And this is great white space for us as we think about the development and the adoption of our products as we move forward. And frankly, aligns really well to where media dollars are actively being invested at 2024 and beyond.
Jason Kreyer: I’m sorry, I just want to push back and just clarify that. So, I mean, we talked about cross-platform as being one of the biggest opportunities for growth as we go into next year. That didn’t really grow much this quarter. And so I’m trying to dissect the performance this quarter versus the opportunity as we see it into next year and maybe exactly what happened this quarter, unless that custom content was a greater headwind than I’m appreciating.
Jonathan Carpenter: Yes, certainly custom weighed pretty significantly on the quarter. We were down meaningfully double digits, which is where a good portion of the pain in the quarter versus the expectation was felt. And so I think what you see with the combination of our local products coupled with our digital products, while syndicated digital in and of itself is a standalone product has had its fair share of headwinds, it’s a significant contributor to our cross-platform product offering that is growing significantly. We fully expect that to continue to scale meaningfully next year.
Jason Kreyer: Okay, thank you for clarifying.
Operator: Thank you. One moment for our next question. Our next question will come from Surinder Thind from Jefferies. Your line is open.
Surinder Thind: Thank you. Taking a step back, Jon, and looking at the big picture here, when you think about the longer term opportunity, how do you actually characterize it that you’re in the right position going after the right spend? It seems like we’re in a bit of a perpetual hamster wheel where we’re always chasing something. It seems we’re not quite getting there. And so I feel like as we look over the conversations over the last couple of years of there’s an opportunity here and another opportunity, it seems like we get close, but we never quite get there. So I just want to make sure I understand the big picture and if — or if the environment is just going to continue to change. And if that in itself is part of the story here.
Jonathan Carpenter: So I think big picture, we’ve been pretty clear. Look, the problems that our clients are facing from fragmentation of media, how we are addressing that is our cross-platform capabilities that we’re bringing to market. And we’re continuing to see broad-based adoption of what that looks like. That was highlighted in the announcement from the U.S. JIC on comScore being one of three that got conditional certification, which was really just the first step that they announced. So addressing media fragmentation is a problem that our clients are faced with, our cross-platform product offerings help solve for that. The proliferation of signal loss through the digital ecosystem, that’s where product offerings like our digital capability coupled with our activation product stand out in market.
And both of those things contribute to a significant amount of waste from an ad dollar standpoint. And so when you think about where we’re focused, we’re focused on addressing those specific problems as it relates to the product solutions that we’re delivering to market. And we’re doing it with a better margin profile. And we’ve talked about that since day one.
Surinder Thind: Fair enough. And then I guess on the margin profile, obviously you’re kind of at current targets, but it sounded like there’s maybe more. Mary, can you maybe additional color on that? It just seems like you’ve managed expenses, you’ve continued to cut out costs. How much more can you possibly do at this point before it starts hurting the firm?
Jonathan Carpenter: So I think where we see, and I’ll let Mary Margaret jump in here in a minute, but I think what you’ve also got to consider is the fact that we’ve got digital products that are scaling significantly in the margin profile of those product offerings, activation cross-platform are much more attractive from a margin standpoint. So it’s not only about reaping the benefits of the restructuring efforts that the company has delivered on, but it’s the mix of business. And as that shifts, as we highlighted in one of the pages earlier in the deck, that helps the margin profile continue to improve.
