Marketo Announces Revenue Growth of 60% for Second Quarter 2014

SAN MATEO, Calif., July 24, 2014 /PRNewswire/ -- Marketo (NASDAQ: MKTO), the leading provider of marketing software, today announced its second quarter 2014 financial results. 

Highlights:

  • Revenue increased 60% year over year to $36 million
  • Deferred revenue increased 74% year over year to $53.2 million
  • Subscription dollar retention rate rose to an average of 105%
  • Generated positive cash flow from operations of $3.6 million
  • Customer count increased to 3,359

"Across the board, we delivered a strong quarter as customers adopted our customer engagement platform and purchased new applications such as our Real Time Personalization product, which we released early in the quarter," said Phil Fernandez, Chairman and CEO of Marketo.  "From new customers in the business-to-consumer category such as Unilever and 3-Day Blinds, to major business-to-business leaders such as Cisco, Principal Funds and SGK, marketers are choosing our innovative solutions to build individual and personal long-term relationships with their customers."

Results for the second quarter of 2014:

  • Revenue: Revenue was $36.0 million, an increase of 60% over the prior year period.
  • Deferred Revenue: Deferred revenue at June 30, 2014 was $53.2 million, up 74% year over year from $30.6 million at June 30, 2013, and up 17% compared to the $45.6 million at March 31, 2014.
  • Net Loss: GAAP net loss was $13.1 million, and net loss per common share, basic and diluted, was $(0.33). Non-GAAP net loss was $6.7 million, and Non-GAAP net loss per common share, basic and diluted, was $(0.17), which excludes approximately $5.9 million in stock-based compensation expense and $471,000 of amortization of acquired intangible assets. GAAP and non-GAAP net loss per common share calculations are based on 40.3 million weighted average common shares outstanding.
  • Cash Flow Provided By Operations: For the quarter ended June 30, 2014, cash provided by operating activities was $3.6 million as compared to a use of operating cash of $166,000 in the same period of the prior year and $13.2 million in the quarter ended March 31, 2014.
  • Total Cash and Cash Equivalents: As of June 30, 2014, total cash and cash equivalents was $119.7 million.

Outlook
As of July 24, 2014, Marketo is initiating revenue and EPS guidance for its third quarter of 2014 and updating full year 2014 guidance.

For the third quarter of 2014, Marketo expects to report:

  • Revenue in the range of $36.5 to $37.5 million
  • GAAP net loss per share in the range of $(0.42) to $(0.44)
  • Non-GAAP net loss per share in the range of $(0.25) to $(0.27), excluding stock-based compensation expenses of approximately $6.6 million, $468,000 of amortization of acquired intangible assets and assuming approximately 40.6 million weighted average common shares outstanding

For the full year 2014, Marketo expects to report:

  • Revenue in the range of $143 to $145 million
  • GAAP net loss per share in the range of $(1.54) to $(1.58)
  • Non-GAAP net loss per share in the range of $(0.89) to $(0.93), excluding stock-based compensation expenses of approximately $24.3 million, $1.9 million of amortization of acquired intangible assets and assuming approximately 40.4 million weighted average common shares outstanding

Conference Call Information
Marketo will host a conference call and live webcast to discuss the financial results at 2:00 p.m. Pacific Time, 5:00 p.m. Eastern Time, today, Thursday, July 24, 2014. The conference call can be accessed by dialing 888-417-8516, or + 1 719-457-2628 (outside the U.S. and Canada).   A live webcast will be available on the Investor Relations page of the Marketo corporate website at www.marketo.com and via replay beginning approximately two hours after the completion of the call.  An audio replay of the call will also be available by dialing 888-203-1112 or + 1 719-457-0820 (outside the U.S. and Canada) and entering passcode 2999765#.

Use of Non-GAAP Financial Information
Marketo provides financial statements that are prepared in accordance with generally accepted accounting principles (GAAP). To help understand Marketo's past financial performance and future results, Marketo has supplemented its financial results that it provides in accordance with GAAP with certain non-GAAP financial measures. The method Marketo uses to produce non-GAAP financial results is not computed according to GAAP and may differ from the methods used by other companies. Non-GAAP financial measures are not meant to be considered in isolation or as a substitute for comparable GAAP measures and should be read only in conjunction with the company's consolidated financial statements prepared in accordance with GAAP.  Specifically, management is excluding the following items from its non-GAAP historical and estimated net loss and net loss per common share, basic and diluted:

• Stock-Based Compensation Expenses: The company's compensation strategy includes the use of stock-based compensation to attract and retain employees and executives. It is principally aimed at aligning their interests with those of our stockholders and at long-term employee retention, rather than to motivate or reward operational performance for any particular period. Thus, stock-based compensation expense varies for reasons that are generally unrelated to operational decisions and performance in any particular period.

• Amortization of Acquired Intangible Assets: The company views 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.

"Safe harbor" statement under the Private Securities Litigation Reform Act of 1995

This press release contains forward-looking statements. These forward-looking statements include general statements about our opportunities for growth and specific statements about our expected GAAP and non-GAAP financial results for the third quarter and the full year of 2014, including revenue, net loss, EPS, stock-based compensation expenses and amortization of acquired intangible assets. The achievement or success of the matters covered by such forward-looking statements involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions prove incorrect, the company's results could differ materially from the results expressed or implied by the forward-looking statements we make.

The risks and uncertainties that could cause actual results to differ from the results predicted include, but are not limited to, risks associated with: possible fluctuations in the company's financial and operating results; the company's rate of growth and anticipated revenue run rate, including the company's ability to convert deferred revenue and unbilled deferred revenue into revenue and, as appropriate, cash flow, and the continued growth and ability to maintain deferred revenue and unbilled deferred revenue; errors, interruptions or delays in the company's service or the company's Web hosting; breaches of the company's security measures; the financial impact of any previous and future acquisitions; the nature of the company's business model; the company's ability to continue to release, and gain customer acceptance of, new and improved versions of the company's service; successful customer deployment and utilization of the company's existing and future services; changes in the company's sales cycle; competition; relationships with platform providers; various financial aspects of the company's subscription model; unexpected increases in attrition or decreases in new business; the emerging markets in which the company operates; unique aspects of entering or expanding in international markets; the company's ability to hire, retain and motivate employees and manage the company's growth; changes in the company's customer base; technological developments; regulatory developments; litigation related to intellectual property and other matters, and any related claims, negotiations and settlements; unanticipated changes in the company's effective tax rate; fluctuations in the number of shares we have outstanding and the price of such shares; foreign currency exchange rates; collection of receivables; interest rates; factors affecting our deferred tax assets and ability to value and utilize them; the risks and expenses associated with the company's real estate and office facilities space; and general developments in the economy, financial markets, and credit markets.

Further information about factors that could affect the company's financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings the company makes with the Securities and Exchange Commission from time to time.

Marketo assumes no obligation and does not intend to update these forward-looking statements, except as required by law.

About Marketo: Marketing Software.  Easy, Powerful, Complete.

Marketo (NASDAQ:  MKTO) provides the leading marketing software for companies of all sizes to build and sustain engaging customer relationships. Spanning today's digital, social, mobile and offline channels, Marketo's® customer engagement platform powers a set of breakthrough applications to help marketers tackle all aspects of digital marketing from the planning and orchestration of marketing activities to the delivery of personalized interactions that can be optimized in real-time. Marketo's applications are known for their ease-of-use, and are complemented by the Marketing Nation®, a thriving network of more than 320 third-party solutions through our LaunchPoint ® ecosystem and over 50,000 marketers who share and learn from each other to grow their collective marketing expertise. The result for modern marketers is unprecedented agility and superior results. Headquartered in San Mateo, CA with offices in Europe, Australia and Japan, Marketo serves as a strategic marketing partner to more than 3,000 large enterprises and fast-growing small companies across a wide variety of industries. For more information, visit www.marketo.com.  

Marketo, the Marketo logo, Marketing Nation and LaunchPoint are trademarks of Marketo, Inc. All other trademarks are the property of their respective owners.

 

CONDENSED CONSOLIDATED BALANCE SHEETS

(In thousands)








 June 30, 


 December 31, 



2014


2013



 (unaudited) 



ASSETS





Current assets:





Cash and cash equivalents 


$    119,714


$         128,299

Accounts receivable, net 


29,648


26,946

Prepaid expenses and other current assets 


5,569


3,218

Total current assets 


154,931


158,463

Property and equipment, net 


15,489


13,856

Goodwill 


26,045


25,941

Intangible assets, net 


6,509


7,095

Other assets 


921


484

Total assets 


$    203,895


$         205,839






LIABILITIES AND STOCKHOLDERS' EQUITY





Current liabilities:





Accounts payable 


$        3,560


$             3,527

Accrued expenses and other current liabilities 


17,839


23,055

Deferred revenue 


53,161


41,356

Current portion of credit facility 


2,664


2,187

Total current liabilities 


77,224


70,125

Credit facility, net of current portion 


4,026


5,372

Other long-term liabilities


1,792


1,900

Total liabilities 


83,042


77,397






Redeemable non-controlling interests


1,433


-






Stockholders' equity:





Common stock


4


4

Additional paid-in capital 


274,353


257,801

Accumulated other comprehensive income 


245


198

Accumulated deficit 


(155,182)


(129,561)

Total stockholders' equity 


119,420


128,442

Total liabilities, redeemable non-controlling interests and  stockholders' equity 


$    203,895


$         205,839

 

MARKETO, INC.

CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS

(In thousands, except per share data)

(Unaudited)












Three Months

Ended June 30, 


Six Months

Ended June 30, 



2014


2013


2014


2013






Revenue:









Subscription and support


$  31,236


$  19,883


$  59,847


$  37,438

Professional services and other


4,794


2,621


8,475


4,802

Total revenue


36,030


22,504


68,322


42,240

Cost of revenue (1):









Subscription and support


6,876


6,321


13,111


12,141

Professional services and other


5,540


3,121


10,381


5,739

Total cost of revenue


12,416


9,442


23,492


17,880

Gross profit:









Subscription and support


24,360


13,562


46,736


25,297

Professional services and other


(746)


(500)


(1,906)


(937)

Total gross profit


23,614


13,062


44,830


24,360

Operating expenses (1):









Research and development


7,198


5,985


14,329


10,981

Sales and marketing


23,786


15,488


44,154


27,806

General and administrative


5,731


3,876


11,923


7,303

Total operating expenses


36,715


25,349


70,406


46,090

Loss from operations


(13,101)


(12,287)


(25,576)


(21,730)

Other income (expense), net


(186)


(86)


(245)


(147)

Loss before provision for income taxes


(13,287)


(12,373)


(25,821)


(21,877)

Provision (benefit) for income taxes


(16)


17


(30)


37

Net loss


(13,271)


(12,390)


(25,791)


(21,914)

Net loss attributable to redeemable non-controlling interests


159


-


170


-

Net loss attributable to Marketo


$(13,112)


$(12,390)


$(25,621)


$(21,914)










Net loss per share of common stock, basic and diluted


$    (0.33)


$    (0.63)


$    (0.64)


$    (1.91)

Shares used in computing net loss per share of common stock,
     basic and diluted


40,271


19,822


39,898


11,472










(1) Amounts include stock-based compensation expense as follows:


















Three Months
Ended June 30, 


Six Months
Ended June 30, 



2014


2013


2014


2013






Cost of subscription and support revenue 


$       419


$       114


$       803


$       177

Cost of professional services and other revenue 


610


154


1,057


247

Research and development 


1,173


937


2,252


1,147

Sales and marketing 


2,095


863


3,874


1,093

General and administrative 


1,614


548


2,932


953

Total stock-based compensation expense 


$    5,911


$    2,616


$  10,918


$    3,617

 

MARKETO, INC.




CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS




(In thousands)




(Unaudited)















Three Months Ended
June 30,


Six Months Ended
June 30,



2014


2013


2014


2013

Cash flows from operating activities:









Net loss 


$ (13,271)


$ (12,390)


$ (25,791)


$ (21,914)

Adjustments to reconcile net loss to net cash provided by (used in) operating activities:









Depreciation and amortization 


2,213


981


4,344


1,787

Stock-based compensation expense 


5,911


2,616


10,918


3,617

Deferred income taxes


(69)


-


(143)


-

Changes in operating assets and liabilities:









Accounts receivable, net 


(4,422)


(2,747)


(2,713)


(2,856)

Prepaid expenses and other current assets 


1,573


615


(2,151)


(1,233)

Other assets 


(186)


(347)


(579)


(183)

Accounts payable 


434


682


478


2,606

Accrued expenses and other current liabilities 


3,805


4,383


(5,823)


3,087

Deferred revenue 


7,586


6,026


11,837


9,932

Other liabilities


(7)


15


(21)


86

Net cash provided by (used in) operating activities 


3,567


(166)


(9,644)


(5,071)

Cash flows from investing activities:









Purchase of property and equipment 


(1,684)


(2,986)


(4,263)


(5,863)

Capitalized software development


(225)


(221)


(404)


(221)

Net cash used in investing activities 


(1,909)


(3,207)


(4,667)


(6,084)

Cash flows from financing activities:









Proceeds from initial public offering, net of underwriting discount


-


80,506


-


80,506

Proceeds from private placement


-


6,500


-


6,500

Proceeds from issuance of common stock upon exercise of stock options 


809


926


3,327


1,416

Proceeds from issuance of common stock issued under employee stock purchase plan


-


-


3,384


-

Investment from redeemable non-controlling interests


-


-


1,953


-

Repurchase of unvested common stock from terminated employees 


(23)


(14)


(46)


(16)

Withholding taxes remitted for the net share settlement of equity awards


(1,677)


-


(1,692)


-

Proceeds from issuance of debt


-


3,089


-


3,089

Repayment of debt


(575)


(116)


(868)


(116)

Payment of deferred initial public offering and follow-on offering costs 


-


(1,743)


(104)


(2,537)

Payment incurred for common stock registration related to acquisition


(164)


-


(319)


-

Net cash provided by (used in) financing activities 


(1,630)


89,148


5,635


88,842

Effect of foreign exchange rate changes on cash and cash equivalents 


114


(69)


91


(52)

Net increase (decrease) in cash and cash equivalents 


142


85,706


(8,585)


77,635

Cash and cash equivalents — beginning of period 


119,572


36,176


128,299


44,247

Cash and cash equivalents —end of period 


$119,714


$121,882


$119,714


$121,882

 

MARKETO, INC.
 RECONCILIATION OF GAAP MEASURES TO NON-GAAP MEASURES
 
(In thousands, except per share data)
 (Unaudited)


To supplement our condensed consolidated financial statements presented on a GAAP basis, Marketo uses non-GAAP measures of operating loss, net loss and net loss per share, which are adjusted to exclude certain costs, expenses, gains and losses we believe appropriate to enhance an overall understanding of our past financial performance and also our prospects for the future. These adjustments to our current period GAAP results are made with the intent of providing both management and investors a more complete understanding of Marketo's underlying operational results and trends and our marketplace performance. In addition, these adjusted non-GAAP results are among the information management uses as a basis for our planning and forecasting of future periods. The presentation of this additional information is not meant to be considered in isolation or as a substitute for results prepared in accordance with generally accepted accounting principles in the United States of America.





Three Months Ended
March 31, 2014


Three Months Ended
June 30, 2014


Three Months Ended
June 30, 2013


Six Months Ended
June 30, 2014


Six Months Ended
June 30, 2013

Revenue:












Subscription and support


$                       28,611


$                            31,236


$                       19,883


$                  59,847


$                  37,438


Professional services and other


3,681


4,794


2,621


8,475


4,802

Total Revenue


$                       32,292


$                            36,030


$                       22,504


$                  68,322


$                  42,240













Cost of revenue reconciliation:












GAAP Subscription and support


$                         6,235


$                              6,876


$                         6,321


$                  13,111


$                  12,141


Stock-based compensation


(384)


(419)


(114)


(803)


(177)


Amortization of acquired intangible assets


(285)


(285)


(57)


(570)


(114)


Non-GAAP subscription and support


$                         5,566


$                              6,172


$                         6,150


$                  11,738


$                  11,850














GAAP Professional services and other


$                         4,841


$                              5,540


$                         3,121


$                  10,381


$                    5,739


Stock-based compensation


(447)


(610)


(154)


(1,057)


(247)


Amortization of acquired intangible assets


-


-


-


-


-


Non-GAAP professional services and other


$                         4,394


$                              4,930


$                         2,967


$                    9,324


$                    5,492













Gross profit and gross margin reconciliation:












Non-GAAP subscription and support gross profit


$                       23,045


$                            25,064


$                       13,733


$                  48,109


$                  25,588


Non-GAAP professional services and other gross profit


(713)


(136)


(346)


(849)


(690)


Non-GAAP gross profit


$                       22,332


$                            24,928


$                       13,387


$                  47,260


$                  24,898


Non-GAAP subscription and support gross margin


80.5%


80.2%


69.1%


80.4%


68.3%


Non-GAAP professional services and other gross margin


-19.4%


-2.8%


-13.2%


-10.0%


-14.4%


Non-GAAP gross margin


69.2%


69.2%


59.5%


69.2%


58.9%













Operating expenses reconciliation:












GAAP Research and development


$                         7,131


$                              7,198


$                         5,985


$                  14,329


$                  10,981


Stock-based compensation


(1,079)


(1,173)


(937)


(2,252)


(1,147)


Amortization of acquired intangible assets


-


-


-


-


-


Non-GAAP research and development


$                         6,052


$                              6,025


$                         5,048


$                  12,077


$                    9,834


As a % of total revenues, non-GAAP


18.7%


16.7%


22.4%


17.7%


23.3%














GAAP Sales and marketing


$                       20,368


$                            23,786


$                       15,488


$                  44,154


$                  27,806


Stock-based compensation


(1,779)


(2,095)


(863)


(3,874)


(1,093)


Amortization of acquired intangible assets


(153)


(140)


(43)


(293)


(86)


Non-GAAP sales and marketing


$                       18,436


$                            21,551


$                       14,582


$                  39,987


$                  26,627


As a % of total revenues, non-GAAP


57.1%


59.8%


64.8%


58.5%


63.0%














GAAP General and administrative


$                         6,192


$                              5,731


$                         3,876


$                  11,923


$                    7,303


Stock-based compensation


(1,318)


(1,614)


(548)


(2,932)


(953)


Amortization of acquired intangible assets


(46)


(46)


(25)


(92)


(50)


Non-GAAP general and administrative


$                         4,828


$                              4,071


$                         3,303


$                    8,899


$                    6,300


As a % of total revenues, non-GAAP


15.0%


11.3%


14.7%


13.0%


14.9%













Loss from operations reconciliation:












GAAP loss from operations


$                      (12,475)


$                          (13,101)


$                      (12,287)


$                (25,576)


$                (21,730)


Stock-based compensation


5,007


5,911


2,616


10,918


3,617


Amortization of acquired intangible assets


484


471


125


955


250


Non-GAAP loss from operations


$                        (6,984)


$                            (6,719)


$                        (9,546)


$                (13,703)


$                (17,863)













Net loss reconciliation:












GAAP Net loss attributable to Marketo


$                      (12,509)


$                          (13,112)


$                      (12,390)


$                (25,621)


$                (21,914)


Stock-based compensation


5,007


5,911


2,616


10,918


3,617


Amortization of acquired intangible assets


484


471


125


955


250


Non-GAAP Net loss attributable to Marketo


$                        (7,018)


$                            (6,730)


$                        (9,649)


$                (13,748)


$                (18,047)













Basic and diluted net loss per share












GAAP


$                          (0.32)


$                              (0.33)


$                          (0.63)


$                    (0.64)


$                    (1.91)


Non-GAAP


$                          (0.18)


$                              (0.17)


$                          (0.49)


$                    (0.34)


$                    (1.57)













Shares used to compute basic and diluted GAAP and
    Non-GAAP net loss per share


39,379


40,271


19,822


39,898


11,472

 

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SOURCE Marketo



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