Q4 2023 Fubotv Inc Earnings Call

Participants

Alison Sternberg; Senior Vice President of Investor Relations; Fubotv Inc

David Gandler; Chief Executive Officer, Director; Fubotv Inc

John Janedis; Chief Financial Officer; Fubotv Inc

Laura Martin; Analyst; Needham & Company Inc.

David Joyce; Analyst; Seaport Global Securities LLC

Nick O'Loughlin; Analyst; JPMorgan

Darren Aftahi; Analyst; Roth MKM

Shweta Khajuria; Analyst; Evercore ISI

Clark Lampen; Analyst; BTIG

Jim Goss; Analyst; Barrington Research Associates

Brett Knoblauch; Analyst; Cantor Fitzgerald

Presentation

Operator

Good morning. My name is Krista, and I'll be your conference operator today. At this time, I would like to welcome everyone to the fubo Fourth Quarter Full Year 2023 earnings conference call. All lines have been placed on mute to prevent any background noise. After the speakers' remarks, there will be a question and answer session. If you would like to ask a question during that time, simply press star followed by the number one on your telephone keypad. And if you'd like to withdraw that question again, press star one. Thank you. I would now like to turn the conference over to Alison Sternberg, Senior Vice President of Investor Relations. Allison, you may begin your conference.

Alison Sternberg

Thank you for joining us to discuss through those Fourth Quarter 2023. With me today is David Gandler, Co-Founder and CEO of fubo, and John Janedis, CFO of fubo full details of our results and additional management commentary are available in our earnings release and letter to shareholders, which can be found on the Investor Relations section of our website at ir dot fubo dot TV.
Before we begin, let me quickly review the format of today's presentation. David is going to start with some brief remarks on the quarter and full year and fubo strategy, and John will cover the financials and guidance. Then we will turn the call over to the analysts for Q&A.
I would like to remind everyone that the following discussion may contain forward-looking statements within the meaning of the federal securities laws, including but not limited to, statements regarding our financial condition, anticipated financial performance, business strategy and plans, industry and consumer trends, anticompetitive practices among our competitors and our response plan and expectations regarding profitability. These forward-looking statements are subject to certain risks, uncertainties and assumptions. Important factors that could cause actual results to differ materially from forward-looking statements include those discussed in our filings with the SEC. Except as otherwise noted, the results and guidance we are presenting today are on a continuing operations basis, excluding the historical results of our former gaming segment, which are accounted for as discontinued operations during the call, we may also refer to certain non-GAAP financial measures. Reconciliations of these non-GAAP measures to the most directly comparable GAAP measures are also available in our Q4 2023 earnings shareholder letter, which is available on our website at ir dot fubo dot TV.
With that, I will turn the call over to David.

David Gandler

Thank you, Allison, and good morning, everyone. We appreciate you joining us today to discuss Prevost Fourth Quarter and Full Year 2023 results. We are pleased to report that fubo once again exceeded guidance across key financial and operating metrics in North America with double-digit year-over-year growth during the fourth quarter, we delivered a record 1.62 million paid subscribers, an increase of 12% year over year and $402 million in total revenue, up an impressive 29% year over year. Average revenue per user also reached an all-time high of $86.65, an increase of 15% year over year in the context of a challenging year for the advertising industry. The accomplishments of our ad sales team is indeed noteworthy, delivering a record $114 million in annual revenue, a 14% increase over the prior year demonstrates remarkable resilience and effectiveness in our strategy and execution. Our balance sheet is healthy, reinforcing our confidence in achieving our profitability target in 2025 in 2023, we improved free cash flow by $101 million and adjusted EBITDA by $122 million, both over the prior year. This $100 million plus adjusted EBITDA improvement was fueled by robust revenue growth, enhanced operational efficiencies and stringent cost management. Our ability to efficiently and substantially narrow our losses has been outstanding setting a benchmark for exceptional performance within our industry. Even with our significant momentum in 2023, had fubo been afforded the opportunity to compete on fair market terms in line with other distributors such as Hulu, Comcast, Charter and Direct TV stream, we believe our results could have been even better. In fact, considering the estimated $200 million plus we were forced to pay last year to all of our media partners for content. Consumers don't run as well as outsized penetration rates and access fees paid. We believe fubo may have been able to break even in 2023. And most compelling of all, we would have had the opportunity to return these savings to customers in the form of promotions and future discounts. Instead, our customers are hit with annual price hikes because they are forced to buy content. They don't want just to access sports. Last week, we filed an antitrust lawsuit against the Walt Disney Corporation, Fox Corporation and Warner Brothers discovery for forming a sports streaming joint venture expected to launch this fall. We assert that this JV is an attempt to monopolize the sports streaming industry and eliminate competition. Their proposed venture is we believe, just the latest example of the sports cartels attempt to block and steal through both vision of what a sports streaming bundle should look like resulting in billions of dollars in damages to our business. We consider the defendants pernicious contractual terms and other anti-competitive practices, borderline rapid tiering as stated in our complaint, this sports cartel has levied content rates on us that are 30% to 50% plus higher than those of other distributors forced us to license unwanted non-sports content to access their must-have sports programming imposed above market penetration rates for this content and restricted our ability to offer certain features while permitting competitors and their own vertically integrated services to do so. And this sports cartel further attempts to stifle and destroy competition by forcing fubo to license content. They don't even own which floats our bundle and further raises prices for consumers. We have been dealing with widespread and rampant misconduct from this group and the industry at large, it has to stop consumers deserve choice. They should only pay for the channels they want, they should be able to access delightful product features to enjoy the streaming experience the way they want to and they should get all of this at a fair price. I want to be clear that despite these challenges, we remain focused on executing our operating plan, our ability to improve our business top and bottom line in a persistently anti-competitive landscape underscores our team's capacity for sustained execution. We remain focused on offering consumers a dynamic sports centric entertainment content service and continuing to demonstrate to investors that they can rely on food, most consistent performance in meeting our business goals, delivering an unparalleled streaming offering means solving problems for consumers. As we have said for the past three years, friction and fragmentation in the streaming industry is forcing consumers to pay for multiple services to access must-have content and with exclusive content fragmented across many services and packaged alongside nonexclusive programming, customers are ultimately paying multiple times for much of the same content. It's a well-established fact that for the benefit of consumers and to maximize the monetization of sports leagues, intellectual property sports needs to be broadly disseminated. This is the rationale behind our ambition to become a super aggregator, which we believe addresses the challenge effectively for consumers while also serving as the optimal strategy for our media and advertising partners. Our goal is to engage consumers along the demand curve and deliver aggregated video bundles focused on the consumer experience at different price points. We are not trying to be an app store. Our vision is to offer different types of packages, including free Fast Pay VoD, pay-per-view, TiVo and the virtual MVPD channel bundle and provide consumers with a seamless experience that lets them access just the channels they want when they want. And at a fair price, first in our super aggregation strategy will be the forthcoming launch of a free content tier to include the nearly 160 FastChannel we have launched since 2022. By providing these channels outside of the paywall, we plan to leverage this tier to retain and monetize consumers who sign up for fubo, but either don't convert into paying users or even cancel their subscription. Our goal is to keep customers inside the fubo ecosystem. There's a lot to enjoy with fubo, and we intend to deliver multiple content and product options, letting consumers choose the fubo experience. That's right for them in summary in 2024, we are focused on solidly executing our business plan even as we manage headwinds. Our Q4 and full year 2023 performance reaffirms our belief that those aggregated video bundle delivered through a premium personalized streaming experience, offers value for customers, shareholders and partners. Importantly, we strive to be champions of consumers who are entitled to choose a sports first bundle. That's right for them. And at a fair price, we will fight for their right to do so.
I will now turn the call over to Jonathan. He is CFO, to discuss our financial results in greater detail. John?

John Janedis

Thank you, David, and good morning, everyone. Our fourth quarter results reflect the ongoing improvement across our key performance indicators. The fourth quarter marks more than a full year of this trend serving as proof that our operational initiatives around bringing added effectiveness and efficiency to the business have been working and that our customer acquisition actions have also had a positive impact. We continued to see healthy top line and subscriber growth with Q4 revenue growth in North America of 29% and rest of world revenue growth of 18%. We are equally pleased with our overall subscriber growth, including 12% growth in North America, well ahead of our initial guidance of 5% growth at the start of 2023. This brings us to $1.37 billion in global revenue for the full year, representing 28% growth year over year. As we continued to grow subscribers and become more strategic around our pricing and packaging, we expect to see continued leverage on the subscriber related expense line, which in the fourth quarter decreased 662 basis points to 87% of revenue versus the prior year period. On the operational front, RPU in North America reached $86.65, an all-time high, while rest of world RPU was $6.81. The improvement in RPU was largely the result of the various pricing initiatives undertaken throughout 2023.
Turning to advertising, we are pleased with the growth and trends we are seeing on this front more. So given the continued volatility, many advertising businesses are facing during the fourth quarter, global ad revenue totaled $39 million or a 15% increase versus the prior year period.
Taking a look at the operational side of the business, we continue to make meaningful progress in our efforts to lower expenses and increase efficiency.
Starting with the gross margin, we saw a near 900 basis point expansion to 10%, marking our fifth consecutive quarter of positive gross margin and a record for the Company. This is on the back of another 900 basis point improvement in the prior quarter. Improvements across the income statement also led to a significant reduction in net loss with Q4 net loss of $71 million or a $25 million year-over-year reduction. This resulted in net loss margin improvement to negative 17% favorably comparing to a negative 30% loss margin in the prior year period. This led to a fourth quarter 2024 net loss per share of $0.24, a significant improvement compared to a loss of $0.48 in the fourth quarter of 2022. These results demonstrate that we are making meaningful progress toward our 2025 positive cash flow goal.
Fourth quarter adjusted EBITDA loss also improved to a loss of $50.7 million compared to a loss of $75.4 million in the fourth quarter of 2022. Adjusted EBITDA margin was a negative 12.4%, a significant improvement from a negative 23.6% in the prior year period. This resulted in an adjusted EPS loss of $0.17, an improvement compared to an adjusted EPS loss of $0.39 in Q4 2022.
Moving to the balance sheet, we believe we have ample liquidity to both invest in the business as well as continue to support our path to profitability ending the quarter with $251 million of cash, cash equivalents and restricted cash. In addition, our ongoing efforts to identify efficiencies and maximize leverage across the business resulted in a 15 million improvement in free cash flow. We continue to focus on maintaining rigor and discipline around our company-wide costs and are pleased with the progress we made throughout the year.
Now turning to guidance for the full year 2024. We expect full year 2020 for North America subscribers of 1.665 million to $1.685 million, representing 4% year over year growth at the midpoint and the full year 2024 revenue of $1.505 billion to $1.525 billion, representing 13% year-over-year growth at the midpoint. As described, our outlook reflects some conservatism in our plan, in particular, our exposure to potential industry volatility. However, we expect significant revenue growth outpacing subscriber growth due to anticipated RPU expansion, given our continued focus on unit economics and margin improvement. As for the first quarter, we expect subscribers of 1.415 million to 1.435 million, representing 11% year-over-year growth at the midpoint and revenue of $365 million to $375 million, representing 17% year over year growth at the midpoint for rest of world, our full year 2024 guidance projects, 390,000 to 410,000 subscribers, representing a 2% year-over-year decline at the midpoint and revenue of $31 million to $35 million, representing 2% year-over-year growth at the midpoint. In the first quarter, we expect subscribers of 380,000 to 385,000, representing a 1% year-over-year growth at the midpoint and we expect revenue of $6.6 million to $8.6 million, representing a 2% decline year over year at the midpoint.
In summary, we are encouraged by our strong fourth quarter and full year results and the progress we are making on our long-term plan. We are driving improvement across our business, including marked progress around RPU, advertising revenue and subscriber related expense. This progress positions us well for future success and increases our confidence that fubo has the foundation necessary to deliver enhanced value to shareholders. Operator,

Question and Answer Session

Operator

Thank you. As a reminder, if you would like to ask a question, please press star followed by the number one on your telephone keypad. And if you'd like to withdraw that question again, press star one, we also ask that you limit yourself to one question and one follow-up. Your first question comes from the line of Laura Martin from Needham & Company Please go ahead

Laura Martin

Good morning. Good morning. And so I'm I guess the first one is your gross margins were fantastic. Could you remind us who's coming up for renewal and how you think the lawsuit impacts your ability to actually get costs lower since you've now source, you have major suppliers of our business?

John Janedis

John, I'll start with the gross margin there. Maybe David will take the second part of the question. So look to your point, I think we had a great year in terms of the gross margin improvement, call it around 1,000 basis points versus 2022. And I think we also feel good about further expansion in 2024 as long term as renewals. I think you know that we don't call out specific renewals. But what we've said historically, and that hasn't changed is that we typically have one two renewals per year, but we don't comment specifically on who were one.

Laura Martin

Okay, cool. And then my other question is about the lawsuit so far, John, what do you think an overall cost of the lawsuits are in '24? Does it affect your promise to hit free cash flow breakeven in '25 and and it were a worst case. I mean, you guys have competed. I mean, there's lots of screen reports out there like Paramount has three main sports. The Hulu and YouTube TV have lots of streaming sports. And so really these guys have just but they're really just marketing a sports bundle, but there's been lots of sports. So I guess my question is, if you lose everything the courts don't get involved or the DOJ doesn't do anything like can you could use the second was launched the losses sort of signals that you're not sure you can compete with this version of a skinny bundle. So can you speak to that? And what happens if none of these injunctions know and interest feeds on your behalf and you have to compete against this new entity, please?

David Gandler

Yes, hey, Laurie, this is David. Well, I think that as you said we've been competing with these very large companies for nine years now. And we have an overwhelming amount of evidence over these years that demonstrates the anti-competitive patterns that we've been dealing with. I think as we've said a win for us, it's really outlined in the complaints. We just want parity parity means that they don't levy rates on us that are 30% to 50% above market. They don't force us to license unwanted content to be able to access must-have programming and they don't impose on us penetration rates that are above market along with some of these restrictions, like for instance, we don't sell ESPN plus despite the fact that we offered to pay for and charter receive it for free. So that's on the on the one side on the loss side, I guess it's very difficult to say. But ultimately, I think things will retain, remain status quo and we'll continue to have to deal with the unreasonable and above market economic terms. And as you can see, historically, 11 out of 12 quarters, we're continuing to fight the good fight. And so that's sort of where we land within these two sort of situations.

John Janedis

And Laura, maybe I'll just wrap up on the lawsuit costs. So what I can tell you is that it's factored into our budget, but it's too soon to give you a number in terms of the totality.

Operator

Your next question comes from the line of David Joyce from Seaport Research Partners. Please go ahead.

David Joyce

You on the advertising side, your 15% growth seems to be in line with other digitally native video peers. But I was wondering what you are seeing in the current quarter given that there's incremental inventory coming online from from Amazon? And also, what do you think the impact could be to the ecosystem with Walmart acquiring Visio, which has some of that connected TV verticality in their strategy? Thanks

John Janedis

again, this is John. Maybe I'll start with the advertising question and then David will hop on the video part of the question. Actually, Q4 came in better than we expected. I think when we spoke about three months, three months or so ago, I said that we expected single-digit ad growth and we ended up as you know, and now in the double digits. And so for 4Q, we saw more or less mid singles plus for mid-singles for October into mid-November. And then we saw a real acceleration in December for two to one. But I can tell you is that we had a solid January. I think we feel good about February sounded still, and we can also post, call it double digit growth for the first quarter. And I would just say from a category perspective for Q1 lease, we're seeing strength in within a larger categories. I'd say a healthy home and garden at QSR, it's gambling and gaming. And then I'd say, autos, our range of from a strong double to triple digits for Q1. And if you want to take that to your question.

David Gandler

Yes, short on. Yes, with respect to video, we think obviously, this is a positive outcome for the industry who was a very high quality audience that is sports first. And so if to the extent that Walmart will help video overlay retail data, we think that this could be a big win, not only for advertisers, but for approval at Walmart as well.

David Joyce

Thank you very much.

Operator

Your next question comes from the line of [Nick O'Loughlin] from JPMorgan. Please go ahead, figures.

Nick O'Loughlin

Good morning. Thanks for taking the question, if I could drill in on the 1Q guide a little bit. Is there anything baked in there from what you observed from the exclusive Peacock playoff game in January and June. Did you notice any incremental churn or if it change the usage behavior afterwards from here regular NFL fans?

David Gandler

Yes, hi, a very good question. We actually didn't see anything because most people that visit fubo or use fubo are using it for the vast portfolio of sports content we have and based on some of the data that we've seen with respect to plus services. And this may be the reason why the JV has become a hot topic. Is that three out of four customers prefer to watch? Are there content on our platform versus a plus service. So actually, I think we've also seen that people are confused. About 70% of our customers also prefer to have to use fubo for content that is also streamed on exclusively on these plus services. So all in, I think we're in a relatively good spot, and it's clear people, our concern that customers are tired of friction and fragmentation.

Nick O'Loughlin

Understood. And maybe if I could follow-up on the DE plus services. I mean, I guess when you guys discussed charter and Disney in the past and you've talked about how that suggests the industry is heading towards reactivation, which should benefit the company. But I'm curious if you think that there's any longer-term risk from what Charter's doing or potentially other future similar DTC. bundles in that it could slow the pace of cord cutting and if that might shift the magnitude of new customers entering your funnel, I'm just curious how you think about that? Thanks.

David Gandler

I think you I don't think we really think about that. As you know, we've continued to take share analysis on for eight years annually. So this is a very robust market and we are all for competition and we think consumers should have choice. And we believe the product that we are distributing this product that people enjoy. So and we don't really see any impact on that front.

Operator

Your next question comes from the line of Darren Aftahi from Roth MKM. Please go ahead.

Darren Aftahi

Wondering basically my question is on, can you talk a little bit about in general, just some more near term year-to-date ad trends you're seeing security and SaaS and CTV?

John Janedis

Yes, yes, Hey, Dan, it's John. I'll start and maybe I'll add a little bit on to what I responded to with David's question. And so so we actually saw some good help again coming out of December. As you know, David and I spend a lot of time with them with our ads are ads team. What I can tell you for Q1 is that we're actually seeing improvement in terms of the demand factor as the quarters progress. And so what it means is that for call it and then at the January February, we're seeing the demand coming closer to run rate. I would say now we're at a point where we're actually seeing demand for beyond 1Q, meaning March, but also into 2Q and down into the 3Q. So I think we feel relatively good about it.
On the international on the political side, off of a small base, we saw call it triple digit growth in Q1 and yes, the refresh we put up about, call it, 4 million plus in 2022. I'd expect meaningful growth off of that in 24, but the majority of that come into call it from August and beyond. And then again, from a category perspective, I mentioned the stronger ones for Q1. I would say on the softer side, I'd call it ABCPG. and traveling for resin, if I call that two that were a little bit softer than the portfolio. But again, I still expect to see double-digit growth for us for Q1.

Darren Aftahi

Great. And then maybe just one more philosophical question as it relates to the lawsuit. So there's a lot of examples of monopolistic practice with big tech out there. Antitrust regulators have done nothing about it. So I'm just curious in the spirit of the lawsuit, given you don't have unlimited resources, what is your propensity to, I guess, dig in kind of to defend your ground here. Is this a depth or is it something where if you don't see progress, you might relent just given there's a very competitive product out there and legal bills are not going to be cheap? Thanks.

David Gandler

Yes. Well, again, good question. I think that this is a dual to the depth. It has been when we started this company. We are fighting for consumers. We are fighting for our customers. We are fighting for the tens of billions of dollars that are wasted annually by consumers paying for the same content multiple times. This is a very important process. We are sticking to our principles to our guns, and we're continuing to be able to to gum and walk at the same time. As you could see from our numbers, we're continuing to execute very well. We're continuing to see revenue growth. We're operating efficiently. And again, we think that we can handle both of these things at the same time.

Operator

Your next question comes from the line of Shweta Khajuria from Evercore ISI. Please go ahead.
Okay.

Shweta Khajuria

Thank you for taking my questions. Could you please comment on subscription churn or subscriber churn that you saw from Q4 into Q1? And then what is baked into your guidance as the year goes through and do expect an ongoing improvement if it has continued to improve versus prior seasonality that you've seen? And then question two is just a follow-up on your prior answer, David, regarding the lawsuit in the event that it goes against you. What how do you see? Yes, the future fubo, I mean, you said you you've been fighting the good fight, but the fight may get a little bit tougher. So could you comment on that? Thank you.

John Janedis

But hey, John. I'll start with churn. And what I would say is that we don't disclose exact numbers, but I could say it's a couple of things. So that one is as a reminder, there is seasonality by quarter for the churn. And so I would say hard to give you a kind of a differential from Q1 to Q4 because it's unknown. It's only relevant. When I can tell you, though, directionally when we look at it year over year, it's been relatively stable.

David Gandler

So I just want to could you just repeat the litigation question. I think there were a few questions within the overall comment here.

Shweta Khajuria

I was just wondering what you think if the lawsuit goes against you, I mean you mentioned that you've been fighting the fight, but that fight could get a little bit tougher in the event that you lose the lawsuit. So how does the business change and what's your what are your thoughts for that event happening?

David Gandler

Right. Well, as I said, we're fighting for customers. We don't anticipate well first of all, losing the lawsuit doesn't really change anything. As we said, if things remain status quo, we'd have to deal with unreasonable pricing and above market terms. And so I don't believe that any of these companies would retaliate against us for filing what we believe is incredible a complaint.

Operator

Your next question comes from the line of Clark Lampkin from BTIG. Please go ahead.

Clark Lampen

Thanks for taking the question. Morning, John. I wanted to follow up on some of the add comments. You mentioned that you were seeing momentum and sort of demand persist beyond 1Q and into 2Q and 3Q. Could you help us understand, I guess what's sort of baked into the guidance for the year and how much I guess the lift that we've seen in the back half of 2023 is is symptomatic or maybe conversely, a function of some of the improvements in the go to market that you've implemented?

John Janedis

Yes, sure. It might look, as you know, we don't guide specific advertising. And so again, I'll start with Q1 in terms of the double digit growth, I'd say it's hard to say specifically specifics on 2Q to 4Q, but we continue to expect growth. I don't want to be more precise than that, just given lack of visibility, I would tell you that from a direct and programmatic guaranteed perspective, we continue to see momentum there in terms of mix improvements. And so that number kind of tripled, call it from around 6.5% of the total being appropriately those two, I should say, versus 90% plus programmatic in the fourth quarter, it was more like 20%, I'd say for 2024, that number will improve.
I would also remind you that a fair amount of the political money comes into the programmatic side. But if I can kind of pull that out. And on a like-for-like basis, direct will be no, call it low to mid 20s. I would assume that also, as you know, comes with a benefit in terms of pricing and so a higher CPM for that business relative to the programmatic business, some you didn't ask this, but from a given the supply coming on like we spend at a time talking to our teams around that.
Yes, there is a little bit of weakness on pricing at, call it in the long tail. And I'd say for prime, we look at that as somewhat more of a differentiated supply that seeing pricing pressure. But given our sports focus, I'd say we're relatively immune to that.

Clark Lampen

Okay. And kind of a bigger picture question but in the shareholder letter, you sort of emphasized that you want to continue delivering a differentiated experience for consumers. I was wondering if maybe you could shed some light on whether there are feature updates or releases that you guys have planned for 2024 that you're comfortable talking about at this juncture? Or just sort of broadly sort of what I guess we'll help bring that sort of differentiated experience to life for the user.

David Gandler

Yes. Why don't I take that question on? So I think over the last year and a half since our acquisition of Malta, we've been very focused on the platform. This is a very forward-thinking company. We've been ahead of the curve now on multiple fronts for many years and the three areas that we've really focused on is really developing a back-end driven platform that enables us to rapidly and seamlessly our release product features. That's important because we collect a lot of data, and we're doing a lot of A/B testing, hundreds of AAB. tests running simultaneously. And that will inform us on the direction we're going to take some of the larger bets, some smaller bets.
The second piece is the advanced data and AI platform that we have really developed and we started to release some features. I think we've we've announced the instant headlines that we're starting to see some tractions with if you're not familiar with that feature to feature, that allows us to overlay the dome now on the homepage that will immediately recognize what is being discussed on a newscast. So if you're talking about the election, you'll quickly see a headline change to whatever is there. So consumers are more apt to click on that. And the last thing is the just the flexible architecture that we built that allows us to rapidly make changes to configurations, which enable very quick rollouts efficiently across the globe. Again, right now, we're very focused on our US plan and achieving our profitability targets in 2025. But the baseline on the back end of the platform is prepared. We're running some tests, as I said, and we're looking forward to starting to roll out features towards the back half of the year. The first feature as I mentioned in my opening remarks was our premium platform, which will give us an opportunity to collect even more data. So we're very excited. We've always said that we wanted to compete on a nonexclusive basis on fair terms, and we look forward to doing that.

Operator

Your next question comes from the line of Jim Goss from Barrington Research. Please go ahead.

Jim Goss

Good morning, and I had a couple of questions. One, I was wondering about your programming fee with your program providers. Are they generally on a per sub basis or are they on a sort an aggregate basis for certain markets and a related basis, how many options do you feel you would be inclined to provide consumers in terms of the mixes of programming in a given market to provide the choice you think they deserve and then ask the Secondly and rest of world is fairly modest and stable. And I'm wondering what your commitment to that effort is and what is the continuing rationale?

John Janedis

Yes, sure. Hey, Tim, it's John. I'll start with the subscriber fees. And look, it's a combination. But I said the vast majority is on a per sub basis, but we also have, I'd say, a fair amount of flat fee when so it's a combination. But again, the vast majority of the total fee will be on a personal basis. And there also are some situations where and there is some flexibility in terms of pricing based on volume.

Operator

Okay, gentlemen are inevitable. And sir, your next question comes from the line of Brett, no buck from Cantor Fitzgerald. Please go ahead.

Brett Knoblauch

Yes, thanks for taking my question. It's been nice thing. The sequential gross margin improvement and I was just curious, provide any color as to and how that will trend throughout the year? And then maybe as a follow-up, is it possible for you guys to maybe launch a so-called skinny bundle of your own with the most relevant U.S. sports channels that you guys currently distribute? Or is that kind of against the policies or contracts that you have signed with, call it the big companies, Brett actually broke up a little bit the first half of the question. Could you talk about the pace of gross margin improvement? We should be expecting throughout 2024.

John Janedis

And you're right. So look, as I mentioned before, we saw that 1,000 basis points of improvement in that in 2023. We don't guide specific to gross margins. And what I would tell you, though, is that we continue to expect that's a healthy improvement and throughout the course of the year. But I don't want to be more specific than that, but probably not as rate of improvement and '24 versus '23. But I'd say still very healthy.

Brett Knoblauch

Thank you. I will now turn the call back over to Alison.

Alison Sternberg

Thank you, operator, and thank you to everyone for your very thoughtful questions, and we'll look forward to speaking with all of you next quarter.
Before I turn it back to the operator to close out the call, I did want to surface some questions at related to our ST technologies. Investor am platform and one question that got a lot of votes. I think this is really appropriately directed to you.
David is sort of a meta question, a very high-level question, which is what long-term strategies do you have in place to ensure the sustainable growth and success of the Company?

David Gandler

Yes. Very good question. Yes, I tried to hit on that during my opening remarks. One of our key goals as part of being a video aggregator is to really drive a super aggregation strategy. I think we've said many times now that we are not we have no plans to be an app store. We want to create a seamless and premium experience for customers, and we'll look to target those customers at different points on the demand curve, which by the way will change, given the seasonality of content that's available. And so as we said, we're going to start to build on our strong advertising business and launch a free tier sometime in the back half of the year to leverage the 160 or roughly 160 FAST channels that we already have behind the paywall. And we're focused on continuing to develop some technology in-house that will allow us to create more personalized experiences and upsell customers on things like Teavana and pay-per-view initially. And as we work through our content deals, we'll hopefully get to a place where we can unbundle some of the programming and same way the media companies would plan to do so. And I think that's going to drive a lot of value, both for customers for our media partners as well, driving revenue for them and our shareholders.

Alison Sternberg

Excellent. And one other question that received quite a few of votes, not surprisingly, and you've addressed this throughout the course of the call, but will this new JV and sort of the associated impact or anticipated impact change our path to profitability by '25?

David Gandler

Well, the answer is no. As you know, the last of four quarters we've really delivered on the bottom line. This last quarter was a really impressive move an improvement of $100 million of free cash flow really demonstrates our commitment to achieving our profitability targets. That doesn't mean it's going to be an easy road, but this company has demonstrated time and time again its resilience. If that's all, I'd like to ask one thing. All of our friendly listeners and the majority of the people that follow us is I really encourage you to visit save my sports.com in support of consumer choice. There's a letter out there that are posted and you'll be able to find your local Congress, men and women feel free to reach out to them because this is a really important topic and you'd be saving customers tens of billions of dollars a year. Thank you.

Alison Sternberg

David, and thank you to everyone on the call for your thoughtful questions. I'll turn it back over to you, operator, to conclude the call.

Operator

This does conclude today's conference call. Thank you for your participation and you may now disconnect.