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PROS Holdings, Inc. Reports First Quarter 2019 Financial Results

Share:
  • Subscription revenue of $30.4 million, up 45% year-over-year.
  • Subscription gross margins of 68% and non-GAAP subscription margin of
    71% in the first quarter, up more than 750 basis points year-over-year.

PROS
Holdings, Inc
. (NYSE:PRO), a provider of AI-powered solutions that
optimize selling in the digital economy, today announced financial
results for the first quarter ended March 31, 2019.

"I'm incredibly pleased with our strong start to 2019," stated CEO
Andres Reiner. "We are seeing a tailwind in our market as companies are
creating strategic initiatives around AI and digital transformation. Our
sales funnel is growing as companies are seeking out our AI solutions to
transform how they sell in the digital economy, and our strong market
momentum contributed to more than a 40% increase in year-over-year deal
volume. The strength of our people and product strategy has positioned
us exceptionally well to take advantage of the attractive market
opportunity in front of us."

First Quarter 2019 Financial Highlights

Key financial results for the first quarter 2019 are shown
below. Throughout this press release, all dollar figures are in
millions, except net loss per share. Unless otherwise noted, all results
are on a reported basis and are compared with the prior-year period.

       
GAAP Non-GAAP
Q1 2019     Q1 2018     Change Q1 2019     Q1 2018     Change
Revenue:
Total Revenue $56.1 $47.9 17% n/a n/a n/a
Subscription Revenue $30.4 $21.0 45% n/a n/a n/a
Subscription and Maintenance Revenue $45.7 $37.5 22% n/a n/a n/a
Profitability:
Gross Profit $35.3 $28.4 24% $37.1 $30.1 23%
Operating Loss $(13.6) $(14.7) $1.1 $(5.4) $(6.7) $1.3
Net Loss $(16.9) $(18.9) $1.9 $(4.2) $(6.0) $1.8
Net Loss Per Share $(0.45) $(0.58) $0.13 $(0.11) $(0.19) $0.08
Adjusted EBITDA n/a n/a n/a $(4.6) $(6.7) $2.1
Cash:
Net Cash Used in Operating Activities $(8.1) $(4.7) $(3.4) n/a n/a n/a
Free Cash Flow n/a n/a n/a $(9.6) $(6.8) $(2.8)
 

The attached tables provide a summary of PROS results for the period,
including a reconciliation of GAAP to non-GAAP metrics.

Recent Business Highlights

Financial Outlook

PROS anticipates the following based on an estimated 38.0 million basic
weighted average shares outstanding for the second quarter of 2019 and a
22% non-GAAP estimated tax rate for the second quarter and full year
2019:

               
Q2 2019 Guidance

v. Q2 2018 at
Mid-Point

Full Year 2019
Guidance

v. Prior Year at
Mid-Point

Total Revenue $61.0 to $62.0 30% $241.0 to $242.0 23%
Subscription Revenue $32.5 to $33.0 49% $135.0 to $136.0 42%
ARR n/a n/a $219.0 to $221.0 16%
Non-GAAP Loss Per Share $(0.11) to $(0.09) $0.06 n/a n/a
Adjusted EBITDA $(4.0) to $(3.0) $1.9 $(9.5) to $(8.5) $10.0
Free Cash Flow n/a n/a $0.0 to $2.0 $1.5
 

Conference Call

In conjunction with this announcement, PROS Holdings, Inc. will host a
conference call on Thursday, April 25, 2019, at 4:45 p.m. ET to discuss
the Company's financial results and business outlook. To access this
call, dial 1-877-407-9039 (toll-free) or 1-201-689-8470. The live and
archived webcasts of this call can be accessed under the "Investor
Relations" section of the Company's website at www.pros.com.

A telephone replay will be available until Thursday, May 9, 2019, at
1-844-512-2921 (toll-free) or 1-412-317-6671 using the pass
code 13688636.

About PROS

PROS Holdings, Inc. (NYSE:PRO) provides AI solutions that power
commerce in the digital economy. PROS solutions bring intelligence to
commerce by providing companies with predictive and prescriptive
guidance that enables them to dynamically price, configure and sell
their products and services across all channels with speed, precision
and consistency. To learn more, visit www.pros.com.

Forward-looking Statements

This press release contains forward-looking statements, including
statements about our future financial performance; positioning;
management's confidence and optimism; customer successes; demand for
enterprise sales, pricing, configure-price-quote, revenue management,
shopping and merchandising generally and our modern commerce software
solutions in particular; business expansion; business predictability;
ARR; revenue; adjusted EBITDA; free cash flow; shares outstanding and
effective tax rate. The forward-looking statements contained in this
press release are based upon our historical performance and our current
plans, estimates and expectations and are not a representation that such
plans, estimates or expectations will be achieved. Factors that could
cause actual results to differ materially from those described herein
include risks related to: (a) threats to the security of our or our
customer's data, (b) potential business or service disruptions from our
third party data centers, cloud platform providers or other unrelated
service providers, (c) evolving data privacy, cyber security and data
localization laws and regulations, (d) our ability to manage our cloud
operations, (e) our ability to migrate customers with on-premise
software licenses to our latest cloud solutions; (f) our ability to
return to profitability following our transition to a cloud strategy;
(g) the risk that the markets for our software do not grow as
anticipated, (h) the length of our sales cycles, (i) the risk that we
will not be able to maintain historical subscription, maintenance, and
support renewal rates, (j) competition from vendors of sales, pricing,
revenue management, shopping and merchandising, and
configure-price-quote solutions, (k) potential unauthorized or improper
actions of our personnel, (l) the risk that acquisitions we have and may
enter into in the future may be difficult to integrate, fail to achieve
our objectives, disrupt our business, dilute stockholder value or divert
management attention, (m) any downturn in sales to our target markets,
(n) potential delays or other challenges related to the implementation
of our solutions, (o) personnel risks associated with growing a business
generally, (p) the impact that a slowdown in the world or any particular
economy has on our business sales cycles, prospects' and customers'
spending decisions, timing of implementation decisions, payment and
renewal decision, (q) our debt repayment obligations, (r) the impact of
currency fluctuations on our results of operations, and (s) civil and
political unrest in geographic regions in which we operate. Additional
information relating to the uncertainty affecting PROS' business is
contained in our filings with the Securities and Exchange Commission.
These forward-looking statements represent PROS' expectations as of the
date of this press release. Subsequent events may cause these
expectations to change, and PROS disclaims any obligations to update or
alter these forward-looking statements in the future, whether as a
result of new information, future events or otherwise.

Non-GAAP Financial Measures

PROS has provided in this release certain non-GAAP financial measures,
including non-GAAP income (loss) from operations, annual recurring
revenue, adjusted EBITDA, free cash flow, tax rate, net income (loss)
and diluted earnings (loss) per share. PROS uses these non-GAAP
financial measures internally in analyzing its financial results and
believes they are useful to investors, as a supplement to GAAP measures,
in evaluating PROS' ongoing operational performance and cloud transition.

PROS also presents certain information in "constant currency," which is
also a non-GAAP financial measure. Since PROS has operations outside of
the United States reporting in currencies other than the U.S. dollar,
the comparability of our operating results reported in U.S. Dollars is
affected by foreign currency exchange rate fluctuations because the
underlying currencies in which we transact change in value over time
compared to the U.S. Dollar. These fluctuations may have a significant
effect on our reported results. As such, this release contains
references to constant currency measures, which are calculated based on
currency rates set at the start of a year and held constant throughout
the year. Management believes this supplemental information is useful to
investors as a framework for facilitating period-to-period comparisons
of our business performance excluding the effects of foreign currency
exchange rate fluctuations.

Non-GAAP financial measures should not be considered in isolation from,
or as a substitute for, financial information prepared in accordance
with GAAP. Investors are encouraged to review the reconciliation of
these non-GAAP measures to their most directly comparable GAAP financial
measure as detailed above. A reconciliation of GAAP to the non-GAAP
financial measures has been provided in the tables included as part of
this press release, and can be found, along with other financial
information, in the investor relations portion of our website. PROS' use
of non-GAAP financial measures may not be consistent with the
presentations by similar companies in PROS' industry. PROS has also
provided in this release certain forward-looking non-GAAP financial
measures, including non-GAAP income (loss) from operations, annual
recurring revenue, adjusted EBITDA, free cash flow, non-GAAP tax rates,
and calculated billings (collectively the "non-GAAP financial measures")
as follows:

Non-GAAP income (loss) from operations: Non-GAAP income (loss)
from operations excludes the impact of share-based compensation,
amortization of acquisition-related intangibles, acquisition-related
expenses, amortization of debt discount and issuance costs, new
headquarters noncash rent expense and related taxes. Non-GAAP income
(loss) from operations excludes the following items from non-GAAP
estimates:

  • Share-Based Compensation: Although share-based compensation is
    an important aspect of compensation for our employees and executives,
    our share-based compensation expense can vary because of changes in
    our stock price and market conditions at the time of grant, varying
    valuation methodologies, and the variety of award types. Since
    share-based compensation expense can vary for reasons that are
    generally unrelated to our performance during any particular period,
    we believe this could make it difficult for investors to compare our
    current financial results to previous and future periods. Therefore,
    we believe it is useful to exclude share-based compensation in order
    to better understand our business performance and allow investors to
    compare our operating results with peer companies.
  • Amortization of Acquisition-Related Intangibles: We view
    amortization of acquisition-related intangible assets, such as the
    amortization of the cost associated with an acquired company's
    research and development efforts, trade names, customer lists and
    customer relationships, as items arising from pre-acquisition
    activities determined at the time of an acquisition. While these
    intangible assets are continually evaluated for impairment,
    amortization of the cost of purchased intangibles is a static expense,
    one that is not typically affected by operations during any particular
    period.
  • Acquisition-Related Expenses: Acquisition-related expenses
    include integration costs and other one-time direct costs associated
    with our acquisitions. These amounts are unrelated to our core
    performance during any particular period and are impacted by the
    timing and size of the acquisitions. We exclude acquisition-related
    expenses to provide investors a method to compare our operating
    results to prior periods and to peer companies because such amounts
    can vary significantly based on the frequency of acquisitions and
    magnitude of acquisition expenses.
  • Amortization of Debt Discount and Issuance Costs: Amortization
    of debt discount and issuance costs are related to our convertible
    notes. These amounts are unrelated to our core performance during any
    particular period, and therefore, we believe it is useful to exclude
    these amounts in order to better understand our business performance
    and allow investors to compare our results with peer companies.
  • New Headquarters Noncash Rent Expense: Noncash rent expense is
    related to our new corporate headquarters and is incurred prior to
    occupation of this facility. These amounts are unrelated to our core
    performance during any particular period and we believe this could
    make it difficult for investors to compare our current financial
    results to previous and future periods. Therefore, we believe it is
    useful to exclude the noncash rent expense on the preoccupied new
    headquarters in order for investors to better understand our business
    performance and allow investors to compare our operating results with
    peer companies.
  • Taxes: We exclude the tax consequences associated with non-GAAP
    items to provide investors with a useful comparison of our operating
    results to prior periods and to our peer companies because such
    amounts can vary significantly. In the fourth quarter of 2014, we
    concluded that it is more likely than not that we will be unable to
    fully realize our deferred tax assets and accordingly, established a
    valuation allowance against those assets. The ongoing impact of the
    valuation allowance on our non-GAAP effective tax rate has been
    eliminated to allow investors to better understand our business
    performance and compare our operating results with peer companies.

Annual Recurring Revenue: Annual Recurring Revenue ("ARR") is
used to assess the trajectory of our cloud business. ARR means, as of a
specified date, the contracted recurring revenue, including contracts
with a future start date, together with annualized overage fees incurred
above contracted minimum transactions, and excluding perpetual and term
license agreements recognized as license revenue in accordance with
GAAP. ARR should be viewed independently of revenue and any other GAAP
measure.

Non-GAAP Tax Rate: The estimated non-GAAP effective tax rate
adjusts the tax effect to quantify the impact of the excluded non-GAAP
items.

Adjusted EBITDA: Adjusted EBITDA is defined as GAAP net income
(loss) before interest expense, provision for income taxes, depreciation
and amortization, as adjusted to eliminate the effect of stock-based
compensation cost, amortization of acquisition-related intangibles,
depreciation and amortization, integration costs and other one-time
direct costs associated with our acquisitions, new headquarters noncash
rent expense and capitalized internal-use software development costs.
Adjusted EBITDA should not be considered as an alternative to net income
(loss) as an indicator of our operating performance.

Free Cash Flow: Free cash flow is a non-GAAP financial measure
which is defined as net cash provided by (used in) operating activities,
less capital expenditures (excluding expenditures for PROS new
headquarters), purchases of other (non-acquisition-related) intangible
assets and capitalized internal-use software development costs.

Calculated Billings: Calculated billings is defined as total
subscription, maintenance and support revenue plus the change in
recurring deferred revenue in a given period.

These non-GAAP estimates are not measurements of financial performance
prepared in accordance with GAAP, and we are unable to reconcile these
forward-looking non-GAAP financial measures to their directly comparable
GAAP financial measures because the information described above which is
needed to complete a reconciliation is unavailable at this time without
unreasonable effort.

 

PROS Holdings, Inc.

Condensed Consolidated Balance Sheets

(In thousands, except share and per share amounts)

(Unaudited)

       
March 31, 2019 December 31, 2018
Assets:
Current assets:
Cash and cash equivalents $ 272,636 $ 295,476
Trade and other receivables, net of allowance of $974 and $978,
respectively
45,598 41,822
Deferred costs, current 4,494 4,089
Prepaid and other current assets 6,444   4,756  
Total current assets 329,172 346,143
Property and equipment, net 15,922 14,676
Operating lease right-of-use assets 25,003
Deferred costs, noncurrent 13,861 13,373
Intangibles, net 17,475 19,354
Goodwill 38,028 38,231
Other assets, noncurrent 5,530   5,190  
Total assets $ 444,991   $ 436,967  
Liabilities and Stockholders' Equity:
Current liabilities:
Accounts payable and other liabilities $ 7,562 $ 6,934
Accrued liabilities 12,352 9,506
Accrued payroll and other employee benefits 10,746 22,519
Operating lease liabilities, current 5,688
Deferred revenue, current 112,439 99,262
Current portion of convertible debt, net 138,442   136,529  
Total current liabilities 287,229 274,750
Deferred revenue, noncurrent 16,352 17,903
Convertible debt, net, noncurrent 89,854 88,661
Operating lease liabilities, noncurrent 20,346
Other liabilities, noncurrent 740   754  
Total liabilities 414,521   382,068  
Stockholders' equity:
Preferred stock, $0.001 par value, 5,000,000 shares authorized; none
issued
Common stock, $0.001 par value, 75,000,000 shares authorized;
42,290,246
and 41,573,491 shares issued, respectively; 37,872,661 and 37,155,906
shares outstanding, respectively 42 42
Additional paid-in capital 357,635 364,877
Treasury stock, 4,417,585 common shares, at cost (13,938 ) (13,938 )
Accumulated deficit (309,625 ) (292,708 )
Accumulated other comprehensive loss (3,644 ) (3,374 )
Total stockholders' equity 30,470   54,899  
Total liabilities and stockholders' equity $ 444,991   $ 436,967  
   

PROS Holdings, Inc.

Condensed Consolidated Statements of Income (Loss)

(In thousands, except per share data)

(Unaudited)

 
Three Months Ended March 31,
2019     2018
Revenue:
Subscription $ 30,415 $ 20,950
Maintenance and support 15,327   16,574  
Total subscription, maintenance and support 45,742 37,524
License 506 1,066
Services 9,883   9,320  
Total revenue 56,131 47,910
Cost of revenue:
Subscription 9,725 8,764
Maintenance and support 2,802   2,957  
Total cost of subscription, maintenance and support 12,527 11,721
License 61 73
Services 8,202   7,727  
Total cost of revenue 20,790   19,521  
Gross profit 35,341 28,389
Operating expenses:
Selling and marketing 21,485 17,568
General and administrative 11,667 10,689
Research and development 15,799 14,784
Acquisition-related   95  
Loss from operations (13,610 ) (14,747 )
Convertible debt interest and amortization (4,356 ) (4,179 )
Other income, net 1,271   202  
Loss before income tax provision (16,695 ) (18,724 )
Income tax provision 222   132  
Net loss $ (16,917 ) $ (18,856 )
 
Net loss per share:
Basic and diluted $ (0.45 ) $ (0.58 )
Weighted average number of shares:
Basic and diluted 37,623 32,378
   

PROS Holdings, Inc.

Condensed Consolidated Statements of Cash Flows

(In thousands)

(Unaudited)

 
Three Months Ended March 31,
2019     2018
Operating activities:
Net loss $ (16,917 ) $ (18,856 )
Adjustments to reconcile net loss to net cash used in operating
activities:
Depreciation and amortization 3,325 3,364
Amortization of debt discount and issuance costs 3,116 2,941
Share-based compensation 6,046 5,936
Loss on disposal of assets 35
Changes in operating assets and liabilities:
Accounts and unbilled receivables (3,773 ) 3,454
Deferred costs (893 ) 238
Prepaid expenses and other assets (2,065 ) (1,575 )
Accounts payable and other liabilities 565 690
Accrued liabilities 2,634 (1,415 )
Accrued payroll and other employee benefits (11,779 ) (8,181 )
Deferred revenue 11,646   8,637  
Net cash used in operating activities (8,095 ) (4,732 )
Investing activities:
Purchases of property and equipment (611 ) (778 )
Capitalized internal-use software development costs (868 ) (1,316 )
Purchase of intangible asset (50 )  
Net cash used in investing activities (1,529 ) (2,094 )
Financing activities:
Exercise of stock options 875
Proceeds from employee stock plans 943 834
Tax withholding related to net share settlement of stock awards (14,239 ) (7,255 )
Payments of notes payable   (58 )
Net cash used in financing activities (13,296 ) (5,604 )
Effect of foreign currency rates on cash 80   71  
Net change in cash and cash equivalents (22,840 ) (12,359 )
Cash and cash equivalents:
Beginning of period 295,476   160,505  
End of period $ 272,636   $ 148,146  
 

PROS Holdings, Inc.

Reconciliation of GAAP to Non-GAAP Financial Measures

(In thousands, except per share data)

(Unaudited)

 
We use these non-GAAP financial measures to assist in the management
of the Company because we believe that this information provides a
more
consistent and complete understanding of the underlying results and
trends of the ongoing business due to the uniqueness of these
charges.

See breakdown of the reconciling line items on page 10.

       
Three Months Ended March 31, Year over Year
2019     2018 % change
GAAP gross profit $ 35,341 $ 28,389 24 %
Non-GAAP adjustments:
New headquarters noncash rent expense 153
Amortization of acquisition-related intangibles 1,034 1,241
Share-based compensation 538   482  
Non-GAAP gross profit $ 37,066   $ 30,112   23 %
 
Non-GAAP gross margin 66.0 % 62.9 %
 
GAAP loss from operations $ (13,610 ) $ (14,747 ) (8 )%
Non-GAAP adjustments:
Acquisition-related expenses 95
New headquarters noncash rent expense 554
Amortization of acquisition-related intangibles 1,583 2,015
Share-based compensation 6,046   5,936  
Total Non-GAAP adjustments 8,183   8,046  
Non-GAAP loss from operations $ (5,427 ) $ (6,701 ) (19 )%
 
Non-GAAP loss from operations % of total revenue (9.7 )% (14.0 )%
 
GAAP net loss $ (16,917 ) $ (18,856 ) (10 )%
Non-GAAP adjustments:
Total Non-GAAP adjustments affecting loss from operations 8,183 8,046
Amortization of debt discount and issuance costs 3,106 2,929
Tax impact related to non-GAAP adjustments 1,411   1,837  
Non-GAAP net loss $ (4,217 ) $ (6,044 ) (30 )%
 
Non-GAAP diluted loss per share $ (0.11 ) $ (0.19 )
 
Shares used in computing non-GAAP loss per share 37,623 32,378
   

PROS Holdings, Inc.

Supplemental Schedule of Non-GAAP Financial Measures

Increase (Decrease) in GAAP Amounts Reported

(In thousands)

(Unaudited)

 
Three Months Ended March 31,
2019     2018
Cost of Subscription Items
New headquarters noncash rent expense 16
Amortization of acquisition-related intangibles 859 1,053
Share-based compensation 71   53
Total cost of subscription items $ 946   $ 1,106
 
Cost of Maintenance Items
New headquarters noncash rent expense 28
Amortization of acquisition-related intangibles 164 177
Share-based compensation 60   78
Total cost of maintenance items $ 252   $ 255
 
Cost of License Items
Amortization of acquisition-related intangibles 11   11
Total cost of license items $ 11   $ 11
 
Cost of Services Items
New headquarters noncash rent expense 109
Share-based compensation 407   351
Total cost of services items $ 516   $ 351
 
Sales and Marketing Items
New headquarters noncash rent expense 103
Amortization of acquisition-related intangibles 549 774
Share-based compensation 1,400   1,284
Total sales and marketing items $ 2,052   $ 2,058
 
General and Administrative Items
New headquarters noncash rent expense 93
Share-based compensation 2,812   2,879
Total general and administrative items $ 2,905   $ 2,879
 
Research and Development Items
New headquarters noncash rent expense 205
Share-based compensation 1,296   1,291
Total research and development items $ 1,501   $ 1,291
         
Acquisition-related expenses $   $ 95
   

PROS Holdings, Inc.

Supplemental Reconciliation of GAAP to Non-GAAP Financial
Measures

(In thousands)

(Unaudited)

 
Three Months Ended March 31,
2019     2018
Adjusted EBITDA
GAAP Loss from Operations $ (13,610 ) $ (14,747 )
Acquisition-related expenses 95
Amortization of acquisition-related intangibles 1,583 2,015
New headquarters noncash rent expense 554
Share-based compensation 6,046 5,936
Depreciation and other amortization 1,742 1,349
Capitalized internal-use software development costs (868 ) (1,316 )
Adjusted EBITDA $ (4,553 ) $ (6,668 )
 
Free Cash Flow
Net cash used in operating activities $ (8,095 ) $ (4,732 )
Purchase of property and equipment (611 ) (778 )
Purchase of intangible asset (50 )
Capitalized internal-use software development costs (868 ) (1,316 )
Free Cash Flow $ (9,624 ) $ (6,826 )
 
 
Guidance Q2 2019 Guidance
Low High
Adjusted EBITDA
GAAP Loss from Operations $ (13,600 ) $ (12,600 )
Amortization of acquisition-related intangibles 1,600 1,600
New headquarters noncash rent expense 600 600
Share-based compensation 6,000 6,000
Depreciation and other amortization 1,500 1,500
Capitalized internal-use software development costs (100 ) (100 )
Adjusted EBITDA $ (4,000 ) $ (3,000 )
 
Full Year 2019 Guidance
Low High
Adjusted EBITDA
GAAP Loss from Operations $ (47,100 ) $ (46,100 )
Amortization of acquisition-related intangibles 5,700 5,700
New headquarters noncash rent expense 2,000 2,000
Share-based compensation 24,000 24,000
Depreciation and other amortization 7,000 7,000
Capitalized internal-use software development costs (1,100 ) (1,100 )
Adjusted EBITDA $ (9,500 ) $ (8,500 )

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