Attached files

file filename
8-K - 8-K - ROSETTA STONE INCa13-6269_18k.htm
EX-99.2 - EX-99.2 - ROSETTA STONE INCa13-6269_1ex99d2.htm

Exhibit 99.1

 

GRAPHIC

 

Rosetta Stone Inc. Reports Fourth Quarter and Full Year 2012 Results

 

Strong Close to the Year Helps Produce $13.8 million of Adjusted EBITDA for Full Year 2012;Ends Year with All-Time High Cash Balance of $148 million; Company Expects 16% to 30% Adjusted EBITDA Growth in 2013

 

ARLINGTON, VA — February 28, 2013 — Rosetta Stone Inc. (NYSE:RST), a leading provider of technology-based language-learning solutions, today announced financial results for the fourth quarter 2012, as summarized below:

 

US$ thousands

 

Three Months Ended

 

 

 

Year Ended

 

 

 

except per-share data

 

December 31,

 

%

 

December 31,

 

%

 

 

 

2012

 

2011

 

change

 

2012

 

2011

 

change

 

Total revenue

 

$

78,701

 

$

80,527

 

-2

%

$

273,241

 

$

268,449

 

2

%

Total bookings

 

$

84,327

 

$

84,834

 

-1

%

$

284,762

 

$

273,187

 

4

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Net income/(loss)

 

$

4,006

 

$

(4,979

)

180

%

$

(35,831

)

$

(19,988

)

-79

%

Net income/(loss) per share:

 

$

0.19

 

$

(0.24

)

179

%

$

(1.70

)

$

(0.96

)

-77

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Adjusted net income/(loss) (1)

 

$

3,370

 

$

(1,531

)

320

%

$

(1,274

)

$

(16,391

)

92

%

Adjusted net income/(loss) per share: (1)

 

$

0.15

 

$

(0.07

)

314

%

$

(0.06

)

$

(0.79

)

92

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Adjusted EBITDA (2)

 

$

9,126

 

$

7,073

 

29

%

$

13,811

 

$

(6,090

)

327

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Cash flow from operations

 

$

23,409

 

$

7,391

 

217

%

$

34,901

 

$

3,373

 

935

%

Purchases of property and equipment

 

$

(1,248

)

$

(2,032

)

39

%

$

(4,187

)

$

(9,940

)

58

%

Free cash flow

 

$

22,161

 

$

5,359

 

314

%

$

30,714

 

$

(6,567

)

568

%

 


(1) Adjusted net income (loss) and adjusted net income (loss) per share exclude the impact of items related to its litigation with Google, Inc., restructuring costs as well as all adjustments related to recording the non-cash tax valuation allowance for deferred tax assets. Adjusted net income (loss) for prior periods has been revised to conform to current definition.

 

(2) Adjusted EBITDA is GAAP net income (loss) plus interest income and expense, income tax benefit and expense, depreciation, amortization and stock-based compensation expenses.  Adjusted EBITDA excludes any items related to the litigation with Google Inc., and restructuring costs.  Adjusted EBITDA for prior periods has been revised to conform to current definition.

 

Definitions and reconciliations for all non-GAAP measures are provided in this press release.

 

 

 

Steve Swad, President and Chief Executive Officer of Rosetta Stone, said, “I am very pleased with how Rosetta Stone performed in 2012.  Early in the year we set the strategy and since then we have been executing at a pace that meets or exceeds our expectations.  The business transitioned during the year as we shifted the focus of the business to more online and digital, growing our consumer Online Learner base 157% to over 68,000 and launching a digital downloadable version of our product on our website.  We also utilized new partners to expand distribution and increased our social and mobile engagement.”  Swad continued, “As we move through 2013, we have more opportunities ahead of us and we plan to invest further in product development to capitalize on these opportunities and deliver new and innovative products to our customers.”

 



 

Fourth Quarter and Full Year 2012 Operational and Financial Highlights

 

·                  Bookings:  Total bookings decreased less than 1% in the fourth quarter year-over-year to $84.3 million as 5% growth in the North American Consumer segment (“NA Consumer”) and 6% growth in the Institutional segment were offset by a $4.1MM decrease from the Rest of World Consumer segment (“ROW Consumer”).  Full year 2012 bookings increased 4%, reflecting 14% growth in NA Consumer and 4% growth in Institutional, offset by a 24% decrease in ROW Consumer.  Growth in NA Consumer for the quarter and the year reflects increases in Product Unit sales and Paid Online Learners as the Company leveraged new partners and increased online and digital sales.  Decreases in ROW Consumer bookings reflected weakness in Japan and the absence of Product Unit sales in Germany compared with a year-ago.

 

·                  Revenue: Consolidated revenue decreased 2% in the fourth quarter year-over-year to $78.7 million from $80.5 million a year ago.  NA Consumer revenue decreased less than 1% reflecting both the shift to Online Learner sales and lower average selling price for Product Units.  ROW Consumer revenue decreased 21% due to ongoing softness in Japan and the absence of Product Unit sales in Germany reflecting the shift to an online-only business.  Both NA and ROW Consumer segment revenue were impacted by a rationalization of our kiosk channel.  Institutional revenue increased 8% in the fourth quarter where strength in the Corporate and International verticals offset softness in K-12.  Full year 2012 revenue increased 2% representing 10% growth in NA Consumer, partially offset by a 20% decline in ROW Consumer and a slight decrease in Institutional.  The Institutional business was impacted by the non-renewal of the Army and Marines contracts in 2011, which impacted revenue in each of the first three quarters of 2012 and was partially offset by increases in Corporate, International and Emerging Markets.

 

 

 

Three Months Ended

 

 

 

Twelve Months Ended

 

 

 

 

 

December 31,

 

December 31,

 

 

December 31,

 

December 31,

 

 

US$ thousands

 

2012

 

2011

 

change

 

2012

 

2011

 

change

 

Revenue from:

 

 

 

 

 

 

 

 

 

 

 

 

 

North America Consumer

 

$

52,946

 

$

53,184

 

0

%

$

172,826

 

$

157,561

 

10

%

Rest of World Consumer

 

10,088

 

12,848

 

-21

%

40,248

 

50,465

 

-20

%

Total Consumer

 

63,034

 

66,032

 

-5

%

213,074

 

208,026

 

2

%

Institutional

 

15,667

 

14,494

 

8

%

60,167

 

60,423

 

0

%

Total

 

78,701

 

80,526

 

-2

%

273,241

 

268,449

 

2

%

 

·                  Adjusted EBITDA: Adjusted EBITDA for the fourth quarter was $9.1 million, a 29% increase versus $7.1 million in the fourth quarter of 2011.  The improvement in Adjusted EBITDA was due to lower operating expenses that offset the decline in fourth quarter revenue.  Cost of Goods Sold decreased $1.9 million due to lower hard-product

 

2



 

box costs and a shift to online offerings.  Sales and marketing expenses and general and administrative (G&A) expenses also both decreased by $1.6 million and $1.8 million, respectively, on a normalized basis after adjusting the fourth quarter of 2011 for stock-compensation expense related to the cancellation of the Company’s Long Term Incentive Plan (“LTIP”) in that period.  For the full year 2012, Adjusted EBITDA increased $19.9 million to $13.8 million from negative $6.1 million in 2011.  The improvement in Adjusted EBITDA primarily reflects 2% revenue growth combined with a $9.2 million reduction in sales & marketing expenses and a $3.5 million decrease in G&A expenses, on a normalized basis, as the company improved its selling and marketing efficiency and better leveraged its fixed operating structure.  Improvements in sales and marketing were mainly due to reducing the company’s kiosk footprint and more effectively managing media spend, particularly in ROW Consumer.

 

·                  Adjusted Net Income and Adjusted EPS: Rosetta Stone recorded Adjusted Net Income of $3.4 million in the fourth quarter 2012, compared to Adjusted Net Loss of $1.5 million in the fourth quarter of 2011.  Adjusted Net Income per share was $0.15 compared to an Adjusted Net Loss of $0.07 per share in the prior year period.  For full year 2012, Rosetta Stone recorded Adjusted Net Loss of $1.3 million, compared to Adjusted Net Loss of $16.4 million for the full year 2011.  Full year 2012 Adjusted Net Loss per share was $0.06 compared to an Adjusted Net Loss of $0.79 per share in the prior year period Adjusted Net Income and Adjusted EPS.

 

·                  Balance Sheet and Cash Flow: Cash, cash equivalents and short-term investments increased $22.2 million to $148.3 million at December 31, 2012 from $126.1 million at September 30, 2012, and increased $32.0 million compared with $116.3 million at December 31, 2011.  The company has no debt.  Free cash flow in the fourth quarter was $22.2 million compared with $5.4 million a year ago.  For the full year 2012, free cash flow was $30.7 million compared with ($6.6) million for 2011.  Capital expenditures were $4.2 million for 2012 compared with $9.9 million for 2011.  The fourth quarter cash flow from operations included $8.0 million in cash tax refunds.

 

Financial Outlook

 

The company is providing the following guidance for the full year 2013:

 

2013 Guidance

 

 

 

Range

 

($ Millions)

 

Low

 

High

 

Revenue

 

$

280

 

$

290

 

Growth rate from 2012

 

2

%

6

%

 

 

 

 

 

 

Adjusted EBITDA

 

$

16

 

$

18

 

Growth rate from 2012

 

16

%

30

%

Adjusted Net Income

 

$

(1

)

$

1

 

Growth rate from 2012

 

66

%

134

%

 

 

 

 

 

 

Adjusted EPS

 

$

(0.02

)

$

0.04

 

Growth rate from 2012

 

87

%

127

%

 

 

 

 

 

 

Shares Outstanding (MM)

 

21.5

 

21.5

 

 

 

 

 

 

 

Capital Expenditures

 

$

5

 

$

8

 

 

3



 

Non-GAAP Financial Measures

 

This press release contains several non-GAAP financial measures.

 

Adjusted EBITDA is GAAP net income or loss plus interest income and expense, income tax benefit and expense, depreciation, amortization and stock-based compensation expenses.  Adjusted EBITDA excludes any items related to the litigation with Google Inc., restructuring costs and transaction and other costs associated with mergers and acquisitions. Adjusted EBITDA for prior periods has been revised to conform to current definition.

 

Adjusted net income (loss) and adjusted net income (loss) per share exclude the impact of items related to its litigation with Google, Inc., restructuring costs and transaction and other costs associated with mergers and acquisitions as well as all adjustments related to recording the non-cash tax valuation allowance for deferred tax assets.

 

Free cash flow is cash flow from operations less cash used in purchases of property and equipment.

 

Bookings represent executed sales contracts received by the Company that are either recorded immediately as revenue or as deferred revenue.

 

Management believes that these non-GAAP measures of financial results provide useful information to investors regarding certain financial and business trends relating to the Company’s financial condition and results of operations. Management uses these non-GAAP measures to compare the Company’s performance to that of prior periods for trend analyses, for purposes of determining executive incentive compensation, and for budgeting and planning purposes.  These measures are used in monthly financial reports prepared for management and in quarterly financial reports presented to the Company’s board of directors.  Management believes that the use of these non-GAAP financial measures provides an additional tool for investors to use in evaluating ongoing operating results and trends and in comparing the Company’s financial measures with

 

4



 

other software companies, many of which present similar non-GAAP financial measures to investors.

 

Management typically excludes the amounts described above when evaluating the Company’s operating performance and believes that the resulting non-GAAP measures are useful to investors and financial analysts in assessing the Company’s operating performance due to the following factors:

 

·                  Amortization of Acquired Intangibles. Amortization costs and the related tax effects are fixed at the time of an acquisition, and then amortized over a period of several years after the acquisition and generally cannot be changed or influenced by management after the acquisition.

 

·                  Stock-based Compensation. Although stock-based compensation is an important aspect of compensation of the Company’s employees and executives, stock-based compensation expense is generally fixed at the time of grant, then amortized over a period of several years after the grant of the stock-based instrument, and generally cannot be changed or influenced by management after the grant.  In addition, the impact of shares granted under these plans is considered in the Company’s EPS calculation to the extent the shares are dilutive.

 

·                  Bookings. Although revenue is an important aspect of measuring Company performance, the Company believes total sales bookings can be a valuable indicator of the Company’s performance.  The Company is transitioning to a greater amount of subscription sales, which results in an increasing portion of sales being recorded as deferred revenue.

 

Management does not consider these non-GAAP measures in isolation or as an alternative to financial measures determined in accordance with GAAP.  The principal limitation of these non-GAAP financial measures is that they exclude significant expenses and income that are required by GAAP to be recorded in the Company’s financial statements.  In addition, they are subject to inherent limitations, because they reflect the exercise of judgments by management about which expenses and items of income are excluded from these non-GAAP financial measures and may not be calculated in the same manner as other companies’ similarly titled non-GAAP measures.

 

In order to compensate for these limitations, management presents its non-GAAP financial measures in connection with its GAAP results.  The company urges investors to review the reconciliation of its non-GAAP financial measures to the comparable GAAP financial measures, which it includes in press releases announcing earnings information, including this press release, and not to rely on any single financial measure to evaluate the company’s business.

 

Reconciliation tables of the most comparable GAAP financial measures to the non-GAAP measures used in this press release are included at the end of this release.

 

5



 

Investor Webcast

 

This news release and the accompanying tables should be read in conjunction with the additional content that is available on the company’s website.

 

In conjunction with this announcement, Rosetta Stone will host a webcast today at 4:30 p.m. eastern time (ET) to discuss the results and the company’s business outlook. The webcast will be available live on the Investor Relations page of the company’s website at http://investors.rosettastone.com.

 

Investors may also dial in to the conference line using one of the following numbers:

 

1-877-407-9039 (toll-free) or

 

1-201-689-8470 (toll/international)

 

A recorded replay of the webcast will be available on the “Investor Relations” page of the company’s web site http://investors.rosettastone.com after the live discussion.  The replay will also be available beginning at 7:30 p.m. ET until March 14, 2013 via telephone at the following numbers:

 

1-877-870-5176 (toll-free) or

 

1-858-384-5517 (toll/international)

 

Pass Code: 409560

 

About Rosetta Stone

 

Rosetta Stone Inc. provides cutting-edge interactive technology that is changing the way the world learns languages. The company’s proprietary learning techniques—acclaimed for their power to unlock the natural language-learning ability in everyone—are used by schools, businesses, government organizations and millions of individuals around the world. Rosetta Stone offers courses in over 30 languages, from the most commonly spoken (like English, Spanish and Mandarin) to the less prominent (including Swahili, Swedish and Tagalog). The company was founded in 1992 on the core beliefs that learning to speak a language should be a natural and instinctive process, and that interactive technology can activate the language immersion method powerfully for learners of any age. Rosetta Stone is based in Arlington, VA., and has offices in Harrisonburg, VA, Boulder, CO, Tokyo, Seoul, London, and Sao Paulo.

 

“Rosetta Stone” is a registered trademark or trademark of Rosetta Stone Ltd. in the United States and other countries.

 

6



 

Cautionary Statement Regarding Forward-Looking Statements

 

Certain statements in this press release are forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995, including our guidance for future financial performance and operating targets, and our long-term growth prospects.  In this context, forward-looking statements often address our expected future business and financial performance, and often contain words such as “project,” “believe,” “plan,” “expect,” “anticipate,” “estimate,” “intend,” “should,” “would,” “could,” “potentially,” “seek,” “may,” “likely,”  “will,” “financial outlook,” “guidance,” “strategy,” or “continue.”  These forward-looking statements reflect the company’s current views with respect to future events and are subject to certain risks, uncertainties, and assumptions.  A number of important factors could cause actual results or events to differ materially from those indicated by such forward-looking statements, including demand for language learning solutions; the advantages of our products, services, technology, brand and business model as compared to others; our strategic focus; our ability to maintain effective internal controls or to remediate material weaknesses; our cash needs and expectations regarding cash flow from operations; our product development plans; the appeal and efficacy of our products and services; our expectations regarding capturing lifetime value and a broader range of market segments through such offerings; our plans regarding expansion of our marketing initiatives and sales force; our international operations and growth plans; our plans regarding our kiosks and retail relationships; our plans regarding our Institutional business; the impact of any revisions to our pricing strategy; our ability to manage and grow our business and execute our business strategy; our financial performance; our actions to realigning our cost structure and revitalizing our go-to-market strategy; our plans to transition our distribution to more online in the Consumer segment; adverse trends in general economic conditions and the other factors described more fully in the company’s filings with the U.S. Securities and Exchange Commission (SEC), including the company’s annual report on Form 10-K for the fiscal year ended December 31, 2011, which is on file with the SEC.  The company assumes no obligation to update the information in this communication, except as otherwise required by law.  Readers are cautioned not to place undue reliance on these forward-looking statements that speak only as of the date hereof.

 

Investor Contact:

Media Contact:

Steve Somers, CFA

Jonathan Mudd

ssomers@rosettastone.com

jmudd@rosettastone.com

703-387-5876

571-357-7148

 

 

Source: Rosetta Stone Inc.

 

 

7



 

ROSETTA STONE INC.

CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS

(in thousands, except per share amounts)

(unaudited)

 

 

 

Three Months Ended

 

Twelve Months Ended

 

 

 

December 31,

 

December 31,

 

 

 

2012

 

2011

 

2012

 

2011

 

Revenue:

 

 

 

 

 

 

 

 

 

Product

 

$

53,384

 

$

60,841

 

$

180,919

 

$

195,382

 

Subscription and service

 

25,317

 

19,686

 

92,322

 

73,067

 

Total revenue

 

78,701

 

80,527

 

273,241

 

268,449

 

 

 

 

 

 

 

 

 

 

 

Cost of revenue:

 

 

 

 

 

 

 

 

 

Cost of product revenue

 

9,596

 

11,067

 

33,684

 

36,497

 

Cost of subscription and service revenue

 

3,335

 

3,758

 

15,226

 

12,619

 

Total cost of revenue

 

12,931

 

14,825

 

48,910

 

49,116

 

 

 

 

 

 

 

 

 

 

 

Gross profit

 

65,770

 

65,702

 

224,331

 

219,333

 

 

 

 

 

 

 

 

 

 

 

Operating expenses

 

 

 

 

 

 

 

 

 

Sales and marketing

 

41,005

 

43,316

 

151,646

 

161,491

 

Research and development

 

5,510

 

6,389

 

23,453

 

24,218

 

General and administrative

 

14,211

 

19,300

 

55,262

 

62,031

 

Total operating expenses

 

60,726

 

69,005

 

230,361

 

247,740

 

 

 

 

 

 

 

 

 

 

 

Income (loss) from operations

 

5,044

 

(3,303

)

(6,030

)

(28,407

)

 

 

 

 

 

 

 

 

 

 

Other income and (expense):

 

 

 

 

 

 

 

 

 

Interest income

 

46

 

78

 

187

 

302

 

Interest expense

 

 

0

 

 

(5

)

Other income (expense)

 

74

 

60

 

3

 

142

 

Total other income (expense)

 

120

 

138

 

190

 

439

 

 

 

 

 

 

 

 

 

 

 

Net income (loss) before income taxes

 

5,164

 

(3,165

)

(5,840

)

(27,968

)

Income tax expense (benefit)

 

1,158

 

1,814

 

29,991

 

(7,980

)

 

 

 

 

 

 

 

 

 

 

Net income (loss)

 

$

4,006

 

$

(4,979

)

$

(35,831

)

$

(19,988

)

 

 

 

 

 

 

 

 

 

 

Net income (loss) per share:

 

 

 

 

 

 

 

 

 

Basic

 

$

0.19

 

$

(0.24

)

$

(1.70

)

$

(0.96

)

Diluted

 

$

0.18

 

$

(0.24

)

$

(1.70

)

$

(0.96

)

 

 

 

 

 

 

 

 

 

 

Common shares and equivalents outstanding:

 

 

 

 

 

 

 

 

 

Basic weighted average shares

 

21,166

 

20,920

 

21,045

 

20,773

 

Diluted weighted average shares

 

21,828

 

20,920

 

21,045

 

20,773

 

 



 

ROSETTA STONE INC.

CONDENSED CONSOLIDATED BALANCE SHEETS

(in thousands, except per share amounts)

(unaudited)

 

 

 

December 31

 

December 31,

 

 

 

2012

 

2011

 

 

 

 

 

 

 

Assets

 

 

 

 

 

Current assets:

 

 

 

 

 

Cash and cash equivalents

 

$

148,190

 

$

106,516

 

Restricted cash

 

73

 

74

 

Short term investments

 

 

9,711

 

Accounts receivable (net of allowance for doubtful accounts of $1,297 and $1,951, respectively)

 

49,946

 

51,997

 

Inventory

 

6,581

 

6,723

 

Prepaid expenses and other current assets

 

5,204

 

7,081

 

Income tax receivable

 

1,104

 

7,678

 

Deferred income taxes

 

79

 

10,985

 

Total current assets

 

211,177

 

200,765

 

 

 

 

 

 

 

Property and equipment, net

 

17,213

 

20,869

 

Goodwill

 

34,896

 

34,841

 

Intangible assets, net

 

10,825

 

10,865

 

Deferred income taxes

 

260

 

8,038

 

Other assets

 

1,484

 

1,803

 

Total assets

 

$

275,855

 

$

277,181

 

 

 

 

 

 

 

Liabilities and stockholders’ equity

 

 

 

 

 

Current liabilities:

 

 

 

 

 

Accounts payable

 

$

6,064

 

$

7,291

 

Accrued compensation

 

16,830

 

11,703

 

Other current liabilities

 

36,387

 

34,911

 

Deferred revenue

 

59,195

 

49,375

 

Total current liabilities

 

118,476

 

103,280

 

 

 

 

 

 

 

Deferred revenue

 

4,221

 

2,520

 

Deferred income taxes

 

8,400

 

 

Other long-term liabilities

 

155

 

176

 

Total liabilities

 

131,252

 

105,976

 

 

 

 

 

 

 

Commitments and contingencies

 

 

 

 

 

 

 

 

 

 

 

Stockholders’ equity:

 

 

 

 

 

Preferred stock, $0.001 par value; 10,000 and 10,000 authorized; zero and zero shares issued and outstanding December 31, 2012 and December 31, 2011, respectively

 

 

 

Non-designated common stock, $0.00005 par value, 190,000 and 190,000 shares authorized, 21,951 and 21,258 shares issued and outstanding at December 31, 2012 and December 31, 2011, respectively

 

2

 

2

 

Additional paid-in capital

 

160,693

 

151,823

 

Accumulated income (loss)

 

(16,749

)

19,082

 

Accumulated other comprehensive income

 

657

 

298

 

Total stockholders’ equity

 

144,603

 

171,205

 

Total liabilities and stockholders’ equity

 

$

275,855

 

$

277,181

 

 



 

ROSETTA STONE INC.

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

(in thousands)

(unaudited)

 

 

 

Three Months Ended

 

Twelve Months Ended

 

 

 

December 31,

 

December 31,

 

 

 

2012

 

2011

 

2012

 

2011

 

Cash Flows From Operating Activities:

 

 

 

 

 

 

 

 

 

Net income (loss)

 

4,006

 

(4,979

)

(35,831

)

(19,988

)

Adjustments to reconcile net income (loss) to cash provided by (used in) operating activities, net of business acquisitions

 

 

 

 

 

 

 

 

 

Stock-based compensation expense

 

1,801

 

7,376

 

8,009

 

12,353

 

Bad debt expense

 

485

 

519

 

1,820

 

1,228

 

Depreciation and amortization

 

1,847

 

2,285

 

8,077

 

8,724

 

Deferred income tax benefit

 

95

 

(1,768

)

27,035

 

(1,297

)

Loss on sales of equipment

 

31

 

300

 

783

 

318

 

Net change in:

 

 

 

 

 

 

 

 

 

Restricted cash

 

(14

)

(8

)

1

 

11

 

Accounts receivable

 

(10,840

)

(17,403

)

309

 

(5,058

)

Inventory

 

184

 

1,807

 

185

 

3,168

 

Prepaid expenses and other current assets

 

1,085

 

(712

)

1,870

 

659

 

Income tax receivable

 

8,595

 

6,420

 

6,515

 

(5,812

)

Other assets

 

303

 

183

 

225

 

(25

)

Accounts payable

 

(863

)

(1,185

)

(1,240

)

(447

)

Accrued compensation

 

3,617

 

2,662

 

5,093

 

1,200

 

Other current liabilities

 

7,325

 

7,691

 

635

 

3,979

 

Excess tax benefit from stock options exercised

 

 

 

 

(365

)

Other long-term liabilities

 

(55

)

(204

)

(99

)

(52

)

Deferred revenue

 

5,807

 

4,407

 

11,514

 

4,777

 

Net cash provided by (used in) operating activities

 

23,409

 

7,391

 

34,901

 

3,373

 

 

 

 

 

 

 

 

 

 

 

Cash Flows From Investing Activities:

 

 

 

 

 

 

 

 

 

Purchases of property and equipment

 

(1,248

)

(2,032

)

(4,187

)

(9,940

)

Proceeds from (purchases of) available-for-sale securities

 

 

(1,500

)

9,711

 

(3,301

)

Acquisition, net of cash acquired

 

 

 

 

(75

)

Net cash provided by (used in) investing activities

 

(1,248

)

(3,532

)

5,524

 

(13,316

)

 

 

 

 

 

 

 

 

 

 

Cash Flows From Financing Activities:

 

 

 

 

 

 

 

 

 

Proceeds from the exercise of stock options

 

32

 

161

 

862

 

800

 

Tax benefit of stock options exercised

 

 

 

 

365

 

Payments under capital lease obligations

 

(210

)

(279

)

(215

)

(285

)

Net cash provided by financing activities

 

(178

)

(118

)

647

 

880

 

 

 

 

 

 

 

 

 

 

 

Increase (decrease) in cash and cash equivalents

 

21,983

 

3,741

 

41,072

 

(9,063

)

 

 

 

 

 

 

 

 

 

 

Effect of exchange rate changes in cash and cash equivalents

 

161

 

(292

)

602

 

(177

)

 

 

 

 

 

 

 

 

 

 

Net increase (decrease) in cash and cash equivalents

 

22,144

 

3,449

 

41,674

 

(9,240

)

 

 

 

 

 

 

 

 

 

 

Cash and cash equivalents—beginning of period

 

126,046

 

103,067

 

106,516

 

115,756

 

 

 

 

 

 

 

 

 

 

 

Cash and cash equivalents—end of period

 

$

148,190

 

$

106,516

 

$

148,190

 

$

106,516

 

 



 

ROSETTA STONE INC.

Reconciliation of Net Income (Loss) to Adjusted EBITDA

(in thousands)

(unaudited)

 

 

 

Three Months Ended

 

Twelve Months Ended

 

 

 

December 31,

 

December 31,

 

 

 

2012

 

2011

 

2012

 

2011

 

 

 

 

 

 

 

 

 

 

 

Net income (loss)

 

$

4,006

 

$

(4,979

)

$

(35,831

)

$

(19,988

)

Interest (income)/expense, net

 

(46

)

(78

)

(187

)

(297

)

Income tax expense (benefit)

 

1,158

 

1,814

 

29,991

 

(7,980

)

Depreciation and amortization

 

1,847

 

2,285

 

8,077

 

8,724

 

Stock-based compensation

 

1,801

 

7,376

 

8,009

 

12,353

 

Other EBITDA Adjustments

 

360

 

655

 

3,752

 

1,098

 

 

 

 

 

 

 

 

 

 

 

Adjusted EBITDA*

 

$

9,126

 

$

7,073

 

$

13,811

 

$

(6,090

)

 


* Adjusted EBITDA is GAAP net income or loss plus interest income and expense, income tax benefit and expense, depreciation, amortization and stock-based compensation expenses.  Adjusted EBITDA excludes any items related to the litigation with Google Inc., restructuring costs and transaction and other costs associated with mergers and acquisitions. Adjusted EBITDA for prior periods has been revised to conform to current definition.

 



 

ROSETTA STONE INC.

Reconciliation of GAAP net income (loss) before taxes to adjusted net income (loss)

(in thousands, except per share amounts)

(unaudited)

 

 

 

Three Months Ended

 

Twelve Months Ended

 

 

 

December 31,

 

December 31,

 

 

 

2012

 

2011

 

2012

 

2011

 

GAAP Net income (loss)

 

$

4,006

 

$

(4,979

)

$

(35,831

)

$

(19,988

)

Items related to litigation with Google, Inc. restructuring and other related costs

 

360

 

655

 

3,752

 

1,098

 

Income tax adjustments *

 

(996

)

2,793

 

30,805

 

2,499

 

Adjusted Net income (loss) **

 

$

3,370

 

$

(1,531

)

$

(1,274

)

$

(16,391

)

 

 

 

 

 

 

 

 

 

 

GAAP net income (loss) per share

 

$

0.19

 

$

(0.24

)

$

(1.70

)

$

(0.96

)

Items related to litigation with Google, Inc. restructuring and other related costs

 

0.01

 

0.03

 

0.18

 

0.05

 

Income tax adjustments *

 

(0.05

)

0.14

 

1.46

 

0.12

 

Adjusted net income (loss) per share **

 

$

0.15

 

$

(0.07

)

$

(0.06

)

$

(0.79

)

 

 

 

 

 

 

 

 

 

 

Diluted weighted average shares

 

21,828

 

20,920

 

21,045

 

20,773

 

 


* For adjusted net income(loss) purposes, we use a 39% effective tax rate which represents the projected, long term effective tax rate on adjusted pretax income. Our adjusted tax rate assumes full use of loss and credit carryforwards without reduction for valuation allowances.

 

** Adjusted net income (loss) and adjusted net income (loss) per share exclude the impact of items related to its litigation with Google, Inc., restructuring costs and transaction and other costs associated with mergers and acquisitions as well as all adjustments related to recording the non-cash tax valuation allowance for deferred tax assets. Adjusted net income/(loss) for prior periods has been revised to conform to current definition.

 

 



 

Rosetta Stone Inc.

Business Metrics

(in thousands)

 

 

 

Quarter-Ended

 

 

 

Quarter-Ended

 

 

 

Quarter-Ended

 

 

 

 

 

3/31/10

 

6/30/10

 

9/30/10

 

12/31/10

 

2010

 

3/31/11

 

6/30/11

 

9/30/11

 

12/31/11

 

2011

 

3/31/12

 

6/30/12

 

9/30/12

 

12/31/12

 

2012

 

Net Bookings by Market

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

North America Consumer

 

41,631

 

38,746

 

41,138

 

52,243

 

173,758

 

29,814

 

36,828

 

35,562

 

55,209

 

157,413

 

41,733

 

37,295

 

42,283

 

57,870

 

179,181

 

Rest of World Consumer

 

10,029

 

8,177

 

9,860

 

15,176

 

43,242

 

14,996

 

12,910

 

11,945

 

14,166

 

54,017

 

12,550

 

8,113

 

10,488

 

10,034

 

41,185

 

Worldwide Consumer

 

51,660

 

46,923

 

50,998

 

67,419

 

217,000

 

44,810

 

49,738

 

47,507

 

69,375

 

211,430

 

54,283

 

45,408

 

52,771

 

67,904

 

220,366

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Worldwide Institutional

 

9,108

 

17,110

 

22,307

 

14,395

 

62,920

 

10,770

 

16,973

 

18,555

 

15,459

 

61,757

 

10,984

 

17,635

 

19,354

 

16,423

 

64,396

 

Total

 

60,768

 

64,033

 

73,305

 

81,814

 

279,920

 

55,580

 

66,711

 

66,062

 

84,834

 

273,187

 

65,267

 

63,043

 

72,125

 

84,327

 

284,762

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

YoY Growth (%)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

North America Consumer

 

6

%

-9

%

-19

%

-11

%

-9

%

-28

%

-5

%

-14

%

6

%

-9

%

40

%

1

%

19

%

5

%

14

%

Rest of World Consumer

 

304

%

168

%

135

%

93

%

146

%

50

%

58

%

21

%

-7

%

25

%

-16

%

-37

%

-12

%

-29

%

-24

%

Worldwide Consumer

 

23

%

3

%

-7

%

1

%

4

%

-13

%

6

%

-7

%

3

%

-3

%

21

%

-9

%

11

%

-2

%

4

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Worldwide Institutional

 

8

%

28

%

5

%

37

%

18

%

18

%

-1

%

-17

%

7

%

-2

%

2

%

4

%

4

%

6

%

4

%

Total

 

21

%

9

%

-4

%

6

%

7

%

-9

%

4

%

-10

%

4

%

-2

%

17

%

-5

%

9

%

-1

%

4

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

% of Total Net Bookings

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

North America Consumer

 

69

%

60

%

56

%

64

%

62

%

54

%

55

%

54

%

65

%

57

%

64

%

59

%

59

%

69

%

63

%

Rest of World Consumer

 

16

%

13

%

14

%

18

%

16

%

27

%

20

%

18

%

17

%

20

%

19

%

13

%

14

%

12

%

14

%

Worldwide Consumer

 

85

%

73

%

70

%

82

%

78

%

81

%

75

%

72

%

82

%

77

%

83

%

72

%

73

%

81

%

77

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Worldwide Institutional

 

15

%

27

%

30

%

18

%

22

%

19

%

25

%

28

%

18

%

23

%

17

%

28

%

27

%

19

%

23

%

Total

 

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Revenue by Market

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

North America Consumer

 

41,407

 

38,748

 

36,902

 

44,516

 

161,573

 

28,061

 

38,606

 

37,710

 

53,184

 

157,561

 

43,084

 

36,918

 

39,878

 

52,946

 

172,826

 

Rest of World Consumer

 

9,815

 

7,651

 

9,708

 

15,516

 

42,690

 

14,601

 

12,014

 

11,002

 

12,848

 

50,465

 

12,204

 

8,053

 

9,903

 

10,088

 

40,248

 

Worldwide Consumer

 

51,222

 

46,399

 

46,610

 

60,032

 

204,263

 

42,662

 

50,620

 

48,712

 

66,032

 

208,026

 

55,288

 

44,971

 

49,781

 

63,034

 

213,074

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Worldwide Institutional

 

11,792

 

14,249

 

14,316

 

14,248

 

54,605

 

14,316

 

16,123

 

15,490

 

14,494

 

60,423

 

14,161

 

15,841

 

14,498

 

15,667

 

60,167

 

Total

 

63,014

 

60,648

 

60,926

 

74,280

 

258,868

 

56,978

 

66,743

 

64,202

 

80,526

 

268,449

 

69,449

 

60,812

 

64,279

 

78,701

 

273,241

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

YoY Growth (%)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

North America Consumer

 

5

%

-8

%

-28

%

-25

%

-16

%

-32

%

0

%

2

%

19

%

-2

%

54

%

-4

%

6

%

0

%

10

%

Rest of World Consumer

 

297

%

154

%

137

%

101

%

147

%

49

%

57

%

13

%

-17

%

18

%

-16

%

-33

%

-10

%

-21

%

-20

%

Worldwide Consumer

 

22

%

3

%

-16

%

-10

%

-2

%

-17

%

9

%

5

%

10

%

2

%

30

%

-11

%

2

%

-5

%

2

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Worldwide Institutional

 

39

%

23

%

21

%

26

%

26

%

21

%

13

%

8

%

2

%

11

%

-1

%

-2

%

-6

%

8

%

0

%

Total

 

25

%

7

%

-9

%

-5

%

3

%

-10

%

10

%

5

%

8

%

4

%

22

%

-9

%

0

%

-2

%

2

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

% of Total Revenue

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

North America Consumer

 

66

%

64

%

61

%

60

%

62

%

49

%

58

%

59

%

66

%

58

%

62

%

61

%

62

%

67

%

63

%

Rest of World Consumer

 

15

%

13

%

16

%

21

%

17

%

26

%

18

%

17

%

16

%

19

%

18

%

13

%

15

%

13

%

15

%

Worldwide Consumer

 

81

%

77

%

77

%

81

%

79

%

75

%

76

%

76

%

82

%

77

%

80

%

74

%

77

%

80

%

78

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Worldwide Institutional

 

19

%

23

%

23

%

19

%

21

%

25

%

24

%

24

%

18

%

23

%

20

%

26

%

23

%

20

%

22

%

Total

 

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

 

Prior period data has been modifed where applicable to conform to current presentation for comparative purposes.

Immaterial rounding differences may be present in this data in order to conform to Financial Statement totals.

 

12



 

Rosetta Stone Inc.

Business Metrics

(in thousands)

 

 

 

Quarter-Ended

 

 

 

Quarter-Ended

 

 

 

Quarter-Ended

 

 

 

 

 

3/31/10

 

6/30/10

 

9/30/10

 

12/31/10

 

2010

 

3/31/11

 

6/30/11

 

9/30/11

 

12/31/11

 

2011

 

3/31/12

 

6/30/12

 

9/30/12

 

12/31/12

 

2012

 

Consumer Revenue by Channel

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

DTC

 

31,026

 

25,142

 

27,500

 

34,496

 

118,164

 

31,856

 

30,984

 

31,177

 

42,368

 

136,385

 

36,839

 

30,953

 

35,136

 

39,345

 

142,273

 

Kiosk

 

9,391

 

8,683

 

7,392

 

9,533

 

34,999

 

7,312

 

7,368

 

6,987

 

8,504

 

30,171

 

6,483

 

4,564

 

4,103

 

4,092

 

19,242

 

Global Retail

 

9,608

 

11,200

 

9,832

 

15,413

 

46,053

 

2,585

 

10,752

 

9,015

 

14,265

 

36,616

 

10,999

 

8,122

 

8,911

 

18,593

 

46,625

 

Home School

 

1,197

 

1,374

 

1,886

 

590

 

5,047

 

909

 

1,516

 

1,533

 

895

 

4,854

 

967

 

1,332

 

1,631

 

1,004

 

4,934

 

Total

 

51,222

 

46,399

 

46,610

 

60,032

 

204,263

 

42,662

 

50,620

 

48,712

 

66,032

 

208,026

 

55,288

 

44,971

 

49,781

 

63,034

 

213,074

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

YoY Growth (%)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

DTC

 

24

%

-5

%

-6

%

-2

%

2

%

3

%

23

%

13

%

23

%

15

%

16

%

0

%

13

%

-7

%

4

%

Kiosk

 

14

%

-7

%

-25

%

-28

%

-14

%

-22

%

-15

%

-5

%

-11

%

-14

%

-11

%

-38

%

-41

%

-52

%

-36

%

Global Retail

 

34

%

46

%

-27

%

-12

%

0

%

-73

%

-4

%

-8

%

-7

%

-20

%

325

%

-24

%

-1

%

30

%

27

%

Home School

 

-19

%

-12

%

-28

%

-50

%

-26

%

-24

%

10

%

-19

%

52

%

-4

%

6

%

-12

%

6

%

12

%

2

%

Total

 

22

%

3

%

-16

%

-10

%

-2

%

-17

%

9

%

5

%

10

%

2

%

30

%

-11

%

2

%

-5

%

2

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

% of Total Consumer Revenue

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

DTC

 

61

%

54

%

59

%

57

%

58

%

75

%

61

%

64

%

64

%

66

%

66

%

69

%

71

%

62

%

67

%

Kiosk

 

18

%

19

%

16

%

16

%

17

%

17

%

15

%

14

%

13

%

15

%

12

%

10

%

8

%

6

%

9

%

Global Retail

 

19

%

24

%

21

%

26

%

23

%

6

%

21

%

19

%

22

%

17

%

20

%

18

%

18

%

30

%

22

%

Home School

 

2

%

3

%

4

%

1

%

2

%

2

%

3

%

3

%

1

%

2

%

2

%

3

%

3

%

2

%

2

%

Total

 

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Unit Metrics

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Product Unit Volume (thousands)

 

126.3

 

112.9

 

117.6

 

169.7

 

526.5

 

108.5

 

140.0

 

134.3

 

202.9

 

585.8

 

143.0

 

129.7

 

146.5

 

210.7

 

629.8

 

Paid Online Learners (thousands)

 

12.6

 

14.2

 

17.7

 

16.8

 

16.8

 

16.4

 

17.1

 

21.5

 

26.6

 

26.6

 

41.2

 

48.7

 

57.4

 

68.4

 

68.4

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

YoY Growth (%)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Product Units

 

 

 

 

 

 

 

 

 

 

 

-14

%

24

%

14

%

20

%

11

%

32

%

-7

%

9

%

4

%

8

%

Paid Online Learners

 

 

 

 

 

 

 

 

 

 

 

30

%

20

%

21

%

58

%

58

%

151

%

185

%

167

%

157

%

157

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Average Net Revenue Per Unit ($)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Average Net Revenue per Product Unit

 

$

 

395

 

$

 

398

 

$

 

382

 

$

 

343

 

$

 

376

 

$

 

379

 

$

 

349

 

$

 

346

 

$

 

313

 

$

 

341

 

$

 

367

 

$

 

319

 

$

 

313

 

$

 

277

 

$

 

315

 

Average Net Revenue per Online Learner (monthly)

 

$

 

33

 

$

 

35

 

$

 

35

 

$

 

35

 

$

 

35

 

$

 

30

 

$

 

34

 

$

 

39

 

$

 

36

 

$

 

35

 

$

 

28

 

$

 

27

 

$

 

24

 

$

 

24

 

$

 

26

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

YoY Growth (%)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Average Net Revenue per Product Unit

 

 

 

 

 

 

 

 

 

 

 

-4

%

-12

%

-9

%

-9

%

-9

%

-3

%

-9

%

-9

%

-11

%

-8

%

Average Net Revenue per Online Learner

 

 

 

 

 

 

 

 

 

 

 

-10

%

-2

%

10

%

3

%

0

%

-6

%

-22

%

-37

%

-32

%

-25

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

# of Kiosks (end of period)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

North America

 

190

 

186

 

180

 

173

 

173

 

144

 

117

 

114

 

103

 

103

 

57

 

56

 

57

 

57

 

57

 

Europe

 

9

 

10

 

13

 

15

 

15

 

15

 

16

 

14

 

13

 

13

 

1

 

1

 

1

 

1

 

1

 

Asia Pacific

 

41

 

50

 

64

 

71

 

71

 

78

 

76

 

69

 

58

 

58

 

44

 

42

 

39

 

29

 

29

 

Total # of Kiosks (end of period)

 

240

 

246

 

257

 

259

 

259

 

237

 

209

 

197

 

174

 

174

 

102

 

99

 

97

 

87

 

87

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Revenues by Geography

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

United States

 

52,476

 

52,139

 

50,390

 

57,624

 

212,629

 

41,271

 

53,418

 

51,708

 

65,725

 

212,122

 

54,914

 

50,810

 

52,167

 

65,856

 

223,747

 

International

 

10,538

 

8,509

 

10,536

 

16,656

 

46,239

 

15,707

 

13,325

 

12,494

 

14,801

 

56,327

 

14,535

 

10,002

 

12,112

 

12,845

 

49,494

 

Total

 

63,014

 

60,648

 

60,926

 

74,280

 

258,868

 

56,978

 

66,743

 

64,202

 

80,526

 

268,449

 

69,449

 

60,812

 

64,279

 

78,701

 

273,241

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Revenues by Geography (as a %)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

United States

 

83

%

86

%

83

%

78

%

82

%

72

%

80

%

81

%

82

%

79

%

79

%

84

%

81

%

84

%

82

%

International

 

17

%

14

%

17

%

22

%

18

%

28

%

20

%

19

%

18

%

21

%

21

%

16

%

19

%

16

%

18

%

Total

 

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

100

%

 

Prior period data has been modifed where applicable to conform to current presentation for comparative purposes.

Immaterial rounding differences may be present in this data in order to conform to Financial Statement totals.

 

13