2014

Onvia, Inc. Reports Third Quarter 2012 Results Annual Contract Value remains stable at $18.6 million

SEATTLE, Nov. 8, 2012 /PRNewswire/ -- Onvia, Inc. (NASDAQ: ONVI), a leading provider of comprehensive government-business market intelligence, reported financial results for the third quarter ended September 30, 2012.

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Q3 2012 Results

  • Annual Contract Value is stable and consistent with Q2 2012 at $18.6 million
  • Blended Annual Contract Value per New Client up 13% to $9,798 vs. $8,644 in Q3 2011
  • Revenue down 3.7% to $5.4 million vs. Q3 2011
  • Gross margin at 83% in Q3 2012 and 84% in Q3 2011
  • Adjusted EBITDA decreased to $842,000 vs. $1,010,000 in Q3 2011, and flat with Q2 2012
  • Net income of $49,000 vs. $248,000 in Q3 2011

Q3 2012 Operational Performance Summary 












Q3 12


Q2 12


Change %


Q3 11


Change %











Annual Contract Value (ACV) (in millions)

$      18.6


$      18.6


0%


$      19.0


-2%

Content Licenses (in millions)

1.9


2.0


-5%


2.2


-14%

Total Contract Value (in millions)

$      20.5


$      20.6


0%


$      21.2


-3%











Total Clients

4,050


4,200


-4%


4,700


-14%

Annual Contract Value per Client (ACVC)

$    4,610


$    4,431


4%


$    4,027


14%

 

Third Quarter 2012 Results

Compared to last year, third quarter revenues declined by 3.7% to $5.4 million from $5.6 million, and represents an improvement over the second quarter negative growth rate of 5.1% and the first quarter negative growth rate of 10.5%. 

Subscription-only revenue growth improved to a negative 2.6% over last year compared to negative subscription-only revenue growth of 7.1% in the second quarter of 2012.  Our SMB sales organization continues to perform as expected; however enterprise sales is taking longer to scale than planned and didn't contribute to revenues as expected.   Content license revenues were also lower than planned because the trade publisher program that was initiated last year did not perform as expected and was terminated in the third quarter of 2012.  As a result of the enterprise and content license results, we expect revenue growth rates to begin to grow in the first quarter of 2013, a quarter later than planned.

ACV declined by 2% to $18.6 million from $19.0 million a year ago, and remained flat compared to the second quarter of 2012.  ACV represents the aggregate annual value of our subscription contracts.  For more information about ACV, see "About Annual Contract Value (ACV)" below.

In the third quarter, Onvia lost 150 net clients.  Although retention rates improved, we lost more accounts in the aggregate due to the large population of expiring accounts in the third quarter.  We only lost net clients with subscription values of less than $5,000 annually. 

Annual Contract Value per Client increased 14% from Q3 2011 to an average of $4,610 per client.  Growth in ACVC is a validation of our target market of companies that have a strategic interest in the public sector and we continue to provide these companies with exceptional value to help them win more government business.

Adjusted EBITDA (Earnings before Interest, Taxes, Depreciation and Amortization, and non-cash stock-based compensation) for the quarter decreased to $842,000, compared to Adjusted EBITDA of $1,010,000 in the same year-ago period and remained flat compared to the second quarter of 2012.   Net income was $49,000 or $0.01 cent per diluted share, compared to net income of $248,000 or $0.03 cents per diluted share in the third quarter of 2011.  Adjusted EBITDA and net income were down compared to the same period last year primarily due to lower year over year revenues resulting from the planned reduction in non-strategic client contracts throughout 2011. 

At September 30, 2012, cash, cash equivalents and investments increased by $910,000 despite declining revenues, compared to the end of 2011.   As of September 30, 2012 we held cash and investments of $12.4 million compared to $11.5 million at the end of last year.   Our cash balance increased due to lower operating expenses and improving ACV.

Onvia had approximately $24.8 million in deferred tax assets as of December 31, 2011.  The company has recorded a valuation allowance for the majority of its net deferred tax assets because it has a history of net operating losses ("NOLs"). As of December 31, 2011, the Company recognized net deferred tax benefits in the amount of $616,000.  No additional deferred tax benefits were recognized in the first three quarters of 2012. Onvia continues to evaluate the likelihood that these tax benefits may be realized, and may reverse all or a portion of its valuation allowance in the future if it is determined that realization of these benefits is more likely than not.

2012 Initiatives

"In the third quarter we made good progress on three of our four 2012 initiatives," stated Hank Riner, Onvia's Chief Executive Officer.  "First, the Small/Medium Business or SMB continues to deliver improving results.  New client bookings increased 60% over the third quarter last year, and are up 56% year to date.  Retention of first year clients increased nearly 50% over the historical average in the last two months.  We are very pleased with the execution of the SMB sales channel."

"Second, our 2012 enterprise sales results have been below expectations.  Our enterprise clients typically have higher contract values and higher retention rates than our SMB clients and we believe our disappointing results are due to execution not strategy.  In October, we hired David Payton to lead our enterprise sales teams.  David has 28 years of both public sector and enterprise sales leadership experience and we believe that under David's leadership we will strengthen our execution and begin to see positive results from enterprise sales in the first half of 2013.

In the third quarter, our blended ACVC, including both SMB and Enterprise acquisition, was $9,798, up 13% from $8,644 in the same quarter last year.   Blended ACVC may fluctuate in sequential quarters until Enterprise results become more consistent.

"Third, we continue to execute on our product roadmap," continued Mr. Riner.  "In July we released our second new product of 2012, Term Contract Center, which helps our clients take advantage of the growing trend by government agencies to make purchases using term contracts.  We expect adoption of this new solution to accelerate over the next few quarters.  As part of this launch we significantly increased our coverage and collection of term contracts and awards to provide clients with a single source they can rely on to grow revenues.  Our upcoming December product release will significantly enhance our existing Spending Forecast Center to provide targeted extracts of future projects included within agency capital improvement plans and budgets." 

"Finally, we continue to improve the effectiveness of marketing," Mr. Riner concluded.  "For the past two quarters we have ramped up our lead generation programs from a variety of new sources: webinars, trade shows, our new website, whitepapers, and email prospecting campaigns.   The success we have seen in our new SMB business is partially attributed to the recent success of our marketing programs." 

Investment in 2013 Growth

Over the last 18 months, we have made significant foundational changes to the business; we have defined our target market, executed a new consultative sales process, strengthened our database and increased our value to clients and built a team committed to success.  All of these initiatives were necessary to fix and stabilize the business, the first phase of our transformation plan.  ACV and revenue have stabilized and should begin to grow in the next few quarters.  We are now ready to leverage the foundation we have built over the last 2 years and scale the business.

In the fourth quarter we began investing in our most successful and mature channel, SMB sales, to accelerate revenue growth.  In October, we increased the SMB acquisition team by nearly 50% to a total of 20 sales professionals.  By hiring these individuals now, the new team members should become productive in early 2013 and should accelerate revenue growth throughout next year with a return on investment of up to 65%.

As a result of the investment in salespeople and the related recruiting fees we will incur approximately $100,000 in non-recurring expenses in the fourth quarter of 2012, and will increase our ongoing sales and marketing costs by approximately $750,000 annually.  We expect to incur a net loss over the next one to two quarters until the new salespeople begin to contribute to revenue growth.

Conference Call

Onvia will hold a conference call later today (November 8, 2012) to discuss our third quarter results. CEO Hank Riner and CFO Cameron Way will host the call starting at 4:30 p.m. Eastern time.  A question and answer session will follow management's presentation.

To participate in the call, dial the appropriate number 5-10 minutes prior to the start time, request the Onvia conference call and provide the conference ID:

Date: Thursday, November 8, 2012
Time: 4:30 p.m. Eastern time (1:30 p.m. Pacific time)
Dial-In Number: 1-866-952-1907
International: 1-785-424-1826
Conference ID#: ONVIA

The conference call will be broadcast simultaneously and available for replay via the investor section of Onvia's website at www.onvia.com.  If you have any difficulty connecting with the conference call, please contact Cameron Way at 206-373-9034.

A replay of the call will be available after 7:30 p.m. Eastern time on the same day and until December 8, 2012:

Toll-free replay number: 1-877-870-5176
International replay number: 1-858-384-5517
Replay pass-code: 11638

Use of Non-GAAP Financial Information

Adjusted EBITDA is not a financial measure calculated and presented in accordance with U.S. generally accepted accounting principles ("GAAP") and should not be considered as an alternative to net income, operating income or any other financial measures so calculated and presented, nor as an alternative to cash flow from operating activities as a measure of the company's liquidity.  Onvia defines Adjusted EBITDA as net income / (loss) before interest expense and other non-cash financing costs; taxes; depreciation; amortization; and non-cash stock-based compensation.  Other companies (including Onvia's competitors) may define Adjusted EBITDA differently.  Onvia presents Adjusted EBITDA because it believes Adjusted EBITDA to be an important supplemental measure of performance that is commonly used by securities analysts, investors and other interested parties in the evaluation of companies in similar industries and size. Management also uses this information internally for forecasting and budgeting.  It may not be indicative of the historical operating results of Onvia nor is it intended to be predictive of potential future results.  Investors should not consider Adjusted EBITDA in isolation or as a substitute for analysis of results as reported under GAAP.  See "Reconciliation of GAAP Net Income to Adjusted EBITDA" below for further information on this non-GAAP measure and for a reconciliation of GAAP Net Income to Adjusted EBITDA for the periods indicated.

  

Onvia, Inc.

Reconciliation of GAAP Net Income to Adjusted EBITDA

(in thousands)

(unaudited)














Three Months Ended


 Nine Months Ended 



September 30,


June 30,


September 30,


September 30,


September 30,



2012


2012


2011


2012


2011












GAAP net income 

$          49


$        72


$            248


$               181


$               876












Reconciling items from GAAP to adjusted EBITDA











Interest and other income, net

(9)


(8)


(8)


(33)


(28)


Depreciation and amortization

729


710


680


2,098


1,932


Amortization of stock-based compensation

73


72


90


165


235












Adjusted EBITDA 

$        842


$     846


$        1,010


$           2,411


$           3,015












 

About Annual Contract Value (ACV)

Onvia also supplements its financial statements in this release and in its annual report on Form 10-K and quarterly reports on Form 10-Q with a calculation of Annual Contract Value (ACV), which represents the annualized aggregate revenue value of all subscription contracts as of the end of the quarter.  ACV is driven by Annual Contract Value per Client (ACVC) and the number of clients. Most of Onvia's revenues are generated from subscription contracts, which are typically prepaid and have a minimum term of one year, with revenues recognized ratably over the term of the subscription.  Onvia also receives revenues from multi-year content distribution partnerships, stand-alone management reports, document download services, and list rental services, which are not included in the calculation of ACV.  ACV is not a financial measure calculated and presented in accordance with U.S. generally accepted accounting principles ("GAAP") and should not be considered as an alternative to revenue or any other financial measures so calculated. Management uses this information as a basis for planning and forecasting core business activity for future periods and believes it is useful in understanding the results of its operations.  

Forward-Looking Statements

This release contains "forward-looking statements" as defined in the Private Securities Litigation Reform Act of 1995.  Words such as "believe," "intend," "plan," "expect," "should," "indicate" and similar expressions identify forward-looking statements.  In addition, statements that are not historical should also be considered forward-looking statements.  Forward-looking statements contained in this release may relate to, but are not limited to, statements regarding Onvia's future results of operations, the progress to be made by Onvia's transformation plan, and Onvia's future product and content offerings.  Such statements are based on current expectations that involve a number of known and unknown risks, uncertainties and other factors, which may cause actual events to be materially different from those expressed or implied by such forward-looking statements. 

The following factors, among others, could cause actual results to differ materially from those described in the forward-looking statements:  Onvia's "targeted accounts" strategy may fail to increase contract value of new customers; Onvia's investment in sales and marketing may fail to improve sales penetration and client retention rates; client adoption of Onvia's enterprise solutions may be slower than expected; identifying partners to distribute Onvia's content may be slower than expected; Onvia's new product releases may fail to improve sales penetration and client retention rates; and Onvia's technology may fail to handle the increased demands on its infrastructure caused by increasing network traffic and the volume of aggregated data.  Additional information on factors that may impact these forward-looking statements can be found in the "Business," "Management's Discussion and Analysis of Financial Condition and Results of Operations" and "Risk Factors" sections, as applicable, in Onvia's Annual Report on Form 10-K for the year December 31, 2011 and Quarterly Report on Form 10-Q for the quarter ended September 30, 2012.

Any forward-looking statement made by Onvia in this release is as of the date indicated.  Factors or events that could cause Onvia's actual results to differ may emerge from time to time, and it is not possible for Onvia to predict all of them.  Onvia assumes no obligation (and expressly disclaims any such obligation) to update any forward-looking statements contained in this presentation as a result of new information or future events or developments, except as may be required by law.

About Onvia, Inc.

For more than 12 years Onvia (NASDAQ: ONVI), has been successfully delivering the research, analytics and tools companies rely on to develop winning government business strategies.  Onvia tracks, analyzes and reports the spending of tens of thousands of state and local government agencies, giving companies a single source for conducting open, intelligent and efficient business with government. Along with providing an exclusive suite of integrated business tools for a wide variety of industries, Onvia offers DemandStar, the automated system that streamlines agency procurement processes.  Onvia was founded in 1996 and is headquartered in Seattle, Washington.  For information about Onvia visit www.onvia.com.

 

 

Onvia, Inc.

Condensed Consolidated Statements of Operations

Three and Nine Months Ended September 30, 2012 and September 30, 2011










Three Months Ended

September 30,


Nine Months Ended

September 30,


2012


2011


2012


2011


(Unaudited)


(Unaudited)


(In thousands, except per share data)


(In thousands, except per share data)









Revenue








 Subscription 

$       4,692


$        4,821


$      14,089


$      15,175

 Content license 

504


558


1,594


1,669

 Management information reports 

154


142


495


463

 Other 

69


109


283


312









Total revenue

5,419


5,630


16,461


17,619









Cost of revenue

899


889


2,608


2,685









Gross margin

4,520


4,741


13,853


14,934









Operating expenses:








Sales and marketing

2,666


2,600


8,091


7,892

Technology and development

1,068


989


3,180


3,028

General and administrative

746


912


2,434


3,166









 Total operating expenses 

4,480


4,501


13,705


14,086









Income from operations

40


240


148


848









Interest and other income, net

9


8


33


28









Net income 

$            49


$           248


$           181


$           876









Unrealized gain on available-for-sale securities

-


-


-


1









Comprehensive income 

$            49


$           248


$           181


$           877









Basic net income per common share

$         0.01


$          0.03


$          0.02


$          0.10









Diluted net income per common share

$         0.01


$          0.03


$          0.02


$          0.10









Basic weighted average shares outstanding

8,524


8,477


8,516


8,460









Diluted weighted average shares outstanding

8,869


8,541


8,855


8,555









 

 

ONVIA, INC.

CONDENSED CONSOLIDATED BALANCE SHEETS 






September 30,
2012


December 31,
2011


(Unaudited)


(In thousands, except share data)

ASSETS








CURRENT ASSETS:




Cash and cash equivalents

$             3,260


$              3,378

Short-term investments, available-for-sale

9,177


8,149

Accounts receivable, net of allowance for doubtful accounts of $36 and $37

1,301


1,124

Prepaid expenses and other current assets

388


551





Total current assets

14,126


13,202





LONG TERM ASSETS:




Property and equipment, net of accumulated depreciation

1,155


1,275

Internal use software, net of accumulated amortization

5,654


6,175

Deferred tax assets, net of current portion

644


588

Other long-term assets

92


92





Total long term assets

7,545


8,130





TOTAL ASSETS

$           21,671


$            21,332





LIABILITIES AND STOCKHOLDERS' EQUITY








CURRENT LIABILITIES:




Accounts payable

$                821


$                 609

Accrued expenses

671


709

Unearned revenue, current portion

7,561


7,999

Other current liabilities

353


215





Total current liabilities

9,406


9,532





LONG TERM LIABILITIES:




Unearned revenue, net of current portion

694


489

Deferred rent, net of current portion

438


568

Other long-term liabilities

58


74





Total long term liabilities

1,190


1,131





TOTAL LIABILITIES

10,596


10,663





STOCKHOLDERS' EQUITY:




Preferred stock; $.0001 par value: 2,000,000 shares authorized; no shares issued or outstanding

-


-

Common stock; $.0001 par value: 11,000,000 shares authorized; 8,523,550 and 8,494,290 shares issued; and 8,523,524 and 8,494,264 shares outstanding

1


1

Treasury stock, at cost: 26 and 26 shares 

-


-

Additional paid in capital

352,987


352,762

Accumulated other comprehensive gain

1


1

Accumulated deficit

(341,914)


(342,095)





Total stockholders' equity

11,075


10,669





TOTAL LIABILITIES AND STOCKHOLDERS' EQUITY 

$           21,671


$            21,332





 

 

 

Onvia, Inc.

Condensed Consolidated Statements of Cash Flows

Nine Months Ended September 30, 2012 and September 30, 2011







 Nine Months Ended September 30, 



2012


2011



(Unaudited)



(In thousands)


CASH FLOWS FROM OPERATING ACTIVITIES:





Net income

$                       181


$                       876


Adjustments to reconcile net income to net cash provided by operating activities:





Depreciation and amortization

2,098


1,932


Idle lease accrual

(52)


144


Stock-based compensation

165


235


Change in operating assets and liabilities:





Accounts receivable

(177)


675


Prepaid expenses and other assets

91


37


Accounts payable

121


(580)


Accrued expenses

(38)


(189)


Unearned revenue

(234)


(1,474)


Deferred rent

(109)


(85)







Net cash provided by operating activities

2,046


1,571







CASH FLOWS FROM INVESTING ACTIVITIES:





Additions to property and equipment

(258)


(452)


Additions to internal use software

(910)


(1,020)


Purchases of investments

(11,665)


(10,534)


Sales of investments

2,273


1,350


Maturities of investments

8,364


4,148


Return of security deposits

45


135







Net cash used in investing activities

(2,151)


(6,373)







CASH FLOWS FROM FINANCING ACTIVITIES:





Principal payments on capital lease obligations

(72)


-


Proceeds from exercise of stock options 

59


142







Net cash (used in) / provided by financing activities

(13)


142







Net decrease in cash and cash equivalents

(118)


(4,660)







Cash and cash equivalents, beginning of period

3,378


7,522







Cash and cash equivalents, end of period

$                    3,260


$                    2,862







SOURCE Onvia, Inc.



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