Roku, now in over 90 million households, shifts focus to advertising partnerships amid competitive pressures.
New advertising strategies under Jay Askinasi emphasize flexibility and data-driven audience targeting.
Roku’s device market share declines as Amazon and Samsung gain ground with aggressive strategies.
Roku, now in over 90 million streaming households, is making a play to become an indispensable advertising partner, a strategic pivot from its prior “incremental” role. Under new advertising leadership, the company aims to leverage its massive scale and deep user engagement for the upcoming upfront season. But this ambition collides with fresh competitive turbulence, as Roku, the long-reigning #1 TV OS in North America, sees its U.S. device market share challenged by ascendant rivals.
Deeper ad integration: Spearheading this transformation is Jay Askinasi, Roku’s global head of media revenue operations, who is driving a strategy centered on flexibility and deeper advertiser integration. The approach offers varied access to Roku’s inventory—direct, programmatic through partners like Google and The Trade Desk, or managed service—and a suite of ad products from standard video to interactive home screen units. Roku’s rich first-party data is central, enabling precise audience targeting to boost advertiser ROI.
Engagement engine: Roku’s confidence stems from its commanding market presence and sticky user base, with its OS powering the most sold smart TVs in the U.S. and the platform capturing the largest share of streaming hours in North America. The company highlights that users turn on their Roku devices about 25 out of 30 days, far outpacing individual app usage, a key selling point to marketers. This deep engagement, coupled with The Roku Channel reaching an estimated 145 million U.S. viewers in Q4 2024, underpins its value proposition.
Competitive squeeze: Despite its platform strengths, Q4 2024 data from Pixalate painted a concerning picture for Roku’s device dominance in the U.S. open programmatic CTV market. Roku’s share of voice reportedly fell to 39%, a notable drop, while competitors Amazon Prime Video and Samsung saw their shares climb to 15% and 13% respectively. This signals a tougher fight ahead to maintain its hardware footprint.
Muted response: Amazon and Samsung are gaining ground through aggressive bundling, competitive pricing, and tight integration with their broader smart home ecosystems. In response, Roku’s early 2025 moves have been modest, with new streaming devices and minor OS updates like personalized sports highlights, as reported by `sixcolors.com`. The company’s device division continues to operate at a loss, reinforcing its strategic reliance on the more profitable platform and advertising revenues to navigate the evolving battleground.
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