Hanna Lee

Hanna Lee of Bank of America Merrill Lynch questioned the timing and revenue impact of new agency contracts for digital activation and asked about the primary industries these agencies serve.

Answer

CEO Kevin Coop explained that digital activation is a logical extension of their data assets, enabling clients to use data directly or through their agency of record. He noted that enabling agencies is well underway, which helps reach new customers. He expects the volume to build, starting to contribute in Q4 2025 and picking up more significantly in 2026.

Hanna Lee of Bank of America Merrill Lynch questioned the timing of revenue recognition from new agency contracts for digital activation and whether these agencies primarily serve biopharma clients.

Answer

CEO Kevin Coop explained that digital activation is a key strategic initiative, enabling clients to use DH data through agencies of record, which is common for large biopharma customers. He stated that while traction is building, he expects revenue from these partnerships to become more material in Q4 2025 and to 'really start to pick up into 2026' as the volume-based model scales.

Hanna Lee, on behalf of Allen Lutz, asked for details on the 2025 outlook, specifically the breakdown between new customer acquisition versus cross-sell/upsell opportunities. She also inquired about which end markets or customer types are expected to show a faster recovery or present win-back opportunities.

Answer

CFO Richard Booth stated that the company doesn't break out guidance between new logos and upsells but noted that recent performance has been stronger with new logos, while pricing pressure has impacted upsells. CEO Kevin Coop concurred with this assessment.

Hanna Lee, on behalf of Allen Lutz, asked whether the company is considering any potential pricing changes in conjunction with the move to a unified product platform.

Answer

CEO Kevin Coop clarified that the strategy is less about direct pricing changes and more about offering a more sophisticated delivery model. This approach would allow customers to choose what they optimize for—either enhanced service and resources or a more competitive price point—while the company maintains its high standard for data quality.