their services could impair the delivery of products and services, resulting in customer dissatisfaction and revenue loss[101] - The company incurs significant costs with third-party data hosting services, and any increase in these costs could negatively impact operating results[103] - Public health emergencies, such as the COVID-19 pandemic, could lead to economic uncertainty and significantly disrupt the company's operations and financial condition[94] Employee and Talent Management - The company must attract and retain qualified personnel to execute its business strategy, with competition for skilled employees increasing in the technology sector[83] - The company has made strategic amendments to its equity compensation plans, enhancing employee incentives and retention strategies[198] Financial Reporting and Internal Controls - The company assessed the effectiveness of its internal control over financial reporting as of March 31, 2025, and determined it was effective[167] - There were no changes in internal control over financial reporting that materially affected the company during the three months ended March 31, 2025[168]

Q4 FY25 Earnings Slides May 21, 2025 Cautionary Statement This presentation contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended, including, without limitation, regarding LiveRamp's (the "Company") future business prospects. These statements involve risks and uncertainties that could cause the Company's actual results to differ materially, including, but not limited to competitive p ...

Revenue Growth - Q4 revenue was $189 million, representing a 10% year-over-year increase[4] - FY25 total revenue reached $746 million, up 13% from the previous year[4] - Subscription revenue for Q4 was $145 million, a 9% increase year-over-year, and for FY25 it was $569 million, up 11%[4] - Marketplace & Other revenue in Q4 was $44 million, up 14%, and for FY25 it was $177 million, up 21%[4] - Fourth quarter annualized recurring revenue (ARR) was $504 million, an 8% increase compared to the prior year[10] - Revenues for the three months ended March 31, 2025, increased to $188,724 thousand, a rise of 9.8% compared to $171,852 thousand in the same period of 2024[25] - Revenues for FY2024 reached $659.7 million, with a 9.8% increase compared to FY2023, translating to an increase of $16.9 million[52] - The projected revenues for FY2025 are expected to reach $745.6 million, indicating a growth of 13.0% compared to FY2024[52] Operating Performance - GAAP operating loss for Q4 was $12 million, while non-GAAP operating income was $23 million[4] - FY25 operating cash flow increased by 46% year-over-year to $154 million[4] - The company reported a loss from operations of $(11,508) thousand for the three months ended March 31, 2025, an improvement of 19.4% from $(14,275) thousand in 2024[25] - Non-GAAP net earnings from continuing operations for the twelve months ended March 31, 2025, were $114,931 thousand, up from $98,151 thousand in 2024[29] - Total operating expenses for the twelve months ended March 31, 2025, were $524,266 thousand, an increase of 11.8% from $468,768 thousand in 2024[27] - The company anticipates a non-cash stock compensation expense of $82,000,000 for FY2025, which is included in the non-GAAP income from operations[68] Cash Flow and Assets - Cash and cash equivalents increased by $76,464, or 22.7%, from $336,867 in 2024 to $413,331 in 2025[39] - Total current assets rose by $54,157, or 9.0%, from $602,032 in 2024 to $656,189 in 2025[39] - Net cash provided by operating activities significantly increased to $62,580 in 2025 from $27,643 in 2024, representing a growth of 126.4%[41] - Cash, cash equivalents, and restricted cash at the end of the period increased to $413,926 in 2025 from $339,471 in 2024, a rise of 21.9%[43] Customer Metrics - The company ended FY25 with 128 customers whose annualized subscription revenue exceeds $1 million, compared to 115 in the prior year[10] - Current remaining performance obligations (CRPO) were $471 million, up 14% year-over-year[10] - Deferred revenue increased by $14,943, or 48.3%, from $30,942 in 2024 to $45,885 in 2025[39] Expenses and Losses - Research and development expenses for the three months ended March 31, 2025, were $45,926 thousand, up 1.7% from $45,161 thousand in 2024[25] - The net loss for the three months ended March 31, 2025, was $6,267 thousand, compared to a net loss of $5,373 thousand in the same period of 2024, representing a 16.6% increase in losses[25] - Basic loss per share for continuing operations was $(0.10) for the three months ended March 31, 2025, compared to $(0.09) in 2024, indicating a 2.0% increase in loss per share[25] - Total operating income for FY2024 was $11.4 million, with a margin of 1.7%[52] - The net loss from continuing operations for FY2024 was $10.1 million, compared to a net loss of $1.6 million in FY2023[52] Future Projections and Strategies - The company plans to continue focusing on market expansion and new product development to drive future growth[52] - The company plans to maintain a focus on market expansion and new product development, as indicated by the increase in R&D and marketing expenses[57] - The company emphasizes the importance of non-GAAP measures for understanding operational performance and future results, excluding items like stock compensation and restructuring charges[71] - The company plans to continue focusing on strategic evaluations and restructuring activities to align costs with business strategies[74]

Core Insights - LiveRamp reported a strong financial performance for Q4 FY25, with total revenue increasing by 10% year-over-year to $189 million, and operating cash flow rising by 46% year-over-year [1][8][6] - The company achieved a total revenue of $746 million for FY25, reflecting a 13% increase compared to the previous fiscal year [1][8][6] - LiveRamp's CEO emphasized the focus on enhancing platform usability and managing costs while navigating an uncertain macro environment [6] Q4 Financial Highlights - Subscription revenue reached $145 million, up 9% year-over-year, while Marketplace & Other revenue was $44 million, up 14% [7][8] - GAAP gross profit for Q4 was $131 million, with a gross margin of 69%, down 3 percentage points from the previous year [7][8] - Non-GAAP operating income was $23 million, with a non-GAAP operating margin of 12%, an increase of 3 percentage points year-over-year [7][8] Fiscal Year Financial Highlights - For FY25, subscription revenue totaled $569 million, up 11%, accounting for 76% of total revenue [8] - GAAP gross profit for the fiscal year was $530 million, with a gross margin of 71%, down 2 percentage points [8] - The company repurchased approximately 3.8 million shares for $101 million during FY25, with $256 million remaining under the share repurchase authorization [8][6] Additional Business Highlights - LiveRamp ended FY25 with 128 customers generating over $1 million in annualized subscription revenue, an increase from 115 in the prior year [18] - The company launched a new Cross-Media Intelligence measurement solution aimed at optimizing ad spend [18] - Current remaining performance obligations (CRPO) were $471 million, up 14% year-over-year, indicating strong future revenue visibility [18]

Company Announcement - LiveRamp will release its fiscal 2025 fourth quarter and full year earnings on May 21, 2025, after market close [1] - A conference call to discuss the results will take place on the same day at 1:30 p.m. PT [1] Conference Call Details - The conference call can be accessed via telephone at 800-715-9871 in North America or +1-646-307-1963 outside North America, with the conference call ID being 5079298 [2] Company Overview - LiveRamp is a leading data collaboration technology platform that empowers marketers and media owners to enhance and measure marketing performance [3] - The platform unites data across various stakeholders, unlocking insights and driving growth [3][4] - LiveRamp is recognized for its strict neutrality, interoperability, and global scale, helping organizations maximize data value and accelerate innovation [4]

Core Viewpoint - LiveRamp (RAMP) has received an upgrade to a Zacks Rank 2 (Buy), indicating a positive trend in earnings estimates which is a significant factor influencing stock prices [1][3]. Earnings Estimates and Revisions - The Zacks Consensus Estimate for LiveRamp for the fiscal year ending March 2025 is projected at $1.72 per share, reflecting an 18.6% increase from the previous year [8]. - Over the past three months, the Zacks Consensus Estimate for LiveRamp has risen by 33.8%, indicating a strong upward revision trend [8]. Zacks Rating System - The Zacks Rank system classifies stocks based on earnings estimate revisions, with only the top 20% of stocks receiving a 'Strong Buy' or 'Buy' rating, highlighting their potential for market-beating returns [9][10]. - The Zacks Rank 2 upgrade for LiveRamp places it in the top 20% of Zacks-covered stocks, suggesting a favorable outlook for the stock's price movement in the near term [10]. Impact of Institutional Investors - Changes in earnings estimates significantly influence stock price movements, as institutional investors adjust their valuations based on these estimates, leading to buying or selling actions that affect stock prices [4]. Business Outlook - The upgrade in ratings and rising earnings estimates for LiveRamp suggest an improvement in the company's underlying business, which could lead to increased investor interest and a higher stock price [5].

Core Insights - super{set} has appointed Omar Tawakol as a General Partner, enhancing its mission to build data-driven AI startups [1][4] - Tawakol is a seasoned entrepreneur with a strong background in AI and data platforms, having co-founded and led successful ventures like Rembrand, Voicea, and BlueKai [2][3] - His role will focus on identifying new opportunities in AI and enterprise applications, recruiting talent, and mentoring founders while continuing as CEO of Rembrand [3] Company Growth and Strategy - super{set} is experiencing accelerated growth, highlighted by the acquisition of Habu by LiveRamp and the ongoing success of its portfolio companies such as Ketch, Checksum, Kapstan, and Boombox [4] - The firm emphasizes providing more than just capital, leveraging industry expertise to build high-impact companies [5] - Tawakol's vision aligns with super{set}'s approach to creating AI applications that deliver significant business impact and enhance competitiveness [5]

Group 1 - LiveRamp's CEO Scott Howe and CFO Lauren Dillard will present at the Morgan Stanley Technology, Media & Telecom Conference on March 5th, 2025 [1] - The presentation will be available via a live webcast and replay on LiveRamp's investor relations website [1] Group 2 - LiveRamp is recognized as a leading data collaboration platform, serving innovative companies globally [2] - The company specializes in enterprise identity, providing a connected customer view while ensuring brand and consumer trust [2] - LiveRamp supports various data collaboration use cases across organizations, brands, and a global network of partners [2] - The platform is utilized by major sectors including consumer brands, tech platforms, retailers, financial services, and healthcare to enhance customer engagement and comply with evolving privacy requirements [2]