Welcome to the Genius Sports Second Quarter Earnings Results 2022. Throughout the call, all participants will be in a listen-only mode, and afterwards there will be a question and answer session. To ask a question during the Q&A, please press Star followed by one on your telephone. Today, I'm pleased to present Genius Sports. Please go ahead with your meeting.
Good morning, and thank you for joining us. Before we begin, we'd like to remind you that certain statements made during this call may constitute forward-looking statements that are subject to risks that could cause our actual results to differ materially from our historical results or from our forecast. We assume no responsibility for updating forward-looking statements. Any such statements should be considered in conjunction with cautionary statements in our earnings release and risk factor discussions in our filings with the SEC, including our last annual report on Form 20-F filed on March 18th of this year. During the call, management will also discuss certain non-GAAP measures that we believe may be useful in evaluating Genius's operating performance. These measures should not be considered in isolation or as a substitute for Genius's financial results prepared in accordance with U.S. GAAP.
A reconciliation of these non-GAAP measures to the most directly comparable U.S. GAAP measures is available in our earnings press release and earnings presentation, which can be found on our website at investors.geniussports.com. With that, I'll now turn the call over to our CEO, Mark Locke.
Good morning and welcome to our second quarter earnings call. On today's call, I will discuss business highlights from the quarter, recent wins, and key metrics to look out for as we continue to accelerate both revenue and EBITDA growth for the rest of the year. I will then pass the call to our CFO, Nick Taylor, who will discuss our financial results and outlook in more detail. To begin, we're pleased to announce that we've exceeded our guidance for the second consecutive quarter, demonstrating our successful execution through the first half of the year. Our group revenues increased by nearly 30% year-over-year to $71 million ahead of our $68 million forecast, despite currency headwinds, which Nick will cover shortly. Using the same exchange rate as our initial guidance, our group revenues were $75 million, exceeding our guidance by an even wider margin.
Group Adjusted EBITDA was $8 million in the quarter, in line with our expectations of $8 million. Again, using the exchange rate at the time of our initial guidance, this figure came in slightly higher at $9 million. Q2 marked another period of strong execution across all three product lines, sports, betting, and media. To start, we continued to acquire data and streaming rights, albeit at a disciplined pace where we see strategic or financial value. In Q2, this included certain professional basketball leagues across Australia, Brazil, and Switzerland, along with other leagues such as Brazilian Beach Volleyball and Vietnamese professional football. It's important to remember that many of our rights deals are led by our suite of technology solutions designed to help leagues and federations collect and distribute live data, maintain integrity, establish rich, meaningful connections with their fans, and much more.
On the next slide, I'll provide a few examples from this quarter to help bring these concepts to life. Our portfolio of content is only as good as our ability to monetize it. Consistent with past quarters, we continued to win new sports book customers and increase our utilization of available content with existing customers. In a few minutes, Nick will explain how this drove outperformance in our betting segment in the quarter. Finally, our media revenues far outpaced our guidance this quarter. Despite sports book operators scaling back their overall promotional budgets in the quarter, we have not seen a slowdown in our business. Our ability to consistently deliver favorable results on performance-based digital advertising has led to higher average spend per customer.
Even in a quieter sports calendar in Q2, we've seen sports books customers shift advertising spend from sports betting to casino, showcasing the breadth of our advertising solutions. We have also diversified our customer base beyond gaming, providing advertising services to new brands such as Heineken, PepsiCo, and Mondelēz in the quarter, just to name a few. As I've mentioned before, our quarterly forecasts are meant to serve as near-term milestones to demonstrate our progress throughout the year. Our outperformance of these forecasts in the first two quarters, along with strong momentum in the business, gives us confidence in hitting our full-year target, even despite currency headwinds. Therefore, we are reaffirming our 2022 outlook of $340 million of revenue and $15 million in Adjusted EBITDA.
Similarly, we feel confident in our 2023 revenue and Adjusted EBITDA guidance of $430 million-$440 million and $40 million-$50 million, respectively. Again, using the exchange rate at the time of our initial guidance in January. As I mentioned earlier, Genius technology is the bedrock of our partnerships with leagues and federations around the world. I'd like to give a few examples of how our technology helped strengthen our partnerships in the last quarter. Firstly, on our last call, we mentioned how the NFL and CBS was nominated for a Sports Emmy Award for their use of RomoVision, powered by Second Spectrum technology. This quarter, we are proud to announce that that award was won, which is a testament to our ongoing innovation of sports broadcasts.
We're excited to continue our work in partnership with the NFL and CBS to develop exciting new features in the months and years ahead. We also earned a few other technology wins this quarter that are worth quickly noting. Our Second Spectrum division will provide Primeira Liga football club Benfica with AI-powered tracking, performance analysis, and video augmentation tools. As part of our continued work with the CFL, Genius launched the new CFL GameZone, a central hub for fans to engage with exclusive CFL products and contests. CFL GameZone is the official home of all free-to-play games, including CFL Fantasy, CFL Preseason Futures, CFL Pick 'Em, and other games. Genius also launched MLB Home Run Derby and Beat the Streak, as well as a renewed MLS All-Star Game.
Lastly, Genius developed and launched multiple free-to-play games for FIFA's landmark new FIFA+ platform, including weekly predictor games, trivia, and bracket challenges designed to engage fans ahead of the World Cup while integrating activations from sponsors like Crypto.com, Hyundai and Budweiser. Looking ahead, Genius will provide a suite of free-to-play games for the Malaysian Football League, which builds upon the official data integrity partnership we announced last year. In summary, we're continuing to expand our relationships by implementing our full suite of tech-driven fan engagement solutions. What excites us so much about our business model and where we sit in the ecosystem is that Genius benefits from EBITDA margin accretion alongside accelerated revenue growth. In other words, we have multiple revenue opportunities at little extra cost.
I want to spend a few minutes discussing these with you because they are critical in understanding how Genius becomes profitable in 2022 and significantly more profitable in the years ahead. As you'll see, these are not far-flung growth drivers that require further investment to realize. These are opportunities that exist today, especially in the U.S., a business that has nearly quadrupled year after year. Here are the multiple ways Genius wins. Let's start with handle. We discussed in last earnings the unique characteristic of our business model, especially relative to our operator partners, which is our ability to capture revenue without any meaningful increase in costs every time a new market opens up. When New York launched in January or Ontario in April, or when Massachusetts hopefully launches next, along with California, Ohio, or any other market in the coming months and years ahead.
Genius's revenue share arrangements means that we start to receive revenue the moment wagers are placed on any of the roughly 200,000 events Genius provides to sportsbooks. Whether we are supplying data to a handful of states or to all 50, our costs remain relatively fixed, meaning no additional rights fees, no sales and marketing dollars, no increase in data collection costs. It is as simple as flipping a switch and allowing the revenue share contracts to work in our favor. As a side note, our media business also benefits from new markets launching online sports betting. This is because our customers will utilize our advertising services to acquire new players locally in that region so that media revenue will increase completely unrelated to our revenue share from betting. The next factor that drives near-term profitability is the shift to in-play betting.
As the mix of in-play betting increases, so too does Genius's profitability. Consider the NFL as an example. Under our current revenue share contracts, Genius earns an average take rate of 1.5%-2% on pre-match gaming revenue and 5%-6% on in-play gaming revenue. In other words, Genius earns three times higher revenue on in-play bets, again, without having to change our cost structure. This incremental revenue generated on a fixed cost base contributes to our EBITDA profitability at a high margin without having to do anything more. As a reminder, our 2022 guidance assumes that in-play betting will represent approximately 13%, that's 13%, of NFL GGR, as we discussed in our January Investor Day. While our hope is that in-play trends improve in our second NFL season, this assumes no change from our last season.
If these trends happen to exceed our assumptions, it should theoretically present upside potential to our revenue and EBITDA guidance, all else being equal. We'll be sure to communicate any early indications as we start to see actual in-play betting data. Over time, we have every expectation that, like mature markets, the U.S will ultimately move towards a greater shift to in-play betting. Next consideration is operative win rates, otherwise known as hold. This is essentially the margin that operators earn on every dollar of handle. Genius earns its revenue as a percentage of operators' winnings. As operators win more, Genius takes a slice of the larger pie, thus expanding our EBITDA margin alongside revenue growth. Last season, operators experienced lower than expected hold rates. As this normalizes and indeed improves over time, this will incrementally be helpful to our bottom line.
The other important variable to consider is take rates. This is the percentage that we earn on gaming revenue generated from Genius-powered content. In my previous example, this is 5%-6% revenue share earned on NFL in-play bets. Remember that Genius operates a global business and sells our data to 500+ regulated sports betting operators around the world. Contracts are constantly won or renewed, and given the importance of official data, which is historically under-monetized, Genius is able to increase take rates over time. Since these contract renewals have no impact on our fixed cost base, these increases directly benefit our margins. We talk frequently about the Operating Leverage in the business. This is exactly what we mean by it.
We have invested in putting ourselves in the best possible position in the U.S., and we sit here today at the precipice of this profitability inflection point. The infrastructure is in place, and we are confident in our ability to capitalize on this opportunity. With that, I'd now like to turn the call to Nick, who will discuss our results from the quarter and what to expect moving forward.
Thanks, Mark. As a quick reminder, in our January Investor Day, we disclosed our full year guidance for profitable 2022. Within that guidance, we also included targets for each product group on a quarterly basis. Q2 marks the second successive quarter in which we executed on our plan ahead of forecast despite currency fluctuations. As we noted on our last call, foreign exchange rates remained volatile throughout the quarter. To be absolutely clear, the fluctuating sterling-U.S. dollar exchange rate poses little operational risk to the business itself, but rather just the conversion of revenues in sterling to our presentational currency in U.S. dollars. For this reason, we have provided a Constant Currency view into our business to remove the presentational currency volatility and give a true apples to apples view of year-on-year revenue growth.
Separately, we will also reference our revenue figures using the exchange rate at the time of setting our guidance in January. Again, as a reminder, our guidance set on January Investor Day assumed a sterling-U.S. dollar exchange ratio of 1.35. Therefore, given the subsequent currency movements, we will also aim to give an apples to apples view of our performance versus our guidance by removing the impacts of the U.S. dollar appreciation against sterling in the second quarter. Of course, you will always have our actual U.S. GAAP reported figures as well. To begin. In our Betting segment, revenues grew 23% on a Constant Currency basis to approximately $45 million, slightly ahead of our guidance of $44 million. Using the same exchange rate assumed in our initial guidance, betting revenue was $48 million in the quarter, further exceeding our target.
Performance in this product group was driven by high utilization of available data and streaming content, strong growth from revenue share contracts and new customer wins. Our Media segment continues to grow at a phenomenal pace, nearly doubling year-over-year to $15 million in the quarter, coming in well ahead of our $12 million guidance. Since much of the Q2 media revenue was U.S. dollar generated, the FX impact was negligible in this segment. Once again, growth in this business was predominantly organic, driven by our performance-based programmatic advertising. Our solutions continue to deliver strong results for our sportsbook and other advertising customers, which led to a higher average spend in the quarter. Of note, given the light sporting calendar during the quarter, our customers have shifted spend to areas beyond sports betting, such as casino, for instance, demonstrating the range of solutions we have to offer.
Lastly, our sports product grew 75% at Constant Currency, generating $11 million in revenue in the quarter. Using the same exchange rate as our initial guidance, revenue was $12 million, which is in line with our expectation. Like past quarters, this was primarily driven by the ongoing rollout of Second Spectrum technology, as well as our expanded services provided to existing sports league and federation customers. In summary, we are tracking well ahead of our guidance through the first half of the year, having reported $71 million in group revenue this year, or $75 million at our guidance exchange rate versus our $68 million guidance. This also translated to the group Adjusted EBITDA at a pace we expected.
This quarter, we reported $8 million in Adjusted EBITDA or $9 million at a guidance exchange rate, which is slightly ahead of the $8 million guidance for the quarter. This is a function of group level revenue outperformance and continued cost discipline in the business. The first half results relative to our guidance demonstrate our progress along the plan we outlined on our investor day, and we remain confident in our execution as we look ahead to the remainder of the year. Therefore, we are reaffirming our full year 2022 guidance of approximately $340 million in revenue and $15 million in group Adjusted EBITDA, despite the currency fluctuations I mentioned earlier. As noted last quarter, our media business is predominantly U.S. and therefore U.S. dollar-focused.
Most of this currency-related presentational risk is in our betting revenue, which you can see in the segmental guide provided on the page. Again, the 2022 guidance set out in January assumed a sterling-US dollar exchange ratio of 1.35. We believe that by using this fixed exchange rate as presented on the investor day, our strong results in the first half of the year would enable us to raise our guidance to approximately $350 million in revenue and $17 million in group Adjusted EBITDA. Given the continued volatility of exchange rates, however, we are reaffirming our current outlook. We also remain confident in our 2023 guidance and are maintaining our current 2023 outlook using the same exchange rate as our initial guidance at the time of our January investor day.
As we have more clarity on the direction of exchange rates and approach the end of this calendar year, we may update this outlook accordingly. We are committed to profitable growth well beyond this year and next, and believe that the Operating Leverage of the business sets us on a clear path to achieve our long-term margin in excess of 30%. This remains our North Star. What that means in the medium term is a company-wide commitment to our goals of continued margin expansion and EBITDA in the triple digits, driven by our strong position powering a still massively growing sports betting and media ecosystem.
Our investments made to date, particularly in the U.S., now position the business to reap the benefits of the multiple ways to win that Mark has described earlier, and we remain laser-focused on a disciplined cost structure that will not grow in line with revenues. Before moving on, I'd also like to provide a brief update on our performance under the geographic view that we set out on our investor day, split between the core underlying business outside the U.S. and our U.S. expansion. When viewing the business through these lens, we're also performing as expected, and we are on track to achieve the full-year target set out in our investor day.
To be clear, the underlying business outside the U.S remains highly profitable, and while the U.S is in an area of investment today, we expect it to follow a similar path to profitability in due course as the market matures. We'll be sure to revisit this to provide a detailed view of our actual full-year results versus the forecast under this geographical view. Lastly, I'd like to conclude with an update on our liquidity position. I noted last quarter that we expected net cash flow to be broadly break even in quarter two. Just as we predicted, we finished the quarter with $175 million in cash and restricted cash in line with our closing Q1 balance. In fact, in Q2, we generated $11 million in cash flow before the effect of exchange rates.
On this note, I'd like to quickly flag as well a technical accounting disclosure in relation to cash. Our cash is split between the $138 million of cash and cash equivalents you can see on the balance sheet, and also includes $36 million recognized as restricted cash for accounting purposes. This relates to a sum used as a guarantee for certain rights agreements, which will reduce over time and return to our cash and cash equivalents line on the balance sheet. I also mentioned last quarter that we expected a total closing cash balance of roughly $150 million by year-end, including the restricted cash, and we remain confident in that prediction.
It is worth noting that we expect a majority of this cash outflow to occur in Q3, given the timing of our rights payments and collection of cash under our revenue share contracts, particularly in the U.S.
We expect cash flow to be roughly flat in Q4, bringing us to $150 million in total cash and restricted cash at year-end. We are comfortable with our strong capital position and have ample liquidity to continue funding the growth of the business under the plan as it exists today, particularly as we expect to be Adjusted EBITDA positive the remainder of this year and to generate positive cash flow by the second half of 2023. That concludes our prepared remarks, and we look forward to answering any questions.
Thank you. If you wish to ask a question, please press star followed by one on your telephone keypad. If you wish to withdraw your question, you may do so by pressing star followed by two to cancel. We kindly ask you to limit yourself to one question and one follow-up. There will be a brief pause while questions are being registered. Please hold until we have the first question. Our first question comes from the line of Bernie McTernan from Needham. Please go ahead.
Great. Thank you for taking the questions. You guys signed a number of contracts last year with US betting operators. How should we think about the potential to expand upon those initial contracts, especially in the Media Technology Services revenue segment?
Hi, Bernie, it's Jack Davison, Chief Commercial Officer. Look, I think how we think about all our relationships in the U.S., operator partners are no different. It is a land and expand strategy. You know, when we started out with our U.S. conversations, which was just centered around the NFL, as you know, we were pretty firm that that wasn't only about the NFL, and we're selling kind of an all-encompassing relationship with Genius Sports. You know, in all of those things, we were pretty successful in doing so, and we're seeing some of the fruits of that now. They don't entail everything that we do as a business. You know, my job as Chief Commercial Officer is to make sure we continue to sort of land and expand those.
The way that we do that is sort of in the way that we've talked about, you know, some of the things that Mark's touched on in the presentation, really. You know, like, their business is growing, the size of the market is growing. We get the benefit of all of that. We sell them more content, additional content in terms of both data, but also streaming content, which we're selling now increasingly to the U.S. operators. So like, you know, it's not one specific thing that will drive the growth of those relationships, but it's a continuous effort on our part to keep pushing ahead. That's not just in the sports betting sector. You're right to touch on the media and engagement stuff. That's obviously going very well. We're very happy with that, where that's going.
For us, that's not just about the simple things like that we do sort of every day, like acquisition and retention marketing, but really beyond that in terms of how we help them evolve on their journey from sports betting operator to sports betting operator or a media company and all of these sort of different things that they're trying to achieve. We've got a pretty wide product set, as you know, and lots of opportunity across the piece there.
Hey, Jack, it's Mark. Good to hear from you. I was just gonna add to that, one of the things that we've been quite, we've said a few times, and it's kind of worth us reinforcing, is that the relationships that we have with our sportsbook operators when we are, you know, executing on this land and expand strategy that Jack's outlined, a lot of the stuff in the media space is really performance-based. I think this is really important to focus on. It's really, when we're doing these deals, when we're selling additional products, yes, as a business, you know, we think a lot about leverage, and we think a lot about leverage sales.
Also, you know, we do that in a way where the sportsbooks are you know, setting their own targets for you know, acquisition costs of customers and things like that. We're making sure that at all times, you know, yeah, we're using the leverage, and we're using the position that we have to sort of push those relationships forwards. We're always doing it in a way where the sportsbooks are actually generating real value and getting real returns from the services that we're offering. It's just sort of worth thinking about that when you think about our overall strategy.
Understood. Just as a follow-up, Mark, you mentioned the win rate in the slide deck in your prepared remarks as a lever for EBITDA margin accretion. Just wanted to maybe focus specifically on parlays, whether you listen to DraftKings or FanDuel, Parlays seem like they're an increasing focus on the tech roadmap. Can you just talk about how parlays or the puts and takes on how parlays impact Genius?
Yeah. Hi, Bernie, it's Jack again. Look, it's a really interesting thing going on in parlay, same-game parlays are a big driver of margin for operators. We're seeing that, you know, not just in the U.S., actually all over the world, where there's a real focus on this as a betting product. Interestingly, a lot of it's driven by customer demand and the customer wanting to have this sort of flexibility as well as it pushed the other way. Our role there is, I guess, twofold, really. We have a same-game parlay product, and that's something that we continue to expand on. We have some relationships in the U.S. and all over the world. That is a successful thing for us.
We've got some development we've talked about pushing forward about moving that into not just a pre-game parlay but in-game parlay. These sort of products are coming down the line. On top of that, even if operators aren't buying our products
You know, them driving high margin, high take rate products with their customers, we see the benefit of that as Genius because, you know, as you know, we get a share. For example, in the NFL, we get a share of all of those bets. That's something that we encourage. We're trying to both support the industry by providing products which we think are valuable and can drive their performance as successful organizations. On top of that, where a customer decides to not use our product or build their own because customers make their own decisions on these things, we still get the benefit from that sort of evolution that's happening in the market.
We're supportive and excited, and we get the benefit of that as we go.
Great. Thank you both.
The next question is from the line of Ryan Sigdahl from Craig-Hallum Capital Group. Please go ahead.
Good morning guys. Afternoon. Want to start with Operating Leverage. You mentioned kinda comfortable with kind of infrastructures in place, but can you break that down between kind of the OpEx lines? You have the sales and marketing, you have technology investment, you have G&A. Are all of those, I guess, the current infrastructure able to support growth over the next couple of years? Or do you see places where you need to add more headcount, more on the fixed cost side of the business?
Yeah. Hi, Ryan. It's Nick. I mean the quick answer to that is they're all pretty much in place. You know, if you look at our position in the quarter, I think if you look at those operating expenses, we were at $24 million on a cash basis. That's actually down 10% from the quarter before in Q1, which was at $26.5 million. You're seeing it right now that we're not needing to put on any additional cost to service the business.
Yeah, as you know, we've invested in all of those areas at various points, either because we've become a listed business with the SG&A or whether from the U.S. perspective for sales and marketing and R&D, but we don't need to do so to service the increases in revenues that we're anticipating.
Good. Just moving over to college sports. You have a recent deal with the MAC. Seems like other conferences are potentially gonna make some decisions on sports betting here relatively soon. First, how are you approaching these negotiations, given your past relationship with NCAA more broadly? Second, is it a priority to try and win all of these or majority of them or just certain leagues? Help us think through that. I
Yeah.
Oh, do you wanna go, Jack?
A good question. I mean, I think we've touched on some of this stuff before. There are lots of opportunity. You're right in that some of the NCAA conferences are beginning to move in this area, and there's lots of discussions and these things going on. As we've said a few times, we're excited about some of those opportunities. We're not just excited about them from a, you know, sports betting data rights perspective. We're excited about them because of the holistic relationship that they can become for Genius. Some of these organizations are obviously significant organizations, and when we think about those relationships, they're not just about sports betting rights.
They're about all the other things that we've touched on and, you know, akin to our NFL deal and these sorts of things. However, for us to succeed here, we've got enough. We've got what we need in order for us to succeed as a business. Although we clearly will be part of these conversations going forward, we'll do that in a really disciplined way, and we'll make good investments based on the right time horizons to suit this sort of short-term and longer-term needs of the business. You know, you're right in that there are discussions going on, and these things are there and real, and we feel pretty good about all of those. To answer your specific question, no, I don't think you need to win them all to be successful.
That's not the way the market is gonna evolve. You know, as we said before, we've got some really great pillars in our rights portfolio, and we're very happy with that. One or two more will always be helpful, but one or two more at the right price and with the right structural relationship, so.
Yeah. Just to add to that as well, it's also quite interesting. We're seeing an evolution in the way that a lot of these rights conversations are happening with sports rights holders. I think historically it was around sort of money and, to an extent, the technology play that we had with some of the bigger rights organizations. Now, as our technology stack becomes increasingly sophisticated and each of these rights holders see the real value in that, especially with the acquisitions that we've made recently, Second Spectrum and the like. We're actually seeing much wider conversations with each of those rights holders.
I feel, you know, from Genius' point of view, we're in an incredibly strong position to do that. We have unique technology. We have a unique approach. We're able to package all of that together in a way that really adds value to rights holders over and above some of the, I guess, you know, more traditional or historic ways that rights deals have been done. I think as, you know, the college environment evolves and, you know, some of these other rights become available, that's gonna become an increasingly important part of the way that those deals are struck.
Thanks, Mark, Nick, Jack. Appreciate it. Good luck, guys.
The next question is from the line of David Bain from B. Riley. Please go ahead.
Great. Thank you. First, Nick, I know you hit on this, but just to clarify, looking at 2Q results of $8 million of EBITDA, thinking about guidance for the remainder of the year as NFL comes on, I know we get a jump in revenue, but you also guide the margin compression, which obviously may or may not occur depending on the real-time betting mix. But can you remind us as to kind of the flow-through for the second half of the differential there? And then just to confirm again, second half guide assumes FX holds from 2Q levels, but then you reset it to 1.35 in January 2023. Just a quick guide clean up for me.
Yeah. Hi, David. Yeah. On the 2022 guidance, you're right, we're guiding to $340 million on a real currency basis, an actual currency basis, at a revenue basis and $15 million in EBITDA. Let's be clear, if we were still at our guide rate, which was set, as you know, in the Investor Day in January, we would be confident in lifting that to the $351 million revenue position and the $17 million EBITDA. That's 2022. 2023, Nothing's changed fundamentally in the business. We're very confident at our range of $430 million-$440 million as a revenue basis and $40 million-$50 million on an EBITDA basis. As you say, that's currently at our guidance rate that we set again in January 2022.
Okay, great. You know, I wanted to follow up on your response to Ryan's question because that was actually the second question I had, and I'm hoping to get a little bit more depth on when you're sort of negotiating now with, you know, in particular flagship contracts, obviously this used to be, you know, I don't know what percentage on price, maybe you could help us with that, and you're beginning to see kind of a rationale change evolve. I'm trying to, you know, understand, you know, has it gone from 90% price to, you know, 60% or anything like that?
If that makes you begin to be more positive on sort of your long-term rights costs, you know, being 25%-30%, does that make you think maybe it could be in the lower end of the spectrum as we go forward?
Yeah. It's a great question, and I wish I could quantify it as you sort of outlined it. At the moment, you know, I mean, we're at the beginning of a journey, really. You know, a lot of the technology that these rights holders are now seeing is brand new. It's cutting edge. There's a sort of evolution in, you know, not only the ways that deals are struck, I guess, but more about how rights holders see themselves and what they see their role as, in terms of, you know, what the role they play in terms of fan engagement and that going forward.
What we're doing with the rights holders is really, you know, educating them, and they're educating us, and we're sort of starting to really learn a lot more about how they value our help and therefore, where our technology can really sort of make a difference. What we are seeing, though, without any doubt is, you know, real value for the technology that we have in these rights deals. You know, you mentioned, you know, the MAC conference, you know, there's real value that we got in exchange for some of the technology that we put in there, some of the newer tech, I mean. We're certainly seeing that becoming a more important and frankly a much fancier.
It's a huge differentiator for us in those conversations because, you know, we're unique in that in our ability to provide them. I can't tell you at the moment whether it's 90% or 60%, but what I can tell you is it is making a difference. I think over the next, you know, I would think 12-18 months, we will start to really be able to quantify well exactly how much of the value that is going to be attributed to that going forward.
That's very encouraging. Thank you.
The next question is from the line of Jed Kelly from Oppenheimer. Please go ahead.
Hey, guys. Thanks for taking my questions. Just going back to the media segment, just a couple things to dive into. You know, it seems that you're gaining share and, you know, one thing that was encouraging to hear was that you picked up more clients that are not sportsbook operators. So does that kind of give you more encouragement going into, like, 4Q, where you actually would see more seasonality into your business? I know you give 4Q guidance on your media revenue, but where, you know. You know, there's potential upside if, you know, that 4Q could actually be much higher than your 1Q was. Just how should we think about the extra contribution from, you know, non-sportsbook clients?
Hi, Jed.
Hi, Jed.
Josh again.
Oh, sorry. Josh, before you jump in, and I'll hand over to you. Like I think the immediate thing to recognize is that at the moment, a lot of the revenue you're seeing and what we're looking for the outcome for the rest of the year is a lot of sports betting focus. Not that stuff is locked in because that was part of the initial conversations we had with the operators, you know, when we signed our longer term deals with them. A lot of that spend, if you like, is touched on, is sort of locked in in the business already. You're right.
You're right in that we are also excited about our ability to move outside of the sports betting market. Josh, I will hand over to you now if you wanna just pick up on a bit of color there.
Yeah, sure. Hi, Jed. I mean, the only other thing I would add to that is, you know, we're not expecting it to significantly impact sort of Q4 this year, but I think over time, as this new segment of the business grows, we'll naturally, you know, we'll have more seasonality there in line with the larger advertising ecosystem in these other verticals where they tend to spend more in Q4. No change for this year.
Got it. Then just two more follow-ups. Just on the media, do you have any sense on how your media segment is doing compared to your other competitors in sportsbooks? Just an update on New York. It kind of seems like the promotional environment has dissipated there, and I know you get paid on a net GGR basis. Can you talk about how, you know, you've sort of seen a revenue benefit from New York as the operators have pulled back on promotions? Thanks.
Sure. On the first one in terms of market share, I mean, I can't give you an exact quantum, but in terms of the conversations that we have with our partners, on the programmatic side of things, I know that Genius is, you know, one of the main vendors, if not the preferred vendor, and in some cases, the exclusive vendor to provide that technology. In those instances, we're taking the lion's share of the budget. Of course, that's one marketing channel. When you compare us to, you know, other vendors, you know, a large chunk of that overall programmatic budget that a bookmaker has certainly flows through into Genius.
Yeah. Thanks, Josh. I'll pick up the second part of that. It's a bit early to tell, if I'm honest with you on that stuff, on the New York behavior. I think the thing to remember is even though operators will be spending less money in New York, as you rightly point out, and that in theory, should flow through to t he revenue that we receive. Actually, we cap the amount of marketing spend they can discount along the way. It's a bit early to tell, but actually I'm not expecting that to make a big, huge driver in terms of where we end up through the upcoming NFL season and beyond.
Got it. Just one more housekeeping question. Are you expecting in your third Q guidance, similar NFL holds to last year?
Yeah. I mean, yes, that's exactly where we are. That's as I think Mark touched on in his early remarks, yeah, we are being-
Yeah, we're assuming exactly the same as we put in our Investor Day. We're not assuming any growth. Obviously, we're hoping for it and we, you know, hope we're being conservative, but at the moment our numbers are assuming what we put in the Investor Day.
The favorable dynamic that occurred last year, the first nine weeks or eight weeks, is implying the guidance. You're topping that revenue.
We're yeah, in short.
We set out on the Investor Day. I think if you wanna have a look back at quite a detailed view of what hold rates and in-play proportions, we haven't changed our view as yet on the 2020-2023 season. That's still relevant.
Thank you.
The next question is from the line of Ben Chaiken from Credit Suisse. Please go ahead.
Hey, how's it going? As you guys alluded to, you know, there's a handful of states going live at the beginning of 2023, potentially. You mentioned Massachusetts, maybe a few others. I know in the deck and in the prepared remarks, you talked about no material operating expenses, I think is the way you phrased it. Can you help us maybe bracket what the EBITDA flow through or gross margin, gross profit dropdown in percentage terms should be on new state revenue?
Yeah.
First question.
I'll take that if that's okay with the guys. I mean, I think Mark touched on a lot of this, but let's just reiterate. I mean, it drops through at, you know, close to 100% is what it drops through at in those specific examples. If you think about our major cost base, rights, for example, or the cost of having people in stadiums collecting the data or the cost of those individuals trading that data, it doesn't change at all based on the number of people betting on those. When the good people of Massachusetts start betting on a Saturday afternoon, we get an immediate uptick of revenues dropping through at 100% with, as Mark said earlier, close to zero cost increase on the back of that.
That's exactly the same for, in the example Mark gave for in-play and pre-play, for example. As you know, we get almost three times as much revenue from an in-play, but there's absolutely zero change in cost on that basis.
It's also worth
No, I totally understand. Yeah.
It's also worth touching upon something else as well. I've said this before, but I think it's worth emphasizing. When new states come online that, you know, Nick's obviously just given the breakdown on one side of the business. On the media side of the business, that presents us with a massive opportunity because obviously the operators start moving into those states. They start spending money, and as a provider of media services in those new states to those sports books, that then becomes a new revenue stream for us.
The dynamics that occur when new states come online for sports books, where sports books have to go into those states and, you know, it can be quite difficult for those sports books because they have to spend money to market. For us, we don't have that dynamic. We have a dynamic where the marketing money then partly flows into us, and that just increases our revenues and flows through to EBITDA as well. We see new states as very exciting and a very strong driver of growth on both sides of the business.
Got it. I appreciate that. Yeah, I was just kind of thinking about that in the context of the implied flow through for 2023 versus 2022, but all that color is super helpful. On the previous question, going back to the investor day, you could, you know, if one was feeling energetic, you could kind of back into what the embedded assumptions were for the NFL in-game margins. I know you said you haven't changed your view, but I guess as you're looking at the environment, the operating environment, if there's anything you're seeing in the behavior of sports books or players different than when you originally made those assumptions for a multi-year period.
Again, I know that's not a Genius specific variable because we're talking about the in-game win rate, so it's more of an industry question for you. If that didn't make sense, we can take it offline. Thanks.
Yeah.
Yeah.
You know, it
Sorry, Jack, do you wanna go or do you want?
Go for it.
Well, all I was gonna say is, I mean, it's a bit early to tell because the season obviously hasn't started, but there's definitely a different approach for the sportsbooks. I mean, if you listen, I mean, as you guys do to the earnings calls that they're doing and the releases that they're putting out there, their approach to this new season is very much focused around in-game promotions, you know, focusing on handle, focusing on profitability. You know, those are areas that they're really driving towards. That, for us, means, you know, obviously increased profitability, which we take a share of. We're seeing a, I guess, a change in attitude in terms of how they're operating or how they want to be operating their sportsbooks.
Obviously, you know, to temper that, you know, the NFL is still a bit of an unknown and, you know, I think as DraftKings said in their remarks, you know, that can swing both ways. You know, I think we welcome that change of, I guess, attitude towards some of that. It's still to be seen whether that's gonna flow through in the way that we hope. Jack, did you wanna say something?
Understood. I appreciate it.
The next question is from the line of Robin Farley from UBS. Please go ahead.
Great. Thanks. I wanted to just get some clarification. Nick, you mentioned the $36 million in restricted cash, for certain rights agreements, and I guess that was a new line item this quarter. $36 million is kind of a large sum for rights. Was that, you know, a newly signed contract or kind of why did that come about this quarter, that new $36 million? Thanks.
Yeah. Hey, Robin. It's not a new product. What we previously had, we have a letter of credit in place to secure the U.K soccer, so with FDC. That letter of credit would cost the business a not insignificant amount in interest and cash out of the business. Given the strength of our balance sheet, we've been able to swap that letter of credit out with this secured cash, which means that that cash, which is still our cash, still sitting on our balance sheet, is just secured against that guarantee and will reduce over the course of the next two years of the FDC and then return to our cash and cash equivalent line in May 2024.
sort of essentially kind of drawing down on the letter of credit, is that the way to think of it?
Yeah. Previously there was a letter of credit in place. I think all the details will be in our filing documents that was in place previously for the last three or four years of the FDC deal. That has now gone away. That's costing us north of about $1 million in interest a year in actual cash payments. By doing it this way, that saves that money for us. It's actually a much better deal for us. That cash is still our cash, and it reduces in size over the course of the next 18 months towards a zero position from May 2024 and returns to our cash and cash equivalents line.
Okay, great. Thank you. Just, one other follow-up. On the Adjusted EBITDA figure, there's always been like another, you know, you explain what the numbers are that get added back to that Adjusted EBITDA. There's always been another line. It's usually been sort of single-digit millions, and this quarter it was $28 million getting added back to Adjusted EBITDA. Just wondering if what was, you know, driving that big, kind of add back this quarter. Thanks.
Yeah. Yeah, of course. I mean, the quick answer is it's foreign exchange movement. That is actually reducing EBITDA, not adding it back. It's of that, 90% of it is in relation to foreign exchange, the gain that's in the foreign exchange and the income statement. There's a small amount in relation to the deferred consideration in relation to our Spirable acquisition, but 95% of it is foreign exchange related.
Okay. All right. Thank you.
The next question is from the line of Jason Bazinet from Citi. Please go ahead.
I'm sure there's dozens of assumptions that go into your guidance for revenue for this year and next, but, would you mind just elaborating on what state legalization assumptions or what cadence is embedded in your guidance for this year and next?
Yeah. Hi, Jason. Let me have first go at that, and then I'll let the guys jump in the cab. What we did, and we set this out on the Investor Day, was rather than coming up with our own binary view of state-by-state timings, what we did was we took almost all of the forecasts out in the market, probably including perhaps yours, Jason, around what the TAM looks like over the course of the next five to 10 years, and we took an average view of that. For precisely the reasons why I suspect you asked it, is we didn't want to be beholden to any particular state legalizing or not. Where we've got to is, I think we forecast that our GGR in the U.S. for 2022 is $5.5 billion.
For 2023, it was $7.7 billion. I think based on current positions, I think they're relatively prudent, but they're an average of everybody else's in the market for precisely the reasons that I think you're alluding to.
Understood. Super helpful. Thank you.
The last question is from the line of Mike Hickey from Benchmark Company. Please go ahead.
Hey, Mark, Nick, Jack. Good morning, guys. Good afternoon, wherever you're at. Thanks for speaking to me again. Two questions. First, just on the macro, obviously, you're a global business, and you serve a multitude of sportsbooks. Just curious what you're hearing, what you're seeing in terms of economic conditions impacting your players, their players, I guess. I guess it's different per geo. Obviously, we're hearing some say no impact at all, others are saying they are seeing inflation impacting advancements. Just curious broadly speaking, whatever incremental you can add on the macro conditions impacting players and related to the end goal.
Hey, Mike. It's Nick. Let me have first go at that. I'll answer it probably in a little bit more of a Genius related, but I'll let Jack or Mark talk about anything specific on a macro basis. What I guess, Mike, you probably, as you're no doubt aware, is traditionally the gaming sector has been relatively immune from economic downturn. Certainly we've been listening in closely, as I'm sure you guys have over the last six weeks as we've been through the latest earnings cycle. Most of the sportsbooks have been relatively optimistic about the strength of their customer and how that's holding up very well. Specifically for Genius, obviously, outside of that, you know, inflationary pressures are not something that we are particularly exposed to.
You know, our most significant cost, as you know, is rights costs, and the long-term, most material ones are fixed over really the course of the next five to six years, and therefore, short-term inflation doesn't really have any impact in that space. As you also know, we're debt-free, and therefore, interest rates is not something that we're exposed to, and energy prices are relatively immaterial to us. I don't know if that helps from a Genius perspective.
Good enough, Nick. Thanks. Second last question from me on live betting U.S. market. Sounds like you're being conservative in your growth assumptions. Just curious how that's tracking. I don't think you specifically called it out in how impactful latency has been to the uptake in live betting in the U.S. As a follow-up, you think about the sports rights progression with streaming platforms, latency seems to be at a bigger disadvantage versus broadcast or cable, how latency on streaming could also be potentially a challenge in live betting adoption in the U.S. as it relates to latency. Thank you.
Yeah, hi. It's Jack again. I think it's sort of two parts to that. You're right in that, you know, what we're seeing from an industry perspective is a bit of an increasing you know interest and engagement in the live betting space. We're seeing that from some of the operator calls and what's happening there. I'm sure you're across that stuff. We're obviously excited about that, but taking a cautious view, you know, we're restating where we know based on historics from last year, particularly around the NFL and that's where we're staying until we know more because that's the prudent thing for us to do.
I think what you're also seeing from an industry perspective is the industry starting to think about how it solves some of these challenges and helps to drive in-game engagement. There's lots of ways of doing that. There's product perspective, there's you know, marketing and how that's gonna evolve over time. You know, things are beginning to happen, though, not just for us. I mean, I think we mentioned on our last call, you know, we're selling live streaming to operators for the upcoming season in Ontario into that market. So if you're in Ontario and you're one of our customers in Ontario, you're having a possibility to watch live streaming on the sportsbook site.
You know, more news on that in due course, but that's the sort of evolution of the market, really starting to think about in-game betting and trying to solve some of those problems. My view is some of those latency challenges will exist for a period of time, but actually over time, the market and technology will begin to sort that out and there'll be a bit more harmony between those two things. Quite a lot going on, but mostly positive from our perspective.
Thank you.
Ladies and gentlemen, that concludes today's session. You may now disconnect your telephone. Thank you for joining, and have a pleasant day.