Viant Technology Inc. Class A Common Stock Canaccord Genuity's 46th Annual Growth Conference

Viant is taking share in the programmatic advertising space. We're really well-positioned. We have an incredible amount of data, we call it our intelligence layer, and it's unique to us. We come with an identity graph where advertisers can do sophisticated advertising campaigns. It's very unique to us. We made an acquisition of a company called IRIS.TV, which allows us to know which show within a streaming TV app your ad is going to show up in, and that's exclusive to Viant. We made a recent acquisition of a company called TVision, as you know, which is the second-largest U.S. television panel behind Nielsen.

What that company gives us is information about is anyone in the room when the content is being played on the screen, how many people, the co-viewers, and ultimately, are their eyes looking at the TV screen, or are they looking at their mobile phone? We call this attention. When you combine all of this exclusive data, it's not available on any of our competitors, that's what's driving the ad spend into Viant's platform.

I think overall, the macro backdrop, even with the war in Iran, we see it pretty stable in general. Very small customers that I've seen have said anything about it. It usually doesn't really come up, and ad budgets continue to remain healthy.

Yeah. Recently we announced two large enterprise customer wins. If you were around 3 years ago, we served small to mid-size advertisers. We've continued to build the business up, we continue to add an enterprise sales force, and we get pulled into these RFP processes for the major U.S. advertisers. Our big competitor, The Trade Desk, is reeling. They're losing share. We recently announced Molson Coors was a big win for us in that kind of enterprise customer category. WHOOP is another one that we announced, and they've consolidated their ad spend onto our platform. The consolidation has gone perfectly. It started in late Q1, early Q2, and they continue to ramp their spend. When big advertisers come on, they usually bring on display ads, online video ads, mobile ads, and some CTV.

These are multi-year contracts, the enterprise customer wins, so it gives us more visibility into the revenue. It starts small. Year 2, there's much more ad spend because they've got their entire budgets loaded in and all their campaigns running over the course of year 1, and usually in year 2, you get linear TV budgets transitioning into streaming. Then year 3, even more linear consolidates into streaming. We're really excited about the customer wins that we have. You mentioned the pipeline. We announced on our earnings call we have the largest sales pipeline in the company's history, and we've been around for 28 years. You've got just product differentiation, we have the data that advertisers want, and we've gotten the platform mature enough and we're executing in this enterprise category, and the pipeline is as healthy as it's ever been.

The way the pipeline works, it's usually an annual process, RFP process. They issue an RFP in Q2 that they're going to leave The Trade Desk or Google. They're looking for new platforms. You got to get general counsel, the chief information officer, the head of their IT. They put data in and they test in Q3, they test again in Q4, and they usually make the decision for 2027. We see a tremendous amount of tailwinds in our business with the current customers that have onboarded and a huge pipeline that we should win our fair share of, which would then provide further tailwinds for 2027, 2028, 2029.

Yeah. This business is really simple. When we go talk to an advertiser, every advertiser for 2 decades has asked the same question. When they come in, they say, "What exclusive content do you have where I have to work with you?" Or, "What exclusive data do you have where I have to work with you?" If you start with the biggest competitor of Google, they obviously own YouTube and that's their pitch. You can only buy YouTube through Google. Google is always on every single buy. Amazon created Prime Video to replicate that same strategy, and they've signed the NBA, NFL, all this content. If you want to get your ad in those shows, you're there. But when it comes to a third-party independent DSP, the way we differentiate is we don't care where the money goes. We are independent. If the money goes to Disney, if it goes to Fox, if it goes to Roku, we don't care.

We just work for the advertiser and charge them a fee. But we answer that critical question, which is what exclusive data do you have? We bring data that no one else has, and if the data provides value, you use our DSP. That's that Household ID, the identity spine. What does that allow you to do? Target ads effectively. In old TV, it was one ad shown to everybody. In streaming, every user is getting a different advertisement, and the way that we do that is with the Household ID. If you want to know which show your ad is being placed in, Molson Coors, they sell beer.