Zeta Global at Canaccord Conference: AI-Driven Growth Strategy

Published 12/08/2025, 15:38
Zeta Global at Canaccord Conference: AI-Driven Growth Strategy

On Tuesday, 12 August 2025, Zeta Global Holdings Corp (NYSE:ZETA) presented at Canaccord Genuity’s 45th Annual Growth Conference, showcasing a robust second quarter fueled by AI advancements and strategic initiatives. The company reported impressive growth figures, while also addressing challenges such as litigation. CEO David Steinberg highlighted the company’s resilience and future prospects.

Key Takeaways

  • Zeta reported 35% overall growth and 52% EBITDA growth in Q2.
  • The company raised its revenue guidance by $21 million and completed a significant stock buyback.
  • AI initiatives have enabled clients to lower marketing costs by up to 50%.
  • Zeta is targeting a $10 billion business with a 30% operating margin.
  • CEO Steinberg expressed confidence in overcoming current legal challenges.

Financial Results

  • Q2 2023 Performance:

- 35% overall growth and 26% organic growth

- 52% EBITDA growth and 69% free cash flow growth

  • Guidance:

- Revenue guidance raised by $21 million

- Free cash flow guidance raised significantly

  • Capital Allocation:

- Completed nearly $100 million stock buyback in six months

- Announced an additional $200 million buyback

- Achieved net zero dilution in Q2

  • Cost of Goods Sold:

- Reduced by 200 basis points

Operational Updates

  • AI and Platform:

- AI integrated into the application layer, enhancing targeting

- Over 400 AI agents in daily use

  • Customer Base:

- 567 scaled customers with over $100 billion annual marketing spend

- Aiming to increase wallet share from 125 basis points to 500-1000 basis points

  • Agency Partnerships:

- Zeta’s platform allows agencies to streamline operations, reducing headcount

- Zeta is the most profitable partner for agency clients

  • OneZeta Initiative:

- Focuses on improving customer acquisition, retention, and monetization

Future Outlook

  • Growth Targets:

- Aiming for a $10 billion business with a 30% operating margin

- 2028 plan projects $2.1 billion in revenue with a 25% operating margin

  • Market Opportunity:

- Significant potential in the independent agency market

  • Zeta Live:

- Anticipates Zeta Live 2024 will surpass the previous year’s pipeline impact

Q&A Highlights

  • Sales Productivity:

- Highest sales productivity with a 170-person salesforce generating $308 million in revenue last quarter

  • Litigation:

- Confident in prevailing against baseless lawsuits

  • Talent Acquisition:

- Added experienced professionals from McKinsey, Meta, and Oracle

For a detailed account of Zeta Global’s performance and strategic insights, please refer to the full transcript below.

Full transcript - Canaccord Genuity’s 45th Annual Growth Conference:

DJ Hines, Senior Software Analyst, Canaccord: So I’m DJ Hines. I’m the senior software analyst here at Canaccord. This is the forty fifth year we’ve hosted this conference. We couldn’t do it without the companies that bring all the great content, the investors that show up and support us. So thank you for everyone who’s here.

Delighted to have the Zeta team here with us. We have Co Founder and CEO, David Steinberg. I’m going to take it easy on David today. He’s battling through some food poisoning. We’ll see

David Steinberg, Co-Founder and CEO, Zeta: if we

DJ Hines, Senior Software Analyst, Canaccord: can get the energy up. Only since 2AM. Yeah.

David Steinberg, Co-Founder and CEO, Zeta: So it’s been rough. But but what I say about these type of circumstances is they give you the opportunity to rally.

DJ Hines, Senior Software Analyst, Canaccord: That’s right.

David Steinberg, Co-Founder and CEO, Zeta: And then look at the fact that you came back. So the last time this happened to me, I I was sick all night. I woke up the next morning. I flew to Vegas for CES, did 36 meetings in three days, gave a speech, and we closed a tremendous amount of business. So I’m hopeful.

DJ Hines, Senior Software Analyst, Canaccord: Yeah, that’s good. That’s a good omen for maybe the stock price tomorrow. Maybe we can get right into things. Talk a little bit about kind of what’s top of mind coming off of Q2 results. I mean, obviously, you guys put up really strong numbers.

The stock rallied. What stood out to you the most coming out of the quarter?

David Steinberg, Co-Founder and CEO, Zeta: You know, one of the things I like to talk about is is and we talk about financials a lot in these rooms and with investors, but financial results are an output. The input is the execution of the business. Is the business working? And when you have a business that the output is 35% growth, 27, 26% organic growth, 52% EBITDA growth, and 69% free cash flow growth, coming off another quarter where we had mid thirties growth and higher than that EBITDA and free cash flow growth. The business is working.

And to me, that’s what I’m most proud of. And, you know, listen, the stock will go up and down based on the mood of the day or the hour, but in the long run, we’re trying to build one of the great companies.

DJ Hines, Senior Software Analyst, Canaccord: Yeah.

David Steinberg, Co-Founder and CEO, Zeta: And to do that, you have to continue to execute, you have to execute through good times and execute through bad times. It’s been a tough quarter for a lot of software companies as as I think people have seen, and I think we’ve been the outlier. It’s funny because a lot of our competitors are really having tough quarters, and I think a lot of that is us taking market share. So people were like, wait, well, they missed. I was like, well, they missed after we put up a 35% growth.

We’re taking market share. And I’m just incredibly proud of the team for executing through the first half of this year with a lot of noise, a lot going on. We just put our heads down and said, let’s operate. And that’s where we are. We’re still there.

And by the way, we also it was the probably the largest raise we’ve ever had. Raised guidance by $21,000,000 raised free cash flow by the most we’ve ever raised. Have almost completed a two year $100,000,000 buyback in six months. We announced another $200,000,000 buyback. We bought back a lot of stock when it was depressed, which was great.

And by the way, one of the big messages we heard from Wall Street was we were not looking at our capital usage from a stock perspective as effectively as the Street would have liked us to. They felt we had had too much dilution last year. They were probably right. And in the second quarter of this year, we had our first ever net zero dilution. We actually had negative dilution, but it was so de minimis we rounded to zero.

Chris and I sort of went back and forth on that. Like negative dilution, the CFO prevailed and we went with net zero. But we heard the Street as it related to that and we just continue to win in the marketplace.

DJ Hines, Senior Software Analyst, Canaccord: Yes. Maybe that’s a good segue to talk about some of those competitive share gains and just what’s driving that. I mean for someone who’s hearing maybe the Zeta story for the first time, what differentiates you guys? Why are you winning in the space?

David Steinberg, Co-Founder and CEO, Zeta: Yes, I think first of all, decisions we made in 2017 are the reason we’re winning today. So in 2017, not seven or eight months ago, we made the decision to pivot the entire company to build our platform on artificial intelligence. And we put AI as native to the application layer, and we re architected our entire platform that we rolled out in 2021. So why is AI and data as native to the application layer as it relates to marketing automation important? It’s important because it removes latency and allows substantially better targeting, which takes massive expense out of our clients’ marketing.

So by way of example, we can generally lower a enterprise’s cost to create, maintain, or monetize customers by as much as 50% by using our software and our data. And, what we’re seeing is we’re seeing a massive move to marketing efficiency in today’s world. And and, yes, the market’s growing at 10%, while we’re growing in the mid thirties. I think that’s obviously taking market share.

DJ Hines, Senior Software Analyst, Canaccord: Yes. I think, look, there’s lots of uncertainty out there from a macroeconomic perspective. I think when people see uncertainty in the economy, they tend to get nervous on marketing or ad tech names. Yeah. Why is that maybe the wrong view?

What makes your business so resilient? And what are the verticals you’re keeping an eye on?

David Steinberg, Co-Founder and CEO, Zeta: Well, I think the the two things I’d say first is we’re marketing technology, not advertising technology. Over 90% of our revenue comes from customers who have been with us for at least a year. And as it relates to visibility into our business, we’ve been public now for sixteen quarters. We’ve reported sixteen quarters, and sixteen quarters in a row we have beat our guidance and raised guidance. If at this point we don’t start getting credit for understanding our business, I don’t know what we’re going have to do for that.

But, you know, there used to be this narrative that when enterprises went into times of uncertainty, the first thing they cut was professional services and the second thing they cut was marketing. It’s interesting. That is a misnomer. It’s we’re just not seeing that. We didn’t see it in COVID.

We’re not seeing it now. We didn’t see it last year. And what I think the difference is is enterprises, as we’re seeing across the board, are cutting headcount as they replace with automation and AI. And Zeta is one of the most efficient headcount reduction platforms any of our clients use, especially the agency holdcos. When the agency holdcos bring us in, which is one of our fastest, if not fastest growing business, and and probably amongst our most sustainable businesses, we’ve got so much momentum there.

These enterprises are able to take out, no joke, thousands of employees by implementing the Zeta marketing platform, while simultaneously lowering marketing costs for their clients, and we are universally the most profitable partners to our agency Holdco clients. So they’re taking out headcount, they’re taking additional shares of revenue off the top, and they’re able to deliver substantially better KPIs to their clients. As it relates to our direct to enterprise business, which is the vast majority of our business today and and and will be for quite some time, We continue to allow enterprises to lower headcount in their marketing, their data, their analytics. If you look at our agentic workflows that we’ve built, a lot of people are talking about AI agents today, some companies are even remaking their events and rebranding them to them when they don’t even have real agent workflows. But the reality is that we are on the third iteration of our AI agent studio.

We have over 400 agents in use any given day. And unlike any of our competitors, we’ve already put three agents into one workflow. So when you take an agent plus an agent plus an agent in one agentic workflow, it’s not one plus one equals two. It’s one plus one is an order of magnitude smarter. One plus one plus one is two orders, a 100 times smarter.

So we have one agent that is looking at the absolute best targeted audience for a client. We are then the next agent is looking at where’s the best place to target that individual in real time. And the third agent is a real time attribution agent that’s informing the first two in real time to make them smarter. And that’s how we’re massively lowering our enterprises clients cost to create, maintain, and monetize customers. Yeah.

DJ Hines, Senior Software Analyst, Canaccord: And that that last piece, and and I was going to ask you about AI, so I’m I’m glad you went down this thread.

David Steinberg, Co-Founder and CEO, Zeta: Well, you asked competitive advantage. Yeah. Sort of

DJ Hines, Senior Software Analyst, Canaccord: jumped in on it. But the last piece I think is is particularly important is that attribution piece, right?

David Steinberg, Co-Founder and CEO, Zeta: For sure.

DJ Hines, Senior Software Analyst, Canaccord: Think that’s kind of the holy grail of marketing, right? And being able to look beyond kind of last click attribution and kind of understand that whole thread that got us here is something that’s unique to I

David Steinberg, Co-Founder and CEO, Zeta: I don’t know any other company that can do the type of multifaceted attribution and return on investment models that we do. So by way of example, our platform can know if an individual sees an ad in Meta because we match to the Meta ID. I don’t know any of our competitors that are able to do that, if a consumer clicks on it, goes to another site, we see that. We then know we can run them a connected TV ad that evening. They see the connected TV ad.

We then see them inside of CNN the next day, they click on that and they then call the call center to buy. Our platform gives them all of that in a return on investment model, whereas everybody else would say, that last ad was the most valuable ad ever, run a 100 of them.

DJ Hines, Senior Software Analyst, Canaccord: Yep.

David Steinberg, Co-Founder and CEO, Zeta: What we find is the journey in marketing is what really drives long term return on investment, and the ZMP, a data marketing platform’s ability to track individuals in the walled gardens, out of the walled garden. Now, we don’t see what they do in Meta. We see when they click on something and come out, but that’s more than almost anybody else can do. And we can target into that, which is another big product we’ve been selling to the agency holdcos. Although last quarter, we saw the first big move in the agency holdcos who are starting in our integrated platform, which tends to be a bit lower margin because that’s often in other walled gardens, to on platform.

We went from what was 72% last year, I believe, to 75% this year. I’m getting the head nod from Matt.

DJ Hines, Senior Software Analyst, Canaccord: I’ll give you the head nod too. That’s good.

David Steinberg, Co-Founder and CEO, Zeta: After being up half the night, I’m glad I could remember that.

DJ Hines, Senior Software Analyst, Canaccord: Forgot your metrics. Yeah.

David Steinberg, Co-Founder and CEO, Zeta: But the reality is that drove a 200 basis point lowering of our cost of goods sold. I can’t use the other vernacular for SEC purposes, but that and we saw, you know, another incredibly strong quarter in growth of EBITDA, you know, 52% EBITDA growth and 69% free cash flow growth. You know, it’s a lot of that is from what we’ve been saying for years, which is agencies start on the integrated platform because it’s the most there’s no other competition. Nobody else is building products like we build there. So we can come in and build major efficiencies.

They then start testing the on platform stuff, which has even higher return on investment, and they’re like, is great. And they move over, and we have, you know, as I think you know better than anybody, DJ, we have substantially higher growth, lower cost of goods sold on our direct platform.

DJ Hines, Senior Software Analyst, Canaccord: Yep. Yep. You’ve talked about why you’re winning with the agencies. How big is that opportunity? How do you think about sizing it?

David Steinberg, Co-Founder and CEO, Zeta: So let’s put it in perspective. Today, our, I think, five sixty seven scaled customers, which is what we reported last quarter, which was the largest jump in scaled customers we’d ever had, spend over a $100,000,000,000 a year on marketing today. Not next year, not the TAM, our existing clients. This year at the middle of our range, we expect to be at about a 125 basis points of wallet share. I think we can get that to 500 to a thousand basis points of wallet share in the years to come.

And, at the same time, we we’re adding customers faster than we ever had.

DJ Hines, Senior Software Analyst, Canaccord: Sure.

David Steinberg, Co-Founder and CEO, Zeta: So I think the opportunity here is how do we build a $10,000,000,000 business with a 30% operating margin with free cash flows that are highly correlate to our EBITDA in the years to come. I don’t want to get anybody too excited today. Our 2028 plan, which has us getting to 2,100,000,000.0 in revenue with the 25% operating margin and I believe 65% of that dropping to free cash flow, you know, looks very, very achievable today. And one of the things people haven’t commented on or noticed is the the more we grow in the mid thirties, the lower the out years have to be versus the current plan to get there.

DJ Hines, Senior Software Analyst, Canaccord: Yep.

David Steinberg, Co-Founder and CEO, Zeta: And the 2028 plan takes into effect a 20% compounded organic growth rate for the four years that we put it out there for. We appear to be nicely in line.

DJ Hines, Senior Software Analyst, Canaccord: Tracking well ahead at this point. So you talked about the agency holdco opportunity, it was a five to 10x from here at least. At least. There’s another initiative underway, which is the independent agencies. Yes.

Maybe talk a little bit about what you’re doing there and kind of how those contracts and the unit economics compare to the large hold close.

David Steinberg, Co-Founder and CEO, Zeta: Yes. I mean the independent agencies are a very important component of the marketing ecosystem globally. You have hundreds of agencies that have multi billion dollar a year revenue spend. These are not spending, you know, $5.10, $15,000,000 a year. They are spending and managing billions, primarily for very large regional companies.

Might be a very large chain of automotive dealerships, and those dealerships might spend $102,100,000,000 a year themselves, and they’ll have large numbers of clients. And some of the independents, you know, who focus on create creative get even bigger clients because they come in with different things. So we took a bit of a different approach when we went into the independents because they didn’t have the type of investment dollars that the agency HoldCoast did to invest in some of their own tech and some of their own data. So we effectively are able to come into the independent agency ecosystem and platform the entire agency. So everything’s on platform.

It doesn’t really move into the integrated channels. And it it’s in in many cases white labeled to that agency where they’re bringing it in and they’re upscaling their data, their AI, their technology overnight. Yep. And they’re taking the billions at this point or, you know, I probably shouldn’t put a number out there, but the tremendous amount we’ve invested into our technology data over the last sixteen years, and they’re effectively rolling it out to every one of their customers at once. So you might pick up 23% of an agency holdco managing $30,000,000,000 it’s a great client, but if you can pick up 100% of a client here on a platform contract, that’s still a 9 figure opportunity with on platform cost of goods sold, meaning very, very low cost of goods sold there.

So I think you saw some of that flow through in the 200 basis point lowering of our cost of goods sold in the quarter and we feel that’s something that we can continue.

DJ Hines, Senior Software Analyst, Canaccord: Yes. And one thing you didn’t hit on, which I’ll just add, is the payment terms are They different pay faster. Your agencies, right? So lower DSOs should help with that. Cash conversion is that business scale, so it’s just another tailwind.

David Steinberg, Co-Founder and CEO, Zeta: We were at the highest cash conversion that we’ve ever been last quarter. And we think we can continue to push that up. As we’ve said, we believe that by 2028, which is a few years out, but we think we can be into the mid-60s or higher Yeah. As it relates to EBITDA conversion to free cash flow. Yep.

And by the way, we’re putting that free cash flow to good use. We used 96% of our free cash flow to buy our stock back.

DJ Hines, Senior Software Analyst, Canaccord: Yeah.

David Steinberg, Co-Founder and CEO, Zeta: Last quarter. And, you know, right now it seems to be the best investment. We have a lot of cash and we’re generating meaningful cash. Sort of, I think some people sort of wonder how are we growing the business mid thirties top line, mid fifties EBITDA and still generating this type of meaningful free cash flow. And I think a lot of it is has built up as you get to those sort of points with our clients that the DSOs are sort of staying constant and the cash flow is starting to really roll in.

DJ Hines, Senior Software Analyst, Canaccord: Yes. Okay. So we hit on the direct business, growing customers nicely, direct to the enterprise. We hit on the large agency hold calls. We have the independents.

I guess a fourth initiative would be OneZeta, which think is something that’s important to talk about. Are you executing against that and why is it important?

David Steinberg, Co-Founder and CEO, Zeta: Probably our most important long term initiative today is OneZeta. And for those who don’t know, we manage our business, we have three use cases, which is customer acquisition, customer retention, customer monetization, and then we have multiple channels. I think we have fourteen, fifteen, 16 channels that we can activate through. And through the years, we’ve grown our ARPU with our clients. Last year it grew nice last quarter, ARPU grew nicely again, while still once again adding the most scaled customers we’ve ever added, by adding additional channels.

What we found was enterprises that use multiple use cases, they use us for customer acquisition, customer retention, and customer monetization, they have by far our highest NPS score and by far our highest net retention rate. So they it really, from what we discovered, is a flywheel that starts where the data that’s generated in customer acquisition informs customer retention, which informs customer monetization, which in turn informs customer acquisition. And it really drives a massively higher return on investment. So what did we do? We hired Ed C.

Ed helped to run McKinsey’s global chief marketing officer practice. Not every day you can get somebody like that who’s a partner at McKinsey to leave and come be our chief growth officer. He is totally focused on OneZeta, and he is building out an exclusive team. The the most interesting thing I thought I said in our prepared remarks, which, you know, I’m not sure I said all that much, that’s really interesting, was that last quarter, not only did we add a number of OneZeta clients who are existing clients, we added a client who was a OneZeta client from the day they started. And that was different for me, because we’d always felt like, okay, we’ll go to clients who use one use case and expand out from there.

What we’re seeing is we’re able to start new clients as one Zeta as well, with Ed at the helm of this group, and it’s been that was very exciting.

DJ Hines, Senior Software Analyst, Canaccord: Yeah. Yeah. I mean, I’ve talked to to Chris about it, and we’ve talked about, you know, when you when you add a new channel, that may add a dollar to revenue. But when you add a new use case,

David Steinberg, Co-Founder and CEO, Zeta: you could add five to seven. Yeah. They say six to seven times.

DJ Hines, Senior Software Analyst, Canaccord: Yeah. So it’s significant multiplier effect. Oh, yeah. Yeah.

David Steinberg, Co-Founder and CEO, Zeta: And and once again, you’ve got a happier customer, and you’ve got a customer that is is saving more money See, peep people also, I think, get a bit confused. When I say we lower their cost to create customers by up at at least usually 50%, they’re not cutting budget with us, they’re cutting budget with others.

DJ Hines, Senior Software Analyst, Canaccord: Yeah. Yeah.

David Steinberg, Co-Founder and CEO, Zeta: So they might take $2,000,000 of linear TV spend, move a million of it to us, keep a million, and we’ll drive better KPIs than they were spending on the full 2,000,000. Yeah. Yeah. And that’s really where we’re starting to see and why we’re winning in a turbulent marketplace. Now, we’ll probably, you know, if the marketplace, and I shouldn’t say it, when the marketplace goes to a much more solid macro picture, by the way, I see a good macro picture right now.

We don’t see a problem from a macro perspective. Our clients are spending lots of money. We have not had one client to my knowledge, lower budget.

DJ Hines, Senior Software Analyst, Canaccord: Yeah.

David Steinberg, Co-Founder and CEO, Zeta: But, you know, the things move around. Right? There’s there’s different messages every day as the government is trying to figure out how to remake global trade, looking at how that affects inflation, how that affects different components of the environment. That does create movement. The truth is, if you look at the CPI today, which came in again, I’m sorry inflation today, came in again at 2.7%, which is high but solid, it’s very much within the range of what what I think the Fed’s looking at.

It’s certainly in the range that the President is looking for. And, I think, you know, you’re seeing that the global economy is absorbing a lot of what’s coming at it at this point. But we we see a very solid macro environment right now. And, our business continues to, I mean, it’s hard to say it any other way, but accelerate. Yeah.

We’re growing faster this year than we grew last year, and we grew last year faster than we did the year before at scale. We it took us sixteen years as a company to get to our first billion dollar a year revenue, and in four years we’ll double that organically.

DJ Hines, Senior Software Analyst, Canaccord: There is some litigation out there against the firm. What are your thoughts on that? What do you make of it? Any comments?

David Steinberg, Co-Founder and CEO, Zeta: So a bunch of, you know, lawyers, mostly from New Jersey, decided to file a bunch of completely baseless lawsuits. We filed a counter to them. They’re completely ridiculous and without merit. Once again, I don’t see how you come after a company that’s beat its guidance and raised its guidance 16 quarters in a row. And we are absolutely going to prevail.

DJ Hines, Senior Software Analyst, Canaccord: Yes. Okay. Zeta lives coming up.

David Steinberg, Co-Founder and CEO, Zeta: Yes, it is.

DJ Hines, Senior Software Analyst, Canaccord: As a Boston guy, excited because I think because Tom Brady. Right?

David Steinberg, Co-Founder and CEO, Zeta: The the GOAT. I I asked I talked to Tom just the other day. I asked him if he was gonna bring the statue with him. He said it might be a little heavy. But but but yeah.

We have Tom Brady and Serena Williams are are the two main We’re calling them goat squared.

DJ Hines, Senior Software Analyst, Canaccord: Yeah. I like it.

David Steinberg, Co-Founder and CEO, Zeta: And then we have Deepak Chopra, Michael Milken. We’ll have a a number of Fortune 500 CEOs, CMOs. They’ll be, I mean, there’ll be over a $100,000,000,000 in marketing decision maker spend in the room. Yeah. And last year, Zeta Live was the single biggest driver to our pipeline in corporate history, and I think we will dwarf that this year.

It’s also been an incredibly valuable asset on our journey of brand recognition. Right? So when we look at our journey of brand recognition, we talked about originally being Zeta who. What does that mean? It means we’d walk into a room and people would say, who are you and why are you here?

Our goal was in the short run to get to Y Zeta, which is they know why we’re in the room, but we have to convince them we’re the right company. We are there. Yeah. We’re solidly and people were like, how are you growing so quickly? I think the truth is our pipeline is converting at a higher rate than ever because of that move from Zeta Who to Y Zeta.

The next evolution is Zeta Now. Yep. And we’re on our path to that. I think that’ll take us a little while, but Zeta Live this year is going be a very, very important part of that. I would get your application to attend in early.

This year, we are not livestreaming it, which is a change. People ask why. We found out a lot of people we would have liked to have visited with were sitting at their desk across town. We’ll put it all on YouTube the next day, but it’s going to be above capacity this year. So very excited.

DJ Hines, Senior Software Analyst, Canaccord: I’m looking forward to it. You made this conversation super easy. You hit on long term targets without my even having to ask.

David Steinberg, Co-Founder and CEO, Zeta: Chris has trained me very You

DJ Hines, Senior Software Analyst, Canaccord: hit on the high points. Maybe just in the oh, is there a question? Yeah. Sure.

David Steinberg, Co-Founder and CEO, Zeta: Make it easy. Remember, was up following up all night. Yeah, It’s a great question. So I first I was confused. Were you talking about Salesforce or my Salesforce?

Don’t get me started on the other guys. I’m teasing. No, the reality is we as part of our 2028 plan, we have given to the street the compounded growth rate we believe we’ll need on sales headcount to get to the metrics that we want. Now what we’re seeing is the move from ZetaHu to YZeta has led to the highest sales productivity we’ve ever had as a company. So if you think about it, we had how many?

Last quarter. So we had about 170 last quarter. That 170 last quarter drew drove 308,000,000 of revenue. So, yes, there’s word-of-mouth, and that’s really driving things. But at the same time, you know, you’ve got a 170 people that’ll drive well over a billion dollars in sales this year from a productivity perspective.

I’m very, very proud of the work we’ve done. We started re architecting our sales force about three years ago. In fact, Chris Greiner and Steve Gerber worked hand in hand on it, and sales productivity has gone up dramatically. Right now, what’s happening is the word-of-mouth is driving great sales people to us. So we’re hiring people.

I mean, if you look at the last, you know, three press releases, Ed C partner ran CMO practice at McKinsey. Nate Johannes helped to build the LAMA platform at Meta, left Meta to come run our r and d, and Pam Lord, who ran Oracle’s data, marketing cloud, left Oracle to come join us. We are keeping the people that we have and adding incredible talent across the board, and I have never been prouder to run this company. Yeah.

DJ Hines, Senior Software Analyst, Canaccord: Well, maybe that’s a good spot to leave it. We’re bumping up against time. Congrats on the momentum, the continued success, and look forward to covering the business over the next few years.

David Steinberg, Co-Founder and CEO, Zeta: D. J, thank you for all your support. Yeah, appreciate it.

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