MNTN CEO: WBD's Ad Sales Could be a ‘Hidden Gem' for Netflix

MNTN CEO Mark Douglas suggests that while content catalogs often dominate merger headlines, the true strategic value of a potential Warner Bros. Discovery (WBD) acquisition for Netflix lies in its established advertising infrastructure. In a recent analysis following Netflix’s earnings, Douglas highlighted how WBD’s veteran sales team could accelerate Netflix's push to monetize its rapidly growing ad-supported tier, solving a critical operational challenge for the streaming giant.

Key Points

• Ad-Tier Adoption: Approximately 50% of new Netflix subscribers are opting for the ad-supported plan, creating a backlog of inventory the company has yet to fully monetize.
• The "Hidden Gem": Douglas argues that WBD’s established sales force constitutes a major strategic asset, offering Netflix immediate access to thousands of experienced ad sellers.
• Day vs. Night Strategy: The analysis distinguishes the platforms by noting that "YouTube owns the day" through user-generated content, while "Netflix owns the night" via premium, theatrical-scale entertainment.

Monetizing the Ad-Supported Backlog

Netflix’s pivot to advertising has shown robust consumer adoption. According to the company's latest figures, one out of every two new subscribers is currently signing up for the ad-supported tier. However, Douglas indicates that revenue generation has not yet caught up to subscriber volume, leaving a significant opportunity gap.

"Even if the revenue gets to that scale, there's still so much money left on the table for them that they can grow into. And I think it's going to be a big part of Netflix's future growth. So it's that backlog of ad revenue that they're not yet monetizing, even though the consumers are saying we want to receive ads."

The disparity between subscriber intent and realized revenue suggests that Netflix’s primary challenge is no longer attracting an audience to the ad tier, but building the operational capacity to sell against that inventory effectively.

The Strategic Value of Warner Bros. Discovery

Amidst speculation regarding a potential acquisition of Warner Bros. Discovery assets, industry analysts frequently focus on intellectual property, such as HBO’s The White Lotus or the Discovery catalog. While Douglas acknowledges the content value, he identifies the WBD ad sales division as a critical, undervalued component of a potential deal.

Netflix is currently in the process of building its ad sales capabilities from the ground up, a process that requires recruiting and training talent in a competitive market. WBD, conversely, possesses a legacy infrastructure with deep market relationships.

"Warner Brothers has a very, very established ads business, and I think it's a little underestimated as to what that can bring in terms of having thousands of experienced sellers with relationships and who know how to operate in this business... I think bringing one big ad sales team out of Warner Brothers is like a hidden gem if they win this acquisition war."

Competition for "Couch Time"

As streaming services expand into video podcasts and live events, the competitive lines between Netflix and YouTube continue to blur. Despite YouTube’s push into premium spaces—exemplified by its upcoming deal to stream the Oscars starting in 2029—Douglas maintains that the two platforms serve fundamentally different consumer needs.

He characterizes the market division as YouTube "owning the day" with short-form, user-generated content and podcasts, while Netflix "owns the night" with high-production value entertainment designed for theatrical viewing.

"It is far easier for Netflix to go down into the day, meaning podcasts and other content, than it is for YouTube to come up and produce theatrical quality... I don't think for YouTube to take over that spot in the consumer's mind when sitting on the couch, laying in bed, wherever they're watching that kind of content—I think it's going to be very hard to do in that scale."

As Netflix executes its aggressive growth strategy for the coming year, the focus will likely remain on closing the gap between ad inventory availability and monetization, whether through organic recruitment or strategic M&A activity.