BRIGHTCOVE INC MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS (form 10-Q)

BRIGHTCOVE INC MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS
OF OPERATIONS (form 10-Q)
BRIGHTCOVE INC MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS
OF OPERATIONS (form 10-Q)

(in hundreds, besides share and per share knowledge, except in any other case famous)

The following dialogue and evaluation of our monetary situation and outcomes of
operations must be learn along with our condensed consolidated
monetary statements and associated notes showing elsewhere on this Quarterly
Report on Form
10-Q
and our Annual Report on Form
10-Ok
for the 12 months ended December 31, 2021.

Company Overview

We are a number one international supplier of cloud-based providers for video. We have been
integrated in Delaware in August 2004. With our Emmy
®
-winning know-how and award-winning providers, we assist our clients understand
the potential of video to deal with business-critical challenges. Customers rely
on our suite of merchandise, providers, and experience to scale back the price and
complexity related to publishing, distributing, measuring and monetizing
video throughout gadgets.

We promote 5 core video merchandise that assist our clients use video to additional
their companies in significant methods: (1) Video Cloud, our flagship product and
the world’s main on-line video platform, permits our clients to shortly and
simply distribute high-quality video to Internet-connected gadgets;
(2) Brightcove Live, our industry-leading resolution for dwell streaming, delivers
high-quality viewer experiences at scale; (3) Brightcove Beacon, a purpose-built
software that allows firms to launch premium OTT video experiences
shortly and cheaply, throughout gadgets and with the pliability of
a number of monetization fashions; (4) Brightcove Player, an exceptionally quick,
cloud-based know-how for creating and managing video experiences; and
(5) Zencoder, a strong, cloud-based video encoding know-how.

Customers can complement their use of our core merchandise with modular
applied sciences that present enhanced capabilities comparable to (1) modern advert
insertion and video stitching by means of Brightcove SSAI; (2) environment friendly publication
of movies to Facebook, Twitter, and YouTube by means of Brightcove Social; (3) an
app for creating advertising campaigns with insightful knowledge and {industry}
benchmarks by means of Brightcove Campaign; and (4) create branded video expertise
by accessing templates
with built-in
greatest practices by means of Brightcove Gallery.

We have additionally delivered to market a number of video options, that are comprised of a
suite of video applied sciences that tackle particular
buyer use-cases
and wishes: (1) Virtual Events Experience helps manufacturers to remodel occasions into
custom-made digital experiences; (2) Brightcove Video Marketing Suite, permits
entrepreneurs to make use of video to drive model consciousness, engagement and conversion;
(3) Brightcove Enterprise Video Suite, supplies an enterprise-class platform for
inside communications, worker coaching, dwell streaming, advertising and
ecommerce movies; and (4) Brightcove CorpTV

, supplies a brand new solution to ship advertising movies, product bulletins,
coaching packages, and different dwell and
on-demand
content material in a branded expertise for firms.

Our philosophy for the following few years will proceed to be to spend money on our
product technique and improvement,
gross sales, and go-to-market actions
to help our long-term income progress. We consider these investments will assist
us tackle among the challenges going through our enterprise comparable to demand for our
merchandise by current and potential clients, speedy technological change in our
{industry}, elevated competitors and ensuing value sensitivity. These
investments embrace help for the enlargement of our infrastructure inside our
internet hosting amenities, the hiring of further technical and gross sales personnel, the
innovation of latest options for current merchandise and the event of latest
merchandise. We consider this technique will assist us retain our current clients,
improve our common annual subscription income per premium buyer and lead
to the acquisition of latest clients. Additionally, we consider buyer progress
will allow us to attain economies of scale which can scale back our price of products
bought, analysis and improvement and basic and administrative bills as a
proportion of whole income.

As of March 31, 2022 and 2021 we had 678 and 652 staff, respectively.

We generate income by providing our merchandise to clients on a
subscription-based, software program as a service, or SaaS, mannequin. Our income decreased
from $54.8 million within the three months ended March 31, 2021 to $53.4 million in
the three months ended March 31, 2022, because of a lower in skilled
providers and different income.

Included within the consolidated internet loss for the three months ended March 31, 2022
was stock-based compensation expense and amortization of acquired intangible
property of $3.5 million and $817, respectively. Included within the consolidated internet
revenue for the three months ended March 31, 2021 was stock-based compensation
expense and amortization of acquired intangible property of $2.3 million and $766,
respectively.

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For the three months ended March 31, 2022 and 2021, our income derived from
clients positioned outdoors North America was 45% and 44%, respectively. We anticipate
the share of whole internet income derived from outdoors North America to
improve in future intervals as we proceed to broaden our worldwide
operations.

Key Metrics

We commonly assessment numerous metrics, together with the next key metrics, to
consider our enterprise, measure our efficiency, establish tendencies affecting our
enterprise, formulate monetary projections and make strategic choices.

The following desk consists of our key metrics for the intervals introduced:

Three Months Ended March 31,
2022 2021
Customers (at interval finish)
Premium 2,299 2,273
Volume 832 1,039

Total clients (at interval finish) 3,131
3,312

Net income retention price 97.8 % 98.8 %
Recurring greenback retention price 91 % 85 %
Average annual subscription income per premium
buyer, excluding Starter version clients (in
hundreds) $ 96.5 $ 97.0
Average annual subscription income per premium
buyer for Starter version clients solely (in
hundreds) $ 4.6 $ 4.3
Total backlog, excluding skilled providers
engagements (in thousands and thousands) $ 159.2 $ 147.6
Total backlog to be acknowledged over subsequent 12
months, excluding skilled providers
engagements (in thousands and thousands) $ 128.7 $ 117.1

• Number of Customers

. We outline our variety of clients on the finish of a specific quarter because the

variety of clients producing subscription income on the finish of the

quarter. We consider the variety of clients is a key indicator of our market

penetration, the productiveness of our gross sales group and the worth that

our merchandise carry to our clients. We classify our clients by together with

them in both premium or quantity choices. Our premium choices embrace our

premium Video Cloud clients (Enterprise and Pro editions), our Zencoder

clients (apart from Zencoder clients on
month-to-month
contracts and
pay-as-you-go

contracts), our SSAI clients, our Player clients, our OTT Flow clients

(OTT Flow is our partner-based OTT platform, which preceded Brightcove

Beacon), our Virtual Event Experience clients, our Video Marketing Suite

clients, our Enterprise Video Suite clients, our Brightcove Beacon

clients, our Brightcove Engage clients, our Brightcove CorpTV

clients, and our Brightcove Campaign clients. Our quantity choices

embrace our Video Cloud Express clients and our Zencoder clients on
month-to-month
contracts and
pay-as-you-go
contracts.

Our

go-to-market

focus and progress technique is to broaden our premium buyer base, as we consider
our premium clients signify a larger alternative for our options. Premium
clients decreased in comparison with the prior interval because of some clients deciding
to modify to
in-house
options or different third-party options and a few clients acquired within the
Ooyala acquisition deciding to not swap to our resolution. Volume clients
decreased in current intervals primarily because of our discontinuation of the
promotional Video Cloud Express providing. As a outcome, we now have skilled
attrition of this base stage providing with out a corresponding addition of
clients. We anticipate clients utilizing our quantity choices to proceed to
lower in 2022 and past as we proceed to focus in the marketplace for our
premium options.

• Net Revenue Retention Rate

. We assess our potential to retain and broaden clients utilizing a metric we

check with as our internet income retention price. We calculate the web income

retention price by dividing: (a) the present annualized recurring income for

premium clients that existed twelve months prior by (b) the annualized

recurring income for all premium clients that existed twelve months prior.

We outline annualized recurring income for premium clients as the mixture

annualized contract worth from our premium buyer base, measured as of the

finish of a given interval. We sometimes calculate our internet income retention price

on a quarterly foundation. For annual intervals, we report internet income retention

price as the typical of the web income retention price for all fiscal quarters

included within the interval. By dividing the retained recurring income by the

base recurring income, we measure our success in retaining and rising

put in income from the precise cohort of consumers we served on the
starting of the interval.

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• R
ecurring Dollar Retention Rate.

We assess our potential to retain clients utilizing a metric we check with as our

recurring greenback retention price. We calculate the recurring greenback retention

price by dividing the retained recurring worth of subscription income for a

interval by the earlier recurring worth of subscription income for a similar

interval. We outline retained recurring worth of subscription income because the

dedicated subscription charges for all contracts that renew in a given interval,

together with any improve or lower in contract worth. We outline earlier

recurring worth of subscription income because the recurring worth from dedicated

subscription charges for all contracts that expire in that very same interval. We

sometimes calculate our recurring greenback retention price on a month-to-month foundation.

Recurring greenback retention price supplies visibility into our ongoing income.

• Average Annual Subscription Revenue Per Premium Customer

. We outline common annual subscription income per premium buyer because the

whole subscription income from premium clients for an annual interval,

excluding skilled providers income, divided by the typical variety of

premium clients for that interval. We consider that this metric is vital

in understanding subscription income for our premium choices as well as

to the relative measurement of premium buyer preparations. As our Starter version

has a value level of $199 or $499 per 30 days, we disclose the typical annual

subscription income per premium buyer individually for Starter version

clients and all different premium clients.

• Backlog

. We outline backlog as the mixture quantity of transaction value that’s

allotted to efficiency obligations that haven’t but been happy,

excluding skilled service engagements. We consider that this metric is

vital in understanding future enterprise efficiency.

COVID-19
and Geopolitical Events

While the long run tendencies of
the COVID-19 pandemic
stay unsure, we now have not skilled a major disruption throughout the
pandemic. We will proceed to watch
COVID-19’s
impact on our staff, clients, distributors and the areas we function in.

In late February 2022, Russian army forces launched important army
motion in opposition to Ukraine, and sustained battle and disruption within the area is
doubtless. Subsequent to the invasion, the U.S. and different international locations imposed
financial sanctions in opposition to officers, people, areas, and industries in
Russia, Ukraine and Belarus. We do not need operations or clients in Russia or
Ukraine and none of our materials distributors supply their providers to us from Russia
or Ukraine. We will proceed to watch the scenario and adjust to any
sanctions and restrictions imposed by the U.S. authorities.

Components of Consolidated Statements of Operations

Revenue

Subscription and Support Revenue

– We generate subscription and help income from the sale of our merchandise.

Video Cloud is obtainable in two product strains. The first product line is comprised
of our premium product editions. All premium editions embrace performance to
publish and distribute video to Internet-connected gadgets, with larger ranges
of premium editions offering further options and performance. Customer
preparations are sometimes
one-year
contracts, which embrace a subscription to Video Cloud, primary help
and a pre-determined
quantity of video streams, bandwidth, transcoding and storage. We additionally provide gold,
platinum and platinum plus help to our premium clients for an extra
payment. The pricing for our premium editions relies on the worth of our software program,
in addition to the variety of customers, accounts and utilization, which is comprised of video
streams, bandwidth, transcoding and storage. Should a buyer’s utilization exceed
the contractual entitlements, the contract will present the speed at which the
buyer should pay for precise utilization above the contractual entitlements. The
second product line is comprised of our quantity product version. Our quantity
editions goal
small and medium-sized companies, or
SMBs. The quantity editions present clients with the identical primary performance
that’s supplied in our premium product editions however have been designed for
clients who’ve decrease utilization necessities and don’t sometimes require
superior options and performance. We discontinued the decrease stage pricing
choices for the Express version of our quantity providing and anticipate the entire
variety of clients utilizing the Express version to proceed to lower. Customers
who buy the amount editions usually
enter into month-to-month agreements.
Volume clients are usually billed on a month-to-month foundation and pay through a credit score
card.

Virtual Events Experience, Brightcove Live and Brightcove Player are supplied to
clients on a subscription foundation. Customer preparations are
sometimes one-year contracts,
which embrace a subscription to Virtual Events Experience, Brightcove Live or
the Brightcove Player, primary help and
a pre-determined quantity
of video streams, bandwidth, transcoding, and storage and solely video streams for
Brightcove Player. We additionally provide gold, platinum, and platinum plus help to
our Virtual Events Experience, Brightcove Live and Brightcove Player clients
for an extra payment. The pricing for these merchandise relies on the worth of
our software program, in addition to, the variety of customers, accounts and utilization. Should a
buyer’s utilization exceed the contractual entitlements, the contract will present
the speed at which the shopper should pay for precise utilization above the contractual
entitlements.

Zencoder is obtainable to clients on a subscription foundation, with both dedicated
contracts or
pay-as-you-go
contracts. The pricing relies on utilization, which is comprised of minutes of video
processed. The dedicated contracts embrace a hard and fast variety of minutes of video
processed. Should a buyer’s utilization exceed the contractual entitlements, the
contract will present the speed at which the shopper should pay for precise utilization
above the contractual entitlements. Zencoder clients are thought of premium
clients apart from Zencoder clients
on month-to-month contracts
or pay-as-you-go contracts,
that are thought of quantity clients.

Brightcove Beacon and Brightcove Campaign are every supplied to clients on a
subscription foundation, with various ranges of performance, utilization entitlements and
help based mostly on the dimensions and complexity of a buyer’s wants. Customer
preparations are sometimes
one-year
contracts.

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Video Marketing Suite and Enterprise Video Suite are supplied to clients on a
subscription foundation in Starter, Pro and Enterprise editions. The Pro and
Enterprise buyer preparations are sometimes
one-year
contracts, which usually embrace a subscription to Video Cloud, Gallery,
Brightcove Social (for Video Marketing Suite clients) or Brightcove Live (for
Enterprise Video Suite clients), primary help and a
pre-determined
quantity of video streams or performs (for Video Marketing Suite clients), viewers
(for Enterprise Video Suite clients), bandwidth and storage or movies. We additionally
usually provide gold help or platinum help to those clients for an
further payment, which incorporates prolonged cellphone help. The pricing for our Pro
and Enterprise editions relies on the variety of customers, accounts and utilization,
which is comprised of video streams or performs, viewers, bandwidth and storage or
movies. Should a buyer’s utilization exceed the contractual entitlements, the
contract will present the speed at which the shopper should pay for precise utilization
above the contractual entitlements, or would require the shopper to improve its
bundle upon renewal. The Starter version supplies clients with the identical primary
performance that’s supplied in our Pro and Enterprise editions however has been
designed for patrons who’ve decrease utilization necessities and don’t sometimes
search superior options and performance. Customers who buy the Starter
version might enter into
one-year
agreements or
month-to-month
agreements. Starter clients with
month-to-month
agreements are usually billed on a month-to-month foundation and pay through a bank card.

All Brightcove Beacon, Brightcove CorpTV

, OTT Flow, Brightcove Campaign, Brightcove Live, SSAI, Player, Virtual Events
Experience, Video Marketing Suite, and Enterprise Video Suite clients are
thought of premium clients.

Professional Services and Other Revenue
– Professional providers and different income consists of providers comparable to
implementation, software program customizations and undertaking administration for patrons who
subscribe to our premium editions. These preparations are priced both on a
fastened payment foundation with a portion due upon contract signing and the rest due
when the associated providers have been accomplished, or on a time and supplies foundation.

Cost of Revenue

Cost of subscription, help {and professional} providers income primarily
consists of prices associated to supporting and internet hosting our product choices and
delivering our skilled providers. These prices embrace salaries, advantages,
incentive compensation and stock-based compensation expense associated to the
administration of our knowledge facilities, our buyer help crew and our skilled
providers employees. In addition to those bills, we incur third-party service
supplier prices comparable to knowledge middle and content material supply community, or CDN,
bills, allotted overhead, depreciation expense and amortization of
capitalized internal-use software program
improvement prices and bought intangible property. We allocate overhead prices
comparable to lease, utilities and provides to all departments based mostly on relative
headcount. As such, basic overhead bills are mirrored in price of income
along with every working expense class. The prices related to
offering skilled providers are considerably larger as a proportion of
associated income than the prices related to delivering our subscription and
help providers because of the labor prices of offering skilled providers.

Cost of income elevated in absolute {dollars} from the primary three months of
2021 to the primary three months of 2022. In future intervals we anticipate our price of
income will improve in absolute {dollars} as our income will increase. Cost of
income as a proportion of income may fluctuate from interval to interval
relying on the variety of our skilled providers engagements and any
related prices regarding the supply of subscription providers and the
timing of great expenditures. To the extent that our buyer base grows,
we intend to proceed to speculate further sources in increasing the supply
functionality of our merchandise and different providers. The timing of those further
bills may have an effect on our price of income, each when it comes to absolute {dollars} and
as a proportion of income, in any specific quarterly or annual interval.

Operating Expenses

We classify our working bills as follows:

Research and Development
. Research and improvement bills consist primarily of personnel and associated
bills for our analysis and improvement employees, together with salaries, advantages,
incentive compensation and stock-based compensation, along with the prices
related to contractors and allotted overhead. We have centered our analysis
and improvement efforts on increasing the performance and scalability of our
merchandise and enhancing their ease of use, in addition to creating new product
choices. We anticipate analysis and improvement bills to extend in absolute
{dollars} as we intend to proceed to periodically launch new options and
performance, broaden our product choices, proceed the localization of our
merchandise in varied languages, improve and lengthen our service choices, and
develop new applied sciences. Over the long run, we consider that analysis and
improvement bills as a proportion of income will lower, however will fluctuate
relying upon the combination of income from new and current merchandise, options and
performance, in addition to modifications within the know-how that our merchandise should
help, comparable to new working programs or new Internet-connected gadgets.

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Sales and Marketing
. Sales and advertising bills consist primarily of personnel and associated
bills for our gross sales and advertising employees, together with salaries, advantages,
incentive compensation, commissions, stock-based compensation and journey prices,
amortization of acquired intangible property, along with prices related to
advertising and promotional occasions, company communications, promoting, different
model constructing and product advertising bills and allotted overhead. Our gross sales
and advertising bills have elevated in absolute {dollars} in every of the final
three years. We intend to proceed to spend money on gross sales and advertising and broaden
the sale of our product choices inside our current buyer base, construct model
consciousness and sponsor further advertising occasions. Accordingly, we anticipate gross sales
and advertising expense to proceed to be our most vital working expense
in future intervals. Over the long run, we consider that gross sales and advertising
expense as a proportion of income will lower, however will fluctuate relying upon
the combination of income from new and current clients and from
small, medium-sized and
enterprise clients, in addition to modifications within the productiveness of our gross sales and
advertising packages.

General and Administrative
. General and administrative bills consist primarily of personnel and associated
bills for government, authorized, finance, data know-how and human
sources features, together with salaries, advantages, incentive compensation and
stock-based compensation. General and administrative bills additionally embrace the
prices related to skilled charges, insurance coverage premiums, different company
bills and allotted overhead. Over the long run, we consider that basic and
administrative bills as a proportion of income will lower.

Merger-related

. Merger-related prices encompass bills associated to mergers and acquisitions,
integration prices and basic company improvement actions.

Other Expense
(Benefit)
. Reflects different working advantages, prices that don’t instantly relate to the
working actions listed above.

Other (Expense) Income, internet

Other (expense) revenue consists primarily of curiosity revenue earned on our money,
money equivalents, and overseas trade positive aspects and losses.

Income Taxes

As a part of the method of making ready our consolidated monetary statements, we
are required to estimate our taxes in every of the jurisdictions wherein we
function. We account for revenue taxes in accordance with the asset and legal responsibility
technique. Under this technique, deferred tax property and liabilities are acknowledged
based mostly on short-term variations between the monetary reporting and revenue tax
bases of property and liabilities utilizing statutory charges. In addition, this technique
requires a valuation allowance in opposition to internet deferred tax property if, based mostly upon
the accessible proof, it’s extra doubtless than not that some or the entire
deferred tax property won’t be realized. We have offered a valuation allowance
in opposition to our current U.S. internet deferred tax property at December 31, 2021. We
preserve internet deferred tax liabilities for short-term variations associated to our
Japanese subsidiary.

During the three months ended March 31, 2022, we recorded a non-recurring
good thing about $1.0 million within the U.S. for the discharge of a portion of our
valuation allowance. This launch of the valuation allowance is said to the
Wicket Acquisition accomplished in February 2022 and the creation of deferred tax
liabilities in buy accounting that function a supply of revenue for our
pre-existing deferred tax property.

Stock-Based Compensation Expense

Our price of income, analysis and improvement, gross sales and advertising, and basic
and administrative bills embrace stock-based compensation expense.
Stock-based compensation expense represents the grant date honest worth of
excellent inventory choices and restricted inventory awards, which is acknowledged as
expense over the respective inventory possibility and restricted inventory award service
intervals. For the three months ended March 31, 2022 and 2021, we recorded
$3.5 million and $2.3 million, respectively, of stock-based compensation
expense. We anticipate stock-based compensation expense to extend in absolute
{dollars} in future intervals.

Foreign Currency Translation

With regard to our worldwide operations, we steadily enter into
transactions in currencies apart from the U.S. greenback. As a outcome, our income,
bills and money flows are topic to fluctuations because of modifications in overseas
foreign money trade charges, notably modifications within the euro, British pound,
Australian greenback, and Japanese yen. In intervals when the U.S. greenback declines in
worth as in comparison with the foreign currency wherein we conduct enterprise, our
overseas currency-based income and bills usually improve in worth when
translated into U.S. {dollars}. We anticipate the share of whole internet income
derived from outdoors North America to extend in future intervals as we proceed
to broaden our worldwide operations.

Critical Accounting Policies and Estimates

Our consolidated monetary statements are ready in accordance with accounting
rules usually accepted within the United States. The preparation of those
monetary statements requires us to make estimates and assumptions that have an effect on
the reported quantities of property and liabilities and the disclosure of contingent
property and liabilities on the date of the monetary statements and the reported
quantities of income and bills throughout the reporting intervals. We base our
estimates on historic expertise and on varied different assumptions which might be
believed to be affordable beneath the circumstances, the outcomes of which type the
foundation for making judgments in regards to the carrying values of property and liabilities
that aren’t readily obvious from different sources. Our precise outcomes might differ
from these estimates beneath totally different assumptions or circumstances.

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We think about the assumptions and estimates related to income recognition,
revenue taxes, enterprise combos, intangible property and goodwill to be our
vital accounting insurance policies and estimates.

For an in depth clarification of the judgments made in these areas, check with
“Management’s Discussion and Analysis of Financial Condition and Results of
Operations” in our Annual Report on Form
10-Ok
for the 12 months ended December 31, 2021, which we filed with the Securities and
Exchange Commission on February 18, 2022.

Results of Operations

The following tables set forth our outcomes of operations for the intervals
introduced. The knowledge has been derived from the unaudited condensed consolidated
monetary statements contained on this Quarterly Report on Form
10-Q
which, within the opinion of our administration, mirror all changes, consisting
solely of regular recurring changes, essential to current pretty the monetary
place and outcomes of operations for the interim intervals introduced. The
period-to-period
comparability of economic outcomes isn’t essentially indicative of future outcomes.
This data must be learn along with the consolidated monetary
statements and notes thereto included in our Annual Report on Form
10-Ok
for the 12 months ended December 31, 2021.

Three Months Ended March 31,
2022 2021

(in hundreds, besides share and per share knowledge)
Revenue:
Subscription and help income $ 51,601 $ 50,839
Professional providers and different
income 1,778 3,978

Total income 53,379 54,817
Cost of income:
Cost of subscription and help
income 16,982 15,678
Cost {of professional} providers and
different income 1,998 3,490

Total price of income 18,980 19,168

Gross revenue 34,399 35,649
Operating bills:
Research and improvement 8,237 8,284
Sales and advertising 18,288 16,149
General and administrative 8,089 7,059
Merger-related 594 –
Other (profit) expense 1,149 (1,965 )

Total working bills 36,357 29,527

(Loss) revenue from operations (1,958 ) 6,122
Other (expense), internet (387 ) (735 )

(Loss) revenue earlier than revenue taxes (2,345 ) 5,386
(Benefit) provision for revenue (708 ) 257

Net (loss) revenue $ (1,637 ) $ 5,130
Net (loss) revenue per share-basic
and diluted
Basic $ (0.04 ) $ 0.13
Diluted $ (0.04 ) $ 0.12
Weighted-average shares-basic and
diluted
Basic 41,436 40,154
Diluted 41,436 42,480

Overview of Results of Operations for the Three Months Ended March 31, 2022 and
2021

Total income decreased by 3%, or $1.4 million, within the three months ended
March 31, 2022 in comparison with the three months ended March 31, 2021 primarily due
to a lower in skilled providers and different income by 55% or $2.2 million.
Professional providers and different income will fluctuate from interval to interval
relying on the variety of implementations and different tasks which might be in
course of.

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Subscription and help income remained comparatively unchanged. Our income from
premium choices decreased by $1.3 million, or 2%, within the three months ended
March 31, 2022 in comparison with the three months ended March 31, 2021. Our potential to
proceed to offer the product performance and efficiency that our clients
require will likely be a significant factor in our potential to proceed to extend income.

The U.S. greenback has strengthened in opposition to the Japanese Yen and the Euro when
in contrast in opposition to trade charges throughout the prior 12 months interval of comparability. In
fixed foreign money, our whole income for the three months ended March 31, 2022
would have been roughly $54.6 million. The majority of the impact of
income in fixed foreign money was in revenues denominated in Japanese Yen of $0.7
million and Euro of $0.3 million. Constant foreign money is calculated as translating
present interval income denominated in foreign currency on the trade charges
of the prior interval of comparability.

Our gross revenue decreased by $1.3 million, or 4%, within the three months ended
March 31, 2022 in comparison with the three months ended March 31, 2021, primarily due
to a lower in income and a rise in the price of subscription and help
income. Our potential to proceed to take care of our total gross revenue will
rely totally on our potential to proceed controlling our prices of supply.

Loss from operations was $2.0 million within the three months ended March 31, 2022
in comparison with a internet revenue from operations of $6.1 million within the three months
ended March 31, 2021. This is primarily because of a lower in income of
$1.4 million, the lower in gross revenue of $1.7 million and a rise in
working bills within the three months ended March 31, 2022 in comparison with the
three months ended March 31, 2021. The improve in working bills is
primarily the results of the present interval’s merger-related and different bills,
in mixture, of $1.3 million as in comparison with a profit of roughly $2.0
million within the prior 12 months.

Revenue

Three Months Ended March 31,
2022 2021 Change
Percentage of Percentage of

Revenue by Product Line Amount Revenue Amount

Revenue Amount %

(in hundreds, besides percentages)
Premium $ 52,772 99 % $ 54,022 99 % $ (1,250 ) (2 )%
Volume 607 1 795 1 (188 ) (24 )

Total $ 53,379 100 % $ 54,817 100 % $ (1,438 ) (3 )%

During the three months ended March 31, 2022, income decreased by $1.4 million,
or 3%, in comparison with the three months ended March 31, 2021, primarily because of a
lower in income from our premium choices. The lower in premium income
of $1.3 million, or 2%, is primarily the results of a 55% lower in
skilled providers and different income. In the three months ended March 31,
2022, quantity income decreased by $188, or 24%, in comparison with the three months
ended March 31, 2021, as we proceed to focus in the marketplace for our premium
options.

Three Months Ended March 31,
2022 2021 Change
Percentage of Percentage of

Revenue by Type Amount Revenue Amount Revenue Amount %

(in hundreds, besides percentages)
Subscription and help $ 51,601 97 % $ 50,839 93 % $ 762 1 %
Professional providers and different 1,778 3 3,978 7 (2,200 ) (55 )

Total $ 53,379 100 % $ 54,817 100 % $ (1,438 ) -3 %

During the three months ended March 31, 2022, subscription and help income
remained comparatively unchanged in comparison with the three months ended March 31, 2021.
In addition, skilled providers and different income decreased by $2.2 million,
or 55%, in comparison with the corresponding quarter within the prior 12 months. Professional
providers and different income will fluctuate from interval to interval relying on the
variety of implementations and different tasks which might be in course of.

Three Months Ended March 31,
2022 2021 Change
Percentage of Percentage of
Revenue by Geography Amount Revenue Amount Revenue Amount %
(in hundreds, besides percentages)
North America $ 29,461 55 % $ 30,386 56 % $ (925 ) (3 )%

Europe 9,105 17 8,923 16 182 2
Japan 7,261 14 7,708 14 (447 ) (6 )
Asia Pacific 7,436 14 7,659 14 (223 ) (3 )
Other 116 – 141 – (25 ) (18 )

International subtotal 23,918 45 24,431 44 (513 ) (2 )

Total $ 53,379 100 % $ 54,817 100 % $ (1,438 ) (3 )%

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For functions of this part, we designate income by geographic areas based mostly
upon the areas of our clients. North America is comprised of income from
the United States, Canada and Mexico. International is comprised of income from
areas outdoors of North America. Depending on the timing of latest buyer
contracts, income combine from a geographic area can fluctuate from interval to interval.

During the three months ended March 31, 2022, whole income for North America
decreased $925, or 3%, in comparison with the three months ended March 31, 2021. In the
three months ended March 31, 2022, whole income outdoors of North America
decreased $513, or 2%, in comparison with the three months ended March 31, 2021. The
lower in income from worldwide areas is primarily associated to lower
in income in Japan which was because of unfavorable modifications in trade charges as
in comparison with the prior 12 months interval of comparability.

Cost of Revenue

Three Months Ended March 31,
2022 2021 Change
Percentage of Percentage of

Related Related

Cost of Revenue Amount Revenue Amount Revenue Amount %

(in hundreds, besides percentages)
Subscription and help $ 16,982 33 % $ 15,678 31 % $ 1,304 8 %
Professional providers and different 1,998 112 3,490 88 (1,492 ) (43 )

Total $ 18,980 36 % $ 19,168 35 % $ (188 ) (1 )%

In the three months ended March 31, 2022, price of subscription and help
income elevated by $1.3 million, or 8%, in comparison with the three months ended
March 31, 2021. The improve resulted primarily from a rise in content material
supply community and third-party software program bills in contrast within the three months
ended March 31, 2022 in comparison with the three months ended March 31, 2021. In the
three months ended March 31, 2022, price {of professional} providers and different
income decreased by $1.5 million, or 43%, in comparison with the three months ended
March 31, 2021. This lower corresponds to the 55% lower skilled
providers and different income within the three months ended March 31, 2022, in comparison with
the three months ended March 31, 2021.

Gross Profit

Three Months Ended March 31,
2022 2021 Change
Percentage of Percentage of

Related Related

Gross Profit Amount Revenue Amount Revenue Amount %

(in hundreds, besides percentages)
Subscription and help $ 34,619 67 % $ 35,161 69 % $ (542 ) (2 )%
Professional providers and different (220 ) (12 ) 488 12 (708 ) (145 )%

Total $ 34,399 64 % $ 35,649 65 % $ (1,250 ) (4 )%

The total gross revenue proportion was 64% for the three months ended March 31,
2022 in comparison with 65% for the three months ended March 31, 2021. Subscription and
help gross revenue remained comparatively unchanged in comparison with the three months
ended March 31, 2021. Professional providers and different gross revenue decreased
$708, or 145%. The lower in gross revenue {dollars} for skilled providers
and different income was because of the 55% lower in skilled providers and different
income.

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Operating Expenses

Three Months Ended March 31,
2022 2021 Change
Percentage of Percentage of

Operating Expenses Amount Revenue Amount Revenue Amount %

(in hundreds, besides percentages)
Research and improvement $ 8,237 15 % $ 8,284 15 % $ (47 ) (1 )%
Sales and advertising 18,288 34 16,149 29 2,139 13
General and administrative 8,089 15 7,059 13 1,030 15
Merger-related 594 1 – – 594 N/A
Other (profit) expense 1,149 2 (1,965 ) (4 ) 3,114 (158 )

Total $ 36,357 68 % $ 29,527 54 % $ 6,830 23 %

Research and Development
.
In the three months ended March 31, 2022, analysis and improvement remained
comparatively unchanged in comparison with the three months ended March 31, 2021. We
anticipate our analysis and improvement expense as a proportion of income to stay
comparatively unchanged.

Sales and Marketing
.
In the three months ended March 31, 2022, gross sales and advertising expense elevated
by $2.1 million, or 13%, in comparison with the three months ended March 31, 2021,
primarily because of a rise in employee-related, contractor, and lease bills
of $1.5 million, $282, and $305, respectively. We anticipate that our gross sales and
advertising expense will improve in absolute {dollars} for the rest of 2022 as
in comparison with the prior interval as we’ll proceed to spend money on these actions
to help income progress.

General and Administrative
.
In the three months ended March 31, 2022, basic and administrative expense
elevated by $1.0 million, or 15%, in comparison with the three months ended March 31,
2021, primarily because of will increase in company, employee-related, and stock-based
compensation bills of $212, $285, and $330, respectively. The remaining
improve was because of varied different bills that, in mixture, elevated by
roughly $200. In future intervals, we anticipate basic and administrative
expense to stay comparatively unchanged.

Merger-Related

.

In the three months ended March 31, 2022, merger-related expense elevated by
$594 primarily because of the Wicket Acquisition. There was no merger-related
expense within the three months ended March 31, 2021.

Other expense (profit).

On March 28, 2022 our CEO retired. Pursuant to a Transition Agreement that was
entered into by the earlier CEO and the Company in October 2021, the CEO, upon
retirement, could be paid his annual base compensation by means of December 31, 2022
and his 2022 annual bonus, the bonus quantity to be decided by the Company’s
2022 efficiency. In accordance with usually accepted accounting rules we
decided that the remaining base compensation and the present estimate of the
2022 annual bonus must be accrued and the expense acknowledged as of March 28,
2022. The whole of $1.1 million is mirrored in Accrued Expenses on the
Company’s
Condensed Consolidated Balance Sheets
. The $1.1 million in expense additionally displays $0.2 million of stock-based
compensation expense on account of the modification of sure awards pursuant
to the Transition Agreement.

On March 27, 2020, in response to the
COVID-19
pandemic, the U.S. authorities enacted the Coronavirus Aid, Relief, and Economic
Security Act, which was amended by the Consolidated Appropriations Act in
December of 2020 (the “CARES Act”). The CARES Act supplies quite a few tax
provisions and different stimulus measures, together with the creation of sure
worker retention credit. In the primary quarter of 2021, we acknowledged a
good thing about $2.0 million from the CARES Act associated to worker retention
credit. The profit was recorded as Other (profit) expense.

(Benefit) Provision for Income Taxes.

We recorded an revenue tax good thing about $708 within the three months ended March 31,
2022 as in comparison with revenue tax expense of $257 within the prior interval. The profit
is because of the launch of $1.0 million of our valuation allowance on account of
deferred tax liabilities ensuing from the Wicket Acquisition, which was a
non-tax
deductible transaction. The good thing about $1.0 million was offset by state and
overseas tax expense provisions.

Liquidity and Capital Resources

Cash and money equivalents.

Our money and money equivalents at March 31, 2022 have been held for working capital
functions and have been invested primarily in money. We don’t enter into investments
for buying and selling or speculative functions. At March 31, 2022 and December 31, 2021, we
had $13.0 million and $13.8 million, respectively, of money and money equivalents
held by subsidiaries in worldwide areas, together with subsidiaries positioned
in Japan and the United Kingdom. These earnings could be repatriated to the United
States tax-free however
may nonetheless be

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topic to overseas withholding taxes. On February 1, 2022, we acquired 100% of
the excellent shares of Wicket Labs, in trade for 212,507 unregistered
shares of our frequent inventory valued at roughly $2 million and roughly
$13.2 million in money. Approximately $1.8 million of the money consideration was
held again to safe fee of any claims of indemnification for breaches or
inaccuracies within the Sellers’ representations and warranties, covenants and
agreements. We consider that our current money and money equivalents will likely be
enough to satisfy our anticipated working capital and capital expenditure wants
over at the very least the following 12 months.
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