Frank Surace

Frank Surace, on for Raimo Lenschow, asked about the spending trends observed from the cohort of six large, underperforming customers in Q4 and what is assumed for them in the 2025 guidance.

Answer

CFO Nicola Allais reported that the spending from the cohort of six advertisers stabilized in Q4, becoming more predictable than earlier in the year. For the 2025 guidance, the company is assuming muted growth from this cohort, which weighs on the overall growth rate, but they do not expect the significant month-to-month volatility seen in 2024.

Frank Surace, on for Raimo Lenschow, requested more detail on the opportunity from Oracle's market exit, asking if certain products or customer types had trended differently than expected.

Answer

CEO Mark Zagorski stated that DoubleVerify won approximately 70% of the RFPs it pursued from former Oracle advertisers, securing major brands like P&G and Google. He explained that since Oracle's Moat offered a basic product, DV had to be price-competitive to win these clients with its premium solution. Zagorski emphasized that this is a 'land and expand' strategy, with the primary growth opportunity lying in future upsells of advanced products like ABS, attention, and social measurement to these newly acquired customers.