Attached files
| file | filename |
|---|---|
| 8-K - 8-K - Mattersight Corp | d677688d8k.htm |
| EX-99.1 - EX-99.1 - Mattersight Corp | d677688dex991.htm |
 Mattersight
Q4 2013 February 12, 2014
Earnings Webinar
Exhibit 99.2 |
 Confidential
& Restricted © 2014 Mattersight Corporation
Safe Harbor Language
During today’s call we will be making both historical and
forward-looking statements in order to help you better
understand our business. These forward-looking statements
include references to our plans, intentions, expectations,
beliefs, strategies and objectives. Any forward-looking
statements speak only as of today’s date. In addition, these
forward-looking statements are subject to risks and
uncertainties that could cause actual results to differ
materially from those stated or implied by the forward-looking
statements. The risks and uncertainties associated with our
business are highlighted in our filings with the SEC, including
our Annual Report filed on Form 10-K for the year ended
December 31, 2012, our quarterly reports on Form 10-Q, as
well as our press release issued earlier today.
Mattersight Corporation undertakes no obligation to publicly
update or revise any forward-looking statements in this call.
Also, be advised that this call is being recorded and is
copyrighted by Mattersight Corporation.
2 |
 Confidential
& Restricted © 2014 Mattersight Corporation
Summary
•
Very strong Q4 financial performance
•
Continued strong growth in routing/behavioral pairing
application
•
Strengthened our Balance Sheet
•
Added Richard Dresden, a highly regarded sales executive
•
Disappointing outcome with GDIT
•
Near term focus is on growing and converting routing/pilot
pipeline
3 |
 Confidential
& Restricted © 2014 Mattersight Corporation
Continued Progress in Q4
•
Bookings
-
Booked $2.0M in incremental ACV
•
Revenues
-
Recognized a record $9.2M in revenue
-
Up 7% sequentially overall
-
Up 11% sequentially for subscription revenue
•
P&L
-
Achieved a record $0.8M of positive AEBITDA
-
Achieved record gross margins of 75%, up 800 bps sequentially
•
Balance Sheet
-
Raised $6M via a PIPE; paid off all debt
-
Ended the quarter with $13.4M in cash
•
Pilots
-
Closed a record 25 new pilots, including a record 22 new PBR pilots
-
Ending pilots grew 64% sequentially to a record of 54
4 |
 Confidential
& Restricted © 2014 Mattersight Corporation
2013 Financial Performance
5
Q1 2013
Q2 2013
Q3 2013
Q4 2013
2013
2012
Yr/Yr
Change
Revenues
8,516
7,915
8,609
9,171
34,211
33,452
759
Subscription Revenues
7,189
6,442
6,802
7,572
28,004
27,256
748
Gross Margin
66%
66%
67%
75%
69%
61%
8%
AEBITDA
(1,494)
(407)
295
821
(786)
(7,128)
6,342
Ending Cash
12,480
10,875
13,740
13,392
Seq. Revenue Growth
-1%
-7%
9%
7%
Seq. Subscription Growth
4%
-10%
6%
11% |
  Confidential
& Restricted © 2014 Mattersight Corporation
2013 Bookings Performance
6
Q1 2013
Q2 2013
Q3 2013
Q4 2013
2013
2012
Yr/Yr
Change
Incremental ACV Bookings
2.4
3.7
3.8
2.0
11.9
6.5
83%
Routing Pilots
-
5
17
22
44
3
1367%
Total Pilots
3
7
17
25
52
18
189%
Converted Pilots
2
2
2
1
7
4
75%
Ending Pilots
19
22
33
54
54
18
200%
Pilot Follow On ACV
9.5
11.8
21.0
28.2
28.2
10.7
164%
New Logos
1
6
9
15
31
7
343% |
 Confidential
& Restricted © 2014 Mattersight Corporation
Incremental ACV / Ending Quarter Book of Business
7
2012 Q4
2013 Q1
2013 Q2
2013 Q3
2013 Q4
Starting Book of Business
8,693
8,392
8,065
8,774
9,304
Incremental ACV
465
602
933
945
501
Deployment/Cons Run Off
(543)
(340)
(201)
(277)
(825)
Subscription ACV Adj
(223)
(589)
(23)
(138)
(1,657)
Ending Book of Business
8,392
8,065
8,774
9,304
7,323 |
 Confidential
& Restricted © 2014 Mattersight Corporation
Pilot Follow On ACV
8 |
 Confidential
& Restricted © 2014 Mattersight Corporation
Impact Analysis Trends
9 |
 Confidential
& Restricted © 2014 Mattersight Corporation
Impact Analysis Outcome Trends
10
Converted Impact Analyses include 13 direct to appliance deals |
 Confidential
& Restricted © 2014 Mattersight Corporation
Appliance Deals In Process
11 |
 Confidential
& Restricted © 2014 Mattersight Corporation
Introducing Richard Dresden
12
•
Following an extensive retained search, we are pleased to
announce Richard Dresden as our new EVP of Sales
•
Background Summary
-
Ran the $320M Financial Services Vertical for Savvis, where he
managed a team of 50+ sales personnel
-
At Savvis he sold large, complex solutions, including several of
the largest transactions in the company’s history
-
Strong track record as sales person and sales manager
-
The personal characteristics we wanted: keen intellect; analytical;
team values; and highly motivated to win
-
Excellent educational pedigree
•
Near Term Focus
-
In Q1 continue to build pilot pipeline
-
In Q2 begin to accelerate pilot harvest
-
Build vertical go-to-market approach for large accounts
-
Continue to grow partner channel |
 Confidential
& Restricted © 2014 Mattersight Corporation
Key Metrics Going Forward
13
Metric
2014 Target
Total Rev Growth ex GDIT
25%-30%+
Subscription Growth ex GDIT
30%-35%+
Total Routing/Other Pilots
100+
Gross Margin
~70%
Routing Conversion Model
TBD |
 Confidential
& Restricted © 2014 Mattersight Corporation
Business Outlook
•
Pipeline for current products remains solid
•
Very strong interest in routing
•
Q1 / Q2 Focus
-
Continued pilot / follow-on ACV growth
-
Conversions
•
FY Outlook
-
Expect GAAP revenue growth to be in the 2% -
5% range;
•
Net of GDIT expect revenue growth to be in the 25%-30%+ range
-
Will discuss any changes in expectations on a quarterly basis
-
Near term revenues will be impacted by loss of GDIT contract
14 |
 Confidential
& Restricted © 2014 Mattersight Corporation
Summary
•
Very strong Q4 financial performance
•
Continued strong growth in routing/behavioral pairing
application
•
Strengthened our Balance Sheet
•
Added Richard Dresden, a highly regarded sales executive
•
Disappointing outcome with GDIT
•
Near term focus is on growing and converting routing/pilot
pipeline
15 |
 Confidential
& Restricted © 2014 Mattersight Corporation
Thank You
•
Kelly Conway
-
847.582.7200
-
kelly.conway@mattersight.com
•
Mark Iserloth
-
312.454.3613
-
mark.iserloth@mattersight.com
16 |